BlackLine, Inc. (NASDAQ:BL) Q4 2021 Earnings Conference Call February 10, 2022 5:00 PM ET Company Participants Barry Hutton – Managing Director, Investor Relations-The Blueshirt Group Marc Huffman – Chief Executive Officer Mark Partin – Chief Financial Officer Conference Call Participants Matt Stotler – William Blair Matt VanVliet – BTIG Joe Myers – Truist Alex Sklar – Raymond James Mauro Molina – Piper Sandler Pinjalim Bora – J.P. Morgan Shrenik Kothari – Baird Operator Ladies and gentlemen, thank you for ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 ______________________________________________________________ FORM 10-Q ______________________________________________________________ (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended September 30, 2021 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 0 ...

Financial Data and Key Metrics Changes - Total revenue grew 21% year-over-year, led by subscription and support revenue, which increased by 23% [28][30] - Non-GAAP net income attributable to BlackLine was $15.1 million, with operating cash flow of $17.1 million and free cash flow of $9.8 million [31] - Non-GAAP gross margins remained at 80%, despite increased costs associated with Google Cloud migration and the Rimilia acquisition [31] Business Line Data and Key Metrics Changes - The net dollar retention rate improved to 108%, indicating strong account growth as customers expanded their use of BlackLine products [8][30] - Strategic products represented 15% of sales for the quarter, with over 30% growth year-over-year [30] - The company added 106 net new customers in the quarter, bringing the total to 3,704 customers [29] Market Data and Key Metrics Changes - International revenue grew 41% in Q3, now accounting for 28% of total revenue, up from 25% in the prior year [17] - The company experienced strong growth in both the European and Asia Pacific regions, with a healthy mix of new logos and expansions [17][24] Company Strategy and Development Direction - The company is focused on increasing customer engagement, innovating its platform, and expanding its international presence as key growth levers [20][24] - Investments are being made to enhance customer success and drive digital transformation in finance and accounting processes [20][26] - The company aims to be the most indispensable platform for controllers, with plans to introduce new products in financial close and accounts receivable automation [23] Management's Comments on Operating Environment and Future Outlook - Management noted a resurgence in market demand over five consecutive quarters, exceeding pre-pandemic levels [6][32] - The company believes it is in the early stages of a long-term growth opportunity fueled by digital transformation [19][35] - Management expressed confidence in the ability to capitalize on favorable market conditions and maintain focus on customer success [35] Other Important Information - The company will host the BeyondTheBlack event from November 16th to 18th, featuring over 50 hours of content focused on digital finance transformation [83] - The five-year anniversary of BlackLine's IPO was acknowledged, highlighting the company's achievements [27] Q&A Session Summary Question: What drove the record number of new large deals this quarter? - Management indicated that widespread demand and strong execution contributed to the increase in large deals, with a notable wave of investment flowing into accounting departments [38] Question: What is driving the net revenue retention rate? - The increase in net revenue retention rate is attributed to record user expansion and investments in customer success and account management [40] Question: Can you discuss the traction of the AR portfolio and the Rimilia acquisition? - Initial traction has been strong, with the combination of AR and BlackLine being competitive in the market [42][44] Question: How is the international performance trending? - International growth is widespread, with demand patterns similar to those seen in North America, indicating significant opportunities for future growth [71] Question: What are the top priorities for the sales organization moving into 2022? - Key priorities include investing in customer success, platform innovation, and expanding international growth [80]

Financial Data and Key Metrics Changes - The company reported a revenue growth of 23% in Q2, marking a fourth consecutive quarter of acceleration in billings growth [30] - Net income attributable to BlackLine was $10 million, with operating cash flow of $12 million and free cash flow of $8 million [34] - The company ended the quarter with approximately $1.17 billion in cash, cash equivalents, and marketable securities [34] Business Line Data and Key Metrics Changes - Strategic products accounted for 18% of sales in the quarter, validating the strength of the platform [32] - The company added 116 net new customers, bringing the total to 3,598 customers [31] - The renewal rate was strong at a blended rate of 98%, with the enterprise business at 99% [32] Market Data and Key Metrics Changes - International revenue grew to 28% of total revenue, up from 25% the prior year, driven by strong demand in Europe and Asia Pacific [13] - The company experienced a record number of large deals, defined as $100,000 or more in ARR, benefiting from the SolEx partnership and digital transformation initiatives [31] Company Strategy and Development Direction - The company is focused on capitalizing on the long-term opportunities for accounting transformation and driving further momentum in the business [37] - Investments in Customer Success are emphasized, with initiatives like the BlackLine Optimization Academy aimed at enhancing customer engagement and product utilization [19][21] - The partnership with SAP and the SolEx initiative are seen as critical for driving international growth and expanding the customer base [10][63] Management's Comments on Operating Environment and Future Outlook - Management noted that demand for finance transformation is stronger than ever, with a significant opportunity to capture that demand [16] - The company is optimistic about the recovery of the market and its leadership position, expecting to see continued growth in the second half of the year [37] - Management acknowledged that while the first half of the year has shown improvement, it has not yet reached pre-pandemic levels [47] Other Important Information - The company is in the process of migrating to Google Cloud, which is expected to enhance product innovation and service delivery [81] - The introduction of AR Intelligence in March has shown initial traction, with plans for further product releases in Q4 [14][82] Q&A Session Summary Question: Insights on new customer growth and net revenue retention - Management highlighted strong performance in both mid-market and enterprise segments, with a focus on the Modern Accounting Playbook and customer expansion initiatives [40] - The net revenue retention rate is expected to improve over time as investments in customer engagement yield results [41] Question: Demand environment and budget growth - Management indicated that the demand environment is improving, with a return of projects that were paused during the pandemic [46] - There is a mix of larger deals and increased attach rates for various modules, particularly in the enterprise segment [55] Question: Updates on partnerships and product innovation - The partnership with Kyriba is focused on enhancing customer value through better integration of finance and accounting functions [50] - The company is seeing success in the SAP channel, with increased strategic deals and recognition for its partnership efforts [63] Question: Metrics on Customer Success initiatives - While specific metrics were not disclosed, management noted positive trends in customer satisfaction and engagement, which are expected to reflect in net revenue retention [75] Question: Billings growth and deal timing - Management confirmed that Q2's strong performance was driven by genuine demand rather than pull-forwards from previous quarters [77]

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 ______________________________________________________________ FORM 10-Q ______________________________________________________________ (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Title of each class Trading Symbol(s) Name of each exchange on which registered Common stock, par value $0.01 per share BL NASDAQ Global Select Market For the quarterly period ended June 30, 2021 OR ☐ TR ...

Market Opportunity and Growth - BlackLine estimates a large and underpenetrated total addressable market (TAM) of over $28 billion, comprising $18.5 billion for the financial close market and $10 billion for the accounts receivable market[2, 16] - The company's LTM (Last Twelve Months) revenue was $368 million, derived from approximately 3,500 customers, indicating significant room for growth within the existing market[16] - BlackLine has a compelling land and expand model, demonstrated by the growth multiple in annualized revenue from customer cohorts over time, for example, the 2012 cohort has grown 42x [2, 25] Financial Performance - BlackLine shows high growth with Q1'21 revenue growth of 20% year-over-year[18] - The company maintains high gross margins, with a Q1'21 non-GAAP gross margin of 80%[18] - BlackLine has a strong dollar-based net revenue retention rate, with Q1'21 at 106%[18] Customer Success and Expansion - BlackLine's platform is experiencing increased adoption, with more than 320 customers having an Annual Recurring Revenue (ARR) of $250K or more[28] - The company is experiencing a 35% Compound Annual Growth Rate (CAGR) in customers spending $250K or more[29] - BlackLine has a strategic product installed base opportunity, with only 23% of customers using transaction matching, 4% using cash application, 6% using smart close, and 2% using intercompany hub, representing potential revenue opportunities of $150M+, $250M+, $100M+, and $300M+ respectively[31] Profitability and Efficiency - BlackLine is demonstrating improved profitability and cash flow, with a non-GAAP net income margin of 13% and a free cash flow margin of 14% in Q1'21[37]

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 ______________________________________________________________ FORM 10-Q ______________________________________________________________ (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Title of each class Trading Symbol(s) Name of each exchange on which registered Common stock, par value $0.01 per share BL NASDAQ Global Select Market For the quarterly period ended March 31, 2021 OR ☐ T ...

BlackLine, Inc. (NASDAQ:BL) Q1 2021 Earnings Conference Call May 6, 2021 5:00 PM ET Company Participants Alex Geller - Vice President-Investor Relations Marc Huffman - Chief Executive Officer Mark Partin - Chief Financial Officer Conference Call Participants Matt Stotler - William Blair Rob Oliver - Baird Andrew DeGasperi - Berenberg Hannah Rudoff - Piper Sandler Koji Ikeda - Bank of America Alex Sklar - Raymond James Matt Coss - JPMorgan Matt VanVliet - BTIG Operator Good day. Thank you for standing by. An ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 ______________________________________ FORM 10-K ______________________________________ (Mark One) ☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the fiscal year ended December 31, 2020 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission file number: 001-37924 ______________________________________ BlackLine ...

Financial Data and Key Metrics Changes - For the full year 2020, total revenue grew 22% to $351.7 million, with Q4 revenue growth at 19% [44][46] - Gross margins remained high at 83%, with record profitability and cash flow of $46 million in net income and $55 million in cash from operations [45] - The dollar base net revenue retention rate slightly decreased to 106% in Q4 due to macroeconomic impacts [50] Business Line Data and Key Metrics Changes - The MAP offering generated a record number of new logos in Q4, contributing significantly to new customer acquisition [24] - SOLEX partnership added nearly twice as many new logos compared to 2019, indicating strong performance [25][26] - The new cash application product generated significant interest, with early indicators showing strong market reception [27] Market Data and Key Metrics Changes - International business accounted for 26% of total revenue, up from 24% in the prior year [48] - Revenue from the SAP partnership totaled 24% of total revenue, up from 23% in Q3 [48] - 70% of large deals in Q4 involved a partner, consistent with prior year performance [48] Company Strategy and Development Direction - The company plans to continue investing in product innovation and customer success to fuel accelerated growth [31][34] - The acquisition of Rimilia is expected to expand the total addressable market to over $28 billion, focusing on accounts receivables automation [14] - The strategy for 2021 includes leveraging the partner ecosystem and enhancing customer experiences through offerings like MAP [34] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about long-term growth due to improving demand and strong fundamentals [47] - The expectation is for continued improvement in the demand environment throughout 2021, with a focus on digital transformation [35][102] - There is caution regarding timing in the macro environment affecting overall performance [36] Other Important Information - The company achieved a best-in-class virtual event Net Promoter Score of 62 during the BeyondTheBlack event, which attracted 18,000 registrants [21][19] - The company is committed to building a more inclusive, equitable, and diverse workplace [34] Q&A Session Summary Question: What are you hearing from customers driving demand for SOLEX? - Management noted that customers are seeking to organize and digitize their close processes, which has driven strong logo ads [61] Question: How is the hiring pace and capacity for 2021? - The company has retained a strong sales team and plans to hire additional sales and marketing personnel as demand returns [67] Question: Any updates on the partner channel's evolution? - The partner community has shown consistent performance, with increased engagement due to the demand for remote close solutions [71] Question: How many new customers were added from the Rimilia acquisition? - Approximately 100 of the 207 net new customers in Q4 were from the Rimilia acquisition [75] Question: What are the synergies expected from the Rimilia acquisition? - Management expects to see synergies in cash application and accounts receivable, with cautious optimism about market trends [109][110] Question: Will there be changes in the services revenue mix due to Rimilia? - The services revenue mix is expected to remain similar to historical trends, with no significant acceleration anticipated [114]