Financial Data and Key Metrics Changes - Q4 2022 revenue was $65.3 million, up 32% year-over-year, exceeding guidance [5][22] - Full-year 2022 revenue reached $238.1 million, an increase of 42% [22] - Dollar-based net retention rate was 119% [5][22] - Non-GAAP operating margin improved by almost 300 basis points year-over-year [5] - Free cash flow for Q4 was negative $5.9 million, an improvement from negative $12.2 million in the prior year [26] Business Line Data and Key Metrics Changes - Customer count increased by 25% year-over-year to nearly 2,000, with 480 customers generating over $100,000 in ARR [22] - Two land deals over $1 million were secured in Q4, a significant increase from zero in 2021 [22] - The largest experiment expansion occurred in Q4, indicating greater adoption of the analytics platform [22] Market Data and Key Metrics Changes - U.S. revenue increased 28% year-over-year to $40 million, representing 61% of total revenue [24] - International revenue grew 39% to $25.2 million, accounting for 39% of total revenue [24] - Total remaining performance obligations (RPO) increased to $248.2 million, up 46% year-over-year [24] Company Strategy and Development Direction - The company aims to shift focus from digital natives to traditional enterprises, leveraging lighthouse customers to penetrate new verticals [41][70] - Investments in product-led growth and new pricing options targeting startups and small businesses are underway [8][56] - The company plans to enhance product innovation and reduce data costs to drive growth [10][25] Management's Comments on Operating Environment and Future Outlook - Management anticipates continued headwinds in 2023 due to budget pressures and layoffs among digital natives [6][28] - Despite short-term challenges, the long-term outlook remains positive, with expectations for growth acceleration [7][28] - Management emphasizes the importance of maintaining customer relationships and providing value during economic downturns [49] Other Important Information - The company announced a CFO transition, with Hoang Vuong leaving and Christopher Harms joining as the new CFO [15] - Amplitude received recognition as a strong performer in the Forrester Wave for Digital Intelligence Platforms [13] - The company launched over 100 product updates in 2022, the highest in its history [10] Q&A Session Summary Question: Guidance reconciliation for 2023 - Management explained that guidance reflects a cautious outlook based on Q4 trends and macroeconomic conditions [33] Question: Sales capacity and hiring plans - The company is managing costs carefully while ensuring sales capacity aligns with growth targets for 2023 [36] Question: Demand environment and targeting traditional industries - Management is actively shifting focus to traditional enterprises and leveraging existing customer successes to expand [41] Question: Churn drivers and expectations - Churn is primarily driven by budget scrutiny among digital natives, with management working to improve retention [64][66] Question: Cost discipline measures - The company is implementing various cost-saving initiatives and has received employee feedback on potential savings [50][52] Question: Product-led growth model and deal sizing - The transition to a monthly tracked user pricing model aims to increase distribution without negatively impacting revenue [55][58]

PART I [Business Overview](index=5&type=section&id=Item%201.%20Business) Amplitude's subscription-based Digital Analytics Platform helps global customers connect digital products to business outcomes [Overview](index=5&type=section&id=Overview) Amplitude's Digital Analytics Platform provides self-service visibility into the customer journey, optimizing engagement, retention, and lifetime value - Amplitude's Digital Analytics Platform serves as the command center for businesses to connect digital products to business outcomes, providing self-service visibility into the entire customer journey[11](index=11&type=chunk) - The way companies build digital products is fundamentally changing from intuition-based to data-driven, with **product data** becoming the next untapped growth lever[12](index=12&type=chunk) - Traditional systems (web/marketing analytics, BI, sentiment tools) were not built on product data and lack the scale and real-time insights needed for modern digital products[14](index=14&type=chunk) [How Amplitude Powers Digital Analytics](index=6&type=section&id=How%20Amplitude%20Powers%20Digital%20Analytics) Amplitude's platform integrates customer data infrastructure, Analytics, Experimentation, Audience Management, and Data Streaming, all powered by its proprietary Behavioral Graph - The Digital Analytics Platform consists of integrated solutions: a customer data infrastructure layer, Amplitude Analytics, Experimentation, Audience Management tools, and Data Streaming tools[18](index=18&type=chunk)[19](index=19&type=chunk) - At the core of the platform is the **Amplitude Behavioral Graph**, a proprietary behavioral database purpose-built for complex, interactive behavioral queries to identify actions leading to desired outcomes[20](index=20&type=chunk) [Mission Critical to Our Customers](index=6&type=section&id=Mission%20Critical%20to%20Our%20Customers) Amplitude serves nearly 2,000 paying customers globally, including Fortune 100 companies, with its platform being mission-critical for driving digital innovation and growth - As of December 31, 2022, Amplitude serves almost **2,000 paying customers** globally, including **28 of the Fortune 100**[21](index=21&type=chunk)[53](index=53&type=chunk) Key Customer Metrics | Metric | Dec 31, 2022 | Dec 31, 2021 | YoY Change | | :----- | :----------- | :----------- | :--------- | | Customers > $100K ARR | 480 | 385 | +25% | | Customers > $1M ARR | 30 | 29 | +3% | [Our Business Model](index=7&type=section&id=Our%20Business%20Model) Amplitude generates revenue primarily from subscriptions, employing a 'land and expand' strategy based on platform functionality and committed event volume - Subscription revenue comprised **97% of total revenue** for the year ended December 31, 2022[24](index=24&type=chunk) - The business model is 'land and expand,' where customers expand initial use cases, new use cases, and additional products after experiencing platform value[24](index=24&type=chunk) Dollar-Based Net Retention Rate | Date | Rate | | :--- | :--- | | Dec 31, 2022 | 119% | | Dec 31, 2021 | 123% | [Industry Trends](index=7&type=section&id=Industry%20Trends) The digital-first economy is shifting revenue focus to product-led growth, driven by behavioral data and personalization, necessitating new digital analytics approaches - The revenue center of a business is shifting away from acquisition-focused marketing and sales to retention and expansion through sustained customer engagement within digital products[28](index=28&type=chunk) - The approach to building digital products is being reinvented, moving from intuition-based to data-driven, centered on behavioral data, adapting to customers with AI/ML, and leveraging data democratization[29](index=29&type=chunk)[30](index=30&type=chunk) - Existing categories of software (Web and Marketing Analytics, Business Intelligence, Sentiment/Survey-based Solutions) fail to adequately address product data due to its complexity, non-linearity, and scale[34](index=34&type=chunk)[35](index=35&type=chunk)[36](index=36&type=chunk) [The Amplitude Digital Analytics Platform (Detailed)](index=9&type=section&id=The%20Amplitude%20Digital%20Analytics%20Platform) Amplitude's platform is a unified, self-service system for data, analytics, and personalization, enabling data-driven decisions and faster innovation with enterprise-grade security - The platform is a fully integrated, self-service system for data, analytics, and personalization, with intelligence and collaboration built in to help teams innovate faster and smarter[38](index=38&type=chunk) - Key system capabilities include Behavioral Data at the Core (Amplitude Behavioral Graph), Built-In Data Management, Real-time Analytics and Insight, Easy Adoption and Collaboration, Powering Data-Driven Action (e.g., ML recommendations, experimentation), and an Enterprise-grade Platform (SOC2 Type-2 and ISO 27001 certified, **99.99% data ingestion uptime**)[41](index=41&type=chunk)[43](index=43&type=chunk) [Key Benefits to Our Customers](index=11&type=section&id=Key%20Benefits%20to%20Our%20Customers) Amplitude's system enables customers to make informed product decisions, accelerate innovation, unify teams, and maximize product investment value by transforming cost centers into revenue drivers - The platform enables customers to make the right product bets and accelerate innovation by analyzing user behaviors and understanding drivers of conversion[44](index=44&type=chunk) - It unifies teams with common visibility into user behavior and in-product engagement data, fostering better decisions and faster actions[44](index=44&type=chunk) - The system maximizes the value of product investments by attributing revenue to specific product efforts, transforming cost centers into revenue centers[44](index=44&type=chunk) [Our Growth Strategies](index=11&type=section&id=Our%20Growth%20Strategies) Amplitude's growth strategies focus on acquiring new customers, expanding existing relationships, extending product leadership, and expanding global reach and partner networks - Growth strategies include acquiring new customers across every industry and stage of digital maturity, leveraging an efficient go-to-market motion[45](index=45&type=chunk) - The company aims to expand within its existing customer base through upsell (additional events, functionality, teams, products) and cross-sell (layering on additional products)[45](index=45&type=chunk)[46](index=46&type=chunk) - Plans include extending product leadership with continued investment in the platform and expanding global and partnership reach, with **38% of 2022 revenue** generated outside the United States[48](index=48&type=chunk) [Our Platform and Technology](index=12&type=section&id=Our%20Platform%20and%20Technology) Amplitude's platform ingests, processes, and stores data in its proprietary Amplitude Behavioral Graph, optimized for low-latency, complex behavioral queries with real-time data management and AutoML - Data enters the system via SDKs, server-side, and partner integrations, then undergoes processing and cleanup before being stored in the Amplitude Behavioral Graph[49](index=49&type=chunk) - The system is purpose-built for end-user behavior analysis, optimized for low-latency query/response, and includes real-time data management with structured, event-based schema, breadth of digital sources, identity resolution, and data governance[49](index=49&type=chunk)[50](index=50&type=chunk) - The Amplitude Behavioral Graph features complex distributed joins, real-time data observation (lambda architecture), multi-tenancy and scale, and AutoML for automated feature extraction[51](index=51&type=chunk) [Our Customers](index=14&type=section&id=Our%20Customers) Amplitude's customer base grew 25% year-over-year to 1,994 paying customers by December 31, 2022, including 28 Fortune 100 companies Customer Growth and ARR (as of Dec 31) | Metric | 2022 | 2021 | YoY Growth | | :----- | :--- | :--- | :--------- | | Paying Customers | 1,994 | 1,597 | 25% | | Fortune 100 Customers | 28 | 26 | N/A | | Customers > $100K ARR | 480 | 385 | 25% | | Customers > $1M ARR | 30 | 29 | 3% | [Sales and Marketing](index=14&type=section&id=Sales%20and%20Marketing) Amplitude employs a multi-pronged go-to-market strategy combining direct sales, product-led growth, and marketing, offering various subscription plans and supported by a partner ecosystem - Employs an efficient, multi-pronged go-to-market strategy combining direct sales, product-led growth initiatives (including subscription plans), and marketing initiatives[55](index=55&type=chunk) - Offers Scholarship (free for startups), Starter (free, limited core offerings), Growth (paid, additional features), and Enterprise (complete toolkit, advanced features) plans[56](index=56&type=chunk) - Has approximately **50 partners** in its ecosystem program, including solutions partners (integrators, consultancies, agencies) and technology partners (integrating software with the platform)[58](index=58&type=chunk) [Human Capital Management](index=15&type=section&id=Human%20Capital%20Management) Amplitude's culture is rooted in Diversity, Equity, and Inclusion, centered on values of Humility, Ownership, and Growth Mindset, with 737 global employees as of December 31, 2022 - Company culture is a core driver of business success, rooted in Diversity, Equity, and Inclusion (DEI), with values of Humility, Ownership, and Growth Mindset[60](index=60&type=chunk) - As of December 31, 2022, Amplitude had a total of **737 employees**, including **156 located outside the United States**, with no employees represented by a labor union[62](index=62&type=chunk) [Research and Development](index=15&type=section&id=Research%20and%20Development) Amplitude's R&D focuses on continuous innovation and platform enhancement, with expenses totaling $80.6 million in 2022, a 67% increase from 2021 - Research and development efforts focus on continued innovation, enhancing platform features and functionalities, and expanding services[63](index=63&type=chunk) Research and Development Expenses | Year Ended Dec

Amplitude, Inc. (NASDAQ:AMPL) Q3 2022 Earnings Conference Call November 2, 2022 5:00 PM ET Company Participants Yaoxian Chew - Vice President, Investor Relations Spenser Skates - Chief Executive Officer & Co-Founder Hoang Vuong - Chief Financial Officer Conference Call Participants Michael Vidovic - KeyBanc Clarke Jeffries - Piper Sandler Arjun Bhatia - William Blair Koji Ikeda - Bank of America Merrill Lynch Nick Altmann - Scotia Claire Guido - UBS Tyler Radke - Citi Yaoxian Chew Hello, everyone. Welcome t ...

Amplitude, Inc. (NASDAQ:AMPL) Q2 2022 Earnings Conference Call August 3, 2022 5:00 PM ET Company Participants Yaoxian Chew – Vice President-Investor Relations Spenser Skates – Chief Executive Officer and Co-Founder Hoang Vuong – Chief Financial Officer Conference Call Participants Koji Ikeda – Bank of America Tyler Radke – Citi Taylor McGinnis – UBS Nick Altmann – Scotia Arjun Bhatia – William Blair Fiona Hynes – Morgan Stanley Patrick Schulz – Baird Michael Vidovic – KeyBanc Yaoxian Chew Hello, everyone. W ...

PART I. FINANCIAL INFORMATION [Item 1. Financial Statements (Unaudited)](index=6&type=section&id=Item%201.%20Financial%20Statements%20%28Unaudited%29) Presents Amplitude, Inc.'s unaudited condensed consolidated financial statements and detailed notes for periods ended June 30, 2022 [Condensed Consolidated Balance Sheets](index=6&type=section&id=Condensed%20Consolidated%20Balance%20Sheets) | Metric | June 30, 2022 (in thousands) | December 31, 2021 (in thousands) | |:---|:---|:---|\n| **ASSETS** | | | | Cash and cash equivalents | $310,024 | $307,445 | | Accounts receivable, net | $27,851 | $20,444 | | Total current assets | $366,356 | $355,117 | | Total assets | $426,656 | $400,388 | | **LIABILITIES AND STOCKHOLDERS' EQUITY** | | | | Deferred revenue | $98,368 | $69,294 | | Total current liabilities | $117,944 | $90,593 | | Total liabilities | $128,602 | $93,840 | | Total stockholders' equity | $298,054 | $306,548 | [Condensed Consolidated Statements of Operations](index=7&type=section&id=Condensed%20Consolidated%20Statements%20of%20Operations) | Metric | Three Months Ended June 30, 2022 (in thousands) | Three Months Ended June 30, 2021 (in thousands) | Six Months Ended June 30, 2022 (in thousands) | Six Months Ended June 30, 2021 (in thousands) | |:---|:---|:---|:---|:---|\n| Revenue | $58,130 | $39,254 | $111,195 | $72,364 | | Gross profit | $41,070 | $27,119 | $78,072 | $49,974 | | Total operating expenses | $65,653 | $36,866 | $124,646 | $65,870 | | Net loss | $(24,568) | $(10,083) | $(46,788) | $(16,522) | | Net loss per share (Basic and Diluted) | $(0.22) | $(0.34) | $(0.42) | $(0.57) | [Condensed Consolidated Statements of Redeemable Convertible Preferred Stock and Stockholders' Equity (Deficit)](index=8&type=section&id=Condensed%20Consolidated%20Statements%20of%20Redeemable%20Convertible%20Preferred%20Stock%20and%20Stockholders%27%20Equity%20%28Deficit%29) | Metric | December 31, 2021 (in thousands) | June 30, 2022 (in thousands) | |:---|:---|:---|\n| Additional paid-in capital | $486,354 | $524,632 | | Accumulated deficit | $(179,807) | $(226,579) | | Total stockholders' equity | $306,548 | $298,054 | - Stock-based compensation expense for the six months ended June 30, 2022 was **$28,940 thousand**, contributing to the change in additional paid-in capital[18](index=18&type=chunk) [Condensed Consolidated Statements of Cash Flows](index=9&type=section&id=Condensed%20Consolidated%20Statements%20of%20Cash%20Flows) | Metric | Six Months Ended June 30, 2022 (in thousands) | Six Months Ended June 30, 2021 (in thousands) | |:---|:---|:---|\n| Net cash provided by (used in) operating activities | $2,353 | $(5,523) | | Net cash provided by (used in) investing activities | $(3,788) | $339 | | Net cash provided by financing activities | $4,015 | $179,313 | | Net increase in cash, cash equivalents, and restricted cash | $2,580 | $174,129 | | Cash, cash equivalents, and restricted cash at end of period | $310,875 | $292,992 | [Notes to Condensed Consolidated Financial Statements](index=10&type=section&id=Notes%20to%20Condensed%20Consolidated%20Financial%20Statements) [(1) Summary of Business and Significant Accounting Policies](index=10&type=section&id=%281%29%20Summary%20of%20Business%20and%20Significant%20Accounting%20Policies) - Amplitude, Inc. provides a Digital Optimization System as a subscription service (SaaS) to help companies analyze customer behavior in digital products[25](index=25&type=chunk) - The Company operates as a single operating and reportable segment, with the CEO reviewing consolidated financial information for decision-making[26](index=26&type=chunk) - The Company adopted new accounting guidance for leases (Topic 842) effective January 1, 2022, recognizing **$11.6 million in right-of-use assets** and **$13.2 million in lease liabilities**, with a cumulative-effect adjustment to accumulated deficit[35](index=35&type=chunk) - No customer accounted for **10% or more of total revenue** for the three and six months ended June 30, 2022 and 2021, indicating diversified customer base[31](index=31&type=chunk) [(2) Revenue from Contracts with Customers](index=13&type=section&id=%282%29%20Revenue%20from%20Contracts%20with%20Customers) | Metric | June 30, 2022 (in thousands) | December 31, 2021 (in thousands) | |:---|:---|:---|\n| Unrecognized transaction price (Remaining Performance Obligations) | $227,586 | $170,134 | | Expected recognition within 12 months | $170,173 | $137,266 | | Expected recognition greater than 12 months | $57,413 | $32,868 | | Geographic Area | Three Months Ended June 30, 2022 (in thousands) | Three Months Ended June 30, 2021 (in thousands) | Six Months Ended June 30, 2022 (in thousands) | Six Months Ended June 30, 2021 (in thousands) | |:---|:---|:---|:---|:---|\n| United States | $35,475 | $25,333 | $68,996 | $46,361 | | International | $22,655 | $13,921 | $42,199 | $26,003 | | Total revenue | $58,130 | $39,254 | $111,195 | $72,364 | | Metric | Three Months Ended June 30, 2022 (in thousands) | Six Months Ended June 30, 2022 (in thousands) | |:---|:---|:---|\n| Beginning balance of deferred commissions | $31,075 | $28,685 | | Additions to deferred commissions | $4,836 | $9,257 | | Amortization of deferred commissions | $(2,331) | $(4,362) | | Ending balance of deferred commissions | $33,580 | $33,580 | [(3) Balance Sheet Components](index=14&type=section&id=%283%29%20Balance%20Sheet%20Components) | Metric | June 30, 2022 (in thousands) | December 31, 2021 (in thousands) | |:---|:---|:---|\n| Cash and cash equivalents | $310,024 | $307,445 | | Restricted cash, noncurrent | $851 | $850 | | Total cash, cash equivalents, and restricted cash | $310,875 | $308,295 | | Metric | June 30, 2022 (in thousands) | December 31, 2021 (in thousands) | |:---|:---|:---|\n| Prepaid hosting | $10,728 | $9,216 | | Other prepaid expenses and other assets | $8,050 | $9,900 | | Total prepaid expense and other current assets | $18,778 | $19,116 | | Metric | June 30, 2022 (in thousands) | December 31, 2021 (in thousands) | |:---|:---|:---|\n| Accrued commission | $3,736 | $4,708 | | Accrued payroll and employee related taxes | $1,737 | $2,689 | | Operating lease liabilities, current | $3,932 | — | | Total accrued expenses | $19,028 | $17,936 | [(4) Intangible Assets and Goodwill](index=15&type=section&id=%284%29%20Intangible%20Assets%20and%20Goodwill) | Metric | June 30, 2022 (in thousands) | December 31, 2021 (in thousands) | |:---|:---|:---|\n| Developed technology, net | $2,329 | $3,247 | | Customer related, net | $242 | $307 | | Intangible assets, net | $2,571 | $3,554 | - Amortization expense for intangible assets was **$1.0 million** for the six months ended June 30, 2022, an increase from **$0.6 million** in the prior year[54](index=54&type=chunk) | Year | Future Amortization Expense (in thousands) | |:---|:---|\n| Remainder of 2022 | $1,000 | | 2023 | $1,239 | | 2024 | $332 | | Total | $2,571 | [(5) Stockholders' Equity (Deficit) and Equity Incentive Plans](index=15&type=section&id=%285%29%20Stockholders%27%20Equity%20%28Deficit%29%20and%20Equity%20Incentive%20Plans) - The Company has a dual-class common stock structure (Class A with one vote, Class B with five votes) and has reserved **48.8 million shares** for equity incentive plans as of June 30, 2022[58](index=58&type=chunk)[60](index=60&type=chunk) | Metric | June 30, 2022 | December 31, 2021 | |:---|:---|:---|\n| Equity plan stock options outstanding | 17,620,837 | 21,214,155 | | RSUs outstanding | 6,475,393 | 1,716,614 | | Shares available for future issuance (2021 Incentive Award Plan) | 21,090,767 | 19,005,008 | | Shares available for future issuance (2021 ESPP) | 3,585,845 | 2,663,371 | | Total reserved shares | 48,772,842 | 44,599,148 | - Total unrecognized stock-based compensation expense related to options was **$27.0 million** (weighted average vesting period of **2.25 years**) and for RSUs was **$131.5 million** (weighted average vesting period of **2.81 years**) as of June 30, 2022[65](index=65&type=chunk)[67](index=67&type=chunk) | Expense Category | Three Months Ended June 30, 2022 (in thousands) | Six Months Ended June 30, 2022 (in thousands) | |:---|:---|:---|\n| Cost of revenue | $1,669 | $2,592 | | Research and development | $7,383 | $11,667 | | Sales and marketing | $3,206 | $6,445 | | General and administrative | $2,578 | $7,635 | | Total stock-based compensation expense | $14,836 | $28,339 | [(6) Income Taxes](index=18&type=section&id=%286%29%20Income%20Taxes) - The Company's effective tax rate was **(1.1)%** for the three months and **(1.3)%** for the six months ended June 30, 2022, reflecting U.S. operating losses and minimal foreign profits[72](index=72&type=chunk) - A full valuation allowance is maintained against net deferred tax assets in the United States due to uncertainties regarding their realization[74](index=74&type=chunk) [(7) Operating Leases](index=19&type=section&id=%287%29%20Operating%20Leases) | Metric | Six Months Ended June 30, 2022 (in thousands) | |:---|:---|\n| Total lease cost | $2,161 | | Weighted average remaining term | 3.27 years | | Weighted average discount rate | 2.89% | | Cash paid for operating lease liabilities | $1,382 | [(8) Commitments and Contingencies](index=20&type=section&id=%288%29%20Commitments%20and%20Contingencies) - The Company is involved in various legal and regulatory matters but believes no outcome would individually or in aggregate have a material adverse effect on its financial position[82](index=82&type=chunk) [(9) Net Loss Per Share](index=20&type=section&id=%289%29%20Net%20Loss%20Per%20Share) | Metric | Three Months Ended June 30, 2022 | Six Months Ended June 30, 2022 | |:---|:---|:---|\n| Net loss attributable to Class A and Class B common stockholders (in thousands) | $(24,568) | $(46,788) | | Weighted-average shares (in thousands) | 111,036 | 110,297 | | Net loss per share (Basic and Diluted) | $(0.22) | $(0.42) | | Potential Common Shares Excluded (in thousands) | June 30, 2022 | |:---|:---|\n| Equity plan stock options outstanding | 17,621 | | RSUs outstanding | 6,475 | | Shares issuable pursuant to the ESPP | 513 | | Total | 25,320 | [(10) Subsequent Events](index=21&type=section&id=%2810%29%20Subsequent%20Events) - In July 2022, the Company granted **0.7 million stock options** and **1.3 million RSUs** to employees, with grant date fair values of approximately **$9.9 million** and **$18.9 million**, respectively[90](index=90&type=chunk) [Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations](index=22&type=section&id=Item%202.%20Management%27s%20Discussion%20and%20Analysis%20of%20Financial%20Condition%20and%20Results%20of%20Operations) Management discusses Amplitude's financial condition, operational results, key growth factors, and liquidity for the periods ended June 30, 2022 [Overview](index=22&type=section&id=Overview) - Amplitude's Digital Optimization System, powered by its proprietary Behavioral Graph, helps companies analyze customer behavior in digital products to drive product-led growth[94](index=94&type=chunk)[95](index=95&type=chunk) - The Company has experienced significant growth, serving over **1,800 paying customers** globally across various industries and sizes[96](index=96&type=chunk) [Key Factors Affecting Our Performance](index=22&type=section&id=Key%20Factors%20Affecting%20Our%20Performance) - Customer acquisition and expansion are key growth drivers, with paying customers increasing **43% year-over-year** to **1,836** as of June 30, 2022[98](index=98&type=chunk) - The dollar-based net retention rate was **126%** as of June 30, 2022, up from **119%** in the prior year, indicating strong customer spend expansion[99](index=99&type=chunk) - The Company continues to invest in platform development, including acquisitions like ClearBrain (predictive analytics) and Iteratively (data instrumentation), and plans further investments in R&D, sales, marketing, and international expansion[100](index=100&type=chunk)[101](index=101&type=chunk)[102](index=102&type=chunk) - International revenue accounted for **39%** and **38%** of total revenue for the three and six months ended June 30, 2022, respectively, with plans for further global expansion despite potential adverse effects from global instability like the Russia-Ukraine conflict[103](index=103&type=chunk) [Key Business Metrics](index=24&type=section&id=Key%20Business%20Metrics) | Metric | As of June 30, 2022 | As of June 30, 2021 | YoY Growth | |:---|:---|:---|:---|\n| Paying Customers | 1,836 | 1,280 | 43% | | Dollar-Based Net Retention Rate | 126% | 119% | N/A | - Paying customers are defined as entities with a unique Dunn & Bradstreet Global Ultimate DUNS number and an active subscription contract[108](index=108&type=chunk) - Dollar-based net retention rate measures the ability to retain and expand Annual Recurring Revenue (ARR) from existing customers, reflecting renewals, expansion, contraction, and attrition[109](index=109&type=chunk)[110](index=110&type=chunk) [Response to COVID-19](index=24&type=section&id=Response%20to%20COVID-19) - The COVID-19 pandemic generally resulted in favorable trends for Amplitude's business due to increased digital product optimization, despite initial attrition from smaller customers[111](index=111&type=chunk) - The Company experienced business disruptions, including remote work and travel restrictions, and acknowledges potential future impacts from economic slowdowns, supply chain issues, and changes in customer demand[112](index=112&type=chunk) [Non-GAAP Financial Measures](index=25&type=section&id=Non-GAAP%20Financial%20Measures) | Metric | Three Months Ended June 30, 2022 | Three Months Ended June 30, 2021 | Six Months Ended June 30, 2022 | Six Months Ended June 30, 2021 | |:---|:---|:---|:---|:---|\n| Non-GAAP Gross Profit (in thousands) | $43,233 | $27,795 | $81,646 | $51,108 | | Non-GAAP Gross Margin | 74% | 71% | 73% | 71% | | Non-GAAP Loss from Operations (in thousands) | $(8,999) | $(4,146) | $(16,725) | $(7,392) | | Non-GAAP Loss from Operations Margin | (15)% | (11)% | (15)% | (10)% | | Free Cash Flow (in thousands) | $8,161 | $(5,816) | $(1,435) | $(6,909) | | Free Cash Flow Margin | 14% | (15)% | (1)% | (10)% | - Non-GAAP measures exclude stock-based compensation, related employer payroll taxes, amortization of acquired intangible assets, and non-recurring costs (e.g., Direct Listing costs) to provide a clearer view of operational performance[118](index=118&type=chunk)[119](index=119&type=chunk) - Free cash flow is defined as net cash used in operating activities minus purchases of property and equipment and capitalized internal-use software costs, serving as a liquidity indicator[121](index=121&type=chunk) [Components of Results of Operations](index=27&type=section&id=Components%20of%20Results%20of%20Operations) - Revenue is primarily generated from subscription services, recognized ratably over the contract term, with professional services revenue recognized as delivered[129](index=129&type=chunk) - Cost of revenue includes third-party hosting fees, personnel expenses for operations and support, and amortization of capitalized software, expected to increase with customer growth[130](index=130&type=chunk) - Operating expenses (R&D, Sales & Marketing, G&A) are expected to increase in dollar amount due to investments in product innovation, sales growth, and public company compliance, but decrease as a percentage of revenue long-term[132](index=132&type=chunk)[133](index=133&type=chunk)[135](index=135&type=chunk)[136](index=136&type=chunk) - The Company maintains a full valuation allowance against U.S. federal deferred tax assets due to a history of operating losses[138](index=138&type=chunk) [Results of Operations](index=29&type=section&id=Results%20of%20Operations) [Comparison of Three Months Ended June 30, 2022 to Three Months Ended June 30, 2021](index=30&type=section&id=Comparison%20of%20Three%20Months%20Ended%20June%2030%2C%202022%20to%20Three%20Months%20Ended%20June%2030%2C%202021) | Metric | 3 Months Ended June 30, 2022 (in thousands) | 3 Months Ended June 30, 2021 (in thousands) | $ Change | % Change | |:---|:---|:---|:---|:---|\n| Revenue | $58,130 | $39,254 | $18,876 | 48% | | Cost of revenue | $17,060 | $12,135 | $4,925 | 41% | | Gross margin | 71% | 69% | N/A | N/A | | Research and development | $20,306 | $8,544 | $11,762 | 138% | | Sales and marketing | $34,135 | $20,040 | $14,095 | 70% | | General and administrative | $11,212 | $8,282 | $2,930 | 35% | | Total operating expenses | $65,653 | $36,866 | $28,787 | 78% | | Other income, net | $293 | $32 | $261 | * | | Provision for income taxes | $278 | $368 | $(90) | (24)% | - Revenue growth was driven by a **43% increase in paying customers** and a **126% dollar-based net retention rate**[145](index=145&type=chunk) - Increased operating expenses were primarily due to higher stock-based compensation and personnel costs from increased headcount, and marketing program expenses[149](index=149&type=chunk)[151](index=151&type=chunk)[152](index=152&type=chunk) [Comparison of Six Months Ended June 30, 2022 to Six Months Ended June 30, 2021](index=32&type=section&id=Comparison%20of%20Six%20Months%20Ended%20June%2030%2C%202022%20to%20Six%20Months%20Ended%20June%2030%2C%202021) | Metric | 6 Months Ended June 30, 2022 (in thousands) | 6 Months Ended June 30, 2021 (in thousands) | $ Change | % Change | |:---|:---|:---|:---|:---|\n| Revenue | $111,195 | $72,364 | $38,831 | 54% | | Cost of revenue | $33,123 | $22,390 | $10,733 | 48% | | Gross margin | 70% | 69% | N/A | N/A | | Research and development | $36,807 | $15,529 | $21,278 | 137% | | Sales and marketing | $62,265 | $36,810 | $25,455 | 69% | | General and administrative | $25,574 | $13,531 | $12,043 | 89% | | Total operating expenses | $124,646 | $65,870 | $58,776 | 89% | | Other income, net | $379 | $20 | $359 | * | | Provision for income taxes | $593 | $646 | $(53) | (8)% | - Revenue growth was primarily driven by a **43% increase in paying customers** and a **126% dollar-based net retention rate**[156](index=156&type=chunk) - Significant increases in operating expenses were mainly due to higher personnel and stock-based compensation expenses, and increased marketing and advertising programs[160](index=160&type=chunk)[162](index=162&type=chunk)[163](index=163&type=chunk) [Liquidity and Capital Resources](index=34&type=section&id=Liquidity%20and%20Capital%20Resources) - The Company's primary liquidity sources are cash and cash equivalents (**$310.0 million**) and restricted cash (**$0.9 million**) as of June 30, 2022[167](index=167&type=chunk) - Deferred revenue, a substantial source of operating cash, increased to **$98.4 million** as of June 30, 2022[167](index=167&type=chunk) | Cash Flow Activity | Six Months Ended June 30, 2022 (in thousands) | Six Months Ended June 30, 2021 (in thousands) | |:---|:---|:---|\n| Net cash provided by (used in) operating activities | $2,353 | $(5,523) | | Net cash provided by (used in) investing activities | $(3,788) | $339 | | Net cash provided by financing activities | $4,015 | $179,313 | | Remaining Performance Obligations (RPO) | June 30, 2022 (in thousands) | June 30, 2021 (in thousands) | % Change | |:---|:---|:---|:---|\n| Less than or equal to 12 months | $170,173 | $116,922 | 46% | | Greater than 12 months | $57,413 | $21,955 | 162% | | Total RPO | $227,586 | $138,877 | 64% | [Critical Accounting Policies and Estimates](index=36&type=section&id=Critical%20Accounting%20Policies%20and%20Estimates) - The preparation of financial statements requires significant estimates and assumptions, including those related to revenue recognition, deferred commissions, stock-based compensation, goodwill, intangible assets, and income taxes[183](index=183&type=chunk) - No material changes to critical accounting policies and estimates occurred during the six months ended June 30, 2022, other than the adoption of ASC 842 - Leases[183](index=183&type=chunk) [Recent Accounting Pronouncements](index=36&type=section&id=Recent%20Accounting%20Pronouncements) - The Company is currently evaluating the impact of ASU No. 2016-13, Financial Instruments (Topic 326), on its consolidated financial statements, which is effective for annual periods beginning after December 15, 2022[37](index=37&type=chunk)[184](index=184&type=chunk) [Item 3. Quantitative and Qualitative Disclosures About Market Risk](index=37&type=section&id=Item%203.%20Quantitative%20and%20Qualitative%20Disclosures%20About%20Market%20Risk) Assesses Amplitude, Inc.'s exposure to interest rate, foreign currency, and inflation risks and their potential financial impact - The Company's cash and cash equivalents are exposed to interest rate fluctuations, but an immediate **10% change in rates** is not expected to materially affect the portfolio's fair value or operating results[185](index=185&type=chunk) - Foreign currency risk exists due to operating expenses in foreign currencies (Euro, British Pound, Canadian Dollar, Singapore Dollar, Japanese Yen), but the impact has not been material historically, and no hedging transactions are currently in place[186](index=186&type=chunk) - Inflation has not had a material effect on the business, but significant inflationary pressures could harm financial condition if costs cannot be offset[187](index=187&type=chunk) [Item 4. Controls and Procedures](index=37&type=section&id=Item%204.%20Controls%20and%20Procedures) Management confirms effective disclosure controls and procedures as of June 30, 2022, with no material changes in internal control - Management concluded that disclosure controls and procedures were **effective** as of June 30, 2022, providing reasonable assurance for timely and accurate reporting[188](index=188&type=chunk) - No material changes in internal control over financial reporting were identified during the most recent fiscal quarter[189](index=189&type=chunk) - Control systems, by their inherent limitations, can only provide reasonable, not absolute, assurance that objectives are met, and may not prevent or detect all errors or fraud[190](index=190&type=chunk) PART II. OTHER INFORMATION [Item 1. Legal Proceedings](index=38&type=section&id=Item%201.%20Legal%20Proceedings) Details legal and regulatory matters, noting no anticipated material adverse effect on the Company's financial position - The Company is involved in various legal and regulatory matters arising from normal business activities[82](index=82&type=chunk)[192](index=192&type=chunk) - Management believes that the outcome of current litigation, if determined adversely, would not individually or in the aggregate be reasonably expected to have a material adverse effect on the business, operating results, cash flows, or financial position[82](index=82&type=chunk) [Item 1A. Risk Factors](index=38&type=section&id=Item%201A.%20Risk%20Factors) Outlines significant risks across business, intellectual property, regulatory, tax, and stock ownership that could impact Amplitude's financials [Risks Related to Our Business and Industry](index=38&type=section&id=Risks%20Related%20to%20Our%20Business%20and%20Industry) - The Company has a limited operating history and rapid growth, making future results difficult to forecast and increasing investment risk[194](index=194&type=chunk)[195](index=195&type=chunk) - Amplitude has a history of net losses (**$46.8 million** for six months ended June 30, 2022) and expects costs to increase, making sustained profitability uncertain[197](index=197&type=chunk)[198](index=198&type=chunk) - Business success depends on customer renewals, expansion, and new customer acquisition; any decline in these areas would materially adversely affect financial results[200](index=200&type=chunk)[201](index=201&type=chunk) - Financial results and key metrics are expected to fluctuate due to various factors, including demand, competition, and economic conditions, making future projections difficult[203](index=203&type=chunk)[204](index=204&type=chunk) - Focusing on larger organizations may lengthen sales cycles and increase variability in results[205](index=205&type=chunk)[206](index=206&type=chunk) - Revenue recognition over contract terms means downturns in new sales are not immediately reflected, making it difficult to discern immediate impacts[207](index=207&type=chunk) - Unfavorable industry or global economic conditions, including inflation and rising interest rates, or reduced IT spending, could limit business growth[208](index=208&type=chunk)[210](index=210&type=chunk) - Slow development or decline of the SaaS application market would adversely affect the business[211](index=211&type=chunk) - The market is highly competitive, with larger companies and new entrants posing risks to Amplitude's ability to compete effectively[212](index=212&type=chunk)[214](index=214&type=chunk) - Failure to innovate in response to changing customer needs, technology, and market requirements could materially adversely affect the business[215](index=215&type=chunk)[217](index=217&type=chunk) - Ineffective management of rapid growth and business changes could negatively impact product quality, brand, and customer retention[218](index=218&type=chunk) - The COVID-19 pandemic's ongoing impact, including remote work challenges and economic shifts, remains difficult to predict and could adversely affect the business[220](index=220&type=chunk)[224](index=224&type=chunk) - Security breaches or unauthorized data disclosure could harm reputation, lead to customer loss, and incur significant liabilities[225](index=225&type=chunk)[230](index=230&type=chunk) - Disruptions, outages, defects, or performance problems with the platform or its underlying public cloud infrastructure could materially adversely affect the business[231](index=231&type=chunk)[234](index=234&type=chunk) - Real or perceived errors, failures, or bugs in the platform could materially adversely affect business and growth prospects[236](index=236&type=chunk) - Failure to offer high-quality product support could harm customer relationships, reputation, and financial results[237](index=237&type=chunk) - Incorrect or improper implementation or use of the Digital Optimization System could lead to customer dissatisfaction and adverse business impacts[238](index=238&type=chunk) - Failure to integrate the platform with various third-party operating systems and software applications could make it less marketable or competitive[239](index=239&type=chunk) - Uncertainty in subscription or pricing models may require changes, potentially affecting revenue and customer acquisition[240](index=240&type=chunk)[242](index=242&type=chunk) - Inability to effectively develop and expand sales and marketing capabilities, including channel partner relationships, could harm customer base growth and market acceptance[243](index=243&type=chunk)[244](index=244&type=chunk)[245](index=245&type=chunk)[246](index=246&type=chunk) - Ineffective marketing strategies, including the free-tier option, could hinder customer attraction and retention, requiring higher sales and marketing expenses[248](index=248&type=chunk)[250](index=250&type=chunk) - Sales efforts to larger organizations involve risks such as longer sales cycles, complex requirements, and less predictability[252](index=252&type=chunk) - Failure to maintain and enhance the brand could adversely affect customer relationships, pricing power, and overall business growth[253](index=253&type=chunk)[254](index=254&type=chunk) - International operations and planned expansion face various risks, including political, economic, legal, regulatory, and currency fluctuations[255](index=255&type=chunk)[259](index=259&type=chunk) - The ongoing military action between Russia and Ukraine could materially adversely affect business, including reduced revenue from impacted regions and market disruptions[260](index=260&type=chunk)[262](index=262&type=chunk) - Substantial reliance on Amplitude Analytics product means its continued demand and market acceptance are critical to success[263](index=263&type=chunk) - Inefficient research and development investments that do not translate into new products or enhancements could materially adversely affect financial results[264](index=264&type=chunk) - Indemnification agreements with customers and third parties expose the Company to substantial potential liability[266](index=266&type=chunk) - The Company may require additional capital for growth, which might not be available on acceptable terms, leading to dilution or restricted operations[268](index=268&type=chunk) [Risks Related to Our Intellectual Property](index=53&type=section&id=Risks%20Related%20to%20Our%20Intellectual%20Property) - Inadequate protection of intellectual property rights (trademarks, trade secrets, patents, copyrights) may fail to safeguard the business or provide a competitive advantage[269](index=269&type=chunk)[272](index=272&type=chunk) - The Company may become involved in intellectual property disputes, which are expensive, time-consuming, and could lead to significant liability or increased operating costs[273](index=273&type=chunk)[276](index=276&type=chunk) - Use of open-source software could expose the Company to litigation or require disclosure of proprietary source code, negatively affecting its ability to sell its platform[278](index=278&type=chunk) [Risks Related to Regulatory Compliance and Legal Matters](index=56&type=section&id=Risks%20Related%20to%20Regulatory%20Compliance%20and%20Legal%20Matters) - The Company is subject to U.S. export controls, economic sanctions, and anti-corruption laws (e.g., FCPA, UK Bribery Act), which may limit exports, increase costs, and expose it to liability for violations[280](index=280&type=chunk)[281](index=281&type=chunk)[282](index=282&type=chunk) - Sanctions and export controls targeting Russia and other territories due to the Ukraine conflict could adversely impact business, including preventing contract performance or revenue recognition[283](index=283&type=chunk)[287](index=287&type=chunk) - Compliance with evolving privacy and data protection laws (e.g., GDPR, UK GDPR, CCPA, CPRA) is expensive, may force adverse business changes, and non-compliance could result in significant fines and reputational damage[288](index=288&type=chunk)[295](index=295&type=chunk) - Future litigation could be costly, time-consuming, divert management attention, and potentially not be covered by insurance, materially adversely affecting the business[296](index=296&type=chunk) [Risks Related to Tax and Accounting Matters](index=60&type=section&id=Risks%20Related%20to%20Tax%20and%20Accounting%20Matters) - Exposure to foreign currency exchange rate fluctuations, particularly for intercompany transactions and operating expenses, could affect revenue and results of operations[298](index=298&type=chunk)[299](index=299&type=chunk) - Global operations and structure subject the Company to potentially adverse tax consequences, including transfer pricing disputes and changes in international tax standards[300](index=300&type=chunk)[301](index=301&type=chunk) - The ability to use net operating loss carryforwards may be limited by ownership changes under Section 382 of the Code, potentially accelerating state taxes[302](index=302&type=chunk) - Changes in effective tax rate or tax liability due to jurisdictional income mix, tax law changes, or audit outcomes could materially adversely affect results of operations[303](index=303&type=chunk)[305](index=305&type=chunk) - The Company could be required to collect additional sales or indirect taxes, increasing customer costs and adversely affecting results of operations[306](index=306&type=chunk)[307](index=307&type=chunk) - Changes in U.S. GAAP or interpretations could significantly affect reported results of operations[309](index=309&type=chunk) - Incorrect estimates or judgments related to critical accounting policies could materially adversely affect results of operations[311](index=311&type=chunk) - Impairment of goodwill or intangible assets could require a significant charge to earnings[312](index=312&type=chunk) [Risks Related to Ownership of Our Class A Common Stock](index=62&type=section&id=Risks%20Related%20to%20Ownership%20of%20Our%20Class%20A%20Common%20Stock) - The Company's stock price has been and may continue to be volatile, influenced by financial results, market conditions, and analyst expectations, potentially leading to significant declines[313](index=313&type=chunk)[315](index=315&type=chunk) - Principal stockholders, including directors and executive officers, collectively own a substantial majority of voting power, enabling them to influence director elections and significant corporate actions[317](index=317&type=chunk) - The dual-class common stock structure concentrates voting control with existing stockholders, executive officers, and directors, limiting other stockholders' influence and potentially affecting the Class A common stock market price[318](index=318&type=chunk)[319](index=319&type=chunk)[320](index=320&type=chunk)[322](index=322&type=chunk) - Sales of substantial amounts of Class A common stock by directors, executive officers, or principal stockholders, or the perception of such sales, could cause the stock price to decline[322](index=322&type=chunk)[324](index=324&type=chunk) - Future issuance of additional capital stock for financings, acquisitions, or equity incentive plans will dilute existing stockholders' ownership interests[325](index=325&type=chunk) - The Company does not intend to pay dividends in the foreseeable future, meaning returns on investment will depend solely on stock price appreciation[326](index=326&type=chunk) - Loss of 'emerging growth company' status by **December 31, 2022**, will subject the Company to increased disclosure and compliance requirements, including auditor attestation for internal controls[328](index=328&type=chunk)[330](index=330&type=chunk) - Anti-takeover provisions in charter documents and Delaware law could make an acquisition more difficult and limit stockholders' ability to influence management or corporate changes[331](index=331&type=chunk)[332](index=332&type=chunk) - Claims for indemnification by directors and officers may reduce available funds for third-party claims and overall company resources[333](index=333&type=chunk)[336](index=336&type=chunk) - Exclusive forum provisions in charter documents for certain disputes could limit stockholders' choice of forum and potentially increase costs if not upheld[337](index=337&type=chunk)[338](index=338&type=chunk) [General Risk Factors](index=67&type=section&id=General%20Risk%20Factors) - Inability to attract and retain highly skilled employees, particularly in competitive regions like the San Francisco Bay Area, could materially adversely affect business and growth prospects[340](index=340&type=chunk) - Dependence on executive officers and other key employees means the loss of one or more could materially adversely affect the business[342](index=342&type=chunk) - Changes in the business, regulatory, or political climate in the San Francisco Bay Area could adversely affect operations, potentially leading to employee loss or relocation costs[343](index=343&type=chunk) - Changes in internet-related laws, regulations, or infrastructure could diminish demand for the Digital Optimization System and harm the business[345](index=345&type=chunk) - Market opportunity estimates and growth forecasts may be inaccurate, and even if the market grows, the Company's business may not grow at similar rates[347](index=347&type=chunk) - Acquisitions, mergers, strategic investments, partnerships, or alliances could be difficult to integrate, divert management attention, disrupt business, and dilute stockholder value[348](index=348&type=chunk) - Catastrophic occurrences (e.g., natural disasters, cyberattacks, war) could disrupt operations, cause system interruptions, and harm business and reputation[349](index=349&type=chunk)[350](index=350&type=chunk) - The market price and trading volume of Class A common stock could decline if securities or industry analysts do not publish research or publish unfavorable or inaccurate research[351](index=351&type=chunk) - Operating as a public company incurs increased legal, accounting, and compliance costs, requiring substantial management time[353](index=353&type=chunk) - Failure to develop and maintain proper and effective internal control over financial reporting could adversely affect investor confidence and the value of Class A common stock[354](index=354&type=chunk)[355](index=355&type=chunk) [Item 2. Unregistered Sales of Equity Securities and Use of Proceeds](index=69&type=section&id=Item%202.%20Unregistered%20Sales%20of%20Equity%20Securities%20and%20Use%20of%20Proceeds) This section states that there were no unregistered sales of equity securities or use of proceeds to report for the period - This item is marked as 'Not Applicable', indicating no unregistered sales of equity securities or use of proceeds to report[356](index=356&type=chunk) [Item 3. Defaults Upon Senior Securities](index=69&type=section&id=Item%203.%20Defaults%20Upon%20Senior%20Securities) This section indicates that there were no defaults upon senior securities to report for the period - This item is marked as 'None', indicating no defaults upon senior securities[357](index=357&type=chunk) [Item 4. Mine Safety Disclosures](index=69&type=section&id=Item%204.%20Mine%20Safety%20Disclosures) This section states that there are no mine safety disclosures applicable to the Company - This item is marked as 'Not Applicable', indicating no mine safety disclosures[357](index=357&type=chunk) [Item 5. Other Information](index=69&type=section&id=Item%205.%20Other%20Information) This section indicates that there is no other information to report for the period - This item is marked as 'None', indicating no other information to report[357](index=357&type=chunk) [Item 6. Exhibits](index=70&type=section&id=Item%206.%20Exhibits) Lists all exhibits filed with Form 10-Q, including organizational documents and officer certifications - Exhibits include the Restated Certificate of Incorporation, Amended and Restated Bylaws, Specimen Stock Certificates for Class A and Class B Common Stock, and certifications from the Principal Executive and Financial Officers[358](index=358&type=chunk) - Certifications under 18 U.S.C. Section 1350 (Exhibits 32.1 and 32.2) are furnished, not filed, and not incorporated by reference into other SEC filings[359](index=359&type=chunk) [Signatures](index=71&type=section&id=Signatures) Contains required signatures for the Form 10-Q from Amplitude's Chief Executive and Financial Officers - The report is signed by Spenser Skates, Chief Executive Officer, and Hoang Vuong, Chief Financial Officer, on August 4, 2022[360](index=360&type=chunk)

Amplitude, Inc. (NASDAQ:AMPL) Q1 2022 Earnings Conference Call May 4, 2022 5:00 PM ET Company Participants Nicole Borsje - Investor Relations Spenser Skates - Chief Executive Officer and Co-Founder Hoang Vuong - Chief Financial Officer Conference Call Participants Tyler Radke - Citi Arjun Bhatia - William Blair Koji Ikeda - BoA Shrenik Kothari - Baird Claire Gerdes - UBS Nicole Borsje Hello, everyone. Welcome to Amplitude’s First Quarter 2022 Earnings Conference Call. I am Nicole Borsje from the Blueshirt G ...