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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
___________________________________
FORM 10-Q
___________________________________
(Mark One)
☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended June 30, 2024
OR
☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For transition period from               to
Commission File Number 001-36773
___________________________________
WORKIVA INC.
(Exact name of registrant as specified in its charter)
___________________________________
Delaware
(State or other jurisdiction of incorporation or organization)
47-2509828
(I.R.S. Employer Identification Number)
2900 University Blvd
Ames, IA 50010
(888) 275-3125
(Address of principal executive offices and zip code)
(888) 275-3125
(Registrant's telephone number, including area code)
___________________________________

Securities registered pursuant to Section 12(b) of the Act:
Title of each classTrading SymbolName of each exchange on which registered
Class A common stock, par value $.001WKNew York Stock Exchange
Indicate by check mark whether the Registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the Registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes ý No o
Indicate by check mark whether the Registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the Registrant was required to submit such files). Yes ý No o
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.
Large accelerated filer    ý
Accelerated filer o
Non-accelerated filer    o
Smaller reporting company ☐
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. ☐


Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act): Yes ☐ No ý
As of July 26, 2024, there were approximately 51,394,455 shares of the registrant's Class A common stock and 3,845,583 shares of the registrant's Class B common stock outstanding.


WORKIVA INC.
TABLE OF CONTENTS
Page
i
SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS
Certain statements in this Quarterly Report on Form 10-Q are “forward-looking statements” within the meaning of Section 21E of the Securities Exchange Act of 1934, as amended, and are subject to the safe harbor created thereby. All statements contained in this Quarterly Report on Form 10-Q other than statements of historical facts, including statements regarding our future results of operations and financial position, our business strategy and plans and our objectives for future operations, are forward-looking statements. The words “believe,” “may,” “will,” “estimate,” “continue,” “anticipate,” “intend,” “expect” and similar expressions are intended to identify forward-looking statements. We have based these forward-looking statements largely on our current expectations and projections about future events and financial trends that we believe may affect our financial condition, results of operations, business strategy, short-term and long-term business operations and objectives, and financial needs. These forward-looking statements are subject to a number of risks, uncertainties and assumptions, including those described in “Item 1A. Risk Factors” of our Annual Report on Form 10-K for the year ended December 31, 2023, in “Item 1A. Risk Factors” in Part II of this Quarterly Report on Form 10-Q and in any subsequent filing we make with the SEC, as well as in any documents incorporated by reference that describe risks and factors that could cause results to differ materially from those projected in these forward-looking statements.
Moreover, we operate in a very competitive and rapidly changing environment. New risks 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. In light of these risks, uncertainties and assumptions, the future events and trends discussed in this Quarterly Report on Form 10-Q may not occur and actual results could differ materially and adversely from those anticipated or implied in the forward-looking statements.
Although we believe that the expectations reflected in the forward-looking statements are reasonable, we cannot guarantee future results, levels of activity, performance, achievements or events and circumstances reflected in the forward-looking statements will occur. We are under no duty to update any of these forward-looking statements after completion of this Quarterly Report on Form 10-Q to conform these statements to actual results or revised expectations.
ii
Part I. Financial Information
Item 1.     Financial Statements
    
WORKIVA INC.

CONDENSED CONSOLIDATED BALANCE SHEETS
(in thousands, except share and per share amounts)
As of June 30, 2024As of December 31, 2023
(unaudited)
ASSETS
Current assets
Cash and cash equivalents$267,897 $256,100 
Marketable securities472,956 557,622 
Accounts receivable, net of allowance for doubtful accounts of $1,200 and $1,163 at June 30, 2024 and December 31, 2023, respectively
121,359 125,193 
Deferred costs41,994 39,023 
Other receivables6,877 7,367 
Prepaid expenses and other21,307 23,631 
Total current assets932,390 1,008,936 
Property and equipment, net22,268 24,282 
Operating lease right-of-use assets10,535 12,642 
Deferred costs, non-current40,169 33,346 
Goodwill199,202 112,097 
Intangible assets, net31,533 22,892 
Other assets6,592 4,665 
Total assets$1,242,689 $1,218,860 
1
WORKIVA INC.

CONDENSED CONSOLIDATED BALANCE SHEETS (continued)
(in thousands, except share and per share amounts)
As of June 30, 2024As of December 31, 2023
(unaudited)
LIABILITIES AND STOCKHOLDERS’ DEFICIT
Current liabilities
Accounts payable
$8,229 $5,204 
Accrued expenses and other current liabilities
113,339 97,921 
Deferred revenue
384,105 380,843 
Finance lease obligations547 532 
Total current liabilities506,220 484,500 
Convertible senior notes, non-current763,672 762,455 
Deferred revenue, non-current
27,694 36,177 
Other long-term liabilities
221 178 
Operating lease liabilities, non-current8,856 10,890 
Finance lease obligations, non-current13,773 14,050 
Total liabilities1,320,436 1,308,250 
Stockholders’ deficit
Class A common stock, $0.001 par value per share, 1,000,000,000 shares authorized, 51,068,836 and 50,333,435 shares issued and outstanding at June 30, 2024 and December 31, 2023, respectively
51 50 
Class B common stock, $0.001 par value per share, 500,000,000 shares authorized, 3,845,583 and 3,845,583 shares issued and outstanding at June 30, 2024 and December 31, 2023, respectively
4 4 
Preferred stock, $0.001 par value per share, 100,000,000 shares authorized, no shares issued and outstanding
— — 
Additional paid-in-capital
608,804 562,942 
Accumulated deficit
(681,876)(652,641)
Accumulated other comprehensive (loss) income(4,730)255 
Total stockholders’ deficit(77,747)(89,390)
Total liabilities and stockholders’ deficit$1,242,689 $1,218,860 
See accompanying notes.
2
WORKIVA INC.

CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except share and per share amounts)
(unaudited)
Three months ended June 30,Six months ended June 30,
2024202320242023
Revenue
Subscription and support$160,735 $136,772 $315,714 $266,436 
Professional services16,768 18,250 37,456 38,775 
Total revenue177,503 155,022 353,170 305,211 
Cost of revenue
Subscription and support27,945 25,083 55,872 49,216 
Professional services13,227 14,421 26,823 28,806 
Total cost of revenue41,172 39,504 82,695 78,022 
Gross profit136,331 115,518 270,475 227,189 
Operating expenses
Research and development48,408 42,697 93,903 88,488 
Sales and marketing84,697 71,882 167,330 142,592 
General and administrative26,375 23,627 50,674 65,638 
Total operating expenses159,480 138,206 311,907 296,718 
Loss from operations(23,149)(22,688)(41,432)(69,529)
Interest income10,336 4,535 20,791 8,252 
Interest expense(3,237)(1,499)(6,469)(3,000)
Other (expense) income, net(45)(439)41 (1,379)
Loss before provision for income taxes(16,095)(20,091)(27,069)(65,656)
Provision for income taxes1,453 819 2,166 1,404 
Net loss$(17,548)$(20,910)$(29,235)$(67,060)
Net loss per common share:
Basic and diluted$(0.32)$(0.39)$(0.53)$(1.25)
Weighted-average common shares outstanding - basic and diluted55,177,162 54,009,963 55,046,507 53,850,986 

See accompanying notes.

3
WORKIVA INC.

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
(in thousands)
(unaudited)
Three months ended June 30,Six months ended June 30,
2024202320242023
Net loss$(17,548)$(20,910)$(29,235)$(67,060)
Other comprehensive (loss) income
Foreign currency translation adjustment(728)308 (3,211)2,009 
Unrealized (loss) gain on available-for-sale securities(367)(316)(1,774)1,263 
Other comprehensive (loss) income(1,095)(8)(4,985)3,272 
Comprehensive loss$(18,643)$(20,918)$(34,220)$(63,788)

See accompanying notes.

4
WORKIVA INC.

CONSOLIDATED STATEMENTS OF CHANGES IN STOCKHOLDERS' EQUITY (DEFICIT)
(in thousands)
(unaudited)
Six Months Ended June 30, 2024
Common Stock (Class A and B)
SharesAmountAdditional Paid-in-CapitalAccumulated Other Comprehensive Income (Loss)Accumulated Deficit
Total Stockholders' Deficit
Balances at December 31, 202354,179 $54 $562,942 $255 $(652,641)$(89,390)
Stock-based compensation expense— — 23,007 — — 23,007 
Issuance of common stock upon exercise of stock options19 1 301 — — 302 
Issuance of common stock under employee stock purchase plan88 — 7,113 — — 7,113 
Issuance of restricted stock units590 — — — — — 
Tax withholding related to net share settlements of stock-based compensation awards(91)— (8,611)— — (8,611)
Net loss— — — — (11,687)(11,687)
Other comprehensive loss— — — (3,890)— (3,890)
Balances at March 31, 202454,785 $55 $584,752 $(3,635)$(664,328)$(83,156)
Stock-based compensation expense— — 25,402 — — 25,402 
Issuance of common stock upon exercise of stock options18 — 290 — — 290 
Issuance of restricted stock units131 — — — — — 
Tax withholding related to net share settlements of stock-based compensation awards(20)— (1,640)— — (1,640)
Net loss— — — — (17,548)(17,548)
Other comprehensive loss— — — (1,095)— (1,095)
Balances at June 30, 202454,914 $55 $608,804 $(4,730)$(681,876)$(77,747)
5
WORKIVA INC.

CONSOLIDATED STATEMENTS OF CHANGES IN STOCKHOLDERS' EQUITY (DEFICIT) (continued)
(in thousands)
(unaudited)
Six Months Ended June 30, 2023
Common Stock (Class A and B)
SharesAmountAdditional Paid-in-Capital
Accumulated Other Comprehensive Loss
Accumulated DeficitTotal Stockholders' Equity
Balances at December 31, 202252,652 $53 $537,732 $(6,686)$(525,116)$5,983 
Stock-based compensation expense— — 38,042 — — 38,042 
Issuance of common stock upon exercise of stock options102 — 1,457 — — 1,457 
Issuance of common stock under employee stock purchase plan107 — 5,546 — — 5,546 
Issuance of restricted stock units449 — — — — — 
Tax withholding related to net share settlements of stock-based compensation awards(78)— (7,228)— — (7,228)
Net loss— — — — (46,150)(46,150)
Other comprehensive income— — — 3,280 — 3,280 
Balances at March 31, 202353,232 $53 $575,549 $(3,406)$(571,266)$930 
Stock-based compensation expense— — 20,610 — — 20,610 
Issuance of common stock upon exercise of stock options47 1 746 — — 747 
Issuance of restricted stock units266 — — — — — 
Tax withholding related to net share settlements of stock-based compensation awards(12)— (1,212)— — (1,212)
Net loss— — — — (20,910)(20,910)
Other comprehensive loss— — — (8)— (8)
Balances at June 30, 202353,533 $54 $595,693 $(3,414)$(592,176)$157 

See accompanying notes.
6
WORKIVA INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
(unaudited)
Three months ended June 30,Six months ended June 30,
2024202320242023
Cash flows from operating activities
Net loss$(17,548)$(20,910)$(29,235)$(67,060)
Adjustments to reconcile net loss to net cash (used in) provided by operating activities:
Depreciation and amortization2,564 2,867 5,086 5,667 
Stock-based compensation expense25,402 20,610 48,409 58,652 
Provision for (recovery of) doubtful accounts20 (57)(103)49 
Realized loss on sale of available-for-sale securities, net— 147 — 708 
Amortization of premiums and discounts on marketable securities, net(3,156)(1,572)(6,905)(2,600)
Amortization of issuance costs and debt discount609 325 1,217 650 
Deferred income tax4 7 (291)(3)
Changes in assets and liabilities:
Accounts receivable(33,267)(6,886)3,680 22,477 
Deferred costs(11,599)1,362 (10,194)3,132 
Operating lease right-of-use asset1,172 1,268 2,598 2,563 
Other receivables4,347 (381)4,541 (286)
Prepaid expenses and other4,693 (1,705)2,420 (7,437)
Other assets(565)510 (1,655)436 
Accounts payable(1,884)(1,088)2,842 (881)
Deferred revenue13,079 21,060 (4,447)11,105 
Operating lease liability(966)(1,207)(1,953)(2,379)
Accrued expenses and other liabilities17,081 11,629 8,820 6,749 
Net cash (used in) provided by operating activities(14)25,979 24,830 31,542 
Cash flows from investing activities
Purchase of property and equipment(108)(639)(311)(837)
Purchase of marketable securities(34,986)(51,204)(151,553)(177,019)
Sale of marketable securities— 21,339 4,609 65,052 
Maturities of marketable securities107,100 8,000 236,740 39,905 
Acquisitions, net of cash acquired(98,280)— (98,280)— 
Purchase of intangible assets(41)(40)(72)(119)
Net cash used in investing activities(26,315)(22,544)(8,867)(73,018)
7
WORKIVA INC.

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS (continued)
(in thousands)
(unaudited)
Three months ended June 30,Six months ended June 30,
2024202320242023
Cash flows from financing activities
Proceeds from option exercises290 747 592 2,204 
Taxes paid related to net share settlements of stock-based compensation awards(1,640)(1,212)(10,251)(8,440)
Proceeds from shares issued in connection with employee stock purchase plan— — 7,113 5,546 
Principal payments on finance lease obligations(132)(125)(261)(249)
Net cash used in financing activities(1,482)(590)(2,807)(939)
Effect of foreign exchange rates on cash(358)609 (1,465)1,157 
Net (decrease) increase in cash, cash equivalents and restricted cash(28,169)3,454 11,691 (41,258)
Cash, cash equivalents and restricted cash at beginning of period
296,581 195,485 256,721 240,197 
Cash, cash equivalents and restricted cash at end of period
$268,412 $198,939 $268,412 $198,939 
Supplemental cash flow disclosure
Cash paid for interest$197 $204 $5,102 $2,350 
Cash paid for income taxes, net of refunds$2,181 $1,198 $3,133 $1,521 
Reconciliation of cash, cash equivalents, and restricted cash to the consolidated balance sheets
Cash and cash equivalents at end of period$267,897 $198,939 $267,897 $198,939 
Restricted cash included within prepaid expenses and other at end of period515 — $515 $— 
Total cash, cash equivalents, and restricted cash at end of period shown in the consolidated statements of cash flows
$268,412 $198,939 $268,412 $198,939 

See accompanying notes.

8
WORKIVA INC.
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

1. Organization and Significant Accounting Policies
Organization
Workiva Inc., a Delaware corporation, and its wholly-owned subsidiaries (the “Company” or “we” or “us”) is on a mission to power transparent reporting for a better world. We believe that all stakeholders, including consumers, employees, shareholders, and regulators expect more from business – more action, transparency, and disclosure of financial and non-financial information. We build solutions to meet that demand and streamline processes, connect data and teams, and ensure consistency – all within the Workiva platform, the world’s leading cloud platform for assured integrated reporting. Our operational headquarters are located in Ames, Iowa, with additional offices located in the United States, Europe, the Asia-Pacific region and Canada.
Basis of Presentation and Principles of Consolidation
The financial information presented in the accompanying unaudited condensed consolidated financial statements has been prepared in accordance with U.S. generally accepted accounting principles (“U.S. GAAP”) and in accordance with rules and regulations of the U.S. Securities and Exchange Commission (“SEC”) regarding interim financial reporting. The condensed consolidated balance sheet data as of December 31, 2023 was derived from audited financial statements, but does not include all disclosures required by U.S. GAAP. In the opinion of management, the accompanying unaudited condensed consolidated financial statements reflect all adjustments, consisting primarily of normal recurring accruals, necessary for a fair presentation of our financial position and results of operations. The operating results for the three and six months ended June 30, 2024 are not necessarily indicative of the results expected for the full year ending December 31, 2024.
Seasonality affects our revenue, expenses and cash flows from operations. Revenue from professional services is generally higher in the first quarter as many of our customers file their 10-K in the first calendar quarter. Our sales and marketing expense also has some degree of seasonality. Sales and marketing expenses have historically been higher in the third quarter due to our annual user conference in September. In addition, the timing of cash bonus payments to employees during the first and fourth calendar quarters may result in some seasonality in operating cash flow. The condensed consolidated financial information should be read in conjunction with “Management’s Discussion and Analysis of Financial Condition and Results of Operations” contained in this report and the consolidated financial statements and notes included in the Company’s Annual Report on Form 10-K for the fiscal year ended December 31, 2023 filed with the SEC on February 20, 2024.
The unaudited condensed consolidated financial statements include the accounts of Workiva Inc. and its wholly-owned subsidiaries. All intercompany accounts and transactions have been eliminated in consolidation.
9
Use of Estimates
The preparation of consolidated financial statements in conformity with accounting principles generally accepted in the United States requires us to make estimates and assumptions that affect the amounts reported in the consolidated financial statements and accompanying notes. We base our estimates on historical experience and various other assumptions believed to be reasonable. These estimates include, but are not limited to, the allowance for doubtful accounts, the determination of the relative selling prices of our services, the measurement of material rights, health insurance claims incurred but not yet reported, valuation of available-for-sale marketable securities, useful lives of deferred contract costs, intangible assets and property and equipment, goodwill, income taxes, discount rates used in the valuation of right-of-use assets and lease liabilities, and certain assumptions used in the valuation of equity awards. While these estimates are based on our best knowledge of current events and actions that may affect us in the future, actual results may differ materially from these estimates.
Recently Adopted Accounting Pronouncements
None.
New Accounting Pronouncements Not Yet Adopted
In November 2023, the FASB issued ASU 2023-07, Segment Reporting (Topic 280): Improvements to Reportable Segment Disclosures, which expands disclosures about a public entity’s reportable segments and requires more enhanced information about a reportable segment’s expenses, interim segment profit or loss, and how a public entity’s chief operating decision maker uses reported segment profit or loss information in assessing segment performance and allocating resources. The standard is effective for annual periods beginning after December 15, 2023, with early adoption permitted. We are assessing the effect of adopting this standard on our consolidated financial statements and related disclosures.
In December 2023, the FASB issued ASU 2023-09, Income Taxes (Topic 740): Improvements to Income Tax Disclosures, which expands disclosures in an entity’s income tax rate reconciliation table and regarding cash taxes paid both in the U.S. and foreign jurisdictions. The standard is effective for annual periods beginning after December 15, 2024, with early adoption permitted. We are assessing the effect of adopting this standard on our consolidated financial statements and related disclosures.
10
2. Supplemental Consolidated Balance Sheet Information
Accrued Expenses and Other Current Liabilities
Accrued expenses and other current liabilities consisted of the following (in thousands):
As of June 30, 2024As of December 31, 2023
Accrued vacation$18,908 $15,356 
Accrued commissions15,796 11,969 
Accrued bonuses16,268 6,825 
Accrued payroll7,301 7,206 
Estimated health insurance claims2,685 3,462 
Accrued interest3,190 3,510 
ESPP employee contributions7,627 7,540 
Customer deposits23,537 24,763 
Operating lease liabilities4,457 5,256 
Accrued other liabilities13,570 12,034 
$113,339 $97,921 

3. Cash Equivalents and Marketable Securities
At June 30, 2024, cash equivalents and marketable securities consisted of the following (in thousands):
Amortized Cost
Unrealized Gains
Unrealized Losses
Aggregate Fair Value
Money market funds$146,211 $— $— $146,211 
Commercial paper9,857 — — 9,857 
U.S. treasury debt securities222,378 27 (360)222,045 
U.S. government agency debt securities89,874 4 (131)89,747 
Corporate debt securities153,605 51 (370)153,286 
$621,925 $82 $(861)$621,146 
Included in cash and cash equivalents$148,190 $— $— $148,190 
Included in marketable securities$473,735 $82 $(861)$472,956 
11
At December 31, 2023, cash equivalents and marketable securities consisted of the following (in thousands):
Amortized Cost
Unrealized Gains
Unrealized Losses
Aggregate Fair Value
Money market funds$108,826 $— $— $108,826 
Commercial paper56,115 — — 56,115 
U.S. treasury debt securities224,136 531 (80)224,587 
U.S. government agency debt securities110,036 256 (15)110,277 
Corporate debt securities165,341 497 (187)165,651 
Foreign government debt securities999 — (7)992 
$665,453 $1,284 $(289)$666,448 
Included in cash and cash equivalents$108,826 $— $— $108,826 
Included in marketable securities$556,627 $1,284 $(289)$557,622 

The contractual maturities of the investments classified as marketable securities are as follows (in thousands):
As of June 30, 2024
Due within one year$334,821 
Due in one to two years138,135 
$472,956 
The following table presents gross unrealized losses and fair values for those cash equivalents and marketable securities that were in an unrealized loss position as of June 30, 2024, aggregated by investment category and the length of time that individual securities have been in a continuous loss position (in thousands):
As of June 30, 2024
Less than 12 months
12 months or greater
Fair Value
Unrealized Loss
Fair Value
Unrealized Loss
U.S. treasury debt securities$177,186 $(325)$8,949 $(35)
U.S. government agency debt securities75,128 (131)— — 
Corporate debt securities106,724 (327)13,629 (43)
Total$359,038 $(783)$22,578 $(78)
We do not believe the unrealized losses represent credit losses based on our evaluation of available evidence as of June 30, 2024, which includes an assessment of whether it is more likely than not we will be required to sell the investment before recovery of the investment's amortized cost basis.
4. Fair Value Measurements
We determine the fair values of our financial instruments based on the fair value hierarchy, which requires an entity to maximize the use of observable inputs and minimize the use of unobservable inputs when measuring fair value. Fair value is defined as the price that would be received to sell an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. The fair value assumes that the transaction to sell the asset or transfer the liability occurs in the principal or most advantageous market for the asset or liability and establishes that the fair value of an asset or
12
liability shall be determined based on the assumptions that market participants would use in pricing the asset or liability. The classification of a financial asset or liability within the hierarchy is based upon the lowest level input that is significant to the fair value measurement. The fair value hierarchy prioritizes the inputs into three levels that may be used to measure fair value:
Level 1 - Inputs are unadjusted quoted prices in active markets for identical assets or liabilities.
Level 2 - Inputs are quoted prices for similar assets and liabilities in active markets or inputs that are observable for the asset or liability, either directly or indirectly through market corroboration, for substantially the full term of the financial instrument.
Level 3 - Inputs are unobservable inputs based on our assumptions.
Financial Assets
Cash equivalents primarily consist of AAA-rated money market funds with overnight liquidity and no stated maturities. We classified cash equivalents as Level 1 due to the short-term nature of these instruments and measured the fair value based on quoted prices in active markets for identical assets.
When available, our marketable securities are valued using quoted prices for identical instruments in active markets. If we are unable to value our marketable securities using quoted prices for identical instruments in active markets, we value our investments using broker reports that utilize quoted market prices for comparable instruments. We validate, on a sample basis, the derived prices provided by the brokers by comparing their assessment of the fair values of our investments against the fair values of the portfolio balances of another third-party professional pricing service. As of June 30, 2024, all of our marketable securities were valued using quoted prices for comparable instruments in active markets and are classified as Level 2.
Based on our valuation of our money market funds and marketable securities, we concluded that they are classified in either Level 1 or Level 2, and we have no financial assets measured using Level 3 inputs on a recurring basis. The following table presents information about our assets that are measured at fair value on a recurring basis using the above input categories (in thousands):
Fair Value Measurements as of June 30, 2024Fair Value Measurements as of December 31, 2023
Description
Total
Level 1
Level 2
Total
Level 1
Level 2
Money market funds$146,211 $146,211 $— $108,826 $108,826 $— 
Commercial paper9,857 — 9,857 56,115 — 56,115 
U.S. treasury debt securities222,045 — 222,045 224,587 — 224,587 
U.S. government agency debt securities89,747 — 89,747 110,277 — 110,277 
Corporate debt securities153,286 — 153,286 165,651 — 165,651 
Foreign government debt securities— — — 992 — 992 
$621,146 $146,211 $474,935 $666,448 $108,826 $557,622 
Included in cash and cash equivalents$148,190 $108,826 
Included in marketable securities$472,956 $557,622 
13
Convertible Senior Notes
As of June 30, 2024, the fair value of our convertible senior notes due in 2026 and 2028 was $78.2 million and $613.8 million, respectively. The fair value was determined based on the quoted price of the convertible senior notes in an over-the-counter market on the last trading day of the reporting period and has been classified as Level 2 in the fair value hierarchy. See Note 5 to the condensed consolidated financial statements for more information.
5. Convertible Senior Notes
The following table presents details of our convertible senior notes, which are further discussed below (original principal in thousands):
Month Issued
Maturity Date
Free Convertibility Date
Redemption Date
Original Principal (including overallotment)
Initial Conversion Rate per $1,000 Principal
Initial Conversion Price
2026 Notes
August 2019August 15, 2026May 15, 2026August 21, 2023$345,000 12.4756$80.16 
2028 Notes
August 2023August 15, 2028May 15, 2028August 21, 2026$702,000 7.4690$133.89 
In August 2019, we issued $345.0 million aggregate principal amount of 1.125% convertible senior notes due 2026 in a private placement to qualified institutional buyers pursuant to Rule 144A under the Securities Act of 1933, as amended, including the exercise in full by the initial purchasers of their option to purchase an additional $45.0 million principal amount (the "2026 Notes”). The 2026 Notes bear interest at a fixed rate of 1.125% per annum, payable semi-annually in arrears on February 15 and August 15 of each year, commencing on February 15, 2020. Proceeds from the issuance of the 2026 Notes totaled $335.9 million, net of initial purchaser discounts and issuance costs.
In August 2023, we issued $702.0 million aggregate principal amount of 1.250% convertible senior notes due 2028 in a private placement to qualified institutional buyers pursuant to Rule 144A under the Securities Act of 1933, as amended, including the partial exercise of 77.0 million principal amount by the initial purchasers of their option to purchase up to an additional $100 million principal amount (the "2028 Notes”). The 2028 Notes bear interest at a fixed rate of 1.250% per annum, payable semi-annually in arrears on February 15 and August 15 of each year, commencing on February 15, 2024. Proceeds from the issuance of the 2028 Notes totaled $691.1 million, net of initial purchaser discounts and issuance costs.
The 2026 Notes and the 2028 Notes are together referred to as the "Notes".
The Notes were issued pursuant to an indenture and are senior, unsecured obligations of the Company. The 2028 Notes will rank equally with all of the Company’s existing and future senior unsecured indebtedness, including the Company’s outstanding 2026 Notes.
Holders of the Notes may convert all or a portion of their Notes prior to the close of business on their respective Free Convertibility dates, in multiples of $1,000 principal amount, only under the following circumstances:
•during any calendar quarter commencing after the calendar quarter in which the respective Notes were issued (and only during such calendar quarter), if the last reported sale price of our Class A common stock, par value $0.001 per share (which we refer to in this offering memorandum as our “Class A common stock”), for at least 20 trading days (whether or not consecutive) during a period of 30 consecutive trading days ending on, and including, the last
14
trading day of the immediately preceding calendar quarter is greater than or equal to 130% of the conversion price on each applicable trading day;
•during the five consecutive business day period immediately following any ten consecutive trading day period (the “measurement period”) in which the trading price (as defined below) per $1,000 principal amount of Notes for each trading day of the measurement period was less than 98% of the product of the last reported sale price of our Class A common stock and the conversion rate on each such trading day;
•if we call any or all of the Notes for redemption, at any time prior to the close of business on the scheduled trading day immediately preceding the redemption date; or
•upon the occurrence of certain specified corporate events as set forth in the relevant indenture.
On or after the relevant Free Convertibility Date, holders of the Notes may convert their Notes at any time until the close of business on the second scheduled trading day immediately preceding the maturity date of the Notes.
Upon conversion, we will pay or deliver, as the case may be, cash, shares of our Class A common stock or a combination of cash and shares of our Class A common stock, at our election, in the manner and subject to the terms and conditions provided in the indenture.
The Company may redeem for cash all or any portion of the Notes, at its option, on or after the respective Redemption Date, if the last reported sale price of the Company’s common stock has been at least 130% of the conversion price then in effect for at least 20 trading days (whether or not consecutive) during any 30 consecutive trading day period (including the last trading day of such period) ending on, and including, the trading day immediately preceding the date on which the Company provides notice of redemption at a redemption price equal to 100% of the principal amount of the Notes to be redeemed, plus any accrued and unpaid interest to, but excluding, the respective Redemption Date.
During the second quarter of 2024 none of the conversion conditions were met and therefore the Notes are not convertible at the option of the holders. As a result, the Notes were classified as non-current liabilities on the condensed consolidated balance sheet as of June 30, 2024.
Interest expense representing the amortization of issuance costs as well as contractual interest expense is amortized to interest expense at an effective interest rate of 1.5% and 1.6% over the term of the 2026 Notes and 2028 Notes, respectively.
As of June 30, 2024, the remaining life of the 2026 Notes and 2028 Notes were approximately 2.1 years and 4.2 years, respectively.
The net carrying amount of the Notes was as follows (in thousands):
June 30, 2024December 31, 2023
2026 Notes
2028 Notes
2026 Notes
2028 Notes
Principal$71,242 $702,000 $71,242 $702,000 
Unamortized issuance costs(576)(8,994)(711)(10,076)
Net carrying amount$70,666 $693,006 $70,531 $691,924 

15
Interest expense related to the Notes was as follows (in thousands):
Three months ended June 30,Six months ended June 30,
2024202320242023
Contractual interest expense$2,394 $970 $4,788 $1,940 
Amortization of issuance costs609 325 1,217 650 
Total interest expense$3,003 $1,295 $6,005 $2,590 


6. Commitments and Contingencies
Litigation
From time to time we may become involved in legal proceedings or be subject to claims arising in the ordinary course of our business. We evaluate the development of legal matters on a regular basis and accrue a liability when we believe a loss is probable and the amount can be reasonably estimated. Although the results of litigation and claims cannot be predicted with certainty, we currently believe that the final outcome of any currently pending legal proceedings to which we are a party will not have a material adverse effect on our business, operating results, financial condition or cash flows. Regardless of the outcome, litigation can have an adverse impact on us because of defense and settlement costs, diversion of management resources and other factors.
7. Stock-Based Compensation
We grant stock-based incentive awards to attract, motivate and retain qualified employees, non-employee directors and consultants, and to align their financial interests with those of our stockholders. We utilize stock-based compensation in the form of restricted stock units, performance restricted stock units, options to purchase Class A common stock and Employee Stock Purchase Plan ("ESPP") purchase rights. Prior to our corporate conversion in December 2014, awards were provided under the 2009 Unit Incentive Plan (“the 2009 Plan”). The 2009 Plan was amended to provide that no further awards will be issued thereunder, and our board of directors and stockholders adopted and approved our 2014 Equity Incentive Plan (“the 2014 Plan” and, together with the 2009 Plan, “the Plans”).
On May 30, 2024, stockholders approved an amendment to the 2014 Plan that increased the number of shares available for grant by 3,900,000. As of June 30, 2024, 5,212,217 shares of Class A common stock were available for grant under the 2014 Plan.
Stock-Based Compensation Expense
Stock-based compensation expense was recorded in the following cost and expense categories consistent with the respective employee or service provider’s related cash compensation (in thousands):
16
Three months ended June 30,Six months ended June 30,
2024202320242023
Cost of revenue
Subscription and support
$1,943 $1,413 $3,544 $2,485 
Professional services
763 667 1,490 1,300 
Operating expenses
Research and development
5,152 4,825 9,793 9,522 
Sales and marketing
8,490 6,703 16,528 13,661 
General and administrative
9,054 7,002 17,054 31,684 
Total
$25,402 $20,610 $48,409 $58,652 
Stock Options
The following table summarizes the option activity under the Plans for the six months ended June 30, 2024:




Options

Weighted-
Average
Exercise
Price
Weighted-
Average
Remaining
Contractual
Term (Years)
Outstanding at December 31, 20231,211,619 $14.46 2.3
Granted— — 
Forfeited— — 
Expired— — 
Exercised(37,265)15.87 
Outstanding at June 30, 20241,174,354 $14.41 1.8
Exercisable at June 30, 20241,174,354 $14.41 1.8
Restricted Stock Units and Performance Restricted Stock Units
The following table summarizes the restricted stock unit and performance restricted stock unit activity under the Plans for the six months ended June 30, 2024:




Number of Shares
Weighted-
Average
Grant Date Fair Value
Unvested at December 31, 20232,198,411 $97.17 
Granted1,115,127 92.39 
Forfeited(102,589)96.39 
Vested(1)
(705,626)94.17 
Unvested at June 30, 20242,505,323 $95.97 
(1) During the six months ended June 30, 2024, in accordance with our Nonqualified Deferred Compensation Plan, recipients of 3,325 shares elected to defer settlement of their vested restricted stock units and 18,919 shares were released from deferral.
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Employee Stock Purchase Plan
During the six months ended June 30, 2024, 88,047 shares of common stock were purchased under the ESPP at a weighted-average price of $80.79 per share, resulting in cash proceeds of $7.1 million.
Compensation expense associated with ESPP purchase rights is recognized on a straight-line basis over the vesting period. At June 30, 2024, there was approximately $0.2 million of total unrecognized compensation expense related to the ESPP, which is expected to be recognized over a weighted-average period of 12 days.
8. Revenue Recognition
Disaggregation of Revenue
The following table presents our revenues disaggregated by type of good or service (in thousands):
Three months ended June 30,Six months ended June 30,
2024202320242023
Subscription and support$160,735 $136,772 $315,714 $266,436 
XBRL professional services14,027 14,431 31,620 31,164 
Other services2,741 3,819 5,836 7,611 
Total revenues
$177,503 $155,022 $353,170 $305,211 
Deferred Revenue
We recognized $145.2 million and $122.5 million of revenue during the three months ended June 30, 2024 and 2023, respectively, that was included in the deferred revenue balances at the beginning of the respective periods. We recognized $254.5 million and $212.6 million of revenue during the six months ended June 30, 2024 and 2023, respectively, that was included in the deferred revenue balances at the beginning of the respective periods.
Transaction Price Allocated to the Remaining Performance Obligations
As of June 30, 2024, we expect revenue of approximately $994.6 million to be recognized from remaining performance obligations for subscription contracts. We expect to recognize approximately $543.7 million of these remaining performance obligations over the next 12 months with the balance substantially recognized in the 24 months thereafter.
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9. Intangible Assets and Goodwill
The following table presents the components of net intangible assets (in thousands):
As of June 30, 2024As of December 31, 2023
Weighted Average Useful Life (Years)Gross Carrying AmountAccumulated AmortizationNet Carrying AmountGross Carrying AmountAccumulated AmortizationNet Carrying Amount
Acquired technology4.7$26,261 $(9,233)$17,028 $15,949 $(7,471)$8,478 
Acquired customer-related10.016,319 (3,442)12,877 15,427 (2,769)12,658 
Acquired trade names2.92,152 (1,781)371 2,172 (1,721)451 
Patents10.03,222 (1,965)1,257 3,150 (1,845)1,305 
Total6.8$47,954 $(16,421)$31,533 $36,698 $(13,806)$22,892 
Amortization expense related to intangible assets was $1.4 million and $1.5 million for the three months ended June 30, 2024 and 2023, respectively, and $2.8 million and $3.1 million for the six months ended June 30, 2024 and 2023, respectively.
As of June 30, 2024, expected remaining amortization expense of intangible assets by fiscal year is as follows (in thousands):
Remainder of 2024$3,830 
20256,926 
20265,606 
20274,319 
20283,885 
Thereafter6,967 
Total expected amortization expense$31,533 
The changes in the carrying amount of goodwill were as follows (in thousands):
December 31, 2023$112,097 
Acquisition89,410 
Foreign currency translation adjustments(2,305)
June 30, 2024$199,202 

10. Net Loss Per Share
Net loss per share is allocated based on the contractual participation rights of the Class A and Class B common shares as if the loss for the year has been distributed. As the liquidation and dividend rights are identical, the net loss is allocated on a proportionate basis.
A reconciliation of the denominator used in the calculation of basic and diluted loss per share is as follows (in thousands, except share and per share data):
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Three months ended
June 30, 2024June 30, 2023
Class A
Class B
Class A
Class B
Numerator
Net loss$(16,325)$(1,223)$(19,421)$(1,489)
Denominator
Weighted-average common shares outstanding - basic and diluted51,331,579 3,845,583 50,164,380 3,845,583 
Basic and diluted net loss per share$(0.32)$(0.32)$(0.39)$(0.39)
Six months ended
June 30, 2024June 30, 2023
Class AClass BClass AClass B
Numerator
Net loss$(27,193)$(2,042)$(62,253)$(4,807)
Denominator
Weighted-average common shares outstanding - basic and diluted51,200,924 3,845,583 49,990,734 3,860,252 
Basic and diluted net loss per share$(0.53)$(0.53)$(1.25)$(1.25)
The anti-dilutive securities excluded from the weighted-average shares used to calculate the diluted net loss per common share were as follows:
As of
June 30, 2024June 30, 2023
Shares subject to outstanding common stock options1,174,354 1,359,116 
Shares subject to unvested restricted stock units and performance restricted stock units2,505,323 2,261,742 
Shares issuable pursuant to the ESPP96,271 96,892 
Shares underlying our convertible senior notes
6,132,025 4,304,082 
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11. Acquisitions
On June 17, 2024, we acquired all of the issued and outstanding equity interests in Sustain.Life, Inc. (“Sustain.Life”), a leading provider of carbon accounting solutions to launch Workiva Carbon, for $98.3 million net of cash acquired of $0.3 million. Workiva Carbon is an audit-ready carbon accounting solution that helps organizations measure, manage, track, and report carbon emissions, including data from third-party supply chain partners. Coupled with Workiva's ESG reporting solution, companies can now collect key business data, calculate critical metrics, set data-driven ESG strategy, measure progress, and report results all in the Workiva platform.
The transaction was accounted for as a business combination. The purchase price has been preliminarily allocated to the assets acquired and liabilities assumed based on their estimated fair values at the date of acquisition. The fair values of goodwill and definite-lived intangible assets acquired in the acquisition were externally estimated primarily based on the replacement cost approach. The fair values of assets acquired and liabilities assumed may change over the measurement period as additional information is received. The primary area subject to change includes our review of the valuation of intangible assets. We expect to finalize the valuation as soon as practicable, but not later than one year from the acquisition date. The excess of the purchase price over the fair value of the net assets acquired was allocated to goodwill. The goodwill recognized was primarily attributable to the assembled workforce, operational synergies, and strategic benefits that are expected to be achieved and is not deductible for income tax purposes.
The following table presents a preliminary allocation of the purchase price to the assets acquired and liabilities assumed at the date of acquisition (in thousands):
Cash consideration$98,532 
Total consideration$98,532 
Cash$251 
Accounts receivable, net384 
Other receivables4,066 
Prepaid expenses and other239 
Intangible assets
11,890 
Goodwill89,410 
Accounts payable(211)
Accrued liabilities(5,194)
Deferred revenue
(1,042)
Other long-term liabilities
(1,261)
Fair value of assets and liabilities$98,532 
We incurred costs related to the acquisition of approximately $1.1 million during the three months ended June 30, 2024. All acquisition related costs were expensed as incurred and have been recorded in general and administrative expenses in our condensed consolidated statements of operations.
The amount of revenues and net loss from the acquisition included in our condensed consolidated statements of operations for the three and six months ended June 30, 2024 were not material.
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12. Subsequent Events
On July 30, 2024, our board of directors authorized a share repurchase program to repurchase up to $100.0 million of the Company’s outstanding Class A common stock. Under this new program, the Company may purchase its Class A common stock from time to time in the open market or through privately negotiated transactions, pursuant to Rule 10b5-1 trading plans or other available means, each in compliance with Rule 10b-18 under the Exchange Act. The timing, manner, price, and amount of the repurchase will be subject to the discretion of the Company’s management. The repurchase program does not obligate the Company to acquire any particular amount of Class A common stock, and it may be suspended or discontinued at any time.

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Item 2.    Management’s Discussion and Analysis of Financial Condition and Results of Operations
The following discussion and analysis of our financial condition and results of our operations should be read in conjunction with the condensed consolidated financial statements and related notes included elsewhere in this report and in our Annual Report on Form 10-K filed with the Securities and Exchange Commission on February 20, 2024. In addition to historical consolidated financial information, this discussion contains forward-looking statements that involve risks and uncertainties. Our actual results could differ materially from those discussed below. Factors that could cause or contribute to these differences include, but are not limited to, those identified below, and those discussed in “Item 1A. Risk Factors” of our Annual Report on Form 10-K for the year ended December 31, 2023, in “Item 1A. Risk Factors” in Part II of this Quarterly Report on Form 10-Q and in any subsequent filing we make with the SEC.
Overview
Workiva’s mission is to power transparent reporting for a better world. We believe that all stakeholders, including consumers, employees, shareholders, and regulators, expect more from business – more action, transparency, and disclosure of financial and non-financial information. We build solutions to meet that demand and streamline processes, connect data and teams, and ensure consistency – all within the Workiva platform, the world’s leading cloud platform for assured integrated reporting. Additionally, we offer the only unified software-as-a-service (“SaaS”) platform that brings customers’ financial reporting, Environmental, Social, and Governance (“ESG”), and Governance, Risk, and Compliance (“GRC”) together in a controlled, secure, audit-ready platform.
From data to disclosure, the Workiva platform empowers customers by connecting and transforming data from hundreds of enterprise resource planning (“ERP”), human capital management (“HCM”), and customer relationship management (“CRM”) systems, as well as other third-party cloud and on-premise applications. Customers use our platform to create, review and publish data-linked documents, presentations, and reports with greater control, consistency, accuracy, and productivity. Our platform is flexible and scalable, so customers can easily adapt it to define, automate, and change their business processes in real time.
Workiva provides more than 6,100 organizations across the globe with SaaS platform solutions to help solve some of the most complex reporting and disclosure challenges. While our customers use our platform for more than 100 different use cases, across dozens of vertical industries, we organize our sales and marketing resources into three purpose-built solution groups (Financial Reporting, ESG, and GRC) focusing primarily on the office of the Chief Financial Officer (“CFO”), Chief Sustainability Officer (“CSO”), and Chief Audit Executive (“CAE”).
We operate our business on a SaaS model. Customers enter into annual and multi-year subscription contracts to gain access to our platform. Our subscription fee includes the use of our software and technical support. Our subscription pricing is based primarily on a solution-based licensing model. Under this model, operating metrics related to a customer’s expected use of each solution determine the price. We charge customers additional fees primarily for document setup and XBRL tagging services.
We generate sales primarily through our direct sales force. In addition, we augment our direct sales channel with partnerships. Our advisory and service partners offer a wider range of domain and functional expertise that broadens the capabilities of our platform, bringing scale and support to customers and prospects. Our technology partners enable more data and process integrations to help customers connect critical transactional systems directly to our platform.
We continue to invest in the development of our solutions, infrastructure and sales and marketing to drive long-term growth. Our full-time employee headcount expanded to 2,680 at June 30, 2024 from 2,508 at June 30, 2023, an increase of 6.9%.
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We have achieved significant revenue growth in recent periods. Our revenue grew to $177.5 million and $353.2 million during the three and six months ended June 30, 2024, respectively from $155.0 million and $305.2 million during the three and six months ended June 30, 2023, respectively. We incurred net losses of $17.5 million and $29.2 million during the three and six months ended June 30, 2024, respectively compared to $20.9 million and $67.1 million during the three and six months ended June 30, 2023, respectively.
We continue to invest for future growth and are focused on several key drivers, including focusing on multi-solution adoption by new and existing customers, further developing our partner program, accelerating international expansion and our fit-for-purpose solutions. These growth drivers often require a more sophisticated go-to-market approach and, as a result, we may incur additional costs upfront to obtain new customers and expand our relationships with existing customers, including additional sales and marketing expenses.
Recent Business Developments
On June 17, 2024, we acquired all of the issued and outstanding equity interests in Sustain.Life, a leading provider of carbon accounting solutions to launch Workiva Carbon. Workiva Carbon is an audit-ready carbon accounting solution that helps organizations measure, manage, track, and report carbon emissions, including data from third-party supply chain partners. Coupled with Workiva's ESG reporting solution, companies can now collect key business data, calculate critical metrics, set data-driven ESG strategy, measure progress, and report results all in the Workiva platform. See Note 11 to the condensed consolidated financial statements for more information.
Effects of Volatility in the IPO/SPAC Markets
In the United States, volatility in the public markets has led to a decrease in the number of initial public offerings (“IPOs”) and special-purpose acquisition companies (“SPACs”) since fiscal year 2022. New sales of our SEC and capital markets solutions were adversely affected by this decline in the IPO and SPAC markets. We expect reduced valuation multiples caused by higher interest rates, inflation, and geopolitical instability to continue to negatively impact the number of IPOs and SPACs in fiscal year 2024. Whether and to what extent the IPO and SPAC markets will moderate cannot be accurately predicted.
Key Factors Affecting Our Performance
Generate Growth From Existing Customers. The Workiva platform can exhibit a powerful network effect within an enterprise, meaning that the usefulness of our platform attracts additional users. Since solution-based licensing offers our customers an unlimited number of seats for each solution purchased, we expect customers to add more seats over time. As more employees in an enterprise use our platform, additional opportunities for collaboration and automation drive demand among their colleagues for additional solutions.
Pursue New Customers. We sell to organizations that manage large, complex processes with distributed teams of contributors and disparate sets of business data. We market our platform to professionals and executives in the areas of financial and non-financial reporting, including regulatory, multi-entity and performance reporting. In addition, we market to teams responsible for environmental, social and governance reporting, and governance, risk and compliance programs. We intend to continue to build our sales and marketing organization and leverage our brand equity to attract new customers.
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Offer More Solutions. We intend to introduce new solutions to continue to meet growing demand for our platform. Our close and trusted relationships with our customers are a source for new use cases, features and solutions. We have a disciplined process for tracking, developing and releasing new solutions that are designed to have immediate, broad applicability; a strong value proposition; and a high return on investment for both Workiva and our customers. Our advance planning team assesses customer needs, conducts industry-based research and defines new markets. This vetting process involves our sales, product marketing, customer success, professional services, research and development, finance and senior management teams.
Expand Across Enterprises. Our success in delivering multiple solutions has created demand from customers for a broader-based, enterprise-wide Workiva platform. In response, we have been improving our technology and realigning sales and marketing to capitalize on our growing enterprise-wide opportunities. We believe this expansion will add seats and revenue and continue to support our high revenue retention rates. However, we expect that enterprise-wide deals will be larger and more complex, which tend to lengthen the sales cycle.
Add Partners. We continue to expand and deepen our relationships with global and regional partners, including consulting firms, system integrators, large and mid-sized independent software vendors, and implementation partners. Our advisory and service partners offer a wider range of domain and functional expertise that broadens our platform’s capabilities and promotes Workiva as part of the digital transformation projects they drive for their customers. Our technology partners enable powerful data and process integrations to help customers connect critical transactional systems directly to our platform, with powerful linking, auditability and control features. We believe that our partner ecosystem extends our global reach, accelerates the usage and adoption of our platform, and enables more efficient delivery of professional services.
Investment in growth. We plan to continue to invest in the development of our platform, fit-for-purpose solutions and application marketplace to enhance our current offerings and build new features. In addition, we expect to continue to invest in our sales, marketing, professional services and customer success organizations to drive additional revenue and support the needs of our growing customer base and to take advantage of opportunities that we have identified in Europe, the Middle East and Africa ("EMEA") and Asia-Pacific ("APAC") regions.
Seasonality. Our revenue from professional services has some degree of seasonality. Many of our customers employ our professional services just before they file their Form 10-K, often in the first calendar quarter. Our sales and marketing expense also has some degree of seasonality. Sales and marketing expenses have historically been higher in the third quarter due to our annual user conference in September. In addition, the timing of the payments of cash bonuses to employees during the first and fourth calendar quarters may result in some seasonality in operating cash flow.
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Key Performance Indicators
Three months ended June 30,Six months ended June 30,
2024202320242023
(dollars in thousands)
Financial metrics
Total revenue
$177,503 $155,022 $353,170 $305,211 
Percentage increase in total revenue14.5 %17.8 %15.7 %16.8 %
Subscription and support revenue$160,735 $136,772 $315,714 $266,436 
Percentage increase in subscription and support revenue17.5 %20.7 %18.5 %20.8 %
Subscription and support as a percent of total revenue90.6 %88.2 %89.4 %87.3 %
As of June 30,
20242023
Operating metrics
Number of customers6,1475,860
Subscription and support revenue retention rate97.6%97.6%
Subscription and support revenue retention rate including add-ons109.2%111.1%
Number of customers with annual contract value $100k+1,7681,470
Number of customers with annual contract value $150k+1,015823
Number of customers with annual contract value $300k+356272
Total customers. We believe total number of customers is a key indicator of our financial success and future revenue potential. We define a customer as an entity with an active subscription contract as of the measurement date. Our customer is typically a parent company or, in a few cases, a significant subsidiary that works with us directly. Companies with publicly-listed securities account for a substantial majority of our customers. Our customer count as of June 30, 2024 does not include Sustain.Life.
Subscription and support revenue retention rate. We calculate our subscription and support revenue retention rate based on all customers that were active at the end of the same calendar quarter of the prior year (“base customers”). We begin by annualizing the subscription and support revenue recorded in the same calendar quarter of the prior year for those base customers who are still active at the end of the current quarter. We divide the result by the annualized subscription and support revenue in the same quarter of the prior year for all base customers.
Our subscription and support revenue retention rate was 97.6% as of June 30, 2024, which remained flat from June 30, 2023. We believe that our success in maintaining a high rate of revenue retention is attributable primarily to our robust technology platform and strong customer service. Customers whose securities were deregistered due to merger or acquisition or financial distress accounted for just over half of our revenue attrition in the latest quarter.
Subscription and support revenue retention rate including add-ons. Add-on revenue includes the change in both solutions and pricing for existing customers. We calculate our subscription and support revenue retention rate including add-ons by annualizing the subscription and support revenue recorded in the current quarter for our base customers that were active at the end of the current quarter. We divide the result by the annualized subscription and support revenue in the same quarter of the prior year for all base customers.
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Our subscription and support revenue retention rate including add-ons was 109.2% as of the quarter ended June 30, 2024, down from 111.1% as of June 30, 2023.
Annual contract value. Our annual contract value (“ACV”) for each customer is calculated by annualizing the subscription and support revenue recognized during each quarter. We believe the increase in the number of larger contracts shows our progress in expanding our customers’ adoption of our platform.
Three months ended June 30,Six months ended June 30,
2024202320242023
Subscription and support revenue from customers with annual contract value of $100k+ as a percent of total subscription and support revenue69.6%65.7%69.4%64.8%
Subscription and support revenue from customers with annual contract value of $150k+ as a percent of total subscription and support revenue55.4%51.4%55.1%50.5%
Subscription and support revenue from customers with annual contract value of $300k+ as a percent of total subscription and support revenue34.7%31.0%34.5%30.5%
Components of Results of Operations
Revenue
We generate revenue through the sale of subscriptions to our cloud-based software and the delivery of professional services. We serve a wide range of customers in many industries, and our revenue is not concentrated with any single customer or small group of customers. For the six months ended June 30, 2024 and 2023, no single customer represented more than 1% of our revenue, and our largest 10 customers accounted for less than 10% of our revenue in the aggregate.
We generate sales directly through our sales force and partners. We also identify some sales opportunities with existing customers through our customer success and professional services teams.
Our customer contracts typically range in length from one year to three years. We typically invoice our customers for subscription fees annually in advance. For contracts with a two or three year term, customers sometimes elect to pay the entire multi-year subscription term in advance. Our arrangements do not contain general rights of return.
Subscription and Support Revenue. We recognize subscription and support revenue on a ratable basis over the contract term beginning on the date that our service is made available to the customer. Amounts that are invoiced are initially recorded as deferred revenue.
Professional Services Revenue. We believe our professional services facilitate the sale of our subscription service to certain customers. To date, most of our professional services have consisted of document set up, XBRL tagging, and consulting to help our customers with business processes and best practices for using our platform. Our professional services are not required for customers to utilize our solution. We recognize revenue for document set ups when the service is complete and control has transferred to the customer. Revenues from XBRL tagging and consulting services are recognized as the services are performed.        
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