q2 fy17 earnings presentation

© 2016 Nimble Storage | Confidential: Do Not Distribute

Q2 FY2017 Earnings Results

Suresh Vasudevan, Chief Executive Officer Anup Singh, Chief Financial Officer August 23, 2016

© 2016 Nimble Storage | Confidential: Do Not Distribute 2

Safe Harbor

This presentation and the accompanying oral presentation contain “forward-looking” statements that are based on our management’s beliefs and assumptions and on information currently available to management. We intend for such forward-looking statements to be covered by the safe harbor provisions for forward-looking statements contained in the U.S. Private Securities Litigation Reform Act of 1995. Forward-looking statements include all statements other than statements of historical fact contained in this presentation, including information concerning our financial outlook, business plans and objectives, potential growth opportunities, competitive position, industry environment and potential market opportunities.

Forward-looking statements are subject to known and unknown risks, uncertainties, assumptions and other factors including, but not limited to, those related to our future financial performance, market acceptance of our solutions, our ability to increase sales of our solutions, including to attract and retain customers and to selling additional solutions to our existing customers, our ability to develop new solutions and bring them to market in a timely manner, pricing pressure (as a result of competition or otherwise), our ability to maintain, protect and enhance our brand and intellectual property, global economic conditions and our ability to continue to expand our business and manage our growth. Moreover, we operate in very competitive and rapidly changing environments, and new risks may emerge from time to time. It is not possible for our management to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause actual results to differ materially from those contained in any forward-looking statements we may make. Further information on these and other factors that could affect our financial results are included in our filings we make with the Securities and Exchange Commission, and may cause our actual results, performance or achievements to differ materially and adversely from those anticipated or implied by our forward-looking statements.

You should not rely upon forward-looking statements as predictions of future events. Although our management believes that the expectations reflected in our forward-looking statements are reasonable, we cannot guarantee that the future results, levels of activity, performance or events and circumstances described in the forward-looking statements will be achieved or occur. Moreover, neither we, nor any other person, assume responsibility for the accuracy and completeness of the forward-looking statements. We undertake no obligation to publicly update any forward-looking statements for any reason after the date of this presentation to conform these statements to actual results or to changes in our expectations, except as required by law.

In addition to GAAP financial information, this presentation includes certain non-GAAP financial measures. The non-GAAP measures have limitations and you should not consider them in isolation or as a substitute for our GAAP financial information. There are limitations to the use of non-GAAP measures. For example, bookings and free cash flow are not substitutes for revenues or cash provided by operations. In addition, non-GAAP operating expenses exclude the impact of stock-based compensation expense, which is a recurring expense for us. See the Appendix for a reconciliation of these non-GAAP financial measures to their nearest GAAP equivalent.


Revenue ($M)

$53.8

$125.7

$227.7

$322.2

$80.1 $97.1

FY2013 FY2014 FY2015 FY2016 Q2FY16 Q2FY17

Product Revenue Support & Service Revenue

CAGR 82%

21%

Strong Revenue Growth


Strong Gross Margins While Investing to Drive Growth

Gross Margin*

*Reflects Non-GAAP Gross Margin, which excludes stock based compensation expense. See slide 14 for reconciliation. Long-term Gross Margin target range is 63%-65%.

Operating* & EBITDA Margin

-30%

-20%

-9% -16%

-27%

-16%

-5% -11%

Q2FY14 Q2FY15 Q2FY16 Q2FY17

Operating Margin Adjusted EBITDA Margin

64.3%

67.4% 67.8% 67.0%

Q2FY14 Q2FY15 Q2FY16 Q2FY17

Long Term Gross Margin Target Range 63%-65%*


Average Annual Bookings per Commercial Sales Team

Year 1 Year 2 Year 3

Average Bookings per Sales Team to Support Break Even Target

Average Bookings per Sales Team to Support Long-Term Profitability Target

Commercial sales teams operate above breakeven levels of productivity during their 2nd year and at target operating margin levels in their 3rd year.

Improving Sales Productivity Drives Business Model


Cash Balance Remains Very Healthy

*Reflects Non-GAAP Operating Margin, which excludes stock based compensation expense. See slide 19 for reconciliation

Cash Flow from Operations ($M) Free Cash Flow ($M)

$205.8

$213.6

$194.2

Q2FY15 Q2FY16 Q2FY17

Ending Cash ($M)

$2.8

$14.9

-$4.1

Q2FY15 Q2FY16 Q2FY17 -$1.3

$9.0

-$9.1



Strategy For Revenue Growth

Diversified Customer Base

Continued expansion into international, large enterprise and service

provider customers

New Customer Acquisition

Invest aggressively to deepen sales coverage within existing territories,

increase opportunities and drive channel leverage

Larger Transactions

Expansion into larger transactions with unique Scale-to-fit capabilities, AFA and FC

Land & Expand Drive repeat business with rapidly growing install base through InfoSight predictive analytics and

industry leading customer satisfaction Driving

Revenue Growth


Rapid Pace of New Customer Acquisition

Cumulative Customer Base*

3,800

6,200

8,900

Q2FY15 Q2FY16 Q2FY17 *Rounded to the nearest hundred

+2400 customers

+2700 customers


Land And Expand Drives Repeat Business

Cumulative Bookings

46% 50%

54% 50%

TTM Q2FY16 TTM Q2FY17

Existing Customers New Customers

% New vs. Existing Customer Bookings

1.4X

1.9X

2.4X

1.8X

2.6X

3.7X

1.9X

2.7X

3.9X

Year 1 Year 2 Year 3

Overall Repeat Bookings Enterprise Repeat Bookings Cloud SP Repeat Bookings


Enterprise and Cloud Customers Driving Growth

Enterprise Bookings G5K Bookings $

Cloud SP Bookings Cloud SP Bookings $

G5K Bookings %

37%

Q2FY16 Q2FY17

13% 14% 17%


69%

Q2FY16 Q2FY17

Cloud SP Bookings %

13% 13%

19%



Larger Deals Fueling Growth

Bookings %

Bookings $ Growth

11%

Q2FY16 Q2FY17

> $100K Bookings $ Growth

> $250K

60%

Q2FY16 Q2FY17

36%

42% 41%


Bookings %

9% 12%

17%



Q3 Fiscal Year 2017 Financial Guidance

Q3 FY17 Guidance

Revenue $100M ~ $103M

Non-GAAP Operating Loss* ($14M) ~ ($16M)

Non-GAAP EPS* ($0.17) ~ ($0.19)

Weighted Average Basic Shares Outstanding ~ 86.0M

*Reflects Non-GAAP operating loss and EPS which excludes stock based compensation expense. See slide 14 for reconciliation.


Target Operating Model

*Reflects Non-GAAP Gross Margin, R&D, S&M, G&A and Operating Margin, see slide 14 for reconciliation Note: due to rounding, numbers presented above may not sum to total.

FY15 FY16 Q2FY17 Long-Term Model

Gross Margin* 67.0% 67.1% 67.0 % Currently operating above target model 63%–65%

R&D as % of Revenue* 24% 22% 22% Leverage from investments we have made in our

rich product roadmap 11%–13%

S&M as % of Revenue* 51% 49% 53%

Improved sales productivity driven by higher ASPs, maturity of enterprise and international sales

teams, growth in repeat business and increase in channel leverage

28%–31%

G&A as % of Revenue* 9% 7% 7% Continuous efficiency and economies of scale 5%–6%

Non-GAAP Operating Margin*

-17% -11% -16% 16%–20%

How We Get There


GAAP to Non-GAAP Reconciliation ($ in thousands) FY15 FY16 Q2FY14 Q2FY15 Q2FY16 Q2FY17

GAAP Gross Profit 148,720 209,580 18,180 35,245 52,345 62,743% GAAP Gross Margin 65.3% 65.0% 63.8% 65.6% 65.3% 64.6%(+) Stock-based Compensation 3,888 6,715 126 967 1,964 2,296

Non-GAAP Gross Profit 152,608 216,295 18,306 36,212 54,309 65,039% Non-GAAP Gross Margin 67.0% 67.1% 64.3% 67.4% 67.8% 67.0%

GAAP Research and Development 70,338 93,990 8,058 17,417 24,539 29,593(-) Stock-based Compensation 15,137 23,259 547 3,692 6,638 7,773

Non-GAAP Research and Development 55,201 70,731 7,511 13,725 17,901 21,820% of Revenue 24% 22% 26% 26% 22% 22%

GAAP Sales and Marketing 143,575 197,979 17,268 36,639 47,860 61,678(-) Stock-based Compensation 27,752 39,648 623 8,664 9,389 9,727

Non-GAAP Sales and Marketing 115,823 158,331 16,645 27,975 38,471 51,951% of Revenue 51% 49% 58% 52% 48% 53%

GAAP General and Administrative 30,884 36,247 3,041 7,101 9,449 10,792(-) Stock-based Compensation 10,290 13,682 331 1,846 4,330 4,067

Non-GAAP General and Administrative 20,594 22,565 2,710 5,255 5,119 6,725% of Revenue 9% 7% 10% 10% 6% 7%

GAAP Operating Loss (96,077) (118,636) (10,187) (25,912) (29,503) (39,320)% of Revenue -42% -37% -36% -48% -37% -40%(+) Stock-based Compensation 57,067 83,304 1,627 15,169 22,321 23,863

Non-GAAP Operating Loss (39,010) (35,332) (8,560) (10,743) (7,182) (15,457)% Non-GAAP Operating Margin -17% -11% -30% -20% -9% -16%

GAAP Net Loss (98,846) (120,069) (10,463) (26,117) (30,109) (39,950)(+) Stock-based Compensation 57,067 83,304 1,627 15,169 22,321 23,863

Non-GAAP Net Loss (41,779) (36,765) (8,836) (10,948) (7,788) (16,087)(+) Interest Expense (Income), Net (139) (240) (16) (22) (61) (47)(+) Provision for Income Taxes 837 1,017 130 162 288 338(+) Depreciation and Amortization 8,753 15,598 891 2,070 3,626 5,437

Adjusted EBITDA (32,328) (20,390) (7,831) (8,738) (3,935) (10,359)% Non-GAAP Adjusted EBITDA Margin -14% -6% -27% -16% -5% -11%

Net Cash Provided by (Used in) Operating Activities 5,376 5,755 (3,780) 2,837 14,876 (4,069)(-) Property and Equipment, Net 20,820 29,423 1,542 4,179 5,901 5,002

Free Cash Flow (15,444) (23,668) (5,322) (1,342) 8,975 (9,071)

q2 fy17 earnings presentation

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