# EDGAR Filing Document

**Accession Number:** 0001261333
**File Stem:** 0001261333-23-000030
**Filing Date:** 2023-3
**Character Count:** 52627
**Document Hash:** 2e9332df4b28ccca607481c63693530c
**Contains OCR:** False
**Source Format:** 

## Filing Content

## Filing Summary
**0001261333-23-000030.hdr.sgml**: 20230309

**ACCESSION NUMBER**: 0001261333-23-000030

**CONFORMED SUBMISSION TYPE**: 8-K

**PUBLIC DOCUMENT COUNT**: 14

**CONFORMED PERIOD OF REPORT**: 20230309

**ITEM INFORMATION**: Results of Operations and Financial Condition

**ITEM INFORMATION**: Departure of Directors or Certain Officers; Election of Directors; Appointment of Certain Officers: Compensatory Arrangements of Certain Officers

**ITEM INFORMATION**: Regulation FD Disclosure

**FILED AS OF DATE**: 20230309

**DATE AS OF CHANGE**: 20230309

**FILER**: 

**COMPANY DATA:**
- **COMPANY CONFORMED NAME:** DOCUSIGN, INC.
- **CENTRAL INDEX KEY:** 0001261333
- **STANDARD INDUSTRIAL CLASSIFICATION:** SERVICES-PREPACKAGED SOFTWARE [7372]
- **IRS NUMBER:** 912183967
- **STATE OF INCORPORATION:** DE
- **FISCAL YEAR END:** 0131

**FILING VALUES:**
- **FORM TYPE:** 8-K
- **SEC ACT:** 1934 Act
- **SEC FILE NUMBER:** 001-38465
- **FILM NUMBER:** 23719914

**BUSINESS ADDRESS:**
- **STREET 1:** 221 MAIN ST., SUITE 1550
- **CITY:** SAN FRANCISCO
- **STATE:** CA
- **ZIP:** 94105
- **BUSINESS PHONE:** 415-489-4940

**MAIL ADDRESS:**
- **STREET 1:** 221 MAIN ST., SUITE 1550
- **CITY:** SAN FRANCISCO
- **STATE:** CA
- **ZIP:** 94105

**FORMER COMPANY:**
- **FORMER CONFORMED NAME:** DOCUSIGN INC
- **DATE OF NAME CHANGE:** 20030826

?xml version="1.0" ? docu-20230309

**UNITED STATES**

**SECURITIES AND EXCHANGE COMMISSION**

**WASHINGTON, D.C. 20549**

______________________________________

**FORM 8-K**

______________________________________

**CURRENT REPORT**

**Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934**

**Date of Report (Date of earliest event reported): March 9, 2023**

**Commission File Number: 001-38465**

______________________________________

**DOCUSIGN, INC.**

**(Exact name of registrant as specified in its charter)**

______________________________________

---

| | | | | |
|:---|:---|:---|:---|:---|
| **Delaware** | **Delaware** | | **91-2183967** | **91-2183967** |
| **(State or Other Jurisdiction of Incorporation)** | **(State or Other Jurisdiction of Incorporation)** | | **(I.R.S. Employer Identification Number)** | **(I.R.S. Employer Identification Number)** |
| **221 Main St.** | **Suite 1550** | **San Francisco** | **California** | **94105** |
| **(Address of Principal Executive Offices)** | **(Address of Principal Executive Offices)** | **(Address of Principal Executive Offices)** | **(Address of Principal Executive Offices)** | **(Zip Code)** |

---

**(415) 489-4940**

**(Registrant's Telephone Number, Including Area Code)**

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions (see General Instructions A.2. below):

---

| |
|:---|
| Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425) |
| Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12) |
| Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b)) |
| Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c)) |

---

**Securities registered pursuant to Section 12(b) of the Act:**

---

| | | |
|:---|:---|:---|
| **Title of each class** | **Trading Symbol** | **Name of each exchange on which registered** |
| **Common Stock, par value $0.0001 per share** | **DOCU** | **The Nasdaq Global Select Market** |

---

Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter).

Emerging growth company ◻

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ◻

------

**Item 2.02&nbsp;&nbsp;&nbsp;&nbsp;Results of Operations and Financial Condition.**

On March 9, 2023, DocuSign, Inc. (the "Company") reported financial results for the three months and the fiscal year ended January 31, 2023. A copy of the press release is furnished as Exhibit 99.1 to this report and incorporated herein by reference.

The press release is furnished and shall not be deemed "filed" for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the "Exchange Act"), or subject to the liabilities of that section or Sections 11 and 12(a)(2) of the Securities Act of 1933, as amended (the "Securities Act"). The information shall not be deemed incorporated by reference into any other filing with the Securities and Exchange Commission (the "SEC") made by the Company, whether made before or after today's date, regardless of any general incorporation language in such filing, except as shall be expressly set forth by specific references in such filing.

**Item 5.02&nbsp;&nbsp;&nbsp;&nbsp;Departure of Directors or Certain Officers; Election of Directors; Appointment of Certain Officers; Compensatory Arrangements of Certain Officers**

On March 9, 2023, the Company announced that Cynthia Gaylor, the Company's Chief Financial Officer, notified the Company of her intention to resign later this year.

**Item 7.01&nbsp;&nbsp;&nbsp;&nbsp;Regulation FD**

A copy of the Company's press release related to Ms. Gaylor is being furnished as Exhibit 99.2 to this report and incorporated herein by reference. The press release is furnished and shall not be deemed "filed" for purposes of the Exchange Act or otherwise subject to the liabilities of that section, nor shall it be deemed incorporated by reference in any filing under the Securities Act or the Exchange Act, regardless of any general incorporation language in such filing.

**Item 9.01 &nbsp;&nbsp;&nbsp;&nbsp;Financial Statements and Exhibits.**

(d) Exhibits:

---

| | |
|:---|:---|
| **Exhibit No.** | **Description** |
| 99.1 | <u>[Press Release dated March 9, 2023 (Earnings)](q423ex-991er.htm)</u> |
| 99.2 | <u>[Press Release dated March 9, 2023 (CFO)](ex992transitionpressrelease.htm)</u> |
| 104 | Cover Page Interactive Data File (embedded within the Inline XBRL document) |

---

------

**SIGNATURES**

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.

Date: March 9, 2023

---

| | |
|:---|:---|
| DOCUSIGN, INC. | DOCUSIGN, INC. |
| By: | /s/ Cynthia Gaylor |
|  | Cynthia Gaylor |
|  | Chief Financial Officer |
|  | *(Principal Accounting and Financial Officer)* |

---

## Exhibit 99.1

**DOCUSIGN, INC.**

**Exhibit 99.1**

**DocuSign Announces Fourth Quarter and Fiscal Year 2023 Financial Results**

**San Francisco – March 9, 2023 –** DocuSign, Inc. (NASDAQ: DOCU), which offers the world's #1 e-signature product as part of its industry leading lineup, today announced results for its fourth quarter and fiscal year ended January 31, 2023.

"We finished the year strong, delivering across our key financial metrics and making tangible progress on our strategic priorities. We are reshaping DocuSign to invest in our innovation roadmap and self-service capabilities." said Allan Thygesen, CEO of DocuSign. "Looking ahead, we aim to drive profitable growth at scale by executing our mission of smarter, easier, and trusted agreements."

**Fourth Quarter Financial Highlights**

▪ **Total revenue** was $659.6 million, an increase of 14% year-over-year. Subscription revenue was $643.7 million, an increase of 14% year-over-year. Professional services and other revenue was $15.9 million, a decrease of 5% year-over-year.

**▪ Billings** were $739.0 million, an increase of 10% year-over-year.

▪ **GAAP gross margin** was 79%, compared to 77% in the same period last year. Non-GAAP gross margin was 83% compared to 81% in the same period last year.

**▪ GAAP net income per basic share** was $0.02 on 202 million shares outstanding compared to a loss of $0.15 on 199 million shares outstanding in the same period last year.

▪ **GAAP net income per diluted share** was $0.02 on 206 million shares outstanding compared to a loss of $0.15 on 199 million shares outstanding in the same period last year.

▪ **Non-GAAP net income per diluted share** was $0.65 on 206 million shares outstanding compared to $0.48 on 207 million shares outstanding in the same period last year.

▪ **Net cash provided by operating activities** was $137.1 million compared to $87.8 million in the same period last year.

▪ **Free cash flow** was $113.0 million compared to $70.3 million in the same period last year.

▪ **Cash, cash equivalents, restricted cash and investments** were $1.2 billion at the end of the quarter.

**Fiscal 2023 Financial Highlights**

▪ **Total revenue** was $2.5 billion, an increase of 19% year-over-year. Subscription revenue was $2.4 billion, an increase of 20% year-over-year. Professional services and other revenue was $73.7 million, an increase of 5% year-over-year.

**▪ Billings** were $2.7 billion, an increase of 13% year-over-year.

**▪ GAAP gross margin** was 79%, compared to 78% in fiscal 2022. Non-GAAP gross margin was 82% for both periods.

**▪ GAAP net loss per basic and diluted share** was $0.49 on 201 million shares outstanding compared to $0.36 on 197 million shares outstanding in fiscal 2022.

▪ **Non-GAAP net income per diluted share** was $2.03 on 206 million shares outstanding compared to $1.98 on 208 million shares outstanding in fiscal 2022.

A reconciliation of GAAP to non-GAAP financial measures has been provided in the tables included in this press release. An explanation of these measures is also included below under the heading "Non-GAAP Financial Measures and Other Key Metrics."

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**DOCUSIGN, INC.**

**Operational and Other Financial Highlights**

**• Executive Appointments.** DocuSign appointed the following new key leaders**:**

&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;▪ Robert Chatwani as President & General Manager, Growth. Prior to joining DocuSign, Robert was at Atlassian where he served as Chief Marketing Officer. Prior to Atlassian, Robert served as Chief Revenue & Marketing Officer for social e-commerce platform Spring. He also spent more than a decade at eBay, ending his tenure as CMO of North America.

&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;▪ Anwar Akram as Chief Operating Officer. Anwar joins DocuSign from Google where he was most recently VP of Operational Effectiveness leading cross-functional initiatives to improve operational productivity. Prior to Google, Anwar also held executive and leadership roles at Microsoft and McKinsey & Company.

• **Named Customers' Choice in 2022 Gartner® Peer Insights™ 'Voice of the Customer'**: **Electronic Signature**. DocuSign was recognized by customers on Gartner Peer Insights as a Customers' Choice in the December 2022 Gartner Peer Insights 'Voice of the Customer': Electronic Signature. Of the 12 solutions included, DocuSign had the highest number of reviews and is the only e-signature vendor recognized with the Gartner Peer Insights Customers' Choice distinction for meeting or exceeding both the market average for Overall Experience and User Interest and Adoption.

**Outlook**

The company currently expects the following guidance:

▪ **Quarter ending April 30, 2023 (in millions, except percentages):**

---

| | | | |
|:---|:---|:---|:---|
| Total revenue | $639 | to | $643 |
| Subscription revenue | $625 | to | $629 |
| Billings | $615 | to | $625 |
| Non-GAAP gross margin | 81% | to | 82% |
| Non-GAAP operating margin | 21% | to | 22% |
| Non-GAAP diluted weighted-average shares outstanding | 207 | to | 212 |

---

▪ **Fiscal year ending January 31, 2024 (in millions, except percentages):**

---

| | | | |
|:---|:---|:---|:---|
| Total revenue | $2695 | to | $2707 |
| Subscription revenue | $2633 | to | $2645 |
| Billings | $2705 | to | $2725 |
| Non-GAAP gross margin | 81% | to | 82% |
| Non-GAAP operating margin | 21% | to | 23% |
| Non-GAAP diluted weighted-average shares outstanding | 207 | to | 212 |

---

The company has not reconciled its guidance of non-GAAP financial measures to the corresponding GAAP measures because stock-based compensation expense cannot be reasonably calculated or predicted at this time. Accordingly, a reconciliation has not been provided.

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**DOCUSIGN, INC.**

**Webcast Conference Call Information**

The company will host a conference call on March 9, 2023 at 1:30 p.m. PT (4:30 p.m. ET) to discuss its financial results. A live webcast of the event will be available on the DocuSign Investor Relations website at investor.docusign.com. A live dial-in will be available domestically at 877-407-0784 or internationally at 201-689-8560. A replay will be available domestically at 844-512-2921 or internationally at 412-317-6671 until midnight (ET) March 23, 2023, using the passcode 13736321.

**About DocuSign**

DocuSign helps organizations connect and automate how they navigate their systems of agreement. As part of its industry leading product lineup, DocuSign offers eSignature, the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, over 1.3 million customers and more than a billion users in over 180 countries use the DocuSign platform to accelerate the process of doing business and simplify people's lives. For more information, visit http://www.docusign.com.

Copyright 2022. DocuSign, Inc. is the owner of DOCUSIGN® and all its other marks (www.docusign.com/IP).

**Investor Relations:**

DocuSign Investor Relations

investors@docusign.com

**Media Relations:**

DocuSign Corporate Communications

media@docusign.com

**Forward-Looking Statements**

This press release contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, which statements involve substantial risk and uncertainties. All statements contained in this press release other than statements of historical fact, including statements regarding our future operating results and financial position, our business strategy and plans, market growth and trends, objectives for future operations, and the impact of such assumptions on our financial conditions and results of operations are forward-looking statements. Forward-looking statements in this press release also include, among other things, statements under "Outlook" above and any other statements about expected financial metrics, such as revenue, billings, non-GAAP gross margin, non-GAAP diluted weighted-average shares outstanding, and non-financial metrics, such as customer growth, as well as statements related to our expectations regarding our growth. 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," "will," "should," "expects," "plans," "anticipates," "could," "intends," "target," "projects," "contemplates," "believes," "estimates," "predicts," "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 include, but are not limited to, statements about: our expectations regarding global macro-economic conditions, including the effects of inflation, rising and fluctuating interest rates and market volatility on the global economy; our ability to estimate the size and growth of our total addressable market; our ability to compete effectively in an evolving and competitive market; the impact of any data breaches, cyberattacks or other malicious activity on our technology systems; our ability to effectively sustain and manage our growth and future expenses and achieve and maintain future profitability; our ability to attract new customers and maintain and expand our existing customer base; our ability to effectively implement and execute our restructuring plans; our ability to scale and update our platform to respond to customers' needs and rapid technological change; our ability to expand use cases within existing customers and vertical solutions; our ability to expand our operations and increase adoption of our platform internationally; our ability to strengthen and foster our relationships with developers; our ability to expand our direct sales force, customer success team and strategic partnerships around the world; our ability to identify targets for and execute potential acquisitions and to successfully integrate and realize the anticipated benefits of such acquisitions; our ability to maintain, protect and enhance our brand; the sufficiency of our cash, cash equivalents and capital resources to satisfy our liquidity needs; limitations on us due to obligations we have under our credit facility or other indebtedness; our failure or the failure of our software to comply with applicable industry standards, laws and regulations; our ability to maintain, protect and enhance our intellectual property; our ability to successfully defend litigation against us; our ability to attract large organizations as users; our ability to maintain our corporate culture; our ability to offer high-quality customer support; our ability to hire, retain and motivate qualified personnel, including executive level management; our ability to successfully manage and integrate executive management transitions; uncertainties regarding the impact of general economic and market conditions, including as a result of regional and global conflicts; our ability to successfully implement and maintain new and existing information technology systems, including our ERP system; and our ability to maintain proper and effective internal controls.

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**DOCUSIGN, INC.**

In addition, statements such as "we believe" and similar statements reflect our beliefs and opinions on the relevant subject. These statements are based upon information available to us as of the date of this press release, and while we believe such information forms a reasonable basis for such statements, such information may be limited or incomplete, and our statements should not be read to indicate that we have conducted an exhaustive inquiry into, or review of, all potentially available relevant information. These statements are inherently uncertain, and investors are cautioned not to unduly rely upon these statements.

You should not rely upon forward-looking statements as predictions of future events. We have based the forward-looking statements contained in this press release primarily on our current expectations and projections about future events and trends that we believe may affect our business, financial condition, results of operations, and prospects. Additional risks and uncertainties that could affect our financial results are included in the sections titled "Risk Factors" and "Management's Discussion and Analysis of Financial Condition and Results of Operations" in our quarterly report on Form 10-Q for the quarter ended October 31, 2022 filed on December 8, 2022 with the Securities and Exchange Commission (the "SEC"), and other filings that we make from time to time with the SEC. Moreover, we operate in a very competitive and rapidly changing environment. New risks and uncertainties emerge from time to time. It is not possible for us to predict all risks and uncertainties that could have an impact on the forward-looking statements contained in this press release. We cannot assure you that the results, events, and circumstances reflected in the forward-looking statements will be achieved or occur, and actual results, events, or circumstances could differ materially from those described in the forward-looking statements. The forward-looking statements made in this press release relate only to events as of the date on which such statements are made. We undertake no obligation to update any forward-looking statements after the date of this press release or to conform such statements to actual results or revised expectations, except as required by law.

**Non-GAAP Financial Measures and Other Key Metrics**

To supplement our consolidated financial statements, which are prepared and presented in accordance with GAAP, we use certain non-GAAP financial measures, as described below, to understand and evaluate our core operating performance. These non-GAAP financial measures, which may be different than similarly titled measures used by other companies, are presented to enhance investors' overall understanding of our financial performance and should not be considered a substitute for, or superior to, the financial information prepared and presented in accordance with GAAP.

We believe that these non-GAAP financial measures provide useful information about our financial performance, enhance the overall understanding of our past performance and future prospects, and allow for greater transparency with respect to important metrics used by our management for financial and operational decision-making. We present these non-GAAP measures to assist investors in seeing our financial performance using a management view, and because we believe that these measures provide an additional tool for investors to use in comparing our core financial performance over multiple periods with other companies in our industry. However, these non-GAAP measures are not intended to be considered in isolation from, a substitute for, or superior to our GAAP results.

**Non-GAAP gross profit, non-GAAP gross margin, non-GAAP operating expenses, non-GAAP income from operations, non-GAAP operating margin, non-GAAP net income and non-GAAP net income per share**: We define these non-GAAP financial measures as the respective GAAP measures, excluding expenses related to stock-based compensation, employer payroll tax on employee stock transactions, amortization of acquisition-related intangibles, amortization of debt discount and issuance costs, acquisition-related expenses, fair value adjustments to strategic investments, executive transition costs, lease-related impairment and lease-related charges, restructuring and other related charges, tax impact related to an intercompany IP transfer, as these costs are not reflective of ongoing operations and, as applicable, other special items. The amount of employer payroll tax-related items on employee stock transactions is dependent on our stock price and other factors that are beyond our control and do not correlate to the operation of the business. When evaluating the performance of our business and making operating plans, we do not consider these items (for example, when considering the impact of equity award grants, we place a greater emphasis on overall stockholder dilution rather than the accounting charges associated with such grants). We believe it is useful to exclude these expenses in order to better understand the long-term performance of our core business and to facilitate comparison of our results to those of peer companies and over multiple periods. In addition to these exclusions, we subtract an assumed provision for income taxes to calculate non-GAAP net income. We utilize a fixed long-term projected tax rate in our computation of the non-GAAP income tax provision to provide better consistency across the reporting periods. For fiscal 2023, we determined the projected non-GAAP tax rate to be 20%.

**Free cash flow**: We define free cash flow as net cash provided by operating activities less purchases of property and equipment. We believe free cash flow is an important liquidity measure of the cash that is available (if any), after purchases of property and equipment, for operational expenses, investment in our business, and to make acquisitions. Free cash flow is useful to investors as a liquidity measure because it measures our ability to generate or use cash in excess of our capital investments in property and equipment. Once our business needs and obligations are met, cash can be used to maintain a strong balance sheet and invest in future growth.

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**DOCUSIGN, INC.**

**Billings**: We define billings as total revenues plus the change in our contract liabilities and refund liability less contract assets and unbilled accounts receivable in a given period. Billings reflects sales to new customers plus subscription renewals and additional sales to existing customers. Only amounts invoiced to a customer in a given period are included in billings. We believe billings is a key metric to measure our periodic performance. Given that most of our customers pay in annual installments one year in advance, but we typically recognize a majority of the related revenue ratably over time, we use billings to measure and monitor our ability to provide our business with the working capital generated by upfront payments from our customers.

For a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measure, please see "Reconciliation of GAAP to Non-GAAP Financial Measures" below.

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**DOCUSIGN, INC.**

**CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS**

**(Unaudited)**

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands, except per share data)** | **2023** | **2022** | **2023** | **2022** |
| **Revenue:** |  |  |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Subscription | $643677 | $564006 | $2442177 | $2037272 |
| &nbsp;&nbsp;&nbsp;&nbsp;Professional services and other | 15899 | 16822 | 73738 | 69941 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Total revenue** | 659576 | 580828 | 2515915 | 2107213 |
| **Cost of revenue:** |  |  |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Subscription | 110463 | 96556 | 426077 | 343661 |
| &nbsp;&nbsp;&nbsp;&nbsp;Professional services and other | 26963 | 34898 | 110011 | 122790 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Total cost of revenue** | 137426 | 131454 | 536088 | 466451 |
| Gross profit | 522150 | 449374 | 1979827 | 1640762 |
| **Operating expenses:** |  |  |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Sales and marketing | 304649 | 299417 | 1242711 | 1076527 |
| &nbsp;&nbsp;&nbsp;&nbsp;Research and development | 125891 | 110692 | 480584 | 393362 |
| &nbsp;&nbsp;&nbsp;&nbsp;General and administrative | 91641 | 64443 | 316228 | 232757 |
| &nbsp;&nbsp;&nbsp;&nbsp;Restructuring and other related charges | 253 |  | 28335 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Total operating expenses** | 522434 | 474552 | 2067858 | 1702646 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Loss from operations** | (284) | (25178) | (88031) | (61884) |
| Interest expense | (1652) | (1617) | (6389) | (6443) |
| Interest income and other income (expense), net | 7366 | (2621) | 4539 | 1413 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Income (loss) before provision for income taxes** | 5430 | (29416) | (89881) | (66914) |
| Provision for income taxes | 567 | 1029 | 7573 | 3062 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Net income (loss)** | $4863 | $(30445) | $(97454) | $(69976) |
| Net income (loss) per share attributable to common stockholders: |  |  |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Basic | $0.02 | $(0.15) | $(0.49) | $(0.36) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Diluted | $0.02 | $(0.15) | $(0.49) | $(0.36) |
| Weighted-average number of shares used in computing net income (loss) per share attributable to common stockholders: |  |  |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Basic | 201894 | 198687 | 200903 | 196675 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Diluted | 206260 | 198687 | 200903 | 196675 |
| **Stock-based compensation expense included in costs and expenses:** |  |  |  |  |
| Cost of revenue—subscription | $11644 | $9500 | $46916 | $31152 |
| Cost of revenue—professional services and other | 7431 | 8096 | 25758 | 27347 |
| Sales and marketing | 55760 | 52040 | 222334 | 186759 |
| Research and development | 41278 | 31712 | 149967 | 108523 |
| General and administrative | 29810 | 16659 | 88125 | 54761 |
| Restructuring and other related charges | 36 |  | 5626 |  |

---

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**DOCUSIGN, INC.**

**CONDENSED CONSOLIDATED BALANCE SHEETS** 

**(Unaudited)**

---

| | | |
|:---|:---|:---|
| **(in thousands)** | **January 31, 2023** | **January 31, 2022** |
| **Assets** | | |
| Current assets |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Cash and cash equivalents | $721895 | $509059 |
| &nbsp;&nbsp;&nbsp;&nbsp;Investments—current | 309771 | 293763 |
| &nbsp;&nbsp;&nbsp;&nbsp;Accounts receivable, net | 516914 | 440950 |
| &nbsp;&nbsp;&nbsp;&nbsp;Contract assets—current | 12437 | 12588 |
| &nbsp;&nbsp;&nbsp;&nbsp;Prepaid expenses and other current assets | 69987 | 63236 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Total current assets | 1631004 | 1319596 |
| Investments—noncurrent | 186049 | 94938 |
| Property and equipment, net | 199892 | 184664 |
| Operating lease right-of-use assets | 141493 | 126021 |
| Goodwill | 353619 | 355058 |
| Intangible assets, net | 70280 | 98816 |
| Deferred contract acquisition costs—noncurrent | 350899 | 311835 |
| Other assets—noncurrent | 79484 | 50337 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Total assets** | $3012720 | $2541265 |
| **Liabilities and Equity** |  |  |
| Current liabilities |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Accounts payable | $24393 | $52804 |
| &nbsp;&nbsp;&nbsp;&nbsp;Accrued expenses and other current liabilities | 100987 | 91377 |
| &nbsp;&nbsp;&nbsp;&nbsp;Accrued compensation | 163133 | 160163 |
| &nbsp;&nbsp;&nbsp;&nbsp;Convertible senior notes—current | 722887 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Contract liabilities—current | 1172867 | 1029891 |
| &nbsp;&nbsp;&nbsp;&nbsp;Operating lease liabilities—current | 24055 | 37404 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Total current liabilities | 2208322 | 1371639 |
| Convertible senior notes, net—noncurrent |  | 718487 |
| Contract liabilities—noncurrent | 16925 | 16725 |
| Operating lease liabilities—noncurrent | 141348 | 126340 |
| Deferred tax liability—noncurrent | 10723 | 9316 |
| Other liabilities—noncurrent | 18115 | 23255 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Total liabilities | 2395433 | 2265762 |
| Stockholders' equity |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Common stock | 20 | 20 |
| &nbsp;&nbsp;&nbsp;&nbsp;Treasury stock | (1785) | (1532) |
| &nbsp;&nbsp;&nbsp;&nbsp;Additional paid-in capital | 2240732 | 1720013 |
| &nbsp;&nbsp;&nbsp;&nbsp;Accumulated other comprehensive loss | (22996) | (4809) |
| &nbsp;&nbsp;&nbsp;&nbsp;Accumulated deficit | (1598684) | (1438189) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Total stockholders' equity | 617287 | 275503 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;**Total liabilities and equity** | $3012720 | $2541265 |

---

\| 7 \|

------

**DOCUSIGN, INC.**

**CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS**

**(Unaudited)**

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands)** | **2023** | **2022** | **2023** | **2022** |
| **Cash flows from operating activities:** |  |  |  |  |
| Net income (loss) | $4863 | $(30445) | $(97454) | $(69976) |
| Adjustments to reconcile net income (loss) to net cash provided by operating activities |  |  |  |  |
| &nbsp;&nbsp;&nbsp;Depreciation and amortization | 22279 | 20750 | 86255 | 81913 |
| &nbsp;&nbsp;&nbsp;Amortization of deferred contract acquisition and fulfillment costs | 50664 | 43683 | 185045 | 144442 |
| &nbsp;&nbsp;&nbsp;Amortization of debt discount and transaction costs | 1245 | 1250 | 4970 | 5098 |
| &nbsp;&nbsp;&nbsp;Non-cash operating lease costs | 7033 | 6643 | 27501 | 26819 |
| &nbsp;&nbsp;&nbsp;Stock-based compensation expense | 145961 | 118006 | 538726 | 408542 |
| &nbsp;&nbsp;&nbsp;Deferred income taxes | (1348) | 3729 | 1697 | 1369 |
| &nbsp;&nbsp;&nbsp;Other | 2183 | 4274 | 15723 | 9871 |
| &nbsp;&nbsp;&nbsp;Changes in operating assets and liabilities |  |  |  |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Accounts receivable | (94302) | (135349) | (75964) | (117380) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Prepaid expenses and other current assets | 2555 | 5816 | (5038) | (7074) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Deferred contract acquisition and fulfillment costs | (70695) | (59447) | (232315) | (207393) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Other assets | (6612) | (206) | (22319) | (11496) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Accounts payable | (24701) | 5445 | (26440) | 12148 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Accrued expenses and other liabilities | 6467 | (1058) | 7340 | 10828 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Accrued compensation | 14046 | 23909 | (1781) | 1128 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Contract liabilities | 86353 | 89435 | 143177 | 250482 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Operating lease liabilities | (8934) | (8642) | (42364) | (32854) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Net cash provided by operating activities | 137057 | 87793 | 506759 | 506467 |
| **Cash flows from investing activities:** |  |  |  |  |
| Cash paid for acquisition, net of acquired cash |  |  |  | (6388) |
| Purchases of marketable securities | (131461) | (81366) | (533710) | (384128) |
| Sales of marketable securities |  | 4499 |  | 7569 |
| Maturities of marketable securities | 112148 | 90113 | 423917 | 283184 |
| Purchases of strategic and other investments | (125) | (1000) | (3750) | (1750) |
| Purchases of property and equipment | (24064) | (17470) | (77654) | (61396) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Net cash used in investing activities | (43502) | (5224) | (191197) | (162909) |
| **Cash flows from financing activities:** |  |  |  |  |
| Repayments of convertible senior notes |  | (13071) | (16) | (77906) |
| Repurchases of common stock |  |  | (63041) |  |
| Payment of tax withholding obligation on RSU settlement and ESPP purchase | (17283) | (63412) | (84403) | (386521) |
| Proceeds from exercise of stock options | 1669 | 2553 | 12678 | 23729 |
| Proceeds from employee stock purchase plan |  |  | 36526 | 46077 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Net cash used in financing activities | (15614) | (73930) | (98256) | (394621) |
| Effect of foreign exchange on cash, cash equivalents and restricted cash | 10868 | (3122) | (3784) | (5594) |
| Net increase (decrease) in cash, cash equivalents and restricted cash | 88809 | 5517 | 213522 | (56657) |
| Cash, cash equivalents and restricted cash at beginning of period <sup>(1)</sup> | 634392 | 504162 | 509679 | 566336 |
| Cash, cash equivalents and restricted cash at end of period <sup>(1)</sup> | $723201 | $509679 | $723201 | $509679 |

---

(1) Cash, cash equivalents and restricted cash included restricted cash of $1.3 million and $0.6 million as of January 31, 2023 and January 31, 2022.

\| 8 \|

------

**DOCUSIGN, INC.**

**RECONCILIATION OF GAAP TO NON-GAAP FINANCIAL MEASURES**

**(Unaudited)**

**Reconciliation of gross profit and gross margin:** 

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands)** | **2023** | **2022** | **2023** | **2022** |
| GAAP gross profit | $522150 | $449374 | $1979827 | $1640762 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Stock-based compensation | 19075 | 17596 | 72674 | 58499 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Amortization of acquisition-related intangibles | 2382 | 2403 | 9613 | 11670 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Employer payroll tax on employee stock transactions | 392 | 829 | 2184 | 7524 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Lease-related impairment and lease-related charges | 412 |  | 1090 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP gross profit | $544411 | $470202 | $2065388 | $1718455 |
| GAAP gross margin | 79% | 77% | 79% | 78% |
| &nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP adjustments | 4% | 4% | 3% | 4% |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP gross margin | 83% | 81% | 82% | 82% |
| GAAP subscription gross profit | $533214 | $467450 | $2016100 | $1693611 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Stock-based compensation | 11644 | 9500 | 46916 | 31152 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Amortization of acquisition-related intangibles | 2382 | 2403 | 9613 | 11670 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Employer payroll tax on employee stock transactions | 243 | 417 | 1393 | 3703 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Lease-related impairment and lease-related charges | 126 |  | 447 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP subscription gross profit | $547609 | $479770 | $2074469 | $1740136 |
| GAAP subscription gross margin | 83% | 83% | 83% | 83% |
| &nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP adjustments | 2% | 2% | 2% | 2% |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP subscription gross margin | 85% | 85% | 85% | 85% |
| GAAP professional services and other gross loss | $(11064) | $(18076) | $(36273) | $(52849) |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Stock-based compensation | 7431 | 8096 | 25758 | 27347 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Employer payroll tax on employee stock transactions | 149 | 412 | 791 | 3821 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Lease-related impairment and lease-related charges | 286 |  | 643 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP professional services and other gross loss | $(3198) | $(9568) | $(9081) | $(21681) |
| GAAP professional services and other gross margin | (70)% | (107)% | (49)% | (76)% |
| &nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP adjustments | 50% | 50% | 37% | 45% |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP professional services and other gross margin | (20)% | (57)% | (12)% | (31)% |

---

\| 9 \|

------

**DOCUSIGN, INC.**

**Reconciliation of operating expenses:**

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands)** | **2023** | **2022** | **2023** | **2022** |
| GAAP sales and marketing | $304649 | $299417 | $1242711 | $1076527 |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Stock-based compensation | (55760) | (52040) | (222334) | (186759) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Amortization of acquisition-related intangibles | (2571) | (3205) | (11093) | (13100) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Employer payroll tax on employee stock transactions | (910) | (1960) | (6160) | (19628) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Lease-related impairment and lease-related charges | (1467) |  | (3820) |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP sales and marketing | $243941 | $242212 | $999304 | $857040 |
| GAAP sales and marketing as a percentage of revenue | 46% | 52% | 49% | 51% |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP sales and marketing as a percentage of revenue | 37% | 42% | 40% | 41% |
| GAAP research and development | $125891 | $110692 | $480584 | $393362 |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Stock-based compensation | (41278) | (31712) | (149967) | (108523) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Employer payroll tax on employee stock transactions | (460) | (1097) | (3469) | (10341) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Lease-related impairment and lease-related charges | (433) |  | (1252) |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP research and development | $83720 | $77883 | $325896 | $274498 |
| GAAP research and development as a percentage of revenue | 19% | 19% | 19% | 19% |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP research and development as a percentage of revenue | 13% | 13% | 13% | 13% |
| GAAP general and administrative | $91641 | $64443 | $316228 | $232757 |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Stock-based compensation | (29810) | (16659) | (88125) | (54761) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Employer payroll tax on employee stock transactions | (182) | (334) | (1108) | (4699) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Acquisition-related expenses |  |  |  | (387) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Lease-related impairment and lease-related charges | (364) | (1207) | (1019) | (5099) |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Executive transition costs |  |  | (2634) |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP general and administrative | $61285 | $46243 | $223342 | $167811 |
| GAAP general and administrative as a percentage of revenue | 14% | 10% | 13% | 11% |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP general and administrative as a percentage of revenue | 9% | 8% | 9% | 8% |

---

\| 10 \|

------

**DOCUSIGN, INC.**

**Reconciliation of income (loss) from operations and operating margin:**

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands)** | **2023** | **2022** | **2023** | **2022** |
| GAAP loss from operations | $(284) | $(25178) | $(88031) | $(61884) |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Stock-based compensation | 145923 | 118007 | 533100 | 408542 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Amortization of acquisition-related intangibles | 4953 | 5608 | 20706 | 24770 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Employer payroll tax on employee stock transactions | 1944 | 4220 | 12921 | 42192 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Acquisition-related expenses |  |  |  | 387 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Lease-related impairment and lease-related charges | 2676 | 1207 | 7181 | 5099 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Restructuring and other related charges | 253 |  | 28335 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Executive transition costs |  |  | 2634 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP income from operations | $155465 | $103864 | $516846 | $419106 |
| GAAP operating margin | —% | (4)% | (3)% | (3)% |
| &nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP adjustments | 24% | 22% | 24% | 23% |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP operating margin | 24% | 18% | 21% | 20% |

---

\| 11 \|

------

**DOCUSIGN, INC.**

**Reconciliation of net income (loss) and net income (loss) per share, basic and diluted:**

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands, except per share data)** | **2023** | **2022** | **2023** | **2022** |
| GAAP net income (loss) | $4863 | $(30445) | $(97454) | $(69976) |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Stock-based compensation | 145923 | 118007 | 533100 | 408542 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Amortization of acquisition-related intangibles | 4953 | 5608 | 20706 | 24770 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Employer payroll tax on employee stock transactions | 1944 | 4220 | 12921 | 42192 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Acquisition-related expenses |  |  |  | 387 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Amortization of debt discount and issuance costs | 1291 | 1250 | 4970 | 5098 |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Fair value adjustments to strategic investments | 4073 |  | 3689 | (5270) |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Lease-related impairment and lease-related charges | 2676 | 1207 | 7181 | 5099 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Restructuring and other related charges | 253 |  | 28335 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Executive transition costs |  |  | 2634 |  |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Income Tax effect of non-GAAP adjustments<sup>(1)</sup> | (32742) |  | (97158) |  |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP net income | $133234 | $99847 | $418924 | $410842 |
| **Numerator:** |  |  |  |  |
| Non-GAAP net income | $133234 | $99847 | $418924 | $410842 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Interest expense on convertible senior notes | 46 | 25 | 29 | 37 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP net income attributable to common stockholders, diluted | $133280 | $99872 | $418953 | $410879 |
| **Denominator:** |  |  |  |  |
| Weighted-average common shares outstanding, basic | 201894 | 198687 | 200903 | 196675 |
| &nbsp;&nbsp;&nbsp;&nbsp;Effect of dilutive securities | 4366 | 8474 | 5595 | 11322 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP weighted-average common shares outstanding, diluted | 206260 | 207161 | 206498 | 207997 |
| GAAP net income (loss) per share, basic | $0.02 | $(0.15) | $(0.49) | $(0.36) |
| GAAP net income (loss) per share, diluted | $0.02 | $(0.15) | $(0.49) | $(0.36) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP net income per share, basic | $0.66 | $0.50 | $2.09 | $2.09 |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP net income per share, diluted | $0.65 | $0.48 | $2.03 | $1.98 |

---

<sup>(1)</sup> Represents the income tax adjustment using our estimated non-GAAP tax rate of 20%. Estimating a non-GAAP tax rate of 20%, the income tax effect of non-GAAP adjustments was $19.1 million for the three months ended January 31, 2022 and $79.7 million for the year ended January 31, 2022.

**Computation of free cash flow:**

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands)** | **2023** | **2022** | **2023** | **2022** |
| Net cash provided by operating activities | $137057 | $87793 | $506759 | $506467 |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Purchases of property and equipment | (24064) | (17470) | (77654) | (61396) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP free cash flow | 112993 | 70323 | 429105 | 445071 |
| Net cash (used in) provided by investing activities | (43502) | (5224) | (191197) | (162909) |
| Net cash used in financing activities | $(15614) | $(73930) | $(98256) | $(394621) |

---

\| 12 \|

------

**DOCUSIGN, INC.**

**Computation of billings:**

---

| | | | | |
|:---|:---|:---|:---|:---|
| | **Three Months Ended January 31,** | **Three Months Ended January 31,** | **Year Ended January 31,** | **Year Ended January 31,** |
| **(in thousands)** | **2023** | **2022** | **2023** | **2022** |
| Revenue | $659576 | $580828 | $2515915 | $2107213 |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Contract liabilities and refund liability, end of period | 1191269 | 1049106 | 1191269 | 1049106 |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Contract liabilities and refund liability, beginning of period | (1113131) | (961243) | (1049106) | (800940) |
| &nbsp;&nbsp;&nbsp;&nbsp;Add: Contract assets and unbilled accounts receivable, beginning of period | 17945 | 19708 | 18273 | 21021 |
| &nbsp;&nbsp;&nbsp;&nbsp;Less: Contract assets and unbilled accounts receivable, end of period | (16615) | (18273) | (16615) | (18273) |
| &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;Non-GAAP billings | $739044 | $670126 | $2659736 | $2358127 |

---

\| 13 \|

## Exhibit 99.2

**EXHIBIT 99.2**

**DocuSign Announces CFO Transition Plan**

*Cynthia Gaylor to step down as CFO later this year; Company commences search process*

SAN FRANCISCO, March 9, 2023 -- DocuSign (NASDAQ: DOCU) today announced that Cynthia Gaylor has informed the company that she intends to step down from her position as Chief Financial Officer in the coming months. DocuSign has initiated a search led by Chief Executive Officer, Allan Thygesen, to identify the company's next CFO. Gaylor will remain in her role to ensure a smooth transition, including through the announcement and filing of the company's Q1 FY2024 results.

Gaylor was appointed CFO in September 2020, and prior to that served as a member of DocuSign's Board, including as Chair of the Audit Committee.

"Cynthia has been an instrumental part of DocuSign's story. We have benefited from her unwavering commitment and leadership these last few years, and we are grateful for the strong foundation she leaves behind," said Allan Thygesen, CEO of DocuSign. "Her countless contributions include guiding the company through tremendous growth and serving as a stabilizing force during significant market adjustments and leadership changes. I want to thank her for her partnership during my tenure as CEO and her willingness to support a seamless transition before she moves on to her next opportunity."

"It has been an honor to serve as DocuSign's CFO the past few years, and to work alongside the talented team we have in place across our CFO organization and DocuSign more broadly. Together we have played an important role in shaping how the world agrees. I am proud of what we accomplished together and am excited for the future," said Cynthia Gaylor, CFO of DocuSign. "DocuSign is well positioned for success, and I look forward to ensuring a seamless transition in the coming months."

Gaylor's planned departure is not a result of any disagreement regarding the company's financial statements or disclosures.

**Fourth Quarter and Full Year Fiscal 2023 Results**

In a separate press release issued today, DocuSign announced its fourth quarter and full year fiscal 2023 results. The company will host a conference call at 1:30 p.m. Pacific Standard Time (4:30 p.m. Eastern Standard Time) to discuss its financial results. A live webcast of the event will be available on the DocuSign Investor Relations website at investor.docusign.com.

For more information on DocuSign, visit <u>www.docusign.com</u> 

**About DocuSign**

DocuSign helps organizations connect and automate how they navigate their systems of agreement. As part of its industry leading product lineup, DocuSign offers eSignature, the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, over a million customers and more than a billion users in over 180 countries use the DocuSign platform to accelerate the process of doing business and simplify people's lives. For more information visit http://www.docusign.com.

Copyright 2023. DocuSign, Inc. is the owner of DOCUSIGN® and all its other marks (www.docusign.com/IP).

**Media Relations**

Megan Gregorio

<u>media@docusign.com</u> 

**Investor Relations**

<u>investors@docusign.com</u> 

**Forward-Looking Statements** 

This press release contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, that are based on our management's beliefs and assumptions, and which statements can involve substantial risk and uncertainties. Forward-looking statements include all statements that are not historical facts and can be identified by terms such as "may," "will," "plans," "potential," or "continue" or the negative of these words or other similar terms or expressions that concern our expectations, strategy, plans or intentions. Additional risks and uncertainties

------

affecting our business can be found in our annual report on Form 10-K for the fiscal year ended January 31, 2022 filed on March 25, 2022, our quarterly report on Form 10-Q for the quarter ended October 31, 2022 filed on December 8, 2022 with the Securities and Exchange Commission (the "SEC"), and other filings that we make from time to time with the SEC. Any forward-looking statements contained in this press release are based on assumptions that we believe to be reasonable as of this date. Except as required by law, we assume no obligation to update these forward-looking statements, or to update the reasons if actual results differ materially from those anticipated in the forward-looking statements.

SOURCE DocuSign, Inc.

<br>