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 July 31, 2020 OR ☐TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For transition period from to . Commission File Number 001-38553. DOMO, INC. (Exact Name of Registrant as Specified in its Charter) ____________________ ...

Domo, Inc. (NASDAQ:DOMO) Q2 2021 Results Earnings Conference Call September 3, 2020 5:00 PM ET Company Participants Peter Lowry - Vice President, Investor Relations Josh James - Founder and CEO Bruce Felt - Chief Financial Officer Julie Kehoe - Chief Communications Officer Ian Tickle - Chief Revenue Officer John Miller - Chief Strategy Officer Conference Call Participants Sanjit Singh - Morgan Stanley Brad Zelnick - Credit Suisse Jennifer Lowe - UBS Derrick Wood - Cowen Bhavan Suri - William Blair Pat Walra ...

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 April 30, 2020 OR ☐TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For transition period from to . Commission File Number 001-38553. DOMO, INC. (Exact Name of Registrant as Specified in its Charter) ___________________ ...

Financial Data and Key Metrics Changes - In Q1, the company reported a 23% increase in subscription revenue and a 19% year-over-year increase in total revenue, with billings of $46.5 million, a year-over-year increase of over 13% [7][49]. - Q1 revenue was $48.6 million, with subscription revenue representing 87% of total revenue, reflecting a focus on growing recurring revenue [52]. - The subscription gross margin improved to 79%, up from 77% in Q1 of the previous year [52]. - The net loss for the quarter was $18.4 million, with a net loss per share of $0.65 based on 28.5 million weighted average shares outstanding [55]. Business Line Data and Key Metrics Changes - The company successfully closed $4.5 million of recurring new business from the COVID-19 Crisis Command Center during the quarter [49]. - Renewal rates were above 85% in a seasonally slow quarter, indicating strong customer retention [51]. Market Data and Key Metrics Changes - International revenue represented 24% of total revenue in Q1, slightly down from 25% in Q4 [52]. - The company has a low percentage of business from very small companies, which has helped mitigate risks during the economic downturn [50]. Company Strategy and Development Direction - The company is focusing on leveraging its platform to support customers in navigating the challenges posed by COVID-19, including the introduction of a "Get Back to Work" solution [25][27]. - The management emphasized the importance of adapting to the evolving needs of government and commercial entities, positioning the company for growth in government contracts [24][62]. Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to navigate uncertain economic conditions, with plans to maintain a cautious approach to spending while focusing on cash flow positivity [56][63]. - The company expects to exit the year with a low quarterly cash burn rate, aiming for self-funding sustainability [63]. Other Important Information - The company announced a significant reduction in operating expenses by $5 million, with plans for an additional $30 million cut to prepare for potential economic downturns [36]. - The company received multiple third-party recognitions, including being named the number one vendor in the Cloud Computing and Business Intelligence Market Study for the fourth consecutive year [42]. Q&A Session Summary Question: Can you discuss the progression of business and demand trends throughout the quarter? - Management noted that the onset of COVID-19 initially caused panic, but the company quickly adapted to meet the needs of customers, leading to strong sales cycles for Crisis Command Centers [68][75]. Question: What is the opportunity for account expansion with the Command Center? - Management indicated that there is significant potential for account expansion as they address current needs and gather more data for future renewals [90][92]. Question: How are the sales plays performing in the current environment? - Management confirmed that sales plays are performing well, with salespeople effectively trained and executing strategies that are yielding positive results [111].

SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 __________________________ Form 10-K __________________________ Emerging growth company ý (Mark One) ý ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the annual period ended January 31, 2020 OR ¨ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For transition period from to . Commission File Number 001-38553. DOMO, INC. (Exact Name of Registrant as Specified in its Char ...

Financial Data and Key Metrics Changes - Subscription revenue growth averaged 28% year-over-year, never falling below 24% in any quarter [11] - Subscription gross margins improved from 71% at IPO to 77% [11] - Gross retention rate increased from 82% to 91% [11] - Contracted annualized recurring revenue exceeded $160 million [11] - Quarterly cash burn reduced from $36 million to $15 million [11] - Q4 revenue was $46.2 million, a 17% year-over-year increase [17] - Net loss for the quarter was $23.7 million, with a net loss per share of $0.85 [18] Business Line Data and Key Metrics Changes - Subscription revenue represented 86% of total revenue in Q4 [17] - International revenue accounted for 25% of total revenue, up from 24% in Q3 [17] - Net revenue retention rate reached 120% in North America enterprise business [16] Market Data and Key Metrics Changes - Remaining performance obligations (RPO) grew 17% compared to the same quarter last year [16] - 55% of customers were under multiyear contracts at the end of Q4, up from 42% a year prior [16] Company Strategy and Development Direction - Focus on increasing recurring revenue base with minimal reliance on large deals, as top five new business deals comprised only 5% of billings [14] - Emphasis on improving customer lifetime value (LTV) and retention rates [15] - Plans to achieve subscription gross margins of over 80% in the long term [17] - Entering fiscal year 2021 with a 20% larger pipeline than the previous year [22] Management's Comments on Operating Environment and Future Outlook - Management remains optimistic despite the uncertain environment, noting that business continues to close even in challenging conditions [20][39] - The company is well-positioned due to a large sticky renewal base and the ability to sell to existing customers [21] - Guidance for Q1 billings is between $40 million and $44 million, with full-year billings expected between $205 million and $210 million [23] Other Important Information - Cash, cash equivalents, and short-term investments totaled approximately $99 million as of January 31 [19] - Adjusted net cash used in operations was $15.3 million, a 45% reduction compared to Q4 of the prior year [19] Q&A Session Summary Question: How is the enterprise sales team adapting to potential travel disruptions? - Management believes that the strong pipeline and existing customer relationships will facilitate continued business over the phone despite travel restrictions [28][30] Question: What levers are available to manage cash burn in adverse scenarios? - The company plans to increase telesales activity and has the capacity to cut costs if necessary [32][34] Question: Why does guidance seem conservative despite positive metrics? - Management acknowledges the current macro environment and has baked in caution into their guidance [41] Question: How is the competitive landscape affecting the company? - Consolidation in the industry has positioned the company as a strong independent partner, enhancing its attractiveness to customers [63] Question: What is the focus on bake-offs and POCs for 2021? - The company plans to continue leveraging POCs as they have proven effective in increasing close rates [42][43] Question: Are customers cutting budgets or delaying projects due to the current environment? - Management has not seen significant project delays or budget cuts yet, although they acknowledge the changing landscape [45][46] Question: What is the status of partnerships with Amazon and Microsoft? - The ecosystem is evolving positively, with ongoing investments and collaborations with major partners [49] Question: How is the sales organization structured to maximize effectiveness? - The sales team is divided into strategic accounts, corporate, and international teams, each focusing on different market segments [52][54]

SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 __________________________ Form 10-Q __________________________ (Mark One) ý QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended October 31, 2019 OR ¨ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For transition period from to . Commission File Number 001-38553. DOMO, INC. (Exact Name of Registrant as Specified in its Charter) _______________ ...

Domo, Inc. (NASDAQ:DOMO) Q3 2020 Earnings Conference Call December 5, 2019 5:00 PM ET Company Representatives Josh James - Founder, Chief Executive Officer Bruce Felt - Chief Financial Officer Julie Kehoe - Chief Communications Officer Peter Lowry - Vice President of Investor Relations Conference Call Participants Sanjit Singh - Morgan Stanley Pat Walravens - JMP Securities Derrick Wood - Cowen and Co. Jennifer Lowe - UBS Operator Welcome to Domo, Third Quarter FY ‘20 Earnings Conference Call. And with tha ...

PART I. FINANCIAL INFORMATION [Item 1. Financial Statements (unaudited)](index=3&type=section&id=Item%201.%20Financial%20Statements%20(unaudited)) Domo's unaudited financial statements for Q2 FY2020 show decreased assets, a shift to stockholders' deficit, increased revenue, and reduced net loss compared to prior periods [Condensed Consolidated Balance Sheets](index=3&type=section&id=Condensed%20Consolidated%20Balance%20Sheets) Domo's balance sheet as of July 31, 2019, reflects a decrease in total assets to $234.5 million and a shift from stockholders' equity to a $4.9 million deficit Condensed Consolidated Balance Sheet Highlights (in thousands) | Account | As of Jan 31, 2019 | As of July 31, 2019 | | :--- | :--- | :--- | | **Assets** | | | | Cash and cash equivalents | $176,973 | $97,939 | | Total current assets | $246,754 | $189,968 | | Total assets | $292,632 | $234,529 | | **Liabilities & Stockholders' Equity (Deficit)** | | | | Deferred revenue (current) | $88,959 | $87,616 | | Long-term debt | $97,245 | $99,113 | | Total liabilities | $248,105 | $239,435 | | Total stockholders' equity (deficit) | $44,527 | $(4,906) | [Condensed Consolidated Statements of Operations](index=4&type=section&id=Condensed%20Consolidated%20Statements%20of%20Operations) For Q2 FY2020, total revenue increased 21.6% to $41.7 million, with net loss improving to $31.2 million, reflecting higher gross profit and reduced operating expenses Statement of Operations Summary (in thousands, except per share data) | Metric | Three Months Ended July 31, 2018 | Three Months Ended July 31, 2019 | Six Months Ended July 31, 2018 | Six Months Ended July 31, 2019 | | :--- | :--- | :--- | :--- | :--- | | Total revenue | $34,267 | $41,660 | $66,212 | $82,458 | | Gross profit | $21,749 | $27,449 | $42,128 | $55,443 | | Loss from operations | $(43,379) | $(28,373) | $(86,364) | $(61,444) | | Net loss | $(46,384) | $(31,160) | $(91,891) | $(66,696) | | Net loss per share | $(4.41) | $(1.14) | $(14.94) | $(2.45) | [Condensed Consolidated Statements of Comprehensive Loss](index=5&type=section&id=Condensed%20Consolidated%20Statements%20of%20Comprehensive%20Loss) Comprehensive loss for the three and six months ended July 31, 2019, was $31.2 million and $66.8 million, respectively, slightly exceeding net loss due to currency adjustments Comprehensive Loss (in thousands) | Period | Net Loss | Comprehensive Loss | | :--- | :--- | :--- | | Three Months Ended July 31, 2019 | $(31,160) | $(31,170) | | Six Months Ended July 31, 2019 | $(66,696) | $(66,762) | [Condensed Consolidated Statements of Stockholders' Equity (Deficit)](index=6&type=section&id=Condensed%20Consolidated%20Statements%20of%20Stockholders'%20Equity%20(Deficit)) Stockholders' equity shifted from $44.5 million to a $4.9 million deficit for the six months ended July 31, 2019, primarily due to a $66.7 million net loss - The company's total stockholders' equity shifted from a positive **$44.5 million** at the beginning of the period to a deficit of **$4.9 million** as of July 31, 2019[30](index=30&type=chunk) - Key activities impacting equity during the six months ended July 31, 2019, included the net loss of **$66.7 million**, stock-based compensation expense of **$12.3 million**, and **$4.5 million** in proceeds from the employee stock purchase plan[30](index=30&type=chunk)[35](index=35&type=chunk) [Condensed Consolidated Statements of Cash Flows](index=8&type=section&id=Condensed%20Consolidated%20Statements%20of%20Cash%20Flows) For the six months ended July 31, 2019, operating cash burn improved to $45.4 million, while investing cash use increased to $38.6 million, and financing cash significantly decreased due to prior-year IPO proceeds Cash Flow Summary (in thousands) | Cash Flow Activity | Six Months Ended July 31, 2018 | Six Months Ended July 31, 2019 | | :--- | :--- | :--- | | Net cash used in operating activities | $(72,983) | $(45,422) | | Net cash used in investing activities | $(3,205) | $(38,621) | | Net cash provided by financing activities | $253,006 | $4,937 | | Net increase (decrease) in cash | $176,830 | $(79,034) | | Cash and cash equivalents at end of period | $238,802 | $97,939 | [Notes to Condensed Consolidated Financial Statements](index=9&type=section&id=Notes%20to%20Condensed%20Consolidated%20Financial%20Statements) The notes detail accounting policies, including revenue recognition, software development costs, the $100 million credit facility, and equity incentive plans, with the company operating as a single U.S.-centric segment - The company derives revenue primarily from subscriptions to its cloud-based platform and professional services, recognizing subscription revenue ratably over the contract term[66](index=66&type=chunk)[69](index=69&type=chunk) - As of July 31, 2019, the company had **$187.3 million** in remaining performance obligations for subscription contracts, with **$69.0 million** expected to be recognized in the remainder of fiscal year 2020[128](index=128&type=chunk) - The company has a **$100 million** credit facility, fully drawn as of July 31, 2019, with a maturity date of October 1, 2022, carrying a floating interest rate component (approximately **7.9%** at period end) and a fixed **2.5%** PIK component[132](index=132&type=chunk)[134](index=134&type=chunk)[135](index=135&type=chunk) [Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations](index=34&type=section&id=Item%202.%20Management's%20Discussion%20and%20Analysis%20of%20Financial%20Condition%20and%20Results%20of%20Operations) Management discusses a 22% revenue increase for Q2 FY2020, driven by enterprise customers, alongside reduced operating expenses and improved billings, with sufficient liquidity for the next 12 months - Total revenue for the three months ended July 31, 2019, was **$41.7 million**, a **22%** increase year-over-year, with revenue from enterprise customers growing **29%** to **$19.8 million**[199](index=199&type=chunk) - The company incurred a net loss of **$31.2 million** for the quarter, an improvement from **$46.4 million** in the prior-year period, and had an accumulated deficit of **$978.8 million** as of July 31, 2019[200](index=200&type=chunk) - A key business metric, billings, increased to **$38.8 million** for the three months ended July 31, 2019, up from **$35.7 million** in the same period of 2018[207](index=207&type=chunk)[212](index=212&type=chunk) [Results of Operations](index=39&type=section&id=Results%20of%20Operations) Q2 FY2020 revenue grew 22% to $41.7 million, driven by subscription growth, with gross margin improving to 66% and operating expenses decreasing 14%, resulting in a reduced operating loss Revenue by Type - Q2 FY2020 vs Q2 FY2019 (in thousands) | Revenue Type | Q2 2018 | Q2 2019 | $ Change | % Change | | :--- | :--- | :--- | :--- | :--- | | Subscription | $28,166 | $34,873 | $6,707 | 24% | | Professional services & other | $6,101 | $6,787 | $686 | 11% | | **Total revenue** | **$34,267** | **$41,660** | **$7,393** | **22%** | Operating Expenses - Q2 FY2020 vs Q2 FY2019 (in thousands) | Expense Category | Q2 2018 | Q2 2019 | $ Change | % Change | | :--- | :--- | :--- | :--- | :--- | | Sales and marketing | $34,002 | $29,501 | $(4,501) | (13)% | | Research and development | $20,919 | $17,046 | $(3,873) | (19)% | | General and administrative | $10,207 | $9,275 | $(932) | (9)% | | **Total operating expenses** | **$65,128** | **$55,822** | **$(9,306)** | **(14)%** | - Sales and marketing expense as a percentage of total revenue decreased significantly from **99%** in Q2 2018 to **71%** in Q2 2019[238](index=238&type=chunk) [Liquidity and Capital Resources](index=45&type=section&id=Liquidity%20and%20Capital%20Resources) As of July 31, 2019, Domo held $133.8 million in liquid assets and a fully drawn $100 million credit facility, with management confident in sufficient liquidity for the next 12 months - The company held **$97.9 million** in cash and cash equivalents and **$35.9 million** in short-term investments as of July 31, 2019[262](index=262&type=chunk) - The company has a **$100 million** credit facility which was fully drawn as of July 31, 2019, with an amended maturity date of October 1, 2022[262](index=262&type=chunk)[267](index=267&type=chunk) Historical Cash Flow (in thousands) | Cash Flow Activity | Six Months Ended July 31, 2018 | Six Months Ended July 31, 2019 | | :--- | :--- | :--- | | Net cash used in operating activities | $(72,983) | $(45,422) | | Net cash used in investing activities | $(3,205) | $(38,621) | | Net cash provided by financing activities | $253,006 | $4,937 | [Item 3. Quantitative and Qualitative Disclosures about Market Risk](index=48&type=section&id=Item%203.%20Quantitative%20and%20Qualitative%20Disclosures%20about%20Market%20Risk) The company faces interest rate risk from its variable-rate debt and foreign currency risk from international operations, primarily in JPY, GBP, and AUD, without using hedging instruments - The company's **$100 million** credit facility has a floating interest rate component tied to LIBOR, exposing it to interest rate fluctuations, with the rate approximately **7.9%** as of July 31, 2019[290](index=290&type=chunk) - International operations expose the company to foreign currency risks, primarily from the Japanese Yen, British Pound Sterling, and Australian Dollar, though a **10%** change in the U.S. dollar's value is not expected to have a material effect on operating results[292](index=292&type=chunk) [Item 4. Controls and Procedures](index=49&type=section&id=Item%204.%20Controls%20and%20Procedures) Management concluded that disclosure controls and procedures were effective as of July 31, 2019, with no material changes to internal control over financial reporting during the quarter - The principal executive officer and principal financial officer concluded that the company's disclosure controls and procedures were effective as of the end of the period covered by the report[295](index=295&type=chunk) - No changes occurred during the quarter that materially affected, or are reasonably likely to materially affect, the company's internal control over financial reporting[296](index=296&type=chunk) PART II. OTHER INFORMATION [Item 1. Legal Proceedings](index=50&type=section&id=Item%201.%20Legal%20Proceedings) As of the filing date, Domo, Inc. is not a party to any material legal proceedings, though routine claims may arise - The company is not currently a party to any material legal proceedings[300](index=300&type=chunk) [Item 1A. Risk Factors](index=50&type=section&id=Item%201A.%20Risk%20Factors) Key risks include a history of net losses, intense competition, dependence on customer acquisition and retention, data security and privacy regulations, system failures, and concentrated voting control due to a dual-class stock structure - The company has a history of significant net losses (**$31.2 million** for the quarter) and an accumulated deficit of **$978.8 million**, with no guarantee of achieving profitability in the future[302](index=302&type=chunk)[303](index=303&type=chunk) - Competition is intense from large software companies like Microsoft and Oracle, as well as specialized analytics firms such as Tableau and Qlik, which could lead to price pressure and market share loss[317](index=317&type=chunk)[319](index=319&type=chunk) - The dual-class stock structure concentrates approximately **84%** of voting power with the founder and CEO, Joshua G. James, limiting other shareholders' influence on corporate matters[478](index=478&type=chunk)[479](index=479&type=chunk) - The business is subject to complex data privacy laws like GDPR and the upcoming CCPA, and any failure to comply could result in significant fines, litigation, and reputational damage[352](index=352&type=chunk)[354](index=354&type=chunk)[355](index=355&type=chunk) [Item 6. Exhibits](index=79&type=section&id=Item%206.%20Exhibits) This section lists exhibits filed with the Form 10-Q, including Sarbanes-Oxley certifications by the CEO and CFO, and XBRL data files - Exhibits filed include CEO and CFO certifications under Sarbanes-Oxley Sections 302 and 906, and interactive data files (XBRL)[517](index=517&type=chunk)[518](index=518&type=chunk)[519](index=519&type=chunk)

Financial Data and Key Metrics Changes - The company reported a 22% year-over-year increase in revenue, reaching $41.7 million, and a 9% year-over-year increase in billings [7][24] - Subscription revenue grew by 24%, representing 84% of total revenue, with international revenue consistent at 26% of total revenue [24] - The subscription gross margin improved to 74.9%, up from 70.9% in the same quarter last year, while total gross margin increased to 66.2% [24][25] - The net loss for the quarter was $26.4 million, with a net loss per share of $0.96 [25][26] Business Line Data and Key Metrics Changes - The enterprise customer count exceeded 460, with new deal sizes in the corporate business averaging over $50,000 [20][21] - The gross renewal rate approached 90%, indicating strong customer retention [15][21] - The company added new Lighthouse customers, including luxury brands and global retailers, and signed key expansion deals with notable customers [16] Market Data and Key Metrics Changes - The international business, particularly in Asia Pacific, faced challenges, impacting overall performance [9] - The corporate business has shown resilience, with a shorter sales cycle and lower customer acquisition costs compared to the enterprise segment [20][23] Company Strategy and Development Direction - The company is refining its go-to-market strategy to focus on acquiring new customers more quickly while pursuing larger enterprise transactions [8][10] - There is an emphasis on simplifying the product message and enhancing self-service proof of concepts to increase customer engagement [11][12] - The company plans to expand partnerships with technology firms to enhance market reach and capitalize on recent acquisitions in the industry [13][14] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the pipeline and the potential for larger enterprise deals, despite longer sales cycles [10][32] - The company is committed to achieving cash flow positive status and reducing cash burn, with a focus on maintaining a fully funded business plan [20][26] - Management noted that the competitive environment has not worsened, and recent acquisitions in the market may create opportunities for growth [44][54] Other Important Information - The company is targeting a reduction in cash burn each quarter and expects to manage operating expenses effectively [28] - The dollar-based net revenue retention rate remains above 100%, with an increase in multiyear contracts among customers [23] Q&A Session Summary Question: Concerns about go-to-market strategy and focus on larger enterprise customers - Management acknowledged the need to balance efforts between larger enterprise deals and corporate business, noting that while larger deals are taking longer, they have not lost any significant deals [32][33] Question: Dynamics between renewal portfolio and new business - Management highlighted that while renewal rates are strong, new business acquisition has been slower than desired, prompting initiatives to accelerate new customer onboarding [35][36] Question: Competitive environment and impact on enterprise deals - Management indicated that recent acquisitions have caused temporary confusion but do not foresee long-term negative impacts, with opportunities arising from strengthened partnerships [44][46] Question: Strategy for multiyear deals and customer commitment - Management noted that increased multiyear contracts are driven by the strategic use of the platform and improved customer conversations, rather than solely sales incentives [55][57] Question: Marketing spending and its impact on growth - Management confirmed that while marketing expenses have been reduced, they remain focused on efficient spending and improving conversion rates through enhanced customer engagement [59][60]