Twilio TWLO

Twilio Earnings Release HTML

EX-99.1 2 twloq325ex991.htm EX-99.1 Document
Exhibit 99.1
Twilio Announces Third Quarter 2025 Results
• Revenue of $1.3 billion, up 15% reported and 13% organic year-over-year
• GAAP Income from Operations of $41 million, a $46 million improvement year-over-year
• Non-GAAP Income from Operations of $235 million, up 29% year-over-year
SAN FRANCISCO--(BUSINESS WIRE)--October 30, 2025--Twilio (NYSE: TWLO), the customer engagement platform that drives real-time, personalized experiences for today’s leading brands, reported financial results for its third quarter ended September 30, 2025.
“Twilio saw another record quarter of revenue and non-GAAP income from operations and as a result, we've raised our revenue, profitability and free cash flow targets for the full year,” said Khozema Shipchandler, CEO of Twilio. “We saw broad-based strength across customer segments, ranging from startups to enterprises to ISVs, that continue to choose Twilio to power their customer engagement. Our team is looking to finish the year off strong by helping our customers build relationships that grow stronger and more meaningful with every engagement.”
Third Quarter 2025 Financial Highlights
• Revenue of $1.3 billion, up 15% year-over-year.
• Organic revenue growth of 13% year-over-year.
• GAAP income from operations of $40.9 million, compared with GAAP loss from operations of $4.9 million for the third quarter of 2024.
• Non-GAAP income from operations of $234.5 million, compared with non-GAAP income from operations of $182.4 million for the third quarter of 2024.
• GAAP net income per share attributable to common stockholders, diluted, of $0.23 based on 159.2 million weighted average shares outstanding, compared with GAAP net loss per share attributable to common stockholders, diluted, of $0.06 based on 159.1 million weighted average shares outstanding in the third quarter of 2024.
• Non-GAAP net income per share attributable to common stockholders, diluted, of $1.25 based on 159.2 million non-GAAP weighted average shares outstanding, compared with non-GAAP net income per share attributable to common stockholders, diluted, of $1.02 based on 161.1 million non-GAAP weighted average shares outstanding in the third quarter of 2024.
• Net cash provided by operating activities of $263.6 million and free cash flow of $247.5 million, compared with net cash provided by operating activities of $204.3 million and free cash flow of $189.1 million for the third quarter of 2024.
Key Metrics
• More than 392,000 Active Customer Accounts as of September 30, 2025 compared to more than 320,000 Active Customer Accounts as of September 30, 2024.
• Dollar-Based Net Expansion Rate of 109% for the third quarter of 2025 compared to Dollar-Based Net Expansion Rate of 105% for the third quarter of 2024.
• 5,541 employees as of September 30, 2025.
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Dollars in millions, except per share amounts
Q3 2025 Results Revenue
$1,300 Y/Y Revenue Growth
15% Y/Y Organic Revenue Growth
13% Amount
Margin GAAP income from operations
$41 3.1% Non-GAAP income from operations
$235 18.0% Net cash provided by operating activities
$264 20% Free cash flow $248 19% GAAP net income attributable to common stockholders
$37 Non-GAAP net income attributable to common stockholders $198 GAAP net income per share attributable to common stockholders, diluted
$0.23 Non-GAAP net income per share attributable to common stockholders, diluted
$1.25
Share Repurchase Program
In January 2025, Twilio’s Board of Directors authorized a share repurchase program pursuant to which Twilio may repurchase up to $2.0 billion in aggregate value of its outstanding Class A common stock. The program is set to expire on December 31, 2027. During the third quarter of 2025, Twilio repurchased $349.8 million in aggregate value of shares of Class A common stock. In the year-to-date period through September 30, 2025, Twilio has completed approximately $656.7 million of aggregate repurchases and has approximately $1.3 billion of the originally authorized amount available for future repurchases.
Outlook
Twilio is initiating guidance for the fourth quarter ending December 31, 2025. For fiscal year 2025, Twilio is raising its reported revenue growth range to 12.4% - 12.6%, compared with 10% - 11% previously, and its organic revenue growth range to 11.3% - 11.5% year-over-year, compared with 9% - 10% previously. In addition, Twilio is raising its 2025 non-GAAP income from operations range to $900 - $910 million, compared to $850 - $875 million previously, and raising its 2025 free cash flow range to $920 - $930 million, compared to $875 - $900 million previously. Dollars and shares in millions, except per share amounts
Q4 2025 Guidance Revenue $1,310 - $1,320
Y/Y Revenue Growth
9.5% - 10.5%
Y/Y Organic Revenue Growth
8% - 9%
Non-GAAP income from operations $230 - $240
Non-GAAP diluted earnings per share (1)
$1.17 - $1.22
Non-GAAP weighted average diluted shares outstanding
157 (1) Non-GAAP diluted earnings per share guidance assumes no impact from volatility of foreign exchange rates.
Dollars in millions
FY25 Guidance Y/Y Revenue Growth
12.4% - 12.6%
Y/Y Organic Revenue Growth
11.3% - 11.5%
Non-GAAP income from operations $900 - $910
Free cash flow
$920 - $930
Acquisition of Stytch, Inc.
On October 30, 2025, Twilio entered into a definitive agreement to acquire Stytch, Inc., an identity platform for AI agents that’s built for developers. Stytch’s developer-focused team and proven modern authentication technology will augment Twilio’s platform roadmap. Twilio expects the transaction to close in mid-November, subject to customary closing conditions.
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Conference Call Information
Twilio is hosting a Q&A conference call today, October 30, 2025, to discuss its third quarter financial results. The conference call will begin at 2:00 p.m. (PT) / 5:00 p.m. (ET), and investors and analysts should register for the webcast in advance by visiting https://edge.media-server.com/mmc/p/6dw6aueh. The live webcast of the conference call, as well as a replay, and Twilio’s supplemental earnings presentation, will be available on the investor relations website.
Twilio uses its investor relations website, its X feed (@twilio) and its LinkedIn page as a means of disclosing material non-public information and for complying with its disclosure obligations under Regulation FD.
About Twilio Inc.
Today’s leading companies trust Twilio’s Customer Engagement Platform (CEP) to build direct, personalized relationships with their customers everywhere in the world. Twilio enables companies to use communications and data to add intelligence and security to every step of the customer journey, from sales to marketing to growth, customer service and many more engagement use cases in a flexible, programmatic way. Across 180 countries and territories, millions of developers and hundreds of thousands of businesses use Twilio to create magical experiences for their customers. For more information about Twilio (NYSE: TWLO) visit www.twilio.com.
Forward-Looking Statements
This press release and the accompanying conference call contain forward-looking statements within the meaning of the federal securities laws. Forward-looking statements generally relate to future events or our future financial or operating performance. In some cases, you can identify forward-looking statements because they contain words such as “may,” “can,” “will,” “would,” “should,” “expects,” “plans,” “anticipates,” “could,” “intends,” “target,” “projects,” “contemplates,” “believes,” “estimates,” “predicts,” “forecasts,” “potential” or “continue” or the negative of these words or other similar terms or expressions that concern our expectations, strategy, plans or intentions. Forward-looking statements contained in this press release and the accompanying conference call include, but are not limited to, statements about: our future financial and operating performance, including our expected financial and operating results, guidance and targets, including the assumptions underlying such guidance and targets; our anticipated strategies and business plans and our ability to successfully execute them; our ability to drive growth, profitability and free cash flow; our ability to maintain cost discipline; the timing of future investments or expenses; the timing, completion and expected benefits of the proposed acquisition of Stytch, Inc.; our expectations regarding carrier fees and the impact of such fees on our financial and operating results; our expectations regarding our gross margin, including regarding price actions, investments in efficiency, product mix and growth in higher-margin products; our expectations regarding capital returns to shareholders, including share repurchases; our expectations regarding revenue from ISVs and self-serve customers; our expectations regarding our cross-sell, upsell and solution selling efforts; our pipeline of new business; the benefits our customers derive from our products; our ability to expand into new and existing markets; the development, release and adoption of our products (and the timing thereof), including related to AI and machine learning; the effects of our go-to-market efforts to drive profitable growth and capture market share; our ability to deliver on our product roadmap; our expectations regarding seasonal impacts; and our expectations regarding the macroeconomic environment. You should not rely upon forward-looking statements as predictions of future events.
The outcome of the events described in these forward-looking statements is subject to known and unknown risks, uncertainties, and other factors that may cause our actual results, performance, or achievements to differ materially from those described in the forward-looking statements, including, among other things: the impact of global economic and political conditions and uncertainties; the accuracy of our forecasts and metrics; fluctuations in our results of operations and the levels of our customers’ usage of our platform; our ability to attract and retain customers and expand their usage of our platform; our ability to develop new products and integrate our products with third-party products effectively; our ability to manage our growth and strategic changes to our business; our ability to compete effectively in intensely competitive markets; the occurrence of and our ability to manage cybersecurity breaches and other incidents impacting our networks and systems or those of our third-party service providers; our ability to manage changes in network service provider fees and optimize our network service provider coverage and connectivity; and our compliance with industry standards, laws and regulations.
The forward-looking statements contained in this press release and the accompanying conference call are also subject to additional risks, uncertainties, and factors, including those more fully described in our most recent filings with the Securities and Exchange Commission, including our Annual Report on Form 10-K and subsequent Quarterly Reports on Form 10-Q. Should any of these risks materialize, or should our assumptions prove to be incorrect, actual financial results could differ materially from our projections or those implied by these forward-looking statements. Moreover, we operate in a very competitive and rapidly changing environment, and new risks and uncertainties may emerge that could have an impact on the forward-looking statements contained in this press release and the accompanying conference call.
All forward-looking statements contained in this press release and the accompanying conference call represent our management’s beliefs and assumptions only as of the date such statements are made and we do not assume any obligation to update any forward-looking statements to reflect events or circumstances occurring after the date on which the statements were made, or to reflect new information or the occurrence of unanticipated events, except as required by law.
Non-GAAP Financial Measures
In addition to financial information presented in accordance with U.S. generally accepted accounting principles (“GAAP”), this press release and the accompanying conference call include certain non-GAAP financial measures, including those listed below. We use these non-GAAP financial measures to evaluate our ongoing operations and for internal planning and forecasting purposes. We believe that these non-GAAP financial measures may be helpful to investors because they provide consistency and comparability with past financial performance, facilitate period-to-period comparisons of results of operations and assist in comparisons with other companies, many of which use similar non-GAAP financial measures to supplement their GAAP results. We believe organic revenue and organic revenue growth are useful in understanding the
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ongoing results of our operations. We believe free cash flow and free cash flow margin provide useful supplemental information to help investors understand underlying trends in our business and our liquidity.
These non-GAAP financial measures are presented for supplemental informational purposes only, should not be considered substitutes for financial information presented in accordance with GAAP, and may be different from similarly-titled non-GAAP measures used by other companies. A reconciliation of these measures to the most directly comparable GAAP measures is included at the end of this press release. We have not provided the forward-looking GAAP equivalents for certain forward-looking non-GAAP measures presented in this press release and the accompanying conference call, or a GAAP reconciliation, as a result of the uncertainty regarding, and the potential variability of, reconciling items such as stock-based compensation expense. Accordingly, a reconciliation of these non-GAAP guidance metrics to their corresponding forward-looking GAAP equivalents is not available without unreasonable effort. However, it is important to note that material changes to reconciling items could have a significant effect on future GAAP results.
Non‑GAAP Gross Profit and Non‑GAAP Gross Margin. For the periods presented, we define non‑GAAP gross profit and non‑GAAP gross margin as GAAP gross profit and GAAP gross margin, respectively, adjusted to exclude stock-based compensation, amortization of acquired intangibles and payroll taxes related to stock-based compensation.
Non‑GAAP Operating Expenses. For the periods presented, we define non‑GAAP operating expenses (including categories of operating expenses) as GAAP operating expenses (and categories of operating expenses) adjusted to exclude, as applicable, stock-based compensation, amortization of acquired intangibles, loss on net assets divested, acquisition and divestiture related expenses, payroll taxes related to stock-based compensation, charitable contributions, restructuring costs, and impairment of long-lived assets.
Non‑GAAP Income (Loss) from Operations and Non‑GAAP Operating Margin. For the periods presented, we define non‑GAAP income (loss) from operations and non‑GAAP operating margin as GAAP income (loss) from operations and GAAP operating margin, respectively, adjusted to exclude, as applicable, stock-based compensation, amortization of acquired intangibles, loss on net assets divested, acquisition and divestiture related expenses, payroll taxes related to stock-based compensation, charitable contributions, restructuring costs, and impairment of long-lived assets.
Non‑GAAP Net Income Attributable to Common Stockholders and Non‑GAAP Net Income Per Share Attributable to Common Stockholders. For the periods presented, we define non-GAAP net income attributable to common stockholders and non‑GAAP net income per share attributable to common stockholders, diluted (which we refer to as “non-GAAP diluted earnings per share”) as GAAP net income (loss) attributable to common stockholders and GAAP net income (loss) per share attributable to common stockholders, diluted, respectively, adjusted to exclude, as applicable, stock-based compensation, amortization of acquired intangibles, loss on net assets divested, acquisition and divestiture related expenses, losses on impairment of strategic investments, payroll taxes related to stock-based compensation, accretion of debt discount and issuance costs, provision of income tax effects related to non-GAAP adjustments, income tax benefit related to acquisitions, charitable contributions, share of losses from equity method investment, restructuring costs, impairment of long-lived assets and gains on or impairment of strategic investments.
Organic Revenue. For the periods presented, we define organic revenue as GAAP revenue, excluding (i) revenue from each acquired business and revenue from incremental increases to application-to-person (“A2P”) fees imposed by major U.S. carriers on our core messaging business, in each case until the beginning of the first full quarter following the one-year anniversary of the closing date of such acquisition or the initial date such fees were charged and (ii) revenue from each divested business beginning in the quarter of the closing date of such divestiture; provided that (a) if an acquisition closes or such fees are initially charged on the first day of a quarter, such revenue will be included in organic revenue beginning on the one-year anniversary of the closing date of such acquisition or the initial date such fees were charged and (b) if a divestiture closes on the last day of a quarter, such revenue will be included in organic revenue for that quarter. As used in this definition, A2P fees refers to fees imposed by U.S. mobile carriers for A2P messages delivered to their subscribers, and we pass these fees to our messaging customers at cost.
Organic Revenue Growth. For the periods presented, we calculate organic revenue growth by dividing (i) organic revenue for the period presented less organic revenue in the comparative period by (ii) organic revenue in the comparative period. If revenue from certain acquisitions, divestitures or A2P fees is included or excluded in organic revenue in the period presented, then revenue from the same acquisitions, divestitures and A2P fees is included or excluded in organic revenue in the comparative period for purposes of the organic revenue growth calculation. As a result, organic revenue used in this calculation for the comparative period will not always equal organic revenue reported for the comparative period.
Free Cash Flow and Free Cash Flow Margin. For the periods presented, we define free cash flow as net cash provided by operating activities, excluding capitalized software development costs and purchases of long-lived and intangible assets, and we define free cash flow margin as free cash flow divided by revenue.
Operating Metrics
We review a number of operational and financial metrics, including Active Customer Accounts and Dollar-Based Net Expansion Rate, to evaluate our business, measure our performance, identify trends affecting our business, formulate business plans and make strategic decisions. These metrics are not based on any standardized industry methodology and are not necessarily calculated in the same manner or comparable to similarly titled measures presented by other companies. Similarly, these metrics may differ from estimates published by third parties or from similarly titled metrics of our competitors due to differences in methodology. The numbers that we use to calculate Active Customer Accounts and Dollar-Based Net Expansion Rate are based on internal data. While these numbers are based on what we believe to be
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reasonable judgments and estimates for the applicable period of measurement, there are inherent challenges in measuring usage. We regularly review and may adjust our processes for calculating our internal metrics to improve their accuracy. If investors or analysts do not perceive our metrics to be accurate representations of our business, or if we discover material inaccuracies in our metrics, our reputation, business, results of operations, and financial condition would be harmed.
Active Customer Accounts. We define an Active Customer Account at the end of any period as an individual account, as identified by a unique account identifier, for which we have recognized at least $5 of revenue in the last month of the period. A single organization may constitute multiple unique Active Customer Accounts if it has multiple account identifiers, each of which is treated as a separate Active Customer Account. Active Customer Accounts excludes customer accounts from Zipwhip, Inc. (“Zipwhip”). The number of Active Customer Accounts is rounded down to the nearest thousand.
Our business and customer relationships have grown since we began reporting the number of Active Customer Accounts using the above definition, which is anchored to a minimum $5 monthly revenue figure. We have a large number of Active Customer Accounts with relatively low individual spend that in the aggregate do not drive a significant portion of our revenue. Due to this dynamic, we believe that the number of Active Customer Accounts, as currently defined, is less informative now as an indicator of the growth of our business and future revenue trends than it has been in prior periods.
Dollar-Based Net Expansion Rate. Our Dollar-Based Net Expansion Rate compares the total revenue from all Active Customer Accounts and customer accounts from Zipwhip in a quarter to the same quarter in the prior year. To calculate the Dollar-Based Net Expansion Rate, we first identify the cohort of Active Customer Accounts and customer accounts from Zipwhip that were Active Customer Accounts or customer accounts from Zipwhip in the same quarter of the prior year. The Dollar-Based Net Expansion Rate is the quotient obtained by dividing the revenue generated from that cohort in a quarter, by the revenue generated from that same cohort in the corresponding quarter in the prior year. When we calculate Dollar-Based Net Expansion Rate for periods longer than one quarter, we use the average of the applicable quarterly Dollar-Based Net Expansion Rates for each of the quarters in such period. Revenue from acquisitions does not impact the Dollar-Based Net Expansion Rate calculation until the quarter following the one-year anniversary of the applicable acquisition, unless the acquisition closing date is the first day of a quarter. Revenue from divestitures does not impact the Dollar-Based Net Expansion Rate calculation beginning in the quarter the divestiture closed, unless the divestiture closing date is the last day of a quarter.
We believe that measuring Dollar-Based Net Expansion Rate provides an important indication of the performance of our efforts to increase revenue from existing customers. Our ability to drive growth and generate incremental revenue depends, in part, on our ability to maintain and grow our relationships with existing Active Customer Accounts and to increase their use of the platform. An important way in which we have historically tracked performance in this area is by measuring the Dollar-Based Net Expansion Rate for Active Customer Accounts. Our Dollar-Based Net Expansion Rate increases when such Active Customer Accounts increase their usage of a product, extend their usage of a product to new applications or adopt a new product. Our Dollar-Based Net Expansion Rate decreases when such Active Customer Accounts cease or reduce their usage of a product or when we lower usage prices on a product. As our customers grow their businesses and extend the use of our platform, they sometimes create multiple customer accounts with us for operational or other reasons. As such, when we identify a significant customer organization (defined as a single customer organization generating more than 1% of revenue in a quarterly reporting period) that has created a new Active Customer Account, this new Active Customer Account is tied to, and revenue from this new Active Customer Account is included with, the original Active Customer Account for the purposes of calculating this metric.
Source: Twilio Inc.
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TWILIO INC.
Condensed Consolidated Statements of Operations
(In thousands, except share and per share amounts)
(Unaudited)
Three Months Ended September 30, 2025 2024 Revenue $ 1,300,402 $ 1,133,649 Cost of revenue 668,325 555,020 Gross profit 632,077 578,629 Operating expenses: Research and development 262,311 261,511 Sales and marketing 220,627 215,560 General and administrative 108,191 106,452 Total operating expenses 591,129 583,523 Income (loss) from operations
40,948 (4,894) Other (expenses) income, net:
Share of losses from equity method investment (27,506) (25,279) Other income, net
19,242 26,522 Total other (expenses) income, net
(8,264) 1,243 Income (loss) before benefit from (provision for) income taxes
32,684 (3,651) Benefit from (provision for) income taxes
4,564 (6,075) Net income (loss) attributable to common stockholders $ 37,248 $ (9,726) Net income (loss) per share attributable to common stockholders: Basic $ 0.24 $ (0.06) Diluted $ 0.23 $ (0.06) Weighted-average shares used to compute net income (loss) per share attributable to common stockholders: Basic 153,119,639 159,091,110 Diluted 159,209,951 159,091,110
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TWILIO INC.
Condensed Consolidated Balance Sheets
(In thousands)
(Unaudited)
As of September 30, As of December 31, 2025 2024 ASSETS Current assets: Cash and cash equivalents $ 734,843 $ 421,297 Short-term marketable securities 1,724,068 1,963,102 Accounts receivable, net 613,120 588,540 Prepaid expenses and other current assets 405,295 474,360 Total current assets 3,477,326 3,447,299 Property and equipment, net 175,702 191,042 Operating right-of-use assets 46,944 53,405 Equity method investment 413,030 485,835 Intangible assets, net 157,353 238,503 Goodwill 5,243,266 5,243,266 Other long-term assets 198,698 206,122 Total assets $ 9,712,319 $ 9,865,472 LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities: Accounts payable $ 40,321 $ 100,169 Accrued expenses and other current liabilities 507,815 530,686 Deferred revenue and customer deposits 159,165 155,680 Operating lease liability, current 34,987 33,685 Total current liabilities 742,288 820,220 Operating lease liability, noncurrent 68,000 85,875 Long-term debt, net 991,856 990,587 Other long-term liabilities 14,886 15,824 Total liabilities 1,817,030 1,912,506 Commitments and contingencies Stockholders’ equity:
Preferred stock — — Common stock 152 153 Additional paid-in capital 15,971,163 15,476,124 Accumulated other comprehensive income (loss)
22,606 (1,301) Accumulated deficit (8,098,632) (7,522,010) Total stockholders’ equity 7,895,289 7,952,966 Total liabilities and stockholders’ equity $ 9,712,319 $ 9,865,472
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TWILIO INC.
Condensed Consolidated Statements of Cash Flows
(In thousands)
(Unaudited)
Nine Months Ended September 30, 2025 2024 CASH FLOWS FROM OPERATING ACTIVITIES: Net income (loss)
$ 79,688 $ (96,933) Adjustments to reconcile net income (loss) to net cash provided by operating activities:
Depreciation and amortization 147,901 156,170 Non-cash reduction to the right-of-use asset 16,634 14,157 Net amortization of investment premium and discount (11,473) (18,100) Stock-based compensation including restructuring 446,693 460,824 Amortization of deferred commissions 56,895 56,984 Provision for doubtful accounts 6,361 18,123 Value of shares of Class A common stock issued and donated to charity 7,118 3,911 Share of losses from equity method investment 72,199 78,794 Other adjustments 6,846 7,873 Changes in operating assets and liabilities: Accounts receivable (30,942) (12,646) Prepaid expenses and other current assets 77,596 33,590 Other long-term assets (64,259) (19,443) Accounts payable (59,798) (49,256) Accrued expenses and other current liabilities 3,939 16,035 Deferred revenue and customer deposits 3,484 (5,748) Operating lease liabilities (26,868) (35,391) Other long-term liabilities (325) (1,149) Net cash provided by operating activities
731,689 607,795 CASH FLOWS FROM INVESTING ACTIVITIES: Purchases of marketable securities and other investments (780,234) (739,721) Proceeds from sales and maturities of marketable securities 1,043,977 2,025,267 Capitalized software development costs (37,964) (40,259) Purchases of long-lived and intangible assets (4,402) (3,548) Net cash provided by investing activities
221,377 1,241,739 CASH FLOWS FROM FINANCING ACTIVITIES: Principal payments on finance leases (5,255) (10,208) Value of equity awards withheld for tax liabilities (213) (1,981) Repurchases of shares of Class A common stock and related costs (670,472) (1,914,282) Proceeds from exercises of stock options and shares of Class A common stock issued under ESPP 26,280 22,669 Net cash used in financing activities
(649,660) (1,903,802) NET INCREASE (DECREASE) IN CASH, CASH EQUIVALENTS AND RESTRICTED CASH
303,406 (54,268) CASH, CASH EQUIVALENTS AND RESTRICTED CASH—Beginning of period 431,437 655,931 CASH, CASH EQUIVALENTS AND RESTRICTED CASH —End of period $ 734,843 $ 601,663
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TWILIO INC.
Reconciliation of GAAP Financial Measures to Non-GAAP Financial Measures
(In thousands, except shares, per share amounts and percentages)
(Unaudited)
Three Months Ended September 30, 2025 2024 GAAP gross profit $ 632,077 $ 578,629 GAAP gross margin 48.6 % 51.0 % Non-GAAP adjustments: Stock-based compensation 4,305 5,436 Amortization of acquired intangibles 15,446 15,682 Payroll taxes related to stock-based compensation 269 257 Non-GAAP gross profit $ 652,097 $ 600,004 Non-GAAP gross margin 50.1 % 52.9 %
GAAP research and development $ 262,311 $ 261,511 Non-GAAP adjustments: Stock-based compensation (86,020) (84,787) Restructuring costs — (608) Payroll taxes related to stock-based compensation (1,933) (1,246) Non-GAAP research and development $ 174,358 $ 174,870 Non-GAAP research and development as % of revenue 13.4 % 15.4 % GAAP sales and marketing $ 220,627 $ 215,560 Non-GAAP adjustments: Stock-based compensation (36,304) (33,560) Amortization of acquired intangibles (11,412) (11,755) Restructuring costs — (2,984) Payroll taxes related to stock-based compensation (610) 645 Non-GAAP sales and marketing $ 172,301 $ 167,906 Non-GAAP sales and marketing as % of revenue 13.2 % 14.8 % GAAP general and administrative $ 108,191 $ 106,452 Non-GAAP adjustments: Stock-based compensation (31,540) (30,048) Restructuring costs — (102) Payroll taxes related to stock-based compensation (617) (191) Charitable contributions (5,104) (1,301) Non-GAAP general and administrative $ 70,930 $ 74,810 Non-GAAP general and administrative as % of revenue 5.5 % 6.6 %
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TWILIO INC.
Reconciliation of GAAP Financial Measures to Non-GAAP Financial Measures
(In thousands, except shares, per share amounts and percentages)
(Unaudited)
Three Months Ended September 30, 2025 2024 GAAP income (loss) from operations
$ 40,948 $ (4,894) GAAP operating margin 3.1 % (0.4) % Non-GAAP adjustments: Stock-based compensation 158,169 153,831 Amortization of acquired intangibles 26,858 27,437 Payroll taxes related to stock-based compensation 3,429 1,049 Charitable contributions 5,104 1,301 Restructuring costs — 3,694 Non-GAAP income from operations $ 234,508 $ 182,418 Non-GAAP operating margin 18.0 % 16.1 %
GAAP net income (loss) attributable to common stockholders
$ 37,248 $ (9,726) GAAP net income (loss) attributable to common stockholders as % of revenue
2.9 % (0.9) % Non-GAAP adjustments: Stock-based compensation 158,169 153,831 Amortization of acquired intangibles 26,858 27,437 Payroll taxes related to stock-based compensation 3,429 1,049 Accretion of debt discount and issuance costs 427 410 Provision of income tax effects related to non-GAAP adjustments (60,483) (40,159) Charitable contributions 5,104 1,301 Share of losses from equity method investment
27,506 25,279 Restructuring costs — 3,694 Losses on impairment of strategic investments, net
— 803 Non-GAAP net income attributable to common stockholders $ 198,258 $ 163,919 Non-GAAP net income attributable to common stockholders as % of revenue 15.2 % 14.5 %
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TWILIO INC.
Reconciliation of GAAP Financial Measures to Non-GAAP Financial Measures
(In thousands, except shares, per share amounts and percentages)
(Unaudited)
Three Months Ended September 30, 2025 2024 GAAP net income (loss) per share attributable to common stockholders, diluted*
$ 0.23 $ (0.06) Non-GAAP adjustments: Stock-based compensation 0.99 0.95 Amortization of acquired intangibles 0.17 0.17 Payroll taxes related to stock-based compensation 0.02 0.01 Accretion of debt discount and issuance costs — — Provision of income tax effects related to non-GAAP adjustments (0.38) (0.25) Charitable contributions 0.03 0.01 Share of losses from equity method investment
0.17 0.16 Restructuring costs — 0.02 Other dilutive
— 0.01 Non-GAAP net income per share attributable to common stockholders, diluted $ 1.25 $ 1.02 Weighted-average shares used to compute net income (loss) per share attributable to common stockholders, diluted
159,209,951 161,091,080
* Some columns may not add due to rounding
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TWILIO INC.
Reconciliation to Non-GAAP Financial Measures
(In thousands, except percentages)
(Unaudited)
Three Months Ended September 30, 2025 Organic Revenue
GAAP Revenue $ 1,300,402 A2P Revenue
(20,235) Organic Revenue $ 1,280,167 GAAP Revenue Y/Y Growth 15 % Organic Revenue Y/Y Growth 13% 1
¹ Organic revenue for the three months ended September 30, 2024, when used as the denominator for Organic Revenue Growth for the three months ended September 30, 2025, is equal to reported revenue. Revenue for the three months ended September 30, 2024 was $1.13 billion.
Three Months Ended September 30, 2025 2024 Free cash flow Net cash provided by operating activities $ 263,563 $ 204,329 Operating cash flow margin
20 % 18 % Non-GAAP adjustments:
Capitalized software development costs (13,812) (14,424) Purchase of long-lived and intangible assets (2,235) (792) Free cash flow $ 247,516 $ 189,113 Free cash flow margin
19 % 17 % Net cash (used in) provided by investing activities
$ (161,502) $ 267,355 Net cash used in financing activities
$ (347,952) $ (642,780)
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CONTACT:
Investor Contact:
Bryan Vaniman
ir@Twilio.com
or
Media Contact:
Caitlin Epstein
press@Twilio.com
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