Nutanix is a global leader in cloud software and a pioneer in hyperconverged
infrastructure solutions, making clouds invisible, freeing customers to focus on
their business outcomes. Organizations around the world use Nutanix software to
leverage a single platform to manage any app at any location for their hybrid
multicloud environments.
Proxy Statement
& Annual Report
2022
President and Chief Executive Officer, Nutanix, Inc.
San Jose, CA 95110
BOARD OF DIRECTORS
NUTANIX CORPORATE HEADQUARTERS
Rajiv Ramaswami
1740 Technology Drive, Suite 150
Former President and Chief Executive Officer, PeopleSoft, Inc.
www.nutanix.com
Craig Conway
(408) 890-4833
(408) 216-8360
Managing Director, Bain Capital Private Equity
Richard Valera
Max de Groen
INVESTOR RELATIONS
Virginia Gambale
(973) 619-8811
VP, Investor Relations
Managing Partner, Azimuth Partners LLC
Email: richard.valera@nutanix.com
Former Executive VP, Finance and Chief Financial Officer, NetApp, Inc.
of our website at: ir.nutanix.com
Steven J. Gomo
You may also reach us by visiting the investor relations portion
Managing Director, Bain Capital Private Equity
under the ticker symbol NTNX.
David Humphrey
Our Class A common stock trades on The Nasdaq Global Select Market
Corporate VP and Chief Technology Officer for Microsoft Asia
or questions regarding stockholder accounts or changes
Gayle Sheppard
REGISTRAR AND TRANSFER AGENT
Brian Stevens
of address, please contact our transfer agent:
Chief Executive Officer, Neuralmagic, Inc.
Computershare Trust Company, N.A.
462 South 4th Street, Suite 1600
NUTANIX EXECUTIVE OFFICERS
Louisville, KY 40202
Rajiv Ramaswami
Tel. (U.S. and Canada): (877) 373-6374
President and Chief Executive Officer
Tel. (Outside U.S. and Canada): (781) 575-3100
www.computershare.com
Rukmini Sivaraman
Chief Financial Officer
David Sangster
Chief Operating Officer
Tyler Wall
Chief Legal Officer
© 2022 Nutanix, Inc. All rights reserved. Nutanix, the Nutanix logo, and all Nutanix product and service names mentioned
herein are registered trademarks or unregistered trademarks of Nutanix, Inc. in the United States and other countries. Other brand
names or marks mentioned herein are for identification purposes only and may be the trademarks of their respective holder(s).
Notice of
2022 Annual Meeting and
Proxy Statement
9:00 a.m., Pacific Time
Friday, December 9, 2022
Virtual Meeting Site:
www.virtualshareholdermeeting.com/NTNX2022
Vision
We make hybrid multicloud simple and free customers
to focus on achieving their business outcomes
Mission
Delight customers with an open hybrid multicloud
platform with rich data services to run and
manage any application, anywhere
MESSAGE FROM THE CEO
Dear Stockholders,
Fiscal year 2022 (FY22) was pivotal for us. It provided an important data point in demonstrating the long-term benefits
of our subscription business model transition.
Our thoughtful investment and the hard work Nutanix employees have put in over the last couple of years is paying
off. In FY22, we achieved 27% year-over-year growth in Annual Contract Value (ACV) billings, >90% Gross Retention
Rate (GRR), significant improvement in operating margin, and finally, full-year positive Free Cash Flow for the first
time since 2018. These metrics are all signs of a healthy subscription business tracking well towards our long-term
financial targets for generating stockholder value.
We also brought in world class talent, continued delivering on our hybrid multicloud roadmap, streamlined our
go-to-market engine, nurtured strategic partnerships, and above all continued to delight our customers in a turbulent
macroeconomic environment.
Strategic Vision
In today’s IT landscape, every organization has a cloud mandate and is in different stages of this journey. Companies
have a growing number of applications (750 million new apps by 2026(1)). These applications run everywhere and
generate and consume massive amounts of data – in data centers, at edge sites, and in multiple public clouds, with
each of these typically being bespoke environments with their own individual set of management, security and
operational tooling. And to boot, there is a scarcity of talent to make this all work. It isn’t an exaggeration to say that
most companies are struggling with how to implement, manage and secure this hybrid cloud world.
Nutanix is focused on simplifying this world by hiding the underlying cloud complexities for our customers, freeing
them to focus on their business. We are delighting customers with a simple, open, hybrid multicloud software platform
with rich data services to build, run, and manage any application. With this platform, companies going digital can
modernize their data centers, adopt a cloud operating model for their applications and data, seamlessly extend their
environments from their premises into the public cloud, and manage all their data for both existing and modern new
applications.
This value proposition is resonating with our customers across the world and they are now looking at us as a strategic
partner for their digital transformation, well beyond our roots as a pioneer of hyperconverged infrastructure.
Delivering on Product Strategy
The first step in realizing our vision was to simplify our product portfolio. Nutanix had 15+ product offerings, each
individually taken to market with unique pricing and metering. We have now streamlined the portfolio into four key
solution areas - cloud infrastructure, cloud management, unified storage, and database services. We also simplified
how we price these offerings. As a result, we are beginning to see shorter deal cycles, improved value retention, and
customers adopting more of our portfolio. Some of our largest deals in the second half of FY22 were on this new
simplified packaging of our portfolio - an early indication of the traction our new offerings are making in the market.
2 0 2 2 P R O X Y S T A T E M E N T
01
Second, we are continuing to invest and expand our product leadership across our entire portfolio. With every release, our
cloud platform has delivered higher performance, increased resiliency and scale for the most mission-critical workloads,
enabling us to broaden our adoption across new and existing customers. We have also extended this goodness from the
private cloud to the public cloud through our Nutanix Cloud Clusters (NC2) platform. This offering initially supported
Amazon Web Services (AWS) and now includes support for Microsoft Azure starting the first quarter of FY23.
Finally, our product and engineering teams continue to innovate in delivering a rich set of data services to help
companies build applications once and run them anywhere. Nutanix Database Service (NDB) is the first such offering
and has been adopted by some of the largest companies in the world.
Streamlined Go-To-Market Engine
In FY22, we focused on boosting the productivity of our sales organization, building and scaling our renewals engine,
and optimizing our overall go-to-market cost structure to be more in line with our industry peers.
We continued to see increased productivity from our sales teams, driven by simplified pricing and packaging, continued
investment in training and enablement, maturing of previously hired reps, and improved leverage from our partners. In
parallel, we successfully built a cost-effective renewals engine that executed well even as our renewals business grew
significantly. Our GRR continues to be within our target of 90% or greater. In FY23, we will focus on further scaling
our renewals engine as renewals continue to grow as a percentage of our overall business.
Our focus on productivity, growth in our renewals business, and expense management and efficiency helped reduce
our sales and marketing costs as a percentage of revenue from 89% in FY20 to 62% in FY22, and we expect this
trend to continue in FY23.
Profitable Growth: True-North for Nutanix
In FY22, we laid the foundation for the continued evolution of Nutanix toward becoming a profitable, growing
cloud subscription software company. In FY23, we plan to continue to build on this foundation, delivering both
top-line growth and increasing cash flows, with a combination of an increasing share of efficient renewals, new business
growth, and diligent expense management, while continuing to delight customers with our industry-leading hybrid
multicloud platform.
Thank you for your continued trust and faith in us.
Rajiv Ramaswami
President and Chief Executive Officer
(1) IDC, 750 Million New Logical Applications: More Background, doc #US48441921, Dec 2021.
(2) Certain information contained herein, including projections, may relate to or be based on studies, publications, surveys and other data
obtained from third-party sources and our own internal estimates and research. While we believe these third-party studies, publications,
surveys and other data are reliable as of the date hereof, they have not been independently verified, and we make no representation as
to the adequacy, fairness, accuracy, or completeness of any information obtained from third-party sources.
02
2 0 2 2 P R O X Y S T A T E M E N T
Cautionary Note Regarding Forward-Looking Statements. This letter and the accompanying proxy statement contain
forward-looking statements, which statements involve substantial risks and uncertainties. Other than statements of
historical fact, all statements contained in this proxy statement, 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,” “potentially,” “estimate,” “continue,” “anticipate,” “plan,”
“intend,” “could,” “would,” “expect,” or words or expressions of similar substance or the negative thereof, that convey
uncertainty of future events or outcomes are intended to identify forward-looking statements. Forward-looking
statements included in this letter and the accompanying proxy statement include statements regarding (i) the benefits
of our subscription business model transition, (ii) tracking towards our long-term financial targets, (iii) the growing
number of applications, (iv) shorter deal cycles, (v) improved value retention, (vi) customer adoption of more of our
portfolio, (vii) our new offerings’ market traction, (viii) increased productivity from our sales teams, (ix) our Gross
Retention Rate, (x) further scaling our renewals engine, (xi) the continued reduction in our sales and marketing costs
as a percentage of revenue, and (xii) Nutanix becoming a profitable, growing cloud subscription software company,
delivering both top-line growth and increasing cash flows. We have based these forward-looking statements largely
on our current expectations and projections about future events and 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 in light of the information currently available to us. These forward-looking statements are subject to a
number of risks, uncertainties and assumptions, including those described in our Annual Report on Form 10-K for the
fiscal year ended July 31, 2022 filed with the Securities and Exchange Commission on September 21, 2022. Moreover,
we operate in a very competitive and rapidly changing environment and new risks emerge from time to time. It is
not possible for us 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 or
implied in any forward-looking statements we may make. In light of these risks, uncertainties and assumptions, the
forward-looking events and trends discussed in this proxy statement may not occur and actual results could differ
materially and adversely from those anticipated or implied in the forward-looking statements. You should not rely
upon forward-looking statements as predictions of future events.
2 0 2 2 P R O X Y S T A T E M E N T
03
NOTICE OF 2022 ANNUAL MEETING
OF STOCKHOLDERS
To Be Held Virtually on
Friday, December 9, 2022
at 9:00 a.m., Pacific Time
To the Stockholders of Nutanix, Inc.:
On behalf of our Board of Directors, it is our pleasure to invite
you to attend the 2022 annual meeting of stockholders (including
any adjournment or postponement thereof, the “Annual Meeting”)
of Nutanix, Inc. The Annual Meeting will be held virtually via live
webcast at www.virtualshareholdermeeting.com/NTNX2022 on
Friday, December 9, 2022 at 9:00 a.m., Pacific Time.
We are holding the Annual Meeting for the following purposes:
REVIEW THE PROXY STATEMENT
AND VOTE IN ONE OF FOUR WAYS:
Proposals
Board vote
recommen dation
For further
details
Internet
Visit the website listed
on your proxy card
Telephone
Call the telephone number
on your proxy card
Mail
Sign, date, and return your proxy
card in the enclosed envelope
Vote during the Meeting
Vote online during the Annual
Meeting
Important Notice Regarding the Availability
of Proxy Materials for the Annual Meeting
of Stockholders Meeting to be Held on
December 9, 2022: This Notice, the Proxy
Statement and the Annual Report are
available at www.proxyvote.com.
04
2 0 2 2 P R O X Y S T A T E M E N T
1. Approval of Amendment and
Restatement of Amended
and Restated Certificate of
Incorporation to Declassify
the Board of Directors and
Provide for the Annual
Election of Directors
2. Approval of Amendment and
Restatement of Amended
and Restated Certificate of
Incorporation to Eliminate
Supermajority Voting
Requirements
3. Approval of Amendment and
Restatement of Amended
and Restated Certificate of
Incorporation to Eliminate
Inoperative Provisions
and Update Certain Other
Miscellaneous Provisions
4. Election of Three Class III
Directors Named in the Proxy
Statement
5. Ratification of Selection of
Deloitte & Touche LLP as
Independent Registered Public
Accounting Firm for Fiscal
Year 2023
6. Advisory Vote to Approve the
Compensation of our Named
Executive Officers
7. Approval of Amendment and
Restatement of Amended and
Restated 2016 Employee Stock
Purchase Plan
FOR
Page 22
FOR
Page 23
FOR
Page 24
FOR
Page 26
FOR
Page 34
FOR
Page 37
FOR
Page 64
NO TiC E Of 2 0 2 2 AN Nu
Al ME E TiNg Of S
T O Ck hOl dE R S
We are also holding the Annual Meeting to conduct any other business properly brought before the meeting.
These items of business are more fully described in the proxy statement accompanying this Notice.
The record date for the Annual Meeting is October 11, 2022. Only stockholders of record of our Class A common stock
at the close of business on the record date may vote at the Annual Meeting.
On or about October 24, 2022, we mailed to our stockholders a Notice of Internet Availability of Proxy Materials
containing instructions on how to access our proxy statement and annual report. This notice provides instructions
on how to vote via the Internet or by telephone and includes instructions on how to receive a paper copy of our
proxy materials by mail. The accompanying proxy statement and our annual report can be accessed directly at the
following Internet address: www.proxyvote.com. You will be asked to enter the sixteen-digit control number located
on your notice or proxy card.
In the event of a technical malfunction or other situation that the meeting chair determines may affect the ability
of the Annual Meeting to satisfy the requirements for a meeting of stockholders to be held by means of remote
communication under applicable Delaware corporate law, or that otherwise makes it advisable to adjourn the Annual
Meeting, the chair or secretary of the Annual Meeting will convene the meeting at 12:00 p.m. Pacific Time on the date
specified above and at our address specified above solely for the purpose of adjourning the meeting to reconvene at a
date, time and physical or virtual location announced by the meeting chair. Under either of the foregoing circumstances,
we will post information regarding the announcement on our investor relations website at http://ir.nutanix.com.
By Order of the Board of Directors,
Rajiv Ramaswami
President and Chief Executive Officer
San Jose, California
October 24, 2022
You are cordially invited to attend the virtual Annual Meeting. YOUR VOTE IS IMPORTANT. Whether or not you
expect to attend the Annual Meeting, you are urged to vote and submit your proxy by following the voting
procedures described in the proxy card. Even if you have voted by proxy, you may still vote during the Annual
Meeting. If your shares are held of record by a broker, bank or other agent and you wish to vote during the Annual
Meeting, you must follow the instructions from your broker, bank or other agent.
2 0 2 2 P R O X Y S T A T E M E N T
05
Table of Contents
PROXY STATEMENT
PROXY VOTING ROADMAP
CORPORATE GOVERNANCE
Board of Directors and Its Committees
Environmental, Social, and Governance
Nominations Process and Director Qualifications
Proposal 1: Approval of Amendment and Restatement of Amended
and Restated Certificate of Incorporation to Declassify the Board of Directors
and Provide for the Annual Election of Directors
Proposal 2: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Eliminate Supermajority Voting
Requirements
Proposal 3: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Eliminate Inoperative Provisions and
Update Certain Other Miscellaneous Provisions
Proposal 4: Election of Directors
Director Compensation
Certain Relationships and Related Party Transactions
AUDIT COMMITTEE MATTERS
Proposal 5: Ratification of Selection of Independent Registered Public
Accounting Firm
Report of the Audit Committee
EXECUTIVE OFFICERS
EXECUTIVE COMPENSATION
Proposal 6: Advisory Vote to Approve the Compensation of Our Named
Executive Officers
Compensation Discussion and Analysis
Executive Compensation Tables
Employment Arrangements
CEO Pay Ratio
Equity Compensation Plan Information
ADDITIONAL PROPOSALS
Proposal 7: Approval of Amendment and Restatement of Amended and
Restated 2016 Employee Stock Purchase Plan
STOCK OWNERSHIP INFORMATION
Security Ownership of Certain Beneficial Owners and Management
OTHER MATTERS
QUESTIONS AND ANSWERS ABOUT THE ANNUAL MEETING
07
08
15
15
20
20
22
23
24
26
31
33
34
34
35
36
37
37
37
54
58
62
63
64
64
70
70
72
73
APPENDIX A – Key Performance Measures and Non-GAAP Financial Measures
A-1
B-1
APPENDIX C – Proposed Amended & Restated 2016 Employee Stock Purchase Plan C-1
APPENDIX B – Proposed Amended & Restated Certificate of Incorporation
PROXY STATEMENT
For the 2022 Annual Meeting of Stockholders
To Be Held on Friday, December 9, 2022 at 9:00 a.m., Pacific Time
Our Board of Directors is soliciting your proxy to vote at the 2022 annual meeting of stockholders
(including any adjournment or postponement thereof, the “Annual Meeting”) of Nutanix, Inc. to be held
via live webcast at www.virtualshareholdermeeting.com/NTNX2022 on Friday, December 9, 2022 at
9:00 a.m., Pacific Time.
For the Annual Meeting, we have elected to furnish our proxy materials, including this proxy statement
and our Annual Report on Form 10-K for the fiscal year ended July 31, 2022, to our stockholders primarily
via the Internet. On or about October 24, 2022, we mailed to our stockholders a Notice of Internet
Availability of Proxy Materials (the “Notice”) that contains notice of the Annual Meeting and instructions
on how to access our proxy materials on the Internet, how to vote at the Annual Meeting, and how to
request printed copies of the proxy materials. Stockholders may request to receive all future materials
in printed form by mail or electronically by e-mail by following the instructions contained in the Notice.
We encourage stockholders to take advantage of the availability of the proxy materials on the Internet
to help reduce the environmental impact and cost of our annual meetings.
Only stockholders of record of our Class A common stock at the close of business on October 11, 2022,
the record date for the Annual Meeting, will be entitled to vote at the Annual Meeting. On the record
date, there were 230,085,836 shares of Class A common stock outstanding and entitled to vote. A list
of stockholders entitled to vote at the Annual Meeting will be available for examination during normal
business hours for a period of ten days ending on the day before the Annual Meeting at our principal
place of business at 1740 Technology Dr., Suite 150, San Jose, California 95110.
A copy of our Annual Report on Form 10-K for the fiscal year ended July 31, 2022, which was filed with
the Securities and Exchange Commission (the “SEC”) on September 21, 2022, accompanies this proxy
statement. You also may obtain, without charge, copies of this proxy statement and our Annual Report
by writing to our Secretary at Nutanix, Inc., 1740 Technology Drive, Suite 150, San Jose, California 95110
or by following the directions set forth in the Notice.
In this proxy statement, we refer to Nutanix, Inc. as “Nutanix,” “we,” “us” or “our company” and the Board
of Directors of Nutanix, Inc. as “our Board.” The content of any websites referred to in this proxy statement
are not deemed to be part of, and are not incorporated by reference into, this proxy statement.
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
07
PROXY VOTING ROADMAP
This roadmap highlights certain information contained elsewhere in this proxy statement. This roadmap does not
contain all of the information that you should consider, and we encourage you to read the entire proxy statement
before voting.
Annual Meeting Information
Time and Date
9:00 a.m. Pacific Time
Friday, December 9, 2022
Virtual Meeting Site
www.virtualshareholdermeeting.com/NTNX2022
Record Date
October 11, 2022
Proposal 1: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Declassify the Board of Directors
and Provide for the Annual Election of Directors (See Page 22)
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 1.
Our Board is currently comprised of eight members. In accordance with our amended and restated certificate of
incorporation (our “Current Charter”), our Board is divided into three classes with staggered three-year terms. After
considering the advantages and disadvantages of declassification, our Board has determined it is advisable and in
the best interests of our company and our stockholders to amend and restate our Current Charter, in accordance with
the General Corporation Law of the State of Delaware (the “DGCL”), to phase out of the classified board structure
so that our Board is fully declassified by the 2025 annual meeting of stockholders. The text of the amendment and
restatement of our Current Charter (the “Proposed Charter”) is attached as Appendix B to this proxy statement and
incorporated herein by reference.
If this proposal is approved by our stockholders, commencing with the election of directors at our next annual meeting,
all directors whose terms are expiring shall be elected annually for terms of one year, and each director elected after
this Annual Meeting shall hold office until the next succeeding annual meeting of stockholders and until his or her
successor has been duly elected and qualified, subject, however, to such director’s earlier death, resignation, retirement,
disqualification or removal. To ensure a smooth transition to the new declassified structure of our Board and to permit
the current directors to serve out the three-year terms to which the stockholders elected such directors, this proposal
will not shorten the term of any director elected before this Annual Meeting or at this Annual Meeting. Thus, at the
2023 annual meeting of stockholders, if re-nominated, the Class I directors would be up for re-election for one-year
terms and until his or her successor has been duly elected and qualified, subject, however, to such director’s earlier
death, resignation, retirement, disqualification or removal. At the 2024 annual meeting of stockholders, the Class I
and Class II directors will be up for re-election for one-year terms and until his or her successor has been duly elected
and qualified, subject, however, to such director’s earlier death, resignation, retirement, disqualification or removal.
At the 2025 annual meeting of stockholders, all directors will be up for re-election for one-year terms and until his
or her successor has been duly elected and qualified, subject, however, to such director’s earlier death, resignation,
retirement, disqualification or removal.
This proposal, if approved, would not change our Board’s authority to change the present number of directors and
to fill any vacancies or newly created directorships. Any director appointed to fill newly created director seats or
vacancies would hold office for the remaining term of his or her predecessor.
In addition, a provision in a Delaware corporation’s organizational documents that provides that a director may only be
removed “for cause” by the stockholders is not valid if the corporation has a nonclassified board of directors. As a result,
the Proposed Charter provides that directors may be removed in accordance with relevant Delaware law principles.
08
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
P R O X Y V O T I N g R O A D M A P
This proposal is a result of our Board’s ongoing review of our corporate governance policies. A classified board
structure can be viewed as diminishing a board’s accountability to stockholders because such structure does not
enable stockholders to express a view on each director’s performance by means of an annual vote. Annual voting
allows stockholders to express their views on the individual performance of each director and on the entire board
of directors more frequently than with a classified board structure and provides stockholders a more active role in
shaping and implementing corporate governance policies. Our Board believes that approval of a phase out of the
classified board structure will ensure a smooth transition to the new declassified structure of our Board. Our Board
believes that it is in the best interests of our company and our stockholders to approve the Proposed Charter to further
adopt best-in-class corporate governance practices and to declassify our Board and provide for the annual election
of directors. Accordingly, our Board unanimously recommends a vote FOR the approval of the Proposed Charter.
Approval of Proposal 1 requires FOR votes from the holders of a 66⅔% of the voting power of the outstanding shares
of our capital stock entitled to vote on the proposal. Abstentions and broker non-votes will have the same effect as a
vote AGAINST the proposal. Approval of Proposal 1 is also conditioned on the approval of Proposals 2 and 3. If either
Proposal 2 or 3 is not approved, our Board will not implement Proposal 1, even if it is approved by the requisite vote
of our stockholders.
If any of Proposals 1, 2 or 3 is not approved by the requisite vote of our stockholders, then the Proposed Charter will
not be filed with the Secretary of State of the State of Delaware and our Current Charter will remain in place and our
Board will remain classified.
Proposal 2: Approval of Amendment And Restatement of Amended And
Restated Certificate of Incorporation to Eliminate Supermajority Voting
Requirements (See Page 23)
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 2.
In addition to the proposed amendment to our Current Charter to declassify our Board, we are also seeking stockholder
approval of the amendment and restatement of our Current Charter to further improve the quality of our corporate
governance by reducing certain voting requirements. Our Current Charter requires the affirmative vote of the holders
of at least 66⅔% in voting power of the then outstanding shares of our capital stock entitled to vote, voting together
as a single class, for stockholders to approve certain amendments to our Current Charter, for stockholders to amend
our bylaws and for stockholders to remove directors for cause (together, the “supermajority voting requirements”).
We are seeking stockholder approval to eliminate these supermajority voting requirements from our Current Charter
and to replace such requirements with a majority voting standard. The text of the Proposed Charter is attached as
Appendix B to this proxy statement and incorporated herein by reference.
If this proposal is approved by our stockholders, the voting standard for stockholder approval of any future
amendments to the Proposed Charter or our bylaws and for stockholders to remove directors, would be by the
affirmative vote of the holders of at least a majority of the voting power of the outstanding shares of our stock entitled
to vote thereon, voting together as a single class, which is the default voting standard under the DGCL. Our Board
of Directors will retain the right to amend, alter, change, or repeal any provision of our certificate of incorporation
and bylaws without seeking approval of our stockholders, where permitted by the DGCL.
This proposal is a result of our Board’s ongoing review of our corporate governance policies. Our Board believes that
it is in the best interests of our company and our stockholders to eliminate the supermajority voting requirements
in order to further enhance stockholder input, feedback and engagement through the annual stockholder meeting
process. Accordingly, our Board unanimously recommends a vote FOR the approval of the Proposed Charter.
Approval of Proposal 2 requires FOR votes from the holders of a 66⅔% of the voting power of the outstanding shares
of our capital stock entitled to vote on the proposal. Abstentions and broker non-votes will have the same effect as a
vote AGAINST the proposal. Approval of Proposal 2 is also conditioned on the approval of Proposals 1 and 3. If either
Proposal 1 or 3 is not approved, our Board will not implement Proposal 2, even if it is approved by the requisite vote
of our stockholders.
If any of Proposals 1, 2 or 3 is not approved by the requisite vote of our stockholders, then the Proposed Charter will
not be filed with the Secretary of State of the State of Delaware and our Current Charter will remain in place.
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
09
PR O X Y V O T I Ng RO A D M A P
Proposal 3: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Eliminate Inoperative Provisions
and Update Certain Other Miscellaneous Provisions (See Page 24)
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 3.
In addition to the proposed amendment to our Current Charter to declassify our Board and eliminate the supermajority
voting requirements, we are also seeking stockholder approval of the amendment and restatement of our Current
Charter to remove historical references to Class B common stock and make certain other clarifying changes and
updates, which we believe do not substantively affect stockholder rights. In connection with the completion of our
initial public offering, we adopted a dual class stock structure and authorized both Class A common stock and Class B
common stock. In January 2022, all outstanding shares of Class B common stock automatically converted into the
same number of shares of Class A common stock pursuant to the terms of our Current Charter. In connection with
this conversion, we filed a certificate of retirement effecting the retirement of the shares of Class B common stock
that were issued but no longer outstanding, which had the effect of amending our Current Charter such that the
Company’s total authorized shares of capital stock were reduced by the number of retired shares of Class B stock.
We are now seeking stockholder approval of the amendment and restatement of our Current Charter to remove all
provisions related to Class B common stock, and make certain other clarifying changes and updates, which we believe
do not substantively affect stockholder rights. The text of the Proposed Charter is attached as Appendix B to this
proxy statement and incorporated herein by reference.
If this proposal is approved by our stockholders, all references to Class B common stock will be removed from our
Current Charter and other clarifying changes and updates will be made.
This proposal is a result of our Board’s desire to streamline our Current Charter and remove historical provisions that
are no longer applicable. Our Board believes that it is in the best interests of our company and our stockholders
to approve the Proposed Charter in order to remove provisions related to Class B common stock and make certain
other clarifying changes and updates. Accordingly, our Board unanimously recommends a vote FOR the approval of
the Proposed Charter.
Approval of Proposal 3 requires FOR votes from the holders of a 66⅔% of the voting power of the outstanding shares
of our capital stock entitled to vote on the proposal. Abstentions and broker non-votes will have the same effect as a
vote AGAINST the proposal. Approval of Proposal 3 is also conditioned on the approval of Proposals 1 and 2. If either
Proposal 1 or 2 is not approved, our Board will not implement Proposal 3, even if it is approved by the requisite vote
of our stockholders.
If any of Proposals 1, 2 or 3 is not approved by the requisite vote of our stockholders, then the Proposed Charter will
not be filed with the Secretary of State of the State of Delaware and our Current Charter will remain in place.
10
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
P R O X Y V O T I N g R O A D M A P
Proposal 4: Election of Three Class III Directors (See Page 26)
OUR BOARD RECOMMENDS A VOTE FOR DAVID HUMPHREY, RAJIV RAMASWAMI, AND GAYLE SHEPPARD
AS CLASS III DIRECTORS.
Nominees
Our Class III directors currently consist of David Humphrey, Rajiv Ramaswami, and Gayle Sheppard. Mr. Humphrey,
Mr. Ramaswami, and Ms. Sheppard have each been nominated to continue to serve as Class III directors, and each of
them has agreed to stand for re-election at the Annual Meeting. The following provides summary information about
each Class III director nominee.
Audit
Committee
Compensation
Committee
Nominating
and
Corporate
Governance
Committee
Security
and Privacy
Committee
Independent? Director Since
2020
2020
2022
Name
David Humphrey
Rajiv Ramaswami
President and CEO
Gayle Sheppard
Age
45
56
69
Member
Corporate Governance Highlights
Board Composition
Average Tenure
Independent Chair of our Board
Independent Board Committees
Single Voting Class; One Share, One Vote
� 7 out of our 8 directors are independent.
� 2 out of 8 directors are women.
� Average tenure of our Board is 3.1 years.
� We have an independent Chair of our Board.
� We have an Audit Committee, a Compensation
Committee, and a Nominating and Corporate
Governance Committee, each of which is composed
entirely of independent directors.
� In March 2022, our Board established the Security
and Privacy Committee, which is composed entirely
of independent directors, to assist our Board in its
oversight of our management of technology and
information security risks and compliance with data
protection and privacy laws.
� In January 2022, we eliminated our dual-class stock
structure resulting in a single class of common stock
with equal voting rights.
� Each share of our Class A common stock is entitled
to one vote.
Majority Voting Standard; Irrevocable Offer to Resign
� In October 2022, we introduced majority voting in
uncontested director elections.
� Directors tender an irrevocable offer to resign if
they do not receive majority vote and our Board
will accept such offer to resign absent a compelling
reason.
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
11
PR O X Y V O T I Ng RO A D M A P
Annual Board and Committee Self-Assessments
� Our Board and its committees conduct annual self-
assessments.
No “Poison Pill”
� We do not have a stockholder rights plan, or “poison
Annual Auditor Ratification
Executive Sessions
pill,” in place.
� Stockholders have the opportunity to ratify the Audit
Committee’s selection of our independent registered
public accounting firm annually.
� Directors regularly hold executive sessions without
management present.
Stock Ownership Guidelines
� Directors are subject to stock ownership guidelines.
Our Board believes that it is in the best interests of our company and our stockholders to approve the appointment
of David Humphrey, Rajiv Ramaswami, and Gayle Sheppard to three-year terms as Class III directors. Accordingly, our
Board unanimously recommends a vote FOR the approval of the election of three Class III directors.
Approval of Proposal 4 requires FOR votes from the holders of a majority of the votes cast. Withhold votes and broker
non-votes have no legal effect on the outcome.
Proposal 5: Ratification of Selection of Independent Registered Public
Accounting Firm (See Page 34)
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 5.
The Audit Committee has re-appointed Deloitte & Touche LLP as our independent registered public accounting firm
for the fiscal year ending July 31, 2023, and has further directed that management submit this selection for ratification
by our stockholders at the Annual Meeting. Although ratification by our stockholders is not required by law, we have
determined that it is good practice to request ratification of this selection by our stockholders. In the event that Deloitte
& Touche LLP is not ratified by our stockholders, the Audit Committee will review its future selection of Deloitte &
Touche LLP as our independent registered public accounting firm.
Principal Accountant Fees and Services
The following table provides the aggregate fees for services provided by Deloitte & Touche LLP for the fiscal years
ended July 31, 2021 and 2022.
Audit fees(1)
Audit-related fees(2)
Tax fees(3)
TOTAL FEES
Fiscal Year Ended July 31,
2021
($)
3,511,013
210,000
600,018
4,321,031
2022
($)
3,574,000
—
548,816
4,122,816
(1) Consists of fees billed for professional services rendered in connection with the audit of our consolidated financial statements, including audited
financial statements presented in our Annual Report on Form 10-K, review of the interim consolidated financial statements included in our quarterly
reports and services normally provided in connection with regulatory filings.
(2) Consists of fees billed for assurance and related services that are reasonably related to the performance of the audit or review of our consolidated
financial statements and are not reported under “Audit Fees.”
(3) Consists of fees billed for professional services for tax compliance, tax advice and tax planning. These services include assistance regarding federal,
state and international tax compliance.
12
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
P R O X Y V O T I N g R O A D M A P
Our Board believes that it is in the best interests of our company and our stockholders to approve the ratification
of the selection of Deloitte & Touche LLP as our independent registered public accounting firm for the fiscal year
ending July 31, 2023. Accordingly, our Board unanimously recommends a vote FOR the approval of the ratification
of our auditors.
Approval of Proposal 5 requires FOR votes from the holders of a majority in voting power of the shares present at the
Annual Meeting or represented by proxy thereat and entitled to vote on the proposal. Broker non-votes will not be
considered entitled to vote on this proposal, and therefore will not affect the outcome of Proposal 5, but abstentions
will have the same effect as a vote AGAINST the proposal.
Proposal 6: Advisory Vote to Approve the Compensation of Our Named
Executive Officers (See Page 37)
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 6.
We endeavor to maintain sound governance standards consistent with our executive compensation policies and
practices. The Compensation Committee evaluates our executive compensation program on a regular basis to ensure
consistency with our short-term and long-term goals, given the dynamic nature of our business and the market in
which we compete for executive talent.
Our executive compensation program is designed to attract, motivate, and retain highly qualified executive officers who
drive our success and to align the interests of our executive officers with the long-term interests of our stockholders.
The section “Compensation Discussion and Analysis” provides an overview of our executive compensation philosophy,
the overall objectives of our executive compensation program, and each component of the program. In addition,
we explain how and why the Compensation Committee arrived at the specific compensation policies and decisions
involving our executive compensation program.
The say-on-pay vote is advisory, and therefore not binding on us. The say-on-pay vote will, however, provide information
to us regarding stockholder sentiment about our executive compensation philosophy, policies and practices, which
the Compensation Committee will be able to consider when determining executive compensation for the remainder
of the current fiscal year and beyond. Our Board believes that our executive compensation program was designed
appropriately and is working to ensure management’s interests are aligned with our stockholders’ interests to
support long-term value creation. Accordingly, our Board unanimously recommends a vote FOR the approval of the
compensation of our named executive officers.
Approval of Proposal 6 requires FOR votes from the holders of a majority in voting power of the shares present at the
Annual Meeting or represented by proxy thereat and entitled to vote on the proposal. Broker non-votes will not be
considered entitled to vote on this proposal, and therefore will not affect the outcome of Proposal 6, but abstentions
will have the same effect as a vote AGAINST the proposal.
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
13
P R O X Y V O T I N g R O A D M A P
Proposal 7: Approval of Amendment and Restatement of Amended and
Restated 2016 Employee Stock Purchase Plan (See Page 64)
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 7.
At the Annual Meeting, stockholders are being asked to approve the amendment and restatement of our Amended
and Restated 2016 Employee Stock Purchase Plan (the “ESPP”) as described below, including to increase the number
of shares of our Class A common stock, or the Shares, authorized for sale under the ESPP. The amendment and
restatement will be referred to as the ESPP Amendment. The ESPP was initially adopted by our Board in 2015 and
was approved by our stockholders in 2016. The ESPP became effective in 2016 in connection with our initial public
offering. A prior amendment to the ESPP was approved by our stockholders in 2019.
The ESPP is intended to provide an incentive to our employees who are eligible to participate by allowing them to
purchase Shares at a price equal to 85% of the lower of the fair market value of the Share on either the first or last
trading day of the applicable purchase period. As a result, the ESPP helps us align our employees’ interests with those
of our stockholders and also assists us in recruiting, retaining and motivating qualified personnel who help us achieve
our business goals, ultimately creating long-term value for our stockholders.
As of the Record Date, 1,363,314 Shares remained available for sale under the ESPP. Due to (i) the increase in our
employee population, from approximately 5,340 employees as of July 31, 2019 to approximately 6,450 employees
as of July 31, 2022, and (ii) the current rate of shares being purchased under the ESPP, we currently estimate that
the remaining Share reserve would only last us through approximately the March 20, 2023 purchase date. As a
result, the ESPP Amendment would increase the number of Shares currently available for sale under the ESPP by
12,442,247 Shares, bringing the total number of Shares that remain available for sale under the ESPP to 13,805,561 Shares,
which represents approximately 6% of our outstanding Shares as of the close of business on the Record Date. Our
company’s stockholders are being asked to approve the ESPP Amendment so that we may continue to operate the
ESPP in light of its important role in encouraging equity ownership among our employees and assisting our company
to recruit, retain and motivate qualified personnel. Other than the ESPP Amendment and the prior amendment to
the ESPP approved by our stockholders in 2019, we have not made any material amendments to the ESPP since it
became effective in 2016.
This proposal is a result of our Board’s ongoing review of our employee compensation policies. We believe that
participation in our ESPP is important to our employees and key to our ongoing recruiting efforts, and therefore the
ESPP Amendment is important to our continued success. Our Board believes that it is in the best interests of our
company and our stockholders to approve the ESPP Amendment. Accordingly, our Board unanimously recommends
a vote FOR the approval of the ESPP Amendment.
Approval of Proposal 7 requires FOR votes from the holders of a majority in voting power of the shares present at the
Annual Meeting or represented by proxy thereat and entitled to vote on the proposal. Broker non-votes will not be
considered entitled to vote on this proposal, and therefore will not affect the outcome of Proposal 7, but abstentions
will have the same effect as a vote AGAINST the proposal.
If our stockholders do not approve the ESPP Amendment, our ESPP will remain in effect without the ESPP Amendment,
but our goals of recruiting, retaining and motivating talented employees will be more difficult to meet.
14
N U T A N I X , I N C . 2 0 2 2 P R O X Y S T A T E M E N T
CORPORATE GOVERNANCE
We are strongly committed to good corporate governance practices. These practices provide an important framework
within which our Board and management can pursue our strategic objectives for the benefit of our stockholders.
Our Board has adopted corporate governance guidelines that set forth the role of our Board, director independence
standards, Board structure and functions, director selection considerations, and other governance policies. In addition,
our Board has adopted written charters for its standing committees (the Audit Committee, the Compensation
Committee, the Nominating and Corporate Governance Committee, and the Security and Privacy Committee), as well
as a code of business conduct and ethics that applies to all of our employees, officers and directors. The Nominating
and Corporate Governance Committee reviews the corporate governance guidelines annually and recommends
changes to our Board as warranted. The corporate governance guidelines, the committee charters, and the code of
business conduct and ethics, and any waivers or amendments to the code of business conduct and ethics, are all
available in the “Governance Documents” section of our investor relations website at http://ir.nutanix.com.
Board of Directors and its Committees
Current Composition of the Board of Directors and its Committees
Name
Audit
Committee
Compensation
Committee
Age
Class III directors whose terms expire at the Annual Meeting
Nominating
and Corporate
Governance
Committee
Security
and Privacy
Committee
Independent?
Director Since
David Humphrey
Rajiv Ramaswami
President and CEO
Gayle Sheppard
45
56
69
Class I directors whose terms expire after fiscal year 2023
Max de Groen
Steven J. Gomo
37
70
Class II directors whose terms expire after fiscal year 2024
Craig Conway
Virginia Gambale
Chair of the Board
Brian Stevens
Chair
Member
68
63
59
2020
2020
2022
2020
2015
2017
2020
2019
Gender and Ethnic Diversity
Independent Directors
38%
Diverse
87.5%
Independent
2 0 2 2 P R O X Y S T A T E M E N T
15
C O R P O R A T E GO vE R N A N C E
Board of Directors and its Committees
Director Independence
Our Class A common stock is listed on the Nasdaq Global Select Market tier of The Nasdaq Stock Market LLC. Under
Nasdaq listing rules, a director will only qualify as an “independent director” if (i) the director meets the objective
tests for independence set forth in Nasdaq listing rules and (ii) the director does not have a relationship that, in the
opinion of the company’s board of directors, would interfere with the exercise of independent judgment in carrying
out the responsibilities of a director. In addition, under Nasdaq listing rules, compensation committee members
must not have a relationship with the company that is material to the director’s ability to be independent from
management in connection with the duties of a compensation committee member. Additionally, audit committee
members must also satisfy the independence criteria set forth in Rule 10A-3 under the Securities Exchange Act
of 1934, as amended (the “Exchange Act”). In order to be considered independent for purposes of Rule 10A-3, a
member of an audit committee of a listed company may not, other than in his or her capacity as a member of the
audit committee, the board of directors or any other board committee, accept, directly or indirectly, any consulting,
advisory or other compensatory fee from the company or any of its subsidiaries or be an affiliated person of the
company or any of its subsidiaries.
Our Board has undertaken a review of the independence of each of our directors and considered whether each director
(i) meets the objective tests for independence set forth in Nasdaq listing rules and (ii) has a material relationship with
us that would interfere with the exercise of independent judgment in carrying out the responsibilities of a director. As
a result of this review, our Board determined that seven out of our eight current directors are independent directors.
Our independent directors are Mr. Conway, Mr. de Groen, Ms. Gambale, Mr. Gomo, Mr. Humphrey, Ms. Sheppard, and
Mr. Stevens. In addition, our Board determined that former director Ms. Bostrom was an independent director during
the time that she served as a director during fiscal year 2022.
Board Diversity Matrix
Total Number of Directors
8
Board Diversity Matrix (As of September 30, 2022)
Part I: Gender Identity
Directors
Part II: Demographic Background
African American or Black
Alaskan Native or Native American
Asian
Hispanic or Latinx
Native Hawaiian or Pacific Islander
White
Two or More Races or Ethnicities
LGBTQ+
Did Not Disclose Demographic Background
Female
Male
Non-Binary
Did Not
Disclose
Gender
2
0
0
0
0
0
2
0
0
0
0
0
0
0
0
0
6
0
0
1
0
0
5
0
0
0
0
0
0
0
0
0
0
0
16
2 0 2 2 P R O X Y S T A T E M E N T
C O R P O R A T E GO vE R N A N C E
Board of Directors and its Committees
Board Leadership Structure
The Nominating and Corporate Governance Committee periodically considers our Board’s leadership structure
and makes such recommendations to our Board as the Nominating and Corporate Governance Committee deems
appropriate. Our corporate governance guidelines also provide that if our Board does not have an independent Chair
of the Board, our Board will appoint a lead independent director.
Currently, our board leadership structure separates the positions of CEO and Chair of the Board. Mr. Ramaswami has
served as our President and CEO since December 2020, and Ms. Gambale, an independent director, has served as our
Chair of the Board since June 2021. Separating the positions of CEO and Chair of the Board allows our CEO to focus
on our day-to-day business, while allowing our Chair of the Board to lead our Board in its oversight of management.
Our Board believes that its independence and oversight of management are maintained effectively through this
leadership structure, the composition of our Board, and sound corporate governance policies and practices.
Executive Sessions of Non-Employee Directors
To encourage and enhance communication among non-employee directors, and as required under applicable Nasdaq
rules, our corporate governance guidelines provide that the non-employee directors will meet in executive sessions
without management directors or company management on a periodic basis, but no less than twice a year.
Communications with our Board of Directors
Stockholders or interested parties who wish to communicate with our Board or with an individual director may do so
by mail to our Board or the individual director, care of our Chief Legal Officer at Nutanix, Inc., 1740 Technology Drive,
Suite 150, San Jose, California 95110. The communication should indicate that it contains a stockholder or interested
party communication. In accordance with our corporate governance guidelines, all such communication will be
reviewed by the Chief Legal Officer, in consultation with appropriate directors as necessary, and, if appropriate, will
be forwarded to the director or directors to whom the communications are addressed or, if none are specified, to
the Chair of the Board.
Committees of the Board of Directors
Our Board has established an Audit Committee, a Compensation Committee, a Nominating and Corporate Governance
Committee, and a Security and Privacy Committee. The composition and responsibilities of each of these committees
are described below. Our Board may establish other committees to facilitate the management of our business.
Copies of the charters of the Audit Committee, the Compensation Committee, and the Nominating and Corporate
Governance Committee are available in the “Governance Documents” section of our investor relations website at
http://ir.nutanix.com/company/esg. Members serve on these committees until their resignation or until otherwise
determined by our Board.
2 0 2 2 P R O X Y S T A T E M E N T
17
C O R P O R A T E G O v E R N A N C E
Board of Directors and its Committees
Chair:
Steven J. Gomo
Members:
z Max de
Groen
z virginia
Gambale
Audit Committee
The Audit Committee is comprised of Mr. de Groen, Ms. Gambale, and Mr. Gomo, each of whom is a
non-employee director. Mr. Gomo is the chair of the Audit Committee. Our Board has determined that each
member of the Audit Committee satisfies the requirements for independence and financial literacy under
applicable SEC rules and Nasdaq listing rules. Our Board has also determined that Messrs. de Groen and
Gomo each qualifies as an “audit committee financial expert,” as defined in SEC rules, and satisfies the
financial sophistication requirements of Nasdaq. The Audit Committee is responsible for, among other things:
z selecting and hiring our independent registered public accounting firm;
z evaluating the performance and independence of our registered public accounting firm;
z pre-approving the audit and any non-audit services to be performed by our independent registered public
accounting firm;
z reviewing our internal controls and the integrity of our audited financial statements;
z reviewing the adequacy and effectiveness of our disclosure controls and procedures;
z overseeing procedures for the treatment of complaints on accounting, internal accounting controls or
audit matters;
z reviewing and discussing with management and the independent registered public accounting firm,
our audited and quarterly unaudited financial statements, the results of our annual audit, and our
publicly-filed reports;
z reviewing and discussing with management and the independent registered public accounting firm,
our major financial risk exposures and the steps management has taken to monitor and control those
exposures;
z reviewing and overseeing any related person transactions; and
z preparing the audit committee report in our annual proxy statement.
Compensation Committee
The Compensation Committee is comprised of Mr. Conway, Mr. de Groen, Ms. Sheppard, and Mr. Stevens,
each of whom is a non-employee director. Mr. de Groen is the chair of the Compensation Committee. Our
Board has determined that each member of the Compensation Committee meets the requirements for
independence under applicable SEC rules and Nasdaq listing rules, including a determination that each
member of the Compensation Committee is a “non-employee director” within the meaning of Rule 16b-3
under the Exchange Act. The Compensation Committee is responsible for, among other things:
z reviewing and approving our CEO’s and other executive officers’ annual base salaries, incentive
compensation plans, including the specific goals and amounts, equity compensation, employment
agreements, severance arrangements and change of control agreements, and any other benefits,
compensation or arrangements;
z administering our equity compensation plans;
z overseeing our overall compensation philosophy, compensation plans and benefits programs;
z reviewing the compensation disclosures in our annual proxy statement; and
z reviewing and monitoring matters related to human capital management, including talent acquisition
and retention and diversity.
Chair:
Max de Groen
Members:
z Craig
Conway
z Gayle
Sheppard
z Brian
Stevens
Compensation Committee Interlocks and Insider Participation
None of the members of the Compensation Committee has been an officer or employee of our company. None of our executive
officers currently serves, or during fiscal year 2022 has served, as a member of the compensation committee or director (or
other board committee performing equivalent functions or, in the absence of any such committee, the entire board of directors)
of any entity that has one or more executive officers serving on the Compensation Committee or our Board.
18
2 0 2 2 P R O X Y S T A T E M E N T
C O R P O R A T E GO vE R N A N C E
Board of Directors and its Committees
Nominating and Corporate Governance Committee
The Nominating and Corporate Governance Committee is comprised of Mr. Conway, Ms. Gambale, Mr. Gomo,
and Mr. Humphrey, each of whom is a non-employee director. Ms. Gambale is the chair of the Nominating
and Corporate Governance Committee. Our Board has determined that each member of the Nominating and
Corporate Governance Committee meets the requirements for independence under Nasdaq listing rules. The
Nominating and Corporate Governance Committee is responsible for, among other things:
z determining the qualifications required to be a member of our Board and recommending to our Board
the criteria to be considered in selecting director nominees;
z evaluating and making recommendations regarding the composition, organization and governance of
our Board and its committees;
z evaluating and making recommendations regarding the creation of additional committees or the change
in mandate or dissolution of committees;
z developing and monitoring a set of corporate governance guidelines;
z overseeing and periodically reviewing our environmental, social and governance activities, programs and
public disclosure; and
z reviewing and approving conflicts of interest of our directors and officers, other than related-person
transactions reviewed by the Audit Committee.
Security and Privacy Committee
In March 2022, our Board established the Security and Privacy Committee to assist our Board in its oversight
of our management of technology and information security risks and compliance with data protection
and privacy laws. The Security and Privacy Committee is comprised of Mr. Humphrey, Ms. Sheppard, and
Mr. Stevens, each of whom is a non-employee director. Mr. Stevens is the chair of the Security and Privacy
Committee. The Security and Privacy Committee is responsible for, among other things:
z reviewing information security risk exposures (including cybersecurity and product security risk
exposures) and the strategy, systems, controls and processes to monitor and control these risk
exposures;
z reviewing incident response, business continuity and disaster recovery planning and capabilities; and
z reviewing compliance with applicable global data protection and privacy laws and regulations.
Chair:
Virginia
Gambale
Members:
z Craig
Conway
z Steven J.
Gomo
z David
Humphrey
Chair:
Brian Stevens
Members:
z David
Humphrey
z Gayle
Sheppard
Other Committees
Pursuant to our amended and restated bylaws, our Board may designate other standing or ad hoc committees to
serve at the discretion of our Board from time to time. For example, our Board has delegated certain authority to an
equity award committee (comprised of Mr. Ramaswami).
Board and Committee Meetings and Attendance
Our Board is responsible for the oversight of our company’s management and strategy and for establishing corporate
policies. Our Board and its committees meet throughout the year on a regular basis and also hold special meetings
and act by written consent from time to time. During fiscal year 2022, our Board met 12 times, the Audit Committee
met 10 times, the Compensation Committee met 8 times, and the Nominating and Corporate Governance Committee
met 6 times. The Security and Privacy Committee began meeting formally in fiscal year 2023. During fiscal year 2022,
each director attended 75% or more of the aggregate of the meetings of our Board and of the committees on which
the director served at the time.
We encourage our directors and nominees for director to attend our annual meeting of stockholders but do not require
that they attend. Seven of our eight then-incumbent directors attended our 2021 annual meeting of stockholders.
2 0 2 2 P R O X Y S T A T E M E N T
19
C O R P O R A T E GO vE R N A N C E
Environmental, Social, and Governance
Risk Oversight
Our Board oversees an enterprise-wide approach to risk management, which is designed to support the achievement
of organizational objectives, including strategic objectives, to improve long-term organizational performance and to
enhance stockholder value. Our Board, as a whole, is responsible for determining the appropriate level of risk for our
company, assessing the specific risks that we face and reviewing management’s strategies for adequately mitigating
and managing the identified risks. Although our Board is responsible for administering this risk management oversight
function, the committees of our Board support our Board in discharging its oversight duties and addressing risks
inherent in their respective areas.
The Audit Committee considers and discusses our major financial risk exposures and the steps our management
has taken to monitor and control these exposures, including guidelines and policies to govern the process by which
risk assessment and management is undertaken. The Audit Committee also monitors compliance with legal and
regulatory requirements, in addition to oversight of the performance of our internal audit function. The Nominating
and Corporate Governance Committee monitors the effectiveness of our corporate governance guidelines. The
Compensation Committee assesses and monitors whether our compensation philosophy and practices have the
potential to encourage excessive risk-taking and evaluates compensation policies and practices that could mitigate
such risks. The Security and Privacy Committee monitors our technology and information security risk exposures
(including cybersecurity and product security risk exposures).
At periodic meetings of our Board and its committees, management reports to and seeks guidance from our Board
and its committees with respect to the most significant risks that could affect our business, such as legal, financial,
tax and audit related risks. In addition, management provides the Audit Committee with periodic reports on our
compliance programs and investment policy and practices.
Environmental, Social, and Governance
In demonstrating our commitment to environmental, social, and governance issues and the important part they
play in our success, we published our second annual Environmental, Social, and Governance Report in 2022. We
encourage you to read our Environmental, Social, and Governance Report at http://ir.nutanix.com/company/esg. The
report provides a high-level overview on our views, approach to, and performance around environmental, social, and
governance matters. The report is not incorporated by reference herein and is not a part of this proxy statement.
Nominations Process and Director Qualifications
Nomination to the Board of Directors
Candidates for nomination to our Board are selected by our Board based on the recommendation of the Nominating
and Corporate Governance Committee in accordance with the committee’s charter, our policies, our amended and
restated certificate of incorporation and amended and restated bylaws, our corporate governance guidelines, the
criteria adopted by our Board regarding director candidate qualifications, and the requirements of applicable law.
In recommending candidates for nomination, the Nominating and Corporate Governance Committee considers
candidates recommended by directors, officers, and employees, as well as candidates that are properly submitted
by stockholders in accordance with our policies and amended and restated bylaws, using the same criteria to evaluate
all such candidates. A stockholder that wishes to recommend a candidate for election to our Board may send a letter
directed to our Chief Legal Officer at Nutanix, Inc., 1740 Technology Drive, Suite 150, San Jose, California 95110. The
letter must include, among other things, the candidate’s name, home and business contact information, detailed
biographical data, relevant qualifications, a representation and undertaking from the candidate to serve a full term on
our Board if elected, and information regarding any relationships between the candidate and our company. Additional
information regarding the process for properly submitting stockholder nominations for candidates for membership on
our Board is set forth above under “Questions and Answers About Proxy Materials and Voting” and in our amended
and restated bylaws.
Evaluations of candidates generally involve a review of background materials, internal discussions and interviews
with selected candidates as appropriate and, in addition, the Nominating and Corporate Governance Committee may
engage consultants or third-party search firms to assist in identifying and evaluating potential nominees.
20
2 0 2 2 P R O X Y S T A T E M E N T
C O R P O R A T E GO vE R N A N C E
Nominations Process and Director Qualifications
Bain Board Nomination Rights
In August 2020, we entered into an investment agreement with BCPE Nucleon (DE) SPV, LP (collectively with its
affiliates, “Bain”) relating to the issuance and sale to Bain of $750 million in an initial aggregate principal amount
of our 2.50% convertible senior notes due 2026. Pursuant to this investment agreement, we appointed two Bain
nominees, David Humphrey and Max de Groen, to our Board in September 2020. In general, Bain will continue to
be entitled to have two nominees designated to our Board. However, if, at any time, Bain beneficially owns less than
50% of the common stock underlying the convertible senior notes (on an as-converted basis, and assuming full
physical settlement), Bain will be entitled to have only one nominee designated to our Board, and if, at any time, Bain
beneficially owns less than 25% of the common stock underlying the convertible senior notes (on an as-converted
basis, and assuming full physical settlement), Bain will not be entitled to have any nominee designated to our Board.
Further, Bain will not have a right to nominate (i) a second member to our Board, if Bain beneficially owns less than
9.09% of all of our common stock then outstanding (on an as-converted basis, and assuming full physical settlement),
even if Bain otherwise beneficially owns at least 50% of the common stock underlying the convertible senior notes
(on an as-converted basis, and assuming full physical settlement), or (ii) any member to our Board, if Bain collectively
beneficially owns less than 4.0% of all of our common stock then outstanding (on an as-converted basis, and assuming
full physical settlement), even if Bain otherwise beneficially owns at least 25% of the common stock underlying the
convertible senior notes (on an as-converted basis, and assuming full physical settlement).
Director Qualifications
With the goal of developing a diverse, experienced and highly qualified board of directors, the Nominating and
Corporate Governance Committee is responsible for developing and recommending to our Board the desired
qualifications, expertise and characteristics of members of our Board, including qualifications that the committee
believes must be met by a committee-recommended nominee for membership on our Board and specific qualities
or skills that the committee believes are necessary for one or more of the members of our Board to possess.
In addition to the qualifications, qualities, and skills that are necessary to meet U.S. state and federal legal, regulatory
and Nasdaq listing requirements and the provisions of our amended and restated certificate of incorporation, amended
and restated bylaws, corporate governance guidelines, and charters of the board committees, the Nominating and
Corporate Governance Committee requires the following minimum qualifications to be satisfied by any nominee
for a position on our Board: (i) the highest personal and professional ethics and integrity, (ii) proven achievement
and competence in the nominee’s field and the ability to exercise sound business judgment, (iii) skills that are
complementary to those of the existing directors, (iv) the ability to assist and support management and make
significant contributions to our success, and (v) an understanding of the fiduciary responsibilities that are required of a
member of our Board and the commitment of time and energy necessary to diligently carry out those responsibilities.
When considering nominees, the Nominating and Corporate Governance Committee may take into consideration
many other factors including, among other things, the candidates’ character, integrity, judgment, independence,
area of expertise, corporate experience, length of service, and potential conflicts of interest, the candidates’ other
commitments, diversity with respect to professional background, education, race, ethnicity, gender, age and geography,
and the size and composition of our Board and the needs of our Board and its committees. Our Board and the
Nominating and Corporate Governance Committee believe that a diverse, experienced and highly qualified board
of directors fosters a robust, comprehensive and balanced decision-making process for the continued effective
functioning of our Board and success of our company. Accordingly, through the nomination process, the Nominating
and Corporate Governance Committee seeks to promote board membership that reflects diversity, factoring in
gender, race, ethnicity, differences in professional background, education, skill, and experience, and other individual
qualities and attributes that contribute to the total mix of viewpoints and experience. The Nominating and Corporate
Governance Committee evaluates the foregoing factors, among others, and does not assign any particular weighting
or priority to any of the factors.
The brief biographical description of each director set forth in “Proposal 4 – Election of Directors” includes the primary
individual experience, qualifications, attributes and skills of each of our directors that led to the conclusion that each
director should serve as a member of our Board at this time.
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21
C O R P O R A T E G O v E R N A N C E
Proposal 1: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation To Declassify the Board of Directors and Provide For the Annual Election of Directors
Proposal 1: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation To Declassify the Board of Directors
and Provide For the Annual Election of Directors
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 1.
Background
Our Board is currently comprised of eight members. In accordance with our Current Charter, our Board is divided
into three classes with staggered three-year terms.
After considering the advantages and disadvantages of declassification, our Board has determined it is advisable and
in the best interests of our company and our stockholders to amend and restate our Current Charter, in accordance
with the DGCL, to phase out of the classified board structure so that our Board is fully declassified by the 2025 annual
meeting of stockholders.
If this proposal is approved by our stockholders, commencing with the election of directors at our next annual meeting,
all directors whose terms are expiring shall be elected annually for terms of one year, and each director elected after
this Annual Meeting shall hold office until the next succeeding annual meeting of stockholders and until his or her
successor has been duly elected and qualified, subject, however, to such director’s earlier death, resignation, retirement,
disqualification or removal. To ensure a smooth transition to the new declassified structure of our Board and to permit
the current directors to serve out the three-year terms to which the stockholders elected the directors, this proposal
will not shorten the term of any director elected before this Annual Meeting or at this Annual Meeting. Thus, at the
2023 annual meeting of stockholders, if re-nominated, the Class I directors would be up for re-election for one-year
terms and until his or her successor has been duly elected and qualified, subject, however, to such director’s earlier
death, resignation, retirement, disqualification or removal. At the 2024 annual meeting of stockholders, the Class I
and Class II directors will be up for re-election for one-year terms and until his or her successor has been duly elected
and qualified, subject, however, to such director’s earlier death, resignation, retirement, disqualification or removal.
At the 2025 annual meeting of stockholders, all directors will be up for re-election for one-year terms and until his
or her successor has been duly elected and qualified, subject, however, to such director’s earlier death, resignation,
retirement, disqualification or removal.
This proposal, if approved, would not change our Board’s authority to change the present number of directors and
to fill any vacancies or newly created directorships. Any director appointed to fill newly created director seats or
vacancies would hold office for the remaining term of his or her predecessor.
In addition, a provision in a Delaware corporation’s organizational documents that provides that a director may only
be removed “for cause” by the stockholders is not valid if the corporation has a nonclassified board of directors. As
a result, the Proposed Charter provides that directors may be removed in accordance with relevant Delaware law
principles.
Proposed Amendment
The text of the Proposed Charter is attached as Appendix B to this proxy statement and incorporated herein by
reference.
Summary and Recommendation of our Board
This proposal is a result of our Board’s ongoing review of our corporate governance policies. A classified board
structure can be viewed as diminishing a board’s accountability to stockholders because such structure does not
enable stockholders to express a view on each director’s performance by means of an annual vote. Annual voting
allows stockholders to express their views on the individual performance of each director and on the entire board
of directors more frequently than with a classified board structure and provides stockholders a more active role in
shaping and implementing corporate governance policies. Our Board believes that approval of a phase out of the
classified board structure will further enhance stockholder input, feedback and engagement through the annual
stockholder meeting process.
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2 0 2 2 P R O X Y S T A T E M E N T
Proposal 2: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Eliminate Supermajority voting Requirements
C O R P O R A T E G O v E R N A N C E
Our Board believes that it is in the best interests of our company and our stockholders to approve the Proposed
Charter to further adopt best-in-class corporate governance practices and to declassify our Board and provide for
the annual election of directors. Accordingly, our Board unanimously recommends a vote FOR the approval of the
Proposed Charter.
Vote Required
Approval of Proposal 1 requires FOR votes from the holders of a 66⅔% of the voting power of the outstanding shares
of our capital stock entitled to vote on the proposal. Abstentions and broker non-votes will have the same effect as a
vote AGAINST the proposal. Approval of Proposal 1 is also conditioned on the approval of Proposals 2 and 3. If either
Proposal 2 or 3 is not approved, our Board will not implement Proposal 1, even if it is approved by the requisite vote
of our stockholders.
If Proposals 1, 2 and 3 are approved by the requisite number of our stockholders, we expect to file the Proposed
Charter with the Secretary of State of the State of Delaware following the Annual Meeting, which Proposed Charter
will become effective at the time of filing.
Notwithstanding the foregoing, at any time prior to the effectiveness of the filing of the Proposed Charter with the
Secretary of State of the State of Delaware, our Board reserves the right to abandon the Proposed Charter and not to
file the Proposed Charter, even if the Proposed Charter is approved by our stockholders, if our Board, in its discretion,
determines that the Proposed Charter is no longer in the best interests of our Company or our stockholders.
If any of Proposal 1, 2 or 3 is not approved by the requisite vote of our stockholders, then the Proposed Charter will
not be filed with the Secretary of State of the State of Delaware and our Current Charter will remain in place and our
Board will remain classified.
Proposal 2: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Eliminate Supermajority voting
Requirements
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 2.
Background
In addition to the proposed amendment to our Current Charter to declassify our Board, we are also seeking stockholder
approval of the amendment and restatement of our Current Charter to further improve the quality of our corporate
governance by reducing certain voting requirements.
Our Current Charter requires the affirmative vote of the holders of at least 66⅔% in voting power of the then
outstanding shares of our capital stock entitled to vote, voting together as a single class, for stockholders to approve
certain amendments to our certificate of incorporation, for stockholders to amend our bylaws and for stockholders to
remove directors for cause (together, the “supermajority voting requirements”). We are seeking stockholder approval
to eliminate these supermajority voting requirements from our Current Charter and to replace such requirements
with a majority voting standard.
After considering the advantages and disadvantages of maintaining our current consent threshold, our board of
directors has determined it is advisable and in the best interests of the Company and our stockholders to amend and
restate our Current Charter to remove the supermajority voting requirements.
If Proposal 2 is approved by our stockholders, the voting standard for stockholder approval of any future amendments
to our certificate of incorporation or our bylaws, and for stockholders to remove directors, would be by the affirmative
vote of the holders of at least a majority of the voting power of the outstanding shares of our stock entitled to vote
thereon, voting together as a single class, which is the default voting standard under the DGCL. Our Board will retain
the right to amend, alter, change, or repeal any provision of our certificate of incorporation or our bylaws without
seeking approval of our stockholders, where permitted by the DGCL.
2 0 2 2 P R O X Y S T A T E M E N T
23
C O R P O R A T E GO vE R N A N C E
Proposal 3: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Eliminate Inoperative Provisions and Update Certain Other Miscellaneous Provisions
Proposed Amendment
The text of the Proposed Charter is attached as Appendix B to this proxy statement and incorporated herein by
reference.
Related Changes to our Bylaws
On October 6, 2022, our Board of Directors approved the amendment and restatement of our amended and restated
bylaws in order to, among other things, replace the provision requiring a supermajority vote in order for our stockholders
to amend our bylaws with a majority vote threshold.
Summary and Recommendation of our Board
This proposal is a result of our Board’s ongoing review of our corporate governance policies. Our Board believes that
it is in the best interests of our company and our stockholders to approve the Proposed Charter in order to eliminate
the supermajority voting requirements in order to further enhance stockholder input, feedback and engagement
through the annual stockholder meeting process. Accordingly, our Board unanimously recommends a vote FOR the
approval of the Proposed Charter.
Vote Required
Approval of Proposal 2 requires FOR votes from the holders of a 66⅔% of the voting power of the outstanding shares
of our capital stock entitled to vote on the proposal. Abstentions and broker non-votes will have the same effect as a
vote AGAINST the proposal. Approval of Proposal 2 is also conditioned on the approval of Proposals 1 and 3. If either
Proposal 1 or 3 is not approved, our Board will not implement Proposal 2, even if it is approved by the requisite vote
of our stockholders.
If Proposals 1, 2 and 3 are approved by the requisite number of our stockholders, we expect to file the Proposed
Charter of Amendment with the Secretary of State of the State of Delaware following the Annual Meeting, which
Proposed Charter will become effective at the time of filing.
Notwithstanding the foregoing, at any time prior to the effectiveness of the filing of the Proposed Charter with
the Secretary of State of the State of Delaware, our Board reserves the right to abandon the Proposed Charter
and not to file the Proposed Charter, even if the Proposed Charter is approved by our stockholders, if our Board,
in its discretion, determines that the Proposed Charter is no longer in the best interests of our Company or our
stockholders.
If any of Proposals 1, 2 or 3 is not approved by the requisite vote of our stockholders, then the Proposed
Charter will not be filed with the Secretary of State of the State of Delaware and our Current Charter will remain
in place.
Proposal 3: Approval of Amendment and Restatement of Amended and
Restated Certificate of Incorporation to Eliminate Inoperative Provisions
and Update Certain Other Miscellaneous Provisions
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 3.
Background
In addition to the proposed amendment to our Current Charter to declassify our Board and eliminate the supermajority
voting requirements, we are also seeking stockholder approval of the amendment and restatement of our Current
Charter to remove historical references to Class B common stock and make certain other clarifying changes and
updates, which we believe do not substantively affect stockholder rights. In connection with the completion of our
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2 0 2 2 P R O X Y S T A T E M E N T
Restated Certificate of Incorporation to Eliminate Inoperative Provisions and Update Certain Other Miscellaneous Provisions
Proposal 3: Approval of Amendment and Restatement of Amended and
C O R P O R A T E GO vE R N A N C E
initial public offering, we adopted a dual class stock structure and authorized both Class A common stock and Class B
common stock. In January 2022, all outstanding shares of Class B common stock automatically converted into the
same number of shares of Class A common stock pursuant to the terms of our Current Charter. In connection with
this conversion, we filed a certificate of retirement effecting the retirement of the shares of Class B common stock
that were issued but no longer outstanding, which had the effect of amending our Current Charter such that the
Company’s total authorized shares of capital stock were reduced by the number of retired shares of Class B stock.
We are now seeking stockholder approval of the amendment and restatement of our Current Charter to remove all
provisions related to Class B common stock, and make certain other clarifying changes and updates, which we believe
do not substantively affect stockholder rights.
Proposed Amendment
The text of the Proposed Charter is attached as Appendix B to this proxy statement and incorporated herein by
reference.
Summary and Recommendation of our Board
This proposal is a result of our Board’s desire to streamline our Current Charter and remove historical provisions that
are no longer applicable. Our Board believes that it is in the best interests of our company and our stockholders
to approve the Proposed Charter in order to remove provisions related to Class B common stock and make certain
other clarifying changes and updates. Accordingly, our Board unanimously recommends a vote FOR the approval of
the Proposed Charter.
Vote Required
Approval of Proposal 3 requires FOR votes from the holders of a 66⅔% of the voting power of the outstanding shares
of our capital stock entitled to vote on the proposal. Abstentions and broker non-votes will have the same effect as a
vote AGAINST the proposal. Approval of Proposal 3 is also conditioned on the approval of Proposals 1 and 2. If either
Proposal 1 or 2 is not approved, our Board will not implement Proposal 3, even if it is approved by the requisite vote
of our stockholders.
If Proposals 1, 2 and 3 are approved by the requisite number of our stockholders, we expect to file the Proposed
Charter with the Secretary of State of the State of Delaware following the Annual Meeting, which Proposed Charter
will become effective at the time of filing.
Notwithstanding the foregoing, at any time prior to the effectiveness of the filing of the Proposed Charter with
the Secretary of State of the State of Delaware, our Board reserves the right to abandon the Proposed Charter
and not to file the Proposed Charter, even if the Proposed Charter is approved by our stockholders, if our Board,
in its discretion, determines that the Proposed Charter is no longer in the best interests of our Company or our
stockholders.
If any of Proposals 1, 2 or 3 is not approved by the requisite vote of our stockholders, then the Proposed Charter will
not be filed with the Secretary of State of the State of Delaware and our Current Charter will remain in place.
2 0 2 2 P R O X Y S T A T E M E N T
25
CORPORATE GOVERNANCE
C O R P O R A T E GO vE R N A N C E
Proposal 4: Election of Directors
Proposal 4: Election of Directors
OUR BOARD RECOMMENDS A VOTE FOR DAVID HUMPHREY, RAJIV RAMASWAMI, AND GAYLE SHEPPARD AS
CLASS III DIRECTORS.
Our Board currently consists of eight members. At each annual meeting of stockholders, the successors to directors
whose terms then expire will be elected to serve from the time of election until the third annual meeting following
their election. Our directors are currently divided into three classes as follows:
z Class I directors: Steven J. Gomo and Max de Groen, whose terms will expire at the annual meeting of stockholders
to be held after the end of the fiscal year ending July 31, 2023;
z Class II directors: Craig Conway, Virginia Gambale, and Brian Stevens, whose terms will expire at the annual meeting
of stockholders to be held after the end of the fiscal year ending July 31, 2024; and
z Class III directors: David Humphrey, Rajiv Ramaswami, and Gayle Sheppard, whose terms will expire at the Annual
Meeting, unless re-elected.
Any additional directorships resulting from an increase in the number of directors will be distributed among the three
classes so that, as nearly as possible, each class will consist of one-third of the directors. The division of our Board
into three classes with staggered three-year terms may delay or prevent a change of our management or a change
of control of our company. Provided that Proposals 1, 2 and 3 are approved, our classified board structure will be
phased out starting with the 2023 annual meeting of stockholders, and at that meeting the directors whose terms
are then expiring will be appointed to serve for a one-year term instead of a three-year term.
Mr. Humphrey, Mr. Ramaswami, and Ms. Sheppard have each been nominated to continue to serve as Class III directors
for a three-year term, and each of them has agreed to stand for re-election at the Annual Meeting. Our management
has no reason to believe that Mr. Humphrey, Mr. Ramaswami, or Ms. Sheppard will be unable to serve as Class III
directors. If elected at the Annual Meeting, Mr. Humphrey, Mr. Ramaswami, and Ms. Sheppard would each serve until
the annual meeting of stockholders to be held after the end of fiscal year 2025 and until his or her successor has
been duly elected, or if sooner, until his or her death, resignation or removal.
Vote Required
Directors are elected by the affirmative vote of a majority of the votes cast, meaning that the number of shares
voted FOR a director’s election exceeds the number of votes cast AGAINST such director’s election. Withhold votes
and broker non-votes have no legal effect on the outcome. Shares represented by executed proxies will be voted,
if authority to do so is not withheld, for the election of the three nominees named above. If any nominee becomes
unavailable for election as a result of an unexpected occurrence, shares that would have been voted for that nominee
will instead be voted for the election of a substitute nominee proposed by us. In October 2022, we amended and
restated our Amended and Restated Bylaws to provide for majority voting in uncontested director elections and
updated our corporate governance guidelines to require directors to tender an irrevocable offer to resign if they do
not receive majority vote and our Board to accept such offer to resign absent a compelling reason.
Nominees
The Nominating and Corporate Governance Committee seeks to assemble a board of directors that, as a group,
can best perpetuate the success of the business and represent stockholder interests through the exercise of sound
judgment using its diversity of background and experience in various areas. To that end, the committee has identified
and evaluated nominees in the broader context of our board’s overall composition, with the goal of recruiting members
who complement and strengthen the skills of other members and who also exhibit integrity, collegiality, sound business
judgment and other qualities deemed critical to effective functioning of our Board.
Set forth below is biographical information for the nominees and each person whose term of office as a director will
continue after the Annual Meeting. This includes information regarding each director’s experience, qualifications,
attributes or skills that led our Board to recommend them for board service.
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C O R P O R A T E GO vE R N A N C E
Proposal 4: Election of Directors
Class III Nominees for Re-Election at the Annual Meeting
David Humphrey
Age: 45
Director since: 2020
Independent
Committees:
z Nominating and Corporate Governance
z Security and Privacy
Other public boards in the past five years:
z NortonLifeLock Inc. (2016-2021)
z Genpact Limited (2012-2019)
Professional background
Mr. Humphrey is currently a managing director in the Technology, Media and Telecommunications Vertical and Co-Head of
Bain Capital’s North America Private Equity businesses. Prior to joining Bain Capital Private Equity, Mr. Humphrey was an
investment banker in the mergers and acquisitions group at Lehman Brothers where he advised companies on mergers
and acquisitions across a range of industries. Mr. Humphrey previously served as a member of the boards of directors of
NortonLifeLock Inc. (formerly known as Symantec Corporation), a cybersecurity software and services company, from
August 2016 until January 2021, Genpact Limited, an IT services company, from October 2012 to November 2019, and Bright
Horizons Family Solutions Inc., a child-care services company, from May 2008 to June 2017. Mr. Humphrey currently also
serves on the board of directors of several private companies.
Education
B.A. in Economics from Harvard College; M.B.A. from Harvard Business School.
Key skills and experience
Our Board believes that Mr. Humphrey is qualified to serve as a member of our Board because of his significant corporate
finance and business expertise gained from his experience in the venture capital and IT industries, including his time spent
serving on the boards of directors of various technology companies.
Rajiv Ramaswami
Age: 56
Director since: 2020
President and CEO
Committees:
z None
Other public boards in the past five years:
z NeoPhotonics Corporation (2014-2022)
Professional background
Mr. Ramaswami has served as our President and Chief Executive Officer since December 2020. A seasoned technology
industry executive, Mr. Ramaswami has more than 30 years of experience spanning software, cloud services, and network
infrastructure. He brings to our company a proven track record of building and scaling enterprises and teams, having a strong
customer-centric approach, operational execution and developing innovative products and solutions to drive growth and
value creation. Prior to joining Nutanix, Mr. Ramaswami served as Chief Operating Officer of Products and Cloud Services
at VMware from October 2016 until December 2020. From April 2016 to October 2016, Mr. Ramaswami led VMware’s
Networking and Security business as Executive Vice President and General Manager. Mr. Ramaswami served as Executive
Vice President and General Manager, Infrastructure and Networking at Broadcom from February 2010 to January 2016,
where he established Broadcom as a leader in data center, enterprise, and carrier networking. Prior to Broadcom, he served
in multiple General Manager roles at Cisco across switching, data center, storage and optical networking business units.
Earlier in his career, he held various leadership positions at Nortel, Tellabs, and IBM. Mr. Ramaswami also served as a member
of the board of directors of NeoPhotonics Corporation, a manufacturer of telecommunications circuits, from March 2014 to
August 2022. Mr. Ramaswami is an Institute of Electrical and Electronics Engineers Fellow and holds 36 patents, primarily
in optical networking.
Education
B.Tech. in Electrical Engineering from the Indian Institute of Technology, Madras; M.S. and Ph.D. in Electrical Engineering from
the University of California, Berkeley.
Key skills and experience
Our Board believes that Mr. Ramaswami’s extensive business experience and expertise in the technology industry, gained from
his executive leadership roles at other technology companies, as well as the perspective and experience that Mr. Ramaswami
brings as our President and Chief Executive Officer, uniquely qualify him to serve on our Board.
2 0 2 2 P R O X Y S T A T E M E N T
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C O R P O R A T E GO vE R N A N C E
Proposal 4: Election of Directors
Gayle Sheppard
Age: 69
Director since: 2022
Independent
Committees:
z Compensation
z Security and Privacy
Other public boards in the past five years:
z Envista Holdings Corporation (2020-2021)
Professional background
Ms. Sheppard currently serves as Corporate Vice President and Chief Technology Officer for Microsoft Asia where she is
responsible for establishing the vision, strategy and execution programs for customer and partner co-innovation and digital
transformation. Prior to her current role, Ms. Sheppard served as the Head of Global Expansion and Digital Transformation
for Microsoft Cloud and AI, where she was responsible for the vision, strategy, and long-range P&L for growing Microsoft’s
global Cloud Services and working with customers who are implementing multiyear digital innovation and modernization
strategies and as the Corporate Vice President of Azure Data at Microsoft. Earlier in her career, she served as Vice President
and General Manager of the Saffron AI/ML Division, Intel Corporation, and held various leadership positions at Saffron
Technology, Inc., Ketera Technologies, Inc., and J.D. Edwards, Inc. She has founded, created, or contributed to start-up
and Fortune 100 companies focused on Artificial Intelligence platforms, solutions in business and consumer markets, and
digitization of business in a wide variety of industries. Ms. Sheppard previously served as a member of the board of directors
of Envista Holdings Corporation, a medical technology holding company, from July 2020 until November 2021.
Education
B.S. in Business Administration from University of South Florida.
Key skills and experience
Our Board believes that Ms. Sheppard is qualified to serve as a member of our Board based on her extensive global business
experience and deep technology expertise.
Class I Directors Continuing in Office Until the Annual Meeting of Stockholders After the
End of the Fiscal Year Ending July 31, 2023
Steven J. Gomo
Age: 70
Director since: 2015
Independent
Committees:
z Audit (Chair)
z Nominating and Corporate Governance
Other public boards in the past five years:
z Enphase Energy, Inc. (since 2011)
z Micron Technology, Inc. (since 2018)
Professional background
Mr. Gomo previously served as Executive Vice President, Finance and Chief Financial Officer of NetApp, Inc., a computer
storage and data management company from October 2004 until December 2011, as well as Senior Vice President, Finance
and Chief Financial Officer from August 2002 to September 2004. He has served as a member of the board of directors
of Enphase Energy, Inc., a solar energy management device maker, since March 2011; a member of the board of directors
of Micron Technology, Inc., a developer and manufacturer of semiconductor memory products, since October 2018; and
a member of the board of directors of Solaria Corporation, a private provider of advanced solar energy products, since
October 2019. Mr. Gomo also previously served on the board of directors of NetSuite Inc., a business management software
company, from March 2012 until it was acquired by Oracle Corporation in November 2016, and SanDisk Corporation, a flash
memory storage solutions and software company, from December 2005 until the company was acquired by Western Digital
Corporation in May 2016.
Education
B.S. in Business Administration from Oregon State University; M.B.A. from Santa Clara University.
Key skills and experience
Our Board believes that Mr. Gomo is qualified to serve as a member of our Board because of his substantial corporate
governance, operational and financial expertise gained from holding various executive positions at publicly-traded technology
companies and from serving on the board of directors of several public companies.
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C O R P O R A T E GO vE R N A N C E
Proposal 4: Election of Directors
Other public boards in the past five years:
z None
Max de Groen
Age: 37
Director since: 2020
Independent
Committees:
z Audit
z Compensation (Chair)
Professional background
Mr. de Groen joined Bain Capital in 2011 and is currently a managing director in the Technology Vertical at Bain. Prior to
joining Bain Capital Private Equity, Mr. de Groen was a consultant at The Boston Consulting Group, where he consulted
in healthcare, financial services, and technology practice areas. Mr. de Groen currently serves on the board of directors of
several private companies.
Education
B.S. in Finance from the University of Minnesota; M.B.A. from Harvard Business School.
Key skills and experience
Our Board believes that Mr. de Groen is qualified to serve as a member of our Board because of his significant corporate
finance and business expertise gained from his experience in the venture capital and IT industries, including his time spent
serving on the boards of directors of technology companies.
Class II Directors Continuing in Office Until the Annual Meeting of Stockholders After the
End of the Fiscal Year Ending July 31, 2024
Craig Conway
Age: 68
Director since: 2017
Independent
Committees:
z Compensation
z Nominating and Corporate Governance
Other public boards in the past five years:
z Salesforce, Inc. (since 2005)
z Guidewire Software, Inc. (2010-2019)
Professional background
Mr. Conway previously served as President and Chief Executive Officer of PeopleSoft, Inc., an enterprise application software
company, from 1999 to 2004. Mr. Conway also served as President and Chief Executive Officer of One Touch Systems from
1996 to 1999 and TGV Software from 1993 to 1996. Prior to that, Mr. Conway held executive management positions at a
variety of leading technology companies, including Executive Vice President at Oracle Corporation. Mr. Conway has served
as a member of the board of directors of Salesforce, Inc. (formerly known as salesforce.com, inc.), a cloud-based customer
relationship management company, since October 2005. Mr. Conway previously served as a director of Advanced Micro
Devices, Inc., a semiconductor company, from September 2009 until May 2013, and Guidewire Software, Inc., a provider of
software products to insurance companies, from December 2010 until January 2019.
Education
B.S. in Computer Science and Mathematics, the State University of New York at Brockport.
Key skills and qualifications
Our Board believes that Mr. Conway is qualified to serve as a member of our Board based on his extensive and broad
management experience, gained from his background as the president and chief executive officer of multiple technology
companies and from serving on the board of directors of several public companies.
2 0 2 2 P R O X Y S T A T E M E N T
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C O R P O R A T E GO vE R N A N C E
Proposal 4: Election of Directors
Virginia Gambale
Age: 63
Director since: 2020
Independent Chair of the Board since June 2021
Committees:
z Audit
z Nominating and Corporate Governance (Chair)
Other public boards in the past five years:
z FD Technologies plc (since 2015)
z Virtu Financial, Inc. (since 2020)
z Jamf Holding Corp. (since 2021)
z Regis Corporation (2018-2021)
z JetBlue Airways Corporation (2006-2021)
Professional background
Ms. Gambale is Managing Partner of Azimuth Partners LLC, a technology advisory firm facilitating the growth and adoption
of emerging technologies for financial services, consumer and technology companies. Prior to founding Azimuth Partners
in 2003, Ms. Gambale held senior management positions at Merrill Lynch, Bankers Trust, Deutsche Bank and Marsh &
McLennan. She was also the Head of Deutsche Bank Strategic Ventures, and subsequently a General Partner at Deutsche Bank
Capital and ABS Ventures until founding Azimuth Partners. Ms. Gambale has also served on the boards of directors of: FD
Technologies plc (formerly known as First Derivatives plc), a provider of software and consulting services, since March 2015;
Virtu Financial, Inc., a financial services company, since January 2020; Jamf Holding Corp., a provider of Apple enterprise
management, infrastructure and security platform, since May 2021; 10x Banking Technology Services Ltd., a private financial
technology firm, since March 2022; and Avellino Lab USA, Inc., a private molecular diagnostics company, since June 2022.
She also previously served on numerous international public and private boards, including Core BTS, Regis Corporation,
JetBlue Airways, Piper Jaffray, Workbrain, Synchronoss Technologies, and IQ Financial.
Education
B.S. in Mathematics and Computer Science from the New York Institute of Technology.
Key skills and qualifications
Our Board believes Ms. Gambale is qualified to serve as a member of our Board because of her extensive prior experience
in senior leadership positions in finance and technology, as well as her time spent serving on the boards of numerous public
and private companies.
Brian Stevens
Age: 59
Director since: 2019
Independent
Committees:
z Compensation
z Security and Privacy (Chair)
Other public boards in the past five years:
z Genpact Limited (since 2020)
Professional background
Mr. Stevens has served as Chief Executive Officer of Neuralmagic, Inc., a private machine learning company, since March 2021,
and as its Executive Chairman from July 2019 until March 2021. Mr. Stevens has also served as a member of the board of
directors of Genpact Limited, an IT services company, since May 2020. He previously served as Chief Technology Officer from
April 2017 to May 2019 and as Vice President of Product from September 2014 to May 2019 of Google Cloud, where he was
responsible for leading the technology vision for Google’s public cloud offering. Prior to Google, from November 2001 until
September 2014, Mr. Stevens served in various positions at Red Hat, Inc., an open source solutions company, including as
Chief Technology Officer and Executive Vice President of Worldwide Engineering from September 2013 until September 2014.
Mr. Stevens has also served on various boards in the past, including the American Red Cross, IEEE, Pentaho, Data Gravity,
and the Open Stack Foundation.
Education
B.S. in Computer Science from the University of New Hampshire; M.S. in Computer Systems from Rensselaer Polytechnic
Institute.
Key skills and experience
Our Board believes Mr. Stevens is qualified to serve as a member of our Board because of his extensive business experience
and expertise in our industry, gained from his substantial leadership roles as well as his time spent serving on the boards of
other technology companies.
30
2 0 2 2 P R O X Y S T A T E M E N T
C O R P O R A T E GO vE R N A N C E
Director Compensation
Director Compensation
Non-Employee Director Compensation Policy
Members of our Board who are not employees or officers of our company (“non-employee directors”) receive
compensation for their service.
The Compensation Committee reviews the total compensation of our non-employee directors and each element of
our outside director compensation policy annually. At the direction of the Compensation Committee, Compensia,
Inc. (“Compensia”), a nationally recognized compensation consulting firm, annually analyzes the competitive position
of our outside director compensation policy against the peer group used for executive compensation purposes. For
a more detailed description of the role of Compensia, the Compensation Committee’s independent compensation
consultant, please refer to the section titled “Executive Compensation – Compensation Discussion and Analysis –
Compensation-Setting Process – Role of Compensation Consultant.” Under our amended and restated outside director
compensation policy, each non-employee director is entitled to receive (i) an annual RSU award on the date of each
annual meeting of stockholders with a total dollar value of $250,000 for the director’s service as a board member
and (ii) annual cash retainers, payable quarterly in arrears, for the director’s service as follows:
Annual RSU Award
Board Member
Annual Cash Retainer
Board Member
Additional Annual Cash Retainers
Board Chair
Lead Independent Director
Additional Annual Cash Retainers for Committee Service
Audit Committee
Compensation Committee
Nominating and Corporate Governance Committee
Security and Privacy Committee
Chair
$30,000
$20,000
$ 15,000
$ 15,000
$250,000
$ 50,000
$ 87,500(1)
$ 47,500
Member
$ 12,500
$ 10,000
$
$
7,500
7,500
(1) In September 2022, the additional annual cash retainer for service as Board Chair was increased to $107,500.
Non-employee directors receive no other form of remuneration, perquisites or benefits, but are reimbursed for their
reasonable travel expenses incurred in attending board and committee meetings.
Our 2016 Equity Incentive Plan provides that, in any fiscal year, none of our non-employee directors may be granted
cash-settled awards with a grant date fair value of more than $750,000 (or, in connection with a director’s initial
service, $1.5 million) or stock-settled awards with a grant date fair value of more than $750,000 (or, in connection
with a director’s initial service, $1.5 million).
2 0 2 2 P R O X Y S T A T E M E N T
31
C O R P O R A T E GO vE R N A N C E
Director Compensation
Fiscal Year 2022 Director Compensation Table
The following table provides information for all compensation awarded to, earned by or paid to each person who
served as a non-employee director for all or a portion of the fiscal year ended July 31, 2022 or a portion thereof.
Mr. Ramaswami, our President and CEO, did not receive compensation for his service as a director. The compensation
received by Mr. Ramaswami as an employee is shown in “Executive Compensation – Executive Compensation Tables –
Fiscal Year 2022 Summary Compensation Table.”
Stock
Awards(1)
($)
Option
Awards
($)
Non-Equity
Incentive Plan
Compensation
($)
Change in
Pension
Value and
Nonqualified
Deferred
Compensation
Earnings
($)
All Other
Compensation
($)
241,793
241,793
241,793
241,793
241,793
241,793
194,883
241,793
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
Total
($)
263,081
288,683
299,807
379,218
297,889
283,917
226,171
288,971
Fees
Earned
or Paid in
Cash
($)
21,288
46,890
58,014
137,425
56,096
42,124
31,288
47,178
Name
Susan L. Bostrom(2)
Craig Conway
Max de Groen
Virginia Gambale
Steven J. Gomo
David Humphrey
Gayle Sheppard(3)
Brian Stevens
(1) The amounts reported in this column represent the aggregate grant date fair value of the RSUs granted, as computed in accordance with ASC
Topic 718. The assumptions used in the valuation of these awards are set forth in the notes to our consolidated financial statements included in our
Annual Report on Form 10-K for our fiscal year ended July 31, 2022 filed with the SEC on September 21, 2022. These amounts do not necessarily
reflect the actual economic value that may ultimately be realized by the director.
(2) Ms. Bostrom resigned from our Board on March 30, 2022.
(3) Ms. Sheppard was appointed to our Board on January 28, 2022 and received a prorated annual RSU grant under our amended and restated
outside director compensation policy.
Outstanding Director Equity Awards at Fiscal Year 2022 Year-End Table
Our non-employee directors held the following outstanding option and RSU awards as of July 31, 2022. The table
excludes Mr. Ramaswami, whose outstanding awards are reflected in the section titled “Executive Compensation –
Executive Compensation Tables – Outstanding Equity Awards at Fiscal Year 2022 Year-End Table.”
Name
Susan L. Bostrom(1)
Craig Conway
Max de Groen
Virginia Gambale
Steven J. Gomo
David Humphrey
Gayle Sheppard(2)
Brian Stevens
# of Outstanding Options
(in shares)
# of Outstanding RSUs
(in shares)
—
—
—
—
—
—
—
—
—
7,365
7,365
7,365
7,365
7,365
7,484
7,365
(1) Ms. Bostrom resigned from our Board on March 30, 2022, and as a result, all of her remaining unvested RSUs were terminated in full.
(2) Ms. Sheppard was appointed to our Board on January 28, 2022.
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2 0 2 2 P R O X Y S T A T E M E N T
C O R P O R A T E GO vE R N A N C E
Certain Relationships and Related Party Transactions
Stock Ownership Guidelines
Our stock ownership guidelines provide that each non-employee director is expected to attain a minimum share
ownership position with an aggregate value equal to the value of his or her annual equity award for service on our Board
(not including any equity awards for serving as lead independent director or a member or chair of any committees) as
follows: (i) for Mr. Conway and Mr. Gomo, by our 2020 annual meeting of stockholders, (ii) for Mr. Stevens, who joined
our Board in June 2019, by the Annual Meeting, (iii) for each of Ms. Gambale and Messrs. de Groen and Humphrey,
who joined our Board in June 2020, September 2020, and September 2020, respectively, by the annual stockholders
meeting to occur after our fiscal year ending July 31, 2023, (iv) for Ms. Sheppard, by the annual stockholders meeting
to occur after our fiscal year ending July 31, 2025, and (v) for any new directors, by the fourth annual stockholders
meeting after the date such director joined our Board.
Certain Relationships and Related Party Transactions
In addition to the executive officer and director compensation arrangements discussed in the sections titled “Corporate
Governance - Director Compensation” and “Executive Compensation,” the following is a description of each transaction
since August 1, 2021 and each currently proposed transaction in which:
z we have been or are to be a participant;
z the amounts involved exceeded or will exceed $120,000; and
z any of our directors, nominees for election as directors, executive officers or beneficial holders of more than 5% of
any class of our capital stock, or entities affiliated with them, or any immediate family members of or person sharing
the household with any of these individuals, had or will have a direct or indirect material interest.
Equity Awards to Executive Officers and Directors
We have granted equity awards to our named executive officers. For a description of these stock awards, see the
section titled “Executive Compensation – Executive Compensation Tables – Outstanding Equity Awards at Fiscal Year
2022 Year-End Table.”
Policies and Procedures for Related Party Transactions
We have a formal written policy providing that our executive officers, directors, nominees for election as directors,
beneficial owners of more than 5% of any class of our common stock and any member of the immediate family of
any of the foregoing persons, is not permitted to enter into a related party transaction with us without the consent
of the Audit Committee, subject to the exceptions described below.
In approving or rejecting any such proposal, the Audit Committee is to consider the relevant facts and circumstances
available and deemed relevant to the Audit Committee, including, whether the transaction is on terms no less favorable
than terms generally available to an unaffiliated third party under the same or similar circumstances, and the extent
of the related party’s interest in the transaction. The Audit Committee has determined that certain transactions will
not require audit committee approval, including certain employment arrangements of executive officers, director
compensation, transactions with another company at which a related party’s only relationship is as a non-executive
employee, director or beneficial owner of less than 10% of that company’s shares and the aggregate amount involved
does not exceed the greater of $200,000 or 2% of the recipient’s consolidated gross revenues in any fiscal year,
transactions where a related party’s interest arises solely from the ownership of our common stock and all holders of
our common stock received the same benefit on a pro rata basis, and transactions available to all employees generally.
We believe that we have executed all of the transactions set forth above on terms no less favorable to us than we
could have obtained from unaffiliated third parties. It is our intention to ensure that all future transactions between
us and our officers, directors and principal stockholders and their affiliates are approved by the Audit Committee and
are on terms no less favorable to us than those that we could obtain from unaffiliated third parties.
2 0 2 2 P R O X Y S T A T E M E N T
33
AUDIT COMMITTEE MATTERS
Proposal 5: Ratification of Selection of Independent Registered Public
Accounting Firm
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 5.
The Audit Committee has re-appointed Deloitte & Touche LLP as our independent registered public accounting firm
for the fiscal year ending July 31, 2023 and has further directed that management submit this selection for ratification
by our stockholders at the Annual Meeting. Although ratification by our stockholders is not required by law, we have
determined that it is good practice to request ratification of this selection by our stockholders. In the event that
Deloitte & Touche LLP is not ratified by our stockholders, the Audit Committee will review its future selection of
Deloitte & Touche LLP as our independent registered public accounting firm.
Deloitte & Touche LLP audited our financial statements for the fiscal years ended July 31, 2020, 2021 and 2022.
Representatives of Deloitte & Touche LLP are expected to be present during the Annual Meeting, where they will be
available to respond to appropriate questions and, if they desire, to make a statement.
Our Board is submitting this selection as a matter of good corporate governance and because we value our stockholders’
views on our independent registered public accounting firm. Neither our amended and restated bylaws nor other
governing documents or law require stockholder ratification of the selection of our independent registered public
accounting firm. If the stockholders fail to ratify this selection, our Board will reconsider whether or not to retain
that firm. Even if the selection is ratified, our Board may direct the appointment of different independent auditors
at any time during the year if they determine that such a change would be in the best interests of our company and
our stockholders. Our Board unanimously recommends a vote FOR the approval of the ratification of our auditors.
Vote Required
An affirmative vote from holders of a majority in voting power of the shares present at the Annual Meeting or
represented by proxy and entitled to vote on the proposal will be required to ratify the selection of Deloitte &
Touche LLP. Abstentions will have the effect of a vote AGAINST the proposal and broker non-votes will have no effect.
Principal Accountant Fees and Services
The following table provides the aggregate fees for services provided by Deloitte & Touche LLP for the fiscal years
ended July 31, 2021 and 2022.
Audit fees(1)
Audit-related fees(2)
Tax fees(3)
TOTAL FEES
Fiscal Year Ended July 31,
2021
($)
3,511,013
210,000
600,018
2022
($)
3,574,000
—
548,816
4,321,031
4,122,816
(1) Consists of fees billed for professional services rendered in connection with the audit of our consolidated financial statements, including audited
financial statements presented in our Annual Report on Form 10-K, review of the interim consolidated financial statements included in our
quarterly reports and services normally provided in connection with regulatory filings.
(2) Consists of fees billed for assurance and related services that are reasonably related to the performance of the audit or review of our consolidated
financial statements and are not reported under “Audit Fees.”
(3) Consists of fees billed for professional services for tax compliance, tax advice and tax planning. These services include assistance regarding
federal, state and international tax compliance.
34
2 0 2 2 P R O X Y S T A T E M E N T
A U D I T C O M M I T T E E M A T T E R S
Report of the Audit Committee
Pre-Approval Policies and Procedures
Consistent with the requirements of the SEC and the Public Company Accounting Oversight Board, regarding auditor
independence, the Audit Committee has responsibility for appointing, setting compensation, retaining and overseeing
the work of our independent registered public accounting firm. In recognition of this responsibility, the Audit Committee
has adopted a policy and procedures for the pre-approval of audit and non-audit services rendered by our independent
registered public accounting firm, Deloitte & Touche LLP. The policy generally pre-approves specified services in the
defined categories of audit services, audit-related services and tax services up to specified amounts. Pre-approval may
also be given as part of the Audit Committee’s approval of the scope of the engagement of the independent auditor
or on an individual, explicit, case-by-case basis before the independent auditor is engaged to provide each service.
All of the services provided by Deloitte & Touche LLP for the fiscal years ended July 31, 2021 and 2022 described above
were pre-approved by the Audit Committee. The Audit Committee has determined that the rendering of services other
than audit services by Deloitte & Touche LLP is compatible with maintaining the principal accountant’s independence.
Report of the Audit Committee
The Audit Committee has reviewed and discussed the audited financial statements for the fiscal year ended July 31, 2022
with the management of Nutanix. The Audit Committee has discussed with Nutanix’s independent registered public
accounting firm, Deloitte & Touche LLP, the matters required to be discussed by the applicable requirements of the
Public Company Accounting Oversight Board (“PCAOB”) and the SEC. The Audit Committee has also received the
written disclosures and the letter from its independent registered public accounting firm required by applicable
requirements of the PCAOB regarding the independent accountants’ communications with the audit committee
concerning independence, and has discussed with the independent registered public accounting firm the accounting
firm’s independence. Based on the foregoing, the Audit Committee has recommended to our Board that the audited
financial statements be included in Nutanix’s Annual Report on Form 10-K for the fiscal year ended July 31, 2022.
The Audit Committee
Steven J. Gomo (Chair)
Max de Groen
Virginia Gambale
The material in this report is not “soliciting material,” is not deemed “filed” with the SEC and is not to be incorporated
by reference in any filing by Nutanix under the Securities Act or the Exchange Act, whether made before or after the
date hereof and irrespective of any general incorporation language in any such filing.
2 0 2 2 P R O X Y S T A T E M E N T
35
EXECUTIVE OFFICERS
The following is biographical information for our current executive officers as of the date of this proxy statement:
Name
Rajiv Ramaswami
Rukmini Sivaraman
David Sangster
Tyler Wall
Age
56
41
58
56
Position/Office
President and Chief Executive Officer
Chief Financial Officer
Chief Operating Officer
Chief Legal Officer
Our Board chooses our executive officers, who then serve at our Board’s discretion. There are no family relationships
among any of our directors or executive officers.
For biographical information regarding Mr. Ramaswami, please refer to the section above titled “Proposal 1 – Election
of Directors.”
Rukmini Sivaraman has served as our Chief Financial Officer since May 2022. Ms. Sivaraman previously served as
our Senior Vice President, FP&A and Strategic Finance from January 2022 to May 2022. Prior to that, she served in
various roles at our company, including as Senior Vice President of Strategic Finance, Chief People Officer and Senior
Vice President of People and Business Operations. Prior to joining us, Ms. Sivaraman served as an investment banker at
Goldman Sachs from June 2009 to March 2017. Ms. Sivaraman holds an M.B.A. from the Kellogg School of Management
at Northwestern University and an M.S. in Electrical Engineering from the University of Michigan at Ann Arbor.
David Sangster has served as our Chief Operating Officer since March 2019 and was our Executive Vice President,
Engineering & Operations from February 2018 to March 2019, our Executive Vice President, Support & Operations
from February 2016 to February 2018, our Senior Vice President, Operations from April 2014 to February 2016, and
Vice President, Operations from December 2011 to April 2014. Prior to joining us, Mr. Sangster served as Vice President,
Manufacturing Technology at EMC Corporation, an IT storage hardware solutions company, from July 2009 to
December 2011. Mr. Sangster holds a B.S. in Mechanical Engineering from Massachusetts Institute of Technology, an
M.S. in Manufacturing Systems Engineering from Stanford University, and an M.B.A. in Operations and Marketing from
Santa Clara University.
Tyler Wall has served as our Chief Legal Officer since November 2017. Prior to joining us, Mr. Wall was the Senior Vice
President, General Counsel, at Red Book Connect, LLC, a restaurant industry SaaS and technology solutions company,
from April 2014 to September 2017. Prior to that, Mr. Wall was the Vice President, General Counsel, Chief Compliance
Officer and Corporate Secretary at Brocade, a supplier of networking hardware, software, and services, from 2005
to April 2014. Mr. Wall holds a B.S. in Economics from University of Utah, a J.D. from Santa Clara University - School
of Law, and an M.B.A. from Santa Clara University – School of Business.
36
2 0 2 2 P R O X Y S T A T E M E N T
EXECUTIVE COMPENSATION
Proposal 6: Advisory Vote to Approve the Compensation of Our Named
Executive Officers
FOR OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 6.
Section 14A of the Securities Exchange Act of 1934 enables our stockholders to vote whether to approve, on an
advisory or non-binding basis, the compensation of our named executive officers. This vote, commonly known as a
“say-on-pay” vote, gives our stockholders the opportunity to express their views on our named executive officers’
compensation as a whole. This vote is not intended to address any specific item of compensation or any specific
named executive officer, but rather the overall compensation of all our named executive officers and the philosophy,
policies and practices described in this proxy statement.
The say-on-pay vote is advisory, and therefore not binding on us. The say-on-pay vote will, however, provide information
to us regarding stockholder sentiment about our executive compensation philosophy, policies and practices, which the
Compensation Committee will be able to consider when determining executive compensation for the remainder of the
current fiscal year and beyond. Our Board and the Compensation Committee value the opinions of our stockholders
and to the extent there is any significant vote against the named executive officer compensation as disclosed in this
proxy statement, we will communicate directly with stockholders to better understand the concerns that influenced
the vote, consider these concerns, and the Compensation Committee will evaluate whether any actions are necessary
to address those concerns.
We believe that the information provided in the “Executive Compensation” section of this proxy statement, and
in particular the information discussed in “Executive Compensation – Compensation Discussion and Analysis,”
demonstrates that our executive compensation program was designed appropriately and is working to ensure
management’s interests are aligned with our stockholders’ interests to support long-term value creation. Accordingly,
our Board unanimously recommends that our stockholders vote FOR the following resolution at the Annual Meeting:
RESOLVED, that the stockholders approve, on a non-binding advisory basis, the compensation paid to our named
executive officers as disclosed in the proxy statement for the Annual Meeting pursuant to the compensation
disclosure rules of the Securities and Exchange Commission, including in the Compensation Discussion and
Analysis, the compensation tables and the narrative discussions that accompany the compensation tables.
Vote Required
The non-binding advisory vote on named executive officer compensation requires the affirmative vote of a majority
of the voting power of the shares present at the Annual Meeting or represented by proxy and entitled to vote on the
proposal. Abstentions will have the effect of a vote AGAINST the proposal and broker non-votes will have no effect.
Compensation Discussion and Analysis
The compensation provided to our named executive officers for fiscal year 2022 is set forth in detail in the “Fiscal Year
2022 Summary Compensation Table” and the other tables that follow this Compensation Discussion and Analysis.
The following discussion provides an overview of our executive compensation philosophy, the overall objectives of
our executive compensation program, and each component of compensation that we provide to our named executive
officers. In addition, we explain how and why the Compensation Committee arrived at the specific compensation policies
and decisions for our named executive officers. The following are our named executive officers for fiscal year 2022:
z Rajiv Ramaswami, our President and Chief Executive Officer;
z Rukmini Sivaraman, our Chief Financial Officer;
z David M. Sangster, our Chief Operating Officer;
z Tyler Wall, our Chief Legal Officer; and
z Duston M. Williams, our former Chief Financial Officer.
2 0 2 2 P R O X Y S T A T E M E N T
37
EX E CuTiV E C O M P E N S A TiO N
Compensation Discussion and Analysis
Executive Officer Transition
On May 1, 2022, Rukmini Sivaraman succeeded Duston Williams as our Chief Financial Officer.
The Board has delegated to the Compensation Committee the authority and responsibility for establishing and
overseeing base salaries, administering the incentive compensation programs, and establishing and overseeing other
forms of compensation for our executive officers, general remuneration policies for the balance of our employee
population, and for overseeing and administering our equity incentive and benefit plans.
Executive Summary
Fiscal Year 2022 Financial and Performance Highlights
$756.3 million
ACV Billings(1)
$1.20 billion
Annual Recurring Revenue(1)
$18.5 million
Free Cash Flow(2)
27% increase compared to FY 2021
37% increase compared
to the end of FY 2021
$177 million increase compared
to FY 2021
(1) See Appendix A for details on how we define ACV billings and annual recurring revenue, why we monitor these performance measures, and limitations
on their use. There is no GAAP measure that is comparable to ACV billings or annual recurring revenue, so we have not reconciled the ACV billings
or annual recurring revenue data included herein to any GAAP measure.
(2) Free cash flow is a non-GAAP financial measure. See Appendix A for details on how we define free cash flow, why we monitor this measure, and
limitations on its use as well as a reconciliation of free cash flow to net cash provided by (used in) operating activities, which is the GAAP measure
most comparable to free cash flow.
Fiscal year 2022 was an important data point in showing the long-term benefits of our subscription business model
transition, as we demonstrated strong top and bottom-line progress against a volatile macroeconomic backdrop.
ACV billings growth accelerated to 27% year-over-year in fiscal year 2022, up from 18% year-over-year in fiscal year
2021. Annual recurring revenue as of the end of fiscal year 2022 increased to $1.20 billion, representing a 37% increase
compared to the end of fiscal year 2021. In addition, for the first time since fiscal year 2018, we achieved positive free
cash flow for fiscal year 2022, which we expect to be sustainable on an annual basis.
Beyond these financial accomplishments, we had other important achievements, including scaling our renewals
engine to successfully transact our growing base of renewals, launching our simplified product portfolio, enhancing
our leadership team, making progress with our partners and continuing to delight our customers, as reflected by our
seven-year average Net Promoter Score of 90.
CEO Compensation: Fiscal Year 2021 vs. Fiscal Year 2022
In our 2021 proxy statement, we detailed several key changes to our business and the leadership transition we
undertook to enable the next phase of our growth as a company. A key part of this shift was our transition from
founder-led leadership to the identification and hire of Rajiv Ramaswami to lead Nutanix towards more focused
operational discipline and profitable growth. A critical component of Mr. Ramaswami’s sign-on compensation was
his sign-on equity award, which had a targeted value of $32 million in order to keep him whole in the value of his
forfeited long-term incentive awards from his prior employer. The majority of this sign-on award was tied to rigorous
stock price performance hurdles to trigger vesting.
The fiscal year 2022 compensation decisions made for Mr. Ramaswami and disclosed in this proxy statement more
closely reflect the Compensation Committee’s ongoing expectations around CEO pay level. We continue to align pay
with performance and the interests of our stockholders, enhancing our ongoing long-term incentive award design with
the introduction of performance-based RSUs (“PRSUs”) tied to the returns we deliver for our stockholders relative
to other companies in the Nasdaq Composite Index.
38
2 0 2 2 P R O X Y S T A T E M E N T
EX E CuTiV E C O M P E N S A TiO N
Compensation Discussion and Analysis
Executive Compensation Practices
We endeavor to maintain sound governance standards consistent with our executive compensation policies and
practices. The Compensation Committee evaluates our executive compensation program on a regular basis to ensure
consistency with our short-term and long-term goals, given the dynamic nature of our business and the market in
which we compete for executive talent. The following policies and practices were in effect during fiscal year 2022:
WHAT WE DO
WHAT WE DON’T DO
No retirement or pension-type plans other than the
standard 401(k) plan offered to all employees
No perquisites or personal benefits, other than
standard benefits typically received by other
employees
No tax gross-ups for change of control payments
and benefits
No short sales, hedging, or pledging of stock
ownership positions and transactions involving
derivatives of our common stock
No strict benchmarking of compensation to a
specific percentile of our compensation peer group
No “single-trigger” payments and benefits upon a
change of control
Emphasis on performance-based compensation
100% independent compensation committee
Independent compensation consultant engaged by
the Compensation Committee
Annual review of executive compensation strategy
and risks, as well as compensation practices of our
compensation peer group
Equity-based executive and director compensation
to align with the interests of our stockholders
Multi-year vesting requirements for time-based
restricted stock unit (“RSU”) awards granted to our
executive officers
Multi-year vesting requirements for performance-
based restricted stock unit (“PRSU”) awards granted
to our executive officers
Our executive officers participate in broad-based
company health and welfare benefits programs as
other full-time salaried employees
Director stock ownership guidelines
Annual say-on-pay vote
Say-on-Pay Vote on Named Executive Officer Compensation and Say-on-Pay Frequency Vote and
Effect of Most Recent Say-on-Pay Vote
At the Annual Meeting, we will conduct a non-binding, advisory vote on the compensation of our named executive
officers, also known as a “say-on-pay vote,” as described in Proposal 6 of this proxy statement. We previously
determined to hold a say-on-pay vote every year consistent with our stockholders’ approval, on a non-binding,
advisory basis, at our 2018 annual meeting of stockholders, to hold stockholder advisory votes on the compensation
of our named executive officers every year.
Say-on-Pay Vote Results at 2021 Annual Meeting of Stockholders
>96%
Approval
The Compensation Committee considers the results of the say-on-pay vote and stockholder feedback on our executive
compensation program as part of its annual review of executive compensation. At our 2021 annual meeting of
stockholders, over 96% of the votes cast approved the compensation program for our named executive officers as
described in our 2021 proxy statement. Based on this strong stockholder support, the Compensation Committee
determined not to make significant changes to our existing executive compensation program and policies. Our
Compensation Committee currently intends to continue to consider the results of the annual say-on-pay vote and
stockholder feedback as data points in making executive compensation decisions.
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Executive Compensation Philosophy
Our executive compensation program is designed to attract, motivate, and retain highly qualified executive officers who
drive our success and to align the interests of our executive officers with the long-term interests of our stockholders.
This section provides an overview of our executive compensation philosophy, the overall objectives of our executive
compensation program, and each component of the program. In addition, we explain how and why the Compensation
Committee arrived at the specific compensation policies and decisions involving our executive compensation program.
Our desire is to create a premier enterprise cloud platform software company, and our compensation philosophy is
singularly focused on the achievement of that goal. Our executive compensation program is designed to achieve this
goal through four key objectives:
Attracting and Retaining Talent in a Competitive Industry
z We operate in a highly competitive business environment characterized by a rapidly changing market and frequent
technological advances, and we expect competition among companies in our market to continue to increase.
z We actively compete with many other companies in seeking to attract and retain a skilled executive management
team that has successfully and rapidly scaled and managed multi-billion-dollar software businesses.
z Attraction and retention are uniquely challenging in the San Francisco Bay Area and Silicon Valley, where our
headquarters are located and where there are many rapidly expanding technology companies. The competition
for highly qualified talent is particularly fierce in the software space.
z We have responded to this intense competition for talent by implementing compensation policies and practices
designed to attract and motivate our executive officers to pursue our corporate objectives while promoting their
retention and incentivizing them to create long-term value for our stockholders as we grow into a premiere enterprise
cloud platform company.
Incentivizing Growth Against Strategic Objectives and Expanding Market Share
z We have structured our executive compensation program to align with our strategy by adopting a mix of short-term
and long-term incentives, which we believe will motivate our executive officers to execute against our short-term
and long-term goals.
Aligning Executive and Stockholder Value
z Our executive compensation program combines short-term and long-term components, including base salary, cash
bonuses, and equity awards.
z We firmly believe our executive officers should share in the ownership of our company. Therefore, equity compensation
is a significant part of our executive compensation packages, which we believe best aligns the interests of our
executives with those of our stockholders.
Managing the Business Through an Ever-Changing Operating Landscape
z In the past several years, we experienced a high level of growth while also transitioning to a subscription-based
business model. Our current business strategy is focused on driving towards profitable growth.
z To successfully execute on our strategy in this dynamic environment, we need to recruit, incentivize, and retain
talented and seasoned leaders who can execute at the highest level and deliver stockholder value.
z The Compensation Committee regularly reviews and adjusts our executive compensation program to align with the
maturity, size, scale, growth, and aspirations of our business. Due to the dynamic nature of our industry and our
business, we expect to continue to adjust our approach to executive compensation to respond to our needs and
market conditions as they evolve.
Components of our Executive Compensation Program
Our executive compensation program consists of the following primary components:
z base salary;
z annual incentive compensation, which is targeted as a percentage of base salary and paid based on actual results;
z long-term incentive compensation in the form of equity awards; and
z severance and change of control-related payments and benefits.
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Compensation Discussion and Analysis
We also provide our executive officers with comprehensive employee benefit programs, such as medical, dental, and
vision insurance, a 401(k) plan, life and disability insurance, flexible spending accounts, an employee stock purchase
plan, and other plans and programs generally made available to other full-time salaried employees.
We believe these components provide a compensation package that attracts and retains qualified individuals, links
individual performance to company performance, focuses the efforts of our named executive officers and other
executive officers on the achievement of both our short-term and long-term objectives and aligns the interests of
our executive officers with those of our stockholders. In particular, our compensation program, supported by our
corporate culture, encourages a long-term focus by our named executive officers, as well as all our other employees,
by placing a heavy emphasis on equity awards, the value of which depends on our stock price performance and our
ability to execute against our long-term objectives.
Fiscal Year 2022 Compensation Mix
The mix of target total direct compensation for Mr. Ramaswami and our other named executive officers (other than
Mr. Williams, who resigned in April 2022) for fiscal year 2022 was as follows:
Fiscal Year 2022 Pay Mix – CEO
Fiscal Year 2022 Pay Mix – Other NEOs(1)
6%
Target Bonus
6%
Base Salary
8%
Target Bonus
11%
Base Salary
94%
VARIABLE PAY
(AT RISK)
89%
VARIABLE PAY
(AT RISK)
88%
Long-Term Incentive
(based on targeted value)
81%
Long-Term Incentive
(based on targeted value)
(1) The pay mix (i) excludes Mr. Williams’ compensation, as he resigned as Chief Financial Officer in April 2022, (ii) reflects Ms. Sivaraman’s base
salary upon her promotion to Chief Financial Officer in May 2022, and (iii) excludes the RSU award granted to Ms. Sivaraman in connection with
her promotion to Chief Financial Officer.
Base Salaries
We pay base salaries to our executive officers, including our named executive officers, to compensate them for
services rendered during the year and provide predictable income. Generally, we establish the initial base salaries of
our executive officers at the time we hire the individual executive officer, based on a consideration of the executive
officer’s experience, skills, knowledge, and scope of responsibilities, as well as benchmarking against our compensation
peer group. In addition, the competition in the market from which we recruit plays a role in setting salary levels due
to the difficulty in recruiting candidates with the level of talent and experience we believe are necessary for us to
execute on our business and growth plans. We do not apply specific formulas to determine changes in salaries.
Instead, the salaries of our executive officers are reviewed on an annual basis by our CEO (other than his own salary,
which is reviewed and determined by the Compensation Committee) and the Compensation Committee, based on
their experience setting salary levels and in determining compensation for our senior executives.
Fiscal Year 2022 Base Salaries
In October 2021, as part of its review of our executive compensation program, the Compensation Committee set
annual base salaries for our named executive officers (other than for Ms. Sivaraman, who was promoted to Chief
Financial Officer in May 2022), effective as of August 1, 2021. Based on market research and an analysis prepared
by its compensation consultant, Compensia, base salary levels for our named executive officers aligned with the
percentile that the Compensation Committee considered to be appropriate for the specific named executive officer,
as applicable, for a comparable executive in our compensation peer group, based on each named executive officer’s
performance and contribution to our company’s performance. Based on this review, the Compensation Committee
did not change the annual base salaries for Messrs. Ramaswami, Sangster, and Williams. During fiscal year 2022,
Mr. Wall’s salary was increased to reflect his ongoing performance and a position relative to our compensation peer
group that the Compensation Committee considered appropriate. In April 2022, as part of its review of Ms. Sivaraman’s
annual base salary in connection with her promotion to Chief Financial Officer, the Compensation Committee set
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Ms. Sivaraman’s annual base salary aligned with the percentile the Compensation Committee considered to be
appropriate for a comparable executive in our compensation peer group based on market research and an analysis
prepared by Compensia.
Named Executive Officer
Rajiv Ramaswami
Rukmini Sivaraman
David Sangster
Tyler Wall
Duston M. Williams
Fiscal Year 2022
Base Salary(1)
($)
Change From
Fiscal Year 2021
800,000
420,000
475,000
475,000
475,000
0%
(2)
0%
11.8%
0%
(1) As of July 31, 2022.
(2) Ms. Sivaraman was promoted to Chief Financial Officer effective May 1, 2022, at which time her annual base salary increased from $375,000 to
$420,000.
Target and Actual Annual Incentive Compensation
For fiscal year 2022, each of our named executive officers participated in our Executive Incentive Compensation Plan
(our “Executive Bonus Plan”). Our Executive Bonus Plan allows the Compensation Committee to provide incentive
awards to employees selected by the committee, including our named executive officers. Under our Executive Bonus
Plan, the Compensation Committee determines the performance objectives, if any, applicable to any award or portion
of an award and may choose the performance objectives from a wide range of possible metrics as set forth in the
Executive Bonus Plan. The performance objectives may differ from participant to participant and from award to award.
Each year, the Compensation Committee determines the terms and conditions for our Executive Bonus Plan for the
year. For fiscal year 2022, the Compensation Committee adopted and approved target bonus amounts for each of
our named executive officers, as well as the terms and conditions for the first half of fiscal year 2022 (the “First Half
FY2022 Executive Bonus Plan”) and the second half of fiscal year 2022 (the “Second Half FY2022 Executive Bonus
Plan”). The First Half FY2022 Executive Bonus Plan and Second Half FY2022 Executive Bonus Plan are together herein
referred to as the “Fiscal Year 2022 Executive Bonus Plan.”
Fiscal Year 2022 Target Annual Bonus Opportunities
The Compensation Committee designed the Fiscal Year 2022 Executive Bonus Plan to align with key performance
measures that it believes to be appropriate indicators of our success through our business model transitions and
reflective of a subscription-based business model. In October 2021, following review of market research and an analysis
prepared by Compensia, the Compensation Committee determined the target annual bonus opportunities for each of
Messrs. Ramaswami, Sangster, Wall, and Williams as part of its annual analysis of the total cash compensation package
provided to our executive officers. Ms. Sivaraman’s target annual bonus opportunity was reviewed by the Compensation
Committee in April 2022 as part of the Compensation Committee’s analysis of the total cash compensation package to
be provided to her in connection with her promotion to Chief Financial Officer. The target annual bonus opportunities
established under the Fiscal Year 2022 Executive Bonus Plan for our named executive officers were as follows:
Named Executive Officer
Rajiv Ramaswami
Rukmini Sivaraman
David Sangster
Tyler Wall(2)
Duston M. Williams
FY2022 Annual
Bonus Target
($)
Annual Bonus Target
(as % of Base Salary)
Change From
Fiscal Year 2021
800,000
242,536
356,250
356,250
356,250
100%
(1)
75%
75%
75%
0%
(1)
0%
39.7%
0%
(1) Ms. Sivaraman was promoted to Chief Financial Officer in May 2022. Her annual bonus target reflects proration based on the number of days in
fiscal year 2022 during which she served as Senior Vice President, FP&A and Strategic Finance and the number of days in fiscal year 2022 during
which she served as our Chief Financial Officer. During the time she served as Senior Vice President, FP&A and Strategic Finance, her annual bonus
as a percentage of base salary was set at 60%. During the time she served as our Chief Financial Officer, her target annual bonus opportunity as
a percentage of base salary was set at 70%.
(2) Mr. Wall’s annual bonus target as a percentage of base salary was increased from 60% to 75% for fiscal year 2022, which was approved by the
Compensation Committee retroactively for the full fiscal year in December 2021.
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Compensation Discussion and Analysis
Fiscal Year 2022 Executive Bonus Plan
The pre-established corporate objectives for the Fiscal Year 2022 Executive Bonus Plan were primarily aligned with our
annual operating plan. The Fiscal Year 2022 Executive Bonus Plan provided for potential performance-based incentive
payouts to our named executive officers based on three general performance components. Each named executive
officer’s potential payout was based on levels determined to be challenging and requiring substantial skill and effort
on the part of senior management and were weighted based on relative importance to the overall performance for our
company. In addition, each named executive officer’s potential payout was subject to a personal performance modifier
that allowed for an adjustment in payout based on a holistic assessment of the participating named executive officer’s
individual performance. Potential payouts under the Fiscal Year 2022 Executive Bonus Plan ranged between 0% to
200%, depending on the level of achievement against performance objectives. Actual bonuses were paid in a lump
sum following each six-month performance period. Actual bonus amounts for each six-month performance period
under the Fiscal Year 2022 Executive Bonus Plan were calculated as the sum of the weighted payout percentage for
all performance targets for the period multiplied by 50% of the target annual bonus opportunity in effect for each
named executive officer. In both the First Half FY2022 Executive Bonus Plan and the Second Half FY2022 Executive
Bonus Plan, no payout could be made under the plan unless the threshold run-rate annual contract value (“ACV”)
level was achieved for that performance period.
The Compensation Committee approved the use of these metrics for the Fiscal Year 2022 Executive Bonus Plan for
the following reasons:
Metric
Run-rate ACV
Non-GAAP operating
expenses excluding
commissions
Employee engagement
Definition
For any given period, the sum of ACV for all contracts in
effect as of the end of the period assuming the contract
term begins on the date a contract is booked, regardless
of when we recognize the contract revenue. “ACV” is
the total annualized contract value, excluding amounts
related to professional services. The total annualized value
for a contract is calculated by dividing the total value of
the contract by the contract term in years (using 5 for
years contracts with no specified term).
For any given period, (i) total operating expenses
excluding stock-based compensation and the related
income tax impact, costs associated with our acquisitions
(such as amortization of acquired intangible assets,
income tax-related impact, and other acquisition-related
costs), impairment (recovery) and early exit of operating
lease-related assets, restructuring charges, the change in
fair value of the derivative liability, the amortization of the
debt discount and issuance costs, interest expense related
to convertible senior notes, loss on debt extinguishment,
and other non-recurring transactions and the related tax
impact, minus (ii) commissions.
Employee engagement is measured based on employee
responses to a periodic survey administered in partnership
with a third-party vendor.
Importance of the Metric
A n i n d i c a t o r o f t h e t o p l i n e
growth of our business during our
transition to a subscription-based
business model.
An indicator of our ability to
manage expenses in operating our
business and growth and to drive
sales and marketing efficiencies.
A n i n d i c a t o r o f e m p l o y e e
sentiment that we believe is closely
linked to employee retention,
customer satisfaction, and financial
performance.
The Compensation Committee believes these performance metrics were objective measures of the success of our
growth and business strategy during fiscal year 2022.
The following table describes the relative weighting of each performance metric and the payout percentages used to
calculate payouts under the First Half FY2022 Executive Bonus Plan and the Second Half FY2022 Executive Bonus
Plan based on achievement of the targets at and between the low end of the target range and the high end of the
target range.
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Compensation Discussion and Analysis
Performance Metric
Weighting
Plan Targets
Less than 92.5% of Target
Payout %
0%
Run-rate ACV
(threshold metric)
Between 92.5% and 100% of Target
Between 50% and 100%
75%
100% of Target
100%
Between 100% and 115% of Target
Between 100% and 200%
115% or More of Target
104% or More of Target
200%
0%
Between 100% and 104% of Target
Between 20% and 100%
Non-GAAP operating expenses
excluding commissions
15%
100% of Target
100%
Between 96% and 100% of Target
Between 100% and 200%
Less than 96% of Target
Less than 75%
200%
0%
Between 75% and 77%
Between 75% and 100%
Employee engagement
10%
77%
100%
Between 77% and 81%
Between 100% and 200%
81% or More
200%
Individual executive officer payouts are determined according to the graphic below:
Run-rate ACV
Achievement %
75%
+
Non-GAAP
Operating
Expenses
Excluding
Commissions
Achievement %
15%
Employee
Engagement
Achievement %
+
10%
= Total Weighted
Achievement %
Total Weighted
Achievement % x
Individual Target
Annual Bonus
Opportunity
=
Individual
Payout Amount
(subject to
personal
performance
modifier)
The specific targets for run-rate ACV and non-GAAP operating expenses excluding commissions were derived from
our internal annual operating plan, which is not publicly disclosed for competitive reasons. Any achievement of the
plan targets between the low and high end of the target range would correlate to a lower or higher payout percentage
between 0% and 200%. For the Fiscal Year 2022 Executive Bonus Plan, run-rate ACV was a threshold metric, such
that, if no payout were achieved under the run-rate ACV performance metric for any given six-month performance
period, then no payout would be made under the Executive Bonus Plan to any participating named executive officer
for that period, regardless of the level of achievement under any other performance metric. With respect to each
performance metric, the target achievement level was set at a level that the Compensation Committee believed was
rigorous, would require stretch performance, and would drive stockholder value creation. The target achievement
levels were not certain to be met at the time they were determined, and the payout curves require substantial
outperformance of each performance metric to receive significantly above the 100% payout percentage (but capped
at 200%) for the metric.
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First Half FY2022 Executive Bonus Plan Payouts
The achievement of each performance metric under the First Half FY2022 Executive Bonus Plan was as follows:
EX E CuTiV E C O M P E N S A TiO N
Compensation Discussion and Analysis
Performance Metric
Run-rate ACV
Non-GAAP operating expenses excluding
commissions
Achievement
102.2% of Target
94.4% of Target
Payout%
167.8%
200.0%
Employee engagement
73.0%
0.0%
Weighting Weighted Total
75%
15%
10%
125.8%
30.0%
0.0%
155.8%
TOTAL WEIGHTED ACHIEVEMENT PERCENTAGE:
The aggregate payout amounts were calculated by multiplying the participating named executive officer’s First Half
FY2022 target annual bonus opportunity, prorated as applicable, and the total weighted achievement across all three
performance metrics, which was 155.8%. The Compensation Committee did not use the personal performance modifier
to increase or decrease the payout for any named executive officer. The aggregate payouts received by each named
executive officer under the First Half FY2022 Executive Bonus Plan were:
Named Executive Officer
Rajiv Ramaswami
Rukmini Sivaraman
David Sangster
Tyler Wall
Duston M. Williams
First Half FY2022
Bonus Target
($)
First Half FY2022
Payout Amount
($)
400,000
623,200
112,500
178,125
178,125
178,125
175,275
277,519
277,519
277,519
Second Half FY2022 Executive Bonus Plan Payouts
The achievement of each performance metric under the Second Half FY2022 Executive Bonus Plan was as follows:
Performance Metric
Run-rate ACV
Achievement
Payout%
Weighting
Weighted Total
99.2% of Target
78.9%
59.2%
Non-GAAP operating expenses excluding
commissions
90.3% of Target
200.0%
Employee engagement
(1)
0.0%
75%
15%
10%
30.0%
0.0%
(1) We did not conduct an employee engagement survey for the second half of fiscal year 2022.
TOTAL WEIGHTED ACHIEVEMENT PERCENTAGE:
89.2%
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Compensation Discussion and Analysis
The aggregate payout amounts were calculated by multiplying the participating named executive officer’s Second Half
FY2022 target annual bonus opportunity and the total weighted achievement percentage for all three performance
metrics, which was 89.2%. The Compensation Committee did not use the personal performance modifier to increase
or decrease the payout for any named executive officer. The aggregate payouts received by each named executive
officer under the Second Half FY2022 Executive Bonus Plan were:
Named Executive Officer
Rajiv Ramaswami
Rukmini Sivaraman
David Sangster
Tyler Wall
Duston M. Williams(1)
Second Half
FY2022
Bonus Target
($)
Second Half
FY2022
Payout Amount
($)
400,000
130,036
178,125
178,125
178,125
356,800
115,992
158,888
158,888
N/A
(1) Mr. Williams resigned as our Chief Financial Officer during the second half of fiscal year 2022.
Total FY2022 Executive Bonus Plan Payout Amounts
The aggregate payouts received by each participating named executive officer under the Fiscal Year 2022 Executive
Bonus Plan were as follows:
Named Executive Officer
Rajiv Ramaswami
Rukmini Sivaraman
David Sangster
Tyler Wall
Duston M. Williams
FY2022
Bonus Target
($)
FY2022
Payout Amount
($)
800,000
242,536
356,250
356,250
356,250
980,000
291,267
436,406
436,406
277,519
Administration of the Executive Bonus Plan
The Compensation Committee administers our Executive Bonus Plan and may, in its sole discretion and at any time,
increase, reduce, or eliminate a participant’s actual award, and/or increase, reduce, or eliminate the amount allocated
to the bonus pool for a particular performance period. The actual award may be below, at or above a participant’s
target award, at the discretion of the Compensation Committee. The Compensation Committee may determine the
amount of any reduction on the basis of such factors as it deems relevant, and it is not required to establish any
allocation or weighting with respect to the factors it considers. Actual awards are paid in cash in a single lump sum
only after they are earned, which requires continued employment through the last day of the performance period. If
a participant terminates employment because of death or disability before the actual award is paid, the award may
be paid to the participant’s estate or to the participant, as applicable, subject to the Compensation Committee’s
discretion to reduce or eliminate the award. Payment of awards occurs as soon as administratively practicable after
they are earned, but no later than the dates set forth in our Executive Bonus Plan. The Board and the Compensation
Committee have the authority to amend, alter, suspend, or terminate our Executive Bonus Plan, provided such action
does not impair the existing rights of any participant with respect to any earned awards.
Long-Term Equity Compensation
Our corporate culture encourages our named executive officers to focus on the company’s long-term strategy. In
keeping with this culture, our executive compensation program places a heavy emphasis on equity awards, the value
of which depends on our stock price performance and other performance metrics, to promote long-term performance.
These equity awards include both time-based RSU awards and PRSU awards. Time-based RSU awards offer our
named executive officers predictable value delivery while aligning their interests with the long-term interests of our
stockholders. We believe PRSU awards directly link a significant portion of the named executive officer’s target total
direct compensation to our performance based on the returns we deliver for our stockholders relative to those of
other companies in the Nasdaq Composite Index. As discussed under “Fiscal Year 2022 Equity Awards” below, the
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Compensation Committee determined to implement PRSU awards as a standard component of fiscal year 2022 annual
equity awards granted to our executive officers, including our named executive officers.
The Compensation Committee, in consultation with our CEO (other than with respect to himself) and its compensation
consultant, Compensia, determines the size, mix, material terms and, in the case of PRSU awards, performance metrics
of the equity awards granted to our named executive officers, taking into account a number of factors as described in
the section titled “Executive Compensation – Compensation Discussion and Analysis – Compensation-Setting Process.”
Fiscal Year 2022 Equity Awards
In October 2021, as part of its annual review, the Compensation Committee determined to further align pay with
performance and the interests of our executive officers with the interests of our stockholders by implementing PRSUs
as a standard component of the fiscal year 2022 annual equity awards granted to our executive officers with PRSUs
comprising 50% of each award. PRSU awards are based on our total shareholder return (“TSR”) relative to the total
shareholder return of companies in the Nasdaq Composite Index over three years with interim measurements after one
year and two years. To mitigate the influence of interim fluctuations in performance during the first two measurement
periods, the achievement percentage is capped at 100% for the first two measurement periods. The Compensation
Committee believes the interim measurement periods are an appropriate design feature for the PRSU awards as
a transition for the executive officers from 100% time-based RSU awards to a mix of time-based RSUs and PRSU
awards. The Compensation Committee believes relative total shareholder return is a straightforward and objective
metric for evaluating our company’s performance against the performance of other companies and further aligns
pay with performance and the interests of our executive officers with the interests of our stockholders in creating
sustainable long-term value.
The equity awards granted to our named executive officers in October 2021 subject to our 2016 Equity Incentive Plan
were as follows:
Named Executive Officer
Rajiv Ramaswami
Rukmini Sivaraman(1)
David Sangster
Tyler Wall
Duston M. Williams
Time-Based RSU Awards
(number of units)
PRSU Awards
(target number of units)
138,045
41,413
48,315
33,130
62,120
138,045
41,413
48,315
33,130
62,120
(1) Ms. Sivaraman received an additional RSU award in connection with her promotion to Chief Financial Officer in May 2022.
Each RSU represents a contingent right to receive one share of our Class A common stock upon vesting.
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The elements of each annual equity award granted to these named executive officers for fiscal year 2022 are as follows:
Element
% of Award
Vesting Terms and Conditions
Time-Based RSU Awards
PRSU Awards
50%
50%
z Time-based quarterly vesting over four years, subject to continued
service to us through each vesting date. Each PRSU represents a
contingent right to receive one share of our Class A common stock
upon vesting.
z PRSU awards become eligible to vest based on the TSR of our company
relative to the TSR of companies in the Nasdaq Composite Index over
three years with interim measurements after one year and two years.
z PRSU awards become eligible to vest based on performance for each
period, with vesting to occur in September following the period, subject
to continued service to us through each vesting date.
z The total number of units subject to the PRSU awards that may become
eligible to vest range from an achievement percentage of 0% to 200%
of the target award, except that the achievement percentage is capped
at 100% for the first two measurement periods.
z Only up to one-third of the target award may be earned for each of
the first two measurement periods, subject to continued service to us
through each vesting date.
z The achievement percentage of the target number of units subject to
the PRSU awards that may vest are (i) 0% if the TSR of our company
ranks below the 25th percentile of the companies in the index, (ii)
100% if the TSR of our company ranks at the 50th percentile of the
companies in the index, and (iii) 200% if the TSR of our company at
the 75th percentile of the companies in the index. If the TSR of our
companies ranks between these percentile thresholds, the achievement
percentage of the target number of units subject to the PRSU awards
that may vest is determined using linear interpolation.
z PRSU awards deemed earned at the end of the third measurement
period based on achievement will be adjusted to deduct any PRSU
awards already vested in the first two measurement periods.
z The award is subject to a maximum value cap that limits the total value
that may become eligible to vest at the end of the third measurement
period, with the achievement percentage for the period subject to
reduction so that the product of the ending price per share at the end
of the period multiplied by the achievement percentage cannot exceed
$145.92 (i.e., four times the average closing price per share of our Class
A common stock from June 1, 2021 through July 31, 2021).
Promotional Equity Award for Ms. Sivaraman
In connection with her promotion as our Chief Financial Officer effective May 1, 2022, the Compensation Committee
granted Ms. Sivaraman an RSU award with an aggregate value of approximately $2 million, where the total number of
shares of our Class A common stock underlying the RSU award was determined by dividing this value by the average
of the daily closing prices of a share of our Class A common stock during the 20 consecutive trading days ending on
April 30, 2022. The RSUs vest in 16 equal quarterly installments, with the first quarterly installment having vested on
September 15, 2022, and each vesting subject to continued service to us through the applicable vesting date.
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FY22 PRSU Performance Results
Per the terms detailed above, the first tranche (1/3) of the PRSU awards granted to our executive officers in fiscal year
2022 vested based on our total shareholder return relative to the TSR of the companies in the Nasdaq Composite
Index through July 31, 2022. A summary of the performance results is as follows:
Fiscal Year 2022 PRSU Performance Results – Tranche 1 of 3
Nutanix TSR
Nutanix Rank
Nutanix Percentile Rank
Payout Percentage
-59.02%
2,047 out of 2,980
31.32%
62.64%
Severance and Change of Control-Related Benefits
Our named executive officers each participate in our Executive Severance Policy and our Change of Control and
Severance Policy.
Our Executive Severance Policy provides eligible employees with protections in the event of the involuntary termination
of their employment under circumstances not related to a change of control of our company. Our Change of Control
and Severance Policy provides eligible employees with protections in the event of their involuntary termination of
employment following a change of control of our company. In addition, certain of our executive officers may have
such provisions in their employment agreements.
We believe that these protections assist us in retaining these individuals. We also believe that these protections
serve our executive retention objectives by helping our named executive officers maintain continued focus and
dedication to their responsibilities to maximize stockholder value, including any potential transaction that could
involve a change of control of our company. The terms of these agreements, our Executive Severance Policy, and our
Change of Control Severance Policy were determined after the Board and the Compensation Committee reviewed our
retention goals for our named executive officers, an analysis of relevant market data prepared by the Compensation
Committee’s compensation consultant, Compensia, and with consideration for our ability to attract and retain critical
executive talent.
For a summary of the material terms and conditions of these post-employment compensation arrangements, see the
section titled “Executive Compensation – Employment Arrangements.”
Compensation-Setting Process
Role of the Compensation Committee
Pursuant to its charter, the Compensation Committee is primarily responsible for establishing, approving, and adjusting
compensation arrangements for our executive officers, including our named executive officers, including our CEO,
reviewing and approving corporate goals and objectives relevant to these compensation arrangements, evaluating
executive performance against the backdrop of our corporate goals and objectives, and determining the long-term
incentive component of our executive compensation arrangements in light of factors related to our performance,
including accomplishment of our long-term business and financial goals. For additional information about the
Compensation Committee, see the section titled “Corporate Governance - Board of Directors and Its Committees -
Compensation Committee” in this proxy statement.
Compensation decisions for our executive officers are made by the Compensation Committee, with the input of
its independent compensation consultant and our CEO and management team (except with respect to their own
compensation). The Compensation Committee periodically reviews and, as necessary, adjusts the cash and equity
compensation of our executive officers with the goal of ensuring that our executive officers are properly incentivized.
The Compensation Committee considers compensation data from our compensation peer group as one of several
factors that inform its judgment of appropriate parameters for target compensation levels. The Compensation
Committee, however, does not strictly benchmark compensation to a specific percentile of our compensation peer
group, nor does it apply a formula or assign relative weights to specific compensation elements. In addition, while
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Compensation Discussion and Analysis
compensation peer group data is a factor, the Compensation Committee is forward-looking in aligning our executive
compensation program with the unique growth opportunity we believe we have, and the risks associated with pursuing
the opportunity, which are not captured by reviewing peer data.
The Compensation Committee makes compensation decisions after the consideration of many factors, including:
z the performance and experience of each executive officer;
z the scope and strategic impact of the executive officer’s responsibilities and the criticality of the executive officer’s
role to the performance of our company and achievement of our growth strategy and transition to a subscription-
based model;
z our past business performance and future expectations;
z our long-term goals and strategies;
z the performance of our executive team as a whole;
z for each executive officer, other than our CEO, the recommendation of our CEO based on an evaluation of his or
her performance;
z the difficulty and cost of replacing high-performing leaders with in-demand skills;
z the tenure and past compensation levels, including existing unvested equity, of each individual executive officer;
z the relative compensation among our executive officers; and
z the competitiveness of compensation relative to our compensation peer group.
The Compensation Committee operates under a written charter adopted by our Board. A copy of the charter is posted
on the investor relations section of our website located at http://ir.nutanix.com.
Role of Management
The Compensation Committee works with members of our management team, including our CEO and our human
resources, finance, and legal professionals (except with respect to their own compensation). Typically, our CEO makes
recommendations to the Compensation Committee, regularly attends the Compensation Committee’s meetings,
and is involved in the determination of compensation for our executive officers, except that our CEO does not make
recommendations as to his own compensation. Because of his direct role overseeing our executive officers, our
CEO makes recommendations to the Compensation Committee regarding short-term and long-term compensation
for all executive officers (other than himself) based on our results and aspirations, an individual executive officer’s
actual contribution toward, and ability to contribute to the achievement of, these results and aspirations, and
performance toward individual goal achievement. The Compensation Committee then reviews the recommendations
and other data and makes decisions as to total compensation for each executive officer, as well as each individual
compensation component.
Role of Compensation Consultant
The Compensation Committee is authorized, in its sole discretion, to retain the services of one or more compensation
consultants, outside legal counsel, and such other advisors as necessary to assist with the execution of its duties and
responsibilities. For fiscal year 2022, the Compensation Committee engaged Compensia, a national compensation
consulting firm, to conduct market research and analysis on our various executive positions, to assist the Compensation
Committee in developing appropriate incentive plans for our executive officers on an annual basis, to provide the
Compensation Committee with advice and ongoing recommendations regarding material executive compensation
decisions, and to review compensation proposals of management. Compensia evaluated the following components
to assist the Compensation Committee in establishing executive compensation for fiscal year 2022:
z base salary;
z target and actual annual incentive compensation;
z target and actual total cash compensation (base salary and annual incentive compensation);
z long-term incentive compensation in the form of equity awards; and
z beneficial ownership of our common stock.
As described above in the section titled “Corporate Governance – Director Compensation – Non-Employee Director
Compensation Policy,” Compensia also annually provides, at the direction of the Compensation Committee, an analysis
of the competitive position of our non-employee director compensation policy against the compensation peer group
used for executive compensation purposes.
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Compensation Discussion and Analysis
Based on consideration of the factors specified in the SEC rules and Nasdaq listing standards, the Compensation
Committee does not believe that its relationship with Compensia and the work of Compensia on behalf of the
Compensation Committee and our management team has raised any conflicts of interest. The Compensation
Committee reviews these factors on an annual basis. As part of the Compensation Committee’s determination of
Compensia’s independence for fiscal year 2022, it received written confirmation from Compensia addressing these
factors and stating its belief that it remains an independent compensation consultant to the Compensation Committee.
Compensation Peer Group
The Compensation Committee reviews market data of companies that we believe are comparable to our company.
With Compensia’s assistance, the Compensation Committee developed a peer group for use when making its fiscal
year 2022 compensation decisions, which consisted of companies in information technology industry sectors, with
revenues and market capitalizations within ranges similar to that of our company and generally based in the United
States, including companies based in California. While the Compensation Committee considers compensation practices
of the peer companies, the Compensation Committee uses this information as one of many factors in its deliberations
on compensation matters, as described above, and does not set compensation levels to meet specific percentiles.
The Compensation Committee referred to compensation data from this peer group when making fiscal year 2022
base salary, cash bonus, and equity award decisions for our executive officers, including our named executive officers.
The following is a list of the public companies that comprised our fiscal year 2022 compensation peer group:
Arista Networks
Citrix Systems
Dropbox
HubSpot
PTC
VMware
Elastic
MongoDB
Pure Storage
Zendesk
Cloudera
F5 Networks
New Relic
SolarWinds
Datadog
Guidewire Software
Palo Alto Networks
Splunk
In June 2022, the Compensation Committee reviewed the compensation peer group that would be used for
compensation decision-making for fiscal year 2023. With Compensia’s assistance, the Compensation Committee
developed a compensation peer group for use when making its fiscal year 2023 compensation decisions, which
consisted of companies in information technology industry sectors, with revenues and market capitalizations within
ranges similar to that of our company and generally based in the United States, including companies based in
California. In light of our comparable market capitalization and revenues at the time and, in certain cases, the completed
acquisition of a peer group company, the Compensation Committee determined that Arista Networks, Cloudera
(acquired by a private equity consortium in October 2021), Datadog, MongoDB, and Palo Alto Networks should be
removed from the peer group and that Box, Commvault Systems, Informatica, Teradata, and Pegasystems should
be added to the peer group. The following is a list of the public companies that comprise our fiscal year 2023
compensation peer group:
Box
Elastic
Informatica
Pure Storage
VMware
Citrix Systems
F5 Networks
New Relic
SolarWinds
Zendesk
Employment Arrangements
Commvault Systems
Guidewire Software
Pegasystems
Splunk
Dropbox
HubSpot
PTC
Teradata
We have employment agreements with our currently employed named executive officers. Each of these arrangements
provides for “at-will” employment and sets forth the initial terms and conditions of employment of the named executive
officer, including base salary, target annual bonus opportunity, standard employee benefit plan participation, a
recommendation for an initial grant of an option to purchase shares of our common stock or other equity awards,
opportunities for post-employment compensation and vesting acceleration terms. These agreements also set forth
the rights and responsibilities of each party and may protect both parties’ interests in the event of a termination of
employment by providing for certain payments and benefits under specified circumstances, including following a change
of control of our company. These offers of employment were each subject to the execution of a standard proprietary
information and invention assignment agreement and proof of identity and work eligibility in the United States.
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Compensation Discussion and Analysis
Each of these agreements was approved on our behalf by the Compensation Committee or the Board at the
recommendation of the Compensation Committee. We believe that these arrangements were necessary to induce
these individuals to forgo other employment opportunities or leave their then-current employer for the uncertainty
of a demanding position in a new and unfamiliar organization.
In filling our executive officer positions, the Compensation Committee was aware that, in some situations, it would be
necessary to recruit candidates with the requisite experience and skills to manage a growing business. Accordingly, it
recognized that it would need to develop highly competitive compensation packages to attract qualified candidates
in a competitive labor market. At the same time, the Compensation Committee was sensitive to the need to integrate
new executive officers into the executive compensation structure that it was seeking to develop, balancing both
competitive and internal equity considerations.
On April 10, 2022, we entered into an offer letter with Ms. Sivaraman in connection with her appointment as our Chief
Financial Officer (the “Offer Letter”). The Offer Letter has an indefinite term, and Ms. Sivaraman’s employment is
“at-will.” Pursuant to the Offer Letter, Ms. Sivaraman’s annual base salary was set at $420,000 and her target annual
bonus opportunity was set at 70% of her annual base salary, which, for fiscal year 2022, was prorated based on the
number of days in the fiscal year during which Ms. Sivaraman served as Chief Financial Officer.
For a summary of the material terms and conditions of our employment agreements with our named executive officers,
see the section titled “Executive Compensation – Employment Arrangements” below.
Other Compensation Policies and Practices
Employee Benefits
We provide employee benefits to all eligible employees in the United States, including our currently employed
named executive officers, which the Compensation Committee believes are reasonable and consistent with its overall
compensation objective to better enable us to attract and retain employees. These benefits include medical, dental
and vision insurance, health savings accounts, a 401(k) plan, life and disability insurance, flexible spending accounts,
an employee stock purchase plan, and other plans and programs.
Stock Trading Practices; Hedging and Pledging Policy
We maintain an Insider Trading Policy that, among other things, prohibits our executive officers, including our named
executive officers, directors, and employees from trading during quarterly and special blackout periods. We also
prohibit short sales, hedging, and similar transactions designed to decrease the risks associated with holding our
securities, as well as pledging our securities as collateral for loans and transactions involving derivative securities
relating to our common stock. Our Insider Trading Policy requires that all directors, executive officers, and certain
other key employees, including our named executive officers, pre-clear with our legal department any proposed open
market transactions.
Impact of Accounting and Tax Requirements on Compensation
Deductibility of Executive Compensation
Generally, Section 162(m) of the Internal Revenue Code of 1986, as amended (the “Code”), disallows a tax deduction
to any publicly held corporation for any remuneration in excess of $1 million paid in any taxable year to its chief
executive officer, chief financial officer, and certain other highly compensated executive officers. The Compensation
Committee may, in its judgment, authorize compensation payments that are not fully tax deductible when it believes
that such payments are appropriate to attract and retain executive talent or meet other business objectives. The
Compensation Committee intends to continue to compensate our named executive officers in a manner consistent
with the best long-term interests of our company and our stockholders.
Taxation of “Parachute” Payments and Deferred Compensation
We do not provide our named executive officers with a “gross-up” or other reimbursement payment for any tax
liability that they might owe as a result of the application of Sections 280G, 4999, or 409A of the Code. Sections
280G and 4999 of the Code provide that certain officers and directors, and service providers who hold significant
equity interests, and certain highly compensated service providers may be subject to an excise tax if they receive
payments or benefits in connection with a change of control that exceeds certain prescribed limits, and that our
company, or a successor, may forfeit a deduction on the amounts subject to this additional tax. However, under our
Change of Control Severance Policy, if any payment or benefits to a policy participant, including the payments and
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EX E CuTiV E C O M P E N S A TiO N
Report of the Compensation Committee
benefits under the policy, would constitute a “parachute payment” within the meaning of Section 280G of the Code
and would therefore be subject to an excise tax under Section 4999 of the Code, then such payments and benefits
will be either (i) reduced to the largest portion of the payments and benefits that would result in no portion of the
payments and benefits being subject to the excise tax, or (ii) not reduced, whichever, after taking into account all
applicable federal, state, and local employment and income taxes and the excise tax, results in the participant’s receipt,
on an after-tax basis, of the greater payments and benefits.
Section 409A also imposes additional significant taxes on the individual in the event that an executive officer, director,
or other service provider receives “deferred compensation” that does not meet certain requirements of Section 409A
of the Code.
Accounting for Stock-Based Compensation
We follow ASC Topic 718 for our stock-based awards. ASC Topic 718 requires companies to measure the compensation
expense for all share-based payment awards made to employees and directors, including stock options, RSU awards,
and PRSU awards, based on the grant date “fair value” of these awards. This calculation is performed for accounting
purposes and reported in the compensation tables below. ASC Topic 718 also requires companies to recognize the
compensation cost of their stock-based compensation awards in their income statements over the period that a
named executive officer is required to render service in exchange for the award.
For PRSU awards, stock-based compensation expense recognized may be adjusted over the performance period
based on interim estimates of performance against pre-established objectives.
Compensation Risk Assessment
The Compensation Committee reviews and discusses with management the risks arising from our compensation
philosophy and practices applicable to all employees to determine whether they encourage excessive risk-taking
and to evaluate compensation policies and practices that could mitigate such risks. In addition, the Compensation
Committee has engaged Compensia to independently review our executive compensation program. Based on these
reviews, the Compensation Committee structures our executive compensation program to encourage our named
executive officers to focus on both short-term and long-term success. We do not believe that our compensation
programs create risks that are reasonably likely to have a material adverse effect on us.
Report of the Compensation Committee
The Compensation Committee has reviewed and discussed the Compensation Discussion and Analysis with
management. Based on such review and discussions, the Compensation Committee has recommended to our Board
that the Compensation Discussion and Analysis be included in this proxy statement.
Respectfully submitted by the members of the Compensation Committee:
The Compensation Committee
Max de Groen (Chair)
Craig Conway
Gayle Sheppard (joined the Committee on March 30, 2022)
Brian Stevens
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EXECUTIVE COMPENSATION
E X E C U T I V E C O M P E N S A T I O N
Executive Compensation Tables
Executive Compensation Tables
Fiscal Year 2022 Summary Compensation Table
The following table presents all of the compensation awarded to, or earned by, our named executive officers during
the fiscal year ended July 31, 2022.
Name and Principal
Position
Fiscal
Year
Salary
($)
Bonus
($)
Option
Awards
($)
Stock
Awards
($)(1)
Non-Equity
Incentive Plan
Compensation
($)(2)
All Other
Compensation
($)
Total
($)
Rajiv Ramaswami
President and Chief
Executive Officer
Rukmini Sivaraman(3)
Chief Financial Officer
David M. Sangster
Chief Operating Officer
Tyler Wall
Chief Legal Officer
Duston M. Williams(4)
Former Chief Financial
Officer
2022
783,596
2021
515,151
2022
366,329
2022
465,263
2021
464,115
2020
451,070
2022
465,263
2021
415,260
2020
403,589
2022
355,645
2021
464,115
2020
451,070
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
11,165,080
980,000
—
12,928,676
36,350,054
943,600
— 37,808,805
5,255,793
291,267
—
5,913,389
3,907,717
4,196,306
4,780,000
2,679,554
2,307,970
1,434,000
5,024,266
5,245,371
2,868,000
436,406
614,754
—
436,406
440,034
—
277,519
614,754
—
—
—
—
—
—
—
—
—
—
4,809,386
5,275,175
5,231,070
3,581,223
3,163,264
1,837,589
5,657,430
6,324,240
3,319,070
(1) The amounts reported in this column represent the aggregate grant date fair value of equity awards, as computed in accordance with ASC Topic
718. These amounts do not necessarily reflect the actual economic value that may ultimately be realized by the named executive officers. The
grant date fair value for time-based RSUs reported in the table is calculated in accordance with ASC Topic 718 based on the closing price per
share of our Class A common stock as reported on The Nasdaq Global Select Market on the date of grant. The grant date fair value for PRSUs
reported in the table is calculated in accordance with ASC Topic 718 using Monte Carlo simulations. A Monte Carlo simulation requires the use
of various assumptions, including the stock price volatility and risk-free interest rate as of the valuation date corresponding to the length of time
remaining in the performance period and expected dividend yield.
(2) The amounts reported in this column represent the amounts earned under our Executive Bonus Plan.
(3) Ms. Sivaraman was appointed as our Chief Financial Officer on May 1, 2022. Ms. Sivaraman was not a named executive officer for fiscal year 2021
or fiscal year 2020. Therefore, no compensation information for fiscal year 2021 or fiscal year 2020 is presented for Ms. Sivaraman.
(4) Mr. Williams resigned as our Chief Financial Officer on April 30, 2022.
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E X E C U T I V E C O M P E N S A T I O N
Executive Compensation Tables
Grants of Plan-Based Awards
The following table presents, for each of our named executive officers, information concerning plan-based awards
granted during the fiscal year ended July 31, 2022. This information supplements the information about these awards
set forth in the “Fiscal Year 2022 Summary Compensation Table” above.
All Other
Stock
Awards:
Number
of Shares
of Stock
or Units(3)
(#)
Grant
Date Fair
Value of
Stock
and
Option
Awards(4)
($)
—
—
138,045 4,787,401
Estimated Future Payouts
Under Non-Equity Incentive
Plan Awards(1)
Estimated Future Payouts
Under Equity Incentive Plan
Awards(2)
Name
Award
Type
Grant
Date
Threshold
($)
Target
($)
Maximum
($)
Threshold
(#)
Target
(#)
Maximum
(#)
Rajiv
Ramaswami
Cash
incentive
—
— 800,000 1,600,000
Time-based
RSUs
10/11/2021
PRSUs 10/11/2021
—
—
—
—
—
—
Rukmini
Sivaraman
Cash
incentive
—
— 242,536
485,072
Time-based
RSUs
10/11/2021
PRSUs 10/11/2021
Time-based
RSUs
5/1/2022
—
—
—
—
—
—
—
—
—
David M.
Sangster
Cash
incentive
—
— 356,250
712,500
Time-based
RSUs
10/11/2021
PRSUs 10/11/2021
—
—
—
—
—
—
Tyler Wall
Cash
incentive
—
— 356,250
712,500
Time-based
RSUs
10/11/2021
PRSUs 10/11/2021
—
—
—
—
—
—
Duston M.
Williams
Cash
incentive
—
— 356,250
712,500
Time-based
RSUs
10/11/2021
PRSUs 10/11/2021
—
—
—
—
—
—
—
—
—
—
—
—
69,022
138,045
276,090
— 6,377,679
—
—
—
—
—
—
—
—
41,413 1,436,203
20,706
41,413
82,826
—
1,913,281
—
—
—
—
—
—
—
—
—
76,161
1,906,310
—
—
48,315
1,675,564
24,157
48,315
96,630
— 2,232,153
—
—
—
—
—
—
—
—
33,130
1,148,948
16,565
33,130
66,260
— 1,530,606
—
—
—
—
—
—
—
—
62,120 2,154,322
31,060
62,120
124,240
— 2,869,944
(1) The amounts reported in this column represent cash incentive compensation opportunities under our Executive Bonus Plan for fiscal year 2022
at target levels for our corporate objectives. For achievement in excess of target, overperformance could be rewarded with a payout of up to an
additional 100% of each named executive officer’s target (for a maximum payment of 200% of each named executive officer’s target).
(2) The PRSUs are eligible to vest in up to three installments based on the TSR of our company relative to the TSR of companies in the NASDAQ
Composite Index over three performance periods: (i) August 1, 2021 to July 31, 2022, (ii) August 1, 2021 to July 31, 2023, and (iii) August 1, 2021 to July
31, 2024. PRSUs that become eligible to vest based on performance for a performance period vest on September 15 following the period, subject to
continued service to us through the vesting date. The total number of PRSUs that are eligible to vest range from an achievement percentage of 0%
to 200% of the target number of PRSUs, except that the achievement percentage is capped at 100% for the first two performance periods. Up to
one-third of the target number of PRSUs are eligible to vest as a result of performance for each of the first two performance periods. The achievement
percentage is (i) 0%, if our TSR ranks below the 25th percentile of the indexed companies, (ii) 100%, if our TSR ranks at the 50th percentile of the indexed
companies, and (iii) 200%, if our TSR ranks at the 75th percentile of the indexed companies. If our TSR ranks between these percentile thresholds,
the achievement percentage is determined using linear interpolation. 100% of the target number of PRSUs (as may be increased as a result of any
achievement percentage in excess of target) will be eligible to vest with respect to the third performance period, less any PRSUs already vested in
the first two performance periods. The PRSUs are subject to a maximum value cap that limits the total value that may become eligible to vest at the
end of the third performance period, with the achievement percentage for the period subject to reduction so that the product of the ending price
per share at the end of the period multiplied by the achievement percentage cannot exceed $145.92.
(3) The RSUs granted on October 11, 2021 vest in 16 equal quarterly installments, with the first quarterly installment having vested on December 15,
2021, subject to continued service to us through each vesting date. The RSUs granted on May 1, 2022 vest in 16 equal quarterly installments, with
the first quarterly installment having vested on September 15, 2022, subject to continued service to us through each vesting date.
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Executive Compensation Tables
(4) The amounts reported in this column represent the aggregate grant date fair value of equity awards, as computed in accordance with ASC Topic
718. These amounts do not necessarily reflect the actual economic value that may ultimately be realized by the named executive officers. The grant
date fair value for time-based RSUs reported in the table is calculated in accordance with ASC Topic 718 based on the closing price per share of
our Class A common stock as reported on The Nasdaq Global Select Market on the date of grant. The grant date fair value for PRSUs reported
in the table is calculated in accordance with ASC Topic 718 using Monte Carlo simulations. A Monte Carlo simulation requires the use of various
assumptions, including the stock price volatility and risk-free interest rate as of the valuation date corresponding to the length of time remaining
in the performance period and expected dividend yield.
Outstanding Equity Awards At Fiscal Year 2022 Year-End Table
The following table presents, for each of our named executive officers, information concerning each outstanding
equity award held by such named executive officer as of July 31, 2022. This information supplements the information
about these awards set forth in the “Fiscal Year 2022 Summary Compensation Table” above.
Option Awards
Stock Awards
Number of
Securities
Underlying
Unexercised
Options
Exercisable
(#)
Number of
Securities
Underlying
Unexercised
Options
Unexercisable
(#)
Option
Exercise
Price
($)
Option
Expiration
Date
Number
of Shares
or Units
of Stock
That
Have Not
Vested
(#)
Market
Value of
Shares
or Units
of Stock
That
Have Not
Vested(1)
($)
Equity
Incentive
Plan
Awards:
Number
of
Unearned
Shares,
Units or
Other
Rights
That Have
Not Yet
Vested
(#)
Equity
Incentive
Plan
Awards:
Market or
Payout
Value of
Unearned
Shares,
Units or
Other
Rights That
Have Not
Vested(1)
($)
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
—
236,626(2)
3,580,151
—
—
—
—
584,465(3) 8,842,955
112,162(4)
1,697,011
—
—
—
—
138,045(5)
2,088,621
18,750(6)
283,688
68,956(7)
1,043,304
33,649(4)
509,109
—
—
—
—
—
—
—
—
41,413(5)
626,579
76,161(8)
1,152,316
—
—
—
—
100,000(9)
1,513,000
12,500(10)
189,125
78,125(6)
1,182,031
106,087(7)
1,605,096
39,256(4)
593,943
—
—
—
—
—
—
—
—
—
—
48,315(5)
731,006
23,438(6)
354,617
58,348(7)
882,805
26,919(4)
407,284
—
—
—
—
—
—
—
—
—
—
33,130(5)
501,257
—
—
Name
Rajiv
Ramaswami
Rukmini
Sivaraman
David
Sangster
Grant
Date
12/9/2020
12/9/2020
10/11/2021
10/11/2021
8/27/2019
10/2/2020
10/11/2021
10/11/2021
5/1/2022
9/16/2016
10/23/2018
8/27/2019
10/2/2020
10/11/2021
10/11/2021
Tyler Wall
8/27/2019
10/2/2020
10/11/2021
10/11/2021
—
Duston M.
Williams
(1) Based on the closing price per share of our Class A common stock as reported on The Nasdaq Global Select Market on July 31, 2022, which was
$15.13.
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Executive Compensation Tables
(2) 25% of the RSUs vested on December 15, 2021, with 1/16th of the RSUs vesting quarterly thereafter, subject to continued service to us through each
vesting date.
(3) The PRSUs were subject to stock price-based milestones. The first milestone required achievement of an average closing price per share of our
Class A common stock of $32.09 for a 30 consecutive calendar day period. The second milestone required achievement of an average closing
price per share of our Class A common stock of $38.51 for a 30 consecutive calendar day period. Achievement of the first milestone resulted in 67%
of the 703,117 PRSUs becoming eligible to vest. Achievement of both milestones resulted in 133% of the 703,117 PRSUs becoming eligible to vest.
Upon achievement, 25% of the eligible PRSUs vested on December 15, 2021, with 1/16th of the eligible PRSUs vesting quarterly thereafter, subject
to continued service to us through each vesting date. In October 2021, the Compensation Committee determined that the second milestone was
achieved.
(4) The RSUs vest in 16 equal quarterly installments, with the first quarterly installment having vested on December 15, 2021, subject to continued
service to us through each vesting date.
(5) The PRSUs are eligible to vest in up to three installments based on the TSR of our company relative to the TSR of companies in the NASDAQ
Composite Index over three performance periods: (i) August 1, 2021 to July 31, 2022, (ii) August 1, 2021 to July 31, 2023, and (iii) August 1, 2021 to July
31, 2024. PRSUs that become eligible to vest based on performance for a performance period vest on September 15 following the period, subject
to continued service to us through the vesting date. The total number of PRSUs that are eligible to vest range from an achievement percentage
of 0% to 200% of the target number of PRSUs, except that the achievement percentage is capped at 100% for the first two performance periods.
Up to one-third of the target number of PRSUs are eligible to vest as a result of performance for each of the first two performance periods. The
achievement percentage is (i) 0%, if our TSR ranks below the 25th percentile of the indexed companies, (ii) 100%, if our TSR ranks at the 50th
percentile of the indexed companies, and (iii) 200%, if our TSR ranks at the 75th percentile of the indexed companies. If our TSR ranks between
these percentile thresholds, the achievement percentage is determined using linear interpolation. 100% of the target number of PRSUs (as may
be increased as a result of any achievement percentage in excess of target) will be eligible to vest with respect to the third performance period,
less any PRSUs already vested in the first two performance periods. The PRSUs are subject to a maximum value cap that limits the total value that
may become eligible to vest at the end of the third performance period, with the achievement percentage for the period subject to reduction so
that the product of the ending price per share at the end of the period multiplied by the achievement percentage cannot exceed $145.92.
(6) The RSUs vest in 16 equal quarterly installments, with the first quarterly installment having vested on December 15, 2019, subject to continued
service to us through each vesting date.
(7) The RSUs vest in 16 equal quarterly installments, with the first quarterly installment having vested on December 15, 2020, subject to continued
service to us through each vesting date.
(8) The RSUs vest in 16 equal quarterly installments, with the first quarterly installment having vested on September 15, 2022, subject to continued
service to us through each vesting date.
(9) One-third of the shares subject to the awards vest on the later of January 1, 2019 or upon the Compensation Committee’s certification that our
company has achieved the performance goal, subject to continued service to us through the vesting date. One-third of the shares subject to the
awards vest on the later of January 1, 2020 or upon the Compensation Committee’s certification that our company has achieved the performance
goal, subject to continued service to us through the vesting date. One-third of the shares subject to the awards vest on the later of January 1,
2021 or upon the Compensation Committee’s certification that our company has achieved the performance goal, subject to continued service to
us through the vesting date.
(10) The RSUs vest in 16 equal quarterly installments, with the first quarterly installment having vested on March 15, 2019, subject to continued service
to us through each vesting date.
2022 Option Exercises and Stock Vested Value
The following table presents, for each of our named executive officers, the shares of our Class A common stock that
were acquired upon the exercise of stock options and vesting of RSU and PRSU awards and the related value realized
during fiscal year 2022.
Name
Rajiv Ramaswami
Rukmini Sivaraman
David M. Sangster
Tyler Wall
Duston M. Williams
Option Awards
Stock Awards
Number
of Shares
Acquired on
Exercise
(#)
Value
Realized on
Exercise(1)
($)
Number
of Shares
Acquired on
Vesting
(#)
—
—
—
—
—
—
—
—
623,750
7,303,223
518,538
57,161
154,333
88,393
113,843
Value
Realized on
Vesting(2)
($)
14,321,812
1,585,174
4,393,015
2,810,778
3,756,210
(1) The value realized upon the exercise of stock options is calculated by (i) subtracting the option exercise price from the closing price per share
(or the sale price per share in the event of a same day sale) of our Class A common stock on the date of exercise, multiplied by (ii) the number of
shares underlying the stock option exercised.
(2) The value realized upon vesting of RSUs or PRSUs is calculated by multiplying the number of shares vested by the closing price per share of our
Class A common stock as reported on The Nasdaq Global Select Market on the applicable vest date (or, in the event the applicable vest date
occurs on a holiday or weekend, the closing price per share of our Class A common stock as reported on The Nasdaq Global Select Market on the
immediately preceding trading day).
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Employment Arrangements
Employment Arrangements
Employment Arrangements with Named Executive Officers
We have entered into employment agreements with each of our currently employed named executive officers. Each
of these arrangements was negotiated on our behalf by the Compensation Committee or our then current CEO.
Typically, these arrangements provide for at-will employment and set forth the initial terms and conditions of
employment of each named executive officer, including base salary, target annual bonus opportunity, standard
employee benefit plan participation, a recommendation for initial equity awards and in certain cases the circumstances,
if applicable, under which post-employment compensation or vesting acceleration terms might apply. These offers
of employment were each subject to execution of a standard proprietary information and invention agreement and
proof of identity and work eligibility in the United States.
Rajiv Ramaswami
We entered into an employment letter with Rajiv Ramaswami, our President and CEO, on December 7, 2020. The
employment letter has an indefinite term and Mr. Ramaswami’s employment is at-will. Mr. Ramaswami’s current
annual base salary is $800,000, and he is currently eligible to earn annual incentive compensation with a target equal
to 100% of annual base salary based upon achievement of targets determined by our Board or the Compensation
Committee for each fiscal year.
In connection with his hire, Mr. Ramaswami was granted 378,601 RSUs and a target number of 703,117 PRSUs under
our 2016 Equity Incentive Plan. 25% of the RSUs vested on December 15, 2021, with 1/16th of the RSUs vesting quarterly
thereafter, subject to continued service to us through each vesting date. The PRSUs were subject to stock price-based
milestones. The first milestone required achievement of an average closing price per share of our Class A common
stock of $32.09 for a 30 consecutive calendar day period. The second milestone required achievement of an average
closing price per share of our Class A common stock of $38.51 for a 30 consecutive calendar day period. In October
2021, the Compensation Committee determined that the second milestone was achieved, resulting in 133% of the
703,117 PRSUs becoming eligible to vest. Upon achievement, 25% of the eligible PRSUs vested on December 15, 2021,
with 1/16th of the eligible PRSUs vesting quarterly thereafter, subject to continued service to us through each vesting
date. For additional details regarding Mr. Ramaswami’s equity awards, see “Executive Compensation – Executive
Compensation Tables” above.
Mr. Ramaswami is a participant in our Executive Severance Policy and our Change of Control Severance Policy, both
of which are described below.
Rukmini Sivaraman
We entered into an employment letter with Rukmini Sivaraman in connection with her promotion to Chief Financial
Officer on April 10, 2022. The employment letter has an indefinite term and Ms. Sivaraman’s employment is at-will.
Ms. Sivaraman’s current annual base salary is $450,000, and she is currently eligible to earn annual incentive
compensation with a target equal to 70% of annual base salary based upon achievement of targets determined by
our Board or the Compensation Committee for each fiscal year.
In connection with her promotion, Ms. Sivaraman was granted 76,161 RSUs under our 2016 Equity Incentive Plan. 1/16th
of the RSUs vested on September 15, 2022, with 1/16th of the RSUs vesting quarterly thereafter, subject to continued
service to us through each vesting date. For additional details regarding Ms. Sivaraman’s outstanding equity awards,
see “Executive Compensation – Executive Compensation Tables” above.
Ms. Sivaraman is a participant in our Executive Severance Policy and our Change of Control Severance Policy, both
of which are described below.
David M. Sangster
We entered into an employment letter with David Sangster, our Chief Operating Officer, on October 17, 2011. The
employment letter has an indefinite term and Mr. Sangster’s employment is at-will. Mr. Sangster’s current annual base
salary is $475,000, and he is currently eligible to earn annual incentive compensation with a target equal to 75% of
annual base salary based upon achievement of targets determined by our Board or the Compensation Committee
for each fiscal year.
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Employment Arrangements
In connection with his hire, Mr. Sangster was granted a stock option under our 2010 Plan and option agreement to
purchase 350,000 shares of our Class A common stock. That option has since vested in full and has been exercised by
Mr. Sangster. For additional details regarding Mr. Sangster’s equity awards, see “Executive Compensation – Executive
Compensation Tables” above.
Mr. Sangster is a participant in our Executive Severance Policy and our Change of Control Severance Policy, both of
which are described below.
Tyler Wall
We entered into an employment letter with Tyler Wall, our Chief Legal Officer, on November 20, 2017. The employment
letter has an indefinite term and Mr. Wall’s employment is at-will. Mr. Wall’s current annual base salary is $475,000,
and he is currently eligible to earn annual incentive compensation with a target equal to 75% of annual base salary
based upon achievement of targets determined by our Board or the Compensation Committee for each fiscal year.
In connection with his hire, Mr. Wall was granted 300,000 RSUs under our 2016 Equity Incentive Plan, which have
since vested in full. For additional details regarding Mr. Wall’s equity awards, see “Executive Compensation – Executive
Compensation Tables” above.
Mr. Wall is a participant in our Executive Severance Policy and our Change of Control Severance Policy, both of which
are described below.
Severance and Change of Control-Related Benefits
Executive Severance Policy
We have an Executive Severance Policy, pursuant to which a designated employee is eligible to receive severance
benefits in lieu of any other severance payments and benefits, subject to the employee signing a participation
agreement, in connection with the involuntary termination of their employment under the circumstances described
in our Executive Severance Policy. Generally, upon a termination of the eligible employee either (i) by us, other than
for Cause, death, or disability, or (ii) by the applicable eligible employee on account of a Constructive Termination
(such termination, “Qualified Termination”), then our Executive Severance Policy provides for:
(1) a lump sum payment equal to the participant’s annual base salary, as in effect immediately prior to the participant’s
Qualified Termination or, if the termination is due to a resignation for Constructive Termination based on a material
reduction in annual base salary, immediately prior to such reduction, multiplied by 100% for each Tier 1 eligible employee,
75% for each Tier 2 eligible employee and 50% for each Tier 3 eligible employee, and
(2) payment or reimbursement, at our sole discretion, of the cost of continued health benefits for a period of up to twelve
months for each Tier 1 eligible employee, up to nine months for each Tier 2 eligible employee and up to six months for
each Tier 3 eligible employee.
In order to receive severance benefits under our Executive Severance Policy, a participant must timely execute and
not revoke a release of claims in favor of us.
For purposes of our Executive Severance Policy, constructive termination (“Constructive Termination”) means the
eligible employee’s termination of his or her employment after the occurrence of one or more of the following events
without the applicable eligible employee’s express written consent:
(1) a reduction in substantially all of the applicable eligible employee’s responsibilities relative to his or her responsibilities
in effect immediately prior to such reduction (provided, however, that, a change in title or reporting structure, without
more, shall not constitute a Constructive Termination), and
(2) a reduction by us in the applicable eligible employee’s rate of annual base salary by more than 25% within a single
calendar year (provided, however, that, a reduction of annual base salary that also applies to substantially all other
similarly situated employees of our company shall not constitute a Constructive Termination).
In order for the applicable eligible employee’s termination of his or her employment to be a Constructive Termination,
the eligible employee must not terminate employment with us without first providing us with written notice of the
acts or omissions constituting the grounds for “Constructive Termination” within 90 days of the initial existence of
the grounds for “Constructive Termination” and a cure period of 30 days following our receipt of written notice, such
grounds must not have been cured during such time, and the eligible employee must terminate his or her employment
within 30 days following such cure period.
Each of our named executive officers is eligible to participate in our Executive Severance Policy. Therefore, we have
not described and quantified estimated payments and benefits that would be provided in each covered circumstance
under our Executive Severance Policy to any of our eligible named executive officers.
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E X E C U T I V E C O M P E N S A T I O N
Employment Arrangements
Change of Control Severance Policy
We have a Change of Control and Severance Policy, pursuant to which a designated employee is eligible to receive
severance benefits in lieu of any other severance payments and benefits, subject to the employee signing a participation
agreement, in connection with a change of control of our company or in connection with the involuntary termination
of their employment under the circumstances described in our Change of Control Severance Policy. Each of our named
executive officers is a participant in our Change of Control Severance Policy. Generally, if a participant’s employment
is terminated within three months prior to or 12 months following the consummation of a change of control, which
such period is referred to as the change of control period, either by us or a subsidiary of ours other than for cause,
death or disability or by the participant for good reason, then our Change of Control Severance Policy provides that:
(1) the applicable percentage of the then-unvested shares subject to each of the participant’s then-outstanding time-based
equity awards will immediately vest and become exercisable, with such percentage being 100% for each of our named
executive officers,
(2) for performance-based equity, the equity vesting benefit will be the amount that would have vested (a) based on actual
performance, if performance has been measured or is measurable at the change of control; otherwise (b) at target level
of performance,
(3) a lump sum payment equal to the participant’s annual base salary, as in effect immediately prior to the participant’s
termination or, if the termination is due to a resignation for good reason based on a material reduction in base salary,
immediately prior to such reduction, or immediately prior to the change of control, whichever is greater, multiplied by
100% for each of our named executive officers,
(4) a lump sum payment equal to the participant’s target annual bonus as in effect for the fiscal year in which his or her
termination of employment occurs, multiplied by 100% for each of our named executive officers, and
(5) payment or reimbursement of the cost of continued health benefits for a period of up to 12 months for each of our
named executive officers.
In order to receive severance benefits under our Change of Control Severance Policy, a participant must timely execute
and not revoke a release of claims in favor of us. In addition, our Change of Control Severance Policy provides that, if
any payment or benefits to a participant, including the payments and benefits under our Change of Control Severance
Policy, would constitute a parachute payment within the meaning of Section 280G of the U.S. Internal Revenue Code
of 1986, as amended, or the Code, and would therefore be subject to an excise tax under Section 4999 of the Code,
then such payments and benefits will be either (i) reduced to the largest portion of the payments and benefits that
would result in no portion of the payments and benefits being subject to the excise tax, or (ii) not reduced, whichever,
after taking into account all applicable federal, state and local employment and income taxes and the excise tax,
results in the participant’s receipt, on an after-tax basis, of the greater payments and benefits.
For purposes of each of our Change of Control Severance Policy and our Executive Severance Policy, cause (“Cause”)
means any of the following reasons (with any references to us interpreted to include any subsidiary, parent, affiliate
or successor of ours):
z the participant’s repeated willful failure to perform his or her duties and responsibilities to us or the participant’s
material violation of any material written policy of ours;
z the participant’s commission of any act of fraud, embezzlement or any other willful misconduct that has caused or
is reasonably expected to result in injury to us;
z the participant’s unauthorized use or disclosure of any proprietary information or trade secrets of ours or any other
party to whom the participant owes an obligation of nondisclosure as a result of his or her relationship with us; or
z the participant’s material breach of any of his or her obligations under any written agreement or covenant with us.
Where the facts giving rise to Cause are capable of being remedied, we are required to provide written notice to
the participant of the facts giving rise to Cause and provide the participant with 30 calendar days with which to
reasonably remedy such facts.
For purposes of our Change of Control Severance Policy, good reason means the participant’s termination of his or
her employment in accordance with the next sentence after the occurrence of one or more of the following events
without the participant’s express written consent:
z a material reduction of the participant’s duties, authorities or responsibilities relative to the participant’s duties,
authorities or responsibilities in effect immediately prior to such reduction (which, in the case of our CEO, includes
ceasing to act as the CEO of the combined entity following the change of control);
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Employment Arrangements
z a material reduction by us in the participant’s rate of annual base salary; provided, however, that, a reduction of
annual base salary that also applies to substantially all other similarly situated employees of ours will not constitute
good reason;
z a material change in the geographic location of the participant’s primary work facility or location; provided, that
a relocation of less than 35 miles from the participant’s then present location will not be considered a material
change in geographic location; or
z our failure to obtain from any successor or transferee of ours an express written and unconditional assumption of
our obligations to the participant under our Change of Control Severance Policy.
In order for the participant’s termination of his or her employment to be for good reason, the participant must not
terminate employment with us without first providing us with written notice of the acts or omissions constituting
the grounds for good reason within 90 days of the initial existence of the grounds for good reason and a cure period
of 30 days following the date of written notice, such grounds must not have been cured during such time, and the
participant must terminate his or her employment within 30 days following the expiration of our 30-day cure period.
Potential Payments Upon Termination or Change of Control
The following table sets forth the estimated payments that would be received by each of our named executive
officers who remained employed with us as of July 31, 2022 if (i) pursuant to the terms of our Executive Severance
Policy, a hypothetical termination of employment by us (other than for cause, death, or disability) or a hypothetical
termination by the officer on account of a constructive termination had occurred on July 31, 2022 and (ii) pursuant
to the terms of our Change of Control and Severance Policy, a hypothetical termination of employment by us (other
than for cause, death, or disability) or a hypothetical termination by the officer for good reason in connection with a
change of control of our company had occurred on July 31, 2022. The table below reflects amounts that would have
been payable to the named executive officer assuming that, if applicable, the hypothetical termination occurred on
July 31, 2022 and, if applicable, a change of control of our company also occurred on that date. Mr. Williams resigned
as our Chief Financial Officer on April 30, 2022. Mr. Williams did not receive any severance payments or benefits in
connection with his resignation.
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61
E X E C U T I V E C O M P E N S A T I O N
Employment Arrangements
Name
Rajiv Ramaswami
Termination by us (other than for cause, death, or
disability) or termination by officer on account of
constructive termination
Termination by us without cause or resignation for
good reason during change of control period
Rukmini Sivaraman
Termination by us (other than for cause, death, or
disability) or termination by officer on account of
constructive termination
Termination by us (other than for cause, death, or
disability) or termination by officer for good reason
during change of control period
David M. Sangster
Termination by us (other than for cause, death, or
disability) or termination by officer on account of
constructive termination
Termination by us (other than for cause, death, or
disability) or termination by officer for good reason
during change of control period
Tyler Wall
Termination by us (other than for cause, death, or
disability) or termination by officer on account of
constructive termination
Termination by us (other than for cause, death, or
disability) or termination by officer for good reason
during change of control period
Salary
Severance(1)
($)
Bonus
Severance(2)
($)
Value of
Accelerated
Vesting(3)
($)
Continuation
of Medical
Benefits(4)
($)
Total
($)
800,000
—
—
30,731
830,731
800,000
800,000
16,208,739
30,731
17,839,470
420,000
—
—
30,731
450,731
420,000
294,000
3,614,996
30,731
4,359,727
475,000
—
—
30,731
505,731
475,000
356,250
4,301,202
30,731
5,163,183
475,000
—
—
30,731
505,731
475,000
356,250
2,145,964
30,731
3,007,945
(1) The amounts reported in this column reflect a lump-sum payment equal to 100% of the named executive officer’s annual base salary as of
July 31, 2022 under our Executive Severance Policy and a lump-sum payment equal to 100% of the named executive officer’s annual base salary
as of July 31, 2022 under our Change of Control and Severance Policy.
(2) The amounts reported in this column reflect a lump-sum payment equal to 100% of the named executive officer’s annual bonus target for fiscal
year 2022 under our Change of Control and Severance Policy.
(3) The amounts reported in this column reflect RSU and PRSU payment values based upon the closing price of our Class A common stock of $15.13
as reported on The Nasdaq Global Select Market on July 31, 2022.
(4) The amounts reported in this column reflect the cost of COBRA continuation coverage based on elected level of healthcare coverage (medical,
dental and vision) for twelve months under our Executive Severance Policy and for twelve months under our Change of Control and Severance
Policy.
CEO Pay Ratio
In accordance with Item 402(u) of Regulation S-K, promulgated under the Dodd-Frank Wall Street Reform and
Consumer Protection Act of 2010, we are providing (i) the ratio of the annual total compensation of our President and
CEO, Rajiv Ramaswami, to (ii) the annual total compensation of our median employee, both calculated in accordance
with the requirements of Item 402(c)(2)(x) of Regulation S-K.
For fiscal year 2022:
z the annual total compensation of our President and CEO was $12,928,676;
z the annual total compensation of our median employee was $171,281; and
z the ratio of the annual total compensation of our President and CEO to the annual total compensation of our median
employee was 75:1.
We believe this ratio is a reasonable estimate calculated in a manner consistent with Item 402(u) of Regulation S-K
under the Exchange Act.
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Equity Compensation Plan Information
We selected July 31, 2022 as the date on which to determine our employee population and the median employee. In
determining this population, we included all worldwide full-time and part-time employees other than our President
and CEO. We did not include any contractors in our employee population. As permitted by SEC rules, to identify
our median employee, we elected to use total target cash compensation plus the grant date fair market value of
equity awards, if any, as our consistently applied compensation measure, which we refer to herein as total target
compensation and calculated as (i) base salary and target bonus as of July 31, 2022, and (ii) the grant date fair market
value of equity awards issued during the previous twelve months. For employees paid in a currency other than U.S.
dollars, we converted their compensation to U.S. dollars using the exchange rates used by us for various financial and
accounting purposes in effect on July 31, 2022. To identify our median employee, we then calculated the total target
direct compensation for our global employee population and excluded employees at the median who had anomalous
compensation characteristics.
The SEC rules for identifying the median employee and calculating the pay ratio based on that employee’s annual
total compensation allow companies to adopt a variety of methodologies, to apply certain exclusions, and to make
reasonable estimates and assumptions that reflect their compensation practices. Consequently, the pay ratio reported
by other companies may not be comparable to the pay ratio reported by us, as other companies may have different
employment and compensation practices and may utilize different methodologies, exclusions, estimates, and
assumptions in calculating their own pay ratios.
Equity Compensation Plan Information
The following table summarizes our equity compensation plan information as of July 31, 2022. Information is included
for equity compensation plans approved by our stockholders. We do not have any equity compensation plans not
approved by our stockholders.
(c) Number
of Securities
Remaining
Available
for Future
Issuance Under
Equity
Compensation
Plans
(Excluding
Securities
Reflected in
Column (a))(3)
(b) Weighted
Average
Exercise Price
of Outstanding
Options,
Warrants and
Rights(2)
$6.43
—
17,520,761
—
(a) Number
of Securities
to be Issued
Upon Exercise
of Outstanding
Options,
Warrants and
Rights(1)
23,824,860
—
Plan Category
Equity plans approved by stockholders
Equity plans not approved by stockholders
(1) Includes 1,689,320 outstanding stock options and 22,135,540 outstanding RSUs.
(2) The weighted average exercise price is calculated based solely on outstanding stock options and does not take into account stock underlying
restricted stock units, which generally have no exercise price.
(3) Includes 15,159,164 shares reserved for future equity grants under our 2016 Equity Incentive Plan and 2,361,597 shares reserved for future stock
purchase plan awards under our ESPP. Our 2016 Equity Incentive Plan provides that the total number of shares reserved for issuance under our
2016 Equity Incentive Plan will be automatically increased on the first day of each fiscal year beginning in fiscal year 2018, by an amount equal to
the least of (i) 18,000,000 shares, (ii) 5% of the outstanding shares of all classes of common stock as of the last day of our immediately preceding
fiscal year, or (iii) such other amount as our Board may determine. Accordingly, on August 1, 2022, the number of shares of Class A common stock
available for issuance under our 2016 Equity Incentive Plan increased by 11,346,891 shares, pursuant to this provision. This increase is not reflected
in the table above, which is as of July 31, 2022.
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63
ADDITIONAL PROPOSALS
Proposal 7: Approval of Amendment and Restatement of Amended and
Restated 2016 Employee Stock Purchase Plan
OUR BOARD RECOMMENDS A VOTE FOR THIS PROPOSAL 7.
Reasons for the Amendment and Restatement
At the Annual Meeting, stockholders are being asked to approve the amendment and restatement of the ESPP as
described below, including to increase the number of shares of our Class A common stock, or the Shares, authorized
for sale under the ESPP. The amendment and restatement will be referred to as the ESPP Amendment. The ESPP was
initially adopted by our Board in 2015 and was approved by our stockholders in 2016. The ESPP became effective in
2016 in connection with our initial public offering. A prior amendment to the ESPP was approved by our stockholders
in 2019.
The ESPP is intended to provide an incentive to our employees who are eligible to participate by allowing them to
purchase Shares at a price equal to 85% of the lower of the fair market value of the Share on either the first or last
trading day of the applicable purchase period. As a result, the ESPP helps us align our employees’ interests with those
of our stockholders and also assists us in recruiting, retaining and motivating qualified personnel who help us achieve
our business goals, ultimately creating long-term value for our stockholders.
As of the Record Date, 1,363,314 Shares remained available for sale under the ESPP. Due to (i) the increase in our
employee population, from approximately 5,340 employees as of July 31, 2019 to approximately 6,450 employees
as of July 31, 2022, and (ii) the current rate of shares being purchased under the ESPP, we currently estimate that
the remaining Share reserve would only last us through approximately the March 20, 2023 purchase date. As a
result, the ESPP Amendment would increase the number of Shares currently available for sale under the ESPP by
12,442,247 Shares, bringing the total number of Shares that remain available for sale under the ESPP to 13,805,561 Shares,
which represents approximately 6% of our outstanding Shares as of the close of business on the Record Date. Our
company’s stockholders are being asked to approve the ESPP Amendment so that we may continue to operate the
ESPP in light of its important role in encouraging equity ownership among our employees and assisting our company
to recruit, retain and motivate qualified personnel. Other than the ESPP Amendment and the prior amendment to
the ESPP approved by our stockholders in 2019, we have not made any material amendments to the ESPP since it
became effective in 2016.
The Compensation Committee and our Board have approved the ESPP Amendment, subject to the approval of
our stockholders at the Annual Meeting. In considering its recommendation to approve the ESPP Amendment,
the Compensation Committee and our Board analyzed the historical number of Shares purchased under the ESPP
since the ESPP became effective in 2016, the motivational, recruiting and retention value of the ESPP, as well as the
projected number of Shares required to fully fund the ESPP in future years. The number of Shares purchased under the
ESPP in each of fiscal years 2020, 2021 and 2022 was 3,319,834, 3,980,477, and 2,827,004, respectively. Although the
Compensation Committee and our Board considered the historical Share purchases, the actual number of Shares that
will be purchased under the ESPP in any given future year will depend on a number of factors including, for example,
the number of participants, each participant’s contribution rate, and our stock price. Based on usage in fiscal year
2022 and projected participation numbers and contribution rates, we currently anticipate that the increased Share
reserve represented by the ESPP Amendment would allow us to fully fund the ESPP for a period of approximately
three years. However, the actual number of Shares that will be purchased under the ESPP, and time period over which
the increased Share reserve will allow us to fully fund the ESPP, will vary based on the factors noted above. We believe
that participation in our ESPP is important to our employees and key to our ongoing recruiting efforts, and therefore
the ESPP Amendment is important to our continued success. Our Board believes that it is in the best interests of our
company and our stockholders to approve the ESPP Amendment.
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2 0 2 2 P R O X Y S T A T E M E N T
Proposal 7: Approval of Amendment and Restatement of Amended and Restated 2016 Employee Stock Purchase Plan
A D D I T I O N A L P R O P O S A L S
The ESPP Amendment also provides that any contributions accumulated in a participant’s account not sufficient to
purchase a full share on the last trading day of the applicable purchase period will be returned to the participant in
lieu of retaining such contributions in the participant’s account for the subsequent purchase period or offering period.
This amendment is being proposed as a matter of administrative convenience.
The following paragraphs provide a summary of the principal features of the ESPP and its operation. However, this
summary is not a complete description of all of the provisions of the ESPP, and is qualified in its entirety by the
specific language of the ESPP. A copy of the ESPP, as it is proposed to be amended, is provided as Appendix C to
this Proxy Statement.
General
The ESPP is intended to have two components: (i) the first component, or the 423 Component, is intended to qualify
as an employee stock purchase plan under Section 423 of the Code; and (ii) the second component, or the Non-423
Component, under which the ESPP authorizes the grant of an option to purchase Shares that are not intended to
qualify under Section 423 of the Code, pursuant to rules, procedures or sub-plans adopted by the ESPP’s administrator,
or Administrator, that are generally designed to achieve tax, securities laws, or other objectives for eligible employees
and our company.
Purpose
The purpose of the ESPP is to provide employees of our company and its designated subsidiaries with an opportunity
to purchase Shares through accumulated contributions as permitted under the ESPP. The ESPP serves as an important
tool for us in recruiting, retaining and motivating talented employees and aligns our employees’ interests with those
of our stockholders by encouraging equity ownership among our employees.
Eligibility to Participate
In general, employees of Nutanix and any subsidiaries or affiliates that have been designed as eligible to participate
in the ESPP who are customarily employed for at least 20 hours per week and more than five months in any calendar
year by the applicable employer are eligible to participate in the ESPP. The Administrator may change the eligibility
requirements consistent with the terms of the ESPP, but any such determination must be made before the start of
the applicable offering period and, for each offering under the 423 Component, must be made on a uniform and
nondiscriminatory basis. In the case of the Non-423 Component, eligible employees may be excluded from participation
in the ESPP or an offering if the Administrator has determined that participation of such eligible employee is not
advisable or practicable. As of the Record Date, approximately 6,350 employees are expected to be eligible to
participate in the ESPP in the offering period that is scheduled to start on the first trading day on or after March 20,
2023.
However, an employee is not eligible to participate in the ESPP if, immediately after the grant of an option, he or she
would own capital stock of our company or its parent or subsidiary and/or hold outstanding options to purchase
such stock equal to 5% or more of the total combined voting power or value of all classes of our company’s capital
stock or the stock of any parent or subsidiary of our company (including stock attributed to the applicable employee
under Section 424(d) of the Code). In addition, an eligible employee’s right to buy Shares under the ESPP may not
accrue at a rate exceeding USD $25,000 worth of Shares (determined based on the fair market value of such Shares
at the beginning of the applicable offering period) per calendar year for each calendar year in which the offering
period is in effect.
Enrollment
Eligible employees may voluntarily elect to participate in the ESPP by (i) submitting to our company’s stock
administration office (or its designee), on or before a date determined by the Administrator prior to an applicable
enrollment date, a properly completed subscription agreement authorizing contributions in the form provided by
the Administrator for such purpose, or (ii) following an electronic or other enrollment procedure determined by the
Administrator. Each eligible employee who joins the ESPP is granted an option to purchase Shares on each enrollment
date while participating in the ESPP and is automatically re-enrolled for additional rolling six-month purchase periods;
provided, however, that an employee may cancel his or her enrollment at any time (subject to the terms of the
ESPP). Eligible employees who participate in the ESPP are referred to collectively as Participants and individually as
a Participant.
2 0 2 2 P R O X Y S T A T E M E N T
65
A D D I T I O N A L P R O P O S A L S
Proposal 7: Approval of Amendment and Restatement of Amended and Restated 2016 Employee Stock Purchase Plan
Contributions
Eligible employees may voluntarily elect to contribute in the ESPP through contributions (in the form of payroll
deductions or otherwise, to the extent permitted by the Administrator) in an amount not exceeding 15% of the
applicable eligible employee’s eligible compensation. For this purpose, eligible compensation generally includes
the applicable eligible employee’s regular and recurring straight time gross earnings, commissions, bonus and
other incentive compensation, and payments for overtime. The Administrator may establish a different definition of
compensation on a uniform and nondiscriminatory basis in its discretion, and may decrease the size of contributions
to 0% at any time during an offering period to the extent necessary to comply with Section 423(b)(8) of the Code
and other applicable terms of and limitations under the ESPP.
Purchase of Shares
Currently, Shares are offered under the ESPP through a series of consecutive offering periods approximately 12 months
in duration that are scheduled to start on the first trading day on or after March 20 and September 20 of each year
and terminate on the first trading day on or after March 20 and September 20, approximately 12 months later. Each
offering period generally contains two consecutive six-month purchase periods. On the last trading day of each
purchase period, our company uses each Participant’s payroll deductions or contributions to purchase Shares for
the Participant.
The Administrator also has discretion to set a limit on the number of Shares that may be purchased during any
six-month purchase period (currently 1,000 Shares, unless otherwise determined by the Administrator). Further, under
certain circumstances whereby the number of Shares to be purchased in a purchase period exceeds the number of
Shares available for purchase under the ESPP, the Administrator may make adjustments that result in the purchase
of a lesser number of Shares. The Administrator also may decrease the size of contributions to 0% at any time during
an offering period to the extent necessary to comply with Section 423(b)(8) of the Code and other applicable terms
of and limitations under the ESPP. Until Shares have been purchased and delivered to a Participant (as evidenced by
the appropriate entry in our company’s books or a duly authorized transfer agent of our company), the Participant
will have no voting, dividend, or other stockholder rights with respect to the Shares.
Purchase Price
Eligible employees are allowed to purchase Shares under the ESPP at a price equal to the lesser of (i) 85% of the fair
market value of our Shares on the first trading day of the applicable offering period, or the Enrollment Date, or (ii) 85%
of the fair market value of our Shares on the Exercise Date. To the extent permitted by applicable laws, if the fair market
value of Shares on any Exercise Date in an offering period is lower than the fair market value of the Shares on the
Enrollment Date of such offering period, then all Participants in such offering period will be automatically withdrawn
from such offering period immediately after the exercise of their option on such Exercise Date and automatically
re-enrolled in the immediately following offering period as of the first day thereof.
Currently, any contributions accumulated in a participant’s account not sufficient to purchase a full share on an Exercise
Date are retained in the participant’s account for the subsequent purchase period or offering period. If stockholders
approve the ESPP Amendment, then such contributions will instead be returned to the participant.
Number of Shares of Common Stock Available for Sale under the ESPP
Currently, (i) a maximum of 11,529,531 Shares have been approved for sale pursuant to the ESPP, and (ii) 1,363,314 Shares
remain available for sale under the ESPP. If stockholders approve the ESPP Amendment, then (i) the maximum number
of Shares available for sale under the ESPP will be increased to 13,805,561 Shares, and (ii) 13,805,561 Shares will be
immediately available for sale under the ESPP. If stockholders do not approve the ESPP Amendment, no Shares will be
added to the total number of Shares reserved for sale under the ESPP, and the ESPP will continue under its existing terms.
Evergreen Provision
The ESPP does not provide for an automatic annual increase in the number of Shares reserved for issuance under
the ESPP.
Administration
Our Board, or a committee thereof designated by our Board that complies with applicable laws, may administer
the ESPP. Currently, the Compensation Committee serves as the Administrator of the ESPP at the discretion of our
Board and subject to the terms of the ESPP. Subject to the terms of the ESPP, the Administrator has full and exclusive
discretionary authority to interpret and apply the terms of the ESPP, to establish rules, procedures, sub-plans, and
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2 0 2 2 P R O X Y S T A T E M E N T
Proposal 7: Approval of Amendment and Restatement of Amended and Restated 2016 Employee Stock Purchase Plan
A D D I T I O N A L P R O P O S A L S
appendices to the subscription agreement necessary for administration of the ESPP, to determine eligibility, to
designate separate offerings under the ESPP, to designate subsidiaries and affiliates of our company as participating
in the 423 Component or the Non-423 Component, and to adjudicate all disputed claims filed under the ESPP. Every
finding, decision and determination made by the Administrator will, to the full extent permitted by law, be final
and binding upon all parties. The Administrator also may adopt rules and procedures regarding: the definition of
compensation, eligibility, handling of contributions, making of contributions to the ESPP, establishment of bank or
trust accounts to hold contributions, payment of interest, conversion of local currency, obligations to pay payroll tax,
determination of beneficiary designation requirements, withholding procedures, and handling of stock certificates
that vary with applicable local requirements.
Termination of Participation
Participation in the ESPP generally terminates when a Participant’s employment with our company or its subsidiaries
ceases for any reason, the Participant withdraws from the ESPP, or our company terminates or amends the ESPP
such that the Participant no longer is eligible to participate. A Participant may withdraw his or her participation in
the ESPP at any time in accordance with procedures, and prior to the deadline, specified by our company’s stock
administration office. Upon withdrawal from the ESPP, generally the Participant will receive all amounts credited to
his or her account, without interest (unless otherwise required by applicable law), and his or her payroll withholdings
or contributions under the ESPP will cease.
Non-transferability
Neither contributions credited to a Participant’s account nor any rights or interests under the ESPP may be assigned,
transferred, pledged or otherwise disposed of in any way (other than by will, the laws of descent and distribution)
by the applicable Participant. Any such attempt at assignment, transfer, pledge or other disposition will be without
effect, except that our company may treat such act as an election to withdraw funds from an offering period in
accordance with the terms of the ESPP.
Certain Transactions
In the event of any dividend or other distribution (whether in the form of cash, Shares, other securities, or other
property), recapitalization, stock split, reverse stock split, reorganization, merger, consolidation, split-up, spin-off,
combination, repurchase, or exchange of Shares or other securities of our company, or other change in our company’s
corporate structure affecting the Shares occurs, the Administrator, in order to prevent dilution or enlargement of the
benefits or potential benefits intended to be made available under the ESPP, will, in such manner as it may deem
equitable, adjust the number and class of Shares that may be delivered under the ESPP, the purchase price per
Share and the number of Shares covered by each option under the ESPP that has not yet been exercised, and the
numerical limits under the ESPP. In the event of the proposed dissolution or liquidation of our company, any offering
period then in progress will be shortened by setting a new Exercise Date, and will terminate immediately prior to the
consummation of such proposed dissolution or liquidation, unless provided otherwise by the Administrator. In the
event of a merger or change of control of our company, each outstanding option will be assumed or an equivalent
option substituted by the successor corporation or a parent or subsidiary of the successor corporation. In the event
that the successor corporation refuses to assume or substitute for the option, the offering period with respect to
which such option relates will be shortened by setting a new Exercise Date on which such offering period shall end.
Amendment and Termination
The Administrator, in its sole discretion, may amend, suspend or terminate the ESPP, or any part thereof, at any time
and for any reason. The ESPP will continue in effect unless terminated by the Administrator in accordance with its
terms. If the Administrator determines that the ongoing operation of the ESPP may result in unfavorable financial
accounting consequences, the Administrator may modify, amend or terminate the ESPP to reduce or eliminate such
accounting consequence. If the ESPP is terminated, the Administrator, in its discretion, may elect to terminate all
outstanding offering periods either immediately or after completion of the purchase of Shares on the next Exercise
Date (which may be adjusted to occur sooner than originally scheduled), or may elect to permit offering periods to
expire in accordance with their terms. If options are terminated prior to expiration, then all amounts then credited to
Participants’ accounts that have not been used to purchase Shares will be returned the Participants, without interest
(unless otherwise required by applicable law), as soon as administratively practicable.
2 0 2 2 P R O X Y S T A T E M E N T
67
A D D I T I O N A L P R O P O S A L S
Proposal 7: Approval of Amendment and Restatement of Amended and Restated 2016 Employee Stock Purchase Plan
Number of Shares Purchased by Certain Individuals and Groups
Participation in the ESPP is voluntary and dependent on each eligible employee’s election to participate and his or
her determination as to the level of contributions of eligible compensation. Further, the number of Shares that may
be purchased under the ESPP is determined, in part, by the price of our Shares on the Enrollment Date and the
Exercise Date.
Accordingly, the actual number of Shares that may be purchased by any individual is not determinable. For illustrative
purposes only, the following table sets forth (i) the number of Shares that were purchased during fiscal year 2022
under the ESPP, and (ii) the weighted average per Share purchase price paid for such Shares, for each of our Named
Executive Officers, all current executive officers as a group, and all other employees who participated in the ESPP as
a group. Our executive officers have an interest in the approval of the ESPP Amendment by our stockholders because
they are eligible to participate in the ESPP. Non-employee members of our Board are not eligible to participate in
the ESPP.
Name of Individual or Identity of Group and Position
Rajiv Ramaswami
President and Chief Executive Officer
Rukmini Sivaraman
Chief Financial Officer
David Sangster
Chief Operating Officer
Tyler Wall
Chief Legal Officer
Duston M. Williams
Former Chief Financial Officer
All current executive officers as a group(1)
All current directors who are not executive officers as a group(2)
All other employees (including all current officers who are not
executive officers) as a group
Number of Shares
Purchased
(#)
Weighted Average
Purchase Price Per
Share
($)
1,906
22.29
—
—
1,350
1,350
3,256
—
2,822,398
—
—
22.29
22.29
22.29
—
22.15
(1) Mr. Williams resigned effective April 30, 2022 and therefore is not included in the group of current executive officers.
(2) Non-employee directors are not eligible to participate in the ESPP.
U.S. Federal Income Tax Consequences
The following brief summary of the effect of U.S. federal income taxation upon the Participant and our company with
respect to the Shares purchased under the ESPP is based on management’s understanding of current U.S. federal
income tax laws, does not purport to be complete, and does not discuss the tax consequences of a Participant’s
death or the income tax laws of any state or foreign country in which the Participant may reside.
The 423 Component of the ESPP is intended to qualify as an employee stock purchase plan within the meaning of
Section 423 of the Code. Under an employee stock purchase plan that so qualifies, no taxable income will be recognized
by a Participant, and no deductions will be allowable to our company, upon either the grant or the exercise of the
purchase rights. Taxable income will not be recognized until there is a sale or other disposition of the Shares acquired
under the ESPP or in the event of the Participant’s death while still owning the purchased Shares.
If the Participant sells or otherwise disposes of the purchased Shares within two (2) years after the start date of
the offering period in which the Shares were acquired or within one (1) year after the actual purchase date of those
Shares, then the Participant generally will recognize ordinary income in the year of sale or disposition equal to the
amount by which the fair market value of the Shares on the purchase date exceeded the purchase price paid for those
Shares, and our company will be entitled to an income tax deduction, for the taxable year in which such disposition
occurs equal in amount to such excess. The amount of this ordinary income will be added to the Participant’s basis
in the Shares, and any resulting gain or loss recognized upon the sale or disposition will be a capital gain or loss. If
the Shares have been held for more than one (1) year since the date of purchase, the gain or loss will be long-term.
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2 0 2 2 P R O X Y S T A T E M E N T
Proposal 7: Approval of Amendment and Restatement of Amended and Restated 2016 Employee Stock Purchase Plan
A D D I T I O N A L P R O P O S A L S
If the Participant sells or disposes of the purchased Shares more than two (2) years after the start date of the offering
period in which the Shares were acquired and more than one (1) year after the actual purchase date of those Shares,
then the Participant generally will recognize ordinary income in the year of sale or disposition equal to the lesser of
(i) the amount by which the fair market value of the Shares on the sale or disposition date exceeded the purchase
price paid for those Shares, or (ii) 15% of the fair market value of the Shares on the start date of that offering period.
Any additional gain upon the disposition will be taxed as a long-term capital gain. Alternatively, if the fair market
value of the Shares on the date of the sale or disposition is less than the purchase price, there will be no ordinary
income and any loss recognized will be a long-term capital loss. Our company will not be entitled to an income tax
deduction with respect to such disposition.
Registration of Shares
If the ESPP Amendment is approved by our stockholders, our Board intends to cause the additional Shares that will
become available for sale as a result of the ESPP Amendment to be registered on a Form S-8 Registration Statement
to be filed with the SEC at our company’s expense prior to the sale of any such Shares.
Summary and Recommendation of our Board
Our Board believes that it is in the best interests of our company and our stockholders to continue to provide eligible
employees with the opportunity to purchase Shares through the ESPP, which plays an important role in encouraging
equity ownership among our employees and assisting our company to recruit, retain and motivate talented employees.
We strongly believe that the ESPP is essential for us to compete for talent in the labor markets in which we operate.
Accordingly, our Board unanimously recommends a vote FOR the approval of the ESPP Amendment.
Vote Required
Approval of Proposal 7 requires FOR votes from the holders of a majority of the voting power of the shares present at
the Annual Meeting or represented by proxy thereat and entitled to vote on the proposal. Abstentions are considered
votes present and entitled to vote on this proposal, and thus will have the same effect as a vote AGAINST the proposal.
Broker non-votes will have no effect on the outcome of this proposal.
If our stockholders do not approve the ESPP Amendment, our ESPP will remain in effect without the ESPP Amendment,
but our goals of recruiting, retaining and motivating talented employees will be more difficult to meet. We believe
that the approval of the ESPP Amendment is important to our continued success.
2 0 2 2 P R O X Y S T A T E M E N T
69
STOCK OWNERSHIP INFORMATION
Security Ownership of Certain Beneficial Owners and Management
The following table sets forth, as of the close of business on October 11, 2022, certain information with respect to the
beneficial ownership of our common stock: (i) by each person known by us to be the beneficial owner of more than
five percent of the outstanding shares of Class A common stock; (ii) by each of our directors; (iii) by each of our
named executive officers; and (iv) by all of our current executive officers and directors as a group.
The percentage of shares beneficially owned shown in the table is based on 230,085,836 shares of Class A common
stock as of the close of business on October 11, 2022. In computing the number of shares of capital stock beneficially
owned by a person and the percentage ownership of such person, we deemed to be outstanding all shares of our
capital stock with respect to which the individual has the right to acquire beneficial ownership within 60 days of
October 11, 2022 through the exercise of any stock option or other right. However, we did not deem such shares of
our capital stock outstanding for the purpose of computing the percentage ownership of any other person.
Beneficial ownership is determined in accordance with SEC rules and generally includes any shares over which a person
exercises sole or shared voting or investment power. Unless otherwise indicated, the persons or entities identified in
this table have sole voting and investment power with respect to all shares shown beneficially owned by them, subject
to applicable community property laws. The information contained in the following table is not necessarily indicative
of beneficial ownership for any other purpose, and the inclusion of any shares in the table does not constitute an
admission of beneficial ownership of those shares. Except as otherwise noted below, the address for persons listed
in the table is c/o Nutanix, Inc., 1740 Technology Drive, Suite 150, San Jose, California 95110. The information provided
in the table below is based on our records, information filed with the SEC and information provided to us, except
where otherwise noted.
Name of Beneficial Owner
5% Stockholders:
Entities affiliated with Fidelity(1)
Entities affiliated with the Vanguard Group(2)
Entities affiliated with Generation Investment
Management LLP(3)
Named Executive Officers and Directors:
Rajiv Ramaswami
Rukmini Sivaraman
David Sangster
Tyler Wall
Duston M. Williams
Craig Conway(4)
Max de Groen(5)
Virginia Gambale(6)
Steven J. Gomo(7)
David Humphrey(8)
Gayle Sheppard(9)
Brian Stevens(10)
All current directors and executive officers as a
group (11 persons)(11)
* Denotes less than 1%
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2 0 2 2 P R O X Y S T A T E M E N T
Shares Beneficially Owned
33,628,974
25,459,958
21,163,311
267,576
95,237
199,763
129,296
314,104
49,681
22,330
36,620
120,060
22,330
7,484
34,565
984,942
%
14.6
11.1
9.2
*
*
*
*
*
*
*
*
*
*
*
*
*
S T O C K O W N E R S H I P I N F O R M A T I O N
Security Ownership of Certain Beneficial Owners and Management
(1) Consists of: (i) 72,872 shares of Class A common stock directly held by investment companies advised by Fidelity Management & Research
Company LLC, an indirect wholly-owned subsidiary of FMR LLC; and (ii) 33,556,102 shares of Class A common stock held of record by FMR LLC
and its affiliates. Abigail P. Johnson is a Director, the Chairman and the Chief Executive Officer of FMR LLC. Members of the Johnson family,
including Abigail P. Johnson, are the predominant owners, directly or through trusts, of Series B voting common shares of FMR LLC, representing
49% of the voting power of FMR LLC. The Johnson family group and all other Series B shareholders have entered into a shareholders’ voting
agreement under which all Series B voting common shares will be voted in accordance with the majority vote of Series B voting common shares.
Accordingly, through their ownership of voting common shares and the execution of the shareholders’ voting agreement, members of the Johnson
family may be deemed, under the Investment Company Act of 1940, to form a controlling group with respect to FMR LLC. Neither FMR LLC nor
Abigail P. Johnson has the sole power to vote or direct the voting of the shares owned directly by the various investment companies registered
under the Investment Company Act advised by Fidelity Management & Research Company (“FMR Co”), a wholly owned subsidiary of FMR LLC,
which power resides with the Fidelity Funds’ Boards of Trustees. FMR Co carries out the voting of the shares under written guidelines established
by the Fidelity Funds’ Boards of Trustees. The address for FMR LLC is 245 Summer Street, Boston, Massachusetts 02210. Based on a Schedule
13G/A filed on February 9, 2022 and a Form 13F-HR filed on August 12, 2022 by FMR LLC.
(2) Consists of 25,459,958 shares of Class A common stock beneficially owned by The Vanguard Group and its affiliates. Based on a Schedule 13G/A
filed on January 10, 2022 and a Form 13F-HR filed on August 12, 2022 by The Vanguard Group and its affiliates. The address for The Vanguard
Group is 100 Vanguard Blvd., Malvern, PA 19355.
(3) Consists of 21,163,311 shares of Class A common stock beneficially owned by Generation Investment Management LLP. Based on a Schedule 13G/A
filed on February 14, 2022 and a Form 13F-HR filed on August 12, 2022, by Generation Investment Management LLP. The address for Generation
Investment Management LLP is 20 Air Street, 7th floor, London, United Kingdom W1B 5AN.
(4) Consists of (i) 42,316 shares of Class A common stock held of record by Mr. Conway and (ii) 7,365 shares of Class A common stock issuable upon
vesting of RSUs within 60 days of October 11, 2022.
(5) Consists of (i) 14,965 shares of Class A common stock held of record by Mr. de Groen and (ii) 7,365 shares of Class A common stock issuable
upon vesting of RSUs within 60 days of October 11, 2022.
(6) Consists of (i) 23,755 shares of Class A common stock held of record by Ms. Gambale, (ii) 5,500 shares of Class A common stock held of record
by Virginia Gambale TTEE Virginia Gambale REV Trust DTD 5/22/2003 for which Ms. Gambale serves as trustee, and (iii) 7,365 shares of Class
A common stock issuable upon vesting of RSUs within 60 days of October 11, 2022.
(7) Consists of (i) 112,695 shares of Class A common stock held of record by Mr. Gomo and (ii) 7,365 shares of Class A common stock issuable upon
vesting of RSUs within 60 days of October 11, 2022.
(8) Consists of (i) 14,965 shares of Class A common stock held of record by Mr. Humphrey and (ii) 7,365 shares of Class A common stock issuable
upon vesting of RSUs within 60 days of October 11, 2022.
(9) Consists of 7,484 shares of Class A common stock issuable upon vesting of RSUs within 60 days of October 11, 2022.
(10) Consists of (i) 27,200 shares of Class A common stock held of record by Mr. Stevens and (ii) 7,365 shares of Class A common stock issuable upon
vesting of RSUs within 60 days of October 11, 2022.
(11) Consists of (i) 933,268 shares of Class A common stock beneficially owned by our current directors and executive officers as a group, and
(ii) 51,674 shares of Class A common stock issuable upon vesting of RSUs within 60 days of October 11, 2022.
2 0 2 2 P R O X Y S T A T E M E N T
71
OTHER MATTERS
Our Board knows of no other matters that will be presented for consideration at the Annual Meeting. If any other
matters are properly brought before the Annual Meeting, the persons named in the associated proxy intend to vote
on such matters in accordance with their best judgment.
We filed our Annual Report on Form 10-K for the fiscal year ended July 31, 2022 with the SEC on September 21, 2022.
It is available free of charge at the SEC’s website at www.sec.gov. Stockholders can also access this proxy statement
and our Annual Report at http://ir.nutanix.com, or a copy of our Annual Report is available without charge upon
written request to our Secretary at 1740 Technology Drive, Suite 150, San Jose, California 95110.
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QUESTIONS AND ANSWERS
ABOUT THE ANNUAL MEETING
Why did I receive a notice regarding the availability of proxy materials on the Internet?
We have elected to provide access to our proxy materials over the Internet. Accordingly, we have sent you a Notice
of Internet Availability of Proxy Materials containing instructions on how to access our proxy materials because our
Board is soliciting your proxy to vote at the Annual Meeting. All stockholders will have the ability to access the proxy
materials on the website referred to in the Notice or to request a printed set of the proxy materials. Instructions on
how to access the proxy materials over the Internet or to request a printed copy may be found in the Notice.
We mailed the Notice on or about October 24, 2022 to all stockholders of record entitled to vote at the Annual Meeting.
How do I attend and participate in the Annual Meeting online?
We will be hosting the Annual Meeting via live webcast only. Any stockholder can attend the Annual Meeting, live online
at www.virtualshareholdermeeting.com/NTNX2022. The webcast will start at 9:00 a.m., Pacific Time. Stockholders may
vote and submit questions while attending the meeting online. The webcast will open 15 minutes before the start of the
meeting. In order to enter the meeting, you will need the control number. The control number will be included in the
Notice or on your proxy card if you are a stockholder of record of shares of common stock, or included with your voting
instructions received from your broker, bank or other agent if you hold your shares of common stock in a “street name.”
Instructions on how to attend and participate online are available at www.virtualshareholdermeeting.com/NTNX2022.
Who can vote at the Annual Meeting?
Only stockholders of record at the close of business on October 11, 2022, the record date for the Annual Meeting, will be
entitled to vote at the Annual Meeting. As of the close of business on the record date, there were 230,085,836 shares
of Class A common stock outstanding and entitled to vote.
Stockholder of Record: Shares Registered in Your Name
If, as of the close of business on the record date, your shares of Class A common stock were registered directly in
your name with our transfer agent, Computershare Trust Company, N.A., then you are a stockholder of record. As a
stockholder of record, you may vote online during the meeting or vote by proxy. Whether or not you plan to attend
the Annual Meeting, we urge you to vote by proxy to ensure your vote is counted.
Beneficial Owner: Shares Registered in the Name of a Broker or Bank
If, as of the close of business on the record date, your shares of Class A common stock were held, not in your name,
but rather in an account at a brokerage firm, bank, dealer or other similar organization, then you are the beneficial
owner of shares held in “street name” and the Notice will be forwarded to you by that organization. The organization
holding your account is considered to be the stockholder of record for purposes of voting at the Annual Meeting. As
a beneficial owner, you have the right to direct your broker or other agent regarding how to vote the shares in your
account. You are also invited to attend the virtual Annual Meeting. Since you are not the stockholder of record, you
may vote your shares online during the Annual Meeting only by following the instructions from your broker, bank or
other agent.
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What matters am I voting on?
There are seven matters scheduled for a vote:
z the approval of amendments to our Amended and Restated Certificate of Incorporation to declassify our Board;
z the approval of amendments to our Amended and Restated Certificate of Incorporation to remove supermajority
voting requirements;
z the approval of amendments to our Amended and Restated Certificate of Incorporation to eliminate inoperative
provisions and update certain other miscellaneous provisions;
z the election of three Class III directors to hold office until the annual meeting of stockholders to take place after
the end of fiscal year ending July 31, 2025;
z the ratification of the selection of Deloitte & Touche LLP as our independent registered public accounting firm for
the fiscal year ending July 31, 2023;
z the approval, on a non-binding advisory basis, of the compensation of our named executive officers; and
z the approval of amendments to our Amended and Restated 2016 Employee Stock Purchase Plan.
How do I vote?
The procedures for voting are as follows:
Stockholder of Record: Shares Registered in Your Name
If you are a stockholder of record, you may vote online during the Annual Meeting, vote by proxy through the Internet,
vote by proxy over the telephone, or vote by proxy using a proxy card that you may request. Whether or not you
plan to attend the Annual Meeting, we urge you to vote by proxy to ensure your vote is counted. Even if you have
submitted a proxy before the Annual Meeting, you may still attend online and vote during the meeting. In such case,
your previously submitted proxy will be disregarded.
z To vote online during the Annual Meeting, follow the provided instructions to join the meeting at
www.virtualshareholdermeeting.com/NTNX2022, starting at 9:00 a.m., Pacific Time, on December 9, 2022.
z To vote online before the Annual Meeting, go to www.proxyvote.com.
z To vote by toll-free telephone, call 1-800-690-6903 if you are a stockholder of record or 1-800-454-8683 if you are
a “beneficial” stockholder (be sure to have your Notice or proxy card in hand when you call).
z To vote by mail, simply complete, sign and date the proxy card or voting instruction card, and return it promptly
in the envelope provided.
If we receive your vote by Internet or phone or your signed proxy card up until 11:59 p.m., Eastern Time, the day before
the Annual Meeting, we will vote your shares as you direct.
To vote, you will need the control number. The control number will be included in the Notice, or on your proxy card if
you are a stockholder of record of shares of Class A common stock, or included with your voting instructions received
from your broker, bank or other agent if you hold your shares of Class A common stock in “street name.”
Beneficial Owner: Shares Registered in the Name of Broker or Bank
If you are a beneficial owner of shares registered in the name of your broker, bank or other agent, you should have
received a notice containing voting instructions from that organization rather than from us. Simply follow the voting
instructions in such notice to ensure that your vote is counted. To vote online during the meeting, you must follow
the instructions from your broker, bank or other agent.
Internet proxy voting is provided to allow you to vote your shares online, with procedures designed to ensure
the authenticity and correctness of your proxy vote instructions. Please be aware that you must bear any costs
associated with your Internet access.
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Can I change my vote?
Yes. Subject to the voting deadlines above, if you are a stockholder of record, you may revoke your proxy at any time
before the close of voting using one of the following methods:
z You may submit another properly completed proxy card with a later date.
z You may grant a subsequent proxy by telephone or through the Internet.
z You may send a written notice that you are revoking your proxy to our Secretary at 1740 Technology Drive, Suite 150,
San Jose, California 95110.
z You may attend and vote online during the Annual Meeting. Simply attending the Annual Meeting will not, by itself,
revoke your proxy.
If your shares are held by your broker or bank as a nominee or agent, you should follow the instructions provided by
such party.
What happens if I do not vote?
Stockholder of Record: Shares Registered in Your Name
If you are a stockholder of record and do not vote during the Annual Meeting, or through the Internet, by telephone
or by completing your proxy card before the Annual Meeting, your shares will not be voted.
Beneficial Owner: Shares Registered in the Name of a Broker or Bank
Broker non-votes occur when (i) a broker or other nominee holds shares for a beneficial owner, (ii) the beneficial
owner has not given the respective broker specific voting instructions, (iii) the matter is non-routine in nature, and
(iv) there is at least one routine proposal presented at the applicable meeting of stockholders (such as Proposal 5
at this Annual Meeting). Under applicable rules, a broker or other nominee has discretionary voting power only with
respect to proposals that are considered “routine,” but not with respect to “non-routine” proposals. Broker non-votes
are considered present for purposes of determining the presence of a quorum so long as the shares represented
by a broker or other nominee who holds shares for a beneficial owner, where the beneficial owner has not given the
respective broker or other nominee specific voting instructions, can be voted for, against or in abstention for at least
one proposal presented at the Annual Meeting. Since there is one routine proposal presented at the Annual Meeting
(Proposal 5) on which brokers and other nominees have such discretionary voting power, broker non-votes will be
counted for quorum purposes at the Annual Meeting. Broker non-votes will not be counted for purposes of determining
the number of votes cast or considered entitled to vote, as applicable, on a proposal. Therefore, a broker non-vote
will make a quorum more readily attainable but will not otherwise affect the outcome of the vote on Proposals 4, 5,
6 and 7. In the case of Proposals 1, 2 and 3 broker non-votes are also counted as votes against the proposal.
Abstentions represent a stockholder’s affirmative choice to decline to vote on a proposal, and occur when shares
present at the meeting are marked ABSTAIN. Abstentions are counted for purposes of determining whether a quorum
is present but will not otherwise affect the outcome of the vote on Proposal 4. In the case of Proposals 1, 2, 3, 5, 6
and 7, abstentions are also counted as votes AGAINST the proposal.
Proposals 1, 2, 3, 4, 6 and 7 are non-routine matters, so your broker or nominee may not vote your shares on Proposals 1,
2, 3, 4, 6 or 7 without your instructions. Proposal 5, the ratification of Deloitte & Touche LLP as our independent
registered public accounting firm for the fiscal year ending July 31, 2023, is a routine matter so your broker or nominee
may vote your shares on Proposal 5 even in the absence of your instruction. Please instruct your bank, broker or
other agent to ensure that your vote will be counted.
What if I return a proxy card or otherwise vote but do not make specific choices?
If you return a signed and dated proxy card or otherwise vote but do not make specific choices, your shares will be
voted FOR the amendment and restatement of our Amended and Restated Certificate of Incorporation to declassify
the board of directors and provide for the annual election of directors, FOR the amendment and restatement of
our Amended and Restated Certificate of Incorporation to eliminate supermajority voting requirements, FOR the
amendment and restatement of our Amended and Restated Certificate of Incorporation to eliminate inoperative
provisions and update certain other miscellaneous provisions, FOR the election of all three nominees as Class III
directors, FOR the ratification of the selection of Deloitte & Touche LLP as our independent registered public accounting
firm for the fiscal year ending July 31, 2023, FOR the approval of the compensation of our named executive officers,
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and FOR the amendment and restatement of our Amended and Restated 2016 Employee Stock Purchase Plan. If any
other matter is properly presented at the Annual Meeting, your proxyholder (one of the individuals named on your
proxy card) will vote your shares using the proxyholder’s best judgment.
How many votes do I have?
Each holder of Class A common stock will have the right to one vote per share of Class A common stock. Stockholders
are not permitted to cumulate votes with respect to the election of directors.
How many votes are needed to approve each proposal and how are the votes counted?
Proposal 1: The approval of the amendment and restatement of our Amended and Restated Certificate of Incorporation
to declassify the board of directors and provide for the annual election of directors must receive FOR votes from the
holders of at least 66⅔% of the voting power of the outstanding shares entitled to vote on the proposal. You may vote
FOR, AGAINST, or ABSTAIN with respect to this proposal. Abstentions and broker non-votes are considered votes
present and entitled to vote on this proposal, and thus will have the same effect as votes AGAINST this proposal.
Approval of Proposal 1 is also conditioned on the approval of Proposals 2 and 3. If either Proposal 2 or 3 is not
approved, our Board will not implement Proposal 1, even if it is approved by the requisite vote of our stockholders.
Proposal 2: The approval of the amendment and restatement of our Amended and Restated Certificate of Incorporation
to eliminate supermajority voting requirements must receive FOR votes from the holders of at least 66⅔% of the
voting power of the outstanding shares entitled to vote on the proposal. You may vote FOR, AGAINST, or ABSTAIN
with respect to this proposal. Abstentions and broker non-votes are considered votes present and entitled to vote
on this proposal, and thus will have the same effect as votes AGAINST this proposal. Approval of Proposal 2 is also
conditioned on the approval of Proposals 1 and 3. If either Proposal 1 or 3 is not approved, our Board will not implement
Proposal 2, even if it is approved by the requisite vote of our stockholders.
Proposal 3: The approval of the amendment and restatement of our Amended and Restated Certificate of Incorporation
to eliminate inoperative provisions and update certain other miscellaneous provisions must receive FOR votes from
the holders of at least 66⅔% of the voting power of the outstanding shares entitled to vote on the proposal. You may
vote FOR, AGAINST, or ABSTAIN with respect to this proposal. Abstentions and broker non-votes are considered
votes present and entitled to vote on this proposal, and thus will have the same effect as votes AGAINST this proposal.
Approval of Proposal 3 is also conditioned on the approval of Proposals 1 and 2. If either Proposal 1 or 3 is not approved,
our Board will not implement Proposal 3, even if it is approved by the requisite vote of our stockholders.
Proposal 4: Directors are elected by a majority of the votes cast, meaning that the number of shares voted FOR a
director’s election exceeds the number of votes cast AGAINST such director’s election. You may vote FOR, AGAINST,
or ABSTAIN on each of the nominees for election as director. Abstentions will not be counted for purposes of
determining the number of votes cast with respect to the election of a director, and thus will have no effect on the
outcome of the vote. Broker non-votes will have no effect on the outcome of the vote.
Proposal 5: The ratification of the selection of our independent registered public accounting firm for the fiscal year
ending July 31, 2023, must receive FOR votes from the holders of a majority in voting power of the shares present at
the Annual Meeting or represented by proxy thereat and entitled to vote on the proposal. You may vote FOR, AGAINST,
or ABSTAIN with respect to this proposal. Abstentions are considered votes present and entitled to vote on this
proposal, and thus will have the same effect as a vote AGAINST the proposal. Broker non-votes will have no effect
as a vote on the outcome of this proposal.
Proposal 6: The approval, on an advisory basis, of the compensation of our named executive officers must receive
FOR votes from the holders of a majority of the voting power of the shares present at the Annual Meeting or
represented by proxy thereat and entitled to vote on the proposal. You may vote FOR, AGAINST, or ABSTAIN with
respect to this proposal. Abstentions are considered votes present and entitled to vote on this proposal, and thus
will have the same effect as votes AGAINST this proposal. Broker non-votes will have no effect on the outcome of
this proposal. Although the advisory vote is non-binding, our Board values stockholders’ opinions. The Compensation
Committee will review the results of the vote and, consistent with our record of stockholder responsiveness, consider
stockholders’ concerns and take into account the outcome of the vote when considering future decisions concerning
our executive compensation program.
Proposal 7: The approval of the amendment and restatement of our Amended and Restated 2016 Employee Stock
Purchase Plan, including to increase the maximum number of shares of our Class A common stock authorized for
sale thereunder by 12,442,247 shares, must receive FOR votes from the holders of a majority of the voting power of
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Q U E S T I O N S A N D A N S W E R S A B O U T T H E A N N U A L M E E T I N G
the shares present at the Annual Meeting or represented by proxy thereat and entitled to vote on the proposal. You
may vote FOR, AGAINST, or ABSTAIN with respect to this proposal. Abstentions are considered votes present and
entitled to vote on this proposal, and thus will have the same effect as votes AGAINST this proposal. Broker non-
votes will have no effect on the outcome of this proposal.
Who counts the votes?
We have engaged Broadridge Financial Solutions as our independent agent to tabulate stockholder votes. If you are
a stockholder of record, and you choose to vote over the Internet (either prior to or during the Annual Meeting) or
by telephone, Broadridge Financial Solutions will access and tabulate your vote electronically, and if you choose to
sign and mail your proxy card, your executed proxy card is returned directly to Broadridge Financial Solutions for
tabulation. As noted above, if you hold your shares through a broker, your broker (or its agent for tabulating votes
of shares held in street name, as applicable) returns one proxy card to Broadridge Financial Solutions on behalf of
all its clients.
Who is paying for this proxy solicitation?
We will pay for the cost of soliciting proxies to be voted at the Annual Meeting. We intend to retain Alliance Advisors,
LLC for various services related to the solicitation of proxies, which we anticipate will cost approximately $14,500, plus
reimbursement of expenses. In addition to these proxy materials, our directors and employees may also solicit proxies
in person, by telephone, or by other means of communication. Directors and employees will not be paid additional
compensation for soliciting proxies. We may reimburse brokers, banks and other agents for the cost of forwarding
proxy materials to beneficial owners.
When are stockholder proposals due for next year’s annual meeting?
Requirements for Stockholder Proposals to be Considered for Inclusion in our Proxy Materials
Stockholder proposals submitted pursuant to Rule 14a-8 under the Exchange Act and intended to be presented at the
2023 annual meeting of stockholders must be received by us no later than June 26, 2023 in order to be considered
for inclusion in our proxy materials for that meeting.
Requirements for Stockholder Proposals to be Brought Before an Annual Meeting
Our amended and restated bylaws contain advance notice provisions that provide that, for stockholder director
nominations or other proposals to be considered at an annual meeting of stockholders, the stockholder must give
timely notice thereof in writing to our Secretary at Nutanix, Inc., 1740 Technology Drive, Suite 150, San Jose, California
95110. To be timely for our 2023 annual meeting of stockholders, a stockholder’s notice must be delivered to or
mailed and received by our Secretary at Nutanix, Inc., 1740 Technology Drive, Suite 150, San Jose, California 95110 not
later than the close of business on September 9, 2023 nor earlier than the close of business on August 10, 2023. A
stockholder’s notice to the Secretary must set forth the information required by our amended and restated bylaws,
which bylaws include the information required by Rule 14a-19 of the Exchange Act.
What is the quorum requirement?
A quorum of stockholders is necessary to hold a valid meeting. A quorum will be present if stockholders holding
at least a majority of the aggregate voting power of the shares of Class A common stock issued, outstanding and
entitled to vote are present in person at the meeting or represented by proxy.
Your shares will be counted towards the quorum only if you submit a valid proxy (or one is submitted on your behalf
by your broker, bank or other nominee) or if you vote during the Annual Meeting. Abstentions and broker non-votes
will be counted towards the quorum requirement. If there is no quorum, either the chairperson of the Annual Meeting
or the stockholders entitled to vote at the Annual Meeting that are present in person or represented by proxy may
adjourn the meeting to another date.
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How can I find out the results of the voting at the Annual Meeting?
We expect that preliminary voting results will be announced during or shortly following the Annual Meeting. In addition,
final voting results will be published in a current report on Form 8-K that we expect to file with the SEC within four
business days after the Annual Meeting.
What does it mean if I receive more than one Notice?
If you receive more than one Notice, your shares may be registered in more than one name or in different accounts.
Please follow the instructions on the Notices to ensure that all your shares are voted.
What does it mean if multiple members of my household are stockholders but we only
received one Notice or full set of proxy materials in the mail?
The SEC has adopted rules that permit companies and intermediaries, such as brokers, to satisfy the delivery
requirements for notices and proxy materials with respect to two or more stockholders sharing the same address by
delivering a single Notice or set of proxy materials addressed to those stockholders. In accordance with a prior notice
sent to certain brokers, banks, dealers or other agents, we are sending only one Notice or full set of proxy materials
to those addresses with multiple stockholders unless we received contrary instructions from any stockholder at that
address. This practice, known as “householding,” allows us to satisfy the requirements for delivering Notices or proxy
materials with respect to two or more stockholders sharing the same address by delivering a single copy of these
documents. Householding helps to reduce our printing and postage costs, reduces the amount of mail you receive
and helps to preserve the environment. If you currently receive multiple copies of the Notice or proxy materials at
your address and would like to request “householding” of your communications, please contact your broker. Once you
have elected “householding” of your communications, “householding” will continue until you are notified otherwise
or until you revoke your consent.
To receive a separate copy, or, if a stockholder is receiving multiple copies, to request that we only send a single
copy of the Notice and, if applicable, our proxy materials, such stockholder may contact us at the following address:
Nutanix, Inc.
Attention: Investor Relations
1740 Technology Drive, Suite 150
San Jose, California 95110
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APPENDIX A – KEY PERFORMANCE
MEASURES AND NON-GAAP
FINANCIAL MEASURES
This proxy statement includes the following key performance and non-GAAP financial measures:
z ACV billings — We calculate ACV billings as the sum of the ACV for all contracts billed during the period. ACV is
defined as the total annualized value of a contract, excluding amounts related to professional services and hardware.
We calculate the total annualized value for a contract by dividing the total value of the contract by the number of
years in the term of such contract, using, where applicable, an assumed term of five years for contracts that do not
have a specified term.
z Annual recurring revenue (“ARR”) — We calculate ARR as the sum of ACV for all non-life-of-device contracts in
effect as of the end of a specific period. For the purposes of this calculation, we assume that the contract term
begins on the date a contract is booked, unless the terms of such contract prevent us from fulfilling our obligations
until a later period, and irrespective of the periods in which we would recognize revenue for such contract.
z Free cash flow — We calculate free cash flow as net cash provided by (used in) operating activities less purchases
of property and equipment, which measures our ability to generate cash from our business operations after our
capital expenditures.
ACV billings is a performance measure that we believe provides useful information to our management and investors as
they allow us to better track the topline growth of our business during our transition to a subscription-based business
model because they take into account variability in term lengths. ARR is a performance measure that we believe
provides useful information to our management and investors as it allows us to better track the topline growth of our
subscription business because it takes into account variability in term lengths. Free cash flow is a performance measure
that we believe provides useful information to our management and investors about the amount of cash generated
by the business after necessary capital expenditures, and we define free cash flow as net cash provided by (used in)
operating activities less purchases of property and equipment. We use these key performance and non-GAAP financial
measures for financial and operational decision-making and as a means to evaluate period-to-period comparisons.
However, these key performance and non-GAAP financial measures have limitations as analytical tools and you should
not consider them in isolation or as substitutes for analysis of our results as reported under GAAP. There is no GAAP
measure that is comparable to ACV billings or ARR, so we have not reconciled the ACV billings or ARR data included
in this proxy statement to any GAAP measure. The GAAP measure that is most comparable to free cash flow is net
cash flow provided (used in) provided by operating activities. Set forth below is a reconciliation of free cash flow to
net cash flow provided (used in) provided by operating activities. In addition, other companies, including companies
in our industry, may calculate key performance measures and non-GAAP financial measures and differently or may
use other measures to evaluate their performance, all of which could reduce the usefulness of our key performance
measures and non-GAAP financial measures as tools for comparison. We urge you not to rely on any single financial
measure to evaluate our business.
Net cash (used in) provided by operating activities
Purchases of property and equipment
FREE CASH FLOW (NON-GAAP)
Fiscal Year Ended July 31,
2021
($)
2022
($)
(in thousands)
(99,810)
67,543
(58,647)
(49,058)
(158,457)
18,485
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A-1
APPENDIX B - PROPOSED
AMENDED & RESTATED
CERTIFICATE OF INCORPORATION
AMENDED AND RESTATED
CERTIFICATE OF INCORPORATION OF
NUTANIX, INC.
Nutanix, Inc., a corporation organized and existing under the laws of the State of Delaware (the “Corporation”),
certifies that:
A.
B.
The name of the Corporation is Nutanix, Inc.
The Corporation’s original Certificate of Incorporation was filed with the Secretary of State of the State of
Delaware on September 22, 2009.
BC. This Amended and Restated Certificate of Incorporation was duly adopted in accordance with Sections 242
and 245 of the General Corporation Law of the State of Delaware by the Board of Directors of the Corporation
and the affirmative vote of the stockholders of the Corporation, and restates, integrates and further amends
the provisions of the Corporation’s Certificate of Incorporation.
C.
D.
This Amended and Restated Certificate of Incorporation was approved by the holders of the requisite number
of shares of the Corporation in accordance with Section 228 of the General Corporation Law of Delaware.
The text of the Corporation’s Amended and Restated Certificate of Incorporation is amended and restated in
its entirety to read as set forth in EXHIBIT A attached hereto.
B-1
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A P P E N D I X B - PR O P O S E D AM E N D E D & RE S T A T E D CE R T IfI C A T E Of IN C O R P O R A T I O N
IN WITNESS WHEREOF, this Amended and Restated Certificate of Incorporation, which amends and restates and
integrates and also further amends the Corporation’s existing amended and restated certificate of incorporation, and
which has been duly adopted by this corporation’sCorporation’s Board of Directors and stockholders in accordance
with the applicable provisions of Sections 228, 242 and 245 of the Delaware General Corporation Law of the State of
Delaware, has been executed by its duly authorized officer as of the date set forth below.
NUTANIX, INC.
By:
Name: Dheeraj Pandey
Title: Chief Executive Officer and Chairman
Date: October 5, 2016
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B-2
A P P E N D I X B - PR O P O S E D AM E N D E D & RE S T A T E D CE R T IfI C A T E Of IN C O R P O R A T I O N
Exhibit A
Article I
The name of the Corporation is Nutanix, Inc. (the “Corporation”).
Article II
The purpose of this Corporation is to engage in any lawful act or activity for which corporations may be organized
under the General Corporation Law of the State of Delaware (the “DGCL”).
Article III
The address of the Corporation’s registered office in the State of Delaware is 2711 Centerville Road, Suite 400,
in the City of251 Little Falls Drive, Wilmington, County of New Castle, Zip Code 19808. The name of the registered
agent at such address is Corporation Service Company.
Article IV
4.1
Authorized Capital Stock. The total number of shares of all classes of capital stock that the Corporation
is authorized to issue is 1,400,000,0001,200,000,000 shares, consisting of 1,000,000,000 shares of Class A Common
Stock, par value $0.000025 per share (the “Class A Common Stock”), 200,000,000 shares of Class B Common Stock,
par value $0.000025 per share (the “Class B Common Stock”) and 200,000,000 shares of Preferred Stock, par value
$0.000025 per share (the “Preferred Stock”).
4.2
Increase or Decrease in Authorized Capital Stock. The number of authorized shares of Class A Common
Stock, Class B Common Stock or Preferred Stock may be increased or decreased (but not below the number of
shares thereof then outstanding) by the affirmative vote of the holders of a majority of the voting power of all the
outstandingthen-outstanding shares of capital stock of the Corporation entitled to vote thereon, irrespective of the
provisions of Section 242(b)(2) of the DGCL (or any successor provision thereto), voting together as a single class,
without a separate vote of the holders of the class or classes the number of authorized shares of which are being
increased or decreased, unless a vote by any holders of one or more series of Preferred Stock is required by the
express terms of any series of Preferred Stock as provided for or fixed pursuant to the provisions of Section 4.4 of
this ARTICLE IV (or any certificate of designation with respect thereto).
4.3 Rights ofClass A Common Stock and Class B Common Stock.
(a) Voting Rights.
1.(a) General Right to Vote Together; Exception. Except as otherwise expressly provided herein
or required by applicable law, the holders of shares of Class A Common Stock shall be entitled to one (1) vote for each
such share held by them and the holders of shares of Class B Common Stock shall be entitled to ten (10) votes for
each such share held by them as of the applicable record date on each matter properly submitted to the stockholders
on which the holders of shares of Class A Common Stock and Class B Common Stock are entitled to vote.
(a)(b) Except as otherwise required by law or this certificate of incorporation (this “Certificate of
Incorporation” which term, as used herein, shall mean the certificate of incorporation of the Corporation, as amended
from time to time, including the terms of any certificates of designation of any series of Preferred Stock), and subject
to the rights of the holders of Preferred Stock, at any annual or special meeting of the stockholders, the holders of
shares of Class A Common Stock and Class B Common Stock shall have the right to vote for the election of directors
and on all other matters properly submitted to a vote of the stockholders; provided, however, that, except as otherwise
required by law or provided by the terms of this Amended and Restated Certificate of Incorporation, including
Section 4.2 hereof, holders of Class A Common Stock and Class B Common Stock shall not be entitled to vote on any
amendment to this Amended and Restated Certificate of Incorporation (including any certificate of designation filed
with respect to any series of Preferred Stock) that relates solely to the terms, number of shares, powers, designations,
preferences, or relative, participating, optional or other special rights (including, without limitation, voting rights),
or to qualifications, limitations or restrictions thereon, of one or more outstanding series of Preferred Stock if the
holders of such affected series are entitled, either separately or together as a class with the holders of one or more
other such series, to vote thereon pursuant to this Amended and Restated Certificate of Incorporation (including,
without limitation, by any certificatescertificate of designation relating to any series of Preferred Stock) or pursuant
to the DGCL.
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Identical Rights. Except as otherwise expressly provided herein or required by applicable
law, shares of Class A Common Stock and Class B Common Stock shall have the same rights and privileges and rank
equally, share ratably and be identical in all respects as to all matters, including, without limitation:
(b)
1.
Dividends and Distributions. Subject to the rights of the holders of shares of Preferred
Stock, the holders of shares of Class A Common Stock and the holders of shares of Class B Common Stock shall
be entitled to receive such dividends and other distributions (payable in cash, property or capital stock of the
Corporation) when, as and if declared thereon by the Board of Directors from time to time out of any assets or funds
of the Corporation legally available therefor and shall share equally, identically and ratably, on a per share basis, in such
dividends and distributions, unless different treatment of the shares of each such class is approved by the affirmative
vote of the holders of a majority of the outstanding shares of Class A Common Stock and Class B Common Stock,
each voting separately as a class; provided, however, that in the event a distribution is paid in the form of Class A
Common Stock or Class B Common Stock (or rights to acquire such stock), then holders of Class A Common Stock
shall receive Class A Common Stock (or rights to acquire such stock, as the case may be) and holders of Class B
Common Stock shall receive Class B Common Stock (or rights to acquire such stock, as the case may be).
2.
Subdivision or Combination. If the Corporation in any manner subdivides or combines
the outstanding shares of Class A Common Stock or Class B Common Stock, the outstanding shares of the other such
class will be subdivided or combined in the same proportion and manner, unless different treatment of the shares of
each such class is approved by the affirmative vote of the holders of a majority of the outstanding shares of Class A
Common Stock and Class B Common Stock, each voting separately as a class.
3.
Treatment in Change of Control Transaction. In the event of a Change of Control
Transaction, after payment or provision for payment of the debts and other liabilities of the Corporation, and subject
to the rights of the holders of Preferred Stock in respect thereof, the holders of shares of Class A Common Stock and
the holders of shares of Class B Common Stock shall be entitled to receive all the remaining assets of the Corporation
available for distribution to its stockholders, equally, identically and ratably in proportion to the number of shares
of Class A Common Stock and Class B Common Stock held by them, unless different treatment of the shares of
each such class is approved by the affirmative vote of the holders of a majority of the outstanding shares of Class A
Common Stock and Class B Common Stock, each voting separately as a class.
(c)
Voluntary and Automatic Conversion of Class B Common Stock.
Voluntary Conversion. Each share of Class B Common Stock shall be convertible into
one (1) share of Class A Common Stock at the option of the holder thereof at any time upon written notice to the
transfer agent of the Corporation.
1.
Automatic Conversion for All Class B Common Stock. Each share of Class B Common
Stock shall automatically, without any further action, convert into one (1) share of Class A Common Stock upon the
earliest to occur of:
2.
percent (67%) of the outstanding shares of Class B Common Stock, voting as a single class; and
(A)
the date specified by the affirmative vote of the holders of at least sixty-seven
after the seventeen year anniversary of October 5, 2016.
(B)
5:00 p.m. in New York City, New York on the first Trading Day falling on or
3.
Automatic Conversion for Individual Holder’s Class B Common Stock.
(A)
Each share of Class B Common Stock shall automatically, without any further
action, convert into one (1) share of Class A Common Stock a Transfer of such share. Such conversion shall be deemed
to have been made at the time that the Transfer of such shares occurred. No such automatic conversion shall occur in
the case of a Transfer by a Class B Stockholder to any of the persons or entities listed in clauses (1) through (5) below
(each, a “Permitted Transferee”) and from any such Permitted Transferee back to such Class B Stockholder and/or
any other Permitted Transferee established by or for such Class B Stockholder:
a bona fide trust (X) where each trustee is either (a) the holder, (b) the
Immediate Family of such holder, (c) a professional in the business of providing trustee services, including private
professional fiduciaries, trust companies and bank trust departments, or (d) solely in the case of any such trust
established by a natural person grantor prior to October 5, 2016, any other bona fide trustee, and (Y) solely for the
benefit of (i) such holder or (ii) the Immediate Family of such holder;
(1)
involve any payment of cash, securities, property or other consideration to the holder;
(2)
such holder’s Immediate Family; provided, that such Transfer does not
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(3)
an Individual Retirement Account, as defined in Section 408(a) of the
Internal Revenue Code, or a pension, profit sharing, stock bonus or other type of plan or trust of which such Class B
Stockholder is a participant or beneficiary and which satisfies the requirements for qualification under Section 401
of the Internal Revenue Code; provided that in each case such Class B Stockholder has sole dispositive power and
exclusive Voting Control with respect to the shares of Class B Common Stock held in such account, plan or trust,
and provided, further, that in the event the Class B Stockholder no longer has sole dispositive power and exclusive
Voting Control with respect to the shares of Class B Common Stock held by such account, plan or trust, each share
of Class B Common Stock then held by such account, plan or trust shall automatically convert into one (1) fully paid
and nonassessable share of Class A Common Stock;
(4)
a corporation in which such Class B Stockholder directly, or indirectly
through one or more Permitted Transferees, owns shares with sufficient Voting Control in the corporation, or otherwise
has legally enforceable rights, such that the Class B Stockholder retains sole dispositive power and exclusive Voting
Control with respect to the shares of Class B Common Stock held by such corporation; provided that in the event the
Class B Stockholder no longer owns sufficient shares or no longer has sufficient legally enforceable rights to ensure
the Class B Stockholder retains sole dispositive power and exclusive Voting Control with respect to the shares of Class
B Common Stock held by such corporation, each share of Class B Common Stock then held by such corporation shall
automatically convert into one (1) fully paid and nonassessable share of Class A Common Stock; or
(5)
a limited liability company in which such Class B Stockholder directly,
or indirectly through one or more Permitted Transferees, owns membership interests with sufficient Voting Control
in the limited liability company, or otherwise has legally enforceable rights, such that the Class B Stockholder retains
sole dispositive power and exclusive Voting Control with respect to the shares of Class B Common Stock held by such
limited liability company; provided that in the event the Class B Stockholder no longer owns sufficient membership
interests or no longer has sufficient legally enforceable rights to ensure the Class B Stockholder retains sole dispositive
power and exclusive Voting Control with respect to the shares of Class B Common Stock held by such limited liability
company, each share of Class B Common Stock then held by such limited liability company shall automatically convert
into one (1) fully paid and nonassessable share of Class A Common Stock.
Each share of Class B Common Stock held by a Class B Stockholder or its
Affiliates shall automatically convert into one (1) share of Class A Common Stock immediately upon the closing of
a Transfer after which the Class B Stockholder, including its Affiliates, would hold less than twenty percent (20%) of
the shares of Class B Common Stock that were held by such Class B Stockholder and its Affiliates as of October 5,
2016 (as adjusted for stock splits, stock dividends, reclassification and the like).
(B)
(d)
Conversion Upon Death. Each share of Class B Common Stock held of record by a Class
B Stockholder who is a natural person, or by such Class B Stockholder’s Permitted Transferees, shall automatically,
without any further action, convert into one (1) fully paid and nonassessable share of Class A Common Stock upon
the death of such Class B Stockholder.
(e)
Procedures. The Corporation may, from time to time, establish such policies and procedures
relating to the conversion of the Class B Common Stock into Class A Common Stock and the general administration
of this dual class stock structure, including the issuance of stock certificates with respect thereto, as it may deem
necessary or advisable, and may from time to time request that holders of shares of Class B Common Stock furnish
certifications, affidavits or other proof to the Corporation as it deems necessary to verify the ownership of Class B
Common Stock and to confirm that a conversion to Class A Common Stock has not occurred. A determination by
the Secretary or Assistant Secretary of the Corporation or the Board or a duly authorized committee thereof that a
Transfer results in a conversion to Class A Common Stock shall be conclusive and binding.
(f)
Immediate Effect. In the event of a conversion of shares of Class B Common Stock to shares
of Class A Common Stock pursuant to Section 4.3(c)(3), such conversion shall be deemed to have been made at
the time that the Transfer of shares occurred. Upon any conversion of Class B Common Stock into Class A Common
Stock, all rights of the shares of Class B Common Stock as Class B Common Stock shall cease and the person or
persons in whose name or names the certificate or certificates representing the shares of Class A Common Stock
are to be issued shall be treated for all purposes as having become the record holder or holders of such shares of
Class A Common Stock. Shares of Class B Common Stock that are converted into shares of Class A Common Stock
as provided in Section 4.3(c) of this ARTICLE IV shall be retired and may not be reissued.
(g)
Reservation of Stock. The Corporation shall at all times reserve and keep available out of its
authorized but unissued shares of Class A Common Stock, solely for the purpose of effecting the conversion of the shares
of Class B Common Stock, such number of its shares of Class A Common Stock as shall from time to time be sufficient
to effect the conversion of all outstanding shares of Class B Common Stock into shares of Class A Common Stock.
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(h)
No Further Issuances. Except for the issuance of Class B Common Stock issuable upon
exercise of options, warrants or similar rights to acquire Class B Common Stock outstanding at October 5, 2016, or a
dividend payable in accordance with ARTICLE IV, Section 4.3(b), the Corporation shall not at any time after October
5, 2016, issue any additional shares of Class B Common Stock, unless such issuance is approved by the affirmative
vote of the holders of a majority of the outstanding shares of Class B Common Stock.
4.4 Preferred Stock.
(a)
The Preferred Stock may be issued from time to time in one or more series pursuant to
a resolution or resolutions providing for such issue duly adopted by the Board of Directors of the Corporation
(the “Board of Directors”) (authority to do so being hereby expressly vested in the Board of Directors). The Board
of Directors is further authorized, subject to any limitations prescribed by law, to fix by resolution or resolutions
and to set forth in one or more certificates of designation filed pursuant to the DGCL the powers, designations,
preferences and relative, participationparticipating, optional or other rights, if any, and the qualifications, limitations
or restrictions thereof, if any, of any wholly unissued series of Preferred Stock, including, without limitation, authority
to fix by resolution or resolutions the dividend rights, dividend rate, conversion rights, voting rights, rights and terms
of redemption (including sinking fund provisions), redemption price or prices, and liquidation preferences of any such
series, and the number of shares constituting any such series and the designation thereof, or any of the foregoing.
(b)
The Board of Directors is further authorized to increase (but not above the total number of
authorized shares of the class) or decrease (but not below the number of shares of any such series then outstanding)
the number of shares of any series, subject to the powers, preferences and rights, and the qualifications, limitations
and restrictions thereof stated in thethis Amended and Restated Certificate of Incorporation or the resolution of the
Board of Directors originally fixing the number of shares of such series. If Except as may be otherwise specified by
the terms of any series of Preferred Stock, if the number of shares of any series is so decreased, then the Corporation
shall take all such steps as are necessary to cause the shares constituting such decrease shallto resume the status
which they had prior to the adoption of the resolution originally fixing the number of shares of such series.
ARTICLE V
The following terms, where capitalized in this Certificate of Incorporation, shall have the meanings ascribed to
them in this ARTICLE V:
“Affiliates” means (i) with respect to any holder, any other holder who, directly or indirectly, controls, is controlled
by or is under common control with such holder, including, without limitation, any general partner, managing member,
officer or director of such holder, or any venture capital fund now or hereafter existing which is controlled by one or
more general partners or managing members of, or shares the same management company with, such holder and
(ii) a trust created for the benefit of the holder or a holder’s Immediate Family.
“Change of Control Share Issuance” means the issuance by the Corporation, in a transaction or series of related
transactions, of voting securities representing more than two percent (2%) of the total voting power (assuming,
solely for purposes of this definition, the Class A Common Stock and Class B Common Stock each have one (1) vote
per share) of the Corporation before such issuance to any person or persons acting as a group as contemplated in
Rule 13d-5(b) under the Exchange Act (or any successor provision) that immediately prior to such transaction or
series of related transactions held fifty percent (50%) or less of the total voting power of the Corporation (assuming
the Class A Common Stock and Class B Common Stock each have one (1) vote per share), such that, immediately
following such transaction or series of related transactions, such person or group of persons would hold more than
fifty percent (50%) of the total voting power of the Corporation (assuming, solely for purposes of this definition, the
Class A Common Stock and Class B Common Stock each have one (1) vote per share).
“Change of Control Transaction” means (i) the closing of any sale, transfer or other disposition of all or
substantially all of the assets of the Corporation, (ii) the consummation of a merger, reorganization, consolidation or
share transfer which results in the voting securities of the Corporation outstanding immediately prior to the transaction
(or the voting securities issued with respect to voting securities of the Corporation outstanding immediately prior
to the transaction) representing less than a majority of the combined voting power of the voting securities of the
Corporation or the surviving or acquiring entity, as applicable, immediately after the transaction, (iii) the closing of
the transfer (whether by merger, consolidation or otherwise), in one transaction or a series of related transactions, to
a person or group of affiliated persons of securities of the Corporation if, after closing, the transferee person or group
would hold 50% or more of the voting power of the outstanding capital stock of the Corporation (or the surviving or
acquiring entity), (iv) any voluntary or involuntary liquidation, dissolution or winding-up of the Corporation, or (v) any
Change of Control Share Issuance.
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“Class B Stockholder” means (i) the registered holder of a share of Class B Common Stock as of October 5,
2016, (ii) the Permitted Transferee until the shares of Class B Common Stock held by such Permitted Transferee are
converted as provided herein and (iii) the initial registered holder of any shares of Class B Common Stock that are
issued by the Corporation after October 5, 2016.
“Exchange Act” means the United States Securities Exchange Act of 1934, as amended.
“Immediate Family” means any child, stepchild, grandchild or other descendant, any parent, stepparent,
grandparent or other ancestor, any spouse, sibling, niece, nephew, uncle, aunt, mother-in-law, father-in-law, son-in-
law, daughter-in-law, or brother-in-law or sister-in-law, including adoptive relationships.
“Securities Exchange” means, at any time, the registered national securities exchange on which the Corporation’s
equity securities are then principally listed or traded, which shall be either the New York Stock Exchange or NASDAQ
Global Select Market (or similar national quotation system of the NASDAQ Stock Market) (“NASDAQ”) or any successor
exchange of either the New York Stock Exchange or NASDAQ.
“Trading Day” means any day on which the Securities Exchange is open for trading.
“Transfer” of a share of Class B Common Stock shall mean any sale, offer to sell, assignment, transfer, conveyance,
hypothecation, gift, pledge, mortgage or other transfer or disposition of such share or any legal or beneficial right or
interest in such share, whether or not for value and whether voluntary or involuntary or by operation of law. A “Transfer”
shall also include, without limitation and for the avoidance of doubt, (i) a Transfer of a share of Class B Common Stock
to a broker or other nominee (regardless of whether or not there is a corresponding change in beneficial ownership),
(ii) the Transfer of, or entry into a binding agreement with respect to, Voting Control over a share of Class B Common
Stock by proxy or otherwise, (iii) the Transfer of a share of Class B Common Stock by a stockholder that is an entity
to the beneficial or record owners of equity of such entity (unless otherwise explicitly permitted hereunder) or (iv)
any Transfer in connection with a divorce proceeding, domestic relations order or similar legal requirement; provided,
however, that the following shall not be considered a “Transfer”: (a) the grant of a proxy to officers or directors of the
Corporation at the request of the Board of Directors of the Corporation in connection with actions to be taken at an
annual or special meeting of stockholders or by written consent, or the grant of a revocable proxy or consent given
to any other person in response to a public proxy or consent solicitation made pursuant to, and in accordance with,
the applicable provisions of the General Rules and Regulations promulgated under the Exchange Act; (b) the pledge
of shares of Class B Common Stock by a Class B Stockholder that creates a mere security interest in such shares
pursuant to a bona fide loan or indebtedness transaction so long as the Class B Stockholder continues to exercise
Voting Control over such pledged shares; provided, however, that a foreclosure on such shares of Class B Common
Stock or other similar action by the pledge shall constitute a “Transfer”; or (c) the fact that, as of October 5, 2016, or at
any time after October 5, 2016, the spouse of any holder of Class B Common Stock possesses or obtains an interest in
such holder’s shares of Class B Common Stock arising solely by reason of the application of the community property
laws of any jurisdiction (excluding in connection with a divorce proceeding, domestic relations order or similar legal
requirement, all of which shall constitute “Transfers”), so long as no other event or circumstance shall exist or have
occurred that constitutes a “Transfer” of such shares of Class B Common Stock.
“Voting Control” with respect to a share of Class B Common Stock means the exclusive power (whether directly
or indirectly) to vote or direct the voting of such share of Class B Common Stock by proxy, voting agreement, or
otherwise.
6.15.1
General Powers. The business and affairs of the Corporation shall be managed by or under the direction
ARTICLE VI
of the Board of Directors.
6.25.2 Number of Directors; Election; Term.
(a) Subject to the rights of holders of any series of Preferred Stock with respect to the election of
directors, the number of directors that constitutes the entire Board of Directors of the Corporation shall be fixed
solely by resolution of thea majority of the Whole Board. For purposes of this Amended and Restated Certificate of
Incorporation, the term “Whole Board” will mean the total number of authorized directorsdirectorships whether or
not there exist any vacancies or other unfilled seats in previously authorized directorships.
(b) Subject to the rights of holders of any series of Preferred Stock with respect to the election of directors,
effective upon the closing date (the “Effective Date”) of the initial sale of shares of Class A Common Stock in the
Corporation’s initial public offering pursuant to an effective registration statement filed under the Securities Act of
1933, as amended, the directors of the Corporation shall beare divided into three classes as nearly equal in size as is
practicable, hereby, designated Class I, Class II and Class III. The initial assignment of members of the Board of Directors
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to each such class shall be made by the Board of Directors. The term of office of the initial Class I directors shall expire
at the first regularly-scheduled annual meeting of the stockholders following the Effective Date, the term of office
of the initial Class II directors shall expire at the second annual meeting of the stockholders following the Effective
Date and the term of office of the initial Class III directors shall expire at the third annual meeting of the stockholders
following the Effective Date. At each annual meeting of stockholders, commencing with the first regularly-scheduled
annual meeting of stockholders following the Effective Date, each of the successors elected to replace the directors
of a Class whose term shall have expired at such annual meeting shall be elected to hold office until the third annual
meeting next succeeding his or hersuch person’s election and until his or hersuch person’s respective successor shall
have been duly elected and qualified. Subject to the rights of holders of any series of Preferred Stock with respect
to the election of directors, if the number of directors that constitutes the Board of Directors is changed, any newly
created directorships or decrease in directorships shall be so apportioned by the Board of Directors among the
classes as to make all classes as nearly equal in number as is practicable, provided that no decrease in the number
of directors constituting the Board of Directors shall shorten the term of any incumbent director.
(c) Notwithstanding the prior paragraph, (1) at the Corporation’s annual meeting of stockholders held
in 2023 (the “2023 Annual Meeting”), the successors of the Class I directors whose terms expire at the 2023
Annual Meeting shall each be elected for a term expiring at the Corporation’s next annual meeting of stockholders;
(2) at the corporation’s annual meeting of stockholders held in 2024 (the “2024 Annual Meeting”), the successors
of the directors whose terms expire at the 2024 Annual Meeting (including, for the avoidance of doubt, the Class II
directors and the successors of the directors elected at the 2023 Annual Meeting) shall each be elected for a term
expiring at the Corporation’s next annual meeting of stockholders; and (3) at the Corporation’s annual meeting of
stockholders held in 2025 (the “2025 Annual Meeting”) and at all annual meetings thereafter, all directors shall be
elected for terms expiring at the next annual meeting of stockholders. Commencing with the 2025 Annual Meeting,
the classification of the Board of Directors of the corporation shall cease.
(c)(d) Notwithstanding the foregoing provisions of this Section 6.25.2, and subject to the rights of holders
of any series of Preferred Stock with respect to the election of directors, each director shall serve until his or hersuch
person’s successor is duly elected and qualified or until his or hersuch person’s earlier death, resignation, or removal.
(d)(e) Elections of directors need not be by written ballot unless the Bylaws of the Corporation shall so
provide.
6.35.3
Removal. Subject to the rights of holders of any series of Preferred Stock with respect to the election
of directors, upon October 5, 2016, aany director or the entire board of directors may be removed from office by the
stockholders of the Corporation only for cause and only by the affirmative vote of the holders of at least 66⅔% in
voting power of the outstanding shares of stock of the Corporation entitled to vote thereonin the manner provided
in Section 141(k) of the DGCL.
6.45.4
Vacancies and Newly Created Directorships. Effective upon the conversion of all Class B Common
Stock pursuant to Section 4.3(c) of ARTICLE IV and subject Subject to the rights of holders of any series of Preferred
Stock with respect to the election of directors, and except as otherwise provided in by resolution of a majority of the
DGCLWhole Board, vacancies occurring on the Board of Directors for any reason and newly created directorships
resulting from an increase in the authorized number of directors elected by all of the stockholders having the right to
vote as a single class may be filled only by the affirmative vote of a majority of the remaining members of the Board
of Directorsdirectors then in office, although less than a quorum, or by a sole remaining director, at any meeting of
the Board of Directors, and not by stockholders. Prior to such conversion, vacancies and newly created directorships
may be filled by the remaining directors (though less than a quorum) or by theand not by stockholders. A person so
elected to fill a vacancy or newly created directorship shall hold office untilfor the next electionremaining term of the
class, if any, for which such director shall have been assigned by the Board of Directorselected and until his or hersuch
person’s successor shall behave been duly elected and qualified, or until such director’s earlier death, resignation or
removal.
ARTICLE VIIARTICLE VI
In furtherance and not in limitation of the powers conferred by statute, the Board of Directors of the Corporation
is expressly authorized to adopt, alter, amend or repeal the Bylaws of the Corporation by the affirmative vote of a
majority of the Whole Board. The Corporation’s Bylaws may also be adopted, amended, altered or repealed by the
stockholders of the Corporation. Notwithstanding the above and any other provision of this Amended and Restated
Certificate of Incorporation or any provision of law that might otherwise permit a lesser vote or no vote, but in
addition to any affirmative vote of the holders of any series of Preferred Stock required by law, by this Amended and
Restated Certificate of Incorporation or by any Preferred Stock certificate of designation, the Bylaws may also beof the
Corporation may not be adopted, amended, altered or repealed and new Bylaws may be adopted by the affirmative
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vote of the holders of at least 66⅔% in voting power of the outstanding stockby the stockholders of the Corporation
entitled to vote thereonexcept in accordance with the provisions of the Bylaws relating to amendments to the Bylaws.
ARTICLE VIIIARTICLE VII
8.17.1 No Action by Written Consent of Stockholders. Effective upon the conversion of all Class B Common Stock
pursuant to Section 4.3(c) of ARTICLE IV and exceptExcept as otherwise expressly provided by the terms of any
series of Preferred Stock permitting the holders of such series of Preferred Stock to act by written consent, any action
required or permitted to be taken by the stockholders of the Corporation must be effected at a duly called annual or
special meeting of the stockholders and may not be effected by writtenany consent in writing by such stockholders
in lieu of a meeting. Prior to such conversion, any action required or permitted to be taken by stockholders of the
Corporation that could be effected at a duly called annual or special meeting of the stockholders may be effected
by written consent in lieu of such meeting.
8.27.2 Special Meetings. Except as otherwise required by statute or expressly provided by the terms of any series
of Preferred Stock permitting the holders of such series of Preferred Stock to call a special meeting of the holders
of such series, special meetings of stockholders of the Corporation may be called only by the affirmative vote of
a majority of the Whole Board, the chairperson of the Board of Directors, the lead independent director, the chief
executive officer or the president (in the absence of a chief executive officer), and the ability of the stockholders to
call a special meeting is hereby specifically denied. Only such business shall be considered at a special meeting of
stockholders as shall have been stated in the notice for such meeting. The Board of Directors, by the affirmative vote
of a majority of the Whole Board, may cancel, postpone or reschedule any previously scheduled special meeting of
stockholders at any time, before or after the notice for such meeting has been sent to the stockholders.
8.37.3 No Cumulative Voting. No stockholder will be permitted to cumulate votes at any election of directors.
8.47.4 Advance Notice. Advance notice of stockholder nominations for the election of directors and of business
to be brought by stockholders before any meeting of the stockholders of the Corporation shall be given in the manner
and to the extent provided in the Bylaws of the Corporation.
ARTICLE IXARTICLE VIII
9.18.1 Limitation of Personal Liability. To the fullest extent permitted by the DGCL, as it presentlythe same
exists or as may hereafter be amended from time to time, a director of the Corporation shall not be personally liable
to the Corporation or its stockholders for monetary damages for breach of fiduciary duty as a director. If the DGCL
is amended to authorize corporate action further eliminating or limiting the personal liability of directors, then the
liability of a director of the Corporation shall be eliminated or limited to the fullest extent permitted by the DGCL, as
so amended.
9.28.2 Indemnification.
TheSubject to any provisions in the Bylaws of the Corporation related to indemnification, the Corporation shall
indemnify, to the fullest extent permitted by applicable law, any director or officer of the Corporation who was or is a
party or is threatened to be made a party to any threatened, pending or completed action, suit or proceeding, whether
civil, criminal, administrative or investigative (a “Proceeding”) by reason of the fact that he or shesuch person is or
was a director, officer, employee or agent of the Corporation or is or was serving at the request of the Corporation
as a director, officer, employee or agent of another corporation, partnership, joint venture, trust or other enterprise,
including service with respect to employee benefit plans, against expenses (including attorneys’ fees), judgments,
fines and amounts paid in settlement actually and reasonably incurred by such person in connection with any such
Proceeding. The Corporation shall be required to indemnify a person in connection with a Proceeding (or part thereof)
initiated by such person only if the Proceeding (or part thereof) was authorized by the Board of Directors.
The Corporation shall have the power to indemnify, to the fullest extent permitted by the DGCL, as it presently
exists or may hereafter be amended from time to timeapplicable law, any employee or agent of the Corporation who
was or is a party or is threatened to be made a party to any Proceeding by reason of the fact that he or shesuch
person is or was a director, officer, employee or agent of the Corporation or is or was serving at the request of the
Corporation as a director, officer, employee or agent of another corporation, partnership, joint venture, trust or other
enterprise, including service with respect to employee benefit plans, against expenses (including attorneys’ fees),
judgments, fines and amounts paid in settlement actually and reasonably incurred by such person in connection with
any such Proceeding.
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Any repeal or amendment of this ARTICLE IX by changes in law, or the adoption of any other provision of this
Certificate of Incorporation inconsistent with this ARTICLE IX will, unless otherwise required by law, be prospective
only (except to the extent such amendment or change in law permits the Corporation to further limit or eliminate the
liability of directors) and shall not adversely affect any right or protection of a director or officer of the Corporation
existing at the time of such repeal or amendment or adoption of such inconsistent provision with respect to acts or
omissions occurring prior to such repeal or amendment or adoption of such inconsistent provision.
Neither any amendment, elimination nor repeal of any Section of this ARTICLE VIII, nor the adoption of any
provision of this Amended and Restated Certificate of Incorporation or the Bylaws of the Corporation inconsistent
with this ARTICLE VIII, shall eliminate or reduce the effect of this ARTICLE VIII in respect of any matter occurring, or
any Proceeding accruing or arising or that, but for this ARTICLE VIII, would accrue or arise, prior to such amendment,
elimination, repeal or adoption of an inconsistent provision.
ARTICLE XARTICLE IX
If any provision or provisions of this Amended and Restated Certificate of Incorporation shall be held to be
invalid, illegal or unenforceable as applied to any circumstance for any reason whatsoever: (i) the validity, legality
and enforceability of such provisions in any other circumstance and of the remaining provisions of this Amended and
Restated Certificate of Incorporation (including, without limitation, each portion of any paragraph of this Amended
and Restated Certificate of Incorporation containing any such provision held to be invalid, illegal or unenforceable
that is not itself held to be invalid, illegal or unenforceable) shall not in any way be affected or impaired thereby and
(ii) to the fullest extent possible, the provisions of this Amended and Restated Certificate of Incorporation (including,
without limitation, each such portion of any paragraph of this Amended and Restated Certificate of Incorporation
containing any such provision held to be invalid, illegal or unenforceable) shall be construed so as to permit the
Corporation to protect its directors, officers, employees and agents from personal liability in respect of their good
faith service or for the benefit of the Corporation to the fullest extent permitted by law.
The Corporation reserves the right to amend, alter, change or repeal any provision contained in this Certificate
of Incorporation (including any rights, preferences or other designations of Preferred Stock), in the manner now or
hereafter prescribed by this Certificate of Incorporation and the DGCL; and all rights, preferences and privileges
herein conferred upon stockholders by and pursuant to this Certificate of Incorporation in its present form or as
hereafter amended are granted subject to the right reserved in this ARTICLE X. Notwithstanding any other provision
of this Certificate of Incorporation, and in addition to any other vote that may be required by law or the terms of
any series of Preferred Stock, the affirmative vote of the holders of at least 66⅔% of the voting power of all then
outstanding shares of capital stock of the Corporation entitled to vote thereon, voting together as a single class, shall
be required to amend, alter or repeal, or adopt any provision as part of this Certificate of Incorporation inconsistent
with the purpose and intent of, Section 4.3 of ARTICLE IV, ARTICLE VI, ARTICLE VII, ARTICLE VIII or this ARTICLE
X (including, without limitation, any such Article as renumbered as a result of any amendment, alteration, change,
repeal or adoption of any other Article).
Except as provided in Article VIII above, the Corporation reserves the right to amend or repeal any provision
contained in this Amended and Restated Certificate of Incorporation in the manner prescribed by the laws of the
State of Delaware and all rights conferred upon stockholders are granted subject to this reservation. Any amendment
to this Amended and Restated Certificate that requires stockholder approval pursuant to the DGCL shall require the
affirmative vote of the holders of at least a majority of the voting power of the outstanding shares of stock of the
Corporation entitled to vote generally in the election of directors, voting together as a single class.
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APPENDIX C - PROPOSED
AMENDED & RESTATED 2016
EMPLOYEE STOCK PURCHASE
PLAN
NUTANIX, INC.
AMENDED & RESTATED 2016 EMPLOYEE STOCK PURCHASE PLAN
(As Amended and Restated on , )
1. Purpose. The purpose of the Plan is to provide employees of the Company and its Designated Companies with
an opportunity to purchase Common Stock through accumulated Contributions. The Company intends for the
Plan to have two components: a Code Section 423 Component (“423 Component”) and a non-Code Section
423 Component (“Non-423 Component”). The Company’s intention is to have the 423 Component of the Plan
qualify as an “employee stock purchase plan” under Section 423 of the Code. The provisions of the 423 Component,
accordingly, will be construed so as to extend and limit Plan participation in a uniform and nondiscriminatory basis
consistent with the requirements of Section 423 of the Code. In addition, this Plan authorizes the grant of an option
to purchase shares of Common Stock under the Non-423 Component that does not qualify as an “employee stock
purchase plan” under Section 423 of the Code; such an option will be granted pursuant to rules, procedures or
sub-plans adopted by the Administrator designed to achieve tax, securities laws or other objectives for Eligible
Employees and the Company. Except as otherwise provided herein, the Non-423 Component will operate and be
administered in the same manner as the 423 Component.
2. Definitions.
(a) “Administrator” means the Board or any Committee designated by the Board to administer the Plan pursuant
to Section 14.
(b) “Affiliate” means any entity, other than a Subsidiary, in which the Company has an equity or other ownership
interest.
(c) “Applicable Laws” means the requirements relating to the administration of equity-based awards under U.S.
state corporate laws, U.S. federal and state securities laws, the Code, any stock exchange or quotation system
on which the Common Stock is listed or quoted and the applicable laws of any foreign country or jurisdiction
where options are, or will be, granted under the Plan.
(d) “Board” means the Board of Directors of the Company.
(e) “Change in Control” means the occurrence of any of the following events:
(i)
A change in the ownership of the Company which occurs on the date that any one person, or more than
one person acting as a group (“Person”), acquires ownership of the stock of the Company that, together
with the stock held by such Person, constitutes more than fifty percent (50%) of the total voting power
of the stock of the Company; provided, however, that for purposes of this subsection, the acquisition
of additional stock by any one Person, who is considered to own more than fifty percent (50%) of the
total voting power of the stock of the Company will not be considered a Change in Control.
Further, if the stockholders of the Company immediately before such change in ownership continue
to retain immediately after the change in ownership, in substantially the same proportions as their
ownership of shares of the Company’s voting stock immediately prior to the change in ownership, direct
or indirect beneficial ownership of fifty percent (50%) or more of the total voting power of the stock of the
Company or of the ultimate parent entity of the Company, such event shall not be considered a Change
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(ii)
(iii)
in Control under this subsection (i). For this purpose, indirect beneficial ownership shall include, without
limitation, an interest resulting from ownership of the voting securities of one or more corporations or
other business entities which own the Company, as the case may be, either directly or through one or
more subsidiary corporations or other business entities; or
A change in the effective control of the Company which occurs on the date that a majority of members
of the Board is replaced during any twelve (12) month period by Directors whose appointment or
election is not endorsed by a majority of the members of the Board prior to the date of the appointment
or election. For purposes of this subsection (ii), if any Person is considered to be in effective control
of the Company, the acquisition of additional control of the Company by the same Person will not be
considered a Change in Control; or
A change in the ownership of a substantial portion of the Company’s assets which occurs on the date
that any Person acquires (or has acquired during the twelve (12) month period ending on the date of
the most recent acquisition by such person or persons) assets from the Company that have a total gross
fair market value equal to or more than fifty percent (50%) of the total gross fair market value of all of
the assets of the Company immediately prior to such acquisition or acquisitions; provided, however,
that for purposes of this subsection (iii), the following will not constitute a change in the ownership
of a substantial portion of the Company’s assets: (A) a transfer to an entity that is controlled by the
Company’s stockholders immediately after the transfer, or (B) a transfer of assets by the Company to: (1)
a stockholder of the Company (immediately before the asset transfer) in exchange for or with respect
to the Company’s stock, (2) an entity, fifty percent (50%) or more of the total value or voting power of
which is owned, directly or indirectly, by the Company, (3) a Person, that owns, directly or indirectly, fifty
percent (50%) or more of the total value or voting power of all the outstanding stock of the Company,
or (4) an entity, at least fifty percent (50%) of the total value or voting power of which is owned, directly
or indirectly, by a Person described in this subsection (iii)(B)(3). For purposes of this subsection (iii),
gross fair market value means the value of the assets of the Company, or the value of the assets being
disposed of, determined without regard to any liabilities associated with such assets.
For purposes of this definition, persons will be considered to be acting as a group if they are owners of a
corporation that enters into a merger, consolidation, purchase or acquisition of stock, or similar business
transaction with the Company.
Notwithstanding the foregoing, a transaction will not be deemed a Change in Control unless the transaction
qualifies as a change in control event within the meaning of Code Section 409A, as it has been and may be
amended from time to time, and any proposed or final Treasury Regulations and Internal Revenue Service
guidance that has been promulgated or may be promulgated thereunder from time to time.
Further and for the avoidance of doubt, a transaction will not constitute a Change in Control if: (i) its
sole purpose is to change the state of the Company’s incorporation, or (ii) its sole purpose is to create
a holding company that will be owned in substantially the same proportions by the persons who held
the Company’s securities immediately before such transaction.
(f)
“Code” means the U.S. Internal Revenue Code of 1986, as amended. Reference to a specific section of the
Code or U.S. Treasury Regulation thereunder will include such section or regulation, any valid regulation or
other official applicable guidance promulgated under such section, and any comparable provision of any
future legislation or regulation amending, supplementing or superseding such section or regulation.
(g) “Committee” means a committee of the Board appointed in accordance with Section 14 hereof.
(h) “Common Stock” means the Class A common stock of the Company.
(i) “Company” means Nutanix, Inc., a Delaware corporation, or any successor thereto.
(j)
“Compensation” means an Eligible Employee’s base straight time gross earnings, commissions, bonus and other
incentive compensation, and payments for overtime. The Administrator, in its discretion, may, on a uniform and
nondiscriminatory basis, establish a different definition of Compensation for a subsequent Offering Period.
(k) “Contributions” means the payroll deductions and other additional payments that the Company may permit
to be made by a Participant to fund the exercise of options granted pursuant to the Plan.
(l)
“Designated Company” means any Subsidiary or Affiliate that has been designated by the Administrator from
time to time in its sole discretion as eligible to participate in the Plan. For purposes of the 423 Component, only
the Company and its Subsidiaries may be Designated Companies, provided, however that at any given time,
a Subsidiary that is a Designated Company under the 423 Component shall not be a Designated Company
under the Non-423 Component.
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(m) “Director” means a member of the Board.
(n) “Eligible Employee” means any individual who is a common law employee providing services to the Company
or a Designated Company and is customarily employed for at least 20 hours per week and more than 5 months
in any calendar year by the Employer, or any lesser number of hours per week and/or number of months in
any calendar year established by the Administrator (if required under applicable local law) for purposes of
any separate Offering or for Eligible Employees participating in the Non-423 Component. For purposes of
the Plan, the employment relationship will be treated as continuing intact while the individual is on sick leave
or other leave of absence that the Employer approves or is legally protected under Applicable Laws. Where
the period of leave exceeds 3 months and the individual’s right to reemployment is not guaranteed either by
statute or by contract, the employment relationship will be deemed to have terminated 3 months and 1 day
following the commencement of such leave. The Administrator, in its discretion, from time to time may, prior
to an Enrollment Date for all options to be granted on such Enrollment Date in an Offering, determine (for
each Offering under the 423 Component, on a uniform and nondiscriminatory basis or as otherwise permitted
by Treasury Regulation Section 1.423-2) that the definition of Eligible Employee will or will not include an
individual if he or she: (i) has not completed at least 2 years of service since his or her last hire date (or such
lesser period of time as may be determined by the Administrator or the Company’s stock administration in
its discretion), (ii) customarily works not more than 20 hours per week (or such lesser period of time as may
be determined by the Administrator in its discretion), (iii) customarily works not more than 5 months per
calendar year (or such lesser period of time as may be determined by the Administrator in its discretion),
(iv) is a highly compensated employee within the meaning of Section 414(q) of the Code, or (v) is a highly
compensated employee within the meaning of Section 414(q) of the Code with compensation above a certain
level or is an officer or subject to the disclosure requirements of Section 16(a) of the Exchange Act, provided
the exclusion is applied with respect to each Offering under the 423 Component in an identical manner to all
highly compensated individuals of the Employer whose Employees are participating in that Offering under
the 423 Component. Each exclusion shall be applied with respect to an Offering in a manner complying with
U.S. Treasury Regulation Section 1.423-2(e)(2)(ii). Such exclusions may be applied with respect to an Offering
under the Non- 423 Component without regard to the limitations of Treasury Regulation Section 1.423-2.
(o) “Employer” means the employer of the applicable Eligible Employee(s).
(p) “Enrollment Date” means the first Trading Day of each Offering Period.
(q) “Exchange Act” means the U.S. Securities Exchange Act of 1934, as amended, including the rules and
regulations promulgated thereunder.
(r)
“Exercise Date” means the first Trading Day on or after March 20 and September 20 of each Purchase Period.
Notwithstanding the foregoing, the first Exercise Date under the Plan will be September 20, 2016.
(s)
“Fair Market Value” means, as of any date and unless the Administrator determines otherwise, the value of
Common Stock determined as follows:
(i)
(ii)
(iii)
(iv)
If the Common Stock is listed on any established stock exchange or a national market system, including
without limitation the New York Stock Exchange, NASDAQ Global Select Market, the NASDAQ Global
Market or the NASDAQ Capital Market of The NASDAQ Stock Market, its Fair Market Value will be the
closing sales price (or the closing bid, if no sales were reported) for such stock as quoted on such
exchange or system on the date of determination, as reported in The Wall Street Journal or such other
source as the Administrator deems reliable;
If the Common Stock is regularly quoted by a recognized securities dealer but selling prices are not
reported, its Fair Market Value will be the mean between the high bid and low asked prices for the
Common Stock on the date of determination (or if no bids and asks were reported on that date, as
applicable, on the last Trading Day such bids and asks were reported), as reported in The Wall Street
Journal or such other source as the Administrator deems reliable;
In the absence of an established market for the Common Stock, the Fair Market Value thereof will be
determined in good faith by the Administrator; or
For purposes of the Enrollment Date of the first Offering Period under the Plan, the Fair Market Value
will be the initial price to the public as set forth in the final prospectus included within the registration
statement on Form S-1 filed with the Securities and Exchange Commission for the initial public offering
of the Common Stock (the “Registration Statement”).
(t) “Fiscal Year” means the fiscal year of the Company.
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(u) “New Exercise Date” means a new Exercise Date if the Administrator shortens any Offering Period then in
progress.
(v) “Offering” means an offer under the Plan of an option that may be exercised during an Offering Period as
further described in Section 4. For purposes of the Plan, the Administrator may designate separate Offerings
under the Plan (the terms of which need not be identical) in which Eligible Employees of one or more
Employers will participate, even if the dates of the applicable Offering Periods of each such Offering are
identical and the provisions of the Plan will separately apply to each Offering. To the extent permitted by U.S.
Treasury Regulation Section 1.423-2(a)(1), the terms of each Offering need not be identical provided that the
terms of the Plan and an Offering together satisfy U.S. Treasury Regulation Section 1.423-2(a)(2) and (a)(3).
(w) “Offering Periods” means the periods of approximately 12 months during which an option granted pursuant to
the Plan may be exercised, (i) commencing on the first Trading Day on or after March 20 and September 20
of each year and terminating on the first Trading Day on or after March 20 and September 20, approximately
12 months later; provided, however, that the first Offering Period under the Plan will commence with the first
Trading Day on or after the date on which the Securities and Exchange Commission declares the Company’s
Registration Statement effective and will end on a date determined by the Administrator, and provided, further,
that the second Offering Period under the Plan will commence on a date determined by the Administrator.
The duration and timing of Offering Periods may be changed pursuant to Sections 4 and 19.
(x) “Parent” means a “parent corporation,” whether now or hereafter existing, as defined in Section 424(e) of the
Code in relation to the Company.
(y) “Participant” means an Eligible Employee that participates in the Plan.
(z) “Plan” means this Nutanix, Inc. Amended & Restated 2016 Employee Stock Purchase Plan.
(aa) “Purchase Period” means the approximately 6-month period commencing after one Exercise Date and ending
with the next Exercise Date, except that the first Purchase Period of any Offering Period will commence on
the Enrollment Date and end with the next Exercise Date.
(bb) “Purchase Price” means an amount equal to 85% of the Fair Market Value of a share of Common Stock on the
Enrollment Date or on the Exercise Date, whichever is lower; provided however, that the Purchase Price may
be determined for subsequent Offering Periods by the Administrator subject to compliance with Section 423
of the Code (or any successor rule or provision or any other Applicable Law, regulation or stock exchange
rule) or pursuant to Section 19.
(cc) “Subsidiary” means a “subsidiary corporation,” whether now or hereafter existing, as defined in Section 424(f)
of the Code in relation to the Company.
(dd) “Trading Day” means a day on which the national stock exchange upon which the Common Stock is listed is
open for trading.
(ee) “U.S. Treasury Regulations” means the Treasury regulations of the Code. Reference to a specific Treasury
Regulation or Section of the Code shall include such Treasury Regulation or Section, any valid regulation
promulgated under such Section, and any comparable provision of any future legislation or regulation
amending, supplementing or superseding such Section or regulation.
3. Eligibility.
(a) First Offering Period. Any individual who is an Eligible Employee immediately prior to the first Offering Period
will be automatically enrolled in the first Offering Period.
(b) Subsequent Offering Periods. Any Eligible Employee on a given Enrollment Date subsequent to the first
Offering Period will be eligible to participate in the Plan, subject to the requirements of Section 5.
(c) Non-U.S. Employees. Eligible Employees who are citizens or residents of a non-U.S. jurisdiction (without
regard to whether they also are citizens or residents of the United States or resident aliens (within the
meaning of Section 7701(b)(1)(A) of the Code)) may be excluded from participation in the Plan or an Offering
if the participation of such Eligible Employees is prohibited under the laws of the applicable jurisdiction
or if complying with the laws of the applicable jurisdiction would cause the Plan or an Offering to violate
Section 423 of the Code. In the case of the Non-423 Component, an Eligible Employee may be excluded
from participation in the Plan or an Offering if the Administrator has determined that participation of such
Eligible Employee is not advisable or practicable.
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(d) Limitations. Any provisions of the Plan to the contrary notwithstanding, no Eligible Employee will be granted
an option under the Plan (i) to the extent that, immediately after the grant, such Eligible Employee (or any
other person whose stock would be attributed to such Eligible Employee pursuant to Section 424(d) of the
Code) would own capital stock of the Company or any Parent or Subsidiary of the Company and/or hold
outstanding options to purchase such stock possessing 5% or more of the total combined voting power or
value of all classes of the capital stock of the Company or of any Parent or Subsidiary of the Company, or
(ii) to the extent that his or her rights to purchase stock under all employee stock purchase plans (as defined
in Section 423 of the Code) of the Company or any Parent or Subsidiary of the Company accrues at a rate,
which exceeds $25,000 worth of stock (determined at the Fair Market Value of the stock at the time such
option is granted) for each calendar year in which such option is outstanding at any time, as determined in
accordance with Section 423 of the Code and the regulations thereunder.
4. Offering Periods. The Plan will be implemented by overlapping Offering Periods with a new Offering Period commencing
on the first Trading Day on or after March 20 and September 20 each year, or on such other date as the Administrator
will determine; provided, however, that the first Offering Period under the Plan will commence with the first Trading
Day on or after the date upon which the Company’s Registration Statement is declared effective by the Securities and
Exchange Commission and end on a date determined by the Administrator, and provided, further, that the second
Offering Period under the Plan will commence on a date determined by the Administrator. The Administrator will have
the power to change the duration of Offering Periods (including the commencement dates thereof) with respect to
future Offerings without stockholder approval if such change is announced prior to the scheduled beginning of the first
Offering Period to be affected thereafter; provided, however, that no Offering Period may last more than 27 months.
5. Participation.
(a) First Offering Period. An Eligible Employee will be entitled to continue to participate in the first Offering Period
pursuant to Section 3(a) only if such individual submits a subscription agreement authorizing Contributions
in a form determined by the Administrator (which may be similar to the form attached hereto as Exhibit A)
to the Company’s designated plan administrator (i) no earlier than the effective date of the Form S-8
registration statement with respect to the issuance of Common Stock under this Plan and (ii) no later than
10 business days following the effective date of such S-8 registration statement or such other period of time
as the Administrator may determine (the “Enrollment Window”). An Eligible Employee’s failure to submit
the subscription agreement during the Enrollment Window will result in the automatic termination of such
individual’s participation in the first Offering Period.
(b) Subsequent Offering Periods. An Eligible Employee may participate in the Plan pursuant to Section 3(b) by
(i) submitting to the Company’s stock administration office (or its designee), on or before a date determined
by the Administrator prior to an applicable Enrollment Date, a properly completed subscription agreement
authorizing Contributions in the form provided by the Administrator for such purpose, or (ii) following an
electronic or other enrollment procedure determined by the Administrator.
6. Contributions.
(a) At the time a Participant enrolls in the Plan pursuant to Section 5, he or she will elect to have Contributions (in
the form of payroll deductions or otherwise, to the extent permitted by the Administrator) made on each pay day
during the Offering Period in an amount not exceeding 15% of the Compensation, which he or she receives on
each pay day during the Offering Period; provided, however, that should a pay day occur on an Exercise Date, a
Participant will have any payroll deductions made on such day applied to his or her account under the subsequent
Purchase Period or Offering Period. The Administrator, in its sole discretion, may permit all Participants in a
specified Offering to contribute amounts to the Plan through payment by cash, check or other means set forth
in the subscription agreement prior to each Exercise Date of each Purchase Period. A Participant’s subscription
agreement will remain in effect for successive Offering Periods unless terminated as provided in Section 10 hereof.
(b) In the event Contributions are made in the form of payroll deductions, such payroll deductions for a Participant
will commence on the first pay day following the Enrollment Date and will end on the last pay day prior to the
Exercise Date of such Offering Period to which such authorization is applicable, unless sooner terminated by
the Participant as provided in Section 10 hereof; provided, however, that for the first Offering Period, payroll
deductions will commence on the first pay day on or following the end of the Enrollment Window.
(c) All Contributions made for a Participant will be credited to his or her account under the Plan and Contributions
will be made in whole percentages only. A Participant may not make any additional payments into such account.
(d) A Participant may discontinue his or her participation in the Plan as provided in Section 10. A Participant’s ability
to change the rate of his or her Contributions may be set forth in policies approved by the Company’s stock
administration from time to time. If a change in Contribution rate is permitted, a Participant may change the
rate by (i) properly completing and submitting to the Company’s stock administration office (or its designee),
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on or before a date determined by the Administrator prior to an applicable Exercise Date, a new subscription
agreement authorizing the change in Contribution rate in the form provided by the Administrator for such
purpose, or (ii) following an electronic or other procedure prescribed by the Administrator. If a Participant
has not followed such procedures to change the rate of Contributions, the rate of his or her Contributions
will continue at the originally elected rate throughout the Offering Period and future Offering Periods (unless
terminated as provided in Section 10). The Administrator and the Company’s stock administration may, in its
sole discretion, limit the nature and/or number of Contribution rate changes that may be made by Participants
during any Offering Period, and may establish such other conditions or limitations as it deems appropriate for
Plan administration. Any change in payroll deduction rate made pursuant to this Section 6(d) will be effective
in accordance with policies approved by the Company’s stock administration from time to time.
(e) Notwithstanding the foregoing, to the extent necessary to comply with Section 423(b)(8) of the Code and
Section 3(d), a Participant’s Contributions may be decreased to 0% at any time during a Purchase Period.
Subject to Section 423(b)(8) of the Code and Section 3(d) hereof, Contributions will recommence at the rate
originally elected by the Participant effective as of the beginning of the first Purchase Period scheduled to
end in the following calendar year, unless terminated by the Participant as provided in Section 10.
(f)
Notwithstanding any provisions to the contrary in the Plan, the Administrator may allow Eligible Employees to
participate in the Plan via cash contributions instead of payroll deductions (i) if payroll deductions are not permitted
under Applicable Laws, (ii) if the Administrator determines that cash contributions are permissible for Participants
participating in the Section 423 Component, or (iii) for Participants participating in the Non-423 Component.
(g) At the time the option is exercised, in whole or in part, or at the time some or all of the Common Stock issued
under the Plan is disposed of (or any other time that a taxable event related to the Plan occurs), the Participant
must make adequate provision for the Company’s or Employer’s federal, state, local or any other tax liability
payable to any authority including taxes imposed by jurisdictions outside of the U.S., national insurance,
social security or other tax withholding obligations, if any, which arise upon the exercise of the option or
the disposition of the Common Stock (or any other time that a taxable event related to the Plan occurs). At
any time, the Company or the Employer may, but will not be obligated to, withhold from the Participant’s
compensation the amount necessary for the Company or the Employer to meet applicable withholding
obligations, including any withholding required to make available to the Company or the Employer any tax
deductions or benefits attributable to sale or early disposition of Common Stock by the Eligible Employee. In
addition, the Company or the Employer may, but will not be obligated to, withhold from the proceeds of the
sale of Common Stock or any other method of withholding the Company or the Employer deems appropriate
to the extent permitted by U.S. Treasury Regulation Section 1.423-2(f).
7. Grant of Option. On the Enrollment Date of each Offering Period, each Eligible Employee participating in such
Offering Period will be granted an option to purchase on each Exercise Date during such Offering Period (at
the applicable Purchase Price) up to a number of shares of Common Stock determined by dividing such Eligible
Employee’s Contributions accumulated prior to such Exercise Date and retained in the Eligible Employee’s account
as of the Exercise Date by the applicable Purchase Price; provided that in no event will an Eligible Employee be
permitted to purchase during each Purchase Period more than 1,000 shares of Common Stock (subject to any
adjustment pursuant to Section 18) and provided further that such purchase will be subject to the limitations set
forth in Sections 3(d) and 13. The Eligible Employee may accept the grant of such option (i) with respect to the first
Offering Period by submitting a properly completed subscription agreement in accordance with the requirements
of Section 5 on or before the last day of the Enrollment Window, and (ii) with respect to any subsequent Offering
Period under the Plan, by electing to participate in the Plan in accordance with the requirements of Section 5.
The Administrator may, for future Offering Periods, increase or decrease, in its absolute discretion, the maximum
number of shares of Common Stock that an Eligible Employee may purchase during each Purchase Period of an
Offering Period. Exercise of the option will occur as provided in Section 8, unless the Participant has withdrawn
pursuant to Section 10. The option will expire on the last day of the Offering Period.
8. Exercise of Option.
(a) Unless a Participant withdraws from the Plan as provided in Section 10, his or her option for the purchase of
shares of Common Stock will be exercised automatically on the Exercise Date, and the maximum number
of full shares subject to the option will be purchased for such Participant at the applicable Purchase Price
with the accumulated Contributions from his or her account. No fractional shares of Common Stock will be
purchased; any Contributions accumulated in a Participant’s account which are not sufficient to purchase a
full share will be retained in the Participant’s account for the subsequent Purchase Period or Offering Period,
subject to earlier withdrawal by the Participant as provided in Section 10 returned to the Participant. Any other
funds left over in a Participant’s account after the Exercise Date will be returned to the Participant. During a
Participant’s lifetime, a Participant’s option to purchase shares hereunder is exercisable only by him or her.
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(b) If the Administrator determines that, on a given Exercise Date, the number of shares of Common Stock with
respect to which options are to be exercised may exceed (i) the number of shares of Common Stock that were
available for sale under the Plan on the Enrollment Date of the applicable Offering Period, or (ii) the number of
shares of Common Stock available for sale under the Plan on such Exercise Date, the Administrator may in its
sole discretion (x) provide that the Company will make a pro rata allocation of the shares of Common Stock
available for purchase on such Enrollment Date or Exercise Date, as applicable, in as uniform a manner as will
be practicable and as it will determine in its sole discretion to be equitable among all Participants exercising
options to purchase Common Stock on such Exercise Date, and continue all Offering Periods then in effect
or (y) provide that the Company will make a pro rata allocation of the shares available for purchase on such
Enrollment Date or Exercise Date, as applicable, in as uniform a manner as will be practicable and as it will
determine in its sole discretion to be equitable among all participants exercising options to purchase Common
Stock on such Exercise Date, and terminate any or all Offering Periods then in effect pursuant to Section 19.
The Company may make a pro rata allocation of the shares available on the Enrollment Date of any applicable
Offering Period pursuant to the preceding sentence, notwithstanding any authorization of additional shares
for issuance under the Plan by the Company’s stockholders subsequent to such Enrollment Date.
9. Delivery. As soon as reasonably practicable after each Exercise Date on which a purchase of shares of Common
Stock occurs, the Company will arrange the delivery to each Participant of the shares purchased upon exercise of his
or her option in a form determined by the Administrator (in its sole discretion) and pursuant to rules established by
the Administrator. The Company may permit or require that shares be deposited directly with a broker designated
by the Company or to a designated agent of the Company, and the Company may utilize electronic or automated
methods of share transfer. The Company may require that shares be retained with such broker or agent for a
designated period of time and/or may establish other procedures to permit tracking of disqualifying dispositions
of such shares. No Participant will have any voting, dividend, or other stockholder rights with respect to shares of
Common Stock subject to any option granted under the Plan until such shares have been purchased and delivered
to the Participant as provided in this Section 9.
10. Withdrawal.
(a) A Participant may withdraw all but not less than all the Contributions credited to his or her account and
not yet used to exercise his or her option under the Plan at any time by (i) submitting to the Company’s
stock administration office (or its designee) a written notice of withdrawal in the form determined by
the Administrator for such purpose (which may be similar to the form attached hereto as Exhibit B), or
(ii) following an electronic or other withdrawal procedure determined by the Administrator. The Company’s
stock administration may set forth a deadline of when a withdrawal must occur to be effective prior to a
given Exercise Date in accordance with policies it may approve from time to time. All of the Participant’s
Contributions credited to his or her account will be paid to such Participant promptly after receipt of notice
of withdrawal and such Participant’s option for the Offering Period will be automatically terminated, and no
further Contributions for the purchase of shares will be made for such Offering Period. If a Participant withdraws
from an Offering Period, Contributions will not resume at the beginning of the succeeding Offering Period,
unless the Participant re-enrolls in the Plan in accordance with the provisions of Section 5.
(b) A Participant’s withdrawal from an Offering Period will not have any effect upon his or her eligibility to
participate in any similar plan that may hereafter be adopted by the Company or in succeeding Offering
Periods that commence after the termination of the Offering Period from which the Participant withdraws.
11. Termination of Employment. Upon a Participant’s ceasing to be an Eligible Employee, for any reason, he or she will
be deemed to have elected to withdraw from the Plan and the Contributions credited to such Participant’s account
during the Offering Period but not yet used to purchase shares of Common Stock under the Plan will be returned to
such Participant, or, in the case of his or her death, to the person or persons entitled thereto, and such Participant’s
option will be automatically terminated. Unless determined otherwise by the Administrator in a manner that, with
respect to an Offering under the 423 Component, is permitted by, and compliant with, Section 423 of the Code,
a Participant whose employment transfers between entities through a termination with an immediate rehire (with
no break in service) by the Company or a Designated Company shall not be treated as terminated under the Plan;
however, no Participant shall be deemed to switch from an Offering under the Non-423 Component to an Offering
under the 423 Component or vice versa unless (and then only to the extent) such switch would not cause the 423
Component or any Option thereunder to fail to comply with Section 423 of the Code.
12. Interest. No interest will accrue on the Contributions of a participant in the Plan, except as may be required by
Applicable Law, as determined by the Company, and if so required by the laws of a particular jurisdiction, shall,
with respect to Offerings under the 423 Component, apply to all Participants in the relevant Offering, except to
the extent otherwise permitted by U.S. Treasury Regulation Section 1.423-2(f).
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13. Stock.
(a) Subject to adjustment upon changes in capitalization of the Company as provided in Section 18 hereof, the
maximum number of shares of Common Stock that will be made available for sale under the Plan will be
11,529,531 13,805,561 shares of Common Stock.
(b) Until the shares of Common Stock are issued (as evidenced by the appropriate entry on the books of the
Company or of a duly authorized transfer agent of the Company), a Participant will have only the rights of
an unsecured creditor with respect to such shares, and no right to vote or receive dividends or any other
rights as a stockholder will exist with respect to such shares.
(c) Shares of Common Stock to be delivered to a Participant under the Plan will be registered in the name of the
Participant or in the name of the Participant and his or her spouse.
14. Administration. The Plan will be administered by the Board or a Committee appointed by the Board, which Committee
will be constituted to comply with Applicable Laws. The Administrator will have full and exclusive discretionary
authority to construe, interpret and apply the terms of the Plan, to designate separate Offerings under the Plan, to
designate Subsidiaries and Affiliates as participating in the 423 Component or Non-423 Component, to determine
eligibility, to adjudicate all disputed claims filed under the Plan and to establish such procedures that it deems
necessary for the administration of the Plan (including, without limitation, to adopt such procedures, sub-plans
and appendices to the subscription agreement as are necessary or appropriate to permit the participation in the
Plan by employees who are foreign nationals or employed outside the U.S., the terms of which sub-plans and
appendices may take precedence over other provisions of this Plan, with the exception of Section 13(a) hereof, but
unless otherwise superseded by the terms of such sub-plan or appendix, the provisions of this Plan shall govern the
operation of such sub-plan or appendix). Unless otherwise determined by the Administrator, the Employees eligible
to participate in each sub-plan will participate in a separate Offering or in the Non-423 Component, unless such
designation would cause the 423 Component to violate the requirements of Section 423 of the Code. Without limiting
the generality of the foregoing, the Administrator is specifically authorized to adopt rules and procedures regarding
eligibility to participate, the definition of Compensation, handling of Contributions, making of Contributions to the
Plan (including, without limitation, in forms other than payroll deductions), establishment of bank or trust accounts
to hold Contributions, payment of interest, conversion of local currency, obligations to pay payroll tax, determination
of beneficiary designation requirements, withholding procedures and handling of stock certificates that vary with
applicable local requirements. The Administrator also is authorized to determine that, to the extent permitted by
U.S. Treasury Regulation Section 1.423-2(f), the terms of an option granted under the Plan or an Offering to citizens
or residents of a non-U.S. jurisdiction will be less favorable than the terms of options granted under the Plan or
the same Offering to employees resident solely in the U.S. Every finding, decision and determination made by the
Administrator will, to the full extent permitted by law, be final and binding upon all parties.
15. Transferability. Neither Contributions credited to a Participant’s account nor any rights with regard to the exercise
of an option or to receive shares of Common Stock under the Plan may be assigned, transferred, pledged or
otherwise disposed of in any way (other than by will, the laws of descent and distribution) by the Participant. Any
such attempt at assignment, transfer, pledge or other disposition will be without effect, except that the Company
may treat such act as an election to withdraw funds from an Offering Period in accordance with Section 10 hereof.
16. Use of Funds. The Company may use all Contributions received or held by it under the Plan for any corporate
purpose, and the Company will not be obligated to segregate such Contributions except under Offerings or for
Participants in the Non-423 Component for which Applicable Laws require that Contributions to the Plan by
Participants be segregated from the Company’s general corporate funds and/or deposited with an independent
third party. Until shares of Common Stock are issued, Participants will have only the rights of an unsecured creditor
with respect to such shares.
17. Reports. Individual accounts will be maintained for each Participant in the Plan. Statements of account will be given
to participating Eligible Employees at least annually, which statements will set forth the amounts of Contributions,
the Purchase Price, the number of shares of Common Stock purchased and the remaining cash balance, if any.
18. Adjustments, Dissolution, Liquidation, Merger or Change in Control.
(a) Adjustments. In the event that any dividend or other distribution (whether in the form of cash, Common Stock,
other securities, or other property), recapitalization, stock split, reverse stock split, reorganization, merger,
consolidation, split-up, spin-off, combination, repurchase, or exchange of Common Stock or other securities of
the Company, or other change in the corporate structure of the Company affecting the Common Stock occurs,
the Administrator, in order to prevent dilution or enlargement of the benefits or potential benefits intended
to be made available under the Plan, will, in such manner as it may deem equitable, adjust the number and
class of Common Stock that may be delivered under the Plan, the Purchase Price per share and the number
of shares of Common Stock covered by each option under the Plan that has not yet been exercised, and the
numerical limits of Sections 7 and 13.
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(b) Dissolution or Liquidation. In the event of the proposed dissolution or liquidation of the Company, any Offering
Period then in progress will be shortened by setting a New Exercise Date, and will terminate immediately
prior to the consummation of such proposed dissolution or liquidation, unless provided otherwise by the
Administrator. The New Exercise Date will be before the date of the Company’s proposed dissolution or
liquidation. The Administrator will notify each Participant in writing or electronically, prior to the New Exercise
Date, that the Exercise Date for the Participant’s option has been changed to the New Exercise Date and that
the Participant’s option will be exercised automatically on the New Exercise Date, unless prior to such date
the Participant has withdrawn from the Offering Period as provided in Section 10 hereof.
(c) Merger or Change in Control. In the event of a merger or Change in Control, each outstanding option will
be assumed or an equivalent option substituted by the successor corporation or a Parent or Subsidiary of
the successor corporation. In the event that the successor corporation refuses to assume or substitute for
the option, the Offering Period with respect to which such option relates will be shortened by setting a New
Exercise Date on which such Offering Period shall end. The New Exercise Date will occur before the date
of the Company’s proposed merger or Change in Control. The Administrator will notify each Participant in
writing or electronically prior to the New Exercise Date, that the Exercise Date for the Participant’s option
has been changed to the New Exercise Date and that the Participant’s option will be exercised automatically
on the New Exercise Date, unless prior to such date the Participant has withdrawn from the Offering Period
as provided in Section 10 hereof.
19. Amendment or Termination.
(a) The Administrator, in its sole discretion, may amend, suspend, or terminate the Plan, or any part thereof,
at any time and for any reason. If the Plan is terminated, the Administrator, in its discretion, may elect to
terminate all outstanding Offering Periods either immediately or upon completion of the purchase of shares
of Common Stock on the next Exercise Date (which may be sooner than originally scheduled, if determined
by the Administrator in its discretion), or may elect to permit Offering Periods to expire in accordance with
their terms (and subject to any adjustment pursuant to Section 18). If the Offering Periods are terminated prior
to expiration, all amounts then credited to Participants’ accounts that have not been used to purchase shares
of Common Stock will be returned to the Participants (without interest thereon, except as otherwise required
under Applicable Laws, as further set forth in Section 12 hereof) as soon as administratively practicable.
(b) Without stockholder consent and without limiting Section 19(a), the Administrator will be entitled to change
the Offering Periods or Purchase Periods, designate separate Offerings, limit the frequency and/or number of
changes in the amount withheld during an Offering Period, establish the exchange ratio applicable to amounts
withheld in a currency other than U.S. dollars, permit Contributions in excess of the amount designated by
a Participant in order to adjust for delays or mistakes in the Company’s processing of properly completed
Contribution elections, establish reasonable waiting and adjustment periods and/or accounting and crediting
procedures to ensure that amounts applied toward the purchase of Common Stock for each Participant
properly correspond with Contribution amounts, and establish such other limitations or procedures as the
Administrator determines in its sole discretion advisable that are consistent with the Plan.
(c) In the event the Administrator determines that the ongoing operation of the Plan may result in unfavorable
financial accounting consequences, the Administrator may, in its discretion and, to the extent necessary or
desirable, modify, amend or terminate the Plan to reduce or eliminate such accounting consequence including,
but not limited to:
(i) amending the Plan to conform with the safe harbor definition under the Financial Accounting Standards
Board Accounting Standards Codification Topic 718 (or any successor thereto), including with respect to
an Offering Period underway at the time;
(ii) altering the Purchase Price for any Offering Period or Purchase Period including an Offering Period or
Purchase Period underway at the time of the change in Purchase Price;
(iii) shortening any Offering Period or Purchase Period by setting a New Exercise Date, including an Offering
Period or Purchase Period underway at the time of the Administrator action;
(iv) reducing the maximum percentage of Compensation a Participant may elect to set aside as Contributions;
and
(v) reducing the maximum number of Shares a Participant may purchase during any Offering Period or
Purchase Period.
Such modifications or amendments will not require stockholder approval or the consent of any Participants.
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20. Notices. All notices or other communications by a Participant to the Company under or in connection with the
Plan will be deemed to have been duly given when received in the form and manner specified by the Company
at the location, or by the person, designated by the Company for the receipt thereof.
21. Conditions Upon Issuance of Shares. Shares of Common Stock will not be issued with respect to an option
unless the exercise of such option and the issuance and delivery of such shares pursuant thereto will comply
with all applicable provisions of law, domestic or foreign, including, without limitation, the Securities Act of 1933,
as amended, the Exchange Act, the rules and regulations promulgated thereunder, and the requirements of any
stock exchange upon which the shares may then be listed, and will be further subject to the approval of counsel
for the Company with respect to such compliance.
As a condition to the exercise of an option, the Company may require the person exercising such option to
represent and warrant at the time of any such exercise that the shares are being purchased only for investment
and without any present intention to sell or distribute such shares if, in the opinion of counsel for the Company,
such a representation is required by any of the aforementioned applicable provisions of law.
22. Code Section 409A. The Plan is intended to be exempt from the application of Code Section 409A, and, to the
extent not exempt, is intended to comply with Code Section 409A and any ambiguities herein will be interpreted
to so be exempt from, or comply with, Code Section 409A. In furtherance of the foregoing and notwithstanding
any provision in the Plan to the contrary, if the Administrator determines that an option granted under the Plan
may be subject to Code Section 409A or that any provision in the Plan would cause an option under the Plan to
be subject to Code Section 409A, the Administrator may amend the terms of the Plan and/or of an outstanding
option granted under the Plan, or take such other action the Administrator determines is necessary or appropriate,
in each case, without the Participant’s consent, to exempt any outstanding option or future option that may be
granted under the Plan from or to allow any such options to comply with Code Section 409A, but only to the extent
any such amendments or action by the Administrator would not violate Code Section 409A. Notwithstanding
the foregoing, the Company shall have no liability to a Participant or any other party if the option to purchase
Common Stock under the Plan that is intended to be exempt from or compliant with Code Section 409A is not so
exempt or compliant or for any action taken by the Administrator with respect thereto. The Company makes no
representation that the option to purchase Common Stock under the Plan is compliant with Code Section 409A.
23. Term of Plan. The Plan will become effective upon the earlier to occur of its adoption by the Board or its approval
by the stockholders of the Company. It will continue in effect for a term of 20 years, unless sooner terminated
under Section 19.
24. Stockholder Approval. The Plan will be subject to approval by the stockholders of the Company within 12 months
after the date the Plan is adopted by the Board. Such stockholder approval will be obtained in the manner and to
the degree required under Applicable Laws.
25. Governing Law. The Plan shall be governed by, and construed in accordance with, the laws of the State of California
(except its choice-of-law provisions).
26. No Right to Employment. Participation in the Plan by a Participant shall not be construed as giving a Participant
the right to be retained as an employee of the Company or a Subsidiary or Affiliate, as applicable. Furthermore,
the Company or a Subsidiary or Affiliate may dismiss a Participant from employment at any time, free from any
liability or any claim under the Plan.
27. Severability. If any provision of the Plan is or becomes or is deemed to be invalid, illegal, or unenforceable for any
reason in any jurisdiction or as to any Participant, such invalidity, illegality or unenforceability shall not affect the
remaining parts of the Plan, and the Plan shall be construed and enforced as to such jurisdiction or Participant as
if the invalid, illegal or unenforceable provision had not been included.
28. Compliance with Applicable Laws. The terms of this Plan are intended to comply with all Applicable Laws and
will be construed accordingly.
29. Automatic Transfer to Low Price Offering Period. To the extent permitted by Applicable Laws, if the Fair Market
Value of the Common Stock on any Exercise Date in an Offering Period is lower than the Fair Market Value of the
Common Stock on the Enrollment Date of such Offering Period, then all participants in such Offering Period will be
automatically withdrawn from such Offering Period immediately after the exercise of their option on such Exercise
Date and automatically re-enrolled in the immediately following Offering Period as of the first day thereof.
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Exhibit A
Amended & Restated 2016 Employee Stock Purchase Plan
Subscription Agreement
Original Application
Offering Date:
Change in Payroll Deduction Rate
1.
I hereby elect to participate in the Nutanix, Inc. Amended & Restated 2016 Employee Stock Purchase Plan (the “Plan”)
and subscribe to purchase shares of the Company’s Common Stock in accordance with this Subscription Agreement
and the Plan. Capitalized terms used but not otherwise defined herein shall have the meanings assigned to them
in the Plan.
2. I hereby authorize payroll deductions from each paycheck in the amount of % of my Compensation on each payday
(from 1 to 15%)during the Offering Period in accordance with the Plan. (Please note that no fractional percentages
are permitted.)
3. I understand that said payroll deductions will be accumulated for the purchase of shares of Common Stock at the
applicable Purchase Price determined in accordance with the Plan. I understand that if I do not withdraw from an
Offering Period, any accumulated payroll deductions will be used to automatically exercise my option and purchase
Common Stock under the Plan.
4. I understand that the Company may elect to terminate, suspend or modify the terms of the Plan at any time. I agree
to be bound by such termination, suspension or modification regardless of whether notice is given to me of such
event, subject in any case to my right to timely withdraw from the Plan in accordance with the Plan withdrawal
procedures then in effect.
5. I have received a copy of the complete Plan and its accompanying prospectus. I understand that my participation
in the Plan is in all respects subject to the terms of the Plan.
6. I understand that if I am a U.S. taxpayer participating in an offering under the Section 423 Component of the
Plan and I dispose of any shares received by me pursuant to the Plan within two (2) years of the Offering Date
(the first Trading Day of the Offering Period during which I purchased such shares) or one (1) year of the Exercise
Date, I will be treated for U.S. federal income tax purposes as having received ordinary income at the time of such
disposition in an amount equal to the excess of the fair market value of the shares at the time such shares were
purchased by me over the price that I paid for the shares. I hereby agree to notify the Company in writing within
thirty (30) days after the date of any disposition of my shares and I will make adequate provision for U.S. federal,
state, foreign or other tax withholding obligations, if any, which arise upon the disposition of the Common Stock.
The Company may, but will not be obligated to, withhold from my compensation the amount necessary to meet
any applicable withholding obligation including any withholding necessary to make available to the Company any
tax deductions or benefits attributable to sale or early disposition of Common Stock by me. If I dispose of such
shares at any time after the expiration of the two (2)-year and one (1)-year holding periods, I understand that I will
be treated for U.S. federal income tax purposes as having received income only at the time of such disposition,
and that such income will be taxed as ordinary income only to the extent of an amount equal to the lesser of (a)
the excess of the fair market value of the shares at the time of such disposition over the purchase price which I
paid for the shares, or (b) 15% of the fair market value of the shares on the first day of the Offering Period. The
remainder of the gain, if any, recognized on such disposition will be taxed as capital gain.
7. I acknowledge that, regardless of any action taken by the Company or, if different, my employer (the “Employer”)
with respect to any or all income tax, social security, payroll tax, fringe benefit, or other tax-related items related
to my participation in the Plan and legally applicable to me (“Tax-Related Items”), the ultimate liability for all
Tax-Related Items is and remains my responsibility and may exceed the amount actually withheld by the Company
or the Employer. Furthermore, I acknowledge that the Company and/or the Employer (i) make no representations
or undertakings regarding the treatment of any Tax-Related Items in connection with any aspect of the options
under the Plan, including the grant of such options, the purchase and sale of shares of Common Stock acquired
under the Plan and/or the receipt of any dividends on such shares, and (ii) do not commit to and are under no
obligation to structure the terms of the grant of options or any aspect of my participation in the Plan to reduce
or eliminate my liability for Tax-Related Items or achieve any particular tax result. Further, if I am or become
subject to Tax-Related Items in more than one jurisdiction, I acknowledge that the Company and/or the Employer
(or former employer, as applicable) may be required to withhold or account for Tax-Related Items in more than
one jurisdiction.
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8. Prior to the purchase of shares of Common Stock under the Plan or any other relevant taxable or tax withholding
event, as applicable, I agree to make adequate arrangements satisfactory to the Company and/or the Employer
to satisfy all Tax-Related Items. In this regard, I authorize the Company and/or the Employer, or their respective
agents, at their discretion, to satisfy any withholding obligations with regard to all Tax-Related Items by one or a
combination of the following: (1) withholding from my wages or Compensation paid to me by the Company and/
or the Employer; or (2) withholding from proceeds of the sale of the shares of Common Stock purchased under
the Plan either through a voluntary sale or through a mandatory sale arranged by the Company (on my behalf
pursuant to this authorization). Depending on the withholding method, the Company may withhold or account
for Tax-Related Items by considering applicable maximum rates, in which case I will receive a cash refund of any
over-withheld amount not remitted to tax authorities on my behalf and will have no entitlement to the Common
Stock equivalent. Finally, I agree to pay to the Company or the Employer any amount of Tax-Related Items that
the Company or the Employer may be required to withhold as a result of my participation in the Plan that cannot
be satisfied by the means previously described. The Company may refuse to purchase shares of Common Stock
under the Plan on my behalf and/or refuse to issue or deliver the shares or the proceeds of the sale of shares if I
fail to comply with my obligations in connection with the Tax-Related Items.
9. The Company may, in its sole discretion, decide to deliver any documents related to current or future participation
in the Plan by electronic means. I hereby consent to receive such documents by electronic delivery and agree to
participate in the Plan through an on-line or electronic system established and maintained by the Company or
another third party designated by the Company.
10. The Subscription Agreement is governed by the internal substantive laws but not the choice of law rules of
California. For purposes of any action, lawsuit or other proceedings brought to enforce the Subscription Agreement,
relating to it, or arising from it, the parties hereby submit to and consent to the sole and exclusive jurisdiction of
the state courts of Santa Clara County, California, or the United States District Court for the Northern District of
California, and no other courts, where this grant is made and/or to be performed.
11. Notwithstanding any provision of this Subscription Agreement, I understand that if I am working or resident in a
country other than the United States, my participation in the Plan also shall be subject to the Additional Terms
and Conditions for Non-U.S. Participants set forth in Appendix A attached hereto and any special terms and
conditions for my country set forth in Appendix B attached hereto. Further, I understand that if I relocate to one
of the countries included in Appendix B, the special terms and conditions for such country will apply to me to the
extent the Company determines that the application of such terms and conditions is necessary or advisable for
legal or administrative reasons. Appendix A and Appendix B constitute part of this Subscription Agreement.
12. The provisions of the Subscription Agreement are severable and if any one or more provisions are determined to
be illegal or otherwise unenforceable, in whole or in part, the remaining provisions nevertheless shall be binding
and enforceable.
13. I acknowledge that a waiver by the Company of breach of any provision of the Subscription Agreement shall not
operate or be construed as a waiver of any other provision of the Subscription Agreement, or of any subsequent
breach by me or any other participant.
14. The Company is not providing any tax, legal or financial advice, nor is the Company making any recommendations
regarding my participation in the Plan, or my acquisition or sale of the underlying shares of Common Stock. I am
hereby advised to consult with my own personal tax, legal and financial advisors regarding my participation in
the Plan before taking any action related to the Plan.
15. I hereby agree to be bound by the terms of the Plan. The effectiveness of this Subscription Agreement is dependent
upon my eligibility to participate in the Plan.
Employee’s ID Number:
Employee’s Address:
I UNDERSTAND THAT MY PARTICIPATION UNDER THE TERMS OF THIS SUBSCRIPTION AGREEMENT WILL REMAIN
IN EFFECT THROUGHOUT SUCCESSIVE OFFERING PERIODS UNLESS TERMINATED BY ME OR IF I CEASE TO BE
AN ELIGIBLE EMPLOYEE.
Dated:
Signature of Employee
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Appendix A
Amended & Restated 2016 Employee Stock Purchase Plan
Additional Terms and Conditions for Non-U.S. Participants
Capitalized terms used but not otherwise defined herein shall have the meaning given to such terms in the Nutanix,
Inc. Amended & Restated 2016 Employee Stock Purchase Plan.
1. Conversion of Payroll Deductions. I understand that if my payroll deductions or Contributions under the Plan are
made in any currency other than U.S. dollars, such payroll deductions or Contributions will be converted to U.S.
dollars on or prior to the Exercise Date using a prevailing exchange rate in effect at the time such conversion is
performed, as determined by the Administrator. I understand and agree that neither the Employer nor the Company
(nor any Parent, Subsidiary or Affiliate of the Company) will be liable for any foreign exchange rate fluctuation
between my local currency and the U.S. dollar that may affect the amount of my Contributions, the value of the
options granted to me under the Plan or the value of any amounts due to me under the Plan, including the amount
of proceeds due to me upon the sale of any shares of Common Stock acquired under the Plan.
2. Nature of Grant. By electing to participate in the Plan, I acknowledge, understand and agree that:
(a) the Plan is established voluntarily by the Company and it is discretionary in nature;
(b) all decisions with respect to future grants of options under the Plan, if any, will be at the sole discretion of
the Company;
(c) the grant of options under the Plan shall not create a right to employment or be interpreted as forming an
employment contract with the Company, the Employer, or any other Parent, Subsidiary or Affiliate, and shall
not interfere with the ability of the Company or the Employer, as applicable, to terminate my employment
(if any);
(d) I am voluntarily participating in the Plan;
(e) the options granted under the Plan and the shares of Common Stock underlying such options, and the income
and value of same, are not intended to replace any pension rights or compensation;
(f)
the options granted under the Plan and the shares of Common Stock underlying such options, and the
income and value of same, are not part of my normal or expected compensation for any purpose, including,
but not limited to, calculating any severance, resignation, termination, redundancy, dismissal, end-of-service
payments, bonuses, long-service awards, pension or retirement benefits or similar payments;
(g) unless otherwise agreed with the Company, the options granted under the Plan and the shares of Common
Stock underlying such options, and the income and value of same, are not granted as consideration for, or in
connection with, the service I may provide as a director of a Subsidiary or Affiliate;
(h) the future value of the shares of Common Stock underlying the options granted under the Plan is unknown,
indeterminable and cannot be predicted with certainty;
(i)
(j)
the shares of Common Stock that I acquire under the Plan may increase or decrease in value, even below the
Purchase Price;
no claim or entitlement to compensation or damages shall arise from the forfeiture options granted to me
under the Plan as a result of the termination of my status as an Eligible Employee (for any reason whatsoever,
and whether or not later found to be invalid or in breach of employment laws in the jurisdiction where I am
employed or the terms of my employment agreement, if any) and, in consideration of the grant of options
under the Plan to which I otherwise am not entitled, I irrevocably agree never to institute a claim against the
Company, the Employer, or any other Parent, Subsidiary or Affiliate, waive my ability, if any, to bring such
claim, and release the Company, the Employer, and any other Parent, Subsidiary or Affiliate from any such
claim that may arise; if, notwithstanding the foregoing, any such claim is allowed by a court of competent
jurisdiction, I shall be deemed irrevocably to have agreed not to pursue such claim and I agree to execute
any and all documents necessary to request dismissal or withdrawal of such claim;
(k) in the event of the termination of my status as an Eligible Employee (for any reason whatsoever, whether
or not later found to be invalid or in breach of employment laws in the jurisdiction where I am employed or
the terms of my employment agreement, if any), my right to participate in the Plan and any options granted
to me under the Plan, if any, will terminate effective as of the date that I no longer am actively employed by
the Company or one of its Parents, Subsidiaries or Affiliates and, in any event, will not be extended by any
notice period mandated under the employment laws in the jurisdiction in which I am employed or the terms
of my employment agreement, if any (e.g., active employment would not include a period of “garden leave”
or similar period pursuant to the employment laws in the jurisdiction in which I am employed or the terms
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of my employment agreement, if any); the Company shall have the exclusive discretion to determine when
I no longer am actively employed for purposes of my participation in the Plan (including whether I still may
be considered to be actively employed while on a leave of absence); and
(l)
the grant of the option to purchase shares of Common Stock under the Plan and the benefits evidenced by
the Subscription Agreement do not create any entitlement not otherwise specifically provided for in the Plan,
or provided by the Company in its discretion, to have such rights or benefits transferred to, or assumed by,
another company nor to be exchanged, cashed out or substituted for, in connection with a sale of substantially
all of the Company’s assets or a merger of the Company in which the Company is not the surviving corporation.
3. Data Privacy.
(a) I hereby explicitly and unambiguously consent to the collection, use and transfer, in electronic or other form,
of my personal data as described in the Subscription Agreement and any other Plan materials (“Data”) by
and among, as applicable, the Employer, the Company and its Parents, Subsidiaries and Affiliates for the
exclusive purpose of implementing, administering and managing my participation in the Plan. I understand
that Data may include certain personal information about me, including, but not limited to, my name, home
address and telephone number, date of birth, social insurance number or other identification number, salary,
nationality, job title, any shares of Common Stock or directorships held in the Company, details of all options
granted under the Plan or any other entitlement to shares of Common Stock awarded, canceled, exercised,
vested, unvested or outstanding in my favor.
(b) I understand that Data will be transferred to such stock plan service provider as may be designated by the
Company from time to time (the “Designated Broker”), which is assisting the Company with the implementation,
administration and management of the Plan. I understand that the recipients of Data may be located in
the United States or elsewhere, and that a recipient’s country of operation (e.g., the United States) may
have different data privacy laws and protections than my country. I understand that I may request a list
with the names and addresses of any potential recipients of Data by contacting my local human resources
representative.
(c) I authorize the Company, the Designated Broker and any other possible recipients which may assist the
Company (presently or in the future) with implementing, administering and managing the Plan to receive,
possess, use, retain and transfer Data, in electronic or other form, for the sole purpose of implementing,
administering and managing my participation in the Plan. I understand that Data will be held only as long
as is necessary to implement, administer and manage my participation in the Plan. I understand that I may,
at any time, view Data, request additional information about the storage and processing of Data, require
any necessary amendments to Data or refuse or withdraw the consents herein, in any case without cost,
by contacting in writing my local human resources representative. Further, I understand that I am providing
the consents herein on a purely voluntary basis. If I do not consent, or if I later seek to revoke my consent,
my employment status or career with the Company or the Employer will not be adversely affected; the only
consequence of refusing or withdrawing my consent is that the Company would not be able to grant me
options under the Plan or other equity awards, or administer or maintain such awards. Therefore, I understand
that refusing or withdrawing my consent may affect my ability to participate in the Plan. For more information
on the consequences of my refusal to consent or withdrawal of consent, I understand that I may contact my
local human resources representative.
(d) Finally, upon request of the Company or the Employer, I agree to provide an executed data privacy consent
form to the Company and/or the Employer (or any other agreements or consents that may be required by
the Company and/or the Employer) that the Company and/or the Employer may deem necessary to obtain
from me for the purpose of administering my participation in the Plan in compliance with the data privacy
laws in my country, either now or in the future. I understand and agree that I will not be able to participate in
the Plan if I fail to provide any such consent or agreement requested by the Company and/or the Employer.
4. Compliance with Law. Notwithstanding any other provision of the Plan or the Subscription Agreement, unless
there is an available exemption from any registration, qualification or other legal requirement applicable to the
shares of Common Stock, the Company shall not be required to deliver any shares issuable upon purchase of
shares under the Plan prior to the completion of any registration or qualification of the shares under any local,
state, federal or foreign securities or exchange control law or under rulings or regulations of the U.S. Securities and
Exchange Commission (“SEC”) or of any other governmental regulatory body, or prior to obtaining any approval
or other clearance from any local, state, federal or foreign governmental agency, which registration, qualification
or approval the Company shall, in its absolute discretion, deem necessary or advisable. I understand that the
Company is under no obligation to register or qualify the shares of Common Stock with the SEC or any state or
foreign securities commission or to seek approval or clearance from any governmental authority for the issuance
or sale of the shares. Further, I agree that the Company shall have unilateral authority to amend the Plan and the
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Subscription Agreement without my consent to the extent necessary to comply with securities or other laws
applicable to issuance of shares.
5. Language. If I have received the Subscription Agreement or any other document related to the Plan translated into
a language other than English and if the meaning of the translated version is different than the English version,
the English version will control.
6. Insider Trading. By participating in the Plan, I agree to comply with the Company’s policy on insider trading (to the
extent that it is applicable to me). Further, I acknowledge that my country of residence also may have laws or
regulations governing insider trading and that such laws or regulations may impose additional restrictions on my
ability to participate in the Plan (e.g., acquiring or selling shares of Common Stock) and that I am solely responsible
for complying with such laws or regulations.
7. Imposition of Other Requirements. The Company reserves the right to impose other requirements on my
participation in the Plan, on any shares of Common Stock purchased under the Plan, to the extent the Company
determines it is necessary or advisable for legal or administrative reasons, and to require me to sign any additional
agreements or undertakings that may be necessary to accomplish the foregoing.
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Appendix B
Amended & Restated 2016 Employee Stock Purchase Plan
Country-Specific Provisions For Non-U.S. Participants
Capitalized terms used but not otherwise defined herein shall have the meaning given to such terms in the Nutanix, Inc.
Amended & Restated 2016 Employee Stock Purchase Plan
Terms and Conditions
I understand that this Appendix B includes additional terms and conditions that govern the options to purchase shares
of Common Stock granted to me under the Plan if I work or reside in one of the countries listed below. If I am a citizen
or resident of a country other than the one in which I currently am working (or if I am considered as such for local
law purposes), or if I transfer employment or residence to another country after enrolling in the Plan, I acknowledge
and agree that the Company, in its discretion, will determine the extent to which the terms and conditions herein will
be applicable to me.
Notifications
This Appendix B also includes information regarding securities laws, exchange controls and certain other issues of
which I should be aware with respect to my participation in the Plan. The information is based on the securities,
exchange control and other laws in effect in the respective countries as of [DATE]. Such laws are often complex and
change frequently. As a result, the Company recommends that I do not rely on the information in this Appendix B as
the only source of information relating to the consequences of my participation in the Plan because the information
included herein may be out of date at the time that I acquire shares of Common Stock under the Plan or subsequently
sell such shares.
In addition, the information contained herein is general in nature and may not apply to my particular situation and
the Company is not in a position to assure me of any particular result. Accordingly, I am advised to seek appropriate
professional advice as to how the relevant laws in my country may apply to my individual situation.
Finally, if I am a citizen or resident of a country other than the one in which I currently am working or residing (or if
I am considered as such for local law purposes), or if I transfer employment or residence to another country after
options have been granted to me under the Plan, the information contained herein may not be applicable to me in
the same manner.
[Remainder of page left intentionally blank]
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T O C K PU R C H A S E PL A N
[NON-US DESIGNATED COMPANIES AND RELATED TERMS AND CONDITIONS TO COME IF THE ADMINISTRATOR
APPROVES SUCH ENTITES AS DESIGNATED COMPANIES UNDER THE ESPP]
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Exhibit B
Amended & Restated 2016 Employee Stock Purchase Plan
Notice of Withdrawal
The undersigned participant in the Offering Period of the Nutanix, Inc. Amended & Restated 2016 Employee Stock
Purchase Plan that began on , (the “Offering Date”) hereby notifies the Company that he or she hereby withdraws
from the Offering Period. He or she hereby directs the Company to pay to the undersigned as promptly as practicable
all the payroll deductions credited to his or her account with respect to such Offering Period. The undersigned
understands and agrees that his or her option for such Offering Period will be automatically terminated. The
undersigned understands further that no further payroll deductions will be made for the purchase of shares in the
current Offering Period and the undersigned will be eligible to participate in succeeding Offering Periods only by
delivering to the Company a new Subscription Agreement.
Name and Address of Participant:
Signature:
Date:
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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-K
(Mark One)
☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES
EXCHANGE ACT OF 1934
☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES
EXCHANGE ACT OF 1934
For the fiscal year ended July 31, 2022
OR
For the transition period from to
Commission File Number: 001-37883
NUTANIX, INC.
(Exact name of registrant as specified in its charter)
Delaware
(State or other jurisdiction of
incorporation or organization)
27-0989767
(I.R.S. Employer
Identification No.)
1740 Technology Drive, Suite 150
San Jose, CA 95110
(Address of principal executive offices, including zip code)
(408) 216-8360
(Registrant's telephone number, including area code)
Title of each class
Trading symbol(s)
Name of each exchange on which registered
Class A Common Stock, $0.000025 par value per share
NTNX
Nasdaq Global Select Market
Securities registered pursuant to Section 12(b) of the Act:
Indicate by check mark whether the registrant is a well-known seasoned issuer, as defined in Rule 405 of the
Securities Act. Yes ☒ No ☐
Indicate by check mark whether the registrant is not required to file reports pursuant to Section 13 or 15(d) of the
Securities Exchange Act of 1934. Yes ☐ No ☒
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 ☒ No ☐
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 ☒ No ☐
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
Non-accelerated Filer
☒
☐
Accelerated Filer
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 has filed a report on and attestation to its management’s assessment
of the effectiveness of its internal control over financial reporting under Section 404(b) of the Sarbanes-Oxley Act (15
U.S.C. 7262(b)) by the registered public accounting firm that prepared or issued its audit report. ☒
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange
Act). Yes ☐ No ☒
The aggregate market value of the registrant's common stock held by non-affiliates of the registrant as of January
31, 2022 (the last business day of the registrant's most recently completed second fiscal quarter) was approximately $6.0
billion, based upon the closing sale price of such stock on the Nasdaq Global Select Market. The registrant has no non-
voting common equity.
As of August 31, 2022, the registrant had 227,032,085 shares of Class A common stock, $0.000025 par value per
share, outstanding.
DOCUMENTS INCORPORATED BY REFERENCE
As noted herein, certain information called for by Parts II and III is incorporated by reference to specified portions of
the registrant’s definitive proxy statement to be filed in conjunction with the registrant’s 2022 annual meeting of
stockholders, which is expected to be filed not later than 120 days after the registrant's fiscal year ended July 31, 2022.
TABLE OF CONTENTS
Special Note Regarding Forward-Looking Statements
PART I
Item 1. Business
Item 1A. Risk Factors
Item 1B. Unresolved Staff Comments
Item 2. Properties
Item 3. Legal Proceedings
Item 4. Mine Safety Disclosures
PART II
Item 5. Market for Registrant's Common Equity, Related Stockholder Matters and Issuer Purchases of Equity
Securities
Item 6. [Reserved]
Item 7. Management's Discussion and Analysis of Financial Condition and Results of Operations
Item 7A. Quantitative and Qualitative Disclosures About Market Risk
Item 8. Financial Statements and Supplementary Data
Item 9. Change in and Disagreements with Accountants on Accounting Financial Disclosure
Item 9A. Controls and Procedures
Item 9B. Other Information
Item 9C. Disclosure Regarding Foreign Jurisdictions that Prevent Inspections
PART III
Item 10. Directors, Executive Officers and Corporate Governance
Item 11. Executive Compensation
Item 12. Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters
Item 13. Certain Relationships and Related Transactions and Director Independence
Item 14. Principal Accountant Fees and Services
PART IV
Item 15. Exhibits and Financial Statement Schedules
Item 16. Form 10-K Summary
Exhibit Index
Signatures
Page
ii
1
1
12
58
58
58
58
59
59
62
63
90
91
142
142
142
143
144
144
144
144
144
144
145
145
145
146
151
i
SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS
This Annual Report on Form 10-K contains express and implied forward-looking statements within the meaning of
Section 27A of the Securities Act of 1933, as amended (the "Securities Act"), and Section 21E of the Securities Exchange
Act of 1934, as amended (the "Exchange Act"), which statements involve substantial risks and uncertainties. Other than
statements of historical fact, all statements contained in this Annual Report on Form 10-K 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," "potentially," "estimate," "continue,"
"anticipate," "plan," "intend," "could," "would," "expect," or words or expressions of similar substance or the negative
thereof, that convey uncertainty of future events or outcomes are intended to identify forward-looking statements.
Forward-looking statements included in this Annual Report on Form 10-K include, but are not limited to, statements
regarding:
•
•
•
•
•
•
•
•
•
•
•
our future billings, revenue, cost of revenue and operating expenses, as well as changes in the cost of product
revenue, component costs, contract terms, product gross margins and support, entitlements and other services
revenue and changes in research and development, sales and marketing and general and administrative
expenses;
our business plans, strategies, initiatives, objectives and outlook, as well as our ability to execute such plans,
strategies, initiatives and objectives successfully and in a timely manner, and the benefits and impact of such
plans, initiatives and objectives on our business, operations, and financial results, including any impact on our
revenue and product mix, average contract term lengths and discounting behavior;
our plans for, and the timing of, any current and future business model transitions, including our ongoing
transition to a subscription-based business model, our ability to manage, complete or realize the benefits of such
transitions successfully and in a timely manner, and the short-term and long-term impacts of such transitions on
our business, operations and financial results;
the timing, evolution and potential impact of the COVID-19 pandemic on the global market environment and the
IT industry, as well as on our business, operations and financial results, including changes we have made or
anticipate making in response to the COVID-19 pandemic, our ability to manage our business during the
pandemic, and the position we anticipate being in following the pandemic;
the benefits and capabilities of our platform, solutions, products, services and technology, including the
interoperability and availability of our solutions with and on third-party platforms;
our plans and expectations regarding new solutions, products, services, product features and technology,
including those that are still under development or in process;
our growth strategy, our ability to effectively achieve and manage our growth, and the amount, timing and impact
of any investments to grow our business, including any plans to increase or decrease investments in our global
engineering, research and development and sales and/or marketing teams;
our go-to-market strategy and the impact of any adjustments thereto, including any adjustments to our go-to-
market cost structure, in particular, our sales compensation structure, and our plans regarding pricing and
packaging of our product portfolio;
the success and impact of our customer, partner, industry, analyst, investor and employee events on our
business, including on future pipeline generation;
the impact of our decision to use new or different metrics, or to make adjustments to the metrics we use, to
supplement our financial reporting;
our reliance on key personnel;
ii
•
anticipated trends, growth rates and challenges in our business and in the markets in which we operate,
including the segmentation and productivity of our sales team;
• market acceptance of new technology and recently introduced solutions;
•
•
•
•
•
•
•
•
•
•
•
•
our ability to increase sales of our solutions, particularly to large enterprise customers;
our ability to attract new end customers and retain and grow sales from our existing end customers;
our ability to maintain and strengthen existing strategic alliances and partnerships and address macroeconomic
supply chain shortages, including our relationships with our channel partners and original equipment
manufacturers, and to develop any new strategic alliances and partnerships, and the impact of any changes to
such relationships on our business, operations and financial results;
the effects of seasonal trends on our results of operations;
our expectations concerning relationships with third parties, including our ability to compress and stabilize sales
cycles;
our ability to maintain, protect and enhance our intellectual property;
our exposure to and ability to guard against cyber attacks and other actual or perceived security breaches;
our ability to continue to grow our business internationally;
the competitive market, including our ability to compete effectively, the competitive advantages of our products,
and the effects of increased competition in our market;
anticipated capital expenditures;
future acquisitions or investments in complementary companies, products, services or technologies and the
ability to successfully integrate completed acquisitions;
our ability to stay in compliance with laws and regulations that currently apply or become applicable to our
business both in the United States and internationally, including recent changes in global tax laws;
• macroeconomic, geopolitical, and industry trends and environment, projected growth or trend analysis;
•
•
•
the impact of events that may be outside of our control, such as political and social unrest, terrorist attacks,
hostilities, war, malicious human acts, climate change, natural disasters (including extreme weather), pandemics
or other major public health concerns, and other similar events;
our ability to attract and retain qualified employees and key personnel; and
the sufficiency of cash balances to meet cash needs for at least the next 12 months.
We have based these forward-looking statements largely on our current expectations and projections about future
events and 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 in light of the information currently available to us.
These forward-looking statements are subject to a number of risks, uncertainties and assumptions, including those
described in Part I, Item 1A. "Risk Factors" in this Annual Report on Form 10-K. Moreover, we operate in a very
competitive and rapidly changing environment and new risks emerge from time to time. It is not possible for us 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 or implied in any forward-looking statements we
may make. In light of these risks, uncertainties and assumptions, the forward-looking events and trends discussed in this
Annual Report on Form 10-K may not occur and actual results could differ materially and adversely from those anticipated
or implied in the forward-looking statements.
iii
You should not rely upon forward-looking statements as predictions of future events. Although we believe that the
expectations reflected in the forward-looking statements are reasonable, we cannot guarantee that the future results,
performance, or events and circumstances reflected in the forward-looking statements will be achieved or will occur. The
forward-looking statements in this Annual Report on Form 10-K relate only to events as of the date on which the
statements are made. We undertake no obligation, and expressly disclaim any obligation, to update, alter or otherwise
revise or publicly release the results of any revision to these forward-looking statements to reflect new information or the
occurrence of unanticipated or subsequent events, except as required by law. We may not actually achieve the plans,
intentions or expectations disclosed in our forward-looking statements and you should not place undue reliance on our
forward-looking statements.
iv
ITEM 1. Business
Overview
PART I
Nutanix, Inc. ("we," "us," "our" or "Nutanix") provides a leading enterprise cloud platform, which we call the
Nutanix Cloud Platform, that consists of software solutions and cloud services that power our customers’ enterprise
infrastructure. Our solutions deliver a consistent cloud operating model across edge, private-, hybrid- and multicloud
environments for all applications and their data. Our solutions allow organizations to simply move their workloads,
including enterprise applications, high-performance databases, end-user computing and virtual desktop
infrastructure ("VDI") services, container-based modern applications, and analytics applications, between on-
premises and public clouds. Our goal is to provide a single, simple, open software platform for all hybrid and
multicloud applications and their data.
Founded in 2009, we pioneered the hyperconverged infrastructure ("HCI") category, initially combining the
disparate IT silos of compute, storage and networking into a single on-premises product which offered simplicity,
lower total cost of ownership, scalability and customer choice. We continued to innovate and developed Acropolis
Hypervisor ("AHV") - our native hypervisor designed to run all virtualized applications. To give our customers even
more choice, we engineered our software solutions to run on a variety of server platforms, decoupling our software
from our Nutanix-branded hardware appliances and powering a variety of on-premises private cloud deployments; a
significant step in our transition from a hardware to a software company. That transition has continued with the
adoption of "cloud" as a mainstream IT paradigm, which has motivated IT professionals to move toward hybrid
cloud architectures that allow businesses to simultaneously utilize a private cloud powered by Nutanix software,
along with third-party public cloud infrastructures for maximum flexibility. We continue to transform our software
solutions into a comprehensive enterprise cloud platform, based on web-scale engineering principles and with a
focus on automation and operational simplicity, which allows our customers to power nearly any scale IT
deployment. Although today our customers primarily use our enterprise cloud platform to power their on-premises
private cloud deployments, our solutions also simplify the complexities of multicloud environments with a single
management console for automation, cost governance and compliance. The end result will be an enterprise cloud
platform that empowers our customers to unify operations, infrastructure and data services from the edge, to private
cloud and public clouds, allowing IT to choose the right cloud for each application.
To provide our customers with the freedom to choose the best consumption model based on their specific
business needs, we have also continued to reshape our licensing by moving toward a subscription-based business
model. A subscription-based business model means one in which our products, including associated support and
entitlement arrangements, are sold with a defined term. For more information, see the section titled "Components of
Our Results of Operations" included in Part II, Item 7, as well as Note 2 of Notes to Consolidated Financial
Statements included in Part II, Item 8, of this Annual Report on Form 10-K. Furthermore, as part of our transition to
a subscription-based business model, we have transitioned to a sales compensation structure that is based on
Annual Contract Value ("ACV"). These transitions have caused, and will continue to cause, our traditional life-of-
device licensing models to become increasingly replaced by term-based licenses, portable across hybrid- and
multicloud deployments. We believe that these transitions – from hardware to software solutions, and from life-of-
device to subscription models – will contribute to our long-term growth. In fiscal 2022, our subscription billings
increased to 92% of total billings, up 3 percentage points from fiscal 2021, and our subscription revenue reached
$1.4 billion, representing a year-over-year increase of 15%. In fiscal 2022, ACV billings was $756.3 million,
representing a year-over-year increase of 27%.
1
The Nutanix Cloud Platform
Leveraging the foundation of our core HCI technology, the Nutanix Cloud Platform delivers a rich set of
products, solutions and services to enable our customers to simply manage their private cloud and, increasingly,
their public and hybrid multicloud environments. All of our offerings are supported by a unified control plane, unified
Application Programming Interfaces ("APIs"), security, and lifecycle management. The Nutanix Cloud Platform is
available in private cloud deployment, and is increasingly available on public cloud, through managed service
providers and telcos, and in the future, as-a-Service.
In 2022, we updated our pricing and packaging to simplify our product portfolio and streamline the products
and offerings that we have developed over the years. The description of our products and offerings below are based
on our new simplified product portfolio, but will also refer, in parentheses, to the product names that we have used
in the past.
Nutanix Cloud Infrastructure (NCI) – Our offerings in hybrid cloud infrastructure combine our core HCI
software stack (AOS) and our native, enterprise-grade hypervisor (AHV), and also add in support for virtual
networking, disaster recovery, network and data security and Kubernetes container runtime.
AOS. AOS converges virtualization, storage, and networking services into a turnkey solution. AOS supports
major hypervisors, including our native AHV and VMware ESXi and uses software running across a scale-out
cluster of servers to deliver advanced storage capabilities to all workloads running on the compute cluster. Building
on a distributed data fabric, AOS enables robust enterprise storage services across multiple storage protocols.
Storage capabilities include snapshots and cloning, performance acceleration capabilities, such as data locality and
all flash optimizations, storage optimization, such as deduplication, compression and erasure coding, data
protection and disaster recovery features, and data security with software based data encryption. Our disaster
recovery solutions include long distance data replication between multiple sites, advanced failover orchestration
capabilities and support for metro high availability configurations, zero loss synchronous replication and snapshot
based disaster recovery over any distance.
AHV. AHV is a native, enterprise-grade virtualization solution that is included with our enterprise cloud platform
with no additional software components to license, install or manage. AHV is built upon a widely-used open source
hypervisor technology, known as KVM and extends its base functionality to include additional features for storage
performance and workload management such as virtual machine high availability and live migration. AHV also
includes such features as flexible migrations, automated workload placement, security hardening, network
virtualization, data protection and disaster recovery and rich analytics.
Flow Virtual Networking and Flow Network Security. Flow provides services to visualize the network, automate
common network operations, build virtual private networks, and integrate with various third-party networking and
security products. We supplement the networking capabilities of AOS with application-centric firewall services
based on advanced microsegmentation technology (Flow Network Security) that protect applications against
internal and external threats.
Nutanix Kubernetes Engine (previously known as Karbon). Our cloud infrastructure stack also provides for
automated deployment and management of Kubernetes clusters to simplify the provisioning, operations and
lifecycle management of cloud-native environments, containerized applications and microservices.
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Nutanix Cloud Clusters (NC2). In addition, we provide full automation to deploy our cloud infrastructure stack in
public cloud environments like Amazon Web Services ("AWS") bare-metal (currently generally available) and
Microsoft Azure (currently in public preview and expected to become generally available in the future) as NC2. NC2
provides ultimate flexibility for customers as just another deployment model for their NCI licenses, allowing them to
take advantage of the elasticity of public cloud resources while maintaining the same operating model they have
been accustomed to on premises. Elastic disaster recovery, cloud bursting, site consolidation and cloud migration
are typical NC2 use cases.
Nutanix Cloud Management (NCM) – Our offerings in cloud management combine intelligent operations,
self-service for infrastructure and applications, multicloud governance and security. Our offerings in cloud
management include our control plane providing management and analytics across the Nutanix Cloud Platform,
which delivers integrated management, capacity planning, robust operational analytics, automated remediation,
self-service capabilities and one-click administration (previously known as Prism Pro/Ultimate). We also provide
cloud governance (previously known as Nutanix Beam) as well as automation services that streamline application
lifecycle management, provide self-service provisioning for infrastructure and applications, and deliver powerful
multicloud orchestration (previously known as Nutanix Calm).
Nutanix Unified Storage (NUS) – Our Unified Storage product offering includes scale-out storage services
that consolidate management of structured and unstructured data. Nutanix customers can simplify storage
operations, while delivering enterprise-grade NFS and SMB files services (Nutanix Files), as well as S3-compatible
object services (Nutanix Objects), at nearly any scale. NUS can be enabled on a Nutanix HCI cluster next to
virtualized workloads or can be deployed as a dedicated cluster, as a full replacement for traditional network files
and object storage appliances. In addition to the scale and performance of NUS, we further differentiate NUS with
the same focus on simplicity and user experience that Nutanix is known for, as well as with complementary data
security governance offerings such as Nutanix Data Lens.
Nutanix Database Service (NDB) – We also provide automated database management to simplify database
administration and to efficiently manage database copies that proliferate in most IT environments (previously known
as Nutanix Era). NDB supports a variety of databases, both proprietary and open source, and can run both in the
private datacenter and in public clouds through Nutanix Cloud Clusters.
Desktop-as-a-Service – Our Desktop-as-a-Service product offering provides a rich set of end-user computing
("EUC") services that can reduce the cost of delivering virtualized desktops and applications, while improving
performance and scalability. Services include virtualization, file storage, security and networking for traditional VDI
environments. We also provide desktop-as-a-service (Nutanix Frame) to deliver virtual apps or desktops to users
from multiple public cloud environments and/or an enterprises private cloud data center, which can be easily
accessed from any browser.
Delivery of Our Solutions
The Nutanix Cloud Platform can be deployed on-premises at the edge or in data centers, running on a variety
of qualified hardware platforms, in popular public cloud environments such as AWS (currently generally available)
and Microsoft Azure (currently in public preview and expected to become generally available in the future) through
Nutanix Cloud Clusters, or, in the case of our cloud-based software and software-as-a-service ("SaaS") offerings,
via hosted service. Non-portable software licenses for our platform are delivered or sold alongside configured-to-
order appliances, with a license term equal to the life of the associated appliance. Our subscription term-based
licenses are sold separately, or can also be sold alongside configured-to-order appliances. Our subscription term-
based licenses typically have terms ranging from one to five years. Our cloud-based SaaS subscriptions have terms
extending up to five years. Configured-to-order appliances, including our Nutanix-branded NX hardware line, can be
purchased from one of our channel partners, original equipment manufacturers ("OEMs") or, in limited cases,
directly from Nutanix.
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Our enterprise cloud platform typically includes one or more years of support and entitlements, which provides
customers with the right to software upgrades and enhancements as well as technical support. Purchases of term-
based licenses and SaaS subscriptions have support and entitlements included within the subscription fees and are
not sold separately. Purchases of non-portable software are typically accompanied by the purchase of separate
support and entitlements.
Our Partners
We have established relationships with channel, OEM, ecosystem and cloud partners, all of which help to drive
the adoption and sale of our solutions with our end customers. Our solutions can be purchased through one of our
channel partners or OEMs.
Channel Partners. Our channel partners sell our solutions to end customers, and in certain cases, may also
deliver our solutions to end customers through a managed or integrated offering. Our Elevate Partner Program
simplifies engagement for our partner ecosystem using a consistent set of tools, resources, and marketing
platforms. Our channel partners include distributors, resellers, managed service providers, telcos and global
systems integrators. Arrow Electronics, Inc., a distributor to our end customers, represented 29%, 32% and 33% of
our total revenue for fiscal 2020, 2021 and 2022, respectively. Tech Data Corporation, another distributor to our end
customers, represented 14%, 15% and 15% of our total revenue for fiscal 2020, 2021 and 2022, respectively.
OEM Partners. OEMs typically pre-install our software on hardware appliances and sell to end customers, and
our offerings may also be sold through our OEMs and delivered directly to our end customers. Dell Technologies
("Dell"), Lenovo Group Ltd. ("Lenovo"), International Business Machines Corporation ("IBM"), Fujitsu Technology
Solutions GmbH ("Fujitsu"), Hewlett Packard Enterprise ("HPE") and Inspur Group ("Inspur") pre-install our software
on their hardware to create the Dell XC Series, Lenovo Converged HX Series, IBM CS Series, Fujitsu XF Series,
HPE DX Series and Inspur inMerge 1000 Series appliances, respectively. HPE also delivers our software with HPE
DX Series Servers as a service through the HPE GreenLake offering. Some of our OEM partners also sell
associated support offerings.
Ecosystem Partners. We have developed relationships with a broad range of leading technology companies
that help us deliver world-class solutions to our customers. Through the Technology Alliance Partner arm of our
Elevate Partner Program, our developer, application, networking and security, data protection, hardware and
infrastructure partners receive access to resources that allow them to validate and integrate their products with
Nutanix solutions and engage in joint sales training and enablement. Such integrations enable a simpler
deployment and consumption experience for our customers in their environments and increases adoption of our
enterprise cloud platform. We have also developed and announced strategic technology partnerships that bring
together best-in-class solutions across the ecosystem into integrated offerings and demonstrated interoperability
and support for our customers, including partnerships with Red Hat, Citrix, and Intel. In addition, we work closely
with our technology partners through co-marketing and lead-generation activities in an effort to broaden our
marketing reach and help us win new customers while retaining existing ones.
Cloud Partners. Our partnerships with public cloud providers help us to realize our vision of a hybrid
multicloud. The deployment of Nutanix Cloud Clusters on AWS extends the availability of our core HCI software,
along with all of our solutions, to bare metal Amazon Elastic Compute Cloud instances on AWS (currently generally
available). We also have a partnership with Microsoft Corporation ("Microsoft") to offer a hybrid cloud solution on
Microsoft Azure by extending Nutanix Cloud Clusters to Azure environments and ultimately enabling hybrid cloud
management, on-premises or in Azure, through the Azure Arc control plane (currently in public preview and
expected to become generally available in the future).
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Our Support Programs
Product Support. We offer varying levels of software support to our customers based on their needs. We also
offer hardware support for customers who purchase the Nutanix-branded NX configured-to-order hardware
appliances.
Professional Services. We provide consulting and implementation services to customers through our
professional services team for assessment, design, deployment and optimizing of their Nutanix environments. We
typically provide these services at the time of initial installation to help the customer with configuration and
implementation.
Our End Customers
Our solutions serve a broad range of workloads, including enterprise applications, databases, virtual desktop
infrastructure, unified communications, and big data analytics, and we support both virtualized and container-based
applications. We have end customers across a broad range of industries, such as automotive, consumer goods,
education, energy, financial services, healthcare, manufacturing, media, public sector, retail, technology, and
telecommunications. We also sell to service providers, who utilize our enterprise cloud platform to provide a variety
of cloud-based services to their customers. We had a broad and diverse base of over 22,000 end customers as of
July 31, 2022, including approximately 980 Global 2000 enterprises. We define the number of end customers as the
number of end customers for which we have received an order by the last day of the period, excluding partners to
which we have sold products for their own demonstration purposes. A single organization or customer may
represent multiple end customers for separate divisions, segments, or subsidiaries, and the total number of end
customers may contract due to mergers, acquisitions, or other consolidation among existing end customers.
Growth Strategy
Key elements of our growth strategy include:
• Continually innovate and maintain technology leadership. Since inception, we have rapidly innovated
from supporting limited applications and a single hypervisor to a full enterprise cloud platform that is
designed to support a wide variety of workloads across private, public and hybrid multicloud deployments.
We intend to continue to invest in developing our enterprise cloud platform with new features, services and
products to expand our market opportunity in both core and adjacent markets.
•
Invest to acquire new end customers. We intend to grow our base of end customers by continuing to
invest in sales and marketing, leveraging our network of channel partners and OEMs, grow our business
internationally and extending our enterprise cloud platform to address new customer segments. One area of
continued focus is increasing our sales to new, and expanding our sales to existing, large enterprise
customers.
• Continue to drive follow-on sales to existing end customers. Our end customers typically deploy our
technology initially for a specific project or application deployment. Our sales teams and channel partners
then seek to systematically target follow-on sales opportunities to drive additional purchases throughout our
broader product portfolio, while also focusing on customer adoption and customer consumption of their
original purchases. We believe this land and expand strategy enables us to quickly expand our footprint
within our existing end customer base from follow-on orders that in the aggregate are often multiples of the
initial order.
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• Enhanced focus on renewals. In addition to our land and expand strategy described above, as part of our
transition to a subscription-based model, we have enhanced our focus on renewals, which are typically
associated with lower sales costs. While renewals have historically represented a small portion of our
overall business, we expect that they will be a significant driver of our top-line growth as we continue our
subscription transformation.
• Deepen engagement with current channel, OEM, cloud and ecosystem partners and establish
additional routes to market to enhance sales leverage. We have established channel partnerships
globally and have driven engagement and commercial success with several major resellers and distributors.
We believe that our OEM relationships can augment our routes to market and that there is a significant
opportunity to grow our sales with our channel partners and OEMs. We intend to attract and engage new
channel and OEM partners around the globe while also selling our standalone software for deployment on
qualified hardware or a hosted service to maximize the availability of our solutions for our customers. We
will also continue to establish partnerships with cloud and ecosystem partners to provide our customers
with freedom of choice.
•
Invest in growth while balancing growth against operating expenses. We intend to continue investing
in our growth, while balancing such growth against our operating expenses. By maintaining this balance, we
believe we can drive towards profitable growth. Key drivers of our path towards profitability include growth
in renewals (where the cost associated with renewals is generally lower than the cost associated with new
subscriptions) and continuing to leverage sales and marketing efficiencies.
Sales and Marketing
Sales. We primarily engage our end customers through our global sales force who directly interact with key IT
decision makers while also providing sales development, opportunity qualification and support to our channel
partners. We have established relationships with our channel partners, who represent many of the key resellers and
distributors of data center infrastructure software and systems in each of the geographic regions where we operate.
We also engage our end customers through our OEM partners, which license our software and package it with their
hardware and sell through their direct sales forces and channel partners. We expect to continue leveraging our
relationships with our channel and OEM partners, and deepening relationships with our cloud and ecosystem
partners, to reach our end customers.
Marketing. We supplement our sales efforts with marketing programs that include online advertising,
corporate and third-party events, demand generation activities, social media promotions, media and analyst
relations and community programs. More recently, in response to the global COVID-19 pandemic, we transformed
nearly all of our in-person marketing programs into hybrid digital experiences. We also engage in joint marketing to
expand market reach through an ecosystem of technology, channel, OEM service provider, and system integrator
partners. Partners participating in our Nutanix Elevate Partner Program can gain eligibility for business development
funds; targeted incentives; deal registration based pricing and field support; sales, services and technical training;
innovative marketing campaigns; and dedicated account support.
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Research and Development
Our research and development efforts are focused primarily on improving current technology, developing new
technologies in current and adjacent markets and supporting existing end customer deployments. Our research and
development teams primarily consist of distributed systems software and user interface engineers. A large portion
of our research and development team is based in San Jose, California. We also maintain research and
development centers in India, North Carolina, Washington, Serbia, and Germany. We plan to dedicate significant
resources to our continued research and development efforts and intend to continue to grow our global research
and development and engineering teams to enhance our solutions, improve integration with new and existing
ecosystem partners and broaden the range of IT infrastructure technologies that we converge into our enterprise
cloud platform. We believe that these investments will contribute to our long-term growth, although they may
adversely affect our profitability in the near term.
Manufacturing
We do not manufacture any hardware. The Nutanix-branded NX series appliances, including those that are
delivered by us, are manufactured for us based on our specifications by Super Micro Computer, Inc. ("Supermicro").
Supermicro designs, assembles and tests the Nutanix-branded NX series appliances and it procures the
components used in the NX series appliances directly from third-party suppliers. Our agreement with Supermicro
was renewed in May 2021 for one year and automatically renews for successive one-year periods thereafter, with
the option to terminate upon each annual renewal. Distributors handle fulfillment and shipment for certain end
customers, but do not hold inventory.
Competition
We operate in the intensely competitive IT infrastructure market and compete primarily with companies that
sell software and hardware to build and operate private clouds, integrated systems and standalone storage and
servers, as well as providers of public cloud infrastructure solutions. These markets are characterized by constant
change and rapid innovation. Our main competitors fall into the following categories:
•
•
•
software providers, such as VMware, Inc. ("VMware") (which has agreed to be acquired by Broadcom Inc.),
that offer a broad range of virtualization, infrastructure and management products to build and operate
enterprise and hybrid clouds;
traditional IT systems vendors, such as Cisco Systems, Inc. ("Cisco"), Dell, HPE, Hitachi Data Systems
("Hitachi"), IBM and Lenovo, that offer integrated systems that include bundles of servers, storage and
networking solutions, as well as a broad range of standalone server and storage products;
traditional storage array vendors, such as Dell, Hitachi, Pure Storage, and NetApp, which typically sell
centralized storage products; and
• providers of public cloud infrastructure and SaaS-based offerings, such as AWS, Google Cloud, and
Microsoft Azure.
In addition, we compete against vendors of hyperconverged infrastructure products, such as Cisco, Dell, HPE,
VMware and many smaller companies. As our market grows, we expect it will continue to attract new companies as
well as existing larger vendors. Some of our competitors may also expand their product offerings, acquire
competing businesses, sell at lower prices, bundle with other products, provide closed technology platforms, partner
with other companies to develop joint solutions, or otherwise attempt to gain a competitive advantage. Furthermore,
as we expand our product offerings, we may expand into new markets and we may encounter additional
competitors in such markets. Additionally, as companies increasingly offer competing solutions, they may be less
willing to cooperate with us as an OEM or otherwise.
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We believe the principal competitive factors in our market include:
• product features and capabilities;
•
system scalability, performance and resiliency;
• management and operations, including provisioning, troubleshooting, analytics, automation and upgrades;
•
•
total cost of ownership over the lifetime of the technology;
customer freedom of choice over, and product interoperability with third-party applications, infrastructure
software, infrastructure systems and platforms and public clouds;
• application mobility across disparate silos of enterprise computing, including public and private cloud
infrastructure; and
• quality of customer experience, including usability, support and professional services.
We are also venturing into a number of markets that are adjacent to our core HCI market, both through the
expansion of HCI in hybrid multicloud environments as well as through our emerging products. These adjacent
markets include areas such as disaster-recovery-as-a-service, cloud management, files and object storage,
database automation and database-as-a-service, and desktop-as-a-service. Competitors in these markets include
large, sophisticated companies that may have more experience or longer operating histories in these markets as
well as new entrants.
We believe that we are positioned favorably against our competitors based on these factors. However, many
of our competitors have substantially greater financial, technical and other resources, greater brand recognition,
larger sales forces and marketing budgets, a larger existing customer base, broader distribution and larger and
more mature intellectual property portfolios.
Intellectual Property
Our success depends in part upon our ability to protect and use our core technology and intellectual property.
We rely on patents, trademarks, copyrights and trade secret laws, confidentiality procedures and employee
nondisclosure and invention assignment agreements to protect our intellectual property rights. As of July 31, 2022,
we had 346 United States patents that have been issued and 219 non-provisional patent applications pending in the
United States. Our issued U.S. patents expire between 2031 and 2040. We also leverage some open source
software in most of our products.
See Item 1A, "Risk Factors," for further discussion of risks related to protecting our intellectual property.
Facilities
Our corporate headquarters are located in San Jose, California where, under lease agreements that expire
through May 2030, we currently lease approximately 432,000 square feet of space. Following an evaluation of our
longer-term facilities plans due to our transition to a hybrid work environment, we recently entered into amendments
to these lease agreements to reduce the leased space to approximately 215,000 square feet beginning in June
2024. We also maintain offices in North America, Europe, Asia Pacific, the Middle East, Latin America, and Africa.
We lease all of our facilities and do not own any real property. We believe that our facilities are adequate to meet
our needs for the immediate future and that, should it be needed, we would lease suitable additional space to
accommodate our operations.
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Government Regulation
Our business activities are subject to various federal, state, local and foreign laws, rules and
regulations. Compliance with these laws, rules and regulations has not had, and is not expected to have, a material
effect on our capital expenditures, results of operations or competitive position as compared to prior
periods. Nevertheless, compliance with existing or future governmental regulations, including, but not limited to,
those pertaining to global trade, acquisitions, data protection and data privacy, employment and labor, and taxes
could have a material impact on our business in subsequent periods. See Item 1A, "Risk Factors," for further
discussion of risks related to the potential impact of government regulation on our business.
Employees and Human Capital
We had approximately 6,450 employees worldwide as of July 31, 2022. None of our employees in the United
States are represented by a labor organization or is a party to any collective bargaining arrangement. In certain
European countries in which we operate, we are subject to, and comply with, local labor law requirements in relation
to the establishment of works councils and/or industry-wide collective bargaining agreements. We are often required
to consult and seek the consent or advice of these works councils. We have never had a work stoppage and we
consider our relationship with our employees to be good.
We understand the importance of human capital and prioritize building our culture, talent development,
compensation and benefits, and diversity and inclusion. Our human capital resources objectives include identifying,
recruiting, retaining, incentivizing and integrating our existing and new employees, advisors and consultants. The
principal purposes of our equity and cash incentive plans are to attract, retain and reward personnel through the
granting of stock-based and cash-based compensation awards, in order to increase stockholder value and the
success of our company by motivating such individuals to perform to the best of their abilities and achieve our
objectives.
Diversity, Equity, Inclusion and Belonging
At Nutanix, we value that our differences make us stronger: our diverse backgrounds, experiences and
perspectives when shared, make us a more innovative and resilient team, and we can better delight and serve our
customers when our teams reflect the diversity of businesses and communities we serve. Attracting, fostering,
developing and retaining a diverse, inclusive culture is essential to the continued success of our business.
Promoting diversity, equity, inclusion and belonging ("DEIB") in our workforce is among our key corporate
objectives, and to further support this objective we have implemented a number of initiatives, including expanding
our employee resource groups, continuing our company-wide diversity training and overall education efforts, as well
as mentorship programs, and forming global, cross-functional DEIB advisory groups. Our President and CEO, Rajiv
Ramaswami, signed the CEO Action (an equity focused organization) pledge and by so doing joined a global
community of CEOs dedicated to driving measurable collective action and meaningful change.
Total Rewards
We believe a robust, equitable, and competitive Total Rewards portfolio is essential to attracting and retaining
diverse talent that moves Nutanix forward. We design reward and recognition programs that resonate wherever our
talent sits in the world. Our reward packages are carefully crafted to offer physical, mental/emotional, and financial
support to our employees and their families. We regularly review our programs and encourage employee feedback
about what they value most. In addition to specifically tailored packages for each country based on local market
practice and the competitive landscape, we also provide a range of globally available support programs such as an
Employee Assistance Program, online health engagement and child development support.
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Health, Wellness, and Safety
Our priority is the health and safety of our employees. Throughout the COVID-19 pandemic, we have
continued to implement a number of precautionary measures to ensure the continued safety of our employees. This
has included the implementation of a remote work policy. We also continue to support the well-being and continued
development of our now primarily remote workforce by instituting during the pandemic quarterly well-being days,
during which all employees may enjoy private time away from work requirements, and launching programs like
quarterly well-being workshops, flexible work schedules, mindfulness sessions, and internal social media well-being
challenges.
Growth and Development
One of our culture principles is to Believe in Striving -- to constantly learn, continuously improve, and eternally
evolve -- and to that end we invest resources to foster a learning culture throughout the company and to empower
our employees to drive their personal and professional growth by equipping them with onboarding and learning
programs. Our learning programs include digital learning; speed coaching; customized learning workshops;
management enablement and skills training for current, new and future managers; training on diversity, inclusion,
and belonging; language learning programs; and employee wellness programs. We believe that by empowering our
employees as they strive to grow personally and professionally, we will be able to build a flexible and resilient
workforce and maintain and nurture a robust pipeline of talent to fuel our future growth and strategy.
Information about Segment and Geographic Areas
The segment and geographic information required herein is contained in Note 13 of Notes to Consolidated
Financial Statements included in Part II, Item 8 of this Annual Report on Form 10-K.
Corporate Information
We were incorporated in Delaware in September 2009 as Nutanix, Inc. Our principal executive offices are
located at 1740 Technology Drive, Suite 150, San Jose, California 95110, and our telephone number is (408) 216-
8360. We have operations throughout North America, Europe, Asia Pacific, the Middle East, Latin America, and
Africa. Our website address is www.nutanix.com. Information contained on or accessible through our website is
neither a part of this Annual Report on Form 10-K nor incorporated by reference herein, and any references to our
website and the inclusion of our website address in this Annual Report on Form 10-K are intended to be inactive
textual references only.
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Available Information
Our website is located at www.nutanix.com and our investors relations website is located at ir.nutanix.com. We
file reports with the Securities and Exchange Commission ("SEC"), which maintains an internet site
(http://www.sec.gov) that contains reports, proxy and information statements and other information regarding
issuers, including us, that file electronically with the SEC. This Annual Report on Form 10-K, our Quarterly Reports
on Form 10-Q, our Current Reports on Form 8-K and amendments to those reports filed or furnished pursuant to
Section 13(a) or 15(d) of the Securities Exchange Act of 1934, as amended, are made available free of charge on
the investor relations portion of our website as soon as reasonably practicable after we electronically file such
material with, or furnish it to, the SEC. We also provide a link to the section of the SEC’s website at www.sec.gov
that has, or will have, all of our public filings, including this Annual Report on Form 10-K and our Quarterly Reports
on Form 10-Q, Current Reports on Form 8-K, all amendments to those reports, our Proxy Statements and other
ownership-related filings. We use our investor relations website as well as social media as channels of distribution
for important company information. For example, webcasts of our earnings calls and certain events we participate in
or host with members of the investment community are on our investor relations website. Additionally, we announce
investor information, including news and commentary about our business and financial performance, SEC filings,
notices of investor events and our press and earnings releases, on our investor relations website. It is possible that
the information we post on social media could be deemed to be material information. Therefore, we encourage
investors, the media and others interested in our company to review the information we post on social media
channels listed on our investor relations website. Investors and others can receive notifications of new information
posted on our investor relations website in real time by signing up for email alerts and RSS feeds. Further corporate
governance information, including our corporate governance guidelines, board committee charters and code of
business conduct and ethics, is also available on our investor relations website under the heading "Governance
Documents." Information contained on or accessible through our websites are neither a part of nor incorporated by
reference into this Annual Report on Form 10-K or any other report or document we file with or furnish to the SEC,
and any references to our websites and the inclusion of our website addresses in this Annual Report on Form 10-K
are intended to be inactive textual references only.
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Item 1A. Risk Factors
You should carefully consider the risks and uncertainties described below, together with all of the other
information contained in this Annual Report on Form 10-K, including our consolidated financial statements and
related notes, before making a decision to invest in our securities. The risks and uncertainties described below are
not the only ones we face; additional risks and uncertainties that we are unaware of, or that we currently believe are
not material, may also become important factors that affect our business. If any of the following risks occur, our
business, financial condition, operating results and prospects could be materially harmed. In that event, the price of
our securities could decline, and you could lose part or all of your investment. In addition, the impact of the COVID-
19 pandemic and any worsening of the economic environment may exacerbate the risks described below, any of
which could have a material impact on us. The situation is changing rapidly, and additional impacts may arise that
we are not currently aware of.
Summary Risk Factors
Our business and an investment in our securities are subject to a number of risks, including risks that may
prevent us from achieving our business objectives or may adversely affect our business, financial condition, results
of operations, cash flows, and prospects. These risks are discussed more fully below and include, but are not
limited to, risks related to:
Risks Related to Our Business and Industry
the impact of the COVID-19 pandemic (including any variants) on our business, operations, financial
performance, and stock price;
our ability to achieve our business plans, vision, and objectives, including our growth and go-to-market
strategies, successfully and in a timely manner;
macroeconomic or geopolitical conditions, industry trends, and technological developments, including
disruptions and delays in global supply chains;
the competitive market, including our competitive position and advantages and ability to compete
effectively;
our ability to predict future financial performance from our historical financial performance;
any current and future business model transitions (including our ongoing transition to a subscription-
based business model);
our ability to address customer needs and expand or maintain our customer base;
our platform, solutions, products, services and technology, including their interoperability and availability
with and on third-party platforms and technologies, and current and future product roadmaps;
our reliance on key personnel and ability to attract, train, incentivize, retain, and/or ramp to full
productivity, qualified employees and key personnel;
our ability to form new or maintain and strengthen existing, strategic alliances and partnerships, as well
as the impact of any changes thereto;
our reliance on key manufacturers, suppliers or other vendors;
our ability to obtain, maintain, protect, and enforce our intellectual property rights;
any changes to, or failure to comply with, laws and regulations, as well as the impact of and any
regulatory investigations and enforcement actions and other legal proceedings, including any pending or
future class action lawsuits;
complex and evolving U.S. and foreign privacy, data use and data protection, content, competition,
consumer protection, and other laws and regulations; and
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the occurrence of security breaches, improper access to or disclosure of our data or user data, and other
cyber incidents or undesirable activity on our platform.
Risks Related to Our Convertible Notes
our ability to service our outstanding convertible notes, including the sufficiency of our cash, or our ability
to raise necessary funds, to settle conversions of the notes, repay the notes at maturity, or repurchase
the notes upon a fundamental change; and
the impact of certain provisions of our outstanding convertible notes on our financial condition and
operating results, as well as the value of the notes and the price of our securities.
Risks Related to Ownership of Our Securities
any volatility and decline in the market price and/or trading volume of our securities, including as a result
of financial or industry analyst reports or a lack thereof;
any dilutive impact of actual or perceived sales of substantial amounts of our securities in the public
markets and/or the conversion of our outstanding convertible notes;
any limitations on the ability of holders of our securities to influence corporate matters due to certain
provisions of our organizational documents or under Delaware law; and
our plans regarding payment of any future dividends.
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Risks Related to Our Business and Industry
The effects of a pandemic or major public health concern such as the COVID-19 pandemic (including any
variants) and the actions taken in response, including our own, may materially affect how we and our
customers and partners are operating our businesses, and the extent to which the effects of any such
pandemic or major public health concern and such actions would impact our business, financial
performance, results of operations and stock price would be highly uncertain and difficult to predict.
Epidemics, pandemics, other outbreaks of novel diseases or other major public health concerns could cause
disruptions in our or our end customers’ or channel partners’ businesses, our suppliers’ and manufacturers’
operations or the global economy as a whole. The COVID-19 pandemic (including any variants) has caused, and
continues to cause, significant disruptions, volatility and uncertainty to the global economy and unprecedented
strains on governments, health care systems, educational institutions, businesses and individuals around the world,
including in nearly all of the regions in which we operate. In response to the pandemic, authorities, businesses, and
individuals implemented numerous unprecedented measures from time to time, including travel bans and
restrictions, quarantines, shelter-in-place, stay-at-home, remote work and social distancing orders, and shutdowns.
Such measures have impacted and will continue to impact our workforce and operations, as well as those of our
customers, vendors, suppliers, and partners, and may result in a prolonged recession or depression that could
further materially and adversely affect the global economy and our business even beyond the duration of the
pandemic. Furthermore, different jurisdictions are in varying stages of restrictions and have achieved varying
degrees of success at controlling the spread of the pandemic, with many jurisdictions seeing a resurgence in
COVID-19 cases and subsequently having to halt or reverse their reopening plans. As such, we cannot predict, with
any degree of certainty, the ultimate duration and severity of the adverse effects of the COVID-19 pandemic and the
measures taken in response to the pandemic on the global economy and our business, or the likelihood or
frequency of future resurgence of the COVID-19 pandemic or other similar major public health concerns.
In response to the COVID-19 pandemic, we took a number of steps to protect and assist our employees,
customers, vendors, suppliers, and partners, including by: temporarily closing all of our offices around the world
(including our California headquarters); encouraging our employees to work remotely; implementing travel
restrictions that prohibit all non-essential business travel; and postponing, cancelling, withdrawing from, or
converting to virtual-only experiences (where possible and appropriate) our in-person customer, industry, analyst,
investor, and employee events. While we have generally reopened our offices around the world, for so long as the
pandemic continues, our employees may continue to be exposed to health and safety risks, and governmental
protocols may require us to again close those offices that have since been reopened.
The COVID-19 pandemic and the measures taken in response to the pandemic, including our own measures,
have already caused, and may continue to cause, various adverse effects on the global economy and our business.
Those effects include, but are not limited to:
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Delays or disruptions in our or our partners’ supply chains and data center operations, including delays,
difficulties or disruptions in procuring and shipping, or an inability to procure or ship, the hardware
appliances (or any components thereof) on which our software solutions run, including our Nutanix-
branded NX hardware line, which may negatively affect our ability to close transactions with our
customers and partners and/or to recognize the revenue from those transactions;
Decisions by our customers and potential customers, particularly in industries most impacted by the
COVID-19 pandemic, to reduce IT spending or delay or abandon their planned or future purchases,
which may reduce the demand for our solutions and/or result in extended sales cycles;
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Decisions by our customers to purchase our software solutions on shorter subscription terms than they
have historically, and/or request to only pay for the initial year of a multi-year subscription term upfront,
which could negatively impact our financial performance, and our cash flow in particular, when
compared to historical periods;
• Our customers and partners experiencing liquidity issues or entering bankruptcy or similar proceedings,
which would impact our ability to collect payments in a timely manner, if at all;
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Shifts in industry trends, for example, towards large public cloud providers, which may reduce the
demand for our solutions;
An inability to meet in person or otherwise effectively communicate with our current or potential
customers, vendors, suppliers, and partners, which may negatively affect our current and future
relationships with such customers, vendors, suppliers, and partners and our ability to generate demand
for our solutions;
Additional delays, cancellations, or changes to user and industry conferences and other marketing
events relating to our solutions, including our own customer and partner events, which may negatively
impact our ability to obtain new and retain existing customers, and effectively market our solutions;
An inability to provide 24x7 worldwide support and/or replacement parts to our end customers in a
timely manner or at all;
Delays or disruptions to our product roadmap, and our ability to deliver new products, features, or
enhancements in a timely manner or at all;
Potential for increased cyber attacks and security challenges to the extent that our employees and
those of our partners, customers and service providers work remotely from non-corporate managed
networks during the ongoing COVID-19 pandemic and potentially beyond;
Adoption of new laws or regulations, or changes to existing laws or regulations, including any
restrictions or health and safety requirements that may be imposed if and when we start re-opening our
global offices and any new or additional restrictions against immigration and travel (such as
cancellations or restrictions on the availability of visas, delays in the issuance of visas or suspensions of
entry), which may create additional regulatory uncertainty and cause us to incur additional expenses in
order to comply with, or due to delays or changes caused or mandated by, such laws or regulations
and/or materially impair our ability to hire and retain skilled professionals;
Increased rate of attrition among our employee base, and inability to attract, recruit, retain and, where
applicable, ramp to full productivity, qualified employees and key personnel;
Changes in our work environment and workforce, which may present operational and workplace culture
challenges;
Difficulties or delays in ramping, training, and retaining new sales teams in an effective manner due in
part to the inability to provide in-person trainings;
Negative physical and mental health impacts on, and resulting unavailability or reduced productivity of,
our employees as a result of such employees or their family members contracting the virus, being
placed in quarantine or self-isolation, being in jurisdictions where travel or other activities remain
restricted, or due to prolonged social distancing measures;
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A significant and/or prolonged decline in, or increase in volatility relating to, the global financial and
other capital markets, including significant and prolonged volatilities in stock prices, interest rates and
exchange rates, and/or or a potential global recession or depression, which would adversely affect,
potentially materially, our business and stock price, as well as our ability to access capital markets on
terms favorable or acceptable to us, if at all;
Changes in our internal controls, policies and procedures due to remote work arrangements, which may
result in significant deficiencies or material weaknesses in our internal controls in the preparation of our
financial reports, and the resulting increased costs of controls and compliance oversight activities;
An inability to execute our business continuity plans and/or maintain our critical business processes;
and
Increased quarterly fluctuations in, and an inability to forecast or difficulties or delays in forecasting, our
financial performance or results of operations, as well as related impacts to any financial guidance we
may issue from time to time, including any modification or withdrawal thereof.
The duration, scope and ultimate impact of the COVID-19 pandemic and the actions taken in response on the
global economy and our business remain highly fluid, cannot be predicted with any degree of certainty, and will be
highly dependent upon numerous factors, many of which are beyond our control, including the actions of
governments, businesses and other enterprises in response to the pandemic and the extent and effectiveness of
those actions. While governments and central banks in several parts of the world have enacted fiscal and monetary
stimulus measures to counteract the negative macroeconomic impacts of COVID-19 pandemic, the effectiveness
and adequacy of such stimulus measures, as well as their future availability, remain uncertain. The discontinuation
or reduction in scope of such stimulus measures may cause a further decline in the global macroeconomic
conditions and financial hardships for our customers and partners, thereby exacerbating the adverse effects of the
pandemic on our business, including those described above.
New epidemics, pandemics, other outbreaks of novel diseases or major public health concerns may arise at
any time. If such epidemics, pandemics, outbreaks or major public health concern were to occur, or if we are not
able to effectively respond to and manage the impact of such epidemic, pandemic, outbreak or other major public
health concern, our business, operations and financial performance, and the price of our securities will be
negatively affected, potentially materially.
We have a history of losses and we may not be able to achieve or maintain profitability in the future.
We have incurred net losses in all periods since our inception, and we expect that we will continue to incur net
losses for the foreseeable future. We experienced net losses of $872.9 million, $1.0 billion and $797.5 million for
fiscal 2020, 2021 and 2022, respectively. As of July 31, 2022, we had an accumulated deficit of $4.4 billion. In
addition to the investments we expect to continue to make to grow our business, we also incur and expect to
continue incurring significant additional legal, accounting and other expenses as a public company. If we fail to
increase our revenue and manage our expenses, we may not achieve or sustain profitability in the future.
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Adverse or uncertain macroeconomic or geopolitical conditions or reduced IT spending may adversely
impact our business, revenues and profitability.
Our business, operations and performance are dependent in part on worldwide market, economic and financial
conditions and events that may be outside of our control, such as global, regional, and local economic
developments, fiscal, monetary and tax policies, inflation, recession, political and social unrest, terrorist attacks,
hostilities or the perception that hostilities may be imminent, military conflict, war, including an escalation of the war
in Ukraine and related sanctions as well as measures taken in response to such sanctions, malicious human acts,
climate change, natural disasters (including extreme weather), pandemics or other major public health concerns
and other similar events, and the impact these conditions and events have on the overall demand for enterprise
computing infrastructure solutions and on the economic health and general willingness of our current and
prospective end customers to purchase our solutions and to continue spending on IT in general. The global
macroeconomic environment has been, and may continue to be, inconsistent, challenging and unpredictable due to
the ongoing COVID-19 pandemic, international trade disputes or tensions, tariffs, including those imposed by the
U.S. government on Chinese imports to the United States, restrictions on sales and technology transfers, rising
interest and inflation rates, uncertainties related to changes in public policies such as domestic and international
regulations and fiscal and monetary stimulus measures, taxes, or international trade agreements, actual or potential
government shutdowns, elections and any related political instability, geopolitical turmoil and civil unrests, instability
in the global credit markets, uncertainties regarding the effects of the United Kingdom’s separation from the
European Union, commonly known as "Brexit," and other disruptions to global and regional economies and
markets.
These macroeconomic challenges and uncertainties, including the COVID-19 pandemic, have, and may
continue to, put pressure on global economic conditions and overall IT spending and may cause our end customers
to modify spending priorities or delay or abandon purchasing decisions, thereby lengthening sales cycles and
potentially lowering prices for our solutions, and may make it difficult for us to forecast our sales and operating
results and to make decisions about future investments, any of which could materially harm our business, operating
results and financial condition.
The markets in which we compete are rapidly evolving, which make it difficult to forecast end customer
adoption rates and demand for our solutions.
The markets in which we compete are rapidly evolving. Accordingly, our future financial performance will
depend in large part on the allocation of spending in traditional IT markets and on our ability to adapt to new market
demands. Currently, sales of our solutions are dependent in large part upon replacement of spending in traditional
markets, including x86 servers, storage systems and virtualization software. In addition, as we continue to develop
new solutions designed to address new market demands, sales of our solutions will in part depend on capturing
new spending in these markets, including public cloud and hybrid cloud services. If these markets experience a shift
in customer demand, or if customers in these markets focus their new spending on, or shift their existing spending
to, public cloud solutions or other solutions that do not interoperate with our solutions more quickly or more
extensively than expected, our solutions may not compete as effectively, if at all. It is also difficult to predict end
customer demand or adoption rates for our solutions or the future growth of our market.
In addition, we have estimated the size of our total addressable market based on internally generated data and
assumptions, as well as data published by third parties, which we have not independently verified. While we believe
these estimates are reasonable, such information is inherently imprecise and subject to a high degree of
uncertainty. If our third-party or internally generated data prove to be inaccurate or we make errors in our
assumptions based on that data, our actual market may be more limited than our estimates. In addition, these
inaccuracies or errors may cause us to misallocate capital and other critical business resources, which could harm
our business. Even if our total addressable market meets our size estimates and experiences growth, we may not
continue to grow our share of the market.
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If end customers do not adopt our solutions, our ability to grow our business and operating results may be
adversely affected.
Traditional IT infrastructure architecture is entrenched in the data centers of many of our end customers
because of their historical financial investment in existing IT infrastructure architecture and the existing knowledge
base and skill sets of their IT administrators. As a result, our sales and marketing efforts often involve extensive
efforts to educate our end customers as to the benefits and capabilities of our solutions, particularly as we introduce
new products and continue to pursue large organizations as end customers. If we fail to achieve market acceptance
of our solutions, our ability to grow our business and our operating results will be adversely affected.
We have experienced rapid growth in prior periods and we may not be able to sustain or manage any future
growth effectively.
We have expanded our overall business and operations significantly in prior periods. Our employee headcount
increased significantly since our inception. We anticipate that our operating expenses will increase in the long term
as we scale our business, including in developing and improving our new and existing solutions, expanding our
sales and marketing capabilities and global coverage, and in providing general and administrative resources to
support our growth. However, as discussed in the section titled "Management's Discussion and Analysis of
Financial Condition and Results of Operations - Investment in Growth," we have proactively taken steps to reduce
our expenses and increase our go-to-market productivity, as a result, our operating expenses may fluctuate from
quarter to quarter in the near term. In addition, as we continue to grow our business in the long term, we must
effectively train, integrate, develop, motivate and retain a large number of new employees, as well as existing
employees who are promoted or moved into new roles, while maintaining the effectiveness of our business
execution. The failure to manage these changes could significantly delay the achievement of our strategic
objectives. In particular, our success depends heavily on our ability to ramp new sales teams in a fast and effective
manner and retain those sales teams. We have also recently seen higher than normal attrition among our sales
representatives and while we are actively recruiting additional sales representatives, it will take time to replace,
train, and ramp them to full productivity, and if we are unable to do so, we may not be able to achieve our growth
targets. We must also continue to improve and expand our IT and financial infrastructure, management systems
and product management and sales processes. We expect that our future growth will continue to place a significant
strain on our management, operational and financial resources, and we may not be able to sustain or manage any
future growth effectively. We may make investments or otherwise incur costs associated with future growth that may
not translate into billings or revenues or otherwise result in the realization of their anticipated benefits within the
expected timeframe or at all, and the return on these investments may be lower, if any, or may develop more slowly
than we expect.
If we are unable to sustain or manage our growth effectively, we may not be able to take advantage of market
opportunities. We also may fail to satisfy end customers’ requirements, maintain product quality, execute on our
business plan or respond to competitive pressures, any of which could adversely affect our business, operating
results, financial condition and prospects.
Our continued focus on growth may negatively impact our ability to achieve or maintain profitability in the
near term.
We intend to continue investing in our growth, while balancing such growth against our operating expenses. By
maintaining this balance, we believe we can drive towards profitable growth. However, maintaining this balance
may negatively impact our ability to achieve or maintain profitability in the near term. Further, expenditures related
to expanding our research and development efforts, sales and marketing efforts, our transition to a subscription-
based business model, infrastructure and other such investments may not ultimately grow our business, billings or
revenue or result in future profitability. If we are ultimately unable to achieve or maintain profitability at the level
anticipated by analysts and our stockholders, the price of our securities may decline, potentially significantly.
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The enterprise IT market is rapidly changing and expanding, and we expect competition to continue to
intensify in the future from both established competitors and new market entrants.
We operate in the intensely competitive enterprise infrastructure market and compete primarily with companies
that sell software and hardware to build and operate enterprise clouds, integrated systems and standalone storage
and servers, as well as providers of public cloud infrastructure solutions. These markets are characterized by
constant change and rapid innovation. Our main competitors fall into the following categories:
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software providers, such as VMware (which has agreed to be acquired by Broadcom Inc.), that offer a
broad range of virtualization, infrastructure and management products to build and operate enterprise
and hybrid clouds;
traditional IT systems vendors, such as Cisco, Dell, HPE, Hitachi, IBM and Lenovo, that offer integrated
systems that include bundles of servers, storage and networking solutions, as well as a broad range of
standalone server and storage products;
traditional storage array vendors, such as Dell, Hitachi, Pure Storage, and NetApp, which typically sell
centralized storage products; and
providers of public cloud infrastructure and SaaS-based offerings, such as AWS, Google Cloud, and
Microsoft Azure.
In addition, we compete against vendors of hyperconverged infrastructure and software-defined storage
products, such as Cisco, Dell, HPE, VMware and many smaller companies. As our market grows, we expect it will
continue to attract new companies as well as existing larger vendors. Some of our competitors may also expand
their product offerings, acquire competing businesses, sell at lower prices, bundle with other products, provide
closed technology platforms, partner with other companies to develop joint solutions, or otherwise attempt to gain a
competitive advantage. Furthermore, as we expand our product offerings, we may expand into new markets and we
may encounter additional competitors in such markets. Additionally, as companies increasingly offer competing
solutions, they may be less willing to cooperate with us as an original equipment manufacturer ("OEM" and,
collectively, "OEMs") or otherwise.
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Many of our existing competitors have, and some of our potential competitors may have, competitive
advantages over us, such as longer operating histories, significantly greater financial, technical, marketing or other
resources, stronger brand awareness and name recognition, larger intellectual property portfolios and broader
global presence and distribution networks. Moreover, our current or potential competitors may be acquired by third
parties with greater available resources and the ability to initiate or withstand substantial price competition.
Furthermore, some of our competitors have access to larger customer bases and supply a wide variety of products
to, and have well-established relationships with, our current and prospective end customers. Some of these
competitors have in the past and may in the future take advantage of their existing relationships with end
customers, distributors or resellers to provide incentives to such current or prospective end customers that make
their products more economically attractive or to interfere with our ability to offer our solutions to our end customers.
Our competitors may also be able to offer products or functionality similar to ours at a more attractive price, such as
by integrating or bundling their solutions with their other product offerings or those of technology partners or
establishing cooperative relationships with other competitors, technology partners or other third parties. Potential
end customers may prefer to purchase from their existing suppliers rather than a new supplier, especially given the
significant investments that they have historically made in their legacy infrastructures. Some of our competitors may
also have stronger or broader relationships with technology partners than we do, which could make their products
more attractive than ours. We are also venturing into a number of markets that are adjacent to our core HCI market,
both through the expansion of HCI in hybrid multicloud environments as well as through our emerging products, and
some of our competitors in these adjacent markets have more experience with those markets and more resources
targeted at penetration of those markets than we do. As a result, we cannot assure you that our solutions will
compete favorably, and any failure to do so could adversely affect our business, operating results and prospects.
Developments or improvements in enterprise IT infrastructure technologies may materially and adversely
affect the demand for our solutions.
Significant developments in enterprise IT infrastructure technologies, such as advances in storage,
virtualization, containers, networking, disaster recovery, edge computing, management software and public cloud
and hybrid cloud infrastructure solutions, may materially and adversely affect our business, operating results and
prospects in ways we do not currently anticipate. Any failure by us to develop new or enhanced technologies or
processes, to react to changes or advances in existing technologies or to correctly anticipate these changes or
advances as we create and invest in our product roadmap, could materially delay our development and introduction
of new solutions, which could result in the loss of competitiveness of our solutions, decreased revenue and a loss of
market share to competitors. In addition, public cloud infrastructure offers alternatives to the on-premises
infrastructure deployments that our platform currently primarily supports. Various factors could cause the rate of
adoption of public cloud infrastructure to increase, including the ongoing COVID-19 pandemic, continued or
accelerated decreases in the price of public cloud offerings, increased interoperability with on-premises
infrastructure solutions that compete with our solutions, and improvements in the ability of public cloud providers to
deliver reliable performance, enhanced security, better application compatibility and more precise infrastructure
control. Any of these factors could make our platform less competitive as compared to the public cloud, and could
materially and adversely affect the demand for our solutions.
Our historical financial performance, including revenue growth, may not be indicative of our future
performance.
Our historical financial performance, including revenue growth, may not be indicative of our future
performance. For example, while we have historically experienced significant revenue growth, our total revenue
growth slowed in recent periods, due in large part to our transitions from hardware to software-only sales, and from
life-of-device to a subscription license model, and these transitions make it difficult to compare historical results.
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In addition, as a result of our transition toward a subscription-based model, our revenue may continue to be
impacted in the short term. The revenue associated with certain subscription purchases will be recognized ratably
over the term of the subscription, resulting in less upfront revenue as compared to our historical life-of-device and
term-based software-only transactions. Also, the revenue we recognize from subscription sales, even if recognized
upfront, may in some instances have a lower total dollar value than those associated with licenses for the life of the
device because they may be of a shorter term than the life of the device. Furthermore, such downward impact on
average term lengths may be further exacerbated by our transition to an ACV-based sales compensation structure
during fiscal 2021. This may also make it difficult to rapidly increase our revenue in any period through additional
sales.
Following our transition to software-only sales and due to our ongoing transition toward a subscription-based
model, our success will also depend heavily on the ability of our sales team to adjust their strategy to focus on
software-only and subscription-based sales effectively and in a timely manner. Furthermore, our customers may not
understand these changes to our product sales, and investors, industry and financial analysts may have difficulty
understanding the changes to our business model, resulting in changes in financial estimates or failure to meet
investor expectations. As our business changes, the transitions may make it more difficult to accurately project our
operating results or plan for future growth. Accordingly, you should not rely on our revenue growth for any prior
periods as an indication of our future revenue or revenue growth.
Our ongoing transition to a subscription-based business model has resulted in, and may continue to result
in, a compression to our topline results, and if we fail to successfully manage the transition, our business,
operating results and free cash flow may be adversely affected.
Our ongoing transition to a subscription-based business model entails significant known and unknown risks
and uncertainties, and we cannot assure you that we will be able to complete the transition to a subscription-based
business model, or manage the transition successfully and in a timely manner. If we do not complete the transition,
or if we fail to manage the transition successfully and in a timely manner, our revenues, business and operating
results may be adversely affected. Moreover, we may not realize all of the anticipated benefits of the subscription
transition, even if we successfully complete the transition. The transition to a subscription-based business model
also means that our historical results, especially those achieved before we began the transition, may not be
indicative of our future results.
Regardless of how we manage the transition, our total billings and revenue have been and will continue to be
adversely impacted by the transition, particularly when compared to historical periods, due primarily to two factors.
First, subscription-based sales, including sales of term-based licenses where revenue is currently recognized
upfront, may in some instances have a lower total dollar value than sales of licenses for the life of the device
because they may be of a shorter term than the actual or assumed life of the device. If we are unable to increase
the volume of our subscription-based sales in any given period to make up for the lower total dollar value of certain
subscription-based sales, our total billings and revenue for such period will be negatively impacted. Second, and of
lesser significance, the revenue associated with certain SaaS subscription purchases will be recognized ratably
over the term of the subscription, resulting in less upfront revenue as compared to our term-based licenses and
historical life-of-device licenses. These factors may also make it difficult to increase our revenue in a given period
through additional sales in the same period.
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In addition, due to the generally shorter terms of subscription-based licenses as compared to our historical life-
of-device licenses, maintaining our historically high customer renewal rates and minimizing customer churn will
become increasingly important. Our subscription customers have no obligation to renew their subscriptions for our
solutions after the expiration of the subscription term, and may decide not to renew their subscriptions, or to renew
only for a portion of our solutions or on pricing terms that are less favorable to us. Our customers’ renewal rates
may decline or fluctuate as a result of a number of factors, including their level of satisfaction with our solutions,
their ability to continue their operations and spending levels, the pricing of our solutions and the availability of
competing solutions at the time of renewal or hardware refresh. We anticipate that our subscription-based model
will require us to dedicate additional resources toward educating our existing and potential customers as to the
benefits of the subscription model and our solutions generally, and to continue to retrain our seasoned sales
employees who have historically focused on appliance sales and selling software licenses for the life of the device
on selling subscription-based licenses in order to maintain and increase their productivity. As a result, our sales and
marketing costs may increase.
In addition, we have adjusted, and may in the future need to further adjust, our go-to-market cost structure,
particularly as it relates to how we structure, effect, and compensate our sales teams, including for renewal
transactions, to become more efficient as we transition to the subscription-based business model. In particular, to
align with the new subscription-based business model, starting in fiscal 2021, we adjusted our sales compensation
structure, which was previously based primarily on total contract value, to one that is based primarily on annual
contract value ("ACV"), which has caused our average contract term lengths to decline and thereby negatively
impact our topline results. Those adjustments may negatively affect the productivity of our sales teams, cause our
sales teams to prioritize shorter-term transactions, cause a change in the mix of solutions sold and the mix of
revenue among solutions sold, and cause our renewal rates to fluctuate or decline, and there is no assurance that
we will be able to successfully implement the adjustments in a timely or cost-effective manner, or that we will be
able to realize all or any of the expected benefits from such adjustments. If our customers do not renew their
subscriptions for our solutions, demand pricing or other concessions prior to renewal, or if our renewal rates
fluctuate or decline, our total billings and revenue will fluctuate or decline, and our business and financial results will
be negatively affected. Furthermore, our future financial profitability will depend significantly on renewals driving
topline growth at a much lower cost than new customer contracts, and renewal rates failing to meet our
expectations could also harm our operating results and delay our profitability.
Additional risks associated with our transition to a subscription-based business model include, but are not
limited to:
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if current or prospective end customers prefer our historical life-of-device licenses, adoption of our
subscription-based model may not meet our expectations, or may take longer to achieve than
anticipated;
our transition could cause confusion or concerns among current or prospective end customers and
partners, including concerns regarding recent changes to our pricing and packaging models;
we may be unsuccessful in implementing or maintaining subscription-based pricing models, or we may
implement a pricing model or strategy that is not optimal and could negatively affect adoption, renewal
rates and our business results;
our end customers may shift purchases to our lower priced subscription offerings, which could
negatively affect our overall financial results;
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when purchasing multi-year term-based subscription licenses, or as a result of our recently announced
sales compensation model change to one that is based primarily on ACV, we may see an increase in
the number of customers who choose to pay for only the first year of the applicable term upfront,
instead of the full term as we have seen historically, which would negatively impact our operating and
free cash flows, potentially significantly, and as a result we may need to raise additional capital which
we may not be able to do on terms favorable or acceptable to us, or at all;
our relationships with existing channel and OEM partners that are accustomed to selling life-of-device
licenses may be damaged, and we may be required to dedicate additional time and resources to
educate our channel partners about our transition;
we may see increased discounting behavior from our sales employees and, if we are unable to monitor,
prevent and manage such discounting behavior successfully and in a timely manner, our business and
financial results will be negatively affected;
if we are unsuccessful in adjusting our go-to-market cost structure, or in doing so in a timely or cost-
effective manner, we may incur higher than expected sales compensation costs, particularly if the pace
of our subscription transition is faster than anticipated;
we may face additional and/or different financial reporting obligations, which could increase the costs
associated with our financial reporting and investor relations activities;
similarly to our decision to start reporting ACV billings, run-rate ACV and annual recurring revenue, we
may choose to supplement our financial reporting with new or different metrics, which could increase
the costs associated with our financial reporting and may be difficult for investors to understand; and
investors, industry and financial analysts may have difficulty understanding the shift in our business
model, resulting in changes in analysts' financial estimates or failure to meet investor expectations.
Finally, our transition to a subscription-based business model as an IT infrastructure and platform company
has few, if any, precedents, and there are many risks or uncertainties that may remain unknown to us as part of the
transition. If we fail to anticipate these unknowns, whether due to a lack of information, precedent, or otherwise, or if
we fail to properly manage expected risks and/or execute on our transition to a subscription-based business model,
our business and operating results, and our ability to accurately forecast our future operating results, may be
adversely affected. In addition, we may undergo additional business model changes in the future to adapt to
changing market demands, which may entail known and unknown risks and uncertainties.
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If other IT vendors do not cooperate with us to ensure that our solutions interoperate with their products,
including by providing us with early access to their new products or information about their new products,
our product development efforts may be delayed or impaired, which could adversely affect our business,
operating results and prospects.
Our solutions provide a platform on which software applications and hypervisors from different software
providers run. As a result, our solutions must interoperate with our end customers’ existing hardware and software
infrastructure, specifically their networks, servers, software and operating systems, as well as the applications that
they run on this infrastructure, which may be manufactured and provided by a wide variety of vendors and OEMs. In
addition to ensuring that our solutions interoperate with these hardware and software products initially, we must
occasionally update our software to ensure that our solutions continue to interoperate with new or updated versions
of these hardware and software products. Current or future providers of hardware, software applications,
hypervisors or data management tools could make changes that would diminish the ability of our solutions to
interoperate with them, and significant additional time and effort may be necessary to ensure the continued
compatibility of our solutions, which might not be possible at all. Even if our solutions are compatible with those of
other providers, if they do not certify or support our solutions for their systems or cooperate with us to coordinate
troubleshooting and hand off of support cases, end customers may be reluctant to buy our solutions, which could
decrease demand for our solutions and harm our ability to achieve a return on the investments and resources that
we have dedicated to ensuring compatibility. Developing solutions that interoperate properly requires substantial
partnering, capital investment and employee resources, as well as the cooperation of the vendors or developers of
the software applications and hypervisors both with respect to product development and product support. Vendors
may not provide us with early or any access to their technology and products, assist us in these development
efforts, certify our solutions, share with or sell to us any APIs, formats, or protocols we may need, or cooperate with
us to support end customers. If they do not provide us with the necessary access, assistance or proprietary
technology on a timely basis or at all, we may experience product development delays or be unable to ensure the
compatibility of our solutions with such new technology or products. To the extent that vendors develop products
that compete with ours, they have in the past, and may again in the future, withhold their cooperation, decline to
share access, certify our solutions or sell or make available to us their proprietary APIs, protocols or formats or
engage in practices to actively limit the functionality, or compatibility, and certification of our products. If any of the
foregoing occurs, our product development efforts may be delayed or impaired, our solutions could become less
attractive to end customers resulting in a decline in sales, and our business, operating results and prospects may
be adversely affected.
If we fail to successfully execute on our plan to sell more cloud services, which would be sold on a ratable
subscription-basis, our results of operations could be adversely affected.
We have sold and anticipate selling more of our products and services as cloud-based offerings - which
include offerings hosted on public cloud infrastructure as well as part of our own Nutanix Cloud Platform - on a
ratable subscription basis. While cloud-based offerings currently make up a small portion of our business, this shift
has required and will continue to require a considerable investment of resources and will continue to divert
resources and increase costs, especially in cost of license and other revenues, in any given period. We have also
made, and intend to continue to make, investments in the supporting infrastructure for such cloud-based offerings
that we host, and may not recoup the costs of such investments. Such investments of resources may also not
improve our long-term growth and results of operations. Further, the increase in some costs associated with our
cloud-based services may be difficult to predict over time, especially in light of our lack of historical experience with
the costs of delivering cloud-based versions of our solutions.
24
We believe our plan has certain advantages; however, it also presents a number of risks to us including, but
not limited to, the following:
•
•
•
•
arrangements entered into on a ratable subscription basis may delay when we can recognize revenue,
even when compared to similar term-based subscription sales, which we currently recognize upfront,
and can require up-front costs, which may be significant;
since revenue is recognized ratably over the term of the customer agreement, any decrease in
customer purchases of our ratable subscription-based products and services will not be fully reflected in
our operating results until future periods. This will also make it difficult for us to increase our revenue
through additional ratable subscription sales in any given period;
cloud-based ratable subscription arrangements are generally under short-term agreements.
Accordingly, our customers generally have no long-term obligation to us and may cancel their
subscription at any time, even if our customers are satisfied with our cloud-based subscription products;
and
there is no assurance that the cloud-based solutions we offer on a ratable subscription basis, including
new products that we may introduce, will receive broad marketplace acceptance.
If we fail to properly execute on our plan to sell more of our products and services as cloud-based offerings on
a ratable subscription basis, our business and operating results would be adversely affected, and the price of our
securities could decline.
If we fail to develop or introduce new or enhanced solutions on a timely or cost-effective basis, our ability
to attract and retain end customers could be impaired and our brand, reputation and competitive position
could be harmed.
We operate in a dynamic environment characterized by rapidly changing technologies and industry standards
and technological obsolescence. We will need to continue to create valuable software solutions and integrate these
solutions across hardware platforms. To compete successfully, we must design, develop, market and sell new or
enhanced solutions that provide increasingly higher levels of performance, capacity, scalability, security,
interoperability, application mobility and reliability and meet the cost expectations of our end customers. The
introduction of new products by our competitors, the market acceptance of products based on new or alternative
technologies, or the emergence of new industry standards could render our existing or future solutions obsolete or
less attractive to end customers. Any failure to anticipate or develop new or enhanced solutions or technologies in a
timely or cost-effective manner in response to technological shifts, could result in decreased revenue and harm to
our business and prospects. Any new feature or application that we develop or acquire may not be introduced in a
timely or cost-effective manner and may not achieve broad market acceptance and investments in research and
development or efforts to optimize our engineering cost structure may not be successful. In particular, if we fail to
timely release new products, technology or services that we previously announced, our brand and reputation could
be harmed. In addition, we recently launched a simplified product portfolio shifting from offerings based on
individual products to offerings based on solutions. If we fail to introduce new or enhanced solutions that meet the
needs of our end customers or penetrate new markets in a timely fashion, we will lose market share and our
business, operating results and prospects will be adversely affected.
25
If we are not successful in executing our strategy to increase sales of our solutions to new and existing
large organizations, service providers and government entities, our operating results may suffer.
Our growth strategy is dependent in large part upon increasing sales of our solutions to new and existing large
enterprises, service providers and government entities, particularly when such sales result in large orders for our
solutions. Sales to these end customers involve risks that may not be present, or that are present to a lesser extent,
with sales to smaller end customers, which can act as a disincentive to our sales team to pursue these larger end
customers. These risks include:
•
•
competition from companies that traditionally target larger enterprises, service providers and
government entities and that may have pre-existing relationships or purchase commitments from such
end customers;
increased purchasing power and leverage held by large end customers in negotiating contractual
arrangements with us;
• more stringent requirements in our support service contracts, including demand for quicker support
response times and penalties for any failure to meet support requirements; and
•
longer sales cycles and the associated risk that substantial time and resources may be spent on a
potential end customer that elects not to purchase our solutions.
Large organizations often undertake a significant evaluation process that results in a lengthy sales cycle.
Although we have a channel sales model, our sales representatives typically engage in direct interaction with our
prospective end customers as well as our distributors and resellers. We typically provide evaluation products to
these end customers and may spend substantial time, effort and money in our sales efforts to these prospective
end customers. In addition, product purchases by large organizations are frequently subject to budget constraints,
multiple approvals and unanticipated administrative, processing and other delays. Finally, large organizations
typically have longer implementation cycles, require greater product functionality and scalability, require a broader
range of services, demand that vendors take on a larger share of risks, require acceptance provisions that can lead
to a delay in revenue recognition, expect greater payment flexibility and may also have a greater ability to resist any
attempts to pass on increases in our operating and procurement costs. Given these variables, it can be difficult for
us to estimate when an expected sale from a large organization, service provider or government entity may occur,
and our ability to accurately forecast our future operating results may be adversely affected. If we fail to realize an
expected sale from a large end customer in a particular quarter or at all, our business and operating results could
be adversely affected. All of these factors can add further risk to business conducted with these end customers.
26
Our growth depends on our existing end customers making additional purchases of software licenses and
software upgrades and renewing and upgrading their subscriptions and support and entitlement
agreements, and the failure of our end customers to do so could harm our business and operating results.
Our future success depends in part on purchases by our existing end customers of additional software
licenses and appliances as well as renewals and upgrades to their subscription and support and entitlement
agreements. If our end customers do not purchase additional software licenses or appliances or software upgrades,
or renew or upgrade their subscription and support and entitlement agreements, our revenue may decline and our
operating results may be harmed. In order for us to maintain or improve our operating results, we depend on our
existing end customers renewing their subscription agreements as well as their support and entitlement
agreements, or purchasing additional solutions. End customers may choose not to renew their subscription
agreements or support and entitlement agreements, or purchase additional solutions, because of several factors,
including dissatisfaction with our prices or features relative to competitive offerings, reductions in our end
customers’ spending levels or other causes outside of our control. If our existing end customers do not purchase
new solutions, or renew or upgrade their subscription agreements or support and entitlement agreements, our
revenue may grow more slowly than expected or may decline, and our business and operating results may be
adversely affected.
Our business and growth depend on our ability to attract and retain qualified personnel, including our
management team and other key personnel, and the inability to attract, hire, integrate, train, retain, or
motivate qualified personnel could harm our business and growth.
Our success and growth depend to a significant degree on the skills and continued services of our
management team and other key personnel. If we lose the services of any member of management or any key
personnel, we may not be able to locate a suitable or qualified replacement, and we may incur additional expenses
to recruit and train a replacement. We have experienced recent changes in our management team resulting from
the hiring or departure of executives and other key personnel. While we seek to manage these transitions carefully,
these changes may result in a loss of institutional knowledge and may cause disruptions to our business and
growth. If we fail to successfully integrate new key personnel into our organization or if key employees are unable to
successfully transition into new roles, our business could be adversely affected. In addition, we do not have life
insurance policies that cover any of our executive officers or other key employees. The loss of the services of any of
our executive officers or key employees, and any failure to have in place and execute an effective succession plan
for key executives, could disrupt our business and have a significant negative impact on our operating results,
prospects and future growth.
In addition, our success and growth also depend substantially on our ability to continue to attract, hire,
integrate, train, retain, and adequately incentivize qualified and highly skilled personnel, in particular, in sales and
engineering. We may need to invest significant amounts of cash and equity to attract and retain employees, and we
may never realize returns on these investments. Moreover, ineffective management of any leadership transitions,
especially within our sales organization, or the inability of our recently hired sales personnel to effectively ramp to
target productivity levels could negatively impact our growth and operating margins. We have recently seen higher-
than-normal attrition among our sales representatives and our overall sales headcount being below our targets,
which may negatively impact our billings and revenue growth. While we continue to recruit additional sales
representatives, it takes time to replace, train, and ramp them to full productivity. Competition for highly skilled
personnel, particularly in sales and engineering, is frequently intense, especially in the San Francisco Bay Area,
where we are headquartered and have a substantial need for such personnel. Furthermore, the industry in which
we operate generally experiences high employee attrition.
27
Although we have entered into employment offer letters with our key personnel, these agreements have no
specific duration and constitute at-will employment. Volatility or lack of performance in the price of our securities
may also affect our ability to attract and retain our key employees. We cannot assure you that we will be able to
successfully attract or retain qualified personnel. Additionally, potential changes in U.S. immigration and work
authorization laws and regulations may make it difficult to renew or obtain visas for any highly skilled personnel that
we have hired or are actively recruiting. Our inability to attract and retain the necessary personnel could adversely
affect our business, operating results and financial condition.
If we do not effectively expand, train, motivate and retain our sales force, we may be unable to add new end
customers or increase sales to our existing end customers and our business will be adversely affected.
Although we have a channel sales model, our sales representatives typically engage in direct interaction with
our prospective end customers. Therefore, we continue to be substantially dependent on our sales force to obtain
new end customers and sell additional solutions to our existing end customers. There is significant competition for
sales personnel with the skills and technical knowledge that we require. Our ability to achieve revenue growth will
depend, in large part, on our success in recruiting, training and retaining sufficient numbers of sales personnel to
support our growth. New hires require significant training and may take significant time before they achieve full
productivity; we estimate based on past experience that our average sales team members typically do not fully
ramp and are not fully productive until around the time of the start of their fourth quarter of employment with us. Our
recent hires and planned hires may not become productive as quickly as we expect, and we may be unable to hire
or retain sufficient numbers of qualified individuals, particularly individuals who are focused on sales of our solutions
to new and existing large enterprises, service providers and government entities, in the markets where we do
business or plan to do business. Hiring sales personnel in new countries also requires additional set up, upfront and
ongoing costs that we may not recover if the sales personnel fail to achieve full productivity. In addition, as a result
of our rapid growth, a large percentage of our sales force is new to our company and our solutions and therefore
less effective than our more seasoned employees. Moreover, as we have substantially completed our transition to
focus on software-only transactions and continue our transition to a subscription-based business model, we have
also had to retrain our seasoned sales employees who have historically focused on appliance sales and selling
software licenses for the life of the device in order to maintain or increase their productivity. We have adjusted and
also anticipate needing to further adjust our go-to-market cost structure, particularly as it relates to how we
compensate our sales teams for life-of-device and renewal transactions.
If our new sales employees, particularly those focused on sales of our solutions to new and existing large
enterprises, service providers and government entities, do not become fully productive on the timelines that we
have projected, or if we are unable to successfully retrain our more seasoned sales employees who have
historically focused on appliance sales and selling software licenses for the life of the device or appropriately adjust
our go-to-market cost structure, our revenue will not increase at anticipated levels and our ability to achieve long-
term projections may be negatively impacted. If we are unable to hire, train and maintain sufficient numbers of
effective sales personnel, or our new or existing sales personnel are not successful in obtaining new end
customers, convincing existing customers to renew their subscription-based purchases, or increasing sales to our
existing customer base generally, our business, operating results and prospects will be adversely affected.
28
If we do not effectively compose, structure and compensate our sales force to focus on the end customers
and activities that will primarily drive our growth strategy, our business will be adversely affected.
As indicated above, our growth is dependent in large part on the success of our sales force and in particular
our ability to structure our sales force and sales compensation structure in a way that aligns with our growth
strategy. As part of our efforts to appropriately structure and compensate our sales force such that their incentives
are properly aligned with our growth strategy, we have made changes to our sales processes, sales segmentation,
and leadership structures for our global sales teams and may need to make additional changes in the future. Such
changes may take longer than anticipated to successfully implement, and we may not be able to realize the full
benefits thereof, which may have a material adverse impact on our sales productivity as well as our business and
operational results generally. In particular, as indicated above, our growth continues to be substantially dependent
on our ability to increase our sales to large enterprises, particularly when those sales result in large orders for our
solutions. Competition for sales employees who have the knowledge and experience necessary to effectively
penetrate major enterprise accounts is fierce, and we may not be successful in hiring such employees, or hiring
them on the timelines we anticipate, which will negatively impact our ability to target and penetrate major enterprise
accounts. In addition, we anticipate that the sales cycles associated with major accounts will be longer than our
traditional sales cycles, which will increase the time it will take our new global account managers to become fully
productive. In addition, as our organization continues to focus on major accounts and large deals, the productivity of
our traditional sales teams may be impacted.
Additionally, as we continue with our transition to a subscription-based business model, we have adjusted and
may need to further adjust the compensation structure of our sales force, particularly as it relates to how we
compensate our sales teams for life-of-device and renewal transactions. In particular, to align with the new
subscription-based business model, starting in fiscal 2021 we have adjusted our sales compensation structure,
which was previously based on total contract value, to one that is based primarily on ACV, which has caused our
average contract term lengths to decline and could negatively impact our revenue and operating and free cash
flows, potentially significantly. These business model transitions and compensation structure changes may lead to
fluctuations in sales productivity that will make it more difficult to accurately project our operating results or plan for
future growth. If we are unable to effectively manage these changes or implement new sales structures in a timely
manner, or if our decision to segment our sales force is not successful in obtaining large sales of our solutions, our
growth and ability to achieve long-term projections may be negatively impacted, and our business and operating
results will be adversely affected.
We rely primarily on indirect sales channels for the distribution of our solutions, and disruption within
these channels could adversely affect our business, operating results and cash flows.
We primarily sell our solutions through indirect sales channels, including channel partners, such as
distributors, our OEMs, value added resellers, and system integrators. Our OEMs may in turn distribute our
solutions through their own networks of channel partners with whom we have no direct relationships.
29
We rely, to a significant degree, on our channel partners to select, screen and maintain relationships with their
distribution networks and to distribute our solutions in a manner that is consistent with applicable law, regulatory
requirements and our quality standards. If our channel partners or a partner in their distribution network violates
applicable law or regulatory requirements or misrepresents the functionality of our solutions, our reputation and
brand could be damaged and we could be subject to potential liability. Additionally, if we are unable to establish
relationships with strong channel partners in key growth regions, our ability to sell our solutions in these regions
may be adversely affected. Our agreements with our channel partners are non-exclusive, meaning our channel
partners may offer end customers the products of several different companies, including products that compete with
ours. If our channel partners do not effectively market and sell our solutions, choose to use greater efforts to market
and sell their own products or those of our competitors, or fail to meet the needs of our end customers, our
business, operating results and prospects may be adversely affected. Our channel partners may cease marketing
our solutions with limited or no notice and with little or no penalty. The loss of a substantial number of our channel
partners, together with our inability to replace them, or the failure to recruit additional channel partners or establish
an alternative distribution network could materially and adversely affect our business and operating results. For
example, sales through Arrow Electronics, Inc. and Tech Data Corporation to our end customers represented 33%
and 15%, respectively, of our total revenue for fiscal 2022. In addition, if a channel partner offers its own products or
services that are competitive to our solutions, is acquired by a competitor or reorganizes or divests its reseller
business units, our revenue derived from that partner may be adversely impacted or eliminated altogether.
Recruiting and retaining qualified channel partners and training them in the use of our technologies requires
significant time and resources. If we fail to devote sufficient resources to support and expand our network of
channel partners, our business may be adversely affected. Maintaining strong indirect sales channels for our
products and effectively leveraging our channel partners and OEMs is important to our growth strategy, and the
failure to effectively manage these relationships may lead to higher costs and reduced revenue. Also, in certain
international markets, we are in the process of transitioning our distribution model from contracting directly with
hundreds of individual resellers to contracting with a smaller number of larger global distributors. Although we
believe that this transition will make our sales channels more efficient and broader reaching in the long term in
these markets, there is no guarantee that this new distribution model will increase our sales in the short term or
allow us to sustain our gross margins. Any potential delays or confusion during the transition process to our new
partners may negatively affect our relationship with our existing end customers and channel partners and may
cause us to lose prospective end customers or additional business from existing end customers or cause a decline
in renewal rates with existing end customers. Upon completion of the transition to the new sales model, we will be
more reliant on fewer channel partners, which may reduce our contact with our end customers making it more
difficult for us to establish brand awareness, ensure proper delivery and installation of our software, support ongoing
end customer requirements, estimate end customer demand, respond to evolving end customer needs and obtain
subscription renewals from end customers.
30
All of our sales to government entities have been made indirectly through our channel partners. Government
entities may have statutory, contractual or other legal rights to terminate contracts with our channel partners for
convenience or due to a default, and, in the future, if the portion of government contracts that are subject to
renegotiation or termination at the election of the government are material, any such termination or renegotiation
may adversely impact our future operating results. Additionally, we sometimes rely on our channel partners to
satisfy certain regulatory obligations that we would otherwise have to satisfy if we sold directly to the government
entities, and our channel partners may be unable or unwilling to satisfy these obligations in the future. In the event
of such termination or change, it may be difficult for us to arrange for another channel partner to sell our solutions to
these government entities in a timely manner, and we could lose sales opportunities during the transition.
Governments routinely investigate and audit government contractors’ (including subcontractors') administrative
processes, and any unfavorable audit could result in the government refusing to continue buying our solutions, our
channel partners changing their business models or refusing to continue to sell our solutions under current models,
a reduction of revenue or fines, or civil or criminal liability if the audit uncovers improper or illegal activities.
If our indirect distribution channel is disrupted, particularly if we are reliant on a fewer number of channel
partners, or if we are required to directly satisfy certain regulatory obligations imposed by government entities as a
result of our efforts to expand our sales to government entities, we may be required to devote more time and
resources to distribute our solutions directly and support our end customers, which may not be as effective and
could lead to higher costs, reduced revenue and growth that is slower than expected.
Our operating results may fluctuate significantly, which could make our future results difficult to predict
and could cause our operating results to fall below expectations.
Our operating results may fluctuate due to a variety of factors, many of which are outside of our control. As a
result, comparing our operating results on a period-to-period basis may not be meaningful. If our revenue or
operating results in any particular period fall below investor expectations, the price of our securities would likely
decline. Factors that are difficult to predict and that could cause our operating results to fluctuate include, but are
not limited to:
•
•
•
•
•
•
•
•
•
the timing and magnitude of orders (including the start dates thereof), shipments and acceptance of our
solutions in any quarter;
our ability to attract new and retain existing end customers;
disruptions in our sales channels or shifts in our relationships with important channel partners and
OEMs;
the timing of revenue recognition for our sales, the impact of which is heightened by our focus on
software-only sales and ongoing transition to a subscription-based model;
reductions in end customers’ budgets for information technology purchases;
delays in end customers’ purchasing cycles or deferments of end customers’ purchases in anticipation
of new products or updates from us or our competitors;
fluctuations in demand and competitive pricing pressures for our solutions;
the lengths of our contract terms;
the mix of solutions sold, including the mix between appliance and software-only sales and the mix
between subscription-based and non-subscription-based transactions, and the mix of revenue between
products and support, entitlements and other services, which will depend in part on whether we are
successful in executing our strategy to transition our business to a subscription-based model;
31
•
•
•
•
•
•
•
•
our ability to develop, introduce and ship in a timely manner new solutions and product enhancements
that meet customer requirements, and market acceptance of such new solutions and product
enhancements;
the timing of product releases or upgrades or announcements by us or our competitors;
any change in the competitive dynamics of our markets, including consolidation or partnerships among
our competitors or partners, new entrants or discounting of prices;
the amount and timing of expenses to grow our business and the extent to which we are able to take
advantage of economies of scale or to leverage our relationships with OEM or channel partners;
the costs associated with acquiring new businesses and technologies and the follow-on costs of
integrating and consolidating the results of acquired businesses;
the amount and timing of stock-based compensation expenses;
our ability to control the costs of our solutions and their key components, or to pass along any cost
increases to our end customers;
general economic, industry and market conditions and other events that may be outside of our control,
such as political and social unrest, terrorist attacks, hostilities, war, malicious human acts, climate
change, natural disasters (including extreme weather), supply chain disruption or shortages, pandemics
or other major public health concerns, and other similar events; and
•
future accounting pronouncements and changes in accounting policies.
The occurrence of any one of these risks could negatively affect our operating results in any particular quarter,
which could cause the price of our securities to decline.
Our gross margins are impacted by a variety of factors and may be subject to variation from period to
period.
Our gross margins may be affected by a variety of factors, including fluctuations in the pricing of our products,
including as a result of competitive pricing pressures or increases in component pricing, and the degree to which we
are successful in selling the value of incremental feature improvements and upgrades, changes in the cost of
components of our hardware appliances, changes in the mix between direct versus indirect sales, changes in the
mix of products sold and the timing and amount of recognized and deferred revenue, particularly as a result of our
continued transition to a subscription-based business model. If we are unable to manage these factors effectively,
our gross margins may decline, and fluctuations in gross margin may make it difficult to manage our business and
to achieve or maintain profitability, which could adversely affect our business and operating results.
32
Our sales cycles can be long and unpredictable and our sales efforts require considerable time and
expense. As a result, it can be difficult for us to predict when, if ever, a particular customer will choose to
purchase our solutions, which may cause our operating results to fluctuate significantly.
Our sales efforts involve educating our end customers about the uses and benefits of our solutions, including
their technical capabilities and cost saving potential. End customers often undertake an evaluation and testing
process that can result in a lengthy sales cycle. Increasing competition and the emergence of new hyperconverged
infrastructure product offerings and consumption models often result in customers evaluating multiple vendors at
the same time, which can further lengthen the sales cycle. We spend substantial time and resources on our sales
efforts without any assurance that our efforts will produce any sales. Platform purchases are frequently subject to
budget constraints, multiple approvals and unanticipated administrative, processing and other delays. The broad
nature of the technology shift that our solutions represent and the legacy relationships our end customers have with
existing IT vendors sometimes lead to unpredictable sales cycles, which make it difficult for us to predict when end
customers may purchase solutions from us. The unpredictable nature of our sales cycles may be increased in future
periods as we continue to focus our sales efforts more heavily on major accounts and large deals, and as we
educate our customers about our ongoing transition to a subscription-based business model. Our business and
operating results will be significantly affected by the degree to which and speed with which organizations adopt our
solutions.
Because our business depends on manufacturers of hardware, including our OEM partners, to timely and
cost-effectively produce and ship the hardware on which our software runs, we are susceptible to supply
chain disruptions, delays, quality events, and pricing fluctuations, which have adversely affected, and
could further adversely affect, our business.
Our business depends on manufacturers (including Supermicro and our OEM partners) to produce the
hardware appliances on which our software runs (including both our Nutanix-branded NX series appliances and the
various third-party appliances that are included on our hardware compatibility list) as well as various products that
are beyond our control or the control of such manufacturers, which exposes us to direct and indirect risks beyond
our control, including reduced control over quality assurance, product costs, product availability, supply chain
disruptions and delays, and potential reputational harm and brand damage. We may not be able to discover,
manage, and/or remediate such risks in a timely manner or at all. For example, key components of the servers on
which our software runs have been affected by the ongoing chip shortage. Beginning late in the fiscal quarter ended
April 30, 2022, we saw an unexpected impact from increased supply chain challenges with increased hardware
supply chain delays resulting in an increasing percentage of orders having start dates in future quarters and certain
customers delaying their purchase of our software pending availability of the hardware on which our software runs.
Furthermore, fulfilling orders for NX series appliances or other hardware appliances on which our software runs may
not be a priority for such manufacturers in guiding their business decisions and operational commitments. If we fail
to manage our relationships with such manufacturers effectively, or if such manufacturers experience delays,
disruptions or increased manufacturing lead times, component lead-time disruptions, capacity constraints or quality
control problems in their operations or are unable to address our or our end customers’ requirements for or
concerns about timely delivery, our ability to sell our solutions to our end customers could be severely impaired due
to the lack of availability of certified hardware appliances, and our customers' ability, or willingness, to consume our
software may be materially impacted or delayed, which will adversely affect our business and operating results,
competitive position, brand and reputation, as well as our relationships with affected customers.
33
In particular, we rely substantially on Supermicro to manufacture, as well as assemble and test, the Nutanix-
branded NX series appliances, including those that are delivered by us. Our agreement with Supermicro was
renewed in May 2021 for one year and will automatically renew for successive one-year periods following the
expiration of such renewal term, with the option to terminate upon each annual renewal, and does not contain any
minimum long-term commitment to manufacture NX-branded appliances. If we are required to change the
manufacturer or contract manufacturers for the assembly and testing of our NX-branded appliances, we may lose
revenue, incur increased costs and damage our channel partner and end customer relationships. We may also
decide to switch or bring on additional contract manufacturers for the assembly and testing of our NX-branded
appliances in order to better meet our needs. Switching to or bringing on a new OEM partner or contract
manufacturer and commencing production is expensive and time-consuming and may cause delays in order
fulfillment at our existing OEM partners and contract manufacturers or cause other disruptions.
Our agreement with Supermicro does not contain any price assurances, and increases in component costs,
without a corresponding increase in the price of our NX series solutions, could reduce the amount that an end
customer pays for our software, thereby adversely affecting our billings and revenue. Furthermore, we may need to
increase our component purchases, manufacturing capacity and internal test and quality functions if we experience
increased demand. The inability of Supermicro or other manufacturers to produce adequate supplies of hardware
appliances could cause a delay in customers’ ability to consume our software and our order fulfillment, and our
business, operating results and prospects would be adversely affected. As of July 31, 2022, we had approximately
$82.3 million in the form of guarantees to our contract manufacturers related to certain components.
There are a limited number of suppliers, and in some cases single-source suppliers, for several key
components in our NX-branded appliances as well as other hardware appliances that our software is
certified to operate on (including hardware appliances from our OEM partners), and any delay or disruption
in the availability or quality of these components could delay shipments of the NX-branded appliances and
damage our channel partner or end customer relationships, or cause our customers to delay purchasing
our software.
We rely on a limited number of suppliers, and in some cases single-source suppliers, for several key hardware
components of the Nutanix-branded NX series appliances. These components are generally purchased on a
purchase order basis through Supermicro, and we do not have long-term supply contracts with these suppliers. This
reliance on key suppliers exposes us to risks, including reduced control over product quality, production and
component costs, timely delivery and capacity. It also exposes us to the potential inability to obtain an adequate
supply of required components because we do not have long-term supply commitments, and replacing some of
these components would require a lengthy product qualification process. Furthermore, we extensively test and
qualify the components that are used in NX-branded appliances and other appliances on our hardware compatibility
list, including hardware appliances from our OEM partners, to ensure that they meet certain quality and
performance specifications. If the supply of certain components is disrupted or delayed, or if there is a need to
replace existing suppliers on the qualified hardware configuration, there can be no assurance that additional
supplies or components can serve as adequate replacements for the existing components, will be available when
required or that supplies will be available on terms that are favorable, and it may require modifying our solutions to
interoperate with the replacement components. Any of these developments could extend the lead times, increase
the costs of the components or costs of product development, cause us to miss market windows for product launch
and adversely affect our business, operating results and financial condition.
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We generally maintain minimal inventory for repairs and a number of evaluation and demonstration units, and
generally acquire components only as needed. We do not enter into long-term supply contracts for these
components. As a result, our ability to respond to channel partner or end customer orders efficiently may be
constrained by the then-current availability, terms and pricing of these components. The technology industry has
experienced component shortages and delivery delays in the past, and is currently experiencing a global chip
shortage, and there may be shortages or delays of critical components in the future as a result of strong demand in
the industry, component availability constraints, or other factors. If we or our suppliers inaccurately forecast demand
for our solutions or we ineffectively manage our enterprise resource planning processes, our suppliers may have
inadequate inventory, which could increase the prices we must pay for substitute components or result in our
inability to meet demand for our solutions, as well as damage our channel partner or end customer relationships.
If the suppliers of the components of compatible hardware appliances increase prices of components,
experience delays, disruptions, capacity constraints, quality control problems in their manufacturing operations or
adverse changes to their financial condition, our ability to ship appliances to our channel partners or end customers
in a timely manner and at competitive prices could be impaired, and our customers' ability to acquire hardware on
which to run our software could be impaired, and our competitive position, brand, reputation, and operating results
could be adversely affected. Qualifying a new component is expensive and time-consuming. If we are required to
change key suppliers, we may lose revenue and damage our channel partner or end customer relationships which
could adversely impact our revenue and operating results.
We rely upon third parties for the warehousing and delivery of appliances and replacement parts for
support, and we therefore have less control over these functions than we otherwise would.
We outsource the warehousing and delivery of appliances and spare parts to a third-party logistics provider for
spares and service parts fulfillment. In addition, some of our support offerings commit us to replace defective parts
in our appliances as quickly as four hours after the initial customer support call is received, which we satisfy by
storing replacement parts inventory in various third-party supply depots in strategic worldwide locations. As a result
of relying on third parties, we have reduced control over shipping and logistics transactions and costs, quality
control, security and the supply of replacement parts for support. Consequently, we may be subject to shipping
disruptions and unanticipated costs as well as failures to provide adequate support for reasons that are outside of
our direct control. If we are unable to have appliances or replacement products shipped in a timely manner, end
customers may seek to cancel their contracts with us, we may suffer reputational harm, and our business, operating
results and prospects may be adversely affected.
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Our ability to sell our solutions is dependent in part on ease of use and the quality of our technical support,
and any failure to offer high-quality technical support would harm our business, operating results and
financial condition.
Once our solutions are deployed, our end customers depend on our support organization to resolve any
technical issues relating to our solutions. Furthermore, because of the emerging nature of our solutions, our support
organization often provides support for and troubleshoots issues for products of other vendors running on our
solutions, even if the issue is unrelated to our solutions. There is no assurance that we can solve issues unrelated
to our solutions, or that vendors whose products run on our solutions will not challenge our provision of technical
assistance to their products. Our ability to provide effective support is largely dependent on our ability to attract,
train and retain personnel who are not only qualified to support our solutions, but also well versed in some of the
primary applications and hypervisors that our end customers run on our solutions. Furthermore, as we expand our
operations internationally, our support organization will face additional challenges, including those associated with
delivering support, training and documentation in languages other than English. In addition, as we continue to
evolve our product portfolio, which may include additional solutions, our ability to provide high-quality support will
become more difficult and will involve more complexity. Any failure to maintain high-quality installation and technical
support, or a market perception that we do not maintain high-quality support, could harm our reputation and brand,
adversely affect our ability to sell our solutions to existing and prospective end customers, and could harm our
business, operating results and financial condition.
Our solutions are highly technical and may contain undetected defects, which could cause data
unavailability, unauthorized access to, loss, or corruption that might, in turn, result in liability to our end
customers and harm to our reputation, brand and business.
Our solutions are highly technical and complex and are often used to store information critical to our end
customers’ business operations. Our solutions may contain undetected errors, defects or security vulnerabilities that
could result in data unavailability, unauthorized access to, loss, corruption or other harm to our end customers’ data,
including personal or identifying information regarding their employees, customers, and suppliers, as well as their
finance and payroll data, and other sensitive business information. In addition, as we expand our platform and
introduce new cloud-based products that may hold more of our customer's data, any undetected or unresolved
errors, defects or security vulnerabilities may result in data unavailability, unauthorized access to, loss, corruption or
other harm to our end-customers' data. Some errors or defects in our solutions may only be discovered after they
have been installed and used by end customers. We previously conducted an in-field replacement of equipment
manufactured by our previous outsourced manufacturer, and may be required to do so again in the future. In
addition, we may make certain commitments to our OEMs regarding the time frames within which we will correct
any security vulnerabilities in our software. If any hardware or software errors, defects or security vulnerabilities are
discovered in our solutions after commercial release, a number of negative effects in our business could result,
including but not limited to:
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lost revenue or lost OEM or other channel partners or end customers;
increased costs, including warranty expense and costs associated with end customer support as well
as development costs to remedy the errors or defects;
delays, cancellations, reductions or rescheduling of orders or shipments;
product returns or discounts; and
damage to our reputation and brand.
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In addition, we could face legal claims for breach of contract, product liability, tort or breach of warranty. While
many of our contracts with end customers contain provisions relating to warranty disclaimers and liability limitations,
these provisions might not be upheld or might not provide adequate protection if we face such legal claims.
Defending a lawsuit, regardless of its merit, could be costly and may divert management’s attention and adversely
affect the market’s perception of us and our solutions. In addition, our business liability insurance coverage could
prove inadequate with respect to a claim and future coverage may be unavailable on terms favorable or acceptable
to us or at all. These product-related issues could result in claims against us and our business could be adversely
impacted.
Our business depends, in part, on sales to government organizations, and significant changes in the
contracting or fiscal policies of such government organizations could have an adverse effect on our
business and operating results.
We derive a portion of our revenue from contracts with federal, state, local and foreign governments, and we
believe that the success and growth of our business will continue to depend on our successful procurement of
government contracts. However, demand is often unpredictable from government organizations, and there can be
no assurance that we will be able to maintain or grow our revenue from the public sector. Government agencies are
subject to budgetary processes and expenditure constraints that could lead to delays or decreased capital
expenditures in IT spending, particularly in light of continued uncertainties about government spending levels, such
as recent changes to, or failure to appoint new, government leaders. The budget and approval process for
government agencies also experiences a longer sales cycle relative to our other end customers, and it may be
difficult for us to accurately forecast the impact of these contracts on our future operating results. If government
organizations reduce or shift their capital spending patterns, our business, operating results and prospects may be
harmed. Factors that could impede our ability to maintain or increase the amount of revenue derived from
government contracts, include, but are not limited to:
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public sector budgetary cycles and funding authorizations;
changes in fiscal or contracting policies;
decreases in available government funding;
changes in government programs or applicable requirements;
the adoption of new laws or regulations or changes to existing laws or regulations;
potential delays or changes in the government appropriations or other funding authorization processes;
and
higher expenses associated with, or delays caused by, diligence and qualifying or maintaining
qualification as a government vendor.
The occurrence of any of the foregoing could cause governments and governmental agencies to delay or
refrain from purchasing our solutions in the future or otherwise have an adverse effect on our business, operating
results and prospects.
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Third-party claims that we are infringing intellectual property, whether successful or not, could subject us
to costly and time-consuming litigation or expensive licenses, and our business could be harmed.
A number of companies, both within and outside of the enterprise and cloud computing infrastructure industry,
hold a large number of patents covering aspects of storage, servers, networking, desktop, security, virtualization,
database management, and cloud services products. In addition to these patents, participants in these technology
and market areas typically also protect their technology through copyrights, as trade secrets and by contractual
means. As a result, there is frequent litigation based on allegations of infringement, misappropriation or other
violations of intellectual property rights. We have received, and in the future may receive, inquiries from other
intellectual property holders and may become subject to claims that we infringed or are infringing their intellectual
property rights, particularly as we expand our presence in the market and face increasing competition. There can be
no assurance that we will be successful in defending against these allegations or reaching a business resolution
that is satisfactory to us. In addition, parties may claim that the names and branding of our solutions infringe their
trademark rights in certain countries or territories. If such a claim were to prevail, we may have to change the
names and branding of our solutions in the affected territories and we could incur other costs.
We currently have a number of agreements in effect pursuant to which we have agreed to defend, indemnify
and hold harmless our end customers, suppliers and channel and other partners from damages and costs which
may arise from the infringement by our solutions of third-party patents or other intellectual property rights in the
United States and in other countries. The scope of these indemnity obligations varies, but may, in some instances,
include indemnification for damages and expenses, including attorneys’ fees. A claim that our solutions infringe a
third party’s intellectual property rights, even if untrue, could harm our relationships with our end customers and/or
channel partners, may deter future end customers from purchasing our solutions and could expose us to costly
litigation and settlement expenses. Even if we are not a party to any litigation between a customer and a third party
relating to infringement by our solutions, an adverse outcome in any such litigation could make it more difficult for us
to defend our solutions against intellectual property infringement claims in any subsequent litigation in which we are
a named party. Any of these results could harm our brand and operating results.
Our defense of intellectual property rights claims brought against us or our end customers, suppliers and
channel partners, with or without merit, could be time-consuming, expensive to litigate or settle, divert management
resources and attention and force us to acquire intellectual property rights and licenses, which may involve
substantial royalty or other payments. Further, a party making such a claim, if successful, could secure a judgment
that requires us to pay substantial damages. An adverse determination also could prevent us from offering our
solutions to our end customers and may require that we procure or develop substitute solutions that do not infringe,
which could require significant effort and expense. We may have to seek a license for the technology, which may
not be available on terms favorable or acceptable to us or at all, and as a result may significantly increase our
operating expenses or require us to restrict our business activities in one or more respects. Any of these events
could adversely affect our business, operating results, financial condition and prospects.
The success of our business depends in part on our ability to protect and enforce our intellectual property
rights.
We rely on a combination of patent, copyright, service mark, trademark and trade secret laws, as well as
confidentiality procedures and contractual restrictions and covenants, to establish and protect our proprietary rights,
all of which provide only limited protection. Effective patent, trademark, service mark, copyright and trade secret
protection may not be available in every country in which our solutions are available. We cannot be certain that the
steps we have taken will prevent unauthorized use of our technology or the reverse engineering of our technology.
Moreover, others may independently develop technologies that are competitive to ours or infringe our intellectual
property. An inability to adequately protect and enforce our intellectual property and other proprietary rights could
seriously harm our business, operating results, financial condition and prospects.
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We cannot assure you that any patents will be issued with respect to our currently pending patent applications
in a manner that gives us adequate defensive protection or competitive advantages, if at all, or that any patents
issued to us will not be challenged, invalidated or circumvented. We have filed for patents in the United States and
in certain international jurisdictions, but such protections may not be available in all countries in which we operate or
in which we seek to enforce our intellectual property rights, or may be difficult to enforce in practice. Our currently
issued patents and any patents that may be issued in the future with respect to pending or future patent applications
may not provide sufficiently broad protection or they may not prove to be enforceable in actions against alleged
infringers.
Protecting against the unauthorized use of our intellectual property, solutions and other proprietary rights is
expensive and difficult, particularly internationally. Litigation may be necessary in the future to enforce or defend our
intellectual property rights or to determine the validity and scope of the proprietary rights of others. Any such
litigation could result in substantial costs and diversion of management resources, either of which could harm our
business, operating results and financial condition. Further, many of our current and potential competitors have the
ability to dedicate substantially greater resources to defending intellectual property infringement claims and to
enforcing their intellectual property rights than we have. Attempts to enforce our rights against third parties could
also provoke these third parties to assert their own intellectual property or other rights against us, or result in a
holding that invalidates or narrows the scope of our rights, in whole or in part.
If we fail to maintain an effective system of internal controls, our ability to produce timely and accurate
financial statements or comply with applicable regulations could be impaired.
As a public company, we are subject to the reporting requirements of the Exchange Act, the Sarbanes-Oxley
Act of 2002 ("Sarbanes-Oxley Act") and the rules and regulations of the Nasdaq Stock Market. We expect that the
requirements of these rules and regulations will continue to increase our legal, accounting and financial compliance
costs, make some activities more difficult, time-consuming and costly, and place significant strain on our personnel,
systems and resources.
The Sarbanes-Oxley Act requires, among other things, that we maintain effective disclosure controls and
procedures and internal control over financial reporting. We are continuing to develop and refine our disclosure
controls, internal control over financial reporting and other procedures that are designed to ensure that information
required to be disclosed by us in the reports that we will file with the SEC, is recorded, processed, summarized and
reported within the time periods specified in SEC rules and forms, and that information required to be disclosed in
reports under the Exchange Act is accumulated and communicated to our principal executive and financial officers.
Our current controls and any new controls that we develop may become inadequate because of changes in
conditions in our business. Further, weaknesses in our internal controls may be discovered in the future. Any failure
to develop or maintain effective controls, or any difficulties encountered in their implementation or improvement,
could harm our operating results or cause us to fail to meet our reporting obligations and may result in a
restatement of our financial statements for prior periods. Any failure to implement and maintain effective internal
controls also could adversely affect the results of periodic management evaluations and annual independent
registered public accounting firm attestation reports regarding the effectiveness of our internal control over financial
reporting that we are required to include in our periodic reports we will file with the SEC under Section 404 of the
Sarbanes-Oxley Act. Ineffective disclosure controls and procedures and internal control over financial reporting
could also cause investors to lose confidence in our reported financial and other information, which would likely
have a negative effect on the market price of our securities.
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In order to maintain and improve the effectiveness of our disclosure controls and procedures and internal
control over financial reporting to comply with the SEC rules that implement Sections 302 and 404 of the Sarbanes-
Oxley Act, we have expended and anticipate that we will continue to expend significant resources and undertake
various actions, including incurring accounting-related costs and implementing new internal controls and
procedures, and providing significant management oversight. In addition, our independent registered public
accounting firm is also required to formally attest to the effectiveness of our internal control over financial reporting
and may issue a report that is adverse in the event it is not satisfied with the level at which our controls are
documented, designed or operating. Any failure to maintain the adequacy of our internal controls, or consequent
inability to produce accurate financial statements on a timely basis, or an adverse report from our independent
auditors, could increase our operating costs and could materially impair our ability to operate our business and
could have a material and adverse effect on our operating results and could cause a decline in the price of our
securities. In addition, if we are unable to continue to meet these requirements, we may not be able to remain listed
on the Nasdaq Global Select Market.
Failure to comply with laws and regulations applicable to our business could subject us to fines and
penalties and could also cause us to lose end customers in the public sector or negatively impact our
ability to contract with the public sector.
Our business is subject to regulation by various federal, state, local and foreign governmental agencies,
including agencies responsible for monitoring and enforcing employment and labor laws, antitrust laws, workplace
safety, product safety, environmental laws, consumer protection laws, anti-bribery laws, import/export controls,
federal securities laws and tax laws and regulations. In certain jurisdictions, these regulatory requirements may be
more stringent than in the United States. Noncompliance with applicable regulations or requirements could subject
us to investigations, sanctions, mandatory product recalls, enforcement actions, disgorgement of profits, fines,
damages and civil and criminal penalties or injunctions. If any governmental sanctions are imposed, or if we do not
prevail in any possible civil or criminal litigation, our business, reputation, operating results and financial condition
could be adversely affected. In addition, responding to any action will likely result in a significant diversion of
management’s attention and resources and an increase in third-party professional fees. Enforcement actions and
sanctions could harm our business, operating results and financial condition.
In addition, we must comply with laws and regulations relating to the formation, administration and
performance of contracts with the public sector, including U.S. federal, state and local governmental organizations,
which affect how we and our channel partners do business with governmental agencies. Selling our solutions to the
U.S. government, whether directly or through channel partners, also subjects us to certain regulatory and
contractual requirements. Failure to comply with these requirements by either us or our channel partners could
subject us to investigations, fines and other penalties, which could have an adverse effect on our business,
operating results, financial condition and prospects. As an example, the U.S. Department of Justice ("DOJ") and the
General Services Administration ("GSA") have in the past pursued claims against and financial settlements with IT
vendors under the False Claims Act and other statutes related to pricing and discount practices and compliance
with certain provisions of GSA contracts for sales to the federal government. The DOJ and GSA continue to actively
pursue such claims. Violations of certain regulatory and contractual requirements could also result in us being
suspended or debarred from future government contracting. Any of these outcomes could have an adverse effect
on our revenue, operating results, financial condition and prospects.
These laws and regulations impose added costs on our business, and failure to comply with these or other
applicable regulations and requirements, including noncompliance in the past, could lead to claims for damages
from our channel partners, penalties, termination of contracts, loss of exclusive rights in our intellectual property and
temporary suspension or permanent debarment from government contracting. Any such damages, penalties,
disruptions or limitations in our ability to do business with the public sector could have an adverse effect on our
business and operating results.
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We are subject to governmental regulation and other legal obligations, particularly related to privacy, data
protection and information security, and our actual or perceived failure to comply with such obligations
could adversely affect our business and operating results. Compliance with such laws could also impair
our efforts to maintain and expand our customer base, and thereby decrease our revenue.
Personal privacy, data protection and information security are significant issues in the United States and the
other jurisdictions where we offer our solutions. The regulatory framework for privacy and security issues worldwide
is rapidly evolving and is likely to remain uncertain for the foreseeable future. Our handling of data is subject to a
variety of global laws and regulations, including regulation by various government agencies, including the U.S.
Federal Trade Commission ("FTC") and various state, local and foreign bodies, data protection authorities, and
agencies.
The U.S. federal and various state and foreign governments have adopted or proposed limitations on the
collection, use, storage, disclosure and transfer of personal information of individuals, including end customers and
employees. In the United States, the FTC and many state attorneys general are applying federal and state
consumer protection laws to the online collection, use and dissemination of data. Additionally, many foreign
countries and governmental bodies, including in Australia, Brazil, the European Economic Area ("EEA"), UK,
Switzerland, India, Japan, China, and numerous other jurisdictions in which we operate or conduct our business,
have laws and regulations concerning the collection and use of personal information obtained from their residents or
by businesses operating within their jurisdiction. These laws and regulations often are more restrictive than those in
the United States. For example, the General Data Protection Regulation ("GDPR"), which became effective in May
2018, superseded prior EU data protection legislation, and the UK General Data Protection regulation (“UK GDPR”),
both impose more stringent data protection requirements, provide an enforcement authority which substantially
increases compliance costs, and impose large penalties for noncompliance. Such laws and regulations may require
companies to implement new privacy and security policies, conduct transfer impact assessments, permit individuals
to access, correct and delete personal information stored or maintained by such companies, inform individuals of
security breaches that affect their personal information, and, among others, obtain individuals’ consent to use
personal information for certain purposes. In addition, some countries have enacted or are currently considering
legislation that imposes local storage and processing of data to avoid any form of transfer to a third country, or other
restrictions on transfer and disclosure of personal data outside of that country which may impact our compliance
obligations, potentially exposing us to liability, and increase the cost and complexity of delivering our products and
services.
We also expect that there will continue to be new proposed laws, regulations, industry standards, and case law
concerning privacy, data protection and information security in the United States, the European Economic Area and
other jurisdictions, and we cannot yet determine the impact these developments may have on our business. This
increases uncertainty and may require us to change our data practices and/or change our technology solutions,
business model or processes, which may in turn adversely affect demand for our products.
Among the recent developments, data transfers have been under increasing scrutiny by the EEA and UK
regulators. Recent rulings (such as Schrems II by the Court of Justice of the European Union) require organizations
to ensure that the data is protected to a standard that is “essentially equivalent” to that under GDPR and/or other
applicable laws and to document this.
As a result of these and future data transfer developments, we may experience a reluctance from current or
prospective EEA, UK, and Swiss customers to use our products and may find it necessary to make changes to our
data transfer mechanisms and handling of personal data, including with respect to the provision of our products and
services. This may adversely impact our business, financial condition, and operating results.
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In the United States, more states are adopting their own data protection legislation, creating a complex privacy
landscape from state to state. California enacted the California Consumer Privacy Act ("CCPA"), which went into
effect on January 1, 2020 and, among other things, requires covered companies to provide new disclosures to
California consumers and afford such consumers new abilities to opt-out of the sale of their personal information. In
November 2020, California voters passed the California Privacy Rights Act ("CPRA"), which significantly amended
the CCPA and generally expanded consumers’ privacy rights and protections with respect to their personal
information. Colorado, Virginia, Connecticut, and Utah all recently passed privacy legislation taking effect over the
course of 2023. We cannot yet predict the full impact of these laws on our business or operations, but it may
continue to require us to modify our data processing practices and policies and to incur substantial costs and
expenses in an effort to comply.
Moreover, as a result of current and proposed data protection and privacy laws addressing the use of personal
data for marketing purposes, including the European Commission’s draft ePrivacy Regulation which is intended to
replace the ePrivacy Directive in the EEA, as well as the CCPA/CPRA, we face an increased difficulty in marketing
to current and potential customers, as these laws impact the ability to use internet-based services and tracking
technologies, such as cookies, which impacts our ability to spread awareness of our products and services and, in
turn, grow a customer base in some regions. We also expect to incur additional costs to comply with the
requirements of these laws.
As we begin to offer more cloud-based services, we will increasingly be positioned as a data processor, which
imposes additional obligations under the foregoing and other laws and regulations relating to privacy and data
protection, and may increase our liability exposure by operation of law, contract, or penalties for noncompliance.
Additionally, we expect that existing laws, regulations and standards may be interpreted in new manners in the
future. Current or future laws, regulations, standards and other obligations, as well as changes in the interpretation
of existing laws, regulations, standards and other obligations could impair our or our customers’ ability to collect,
use or disclose information relating to individuals, which could decrease demand for our solutions, require us to
restrict our business operations, increase our costs and impair our ability to maintain and grow our customer base
and increase our revenue.
Although we are working to comply with those federal, state and foreign laws and regulations, industry
standards, contractual obligations and other legal obligations that apply to us, those laws, regulations, standards
and obligations are evolving and may be modified, interpreted and applied in an inconsistent manner from one
jurisdiction to another, and may conflict with one another, other requirements or legal obligations, our practices or
the features of our solutions. As such, we cannot assure ongoing compliance with all such laws or regulations,
industry standards, contractual obligations and other legal obligations. Any failure or perceived failure by us to
comply with federal, state or foreign laws or regulations, industry standards, contractual obligations or other legal
obligations, or any actual or suspected security incident, whether or not resulting in unauthorized access to, or
acquisition, release or transfer of personal information or other data, may result in governmental enforcement
actions and prosecutions, private litigation, fines and penalties or adverse publicity and could cause our customers
to lose trust in us, which could have an adverse effect on our reputation, brand and business. Any inability to
adequately address privacy and security concerns, even if unfounded, or comply with applicable laws, regulations,
policies, industry standards, contractual obligations or other legal obligations could result in additional cost and
liability to us, damage our reputation and brand, inhibit sales and adversely affect our business and operating
results.
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Failure to comply with anticorruption and anti-money laundering laws, including the U.S. Foreign Corrupt
Practices Act of 1977, as amended ("FCPA"), and similar laws associated with our activities outside of the
United States could subject us to penalties and other adverse consequences.
We are subject to the FCPA, the U.S. domestic bribery statute contained in 18 U.S.C. § 201, the U.S. Travel
Act, the USA PATRIOT Act, the United Kingdom Bribery Act of 2010 ("U.K. Bribery Act") and possibly other anti-
bribery and anti-money laundering laws in countries in which we conduct activities. We face significant risks if we
fail to comply with the FCPA and other anticorruption laws that prohibit companies and their employees and third-
party intermediaries from authorizing, offering or providing, directly or indirectly, improper payments or benefits to
foreign government officials, political parties and private-sector recipients for the purpose of obtaining or retaining
business, directing business to any person or securing any advantage. In many foreign countries, particularly in
countries with developing economies, it may be a local custom that businesses engage in practices that are
prohibited by the FCPA or other applicable laws and regulations. In addition, we use various third parties to sell our
solutions and conduct our business abroad. We or our third-party intermediaries may have direct or indirect
interactions with officials and employees of government agencies or state-owned or affiliated entities and we can be
held liable for the corrupt or other illegal activities of these third-party intermediaries, our employees,
representatives, contractors, partners and agents, even if we do not explicitly authorize such activities. We continue
to update and implement our FCPA/anti-corruption compliance program and no assurance can be given that all of
our employees and agents, as well as those companies to which we outsource certain of our business operations,
will not take actions in violation of our policies and applicable law, for which we may be ultimately held responsible.
Any violation of the FCPA, other applicable anticorruption laws and anti-money laundering laws could result in
whistleblower complaints, adverse media coverage, investigations, loss of export privileges, severe criminal or civil
sanctions and, in the case of the FCPA, suspension or debarment from U.S. government contracts, which could
have a material and adverse effect on our reputation, brand, business, operating results and prospects. In addition,
responding to any enforcement action may result in a materially significant diversion of management’s attention and
resources and significant defense costs and other third-party professional fees.
We are subject to governmental export and import controls that could impair our ability to compete in
international markets or subject us to liability if we violate the controls.
Our solutions are subject to U.S. export controls, including the Export Administration Regulations and
economic sanctions administered by the Office of Foreign Assets Control, and we incorporate encryption
technology into certain of our solutions. These encryption products and the underlying technology may be exported
outside of the United States only with the required export authorizations, including by license, a license exception or
other appropriate government authorizations, including the filing of an encryption registration.
Furthermore, our activities are subject to the U.S. economic sanctions laws and regulations that prohibit the
shipment of certain products and services without the required export authorizations, including to countries,
governments and persons targeted by U.S. embargoes or sanctions. Additionally, the U.S. government has recently
been critical of existing trade agreements and may impose more stringent export and import controls. Obtaining the
necessary export license or other authorization for a particular sale may be time-consuming and may result in the
delay or loss of sales opportunities even if the export license ultimately may be granted. While we take precautions
to prevent our solutions from being exported in violation of these laws, including obtaining authorizations for our
encryption products, implementing IP address blocking and screenings against U.S. government and international
lists of restricted and prohibited persons, we cannot guarantee that the precautions we take will prevent violations of
export control and sanctions laws. Violations of U.S. sanctions or export control laws can result in significant fines or
penalties and possible incarceration for responsible employees and managers could be imposed for criminal
violations of these laws.
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We also note that if our channel partners fail to obtain appropriate import, export or re-export licenses or
permits, we may also be adversely affected, through reputational harm as well as other negative consequences
including government investigations and penalties. We presently incorporate export control compliance
requirements into our channel partner agreements; however, no assurance can be given that our channel partners
will be able to comply with such requirements.
Also, various countries, in addition to the United States, regulate the import and export of certain encryption
and other technology, including import and export licensing requirements, and have enacted laws that could limit
our ability to distribute our solutions or could limit our end customers’ ability to implement our solutions in those
countries. Changes in our solutions or future changes in export and import regulations may create delays in the
introduction of our solutions in international markets, prevent our end customers with international operations from
deploying our solutions globally or, in some cases, prevent the export or import of our solutions to certain countries,
governments, or persons altogether. From time to time, various governmental agencies have proposed additional
regulation of encryption technology, including the escrow and government recovery of private encryption keys. Any
change in export or import regulations, economic sanctions or related legislation, increased export and import
controls stemming from U.S. government policies, or change in the countries, governments, persons or
technologies targeted by such regulations, could result in decreased use of our solutions by, or in our decreased
ability to export or sell our solutions to, existing or potential end customers with international operations. Any
decreased use of our solutions or limitation on our ability to export or sell our solutions would adversely affect our
business, operating results and prospects.
Our international operations expose us to additional risks, and failure to manage those risks could
adversely affect our business, operating results and cash flows.
We derive a significant portion of our revenue from end customers and channel partners outside the United
States. We derived approximately 46%, 46% and 44% of our total revenue from our international customers based
on bill-to-location for fiscal 2020, 2021 and 2022, respectively. We are continuing to adapt to and develop strategies
to address international markets but there is no guarantee that such efforts will have the desired effect. As of July
31, 2022, approximately 56% of our full-time employees were located outside of the United States. We expect that
our international activities will continue to grow over the foreseeable future as we continue to pursue opportunities in
existing and new international markets, which will require significant management attention and financial resources.
We are subject to risks associated with having significant worldwide operations, including, but not limited to:
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business practices may differ from those in the United States and may require us in the future to include
terms other than our standard terms in customer, channel partner, employee, consultant and other
contracts;
political, economic and social instability or uncertainty around the world, including the results and
impact of the United Kingdom's separation from the European Union, commonly known as "Brexit";
potential changes in trade relations arising from policy initiatives implemented by, or statements made
by, the U.S. government, which has been critical of existing and proposed trade agreements;
the potential impact of tariffs or other trade restrictions imposed by, or threatened to be imposed by, the
U.S. government, such as the tariffs imposed on Chinese imports to the United States;
greater difficulty in enforcing contracts, judgments and arbitration awards in international courts, and in
collecting accounts receivable and longer payment and collection periods;
greater risk of unexpected changes in regulatory practices, tariffs and tax laws and treaties;
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risks associated with trade restrictions and foreign legal requirements, including the importation,
certification and localization of our solutions required in foreign countries;
greater risk of a failure of foreign employees, partners, distributors and resellers to comply with both
U.S. and foreign laws, including antitrust regulations, the FCPA, the U.K. Bribery Act, U.S. or foreign
sanctions regimes and export or import control laws and any trade regulations ensuring fair trade
practices;
heightened risk of unfair or corrupt business practices in certain geographies and of improper or
fraudulent sales arrangements that may impact financial results and result in restatements of, or
irregularities in, financial statements;
requirements to comply with foreign privacy, data protection and information security laws and
regulations and the risks and costs of noncompliance;
reduced or uncertain protection for intellectual property rights in some countries;
impediments to the flow of foreign exchange capital payments and receipts due to exchange controls
instituted by certain foreign governments;
increased expenses incurred in establishing and maintaining corporate entities, office space and
equipment for our international operations;
difficulties in managing and staffing international offices and increased travel, infrastructure and legal
and regulatory compliance costs associated with multiple international locations, including costs related
to additional regulatory reviews or audits, financial accounting and reporting obligations and
international cybersecurity requirements;
greater difficulty in identifying, attracting and retaining local experienced personnel, and the costs and
expenses associated with such activities;
the challenge of managing a development team in geographically disparate locations;
• management communication and integration problems resulting from cultural and geographic
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dispersion;
differing employment practices and labor relations issues;
fluctuations in exchange rates between the U.S. dollar and foreign currencies in markets where we do
business; and
treatment of revenue from international sources for tax purposes and changes in tax laws, regulations
or official interpretations, including being subject to foreign tax laws and being liable for paying
withholding, income or other taxes in foreign jurisdictions.
As we expand our business globally, our success will depend, in large part, on our ability to anticipate and
effectively manage these risks. These factors and other factors could harm our ability to gain future international
revenue and, consequently, materially impact our business, operating results and financial condition. The expansion
of our existing international operations and entry into additional international markets will require significant
management attention and financial resources. Our failure to successfully manage our international operations and
the associated risks effectively could limit the future growth of our business.
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A number of our solutions incorporate software provided under open source licenses which may restrict or
impose certain obligations on how we use or distribute our solutions or subject us to various risks and
challenges, which could result in increased development expenses, delays or disruptions to the release or
distribution of those solutions, inability to protect our intellectual property rights and increased
competition.
Certain significant components of our solutions incorporate or are based upon open source software, and we
may incorporate open source software into other solutions in the future. Such open source software is generally
licensed under open source licenses, including, for example, the GNU General Public License, the GNU Lesser
General Public License, "Apache-style" licenses, "BSD-style" licenses and other open source licenses. The use of
open source software subjects us to a number of risks and challenges, including, but not limited to:
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If open source software programmers, most of whom we do not employ, do not continue to develop and
enhance open source technologies, our development expenses could increase and our product release
and upgrade schedules could be delayed.
• Open source software is open to further development or modification by anyone. As a result, others
may develop such software to be competitive with our platform and may make such competitive
software available as open source. It is also possible for competitors to develop their own solutions
using open source software, potentially reducing the demand for, and putting price pressure on, our
solutions.
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The licenses under which we license certain types of open source software may require that, if we
modify the open source software we receive, we are required to make such modified software and other
related proprietary software of ours publicly available without cost and on the same terms. In addition,
some open source licenses appear to be permissive in that internal use of the open source software is
allowed, but prohibit commercial uses, or treat provision of cloud services as triggering the requirement
to make proprietary software publicly available. Accordingly, we monitor our use of open source
software in an effort to avoid subjecting our proprietary software to such conditions and others we do
not intend. Although we believe that we have complied with our obligations under the various applicable
licenses for open source software that we use, our processes used to monitor how open source
software is used could be subject to error. In addition, there is little or no legal precedent governing the
interpretation of terms in most of these licenses and licensors sometimes change their license terms.
Therefore, any improper usage of open source, including a failure to identify changes in license terms,
could result in unanticipated obligations regarding our solutions and technologies, which could have an
adverse impact on our intellectual property rights and our ability to derive revenue from solutions
incorporating the open source software.
If an author or other third party that distributes such open source software were to allege that we had
not complied with the conditions of one or more of these licenses, we could be required to incur legal
expenses defending against such allegations, or engineering expenses in developing a substitute
solution.
If we are unable to successfully address the challenges of integrating offerings based upon open source
technology into our business, our business and operating results may be adversely affected and our development
costs may increase.
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We are exposed to fluctuations in currency exchange rates, which could negatively affect our operating
results.
Our sales contracts are denominated in U.S. dollars, and therefore, substantially all of our revenue is not
subject to foreign currency risk. However, the recent relative strengthening of the U.S. dollar has increased, and
may continue to increase, the real cost of our solutions to our end customers outside of the United States, which
could adversely affect our financial condition and operating results. In addition, an increasing portion of our
operating expenses is incurred outside the United States, is denominated in foreign currencies such as the Euro,
the Pound Sterling, the Indian Rupee, the Canadian Dollar and the Australian Dollar, and is subject to fluctuations
due to changes in foreign currency exchange rates. In particular, current geopolitical instability and fiscal and
monetary policies have caused, and may continue to cause, significant volatility in the currency exchange rates, and
such volatility may continue for the foreseeable future. If we become more exposed to currency fluctuations and are
not able to successfully hedge against the risks associated with currency fluctuations, our operating results could be
adversely affected. Furthermore, such currency fluctuations may also adversely impact our ability to accurately
predict our future financial results. To date, we have not entered into any hedging arrangements with respect to
foreign currency risk or other derivative instruments.
Taxing authorities may successfully assert that we should have collected or in the future should collect
sales and use, value added or similar taxes, and we could be subject to liability with respect to past or
future sales, which could adversely affect our operating results.
We do not collect sales and use, value added or similar taxes in all jurisdictions in which we have sales, and
we have been advised that such taxes are not applicable to our products and services in certain jurisdictions. Sales
and use, value added and similar tax laws and rates vary greatly by jurisdiction. Certain jurisdictions in which we do
not collect such taxes may assert that such taxes are applicable. The U.S. Supreme Court’s decision in South
Dakota v. Wayfair, Inc., which increased states’ ability to assert taxing jurisdiction on out-of-state retailers, could
result in additional jurisdictions asserting that sales and use or other taxes apply to our products and services. The
assertion that such taxes are applicable by a jurisdiction in which we do not collect such taxes could result in tax
assessments, penalties and interest, to us or our end customers for past amounts, and we may be required to
collect such taxes in the future. If we are unsuccessful in collecting such taxes from our end customers, we could be
held liable for such costs, which may adversely affect our operating results.
Our international operations may subject us to potential adverse tax consequences.
We have expanded our international operations and staff to better support our growth into the international
markets. Our corporate structure and associated transfer pricing policies contemplate the business flows and future
growth into the international markets, and consider the functions, risks and assets of the various entities involved in
the intercompany transactions. The amount of taxes we pay in different jurisdictions may depend on the application
of the tax laws of the various jurisdictions, including the United States, to our international business activities,
changes in tax rates, new or revised tax laws or interpretations of existing tax laws and policies and our ability to
operate our business in a manner consistent with our corporate structure and intercompany arrangements. The
taxing authorities of the jurisdictions in which we operate may challenge our methodologies for pricing intercompany
transactions pursuant to the intercompany arrangements or disagree with our determinations as to the income and
expenses attributable to specific jurisdictions. If such a challenge or disagreement were to occur, and our position
was not sustained, we could be required to pay additional taxes, interest and penalties, which could result in one-
time tax charges, higher effective tax rates, reduced cash flows and lower overall profitability of our operations. Our
financial statements could fail to reflect adequate reserves to cover such a contingency.
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Changes in global tax laws could increase our worldwide tax rate and could have a material adverse effect
on our business, cash flow, results of operations or financial conditions.
Global tax developments applicable to multinational businesses may have a material impact to our business,
cash flow from operating activities, or financial results. The Biden administration has made several corporate
income tax proposals, including proposed increases to the U.S. corporate income tax rate, global minimum tax, and
increased taxation of international business operations. International organizations such as the Organization for
Economic Cooperation and Development, have published Base Erosion and Profit Shifting action plans that, if
adopted by countries where we do business, could increase our tax obligations in these countries. In addition,
several countries have proposed or enacted Digital Services Taxes ("DST"), many of which would apply to
revenues derived from digital services. We will continue to assess the ongoing impact of these current and pending
changes to global tax legislation and the impact on the Company's future financial statements upon the finalization
of laws, regulations and additional guidance. In addition, as we continue to evaluate our corporate structure, any
changes to the taxation of undistributed foreign earnings could also change our plans regarding reinvestment of
such earnings. Due to the large scale of our U.S. and international business activities, many of these enacted and
proposed changes to the taxation of our activities could increase our worldwide effective tax rate and have an
adverse effect on our operating results, cash flow or financial condition.
Certain EU and other jurisdictions have introduced anti-hybrid provisions, which came into force in EU member
states on January 1, 2020 (subject to relevant derogations). The scope of these rules is wide-reaching and can
apply to disallow certain deductions for corporate tax purposes where hybrid entities exist within a company
structure. These provisions may place additional burden on our management to assess the impact of the rules and
potentially create additional tax costs. EU countries and other jurisdictions will continue to interpret or issue
additional guidance on how provisions of the anti-hybrid will be applied, which, if applicable, may materially impact
our financial statements and cash flow. Separately, as a result of the complexity of, and lack of clear precedent or
authority with respect to, the application of various income tax laws to our corporate structure, tax authorities may
challenge how we report our transactions, which may increase our costs and impact our operations.
We are subject to income taxes as well as non-income-based taxes, in both the U.S. and various foreign
jurisdictions. Many judgments are required in determining our worldwide provision for income taxes and other tax
liabilities, and we are under audit by various tax authorities, which often do not agree with positions taken by us on
our income and non-income-based tax returns. Although we believe that our estimates are reasonable, the ultimate
tax outcome may differ from the amounts recorded in our consolidated financial statements and may materially
affect our financial results in the period or periods for which such determination is made.
Our ability to use our net operating loss carryforwards and certain other tax attributes may be limited.
In general, under Section 382 of the United States Internal Revenue Code of 1986, as amended (the "Code"),
a corporation that undergoes an ownership change is subject to limitations on its ability to utilize its pre-change net
operating losses ("NOLs"), and other tax attributes to offset future taxable income. An ownership change occurs
when a company’s "five-percent shareholders" (as defined in Section 382 of the Code) collectively increase their
ownership in the company by more than 50 percentage points (by value) over a rolling three-year period. Similar
limitations may apply for state tax purposes. If our existing NOLs are subject to limitations arising from previous
ownership changes, our ability to utilize NOLs could be limited by Section 382 of the Code. We may experience
ownership changes in the future as a result of subsequent shifts in our stock ownership. In addition, at the state
level, there may be periods during which the use of net operating losses is suspended or otherwise limited.
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Our business is subject to the risks of natural disasters (including extreme weather), man-made problems
and other similar events that may be outside of our control.
Significant natural disasters (such as earthquakes, fires, floods, and extreme weather), man-made problems
(such as significant power outages, security breaches, acts of terrorism or war, civil unrests, or geopolitical turmoil),
and other similar events that may be outside of our control could have an adverse impact on our business and
operating results. For example, despite the implementation of network security measures, our networks also may be
vulnerable to computer viruses, break-ins and similar disruptions from unauthorized tampering with our solutions.
Further, both our corporate headquarters and our main contract manufacturers are located in the San Francisco
Bay Area, a region known for seismic activity. In addition, natural disasters (including extreme weather) and man-
made problems could cause disruptions in our or our end customers’ or channel partners’ businesses, our suppliers’
and manufacturers’ operations or the global economy as a whole. We also rely on IT systems to communicate
among our workforce and with third parties. Any disruption to our communications, whether caused by a natural
disaster or by man-made problems, such as power disruptions, could adversely affect our business. We do not
have a formal disaster recovery plan or policy in place and do not currently require that our manufacturing partners
have such plans or policies in place. To the extent that any such disruptions result in delays or cancellations of
orders or impede our suppliers’ or our manufacturers’ ability to timely deliver our solutions and product components,
or the deployment of our solutions, our business, operating results and financial condition would be adversely
affected. We do maintain what we believe are commercially reasonable levels of business interruption insurance.
However, such insurance may not adequately cover our losses in the event of a significant disruption in our
business.
If we are the victim of a cyber attack or other cyber security incident and our networks, computer systems
or software solutions are breached or unauthorized access to sensitive or proprietary information,
including employee or customer data, otherwise occurs, our business operations may be interrupted, our
reputation and brand may be damaged, and we may incur significant liabilities.
Cyber attacks designed to gain access to sensitive or proprietary information by breaching mission critical
systems of large organizations are constantly evolving, and high-profile electronic security breaches leading to the
unauthorized release of sensitive or proprietary information, including employee and customer information, have
occurred at a number of large companies in recent years. Companies in our industry have reported that they have
been subject to such cyber attacks, including attacks potentially from nation-state actors, and we could be subject to
similar attempted attacks. More generally, computer malware, viruses, social engineering (predominantly spear
phishing attacks) and general hacking have become prevalent in our industry, particularly against cloud services,
and we and companies like us can suffer security breaches from a variety of causes, whether due to third-party
action, software bugs or vulnerabilities or coding errors, physical break-ins, employee error, malfeasance or
otherwise. In addition, retaliatory acts by Russia in response to Western sanctions could include cyber attacks that
could disrupt the economy or that could also either directly or indirectly impact our operations.
We regularly face a wide variety of attempted attacks of this nature, some of which may be successful,
although none to-date have had a significant impact on our business. As we transition to offering more cloud-based
solutions, as well as those based on our partnerships with third party public cloud providers, we and our third-party
public cloud providers may increasingly be the target of cyber threats.
Because the techniques used and vulnerabilities exploited to obtain unauthorized access or to sabotage
systems change frequently, and generally are not identified until they are launched against a target, we may be
unable to anticipate these techniques or vulnerabilities or implement adequate preventative measures. We may also
experience security breaches that may remain undetected for an extended period.
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If any unauthorized access to or security breach of our solutions occurs, such an event could result in the loss
of data, loss of intellectual property or trade secrets, loss of business, severe reputational or brand damage
adversely affecting end customer or investor confidence, regulatory investigations and orders and other
enforcement actions, litigation, indemnity obligations, damages for contract breach and penalties for violation of
privacy, data protection and other applicable laws, regulations or contractual obligations. We may also be subject to
potentially significant costs for remediation that may include liability for stolen assets or information and repair of
system damage that may have been caused or incentives offered to end customers or other business partners in an
effort to maintain business relationships after a breach and other liabilities. Additionally, any such event or
perceived event could impact our reputation and brand, harm customer confidence, hurt our sales and expansion
into existing and new markets or cause us to lose potential or existing end customers. Any actual, potential or
anticipated attack may cause us to incur increasing costs, including costs to deploy additional personnel and
protection technologies, train employees and engage third-party experts and consultants.
Furthermore, a high-profile security breach suffered, or perceived to have been suffered, by an industry peer
may entail a general loss of trust in our industry and thereby have a similar adverse impact on our business and
financial performance as a direct breach suffered by us. We could be required to expend significant capital and
other resources to alleviate problems caused by such actual or perceived breaches and to remediate our systems,
we could be exposed to a risk of loss, litigation or regulatory action and possible liability, and our ability to operate
our business may be impaired.
In addition, if the security measures of our end customers, partners, vendors, or suppliers are compromised,
even without any actual compromise of our own systems or of our solutions used by such end customers, partners,
vendors, or suppliers, we may face negative publicity, reputational harm or brand damage if our end customers,
partners, vendors, or suppliers or anyone else incorrectly attributes the blame for such security breaches to us or
our solutions. If end customers believe that our solutions do not provide adequate security for the storage of
personal or other sensitive or proprietary information or the transmission of such information over the internet, our
business will be harmed. End customers’ concerns about security or privacy may deter them from using our
solutions for activities that involve personal or other sensitive information, which may significantly affect our
business and operating results.
Moreover, we have acquired a number of companies, products, services and technologies over the years.
Although we devote significant resources to address any security issues with respect to such acquisitions, we may
still inherit additional risks as we integrate these companies, products, services and technologies into our business
and solutions.
We have expanded and may further expand through acquisitions of, or investments in, other companies,
each of which may divert our management’s attention, resulting in additional dilution to our stockholders
and consumption of resources that are necessary to sustain and grow our business.
Our business strategy may, from time to time, include acquiring other complementary products, technologies
or businesses. We also may enter into relationships with other businesses in order to expand our solutions, which
could involve preferred or exclusive licenses, additional channels of distribution or discount pricing or investments in
other companies. Negotiating these transactions can be time-consuming, difficult and expensive, and our ability to
close these transactions may be subject to third-party approvals, such as government regulatory approvals, which
are beyond our control. Consequently, we can make no assurance that these transactions once undertaken and
announced, will close.
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These kinds of acquisitions or investments may result in unforeseen expenditures and operating and
integration difficulties, especially if the acquisitions or investments are more complex in structure and scope,
including due to the geographic location of the acquired company. In particular, we may encounter difficulties
assimilating or integrating the businesses, technologies, products, personnel or operations of companies that we
may acquire, particularly if the key personnel of the acquired business choose not to work for us. We may have
difficulty retaining the customers of any acquired business or the acquired technologies or research and
development expectations may prove unsuccessful. Acquisitions may also disrupt our ongoing business, divert our
resources, require significant management attention that would otherwise be available for development of our
business and may be viewed negatively by our end customers, investors or securities analysts. We may not
successfully evaluate or utilize the acquired technology or personnel, or accurately forecast the financial impact of
an acquisition transaction, including accounting charges. Any acquisition or investment could expose us to unknown
liabilities and risks, and we may incur additional costs and expenses necessary to address an acquired company’s
failure to comply with laws and governmental rules and regulations. Moreover, we cannot assure you that the
anticipated benefits of any acquisition or investment would be realized in a timely manner, if at all, or that we would
not be exposed to unknown liabilities. In connection with these types of transactions, we may issue additional equity
securities that would dilute our stockholders, use cash that we may need in the future to operate our business, incur
debt on terms unfavorable to us or that we are unable to repay, incur large charges or substantial liabilities,
encounter difficulties integrating diverse business cultures and become subject to adverse tax consequences,
substantial depreciation or deferred compensation charges. These challenges related to acquisitions or investments
could adversely affect our business, operating results, financial condition and prospects.
Risks Related to Our Convertible Notes
As of July 31, 2022, we had outstanding $145.7 million aggregate principal amount of 0% convertible senior
notes due 2023 (the "2023 Notes"), $750.0 million aggregate principal amount of 2.50% convertible senior notes
due 2026 (the "2026 Notes"), and $575.0 million aggregate principal amount of 0.25% convertible senior notes due
2027 (the “2027 Notes,” together with the 2023 Notes and the 2026 Notes, the “Notes”).
Servicing the Notes may require a significant amount of cash, and we may not have sufficient cash or the
ability to raise the funds necessary to settle conversions of the Notes in cash, to repay the Notes at
maturity, or to repurchase the Notes upon a fundamental change.
Holders of each series of Notes will have the right to require us to repurchase all or a portion of their Notes
upon the occurrence of a fundamental change before the applicable maturity date at a repurchase price equal to
100% of the principal amount of such Notes to be repurchased, plus accrued and unpaid special interest, if any. In
addition, upon conversion of the Notes, unless we elect to deliver solely shares of our Class A common stock to
settle such conversion (other than paying cash in lieu of delivering any fractional share), we will be required to make
cash payments in respect of the Notes being converted. Moreover, we will be required to repay the Notes of a
series in cash at their maturity unless earlier converted or repurchased. For example, the 2023 Notes mature on
January 15, 2023, unless earlier converted or repurchased. We may not have enough available cash or be able to
obtain financing at the time we are required to make repurchases of Notes of a series surrendered therefor or pay
cash with respect to Notes of such series being converted or at their maturity.
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In addition, our ability to repurchase Notes of a series or to pay cash upon conversions of such Notes or at
their maturity may be limited by law, regulatory authority or agreements governing our future indebtedness. Our
failure to repurchase Notes of a series at a time when the repurchase is required by the applicable indenture or to
pay cash upon conversions of such Notes or at their maturity as required by the applicable indenture would
constitute a default under such indenture. A default under the applicable indenture or the fundamental change itself
could also lead to a default under agreements governing our future indebtedness. Moreover, the occurrence of a
fundamental change under the applicable indenture could constitute an event of default under any such agreement.
If the payment of the related indebtedness were to be accelerated after any applicable notice or grace periods, we
may not have sufficient funds to repay the indebtedness or to pay cash amounts due upon conversion, upon
required repurchase or at maturity of the applicable series of Notes.
The 2026 Notes bear interest at a rate of 2.50% per annum, with such interest to be paid in kind on the 2026
Notes held by Bain through an increase in the principal amount of the 2026 Notes, and paid in cash on any 2026
Notes transferred to entities that are not affiliated with Bain Capital, LP ("Bain"), on a semi-annual basis. The 2027
Notes bear interest at a rate of 0.25% per annum, with such interest to be paid semi-annually in arrears on each
April 1 and October 1. Our ability to make scheduled payments of interest depends on our future performance,
which is subject to economic, financial, competitive, and other factors beyond our control. Our business may not be
able to generate cash flows from operations in the future that are sufficient to service our debt and make necessary
capital expenditures. If we are unable to generate such cash flows, we may be required to adopt one or more
alternatives, such as selling assets, restructuring debt, or obtaining additional debt financing or equity capital on
terms that may be onerous or highly dilutive. Our ability to refinance our indebtedness will depend on the capital
markets and our financial condition at such time. We may not be able to engage in any of these activities or engage
in these activities on desirable terms, which could result in a default on our debt obligations. Higher prevailing
interest rates and/or a tightening supply of credit would adversely affect the terms upon which we would be able to
refinance our indebtedness, if at all. As a result, we may not be able to engage in any of these activities or engage
in these activities on desirable terms, which could result in a default on our debt obligations. In addition, any of our
future debt agreements may contain restrictive covenants that may prohibit us from adopting any of these
alternatives.
The conditional conversion feature of the Notes, if triggered, may adversely affect our financial condition
and operating results.
In the event the conditional conversion feature of the applicable series of Notes is triggered, holders of such
series of Notes will be entitled to convert their Notes at any time during specified periods at their option. If one or
more holders elect to convert their Notes, unless we elect to satisfy our conversion obligation by delivering solely
shares of our Class A common stock (other than paying cash in lieu of delivering any fractional share), we would be
required to settle a portion or all of our conversion obligation in cash, which could adversely affect our liquidity. In
addition, even if holders of a series of Notes do not elect to convert their Notes, we could be required under
applicable accounting rules to reclassify all or a portion of the outstanding principal of such series of Notes as a
current rather than long-term liability, which would result in a material reduction of our net working capital.
The accounting method for convertible debt securities that may be settled in cash, such as the Notes, has
had, and may continue to have, a material effect on our reported financial results.
On August 1, 2021, we adopted Accounting Standards Update ("ASU") 2020-06. Our adoption of this new
standard requires us to use the if-converted method for our diluted earnings per share calculation, the effect of
which is that the transaction is accounted for as if all of the outstanding Notes were to be converted into shares of
our Class A common stock. As a result, our diluted earnings per share could be adversely affected in the future. For
more information on our adoption of ASU 2020-06, refer to Note 1 of Notes to Consolidated Financial Statements
included in Part II, Item 8, of this Annual Report on Form 10-K.
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The convertible note hedge and warrant transactions entered into in connection with the issuance of the
2023 Notes may affect the value of our Class A common stock, and we are subject to counterparty risk with
respect to the convertible note hedge transactions.
In connection with the pricing of the 2023 Notes in January 2018, we entered into convertible note hedge
transactions with one or more of the initial purchasers of the 2023 Notes and/or their respective affiliates or other
financial institutions (the "Option Counterparties"). We also entered into warrant transactions with the Option
Counterparties pursuant to which we sold warrants for the purchase of our Class A common stock. In connection
with privately negotiated exchange and note repurchase transactions that we entered into in September 2021, we
terminated portions of these convertible note hedge transactions and warrant transactions. The convertible note
hedge transactions are generally expected to reduce the potential dilution upon any conversion of 2023 Notes
and/or offset any cash payments we are required to make in excess of the principal amount upon conversion of any
2023 Notes. The warrant transactions could separately have a dilutive effect to the extent that the market price per
share of our Class A common stock exceeds the strike price of the warrants.
In addition, the Option Counterparties and/or their respective affiliates may modify their hedge positions by
entering into or unwinding various derivatives with respect to our Class A common stock and/or purchasing or
selling our Class A common stock in secondary market transactions prior to the maturity of the 2023 Notes (and are
likely to do so during any observation period related to a conversion of 2023 Notes or following any repurchase of
2023 Notes by us on any fundamental change repurchase date or otherwise). This activity could also cause or
avoid an increase or a decrease in the market price of our Class A common stock. In addition, if any such
convertible note hedge and warrant transactions fail to become effective, the Option Counterparties may unwind
their hedge positions with respect to our Class A common stock, which could adversely affect the value of our Class
A common stock.
The potential effect, if any, of these transactions and activities on the market price of our Class A common
stock will depend in part on market conditions and cannot be ascertained at this time. Any of these activities could
adversely affect the value of our Class A common stock.
The Option Counterparties are financial institutions or affiliates of financial institutions, and we are subject to
the risk that one or more of such Option Counterparties may default under the convertible note hedge transactions.
Our exposure to the credit risk of the Option Counterparties will not be secured by any collateral. If any Option
Counterparty becomes subject to bankruptcy or other insolvency proceedings, we will become an unsecured
creditor in those proceedings with a claim equal to our exposure at that time under our transactions with that Option
Counterparty. Our exposure will depend on many factors but, generally, an increase in our exposure will be
correlated to an increase in our Class A common stock market price and in the volatility of the market price of our
Class A common stock. In addition, upon a default by an Option Counterparty, we may suffer adverse tax
consequences and dilution with respect to our Class A common stock. We can provide no assurance as to the
financial stability or viability of any Option Counterparty.
Risks Related to Ownership of Our Securities
The market price of our securities may be volatile and may decline.
The market price of our securities has fluctuated and may continue to fluctuate substantially. The market price
of our securities depends on a number of factors, including those described in this "Risk Factors" section, many of
which are beyond our control and may not be related to our operating performance. These fluctuations could cause
you to lose all or part of your investment in our securities. Factors that could cause fluctuations in the market price
of our securities include the following:
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price and volume fluctuations in the overall stock market from time to time;
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volatility in the market prices and trading volumes of high technology stocks;
changes in operating performance and stock market valuations of other technology companies
generally, or those in our industry in particular;
changes in financial estimates by any analysts who follow our company, including as a result of any
current and future business model transitions (including our ongoing transition to a subscription-based
business model), or our failure to meet these estimates or the expectations of investors;
the financial projections we may provide to the public, any changes in these projections or our failure to
meet these projections;
announcements by us or our competitors of new products and solutions or new or terminated significant
contracts, commercial relationships or capital commitments;
public analyst or investor reaction to our press releases, other public announcements and filings with
the SEC;
rumors and market speculation involving us or other companies in our industry;
actual or anticipated changes or fluctuations in our operating results;
actual or anticipated developments in our business or our competitors’ businesses or the competitive
landscape generally;
actual or threatened litigation involving us, our industry or both, or investigations by regulators into our
operations or those of our competitors;
developments or disputes concerning our intellectual property or our solutions, or third-party proprietary
rights;
rumored, announced or completed acquisitions of businesses or technologies of or by us or our
competitors;
new laws or regulations or new interpretations of existing laws or regulations applicable to our business;
changes in accounting standards, policies, guidelines, interpretations or principles;
any major changes in our management or our Board of Directors;
general economic conditions and slow or negative growth of our markets; and
other events or factors which may be outside of our control, such as political and social unrest, terrorist
attacks, hostilities, war, malicious human acts, climate change, natural disasters (including extreme
weather), pandemics or other major public health concerns (such as the ongoing COVID-19 pandemic),
and other similar events, or responses to these events.
54
In addition, the stock market in general, and the market for technology companies in particular, has
experienced extreme price and volume fluctuations that have often been unrelated or disproportionate to the
operating performance of those companies. Broad market and industry factors may seriously affect the market price
of our securities, regardless of our actual operating performance. In addition, in the past, following periods of
volatility in the overall market and the market prices of a particular company’s securities, securities class action
litigation has often been instituted against that company. For example, following our earnings release in February
2019, the price of our Class A common stock fell significantly and, as a result, multiple class action securities
lawsuits have been filed against us, as well as multiple shareholder derivative claims. These securities litigation
matters, as well as any additional securities litigation matters that may be instituted against us, could result in
substantial costs, divert our management’s attention and resources from our business, and adversely impact our
reputation and brand. This could have an adverse effect on our business, operating results and financial condition.
Sales of substantial amounts of our Class A common stock in the public markets, or the perception that
they might occur, could reduce the price that our securities might otherwise attain and may dilute your
voting power and your ownership interest in us.
Sales of a substantial number of shares of our Class A common stock in the public markets, particularly sales
by our directors, executive officers and significant stockholders, or the perception that these sales could occur,
could adversely affect the market price of our Class A common stock.
We have reserved a substantial number of shares of our Class A common stock for issuance upon vesting or
exercise of our equity compensation plans, upon conversion of the Notes and in relation to warrant transactions we
entered into in connection with the pricing of the 2023 Notes.
We have also registered the offer and sale of all shares of our Class A common stock that we may issue under
our equity compensation plans.
We may also issue our shares of Class A common stock or additional securities convertible into shares of our
Class A common stock from time to time in connection with a financing, acquisition, investments or otherwise. Any
such issuance could result in substantial dilution to our existing stockholders and cause the market price of our
Class A common stock to decline.
55
Conversion of our Notes may dilute the ownership interest of existing stockholders, or may otherwise
depress the price of our securities.
The conversion of some or all of our Notes, to the extent we deliver shares upon conversion thereof, will dilute
the ownership interests of existing stockholders, reduce our earnings per share and potentially have an adverse
effect on the price of our securities. Any sales in the public market of our Class A common stock issuable upon such
conversion could adversely affect prevailing market prices of our securities. In addition, the existence of the Notes
may encourage short selling by market participants because the conversion of the Notes could be used to satisfy
short positions, or anticipated conversion of the Notes into shares of our Class A common stock could depress the
price of our securities.
If financial or industry analysts do not publish research or reports about our business, if they have
difficulty understanding the changes to our business model, or if they issue inaccurate or unfavorable
research regarding our securities, our stock price and trading volume could decline.
The trading market for our securities will be influenced by the research and reports that industry or financial
analysts publish about us or our business. We do not control these analysts or the content and opinions included in
their reports. In addition, we are in a period of transition to a subscription-based business model in the long term,
which analysts may not have historically reflected, or may not accurately in the future reflect, in their research. The
foregoing factors could affect analysts' ability to accurately forecast our results and make it more likely that we fail to
meet their estimates. In the event we obtain industry or financial analyst coverage, if any of the analysts who cover
us issue an inaccurate or unfavorable opinion regarding our securities, the price of our securities would likely
decline. In addition, the stock prices of many companies in the high technology industry have declined significantly
after those companies have failed to meet, or in some cases failed to significantly exceed, the financial guidance
publicly announced by the companies or the expectations of analysts. If our financial results fail to meet (or
significantly exceed) our announced guidance or the expectations of analysts or public investors, analysts could
downgrade our Class A common stock or publish unfavorable research about us. If one or more of these analysts
cease coverage of our company or fail to publish reports on us regularly, we could lose visibility in the financial
markets, which in turn could cause the price of our securities or trading volume to decline, potentially significantly.
Certain provisions in our charter documents and under Delaware law could make an acquisition of our
company more difficult, limit attempts by our stockholders to replace or remove members of our Board of
Directors or current management and may adversely affect the market price of our securities.
Our amended and restated certificate of incorporation and amended and restated bylaws contain provisions
that could delay or prevent a change in control of our company. These provisions could also make it difficult for
stockholders to elect directors that are not nominated by the current members of our Board of Directors or take
other corporate actions, including effecting changes in our management. These provisions include:
•
•
•
•
a classified Board of Directors with three-year staggered terms, which could delay the ability of
stockholders to change the membership of a majority of our Board of Directors;
the ability of our Board of Directors to issue shares of preferred stock and to determine the price and
other terms of those shares, including preferences and voting rights, without stockholder approval,
which could be used to significantly dilute the ownership of a hostile acquirer;
the exclusive right of our Board of Directors to elect a director to fill a vacancy created by the expansion
of our Board of Directors or the resignation, death or removal of a director, which prevents stockholders
from being able to fill vacancies on our Board of Directors;
a prohibition on stockholder action by written consent, which forces stockholder action to be taken at an
annual or special meeting of our stockholders;
56
•
•
•
•
the requirement that a special meeting of stockholders may be called only by the chairman of our Board
of Directors, our lead independent director, our president, our secretary or a majority vote of our Board
of Directors, which could delay the ability of our stockholders to force consideration of a proposal or to
take action, including the removal of directors;
the requirement for the affirmative vote of holders of at least 66 2⁄3% of the voting power of all of the
then outstanding shares of the voting stock, voting together as a single class, to amend the provisions
of our amended and restated certificate of incorporation relating to the issuance of preferred stock and
management of our business or our amended and restated bylaws, which may inhibit the ability of an
acquirer to effect such amendments to facilitate an unsolicited takeover attempt;
the ability of our Board of Directors, by majority vote, to amend our amended and restated bylaws,
which may allow our Board of Directors to take additional actions to prevent an unsolicited takeover and
inhibit the ability of an acquirer to amend our amended and restated bylaws to facilitate an unsolicited
takeover attempt; and
advance notice procedures with which stockholders must comply to nominate candidates to our Board
of Directors or to propose matters to be acted upon at a stockholders’ meeting, which may discourage
or deter a potential acquirer from conducting a solicitation of proxies to elect the acquirer’s own slate of
directors or otherwise attempting to obtain control of us.
In addition, as a Delaware corporation, we are subject to Section 203 of the Delaware General Corporation
Law. These provisions may prohibit large stockholders, in particular those owning 15% or more of our outstanding
voting stock, from merging or combining with us for a certain period of time.
We do not intend to pay dividends in the foreseeable future. As a result, your ability to achieve a return on
your investment will depend on appreciation in the price of our Class A common stock.
We have never declared or paid any cash dividends on our Class A common stock. We currently intend to
retain all available funds and any future earnings for use in the operation and expansion of our business and do not
anticipate paying any dividends on our Class A common stock in the foreseeable future. Any determination to pay
dividends in the future will be at the discretion of our Board of Directors. Accordingly, investors must rely on sales of
their Class A common stock after price appreciation, which may never occur, as the only way to realize any future
gains on their investments.
57
Item 1B. Unresolved Staff Comments
Not Applicable.
Item 2. Properties
Our corporate headquarters are located in San Jose, California where, under lease agreements that expire
through May 2030, we currently lease approximately 432,000 square feet of space. Following an evaluation of our
longer-term facilities plans due to our transition to a hybrid work environment, we recently entered into amendments
to these lease agreements to reduce the leased space to approximately 215,000 square feet beginning in June
2024. We also maintain offices in North America, Europe, Asia Pacific, the Middle East, Latin America, and Africa.
We lease all of our facilities and do not own any real property. We believe that our facilities are adequate to meet
our needs for the immediate future and that, should it be needed, we would lease suitable additional space to
accommodate our operations.
Item 3. Legal Proceedings
The information set forth under the "Legal Proceedings" subheading in Note 7 of Notes to Consolidated
Financial Statements included in Part II, Item 8 of this Annual Report on Form 10-K is incorporated herein by
reference.
Item 4. Mine Safety Disclosures
Not Applicable.
58
PART II
Item 5. Market for Registrant's Common Equity, Related Stockholder Matters and Issuer Purchases of
Equity Securities
Market Information for Common Stock
Our Class A common stock began trading publicly on the NASDAQ Stock Market under the ticker symbol
"NTNX" on September 30, 2016. Prior to that time, there was no public market for our Class A common stock. The
following table sets forth, for the periods indicated, the high and low sale prices of our Class A common stock as
reported on the Nasdaq Global Select Market.
Fiscal Quarter:
First quarter
Second quarter
Third quarter
Fourth quarter
Holders of Record
Fiscal 2021
Fiscal 2022
High
Low
High
Low
$
$
$
$
28.71
33.86
35.07
39.95
$
$
$
$
20.84
23.36
25.65
26.54
$
$
$
$
43.95
36.28
28.47
26.34
$
$
$
$
33.10
24.71
22.14
13.75
As of July 31, 2022, there were 92 holders of record of our Class A common stock. This figure does not
include a substantially greater number of "street name" holders or beneficial holders of our common stock whose
shares are held of record by banks, brokers and other financial institutions.
Dividend Policy
We have never declared or paid cash dividends on our common stock. We currently intend to retain all
available funds and any future earnings for use in the operation of our business and do not anticipate paying any
dividends in the foreseeable future. Any future determination to declare dividends will be made at the discretion of
our Board of Directors, subject to applicable laws and will depend on our financial condition, operating results,
capital requirements, general business conditions and other factors that our Board of Directors may deem relevant.
Unregistered Sales of Equity Securities and Use of Proceeds
None.
59
Purchases of Equity Securities by the Issuer
Share Repurchase Program
The following table provides information with respect to the shares of our Class A common stock we
repurchased during the fiscal year ended July 31, 2022:
Total Number
of Shares
Purchased as
Part of Publicly
Announced
Plan or
Program (1)
Approximate
Dollar Value
of Shares that
May Yet Be
Purchased
Under the
Plans or
Programs (1)
Total Number
of Shares
Purchased
Average
Price Paid
per Share
1,368,780
$
42.77
1,368,780
$
—
Period
September 1, 2021 - September 30,
2021
(1)
In September 2021, we used approximately $58.5 million of the net cash proceeds from the issuance of $97.7 million in
aggregate principal amount of our 0.25% convertible senior notes due 2027 to repurchase shares of Class A common
stock in open market transactions.
60
Stock Performance Graph
The following graph shows a comparison from July 31, 2017 through July 31, 2022 of the cumulative total
return for our Class A common stock based on the closing price on the last day of each respective period. The
graph assumes an initial investment of $100 on July 31, 2017 in the common stock of Nutanix, Inc., the NASDAQ
Composite Index and NASDAQ Computer Index and assumes reinvestment of any dividends. The stock price
performance on the following graph is not necessarily indicative of future stock price performance.
Nutanix, Inc.
Nasdaq Composite Index
Nasdaq Computer Index
Fiscal Year
7/31/17
7/31/18
7/31/19
7/31/20
7/31/21
7/31/22
71.22
$ 100.00 $ 230.12 $ 106.85 $ 104.45 $ 169.55 $
$ 100.00 $ 122.13 $ 131.59 $ 174.72 $ 240.30 $ 204.37
$ 100.00 $ 127.40 $ 143.94 $ 210.14 $ 281.92 $ 239.56
The information on the above graph shall not be deemed to be "filed" for purposes of Section 18 of the
Securities Exchange Act of 1934, as amended, or otherwise subject to the liabilities of that section or Sections 11
and 12(a)(2) of the Securities Act, and shall not be incorporated by reference into any registration statement or
other document filed by us with the SEC, whether made before or after the date of this Annual Report on Form 10-
K, regardless of any general incorporation language in such filing, except as shall be expressly set forth by specific
reference in such filing.
61
Securities Authorized for Issuance Under Equity Compensation Plans
The information required by this item is incorporated herein by reference to our definitive proxy statement for
our 2022 annual meeting of stockholders, which will be filed no later than 120 days after the end of our fiscal year
ended July 31, 2022.
Item 6. [Reserved]
62
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations
Item 7. Management's Discussion and Analysis of Financial Condition and Results of Operations
The following discussion and analysis of our financial condition, results of operations and cash flows should be
read in conjunction with the consolidated financial statements and the related notes thereto included elsewhere in
this Annual Report on Form 10-K. The last day of our fiscal year is July 31. Our fiscal quarters end on October 31,
January 31, April 30 and July 31. This discussion contains forward-looking statements based upon current
expectations that involve risks and uncertainties. Our actual results may differ materially from those anticipated in
these forward-looking statements as a result of various factors, including those set forth under "Risk Factors" or in
other parts of this Annual Report on Form 10-K. See also "Special Note Regarding Forward-Looking Statements"
above.
Overview
Nutanix, Inc. ("we," "us," "our" or "Nutanix") provides a leading enterprise cloud platform, which we call the
Nutanix Cloud Platform, that consists of software solutions and cloud services that power our customers’ enterprise
infrastructure. Our solutions deliver a consistent cloud operating model across edge, private-, hybrid- and multicloud
environments for all applications and their data. Our solutions allow organizations to simply move their workloads,
including enterprise applications, high-performance databases, end-user computing and virtual desktop
infrastructure ("VDI") services, container-based modern applications, and analytics applications, between on-
premises and public clouds. Our goal is to provide a single, simple, open software platform for all hybrid and
multicloud applications and their data.
The Nutanix Cloud Platform can be deployed on-premises at the edge or in data centers, running on a variety
of qualified hardware platforms, in popular public cloud environments such as AWS (currently generally available)
and Microsoft Azure (currently in public preview and expected to become generally available in the future) through
Nutanix Cloud Clusters, or, in the case of our cloud-based software and software-as-a-service ("SaaS") offerings,
via hosted service. Non-portable software licenses for our platform are delivered or sold alongside configured-to-
order appliances, with a license term equal to the life of the associated appliance. Our subscription term-based
licenses are sold separately, or can also be sold alongside configured-to-order appliances. Our subscription term-
based licenses typically have terms ranging from one to five years. Our cloud-based SaaS subscriptions have terms
extending up to five years. Configured-to-order appliances, including our Nutanix-branded NX hardware line, can be
purchased from one of our channel partners, original equipment manufacturers ("OEMs") or, in limited cases,
directly from Nutanix.
Our enterprise cloud platform typically includes one or more years of support and entitlements, which provides
customers with the right to software upgrades and enhancements as well as technical support. Purchases of term-
based licenses and SaaS subscriptions have support and entitlements included within the subscription fees and are
not sold separately. Purchases of non-portable software are typically accompanied by the purchase of separate
support and entitlements.
63
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Product revenue is generated primarily from the licensing of our solutions. Support, entitlements and other
services revenue is primarily derived from the related support and maintenance contracts. Prior to fiscal 2019, we
delivered most of our solutions on an appliance, thus our revenue included the revenue associated with the
appliance and the included non-portable software, which lasts for the life of the associated appliance. However,
starting in fiscal 2018, as a result of our business model transition toward software-only sales, more of our
customers began buying appliances directly from our OEMs while separately buying licenses for our software
solutions from us or one of our channel partners. In addition, starting in fiscal 2019, as a result of our transition
towards a subscription-based business model, more of our customers began purchasing separately sold
subscription term-based licenses that could be deployed on a variety of hardware platforms. As we continue our
transition to a subscription-based business model, we expect a greater portion of our products to be delivered
through subscription term-based licenses or cloud-based SaaS subscriptions.
We had a broad and diverse base of over 22,000 end customers as of July 31, 2022, including approximately
980 Global 2000 enterprises. We define the number of end customers as the number of end customers for which
we have received an order by the last day of the period, excluding partners to which we have sold products for their
own demonstration purposes. A single organization or customer may represent multiple end customers for separate
divisions, segments, or subsidiaries, and the total number of end customers may contract due to mergers,
acquisitions, or other consolidation among existing end customers.
Our solutions are primarily sold through channel partners and OEMs and delivered directly to our end
customers. Our solutions serve a broad range of workloads, including enterprise applications, databases, virtual
desktop infrastructure, unified communications and big data analytics, and we support both virtualized and
container-based applications. We have end customers across a broad range of industries, such as automotive,
consumer goods, education, energy, financial services, healthcare, manufacturing, media, public sector, retail,
technology, and telecommunications. We also sell to service providers, who utilize our enterprise cloud platform to
provide a variety of cloud-based services to their customers.
We continue to invest in the growth of our business over the long-run, including the development of our
solutions and investing in sales and marketing to capitalize on our market opportunities, while improving our
operating cash flow performance by focusing on go-to-market efficiencies. By maintaining this balance, we believe
we can drive toward profitable growth. As discussed further in the "Impact of the COVID-19 Pandemic" and "Factors
Affecting Our Performance" sections below, both in response to the ongoing and evolving COVID-19 pandemic and
as part of our overall efforts to improve our operating cash flow performance, we have proactively taken steps to
manage our expenses. As a result, our overall spending on such efforts will fluctuate, and may decline, from quarter
to quarter in the near term.
64
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Impact of the COVID-19 Pandemic
The ongoing and evolving pandemic caused by the COVID-19 virus (collectively with any variants or related
strains thereof, "COVID-19" and the ongoing pandemic caused thereby, the "COVID-19 pandemic") significantly
curtailed the movement of people, goods and services worldwide, imposed unprecedented strains on governments,
health care systems, educational institutions, businesses and individuals around the world, including in nearly all of
the regions in which we operate, and has resulted in significant volatility and uncertainty in the global economy. In
response to the pandemic, authorities, businesses, and individuals implemented numerous unprecedented
measures, including travel bans and restrictions, quarantines, shelter-in-place, stay-at-home, remote work and
social distancing orders, and shutdowns. Even as efforts to contain the pandemic have made progress and some
restrictions have relaxed, new variants of the virus have caused additional outbreaks. The COVID-19 pandemic has
impacted and may continue to impact our workforce and operations, as well as those of our customers, vendors,
suppliers, partners, and communities, and there is substantial uncertainty in the nature and degree of its continued
effects over time.
In response to the COVID-19 pandemic, we took a number of actions to protect and assist our employees,
customers, and partners, including: temporarily closing all of our offices (including our California headquarters)
around the world; encouraging our employees to work remotely; implementing travel restrictions that allow only the
most essential business travel; and postponing, cancelling, withdrawing from, or converting to virtual-only
experiences (where possible and appropriate) our in-person customer, industry, analyst, investor, and employee
events. While we have generally reopened our offices around the world, for so long as the pandemic continues, our
employees may continue to be exposed to health and safety risks, and governmental protocols may require us to
again close those offices that have since been reopened. The COVID-19 pandemic and the measures taken in
response to the pandemic, including our own measures, have already caused, and may continue to cause, various
adverse effects on the global economy and our business, including: curtailed demand for certain of our solutions;
reduced IT spending; delays in or abandonment of planned or future purchases; lengthened sales cycles,
particularly with new customers and partners who do not have prior experience with our solutions; supply chain
disruptions; increased cybersecurity risks or other security challenges; delays or disruptions to our product roadmap
and our ability to deliver new products, features, or enhancements; and voluntary and involuntary delays in the
ability to ship, and the ability of our end customers to accept delivery of, the hardware platforms on which our
software solutions run. Reduced manufacturing capacity caused by the pandemic, together with measures taken in
response to the pandemic, have led to increased supply chain challenges with increased hardware supply chain
delays resulting in an increasing percentage of orders having start dates in future quarters and certain customers
delaying their purchase of our software pending availability of the hardware on which our software runs. Travel
bans, shutdowns, social distancing restrictions and remote work policies also make it difficult or impossible to
deliver on-site services to our partners and end customers, and to meet with our current and potential end
customers in person. We have also seen positive impacts, including increased demand for our virtual desktop,
desktop-as-a-service, and end-user computing solutions as a result of our end customers enabling their employees
to work remotely.
65
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
We have also quickly adapted to the new work environment, leveraging digital, video, and other collaborative
tools to enable our teams to stay connected with each other, and our sales, marketing and support teams to
continue to engage with and remain responsive to our partners and end customers. Additionally, we have seen a
reduction in our operating expenses in recent quarters, including sales and marketing expenses, some of which is
due to a number of proactive actions that we took to manage our operating expenses in light of the uncertainty
caused by the COVID-19 pandemic, and some of which is a natural result of the continued restrictions on travel and
in-person events from the pandemic. Although the full impact of these actions is uncertain, some of these cost
savings measures are temporary. While we do expect to see some of our operating expenses increase from the
suppressed levels in recent quarters as some of the proactive cost savings measures expire and some level of
travel and other related expenses return, we are focused on improving our operating cash flow performance and we
do not expect that travel or other related expenses will return to pre-pandemic levels. See the section titled "Risk
Factors" for further discussion of the possible impact of these actions on our business and financial performance.
The duration, scope and ultimate impact of the COVID-19 pandemic on the global economy and our business
remain highly fluid and cannot be predicted with certainty, and the full effect of the pandemic and the actions we
have taken in response may not be fully reflected in our results of operations and financial performance until future
periods. Our management team is focused on guiding our company through the challenges presented by COVID-19
and remains committed to driving positive business outcomes. Although we do not currently expect the pandemic to
affect our financial reporting systems, internal control over financial reporting or disclosure controls and procedures,
the continued impact of the pandemic on our business and financial performance will be highly dependent upon
numerous factors, many of which are beyond our control. See the section titled "Risk Factors" for further discussion
of the possible impact of the COVID-19 pandemic, as well as the actions we have taken in response, on our
business and financial performance.
66
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
Key Financial and Performance Metrics
We monitor the following key financial and performance metrics:
Total revenue
Year-over-year percentage increase
Subscription revenue
Total billings
Subscription billings
Annual contract value ("ACV") billings
Annual recurring revenue ("ARR")
Run-rate ACV
Gross profit
Non-GAAP gross profit
Gross margin
Non-GAAP gross margin
Operating expenses
Non-GAAP operating expenses
Total deferred revenue
Net cash (used in) provided by operating activities
Free cash flow
Total end customers (1)
As of and for the Fiscal Year Ended July 31,
2022
2021
2020
(in thousands, except percentages and end customer count)
$
$
$
$
$
$
$
$
$
$
$
$
$
$
1,307,682
5.8%
1,030,180
1,580,092
1,276,413
505,179
481,250
1,219,965
1,020,993
1,063,655
78.1%
81.3%
1,849,914
1,518,697
1,183,441
(159,885)
(249,373)
17,360
$
$
$
$
$
$
$
$
$
$
$
$
$
$
1,394,364
6.6%
1,243,621
1,521,096
1,354,155
594,292
878,733
1,535,360
1,102,458
1,147,730
79.1%
82.3%
1,763,240
1,428,760
1,312,923
(99,810)
(158,457)
20,130
$
$
$
$
$
$
$
$
$
$
$
$
$
$
1,580,796
13.4%
1,433,773
1,708,641
1,563,560
756,326
1,202,438
1,797,423
1,259,640
1,311,662
79.7%
83.0%
1,717,084
1,397,473
1,445,538
67,543
18,485
22,600
(1) The total end customer count reflects standard adjustments/consolidation to certain customer accounts within our
system of record and is rounded to the nearest 10.
Disaggregation of Revenue and Billings
The following table depicts the disaggregation of revenue and billings by type, consistent with how we evaluate
our financial performance:
Disaggregation of revenue:
Subscription revenue
Non-portable software revenue
Hardware revenue
Professional services revenue
Total revenue
Disaggregation of billings:
Subscription billings
Non-portable software billings
Hardware billings
Professional services billings
Total billings
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$ 1,030,180
208,158
23,455
45,889
$ 1,307,682
$ 1,243,621
71,390
6,259
73,094
$ 1,394,364
$ 1,433,773
49,694
5,585
91,744
$ 1,580,796
$ 1,276,413
208,158
23,455
72,066
$ 1,580,092
$ 1,354,155
71,390
6,259
89,292
$ 1,521,096
$ 1,563,560
49,694
5,585
89,802
$ 1,708,641
67
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Subscription revenue — Subscription revenue includes any performance obligation which has a defined term
and is generated from the sales of software entitlement and support subscriptions, subscription software licenses
and cloud-based software as a service offerings.
•
•
Ratable — We recognize revenue from software entitlement and support subscriptions and SaaS offerings
ratably over the contractual service period, the substantial majority of which relate to software entitlement
and support subscriptions. These offerings represented approximately $508.8 million, $639.3 million and
$770.4 million of our subscription revenue for fiscal 2020, 2021 and 2022, respectively.
Upfront — Revenue from our subscription software licenses is generally recognized upfront upon transfer of
control to the customer, which happens when we make the software available to the customer. These
subscription software licenses represented approximately $521.3 million, $604.3 million and $663.4 million
of our subscription revenue for fiscal 2020, 2021 and 2022, respectively.
Non-portable software revenue — Non-portable software revenue includes sales of our enterprise cloud
platform when delivered on a configured-to-order appliance by us or one of our OEM partners. The software
licenses associated with these sales are typically non-portable and can be used over the life of the appliance on
which the software is delivered. Revenue from our non-portable software products is generally recognized upon
transfer of control to the customer.
Hardware revenue — In transactions where the hardware appliance is purchased directly from Nutanix, we
consider ourselves to be the principal in the transaction and we record revenue and costs of goods sold on a gross
basis. We consider the amount allocated to hardware revenue to be equivalent to the cost of the hardware
procured. Hardware revenue is generally recognized upon transfer of control to the customer.
Professional services revenue — We also sell professional services with our products. We recognize revenue
related to professional services as they are performed.
Non-GAAP Financial Measures and Key Performance Measures
We regularly monitor total billings, subscription billings, ACV billings, ARR, run-rate ACV, non-GAAP gross
profit, non-GAAP gross margin, non-GAAP operating expenses, free cash flow, and total end customers, which are
non-GAAP financial measures and key performance measures, to help us evaluate our growth and operational
efficiencies, measure our performance, identify trends in our sales activity and establish our budgets. We evaluate
these measures because they:
• are used by management and the Board of Directors to understand and evaluate our performance and
trends, as well as to provide a useful measure for period-to-period comparisons of our core business,
particularly as we progress through our transition to a subscription-based business model;
• are widely used as a measure of financial performance to understand and evaluate companies in our
industry; and
• are used by management to prepare and approve our annual budget and to develop short-term and long-
term operational and compensation plans, as well as to assess our actual performance against our goals.
68
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Total billings is a performance measure which we believe provides useful information to our management and
investors, as it represents the dollar value under binding purchase orders received and billed during a given period.
Subscription billings is a performance measure that we believe provides useful information to our management and
investors as it allows us to better track the growth of the subscription-based portion of our business, which is a
critical part of our business plan. ACV billings and run-rate ACV are performance measures that we believe provide
useful information to our management and investors as they allow us to better track the topline growth of our
business during our transition to a subscription-based business model because they take into account variability in
term lengths. ARR is a performance measure that we believe provides useful information to our management and
investors as it allows us to better track the topline growth of our subscription business because it only includes non-
life-of-device contracts and takes into account variability in term lengths. Non-GAAP gross profit, non-GAAP gross
margin and non-GAAP operating expenses are performance measures which we believe provide useful information
to investors, as they provide meaningful supplemental information regarding our performance and liquidity by
excluding certain expenses and expenditures, such as stock-based compensation expense, that may not be
indicative of our ongoing core business operating results. Free cash flow is a performance measure that we believe
provides useful information to management and investors about the amount of cash used in or generated by the
business after necessary capital expenditures. We use these non-GAAP financial and key performance measures
for financial and operational decision-making and as a means to evaluate period-to-period comparisons.
Total billings, subscription billings, ACV billings, ARR, run-rate ACV, non-GAAP gross profit, non-GAAP gross
margin, non-GAAP operating expenses, and free cash flow have limitations as analytical tools and they should not
be considered in isolation or as substitutes for analysis of our results as reported under generally accepted
accounting principles in the United States. Total billings, subscription billings, non-GAAP gross profit, non-GAAP
gross margin, non-GAAP operating expenses, and free cash flow are not substitutes for total revenue, subscription
revenue, gross profit, gross margin, operating expenses, or cash provided by (used in) operating activities,
respectively. There is no GAAP measure that is comparable to ACV billings, ARR or run-rate ACV, so we have not
reconciled either ACV billings, ARR or run-rate ACV numbers included in this Annual Report on Form 10-K to any
GAAP measure. In addition, other companies, including companies in our industry, may calculate non-GAAP
financial measures and key performance measures differently or may use other measures to evaluate their
performance, all of which could reduce the usefulness of our non-GAAP financial measures and key performance
measures as tools for comparison. We urge you to review the reconciliation of our non-GAAP financial measures
and key performance measures to the most directly comparable GAAP financial measures included below and not
to rely on any single financial measure to evaluate our business.
We calculate our non-GAAP financial and key performance measures as follows:
Total billings — We calculate total billings by adding the change in deferred revenue between the start and
end of the period to total revenue recognized in the same period.
Subscription billings — We calculate subscription billings by adding the change in subscription deferred
revenue between the start and end of the period to subscription revenue recognized in the same period.
ACV billings — We calculate ACV billings as the sum of the ACV for all contracts billed during the period.
ACV is defined as the total annualized value of a contract, excluding amounts related to professional services and
hardware. We calculate the total annualized value for a contract by dividing the total value of the contract by the
number of years in the term of such contract, using, where applicable, an assumed term of five years for contracts
that do not have a specified term.
69
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
ARR — We calculate ARR as the sum of ACV for all non-life-of-device contracts in effect as of the end of a
specific period. For the purposes of this calculation, we assume that the contract term begins on the date a contract
is booked, unless the terms of such contract prevent us from fulfilling our obligations until a later period, and
irrespective of the periods in which we would recognize revenue for such contract.
Run-rate ACV — We calculate run-rate ACV as the sum of ACV for all contracts that are in effect as of the
end of the period. For the purposes of this calculation, we assume that the contract term begins on the date a
contract is booked, irrespective of the periods in which we would recognize revenue for such contract.
Non-GAAP gross profit and non-GAAP gross margin — We calculate non-GAAP gross margin as non-
GAAP gross profit divided by total revenue. We define non-GAAP gross profit as gross profit adjusted to exclude
stock-based compensation expense, amortization of acquired intangible assets, impairment of lease-related assets,
and costs associated with other non-recurring transactions. Our presentation of non-GAAP gross profit should not
be construed as implying that our future results will not be affected by any recurring expenses or any unusual or
non-recurring items that we exclude from our calculation of this non-GAAP financial measure.
Non-GAAP operating expenses — We define non-GAAP operating expenses as total operating expenses
adjusted to exclude stock-based compensation expense, impairment of lease-related assets, costs associated with
business combinations, such as amortization of acquired intangible assets, revaluation of contingent consideration
and other acquisition-related costs and costs associated with other non-recurring transactions. Our presentation of
non-GAAP operating expenses should not be construed as implying that our future results will not be affected by
any recurring expenses or any unusual or non-recurring items that we exclude from our calculation of this non-
GAAP financial measure.
Free cash flow — We calculate free cash flow as net cash provided by (used in) operating activities less
purchases of property and equipment, which measures our ability to generate cash from our business operations
after our capital expenditures.
Total end customers — We define the number of end customers as the number of end customers for which
we have received an order by the last day of the period, excluding partners to which we have sold products for their
own demonstration purposes. A single organization or customer may represent multiple end customers for separate
divisions, segments, or subsidiaries, and the total number of end customers may contract due to mergers,
acquisitions, or other consolidation among existing end customers.
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NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
The following table presents a reconciliation of total billings, non-GAAP gross profit, non-GAAP gross margin,
non-GAAP operating expenses and free cash flow to the most directly comparable GAAP financial measures, for
each of the periods indicated:
Total revenue
Change in deferred revenue
Total billings (non-GAAP)
Gross profit
Stock-based compensation
Amortization of intangible assets
Restructuring charges
Impairment of lease-related assets
Non-GAAP gross profit
Gross margin
Stock-based compensation
Amortization of intangible assets
Non-GAAP gross margin
Operating expenses
Stock-based compensation
Amortization of intangible assets
Restructuring charges
Impairment and early exit of lease-related assets
Other
Non-GAAP operating expenses
Net cash (used in) provided by operating activities
Purchases of property and equipment
Free cash flow (non-GAAP)
2020
Fiscal Year Ended July 31,
2021
(in thousands, except percentages)
2022
1,307,682
272,410
1,580,092
1,020,993
27,348
14,777
—
537
1,063,655
78.1%
2.1%
1.1%
81.3%
1,849,914
(324,650)
(2,603)
—
(2,465)
(1,499)
1,518,697
(159,885)
(89,488)
(249,373)
$
$
$
$
$
$
$
$
1,394,364
126,732
1,521,096
1,102,458
30,483
14,776
—
13
1,147,730
79.1%
2.2%
1.0%
82.3%
1,763,240
(328,062)
(2,604)
—
(1,407)
(2,407)
1,428,760
(99,810)
(58,647)
(158,457)
$
$
$
$
$
$
$
$
1,580,796
127,845
1,708,641
1,259,640
38,225
13,579
218
—
1,311,662
79.7%
2.4%
0.9%
83.0%
1,717,084
(305,021)
(2,604)
(10,957)
(597)
(432)
1,397,473
67,543
(49,058)
18,485
$
$
$
$
$
$
$
$
The following table presents a reconciliation of subscription billings and professional services billings to the
most directly comparable GAAP financial measures, for each of the periods indicated:
2020
Fiscal Year Ended July 31,
2021
(in thousands)
1,243,621
$
110,534
1,354,155
$
1,030,180
246,233
1,276,413
$ 1,433,773
129,787
$ 1,563,560
2022
45,889
26,177
72,066
$
$
73,094
16,198
89,292
$
$
91,744
(1,942)
89,802
Subscription revenue
Change in subscription deferred revenue
Subscription billings
Professional services revenue
Change in professional services deferred revenue
Professional services billings
$
$
$
$
71
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
Factors Affecting Our Performance
We believe that our future success will depend on many factors, including those described below. While these
areas present significant opportunity, they also present risks that we must manage to achieve successful results.
See the section titled "Risk Factors" for details. If we are unable to address these challenges, our business and
operating results could be materially and adversely affected.
Investment in Profitable Growth
We continue to invest in our growth over the long-run, while improving our operating cash flow performance by
focusing on go-to-market efficiencies. By maintaining this balance, we believe we can drive toward profitable
growth.
Investment in Sales and Marketing – Our ability to achieve billings and revenue growth depends, in large part,
on our ability to capitalize on our market opportunity, including our ability to recruit, train and retain sufficient
numbers of ramped sales personnel to support our growth. As part of our investment in our growth over the long-
run, we plan to invest in sales and marketing, including investing in our sales and marketing teams and continuing
our focus on opportunities with major accounts, large deals, and commercial accounts, as well as other sales and
marketing initiatives to increase our pipeline growth. However, we have recently seen higher-than-normal attrition
among our sales representatives and our overall sales headcount being below our targets, which may negatively
impact our billings and revenue growth. While we are actively recruiting additional sales representatives, it will take
time to replace, train, and ramp them to full productivity. As a result, our overall sales and marketing expense may
fluctuate, and may decline, in the near term. We estimate, based on past experience, that our average sales team
members typically become fully ramped up around the start of their fourth quarter of employment with us, and as
our newer employees ramp up, we expect their increased productivity to contribute to our revenue growth. As of
July 31, 2022, we considered approximately 73% of our global sales team members to be fully ramped, while the
remaining approximately 27% of our global sales team members are in the process of ramping up. As we continue
to focus some of our newer and existing sales team members on major accounts and large deals, and as we
continue our transition toward a subscription-based business model, it may take longer, potentially significantly, for
these sales team members to become fully productive, and there may also be an impact to the overall productivity
of our sales team. Furthermore, the effects of the COVID-19 pandemic and the measures we have implemented in
response, including postponing, cancelling or making virtual-only certain in-person corporate events , as well as
some of the measures implemented as part of our overall efforts to improve our operating cash flow performance
and the continued higher-than-normal attrition rates of sales representatives, may impact the productivity of our
sales teams in the near term. We are focused on actively managing these realignments and potential effects. As
part of our overall efforts to improve our free cash flow performance, we have also proactively taken steps to
increase our go-to-market productivity and over time, we intend to reduce our overall sales and marketing spend as
a percentage of revenue. These measures include improving the efficiency of our demand generation spend,
focusing on lower cost renewals, increasing leverage of our channel partners, and optimizing headcount in
geographies based on market opportunities.
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NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Investment in Research and Development and Engineering – We also intend, in the long term, to grow our
global research and development and engineering teams to enhance our solutions, including our newer
subscription-based products, improve integration with new and existing ecosystem partners and broaden the range
of technologies and features available through our platform. However, as discussed above in the section titled
"Impact of the COVID-19 Pandemic," in response to the COVID-19 pandemic we had previously effected a global
hiring pause outside of a small number of critical roles and, while the hiring pause is no longer in effect, the overall
growth in our global research and development and engineering teams may fluctuate from quarter to quarter in the
near term.
We believe that these investments will contribute to our long-term growth, although they may adversely affect
our profitability in the near term.
Transition to Subscription
Starting in fiscal 2019, as a result of our transition towards a subscription-based business model, more of our
customers began purchasing separately sold subscription term-based licenses that could be deployed on a variety
of hardware platforms. As we continue our transition to a subscription-based business model, we expect a greater
portion of our products to be delivered through subscription term-based licenses or cloud-based SaaS
subscriptions. Shifts in the mix of whether our solutions are sold on a subscription basis have and could continue to
result in fluctuations in our billings and revenue. Subscription sales consist of subscription term-based licenses and
offerings with ongoing performance obligations, including software entitlement and support subscriptions and cloud-
based SaaS offerings. Since revenue is recognized as performance obligations are delivered, sales with ongoing
performance obligations may reflect lower revenue in a given period. In addition, other factors relating to our shift to
selling more subscription term-based licenses may impact our billings, revenue and cash flow. For example, our
term-based licenses generally have an average term of less than four years and thus result in lower billings and
revenue in a given period when compared to our historical life of device license sales, which have a duration equal
to the life of the associated appliance, which we estimate to be approximately five years. In addition, starting in
fiscal 2021, we began compensating our sales force based on ACV instead of total contract value, and while we
expect that the shift to an ACV-based sales compensation plan will incentivize sales representatives to maximize
ACV and minimize discounts, it could also further compress the average term of our subscription term-based
licenses. Furthermore, our customers may, including in response to the uncertainty caused by the COVID-19
pandemic, decide to purchase our software solutions on shorter subscription terms than they have historically,
and/or request to only pay for the initial year of a multi-year subscription term upfront, which could negatively impact
our billings, revenue and cash flow in a given period when compared to historical life-of-device or multiple-year
term-based license sales.
Revenue for our solutions, whether or not sold as a subscription term-based license, is generally recognized
upon transfer of control to the customer. For additional information on revenue recognition, see Note 2 of Notes to
Consolidated Financial Statements included in Part II, Item 8 of this Annual Report on Form 10-K and "Critical
Accounting Estimates" later in this "Management’s Discussion and Analysis of Financial Condition and Results of
Operations" section.
73
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Market Adoption of Our Products
The public cloud and, more recently, hybrid cloud paradigms, have changed IT buyer expectations about the
simplicity, agility, scalability, portability and pay-as-you-grow economics of IT resources, which represent a major
architectural shift and business model evolution. A key focus of our sales and marketing efforts is creating market
awareness about the benefits of our enterprise cloud platform. This includes our newer products outside of our core
hyperconverged infrastructure offering, both as compared to traditional datacenter architectures as well as the
public cloud, particularly as we continue to pursue large enterprises and mission critical workloads and transition
toward a subscription-based business model. The broad nature of the technology shift that our enterprise cloud
platform represents, the relationships our end customers have with existing IT vendors, and our transition toward a
subscription-based business model sometimes lead to unpredictable sales cycles. We hope to compress and
stabilize these sales cycles as market adoption increases, as we gain leverage with our channel partners, as we
continue to educate the market about our subscription-based business model and as our sales and marketing
efforts evolve. Our business and operating results will be significantly affected by the degree to and speed with
which organizations adopt our enterprise cloud platform.
Leveraging Partners
We plan to continue to leverage our relationships with our channel and OEM partners and expand our network
of cloud and ecosystem partners, all of which help to drive the adoption and sale of our solutions with our end
customers. We sell our solutions primarily through our partners, and our solutions primarily run on hardware
appliances which are purchased from our channel or OEM partners. We believe that increasing channel leverage,
particularly as we expand our focus on opportunities in commercial accounts, by investing in sales enablement and
co-marketing with our channel and OEM partners in the long term will extend and improve our engagement with a
broad set of end customers. Our reliance on manufacturers, including our channel and OEM partners, to produce
the hardware appliances on which our software runs exposes us to supply chain delays, which impair our ability to
provide services to end customers in a timely manner. Our business and results of operations will be significantly
affected by our success in leveraging our relationships with our channel and OEM partners and expanding our
network of cloud and ecosystem partners.
Customer Retention and Expansion
Our end customers typically deploy our technology for a specific workload initially. After a new end customer's
initial order, which includes the product and associated software entitlement and support subscription and services,
we focus on expanding our footprint by serving more workloads. We also generate recurring revenue from our
software entitlement and support subscription renewals, and given our transition to a subscription-focused business
model, software and support renewals will have an increasing significance for our future revenue streams as
existing subscriptions come up for renewal. We view continued purchases and upgrades as critical drivers of our
success, as the sales cycles are typically shorter as compared to new end customer deployments, and selling
efforts are typically less. As of July 31, 2022, approximately 73% of our end customers who have been with us for
18 months or longer have made a repeat purchase, which is defined as any purchase activity, including renewals of
term-based licenses or software entitlement and support subscription renewals, after the initial purchase.
Additionally, end customers who have been with us for 18 months or longer have total lifetime orders, including the
initial order, in an amount that is more than 6.9x greater, on average, than their initial order. This number increases
to approximately 20.9x, on average, for Global 2000 end customers who have been with us for 18 months or longer
as of July 31, 2022. These multiples exclude the effect of one end customer who had a very large and irregular
purchase pattern that we believe is not representative of the purchase patterns of all of our other end customers.
74
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Our business and operating results will depend on our ability to retain and sell additional solutions to our
existing and future base of end customers. Our ability to obtain new and retain existing customers will in turn
depend in part on a number of factors. These factors include our ability to effectively maintain existing and future
customer relationships, continue to innovate by adding new functionality and improving usability of our solutions in a
manner that addresses our end customers’ needs and requirements, and optimally price our solutions in light of
marketplace conditions, competition, our costs and customer demand. Furthermore, our ongoing transition to a
subscription-based business model and ongoing product transitions, such as our updated pricing and packaging to
simplify our product portfolio, may cause concerns among our customer base, including concerns regarding
changes to pricing over time, and may also result in confusion among new and existing end customers, for
example, regarding our pricing models. Such concerns and/or confusion can slow adoption and renewal rates
among our current and future customer base.
Components of Our Results of Operations
Revenue
We generate revenue primarily from the sale of our enterprise cloud platform, which can be deployed on a
variety of qualified hardware platforms or, in the case of our cloud-based SaaS offerings, via hosted service or
delivered pre-installed on an appliance that is configured to order. Non-portable software licenses are delivered or
sold alongside configured-to-order appliances and can be used over the life of the associated appliance.
Our subscription term-based licenses are sold separately, or can be sold alongside configured-to-order
appliances. Our subscription term-based licenses typically have a term of one to five years. Our cloud-based SaaS
subscriptions have terms extending up to five years.
Configured-to-order appliances, including our Nutanix-branded NX hardware line, can be purchased from one
of our channel partners, OEMs or, in limited cases, directly from Nutanix. Our enterprise cloud platform typically
includes one or more years of support and entitlements, which provides customers with the right to software
upgrades and enhancements as well as technical support. Our platform is primarily sold through channel partners
and OEMs. Revenue is recognized net of sales tax and withholding tax.
Product revenue — Product revenue consists of software and hardware revenue. A majority of our product
revenue is generated from the sale of our enterprise cloud operating system. We also sell renewals of previously
purchased software licenses and SaaS offerings. Revenue from our software products is generally recognized upon
transfer of control to the customer, which is typically upon shipment for sales including a hardware appliance, upon
making the software available to the customer when not sold with an appliance or as services are performed with
SaaS offerings. In transactions where the hardware appliance is purchased directly from Nutanix, we consider
ourselves to be the principal in the transaction and we record revenue and costs of goods sold on a gross basis. We
consider the amount allocated to hardware revenue to be equivalent to the cost of the hardware procured.
Hardware revenue is generally recognized upon transfer of control to the customer.
Support, entitlements and other services revenue — We generate our support, entitlements and other
services revenue primarily from software entitlement and support subscriptions, which include the right to software
upgrades and enhancements as well as technical support. The majority of our product sales are sold in conjunction
with software entitlement and support subscriptions, with terms ranging from one to five years. Occasionally, we
also sell professional services with our products. We recognize revenue from software entitlement and support
contracts ratably over the contractual service period, which typically commences upon transfer of control of the
corresponding products to the customer. We recognize revenue related to professional services as they are
performed.
75
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Cost of Revenue
Cost of product revenue — Cost of product revenue consists of costs paid to third-party OEM partners,
hardware costs, personnel costs associated with our operations function, consisting of salaries, benefits, bonuses
and stock-based compensation, cloud-based costs associated with our SaaS offerings, and allocated costs,
consisting of certain facilities, depreciation and amortization, recruiting and information technology costs allocated
based on headcount.
Cost of support, entitlements and other services revenue — Cost of support, entitlements and other
services revenue includes personnel and operating costs associated with our global customer support organization,
as well as allocated costs. We expect our cost of support, entitlements and other services revenue to increase in
absolute dollars as our support, entitlements and other services revenue increases.
Operating Expenses
Our operating expenses consist of sales and marketing, research and development and general and
administrative expenses. The largest component of our operating expenses is personnel costs. Personnel costs
consist of wages, benefits, bonuses and, with respect to sales and marketing expenses, sales commissions.
Sales and marketing — Sales and marketing expense consists primarily of personnel costs. Sales and
marketing expense also includes sales commissions, costs for promotional activities and other marketing costs,
travel costs and costs associated with demonstration units, including depreciation and allocated costs.
Commissions are deferred and recognized as we recognize the associated revenue. We expect sales and
marketing expense to continue, in the long term, to increase in absolute dollars as part of our long-term plans to
invest in our growth. However, as part of our overall efforts to improve our operating cash flow performance, we
have also proactively taken steps to increase our go-to-market productivity and over time, we intend to reduce our
overall sales and marketing spend as a percentage of revenue. For example, in August 2022, we announced that
we will be decreasing our global headcount by approximately 4%, primarily in sales and marketing, as part of our
continued effort to drive toward sustainable profitable growth. We have also recently seen higher than normal
attrition among our sales representatives, and while we are actively recruiting additional sales representatives, it will
take time to replace, train, and ramp them to full productivity. As a result, our sales and marketing expense will
fluctuate, and may decline, in the near term.
Research and development — Research and development ("R&D") expense consists primarily of personnel
costs, as well as other direct and allocated costs. We have devoted our product development efforts primarily to
enhancing the functionality and expanding the capabilities of our solutions. R&D costs are expensed as incurred,
unless they meet the criteria for capitalization. We expect R&D expense, in the long term, to increase in absolute
dollars as part of our long-term plans to invest in our future products and services, including our newer subscription-
based products, although R&D expense may fluctuate as a percentage of total revenue and, on an absolute basis,
from quarter to quarter.
76
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
General and administrative — General and administrative ("G&A") expense consists primarily of personnel
costs, which include our executive, finance, human resources and legal organizations. G&A expense also includes
outside professional services, which consists primarily of legal, accounting and other consulting costs, as well as
insurance and other costs associated with being a public company and allocated costs. We expect G&A expense, in
the long term, to increase in absolute dollars, particularly due to additional legal, accounting, insurance and other
costs associated with our growth, although G&A expense may fluctuate as a percentage of total revenue and, on an
absolute basis, from quarter to quarter.
Other Income (Expense), Net
Other income (expense), net consists primarily of interest income and expense, which includes the
amortization of the debt issuance costs associated with our 0% convertible senior notes due 2023 (the "2023
Notes"), our 2.50% convertible senior notes due 2026 (the "2026 Notes") and our 0.25% convertible senior notes
due 2027 (the "2027 Notes"), changes in the fair value of the derivative liability associated with the 2026 Notes,
non-cash interest expense on the 2026 Notes, the amortization of the debt discount on the 2026 Notes, interest
expense on the 2027 Notes, debt extinguishment costs, interest income related to our short-term investments, and
foreign currency exchange gains or losses.
Provision for Income Taxes
Provision for income taxes consists primarily of income taxes for certain foreign jurisdictions in which we
conduct business and state income taxes in the United States. We have recorded a full valuation allowance related
to our federal and state net operating losses and other net deferred tax assets and a partial valuation allowance
related to our foreign net deferred tax assets due to the uncertainty of the ultimate realization of the future benefits
of those assets.
77
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Results of Operations
The following tables set forth our consolidated results of operations in dollars and as a percentage of total
revenue for the fiscal years presented. The period-to-period comparison of results is not necessarily indicative of
results for future periods.
Revenue:
Product
Support, entitlements and other services
Total revenue
Cost of revenue:
Product (1)(2)
Support, entitlements and other services (1)
Total cost of revenue
Gross profit
Operating expenses:
Sales and marketing (1)(2)
Research and development (1)
General and administrative (1)
Total operating expenses
Loss from operations
Other expense, net
Loss before provision for income taxes
Provision for income taxes
Net loss
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$
$
765,822
541,860
1,307,682
$
705,804
688,560
1,394,364
757,623
823,173
1,580,796
71,312
215,377
286,689
1,020,993
1,160,389
553,978
135,547
1,849,914
(828,921)
(26,300)
(855,221)
17,662
55,287
236,619
291,906
1,102,458
1,052,508
556,950
153,782
1,763,240
(660,782)
(354,991)
(1,015,773)
18,487
$
(872,883) $ (1,034,260) $
55,602
265,554
321,156
1,259,640
978,704
571,962
166,418
1,717,084
(457,444)
(320,830)
(778,274)
19,264
(797,538)
(1) Includes stock-based compensation expense as
follows:
Product cost of revenue
Support, entitlements and other services cost of revenue
Sales and marketing
Research and development
General and administrative
Total stock-based compensation expense
(2) Includes amortization of intangible assets as follows:
Product cost of revenue
Sales and marketing
Total amortization of intangible assets
$
$
$
$
5,334
22,014
126,015
153,252
45,383
351,998
14,777
2,603
17,380
$
$
$
$
6,023
24,460
122,815
150,856
54,391
358,545
14,776
2,604
17,380
$
$
$
$
7,379
30,846
104,592
143,759
56,670
343,246
13,579
2,604
16,183
78
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
2020
Fiscal Year Ended July 31,
2021
(as a percentage of total revenue)
2022
58.6%
41.4%
100.0%
5.4%
16.5%
21.9%
78.1%
88.7%
42.4%
10.4%
141.5%
50.6%
49.4%
100.0%
3.9%
17.0%
20.9%
79.1%
75.5%
39.9%
11.0%
126.4%
47.9%
52.1%
100.0%
3.5%
16.8%
20.3%
79.7%
61.9%
36.2%
10.5%
108.6%
(63.4
(2.0
)
%
)
%
)
%
1.4%
)
%
(65.4
(66.8
(47.3
(25.5
)
%
)
%
)
%
1.3%
)
%
(72.8
(74.1
(28.9
(20.3
)
%
)
%
)
%
1.2%
)
%
(49.2
(50.4
Revenue:
Product
Support, entitlements and other services
Total revenue
Cost of revenue:
Product
Support, entitlements and other services
Total cost of revenue
Gross profit
Operating expenses:
Sales and marketing
Research and development
General and administrative
Total operating expenses
Loss from operations
Other expense, net
Loss before provision for income taxes
Provision for income taxes
Net loss
79
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Comparison of the Fiscal Years Ended July 31, 2020, 2021 and 2022
NUTANIX, INC.
Revenue
Product
Support, entitlements
and other services
Total revenue
$
$
Fiscal Year Ended
July 31,
2020
2021
Change
$
%
Fiscal Year Ended
July 31,
2021
2022
Change
$
%
765,822
$
705,804
$
(in thousands, except percentages)
(60,018)
705,804
(8)% $
$
757,623
$
51,819
541,860
1,307,682
$
688,560
1,394,364
146,700
86,682
$
27%
688,560
7% $ 1,394,364
823,173
$ 1,580,796
134,613
$ 186,432
7%
20%
13%
Fiscal Year Ended
July 31,
2020
2021
$
706,110
$
758,128
$
Change
Fiscal Year Ended
July 31,
%
$
(in thousands, except percentages)
7% $
52,018
758,128
2021
2022
Change
$
%
$
887,141
$ 129,013
17%
277,489
265,092
58,991
1,307,682
$
320,837
260,637
54,762
1,394,364
43,348
(4,455)
(4,229)
86,682
$
$
16%
(2)%
(7)%
7% $
320,837
260,637
54,762
1,394,364
$
374,186
274,373
45,096
1,580,796
53,349
13,736
(9,666)
$ 186,432
17%
5%
(18)%
13%
U.S.
Europe, the Middle
East and Africa
Asia Pacific
Other Americas
Total revenue
Product revenue decreased year-over-year for fiscal 2021 due primarily to our continued transition to selling
subscription term-based licenses, as these licenses generally have a shorter average term than those that can be
used over the life of the associated appliance. The decrease in product revenue was also impacted by a decrease
in hardware revenue, as more customers are purchasing hardware directly from our OEMs. Product revenue
increased year-over-year for fiscal 2022 due primarily to increases in software revenue resulting from an increased
adoption of our products, as well as growth in software renewals due to our transition to selling subscription term-
based licenses, partially offset by the impact of the shorter average contract terms resulting from this transition. The
total average contract term was approximately 3.8 years, 3.4 years and 3.2 years for fiscal 2020, 2021 and 2022,
respectively. Total average contract term represents the dollar-weighted term across all subscription and life-of-
device contracts billed during the period, using an assumed term of five years for licenses without a specified term,
such as life-of-device licenses.
Support, entitlements and other services revenue increased year-over-year for both fiscal 2021 and fiscal 2022
in conjunction with the growth of our end customer base and the related software entitlement and support
subscription contracts. Our total end customer count increased from approximately 17,360 as of July 31, 2020 to
approximately 20,130 as of July 31, 2021 and to approximately 22,600 as of July 31, 2022.
80
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Cost of Revenue and Gross Margin
NUTANIX, INC.
Fiscal Year Ended
July 31,
2020
2021
Change
$
%
Fiscal Year Ended
July 31,
2021
2022
Change
$
%
Cost of product revenue
Product gross margin
Cost of support,
entitlements and
other services revenue
Support, entitlements
and other services
gross margin
Total gross margin
$
71,312
$
55,287
$
90.7%
92.2%
(in thousands, except percentages)
$
(22)% $
55,287
(16,025)
55,602
$
315
1%
92.2%
92.7%
$
215,377
$
236,619
$
21,242
10% $
236,619
$
265,554
$
28,935
12%
60.3%
78.1%
65.6%
79.1%
65.6%
79.1%
67.7%
79.7%
Cost of product revenue
Cost of product revenue decreased year-over-year for fiscal 2021 due primarily to the decreases in hardware
revenue resulting from our continued focus on more software-only transactions. Cost of product revenue remained
relatively flat year-over-year for fiscal 2022 due primarily to the fact that hardware revenue was also relatively flat.
Slight fluctuations in hardware revenue and cost of product revenue are anticipated, as we expect to continue
selling small amounts of hardware for the foreseeable future.
Product gross margin increased by 1.5 percentage points, from 90.7% in fiscal 2020 to 92.2% in fiscal 2021,
and by 0.5 percentage points, to 92.7% in fiscal 2022, due primarily to the higher mix of software revenue, as we
continued to focus on more software-only transactions, which have a higher margin as compared to hardware sales.
Cost of support, entitlements and other services revenue
Cost of support, entitlements and other services revenue increased year-over-year for both fiscal 2021 and
fiscal 2022 due primarily to higher personnel-related costs, resulting from growth in our global customer support
organization.
Support, entitlements and other services gross margin increased by 5.3 percentage points, from 60.3% in
fiscal 2020 to 65.6% in fiscal 2021, and by 2.1 percentage points to 67.7% in fiscal 2022, due primarily to support,
entitlements and other services revenue growing at a higher rate than personnel-related costs.
81
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
Operating Expenses
Sales and marketing
Fiscal Year Ended
July 31,
2020
2021
Change
$
%
Fiscal Year Ended
July 31,
2021
2022
(in thousands, except percentages)
Change
$
%
Sales and marketing
Percent of total revenue
$ 1,160,389
$
1,052,508
$ (107,881)
(9)% $ 1,052,508
$
978,704
$
(73,804)
(7)%
88.7%
75.5%
75.5%
61.9%
Sales and marketing expense decreased year-over-year for fiscal 2021 due primarily to lower marketing costs,
travel and entertainment expenses and personnel-related costs as a result of the COVID-19 pandemic, as
discussed in the "Impact of the COVID-19 Pandemic" section above. In addition, the decrease in sales and
marketing expense was aided by the changes to our sales compensation plans beginning in fiscal 2021, resulting
from our transition to a subscription-based business model, including our continued emphasis on ACV, which
resulted in more expense being deferred to later periods.
Sales and marketing expense decreased year-over-year for fiscal 2022 due primarily to lower marketing costs
resulting from decreased spending and increased efficiencies, as well as lower headcount-related costs, driven by
the 2% decrease in sales and marketing headcount from July 31, 2021 to July 31, 2022. The overall decrease in
sales and marketing expense was partially offset by severance and other termination benefit costs accrued in
August 2022 related to the reduction in force announced in the first quarter of fiscal 2023, savings in the prior year
period due to the company-wide furlough week during the first quarter of fiscal 2021, and an increase in
commissions expense as a result of the increase in revenue.
Research and development
Fiscal Year Ended
July 31,
2020
2021
Change
Fiscal Year Ended
July 31,
$
%
2021
2022
(in thousands, except percentages)
Change
$
%
Research and
development
Percent of total revenue
$
553,978
$
556,950
$
2,972
1% $
556,950
$
571,962
$
15,012
3%
42.4%
39.9%
39.9%
36.2%
Research and development expense remained relatively flat for fiscal 2021, as we continued to focus on
innovation, while managing the impact of the COVID-19 pandemic, as discussed in the "Impact of the COVID-19
Pandemic" section above.
Research and development expense increased year-over-year for fiscal 2022 due primarily to higher
personnel-related costs resulting from growth in our R&D headcount, which grew 13% from July 31, 2021 to July
31, 2022, partially offset by lower stock-based compensation expense resulting from terminations during the period
and lower technical costs.
82
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
General and administrative
Fiscal Year Ended
July 31,
2020
2021
General and administrative
Percent of total revenue
$
135,547
$
153,782
$
10.4%
11.0%
Change
Fiscal Year Ended
July 31,
%
$
(in thousands, except percentages)
$
13% $
153,782
18,235
2021
2022
Change
$
%
166,418
$
12,636
8%
11.0%
10.5%
General and administrative expense increased year-over-year for fiscal 2021 due primarily to increases in
stock-based compensation expense and other personnel-related costs, partially offset by the impact of our
response to the COVID-19 pandemic, as discussed in the "Impact of the COVID-19 Pandemic" section above, as
well as lower outside services costs.
General and administrative expense increased year-over-year for fiscal 2022 due primarily to an increase in
personnel-related costs resulting from growth in our G&A headcount, which grew 17% from July 31, 2021 to July
31, 2022.
Other Expense, Net
Interest income, net
Change in fair value of
derivative liability
Amortization of debt
discount and issuance
costs and interest
expense
Debt extinguishment costs
Other
Other expense, net
$
Fiscal Year Ended
July 31,
2020
2021
Change
$
%
Fiscal Year Ended
July 31,
2021
2022
Change
$
%
$
13,453
$
4,067
$
(in thousands, except percentages)
70% $
4,067
$
9,386
4,765
$
(698)
—
(269,265)
269,265
100%
(269,265)
(198,038)
(71,227)
(31,312)
—
(8,441)
48,620
(79,932)
—
—
1,420
(9,861)
(26,300) $ (354,991) $ 328,691
155%
0%
17%
(79,932)
—
(9,861)
(60,734)
(64,911)
(1,912)
1,250% $ (354,991) $ (320,830) $
(19,198)
64,911
(7,949)
(34,161)
(17)%
(26)%
(24)%
100%
(81)%
(10)%
The increase in other expense, net for fiscal 2021 was due primarily to additional expense resulting from the
new 2026 Notes, including the change in the fair value of the derivative liability and interest expense associated
with the amortization of the debt discount and issuance costs for the 2026 Notes.
The decrease in other expense, net for fiscal 2022 was due primarily to the change in the fair value of the
derivative liability related to the 2026 Notes, which was reclassified to equity during the first quarter of fiscal 2022,
partially offset by the debt extinguishment costs resulting from the exchange of $416.5 million in aggregate principal
amount of the 2023 Notes for $477.3 million in aggregate principal amount of the 2027 Notes.
83
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
Provision for Income Taxes
Fiscal Year Ended
July 31,
2020
2021
Provision for income taxes
$
17,662
$
18,487
$
Change
Fiscal Year Ended
July 31,
Change
%
$
(in thousands, except percentages)
$
5% $
18,487
2021
825
2022
$
%
19,264
$
777
4%
The year-over-year increase in the provision for income taxes in fiscal 2021 and fiscal 2022 was due primarily
to higher foreign taxes as a result of higher taxable earnings in foreign jurisdictions, as we continued to grow our
business internationally. We continue to maintain a full valuation allowance on our U.S. federal and state deferred
tax assets and a partial valuation allowance related to our foreign net deferred tax assets.
Liquidity and Capital Resources
As of July 31, 2022, we had $402.9 million of cash and cash equivalents, $3.0 million of restricted cash and
$921.4 million of short-term investments, which were held for general corporate purposes. Our cash, cash
equivalents and short-term investments primarily consist of bank deposits, money market accounts and highly rated
debt instruments of the U.S. government and its agencies and debt instruments of highly rated corporations.
In January 2018, we issued convertible senior notes with a 0% interest rate for an aggregate principal amount
of $575.0 million. In September 2021, we entered into privately negotiated exchange and note repurchase
transactions, after which $145.7 million in aggregate principal amount of 2023 Notes remains outstanding. There
are no required principal payments on the 2023 Notes prior to their maturity. We intend to settle the principal
amount of the 2023 Notes in cash upon maturity in January 2023. For additional information, see Note 5 of Notes to
Consolidated Financial Statements included in Part II, Item 8 of this Annual Report on Form 10-K.
In September 2020, we issued $750.0 million in aggregate principal amount of 2.50% convertible senior notes
due 2026 to BCPE Nucleon (DE) SVP, LP, an entity affiliated with Bain Capital, LP. For additional information, see
Note 5 of Notes to Consolidated Financial Statements included in Part II, Item 8 of this Annual Report on Form 10-
K.
In September 2021, we issued convertible senior notes with a 0.25% interest rate for an aggregate principal
amount of $575.0 million due 2027, of which $477.3 million in principal amount was issued in exchange for
approximately $416.5 million principal amount of the 2023 Notes and the remaining $97.7 million in principal
amount was issued for cash. There are no required principal payments on the 2027 Notes prior to their maturity. For
additional information, see Note 5 of Notes to Consolidated Financial Statements included in Part II, Item 8 of this
Annual Report on Form 10-K.
Due to investments in our business as well as the potential cash flow impacts resulting from our continued
transition to a subscription-based business model, we expect our operating and free cash flow to continue to
fluctuate during the next 12 months. Notwithstanding that fact, we believe that our cash and cash equivalents and
short-term investments will be sufficient to meet our anticipated cash needs for working capital and capital
expenditures for at least the next 12 months. Our future capital requirements will depend on many factors, including
our growth rate, the timing and extent of spending to support development efforts, the expansion of sales and
marketing activities, the introduction of new and enhanced product and service offerings, the continuing market
acceptance of our products, the impact of COVID-19 pandemic on our business, our end customers and partners,
and the economy, and the timing of and extent to which our customers transition to shorter-term contracts or
request to only pay for the initial term of multi-year contracts as a result of our transition to a subscription-based
business model.
84
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
Cash Flows
The following table summarizes our cash flows for the periods presented:
Net cash (used in) provided by operating activities
Net cash provided by (used in) investing activities
Net cash provided by financing activities
Net (decrease) increase in cash, cash equivalents and
restricted cash
$
$
Cash Flows from Operating Activities
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
(159,885) $
24,559
57,797
(99,810) $
(597,153)
663,845
67,543
(54,189)
103,635
(77,529) $
(33,118) $
116,989
Net cash used in operating activities was $159.9 million and $99.8 million for fiscal 2020 and fiscal 2021,
respectively, and net cash provided by operating activities was $67.5 million for fiscal 2022, representing
improvements of $60.1 million and $167.4 million, respectively, as compared to the respective prior year periods.
The increases in cash generated from operating activities for fiscal 2021 and fiscal 2022 were due primarily to
decreases in our net loss from operations.
Cash Flows from Investing Activities
Net cash provided by investing activities of $24.6 million for fiscal 2020 consisted of $645.8 million of
maturities of short-term investments and $75.4 million of sales of short-term investments, partially offset by $607.2
million of short-term investment purchases and $89.5 million of purchases of property and equipment.
Net cash used in investing activities of $597.2 million for fiscal 2021 consisted of $1.4 billion of short-term
investment purchases and $58.6 million of purchases of property and equipment, partially offset by $784.2 million of
maturities of short-term investments and $70.1 million of sales of short-term investments.
Net cash used in investing activities of $54.2 million for fiscal 2022 consisted of $1.1 billion of short-term
investment purchases and $49.1 million of purchases of property and equipment, partially offset by $1.1 billion of
maturities of short-term investments and $18.0 million of sales of short-term investments.
Cash Flows from Financing Activities
Net cash provided by financing activities of $57.8 million for fiscal 2020 consisted of proceeds from the sale of
shares through employee equity incentive plans.
Net cash provided by financing activities of $663.8 million for fiscal 2021 consisted of $723.6 million of
proceeds from the is issuance of the 2026 Notes, net of issuance costs, and $65.8 million of proceeds from the sale
of shares through employee equity incentive plans, partially offset by $125.1 million of repurchases of our Class A
common stock and $0.5 million of payments for finance leases.
Net cash provided by financing activities of $103.6 million for fiscal 2022 consisted of $88.7 million of proceeds
from the issuance of the 2027 Notes in the subscription transactions that closed in September 2021, net of issuance
costs, $67.8 million of proceeds from the sale of shares through employee equity incentive plans, and $39.9 million
of proceeds from the termination of portions of the convertible note hedge transactions previously entered into in
connection with the 2023 Notes, partially offset by $58.6 million of repurchases of our Class A common stock, $18.4
million of payments for the termination of portions of the warrant transactions previously entered into in connection
with the 2023 Notes, and $14.7 million of debt extinguishment costs.
85
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Material Cash Requirements and Other Obligations
The following table summarizes our material cash requirements and other obligations as of July 31, 2022:
Total
Less than
1 Year
Payments Due by Period
1 Year to
3 Years
(in thousands)
3 to
5 Years
More than
5 Years
Principal amount payable on convertible
senior notes (1)
Interest on convertible senior notes (1)
Operating leases (undiscounted basis) (2)
Other commitments (3)
Guarantees with contract manufacturers
Total
$ 1,498,701 $ 145,704 $
7,823
160,847
88,679
82,275
475
44,089
80,242
82,275
$ 1,838,325 $ 352,785 $
— $ 777,997 $ 575,000
—
—
38,754
49,802
—
6,050
—
—
55,852 $ 815,934 $ 613,754
7,348
28,202
2,387
—
(1)
Includes accrued paid-in-kind interest on the 2026 Notes and accrued interest on the 2027 Notes. For additional
information regarding our convertible senior notes, refer to Note 5 of Notes to Consolidated Financial Statements
included in Part II, Item 8 of this Annual Report on Form 10-K.
(2) For additional information regarding our operating leases, refer to Note 6 of Notes to Consolidated Financial Statements
included in Part II, Item 8 of this Annual Report on Form 10-K.
(3) Purchase obligations and other commitments pertaining to our daily business operations.
From time to time, in the normal course of business, we make commitments with our contract manufacturers to
ensure them a minimum level of financial consideration for their investment in our joint solutions. These
commitments are based on revenue targets or on-hand inventory and non-cancelable purchase orders for non-
standard components. We record a charge related to these items when we determine that it is probable a loss will
be incurred and we are able to estimate the amount of the loss. Our historical charges have not been material.
As of July 31, 2022, we had accrued liabilities related to uncertain tax positions, which are reflected on our
consolidated balance sheet. These accrued liabilities are not reflected in the contractual obligations disclosed in the
table above, as it is uncertain if or when such amounts will ultimately be settled. Uncertain tax positions are further
discussed in Note 12 of Notes to Consolidated Financial Statements included in Part II, Item 8 of this Annual Report
on Form 10-K.
Critical Accounting Policies and Estimates
Our consolidated financial statements are prepared in accordance with U.S. GAAP. The preparation of these
consolidated financial statements requires management to make estimates, assumptions and judgments that affect
the reported amounts of assets and liabilities and disclosure of contingent assets and liabilities at the date of the
financial statements and the reported amounts of revenue and expenses during the applicable periods. We evaluate
our estimates, assumptions and judgments on an ongoing basis. Our estimates, assumptions and judgments are
based on historical experience and various other factors that we believe to be reasonable under the circumstances.
Different assumptions and judgments would change the estimates used in the preparation of our consolidated
financial statements, which, in turn, could change the results from those reported.
The critical accounting estimates, assumptions and judgments that we believe have the most significant impact
on our consolidated financial statements are described below.
86
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
NUTANIX, INC.
Revenue Recognition
Some of our contracts with customers contain multiple performance obligations. Determining whether products
and services are considered distinct performance obligations that should be accounted for separately versus
together may require significant judgment. For these contracts, we account for individual performance obligations
separately if they are distinct. The transaction price is allocated to the separate performance obligations on a
relative standalone selling price ("SSP") basis. For deliverables that we routinely sell separately, such as software
entitlement and support subscriptions on our core offerings, we determine SSP by evaluating the standalone sales
over the trailing 12 months. For those that are not sold routinely, we determine SSP based on our overall pricing
trends and objectives, taking into consideration market conditions and other factors, including the value of our
contracts, the products sold and geographic locations.
If the contract contains a single performance obligation, the entire transaction price is allocated to the single
performance obligation. Contracts that contain multiple performance obligations require an allocation of the
transaction price to each performance obligation based on a relative SSP. We determine SSP based on the price at
which the performance obligation is sold separately. If the SSP is not observable through past transactions, we
estimate the SSP, taking into account available information such as market conditions and internally approved
pricing guidelines related to the performance obligations. Refer to Note 1 and Note 2 of Notes to Consolidated
Financial Statements included in Part II, Item 8 of this Annual Report on Form 10-K for additional information on
revenue recognition.
Income Taxes
The objectives of accounting for income taxes are to recognize the amount of taxes payable or refundable for
the current year and deferred tax liabilities and assets for the future tax consequences of events that have been
recognized in an entity’s financial statements or tax returns. We recognize the tax benefit from an uncertain tax
position only if it is more likely than not that the tax position will be sustained on examination by the taxing
authorities, based on the technical merits of the position. We recognize uncertain tax positions only if it is more
likely than not to be sustained based solely on its technical merits as of the reporting date. We consider many
factors when evaluating and estimating our tax positions and tax benefits, which may require periodic adjustments
and which may not accurately anticipate actual outcomes. Judgment is required in assessing the future tax
consequences of events that have been recognized in our consolidated financial statements or tax returns.
Variations in the actual outcome of these future tax consequences could materially impact our consolidated financial
statements.
Stock-Based Compensation
We measure and recognize compensation expense for all stock-based awards, including stock options and
purchase rights issued to employees under our 2016 Employee Stock Purchase Plan ("2016 ESPP"), based on the
estimated fair value of the awards on the grant date. We use the Black-Scholes-Merton ("Black-Scholes") option
pricing model to estimate the fair value of stock options and 2016 ESPP purchase rights. The fair value of restricted
stock units ("RSUs") is measured using the fair value of our common stock on the date of the grant. The fair value
of stock options and RSUs is recognized as expense on a straight-line basis over the requisite service period, which
is generally four years. For stock-based awards granted to employees with a performance condition, we recognize
stock-based compensation expense using the graded vesting attribution method over the requisite service period
when management determines it is probable that the performance condition will be satisfied. The fair value of the
2016 ESPP purchase rights is recognized as expense on a straight-line basis over the offering period. We account
for forfeitures of all share-based awards when they occur.
87
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Our use of the Black-Scholes option pricing model requires the input of subjective assumptions, including the
fair value of the underlying common stock, expected term of the option, expected volatility of the price of our
common stock, risk-free interest rates and the expected dividend yield of our common stock. The assumptions used
in our option pricing model represent management’s best estimates. These estimates involve inherent uncertainties
and the application of management’s judgment. If factors change and different assumptions are used, our stock-
based compensation expense could be materially different in the future.
Derivative Liability
We evaluate convertible notes or other contracts to determine if those contracts or embedded components of
those contracts qualify as derivatives to be separately accounted for under the relevant sections of Accounting
Standards Codification ("ASC") 815-40, Derivatives and Hedging: Contracts in Entity’s Own Equity. The result of
this accounting guidance could result in the fair value of a financial instrument being classified as a derivative
instrument and recorded at fair market value at each balance sheet date and recorded as a liability. In the event that
the fair value is recorded as a liability, the change in fair value is recorded on our consolidated statements of
operations as other income or other expense. Once the criteria for conversion is fixed, the derivative instrument is
marked to fair value and reclassified to equity.
We use the binomial model to estimate the fair value of the embedded derivative at each period-end. Our use
of the binomial model requires the input of highly subjective assumptions, including expected volatility of our
common stock, risk-free interest rates, and estimated conversion price ratios based on forecasted financial metrics.
The assumptions used in the binomial model represent management's best estimates. These estimates involve
inherent uncertainties and the application of management’s judgment. If factors change and different assumptions
are used, the fair value of the embedded derivative liability could be materially different in the future.
Goodwill, Intangible Assets and Impairment Assessment
Goodwill represents the excess of the purchase price over the fair value of the assets acquired and liabilities
assumed, if any, in a business combination, and is allocated to our single reporting unit. We review our goodwill and
other intangible assets determined to have an indefinite useful life for impairment at least annually, during the fourth
quarter, or more frequently whenever events or changes in circumstances indicate that the carrying value of an
asset may not be recoverable. Goodwill is tested for impairment by comparing the reporting unit's carrying value,
including goodwill, to the fair value of the reporting unit. We operate under one reporting unit and for our annual
goodwill impairment test, we determine the fair value of our reporting unit based on our enterprise value. We may
elect to utilize a qualitative assessment to determine whether it is more likely than not that the fair value of our
reporting unit is less than its carrying value. If, after assessing the qualitative factors, we determine that it is more
likely than not that the fair value of our reporting unit is less than its carrying value, an impairment analysis will be
performed. We will compare the fair value of our reporting unit with its carrying amount and if the carrying value of
the reporting unit exceeds its fair value, an impairment loss will be recognized.
Assessing whether impairment indicators exist or if events or changes in circumstances have occurred,
including market conditions, operating fundamentals, competition and general economic conditions, requires
significant judgment. Additionally, changes in the technology industry occur frequently and quickly. Therefore, there
can be no assurance that a charge to operating expenses will not occur as a result of future goodwill, intangible
assets and other long-lived assets impairment tests. To date, we have not recorded any impairment charges related
to our goodwill and intangible assets.
88
NUTANIX, INC.
Management's Discussion and Analysis of Financial Condition and Results of Operations (Continued)
Legal and Other Contingencies
The outcomes of legal proceedings and claims brought against us are subject to significant uncertainty. An
estimated loss from a loss contingency such as a legal proceeding or claim is accrued by a charge to income if it is
probable that an asset has been impaired or a liability has been incurred and the amount of the loss can be reasonably
estimated. In determining whether a loss should be accrued, we evaluate, among other factors, the degree of
probability of an unfavorable outcome and the ability to make a reasonable estimate of the amount of loss. Changes
in these factors could materially impact our consolidated financial statements.
Recent Accounting Pronouncements
Refer to "Recent Accounting Pronouncements" in Note 1 of Notes to Consolidated Financial Statements
included in Part II, Item 8 of this Annual Report on Form 10-K.
89
Item 7A. Quantitative and Qualitative Disclosures About Market Risk
We have operations both within the United States and internationally and we are exposed to market risk in the
ordinary course of business. Market risk represents the risk of loss that may impact our financial position due to
adverse changes in financial market prices and rates. Our market risk exposure is primarily a result of fluctuations in
foreign currency exchange rates and interest rates.
Foreign Currency Risk
Our consolidated results of operations and cash flows are subject to fluctuations due to changes in foreign
currency exchange rates. Historically, our revenue contracts have been denominated in U.S. dollars. Our expenses
are generally denominated in the currencies in which our operations are located. To date, we have not entered into
any hedging arrangements with respect to foreign currency risk or other derivative instruments. In the event our
foreign sales and expenses increase, our operating results may be more significantly affected by foreign currency
exchange rate fluctuations, which can affect our operating income or loss. The effect of a hypothetical 10% change
in foreign currency exchange rates on our non-U.S. dollar monetary assets and liabilities would not have had a
material impact on our historical consolidated financial statements. Foreign currency transaction gains and losses
and exchange rate fluctuations have not been material to our consolidated financial statements.
A hypothetical 10% decrease in the U.S. dollar against other currencies would result in an increase in our
operating loss of approximately $46.1 million, $51.3 million and $58.5 million for fiscal 2020, 2021 and 2022,
respectively. The increase in this hypothetical change is due to an increase in our expenses denominated in foreign
currencies due to the continued growth of our business internationally. This analysis disregards the possibilities that
rates can move in opposite directions and that losses from one geographic area may be offset by gains from
another geographic area.
Interest Rate Risk
Our investment objective is to conserve capital and maintain liquidity to support our operations; therefore, we
generally invest in highly liquid securities, consisting primarily of bank deposits, money market funds, commercial
paper, U.S. government securities and corporate bonds. Such fixed and floating interest-earning instruments carry a
degree of interest rate risk. The fair market value of fixed income securities may be adversely impacted by a rise in
interest rates, while floating rate securities may produce less income than predicted if interest rates fall. Due to the
short-term nature of our investment portfolio, we do not believe an immediate 10% increase or decrease in interest
rates would have a material effect on the fair market value of our portfolio. Therefore, we do not expect our
operating results or cash flows to be materially affected by a sudden change in interest rates.
90
Item 8. Financial Statements and Supplementary Data
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
Report of Independent Registered Public Accounting Firm (PCAOB ID No. 34)
Consolidated Balance Sheets
Consolidated Statements of Operations
Consolidated Statements of Comprehensive Loss
Consolidated Statements of Stockholders’ Deficit
Consolidated Statements of Cash Flows
Notes to Consolidated Financial Statements
Note 1: Overview and Summary of Significant Accounting Policies
Note 2: Revenue, Deferred Revenue and Deferred Commissions
Note 3: Fair Value Measurements
Note 4: Balance Sheet Components
Note 5: Convertible Senior Notes
Note 6: Leases
Note 7: Commitments and Contingencies
Note 8: Stockholders' Equity
Note 9: Equity Incentive Plans
Note 10: Restructuring Charges
Note 11: Net Loss Per Share
Note 12: Income Taxes
Note 13: Segment Information
92
97
98
99
100
101
102
102
112
114
117
120
126
128
131
132
135
136
137
140
91
REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
To the stockholders and the Board of Directors of Nutanix, Inc.
Opinion on the Financial Statements
We have audited the accompanying consolidated balance sheets of Nutanix, Inc. and subsidiaries (the
"Company") as of July 31, 2022 and 2021, the related consolidated statements of operations, comprehensive
loss, stockholders' deficit, and cash flows, for each of the three years in the period ended July 31, 2022, and the
related notes (collectively referred to as the "financial statements"). In our opinion, the financial statements
present fairly, in all material respects, the financial position of the Company as of July 31, 2022 and 2021, and
the results of its operations and its cash flows for each of the three years in the period ended July 31, 2022, in
conformity with accounting principles generally accepted in the United States of America.
We have also audited, in accordance with the standards of the Public Company Accounting Oversight Board
(United States) (PCAOB), the Company's internal control over financial reporting as of July 31, 2022, based on
criteria established in Internal Control — Integrated Framework (2013) issued by the Committee of Sponsoring
Organizations of the Treadway Commission and our report dated September 21, 2022, expressed an
unqualified opinion on the Company's internal control over financial reporting.
Basis for Opinion
These financial statements are the responsibility of the Company's management. Our responsibility is to
express an opinion on the Company's financial statements based on our audits. We are a public accounting firm
registered with the PCAOB and are required to be independent with respect to the Company in accordance with
the U.S. federal securities laws and the applicable rules and regulations of the Securities and Exchange
Commission and the PCAOB.
We conducted our audits in accordance with the standards of the PCAOB. Those standards require that we
plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of
material misstatement, whether due to error or fraud. Our audits included performing procedures to assess the
risks of material misstatement of the financial statements, whether due to error or fraud, and performing
procedures that respond to those risks. Such procedures included examining, on a test basis, evidence
regarding the amounts and disclosures in the financial statements. Our audits also included evaluating the
accounting principles used and significant estimates made by management, as well as evaluating the overall
presentation of the financial statements. We believe that our audits provide a reasonable basis for our opinion.
Critical Audit Matter
The critical audit matter communicated below is a matter arising from the current-period audit of the financial
statements that was communicated or required to be communicated to the audit committee and that (1) relates
to accounts or disclosures that are material to the financial statements and (2) involved our especially
challenging, subjective, or complex judgments. The communication of critical audit matters does not alter in any
way our opinion on the financial statements, taken as a whole, and we are not, by communicating the critical
audit matter below, providing a separate opinion on the critical audit matter or on the accounts or disclosures to
which it relates.
92
Revenue Recognition — Refer to Notes 1 and 2 to the financial statements
Critical Audit Matter Description
The Company recognizes revenue upon transfer of control of promised products or services to customers in an
amount that reflects the consideration the Company expects to receive in exchange for those products or
services. The Company offers customers an enterprise cloud platform, which can be pre-installed on hardware
or delivered separately, as well as related support subscriptions and professional services. Product revenue
was $757.6 million and support, entitlements, and other services was $823.2 million for the year ended July 31,
2022.
Significant judgment is exercised by the Company in determining revenue recognition for the Company’s
customer contracts, and includes the following:
•
•
•
Determination of whether promised goods or services, such as hardware and software licenses, are
capable of being distinct and are distinct in the context of the Company’s customer contracts which leads to
whether they should be accounted for as individual or combined performance obligations.
Determination of standalone selling prices for each distinct performance obligation and for products and
services that are not sold separately.
Determination of the timing of when revenue is recognized for each distinct performance obligation either
over time or at a point in time.
We identified revenue recognition as a critical audit matter because of these significant judgments required by
management. This required a high degree of auditor judgment and an increased extent of effort when
performing audit procedures to evaluate whether revenue was recognized to depict the transfer of promised
goods or services to customers in an amount that reflects the consideration the Company expects to be entitled
to in exchange for those goods or services.
How the Critical Audit Matter Was Addressed in the Audit
Our audit procedures related to the Company’s revenue recognition for the Company’s customer contracts
included the following, among others:
• We tested the effectiveness of controls related to the identification of distinct performance obligations,
determination of the standalone selling prices, and the determination of the timing of revenue recognition.
• We evaluated management’s significant accounting policies related to revenue recognition for
reasonableness.
• We selected a sample of recorded revenue transactions and performed the following procedures:
– Obtaining and reading customer source documents and the contract for each selection, including
master agreements and related amendments to evaluate if relevant contractual terms have been
appropriately considered by management.
– Evaluating management’s application of their accounting policy and tested revenue recognition for
specific performance obligations by comparing management’s conclusions to the underlying
contract, master agreement and any related amendments, if applicable.
– Testing the mathematical accuracy of management’s calculations of revenue and the associated
timing of revenue recognized in the financial statements.
93
• We evaluated the reasonableness of management’s estimate of standalone selling prices for products and
services that are not sold separately by performing the following:
– Assessing the appropriateness of the Company’s methodology and mathematical accuracy of the
determined standalone selling prices.
– Testing the completeness and accuracy of the source data utilized in management’s calculations.
/s/ DELOITTE & TOUCHE LLP
San Jose, California
September 21, 2022
We have served as the Company’s auditor since 2013.
94
REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
To the Stockholders and the Board of Directors of Nutanix, Inc.
Opinion on Internal Control over Financial Reporting
We have audited the internal control over financial reporting of Nutanix, Inc. and subsidiaries (the “Company”)
as of July 31, 2022, based on criteria established in Internal Control — Integrated Framework (2013) issued by
the Committee of Sponsoring Organizations of the Treadway Commission (COSO). In our opinion, the
Company maintained, in all material respects, effective internal control over financial reporting as of July 31,
2022, based on criteria established in Internal Control — Integrated Framework (2013) issued by COSO.
We have also audited, in accordance with the standards of the Public Company Accounting Oversight Board
(United States) (PCAOB), the consolidated financial statements as of and for the year ended July 31, 2022, of
the Company and our report dated September 21, 2022, expressed an unqualified opinion on those financial
statements.
Basis for Opinion
The Company’s management is responsible for maintaining effective internal control over financial reporting
and for its assessment of the effectiveness of internal control over financial reporting, included in the
accompanying Management's Report on Internal Control over Financial Reporting. Our responsibility is to
express an opinion on the Company’s internal control over financial reporting based on our audit. We are a
public accounting firm registered with the PCAOB and are required to be independent with respect to the
Company in accordance with the U.S. federal securities laws and the applicable rules and regulations of the
Securities and Exchange Commission and the PCAOB.
We conducted our audit in accordance with the standards of the PCAOB. Those standards require that we plan
and perform the audit to obtain reasonable assurance about whether effective internal control over financial
reporting was maintained in all material respects. Our audit included obtaining an understanding of internal
control over financial reporting, assessing the risk that a material weakness exists, testing and evaluating the
design and operating effectiveness of internal control based on the assessed risk, and performing such other
procedures as we considered necessary in the circumstances. We believe that our audit provides a reasonable
basis for our opinion.
Definition and Limitations of Internal Control over Financial Reporting
A company’s internal control over financial reporting is a process designed to provide reasonable assurance
regarding the reliability of financial reporting and the preparation of financial statements for external purposes in
accordance with generally accepted accounting principles. A company’s internal control over financial reporting
includes those policies and procedures that (1) pertain to the maintenance of records that, in reasonable detail,
accurately and fairly reflect the transactions and dispositions of the assets of the company; (2) provide
reasonable assurance that transactions are recorded as necessary to permit preparation of financial statements
in accordance with generally accepted accounting principles, and that receipts and expenditures of the
company are being made only in accordance with authorizations of management and directors of the company;
and (3) provide reasonable assurance regarding prevention or timely detection of unauthorized acquisition, use,
or disposition of the company’s assets that could have a material effect on the financial statements.
95
Because of its inherent limitations, internal control over financial reporting may not prevent or detect
misstatements. Also, projections of any evaluation of effectiveness to future periods are subject to the risk that
controls may become inadequate because of changes in conditions, or that the degree of compliance with the
policies or procedures may deteriorate.
/s/ DELOITTE & TOUCHE LLP
San Jose, California
September 21, 2022
96
NUTANIX, INC.
CONSOLIDATED BALANCE SHEETS
Assets
Current assets:
Cash and cash equivalents
Short-term investments
Accounts receivable, net of allowances of $892 and $644, respectively
Deferred commissions—current
Prepaid expenses and other current assets
Total current assets
Property and equipment, net
Operating lease right-of-use assets
Deferred commissions—non-current
Intangible assets, net
Goodwill
Other assets—non-current
Total assets
Liabilities and Stockholders’ Deficit
Current liabilities:
Accounts payable
Accrued compensation and benefits
Accrued expenses and other current liabilities
Deferred revenue—current
Operating lease liabilities—current
Convertible senior notes, net—current
Total current liabilities
Deferred revenue—non-current
Operating lease liabilities—non-current
Convertible senior notes, net
Derivative liability
Other liabilities—non-current
Total liabilities
Commitments and contingencies (Note 7)
Stockholders’ deficit:
Preferred stock, par value of $0.000025 per share— 200,000 shares
authorized as of July 31, 2021 and 2022; no shares issued and
outstanding as of July 31, 2021 and 2022
Common stock, par value of $0.000025 per share—1,200,000
(1,000,000 Class A, 200,000 Class B) and 1,042,004 (1,000,000 Class
A, 42,004 Class B) shares authorized as of July 31, 2021 and 2022,
respectively; 214,210 (208,579 Class A and 5,631 Class B) and
226,938 (226,938 Class A and zero Class B) shares issued and
outstanding as of July 31, 2021 and 2022, respectively (1)
Additional paid-in capital
Accumulated other comprehensive loss
Accumulated deficit
Total stockholders’ deficit
Total liabilities and stockholders’ deficit
As of
July 31,
July 31,
2022
2021
(in thousands, except per
share data)
$
$
$
285,723
928,006
180,781
110,935
56,816
1,562,261
131,621
105,903
232,485
32,012
185,260
27,954
2,277,496
47,056
162,337
39,404
636,421
42,670
—
927,888
676,502
86,599
1,055,694
500,175
42,679
3,289,537
402,850
921,429
124,559
115,356
93,787
1,657,981
113,440
118,740
252,234
15,829
185,260
22,265
2,365,749
44,931
149,811
49,232
720,993
39,801
145,456
1,150,224
724,545
89,782
1,156,205
—
35,161
3,155,917
—
—
5
2,615,317
(8)
(3,627,355)
(1,012,041)
2,277,496
$
6
3,583,928
(6,076)
(4,368,026)
(790,168)
2,365,749
$
$
$
$
(1) Effective January 3, 2022, all of the then outstanding shares of Nutanix, Inc. Class B common stock were automatically
converted into the same number of shares of Nutanix, Inc. Class A common stock. See Note 8 for further details.
See the accompanying notes to the consolidated financial statements.
97
NUTANIX, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
2020
Fiscal Year Ended July 31,
2021
(in thousands, except per share data)
2022
Revenue:
Product
Support, entitlements and other services
Total revenue
Cost of revenue:
Product
Support, entitlements and other services
Total cost of revenue
Gross profit
Operating expenses:
Sales and marketing
Research and development
General and administrative
Total operating expenses
Loss from operations
Other expense, net
Loss before provision for income taxes
Provision for income taxes
Net loss
Net loss per share attributable to Class A and Class B
common stockholders—basic and diluted (1)
Weighted average shares used in computing net loss
per share attributable to Class A and Class B
common stockholders—basic and diluted (1)
$
765,822
541,860
1,307,682
$
705,804
688,560
1,394,364
$
757,623
823,173
1,580,796
71,312
215,377
286,689
1,020,993
1,160,389
553,978
135,547
1,849,914
(828,921)
(26,300)
(855,221)
17,662
55,287
236,619
291,906
1,102,458
1,052,508
556,950
153,782
1,763,240
(660,782)
(354,991)
(1,015,773)
18,487
(872,883) $ (1,034,260) $
55,602
265,554
321,156
1,259,640
978,704
571,962
166,418
1,717,084
(457,444)
(320,830)
(778,274)
19,264
(797,538)
(4.48) $
(5.01) $
(3.62)
$
$
194,719
206,475
220,529
(1) Effective January 3, 2022, all of the then outstanding shares of Nutanix, Inc. Class B common stock were automatically
converted into the same number of shares of Nutanix, Inc. Class A common stock. See Note 8 for further details.
See the accompanying notes to the consolidated financial statements.
98
NUTANIX, INC.
CONSOLIDATED STATEMENTS OF COMPREHENSIVE LOSS
Net loss
Other comprehensive loss, net of tax:
Change in unrealized loss on available-for-sale
securities, net of tax
Comprehensive loss
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$
(872,883) $ (1,034,260) $
(797,538)
1,361
(2,038)
$
(871,522) $ (1,036,298) $
(6,068)
(803,606)
See the accompanying notes to the consolidated financial statements.
99
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S
NUTANIX, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
Cash flows from operating activities:
Net loss
Adjustments to reconcile net loss to net cash (used in) provided by
operating activities:
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$
(872,883) $
(1,034,260) $
(797,538)
Depreciation and amortization
Stock-based compensation
Change in fair value of derivative liability
Loss on debt extinguishment
Amortization of debt discount and issuance costs
Operating lease cost, net of accretion
Impairment and early exit of lease-related assets
Non-cash interest expense
Other
Changes in operating assets and liabilities:
Accounts receivable, net
Deferred commissions
Prepaid expenses and other assets
Accounts payable
Accrued compensation and benefits
Accrued expenses and other liabilities
Operating leases, net
Deferred revenue
Net cash (used in) provided by operating activities
Cash flows from investing activities:
Maturities of investments
Purchases of investments
Sales of investments
Purchases of property and equipment
Net cash provided by (used in) investing activities
Cash flows from financing activities:
Payments of debt extinguishment costs
Proceeds from unwinding of convertible note hedges
Payments for unwinding of warrants
Proceeds from sales of shares through employee equity
incentive plans
Proceeds from the issuance of convertible notes, net of
issuance costs
Repurchases of common stock
Payment of finance lease obligations
Net cash provided by financing activities
Net (decrease) increase in cash, cash equivalents and restricted cash
Cash, cash equivalents and restricted cash—beginning of period
Cash, cash equivalents and restricted cash—end of period
Restricted cash (1)
Cash and cash equivalents—end of period
Supplemental disclosures of cash flow information:
Cash paid for income taxes
Supplemental disclosures of non-cash investing and
financing information:
Purchases of property and equipment included
in accounts payable and accrued and other liabilities
Finance lease liabilities arising from obtaining right-of-use
assets
$
$
$
$
$
$
93,773
351,998
—
—
31,313
30,374
3,002
—
324
4,334
(61,816)
10,089
(16,574)
18,765
3,400
(28,394)
272,410
(159,885)
645,828
(607,194)
75,413
(89,488)
24,559
—
—
—
94,373
358,545
269,265
—
63,859
34,757
1,420
16,074
6,380
64,483
(127,891)
4,057
(5,762)
50,916
14,824
(37,582)
126,732
(99,810)
784,176
(1,392,737)
70,055
(58,647)
(597,153)
—
—
—
87,952
343,246
198,038
64,910
40,233
36,905
597
19,270
9,282
60,998
(24,170)
(36,166)
(1,461)
(19,674)
4,049
(46,773)
127,845
67,543
1,058,116
(1,081,246)
17,999
(49,058)
(54,189)
(14,709)
39,880
(18,390)
57,797
65,766
67,826
—
—
—
57,797
(77,529) $
399,520
321,991
3,254
318,737
$
$
723,617
(125,079)
(459)
663,845
(33,118) $
321,991
288,873
3,150
285,723
$
$
88,687
(58,570)
(1,089)
103,635
116,989
288,873
405,862
3,012
402,850
16,625
$
16,639
$
20,353
4,630
$
12,832
— $
8,299
$
$
17,139
10,491
(1)
Included within other assets—non-current in the consolidated balance sheets.
See the accompanying notes to the consolidated financial statements.
101
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
NOTE 1. OVERVIEW AND SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
Organization and Description of Business
Nutanix, Inc. was incorporated in the state of Delaware in September 2009. Nutanix, Inc. is headquartered in
San Jose, California, and together with its wholly-owned subsidiaries (collectively, "we," "us," "our" or "Nutanix"),
has operations throughout North America, Europe, Asia Pacific, the Middle East, Latin America and Africa.
We provide a leading enterprise cloud platform, which we call the Nutanix Cloud Platform, that consists of
software solutions and cloud services that power our customers’ enterprise infrastructure. Our solutions deliver a
consistent cloud operating model across edge, private-, hybrid- and multicloud environments for all applications and
their data. Our solutions allow organizations to simply move their workloads, including enterprise applications, high-
performance databases, end-user computing and virtual desktop infrastructure ("VDI") services, container-based
modern applications, and analytics applications, between on-premises and public clouds. Our solutions are primarily
sold through channel partners and original equipment manufacturers ("OEMs") (collectively, "Partners"), and
delivered directly to our end customers.
Principles of Consolidation
The accompanying consolidated financial statements, which include the accounts of Nutanix, Inc. and its
wholly-owned subsidiaries, have been prepared in conformity with accounting principles generally accepted in the
United States ("U.S. GAAP"). All intercompany accounts and transactions have been eliminated in consolidation.
Use of Estimates
The preparation of consolidated financial statements in conformity with U.S. GAAP requires management to
make estimates and assumptions that affect the amounts reported in our consolidated financial statements and
accompanying notes. Such management estimates and assumptions include, but are not limited to, the best
estimate of selling prices for products and related support; useful lives and recoverability of intangible assets and
property and equipment; allowance for credit losses; determination of fair value of stock-based awards; accounting
for income taxes, including the valuation allowance on deferred tax assets and uncertain tax positions; warranty
liability; purchase commitment liabilities to our contract manufacturers; sales commissions expense and the period
of benefit for deferred commissions; whether an arrangement is or contains a lease; the incremental borrowing rate
to measure the present value of right-of-use assets and lease liabilities; the inputs used to determine the fair value
of the contingent liability associated with the conversion feature of the 2.50% convertible senior notes due 2026 (the
"2026 Notes"); and contingencies and litigation. Management evaluates these estimates and assumptions on an
ongoing basis using historical experience and other factors and makes adjustments when facts and circumstances
dictate. As future events and their effects cannot be determined with precision, actual results could materially differ
from those estimates and assumptions.
In response to the ongoing and continuously evolving COVID-19 pandemic, we considered the impact of the
economic implications on our critical and significant accounting estimates, including assessment of collectibility of
customer contracts, valuation of accounts receivable, provision for purchase commitments to our contract
manufacturers and impairment of long-lived assets, right-of-use assets, and deferred commissions.
102
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Concentration of Risk
Credit Risk — Financial instruments that potentially subject us to concentrations of credit risk consist of cash
and cash equivalents and accounts receivable. We invest only in high-quality credit instruments and maintain our
cash and cash equivalents and available-for-sale investments in fixed income securities. Management believes that
the financial institutions that hold our investments are financially sound and, accordingly, are subject to minimal
credit risk. Our deposits are with multiple institutions, however such deposits may exceed federally insured limits.
We provide credit, in the normal course of business, to a number of companies and perform credit evaluations of
our customers.
Concentration of Revenue and Accounts Receivable — We sell our products primarily through our Partners
and occasionally directly to end customers. For the fiscal years ended July 31, 2020, 2021 and 2022, no end
customer accounted for more than 10% of total revenue or accounts receivable.
For each significant Partner, revenue as a percentage of total revenue and accounts receivable as a
percentage of total accounts receivable, net are as follows:
Revenue
Fiscal Year Ended July 31,
2021
2022
2020
29%
14%
(1)
32%
15%
10%
33%
15%
11%
Accounts Receivable as of
July 31,
July 31,
2022
2021
35%
23%
(1)
26%
11%
(1)
Partners
Partner A
Partner B
Partner C
(1) Less than 10%
Summary of Significant Accounting Policies
Cash, Cash Equivalents and Short-Term Investments
We classify all highly liquid investments with original maturities of three months or less from the date of
purchase as cash equivalents and all highly liquid investments with stated maturities of greater than three months
as marketable securities.
We determine the appropriate classification of our marketable securities at the time of purchase and
reevaluate such designation as of each balance sheet date. We classify and account for our marketable securities
as available-for-sale securities. We classify our marketable securities with stated maturities greater than twelve
months as short-term investments due to our intent and ability to use these securities to support our current
operations.
Our marketable securities are recorded at their estimated fair value. Unrealized gains or losses on available-
for-sale securities are reported in other comprehensive income (loss). We periodically review whether our securities
may be other-than-temporarily impaired, including whether or not (i) we have the intent to sell the security or (ii) it is
more likely than not that we will be required to sell the security before its anticipated recovery. If one of these factors
is met, we will record an impairment loss associated with our impaired investment. The impairment loss will be
recorded as a write-down of investments in our consolidated balance sheets and a realized loss within other
expense in our consolidated statements of operations.
103
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Fair Value Measurement
We define fair value as the price that would be received from selling an asset or paid to transfer a liability in an
orderly transaction between market participants at the measurement date. When determining the fair value
measurements for assets and liabilities, which are required to be recorded at fair value, we consider the principal or
most advantageous market in which to transact and the market-based risk. We apply fair value accounting for all
assets and liabilities that are recognized or disclosed at fair value in our consolidated financial statements on a
recurring basis. The carrying amounts reported in our consolidated financial statements for cash and cash
equivalents, accounts receivable, accounts payable and accrued liabilities approximate their fair values due to their
short-term nature. The fair value of the 0% convertible senior notes due 2023 (the "2023 Notes") is determined
based on the closing trading price per $100 of the 2023 Notes as of the last day of trading for the period. The fair
value of the 2.50% convertible senior notes due 2026 is determined based on a binomial model. The fair value of
the 0.25% convertible senior notes due 2027 (the "2027 Notes") is determined based on the closing trading price
per $100 of the 2027 Notes as of the last day of trading for the period.
Convertible Senior Notes
Our convertible senior notes, including any embedded conversion features, are accounted for under the
traditional convertible debt accounting model and are treated as a liability, net of unamortized issuance costs. The
carrying amount of the liability is classified as a current liability if we have committed to settle with current assets;
otherwise, it is classified as a long-term liability, as we retain the option to settle conversion requests in shares of
our Class A common stock. The embedded conversion features are not remeasured as long as they do not meet
the separation requirement of a derivative; otherwise, they are classified as derivative instruments and accounted
for as such. Issuance costs are amortized to interest expense using the effective interest rate method over the term
of the notes. In accounting for conversions of the notes, the carrying amount of the converted notes is reduced by
the total consideration paid or issued for the respective converted notes and the difference is recorded to additional
paid-in capital on our consolidated balance sheets. In accounting for extinguishments of the notes, the reacquisition
price of the extinguished notes is compared to the carrying amount of the respective extinguished notes and a gain
or loss is recorded in other expense, net on our consolidated statements of operations.
Derivative Liability
We evaluate convertible notes or other contracts to determine if those contracts or embedded components of
those contracts qualify as derivatives to be separately accounted for under the relevant sections of Accounting
Standards Codification ("ASC") 815-40, Derivatives and Hedging: Contracts in Entity’s Own Equity. The result of
this accounting guidance could result in the fair value of a financial instrument being classified as a derivative
instrument and recorded at fair market value at each balance sheet date and recorded as a liability. In the event that
the fair value is recorded as a liability, the change in fair value is recorded on our consolidated statements of
operations as other income or other expense. Once the criteria for conversion is fixed, the derivative instrument is
marked to fair value and reclassified to equity.
Accounts Receivable and Allowance for Credit Losses
Accounts receivable are recorded at the invoiced amount, net of an allowance for credit losses. Credit is
extended to customers based on an evaluation of their financial condition and other factors. We generally do not
require collateral or other security to support accounts receivable. We perform ongoing credit evaluations of our
customers and maintain an allowance for credit losses.
104
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The allowance for credit losses is based on the best estimate of the amount of probable credit losses in
existing accounts receivable. We assess credit losses on accounts receivable by taking into consideration past
collection experience, the credit quality of the customer, the age of the receivable balance, current and future
economic conditions, and forecasts that may affect the collectibility of the reported amount. In circumstances where
we are aware of a specific customer’s inability to meet its financial obligations (e.g., bankruptcy filings or substantial
downgrading of credit ratings), we record an allowance for credit losses in order to reduce the net recognized
receivable to the amount we reasonably believe will be collected. For all other customers, we record an allowance
for credit losses based on the length of time the receivable is past due and our historical experience of collections
and write-offs.
The changes in the allowance for credit losses are as follows:
Allowance for credit losses—beginning balance
Charged to allowance for credit losses
Recoveries
Write-offs
Allowance for credit losses—ending balance
Property and Equipment
2020
$
$
Fiscal Year Ended July 31,
2021
(in thousands)
804
$
655
(286)
(281)
892
379
822
(22)
(375)
804
$
$
$
2022
892
200
(80)
(368)
644
Property and equipment, including leasehold improvements, are stated at cost, less accumulated depreciation
and amortization. We include the cost to acquire demonstration units and the related accumulated depreciation in
property and equipment as such units are generally not available for sale. Depreciation and amortization is
computed using the straight-line method over the estimated useful lives of the related assets.
Leases
We determine if an arrangement is or contains a lease at inception by evaluating various factors, including
whether a vendor’s right to substitute an identified asset is substantive. Lease classification is determined at the
lease commencement date when the leased assets are made available for our use. Operating leases are included
in operating lease right-of-use assets, operating lease liabilities—current and operating lease liabilities—non-current
in our consolidated balance sheet as of July 31, 2022. Finance leases are included in property and equipment, net,
accrued expenses and other current liabilities and other liabilities—non-current in our consolidated balance sheet as
of July 31, 2022.
105
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Right-of-use assets ("ROU assets") represent our right to use an underlying asset for the lease term and lease
liabilities represent our obligation to make payments arising from the lease. ROU assets and liabilities are
recognized at the lease commencement date based on the present value of lease payments over the lease term.
Lease payments consist primarily of fixed payments under the arrangement, less any lease incentives, such as rent
holidays. Variable lease payments not dependent on an index or a rate are expensed as incurred and are not
included within the ROU asset and lease liability calculation. Variable lease payments primarily include
reimbursements of costs incurred by lessors for common area maintenance, property taxes and utilities. We use an
estimate of our incremental borrowing rate ("IBR") based on the information available at the lease commencement
date in determining the present value of lease payments, unless the implicit rate is readily determinable. In
determining the appropriate IBR, we consider information including, but not limited to, our credit rating, the lease
term and the currency in which the arrangement is denominated. For leases which commenced prior to our
adoption of Accounting Standards Update ("ASU") 2016-02, Leases ("ASC 842"), we used the IBR as of August 1,
2019. Our lease terms may include renewal options, which are not included in the lease terms for calculating our
lease liability, as we are not reasonably certain that we will exercise these renewal options at the time of the lease
commencement. Lease costs are recognized on a straight-line basis as operating expenses within our consolidated
statements of operations. We present lease payments within cash flows from operations within our consolidated
statements of cash flows.
For our operating leases, we account for lease and non-lease components as a single lease component.
Additionally, we do not record leases on our consolidated balance sheet that have a lease term of 12 months or less
at the lease commencement date.
Goodwill, Intangible Assets and Other Long-Lived Assets
Goodwill represents the future economic benefits arising from other assets acquired in a business combination
or an acquisition that are not individually identified and separately recorded. The excess of the purchase price over
the estimated fair value of net assets of businesses acquired in a business combination is recognized as goodwill.
Intangible assets consist of identifiable intangible assets, including developed technology, customer
relationships and trade names, resulting from business combinations. Finite-lived intangible assets are recorded at
fair value, net of accumulated amortization. Finite-lived intangible assets are amortized on a straight-line basis over
their estimated useful lives. Amortization expense is included as a component of cost of product revenue and sales
and marketing expense in the accompanying consolidated statements of operations. Amounts included in sales and
marketing expense relate to customer relationships.
Goodwill and other intangible assets acquired in a business combination and determined to have an indefinite
useful life are not amortized, but instead tested for impairment at least annually, as of May 1 of each year. Such
goodwill and other intangible assets may also be tested for impairment between annual tests in the presence of
impairment indicators such as, but not limited to: (i) a significant adverse change in legal factors or in the business
climate; (ii) a substantial decline in our market capitalization; (iii) an adverse action or assessment by a regulator;
(iv) unanticipated competition; (v) loss of key personnel; (vi) a more likely-than-not expectation of the sale or
disposal of a reporting unit or a significant portion thereof; (vii) a realignment of our resources or restructuring of our
existing businesses in response to changes to industry and market conditions; (viii) testing for recoverability of a
significant asset group within a reporting unit; or (ix) a higher discount rate used in the impairment analysis as
impacted by an increase in interest rates.
106
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Goodwill is tested for impairment by comparing the reporting unit's carrying value, including goodwill, to the fair
value of the reporting unit. We operate under one reporting unit and for our annual goodwill impairment test, we
determine the fair value of our reporting unit based on our enterprise value. We may elect to utilize a qualitative
assessment to determine whether it is more likely than not that the fair value of our reporting unit is less than its
carrying value. If, after assessing the qualitative factors, we determine that it is more likely than not that the fair
value of our reporting unit is less than its carrying value, an impairment analysis will be performed. We compare the
fair value of our reporting unit with its carrying amount and if the carrying value of the reporting unit exceeds its fair
value, an impairment loss will be recognized.
Long-lived assets, such as property and equipment and finite-lived intangible assets subject to depreciation
and amortization, are evaluated for impairment whenever events or changes in circumstances indicate that their
carrying amount may not be recoverable. Among the factors and circumstances we consider in determining
recoverability are: (i) a significant decrease in the market price of a long-lived asset; (ii) a significant adverse
change in the extent or manner in which a long-lived asset is being used or in its physical condition; (iii) a significant
adverse change in legal factors or in the business climate that could affect the value of a long-lived asset, including
an adverse action or assessment by a regulator; (iv) an accumulation of costs significantly in excess of the amount
originally expected for the acquisition; and (v) current-period operating or cash flow loss combined with a history of
operating or cash flow losses or a projection or forecast that demonstrates continuing losses associated with the
use of a long-lived asset. Recoverability of assets to be held and used is measured by a comparison of the carrying
amount of an asset to the estimated undiscounted future cash flows expected to be generated by the asset. If the
carrying amount of an asset exceeds its estimated future cash flows, an impairment charge is recognized in the
amount by which the carrying amount of the asset exceeds the fair value of the asset.
There have been no indicators of impairment of goodwill, intangible assets or other long-lived assets and we
did not record any material impairment losses during fiscal 2020, 2021 or 2022.
Revenue Recognition
The core principle of ASC 606 is to recognize revenue to depict the transfer of promised goods or services to
customers in an amount that reflects the consideration the entity expects to be entitled to in exchange for those
goods or services. This principle is achieved by applying the following five-step approach:
•
Identification of the contract, or contracts, with a customer — A contract with a customer exists when (i) we
enter into an enforceable contract with a customer that defines each party’s rights regarding the goods or
services to be transferred and identifies the payment terms related to these goods or services, (ii) the
contract has commercial substance and (iii) we determine that collection of substantially all consideration
for goods or services that are transferred is probable based on the customer’s intent and ability to pay the
promised consideration. We apply judgment in determining the customer’s ability and intention to pay,
which is based on a variety of factors, including the customer’s historical payment experience or, in the
case of a new customer, published credit and financial information pertaining to the customer.
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NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
•
•
•
•
Identification of the performance obligations in the contract — Performance obligations promised in a
contract are identified based on the goods or services that will be transferred to the customer that are both
capable of being distinct, whereby the customer can benefit from the goods or services either on their own
or together with other resources that are readily available from third parties or from us, and are distinct in
the context of the contract, whereby the transfer of the goods or services is separately identifiable from
other promises in the contract. To the extent a contract includes multiple promised goods or services, we
apply judgment to determine whether promised goods or services are capable of being distinct and distinct
in the context of the contract. If these criteria are not met, the promised goods or services are accounted for
as a combined performance obligation.
Determination of the transaction price — The transaction price is determined based on the consideration to
which we will be entitled in exchange for transferring goods or services to the customer.
Allocation of the transaction price to the performance obligations in the contract — If the contract contains a
single performance obligation, the entire transaction price is allocated to the single performance obligation.
Contracts that contain multiple performance obligations require an allocation of the transaction price to each
performance obligation based on a relative standalone selling price ("SSP"). We determine SSP based on
the price at which the performance obligation is sold separately. If the SSP is not observable through past
transactions, we estimate the SSP, taking into account available information such as market conditions and
internally approved pricing guidelines related to the performance obligations.
Recognition of revenue when, or as, performance obligations are satisfied — We satisfy performance
obligations either over time or at a point in time. Revenue is recognized at the time the related performance
obligation is satisfied with the transfer of a promised good or service to a customer. For additional details on
revenue recognition, refer to Note 2 of Notes to Consolidated Financial Statements.
Contracts with multiple performance obligations — The majority of our contracts with customers contain
multiple performance obligations. For these contracts, we account for individual performance obligations separately
if they are distinct. The transaction price is allocated to the separate performance obligations on a relative
standalone selling price ("SSP") basis. For deliverables that we routinely sell separately, such as software
entitlement and support subscriptions on our core offerings, we determine SSP by evaluating the standalone sales
over the trailing 12 months. For those that are not sold routinely, we determine SSP based on our overall pricing
trends and objectives, taking into consideration market conditions and other factors, including the value of our
contracts, the products sold and geographic locations.
Contract balances — The timing of revenue recognition may differ from the timing of invoicing to customers.
Accounts receivable are recorded at the invoiced amount, net of an allowance for credit losses. A receivable is
recognized in the period we deliver goods or provide services, or when our right to consideration is unconditional. In
situations where revenue recognition occurs before invoicing, an unbilled receivable is created, which represents a
contract asset. Unbilled accounts receivable, included in accounts receivable, net on our consolidated balance
sheets, was not material for any of the periods presented.
Payment terms on invoiced amounts are typically 30-45 days. We assess credit losses on accounts receivable
by taking into consideration past collection experience, the credit quality of the customer, the age of the receivable
balance, current and future economic conditions, and forecasts that may affect the collectibility of the reported
amount. The balance of accounts receivable, net of allowance for credit losses, as of July 31, 2021 and 2022 is
presented in the accompanying consolidated balance sheets.
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NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Costs to obtain and fulfill a contract — We capitalize commissions paid to sales personnel and the related
payroll taxes when customer contracts are signed. These costs are recorded as deferred commissions in our
consolidated balance sheets, current and non-current. We determine whether costs should be deferred based on
our sales compensation plans if the commissions are incremental and would not have been incurred absent the
execution of the customer contract. Commissions paid upon the initial acquisition of a contract are recognized over
the estimated period of benefit, which may exceed the term of the initial contract if the commissions expected to be
paid upon renewal are not commensurate with that of the initial contract. Accordingly, deferred costs are recognized
on a systematic basis that is consistent with the pattern of revenue recognition allocated to each performance
obligation over the entire period of benefit and included in sales and marketing expense in our consolidated
statements of operations. We determine the estimated period of benefit by evaluating the expected renewals of
customer contracts, the duration of relationships with our customers, customer retention data, our technology
development lifecycle and other factors. Deferred costs are periodically reviewed for impairment.
Taxes assessed by a government authority that are both imposed on and concurrent with specific revenue
transactions between us and our customers are presented on a net basis in our consolidated statements of
operations.
Deferred revenue — Deferred revenue primarily consists of amounts that have been invoiced but not yet
recognized as revenue and primarily pertain to software entitlement and support subscriptions and professional
services. The current portion of deferred revenue represents the amounts that are expected to be recognized as
revenue within one year of the consolidated balance sheet date.
Cost of Revenue
Cost of revenue consists of cost of product revenue and cost of support, entitlements and other services
revenue. Personnel costs associated with our operations and global customer support organizations consist of
salaries, benefits and stock-based compensation. Allocated costs consist of certain facilities, depreciation and
amortization, recruiting and information technology costs allocated based on headcount.
Warranties
We generally provide a one-year warranty on hardware sold by us and a 90-day warranty on software
licenses. The hardware warranty provides for parts replacement for defective components and the software
warranty provides for bug fixes. With respect to the hardware warranty obligation, we have a warranty agreement
with our contract manufacturers under which the OEMs are generally required to replace defective hardware within
three years of shipment. Furthermore, our post-contract customer support ("PCS") agreements provide for the same
parts replacement that customers are entitled to under the warranty program, except that replacement parts are
delivered according to targeted response times to minimize disruption to the customers’ critical business
applications. Substantially all customers purchase PCS agreements.
Given the warranty agreement with our OEMs and considering that substantially all products are sold together
with PCS agreements, we generally have very limited exposure related to warranty costs and therefore no warranty
reserve has been recognized.
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NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Research and Development
Our research and development expense consists primarily of product development personnel costs, including
salaries and benefits, stock-based compensation and allocated facilities costs. Research and development costs
are expensed as incurred. Currently, we expense the software development costs incurred in the research and
development of new products and enhancements to existing products as incurred, as from the inception of the
product development, our software products are primarily intended to be marketed and sold to customers on-
premises, either standalone and/or with other product offerings.
Stock-Based Compensation
Stock-based compensation expense is measured based on the grant date fair value of share-based awards.
The fair value of the purchase rights under our 2016 Employee Stock Purchase Plan ("2016 ESPP") is estimated
using the Black-Scholes-Merton ("Black-Scholes") option pricing model, which is impacted by the fair value of our
common stock, as well as changes in assumptions regarding a number of subjective variables. These variables
include the expected common stock price volatility over the term of the awards, the expected term of the awards,
risk-free interest rates and expected dividend yield. The fair value of restricted stock units ("RSUs") is determined
using the fair value of our common stock on the date of grant.
We grant stock awards with service conditions only and with both service and performance or market-based
conditions. We recognize stock-based compensation expense for employee stock awards with a service condition
only using the straight-line method over the requisite service period of the awards, which is generally the vesting
period. We use the graded vesting attribution method to recognize stock-based compensation expense related to
employee stock awards that contain both service and performance or market-based conditions. The fair value of the
2016 ESPP purchase rights is recognized as expense on a straight-line basis over the offering period. We account
for forfeitures of all share-based awards when they occur.
Foreign Currency
The functional currency of our foreign subsidiaries is the U.S. dollar. Transactions denominated in currencies
other than the functional currency are remeasured at the average exchange rate in effect during the reporting
period. At the end of each reporting period all monetary assets and liabilities of our subsidiaries are remeasured at
the current U.S. dollar exchange rate at the end of the reporting period. Remeasurement gains and losses are
included within other expense, net in the accompanying consolidated statements of operations. During the fiscal
years ended July 31, 2020, 2021 and 2022, we recognized foreign currency losses of $9.4 million, $8.9 million and
$3.2 million, respectively. To date, we have not undertaken any hedging transactions related to foreign currency
exposure.
Segments
Our chief operating decision maker is a group which is comprised of our Chief Executive Officer and Chief
Financial Officer. This group allocates resources and assesses financial performance based upon discrete financial
information at the consolidated level. Accordingly, we have determined that we operate as a single operating and
reportable segment.
110
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Income Taxes
We account for income taxes using the asset and liability method. Deferred income taxes are recognized by
applying enacted statutory tax rates applicable to future years to differences between the financial statement
carrying amounts of existing assets and liabilities and their respective tax bases and operating loss and tax credit
carryforwards. The effect on deferred tax assets and liabilities of a change in tax rates is recognized in income in
the period that includes the enactment date. The measurement of deferred tax assets is reduced, if necessary, by a
valuation allowance on amounts that are more likely than not to be realized.
We record a liability for uncertain tax positions if it is not more likely than not to be sustained based solely on
its technical merits as of the reporting date. We consider many factors when evaluating and estimating our tax
positions and tax benefits, which may require periodic adjustments and may not accurately anticipate actual
outcomes.
Advertising Costs
Advertising costs are charged to sales and marketing expenses as incurred in our consolidated statements of
operations. During the fiscal years ended July 31, 2020, 2021 and 2022, advertising expense was $38.7 million,
$22.1 million and $13.7 million, respectively.
Recently Adopted Accounting Pronouncements
In August 2020, the FASB issued ASU 2020-06, Accounting for Convertible Instruments and Contracts in an
Entity’s Own Equity. Under ASU 2020-06, the embedded conversion features are no longer separated from the host
contract for convertible instruments with conversion features that are not required to be accounted for as derivatives
under Topic 815, Derivatives and Hedging, or that do not result in substantial premiums accounted for as paid-in
capital. Consequently, a convertible debt instrument will be accounted for as a single liability measured at its
amortized cost and convertible preferred stock will be accounted for as a single equity instrument measured at its
historical cost, as long as no other features require bifurcation and recognition as derivatives. By removing those
separation models, the interest rate of convertible debt instruments typically will be closer to the coupon interest
rate. ASU 2020-06 also provides for certain disclosures with regard to convertible instruments and associated fair
values. We early adopted the new standard using the modified retrospective method effective August 1, 2021 and
have not changed any previously disclosed amounts or provided additional disclosures for the comparative periods.
The adoption of this new guidance resulted in an increase in the carrying value of the 2023 Notes by
approximately $48.0 million to reflect the full principal amount of the convertible notes outstanding, net of issuance
costs, a decrease in additional paid-in capital of approximately $148.6 million to remove the equity component
separately recorded for the conversion feature associated with the 2023 Notes, and a cumulative-effect adjustment
of approximately $100.6 million to the accumulated deficit beginning balance as of August 1, 2021. The remaining
debt issuance costs will continue to be amortized over the term of the 2023 Notes. The new standard had no impact
on the 2026 Notes, as the embedded conversion feature on the 2026 Notes was initially accounted for as a
derivative liability.
111
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
In May 2021, the FASB issued ASU 2021-04, Issuer's Accounting for Certain Modifications or Exchanges of
Freestanding Equity-Classified Written Call Options, which provides guidance on modifications or exchanges of a
freestanding equity-classified written call option (such as warrants). An entity should treat a modification of the
terms or conditions or an exchange of a freestanding equity-classified written call option that remains equity
classified after modification or exchange as an exchange of the original instrument for a new instrument, and
provides further guidance on measuring the effect of a modification or an exchange of a freestanding equity-
classified written call option that remains equity classified after modification or exchange. ASU 2021-04 also
provides guidance on the recognition of the effect of a modification or an exchange of a freestanding equity-
classified written call option that remains equity classified after modification or exchange on the basis of the
substance of the transaction, in the same manner as if cash had been paid as consideration. The new standard is
effective for all entities for fiscal years beginning after December 15, 2021, with early adoption permitted, including
interim periods within those fiscal years. We early adopted the new standard effective August 1, 2021 and the
adoption did not have a material impact on our consolidated financial statements.
NOTE 2. REVENUE, DEFERRED REVENUE AND DEFERRED COMMISSIONS
Disaggregation of Revenue and Revenue Recognition
We generate revenue primarily from the sale of our enterprise cloud platform, which can be delivered pre-
installed on an appliance that is configured to order or delivered separately to be utilized on a variety of certified
hardware platforms. When the software license is not portable to other appliances, it can be used over the life of the
associated appliance, while subscription term-based licenses typically have a term of one to five years. Configured-
to-order appliances, including our Nutanix-branded NX hardware line, can be purchased from one of our OEMs or,
in limited cases, directly from Nutanix. Our enterprise cloud platform typically includes one or more years of support
and entitlements, which provides customers with the right to software upgrades and enhancements as well as
technical support. A substantial portion of sales are made through channel partners and OEM relationships.
The following table depicts the disaggregation of revenue by revenue type, consistent with how we evaluate
our financial performance:
Subscription
Non-portable software
Hardware
Professional services
Total revenue
2020
2022
Fiscal Year Ended July 31,
2021
(in thousands)
$ 1,243,621
71,390
6,259
73,094
$ 1,394,364
$ 1,433,773
49,694
5,585
91,744
$ 1,580,796
$ 1,030,180
208,158
23,455
45,889
$ 1,307,682
Subscription revenue — Subscription revenue includes any performance obligation which has a defined term
and is generated from the sales of software entitlement and support subscriptions, subscription software licenses
and cloud-based software as a service ("SaaS") offerings.
•
Ratable — We recognize revenue from software entitlement and support subscriptions and SaaS offerings
ratably over the contractual service period, the substantial majority of which relate to software entitlement
and support subscriptions. These offerings represented approximately $508.8 million, $639.3 million and
$770.4 million of our subscription revenue for fiscal 2020, 2021 and 2022, respectively.
112
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
•
Upfront — Revenue from our subscription software licenses is generally recognized upfront upon transfer of
control to the customer, which happens when we make the software available to the customer. These
subscription software licenses represented approximately $521.3 million, $604.3 million and $663.4 million
of our subscription revenue for fiscal 2020, 2021 and 2022, respectively.
Non-portable software revenue — Non-portable software revenue includes sales of our enterprise cloud
platform when delivered on a configured-to-order appliance by us or one of our OEM partners. The software
licenses associated with these sales are typically non-portable and can be used over the life of the appliance on
which the software is delivered. Revenue from our non-portable software products is generally recognized upon
transfer of control to the customer.
Hardware revenue — In transactions where the hardware appliance is purchased directly from Nutanix, we
consider ourselves to be the principal in the transaction and we record revenue and costs of goods sold on a gross
basis. We consider the amount allocated to hardware revenue to be equivalent to the cost of the hardware
procured. Hardware revenue is generally recognized upon transfer of control to the customer.
Professional services revenue — We also sell professional services with our products. We recognize revenue
related to professional services as they are performed.
Significant changes in the balance of deferred revenue (contract liability) and deferred commissions (contract
asset) for the periods presented are as follows:
Balance as of July 31, 2020
Additions (1)
Revenue/commissions recognized
Balance as of July 31, 2021
Additions (1)
Revenue/commissions recognized
Balance as of July 31, 2022
(1)
Includes both billed and unbilled amounts.
Deferred
Revenue
Deferred
Commissions
(in thousands)
$
$
1,183,441
1,523,846
(1,394,364)
1,312,923
1,713,411
(1,580,796)
1,445,538
$
$
215,528
310,966
(183,074)
343,420
229,524
(205,354)
367,590
During the fiscal year ended July 31, 2021, we recognized revenue of approximately $488.2 million pertaining
to amounts deferred as of July 31, 2020. During the fiscal year ended July 31, 2022, we recognized revenue of
approximately $592.6 million pertaining to amounts deferred as of July 31, 2021.
Many of our contracted but not invoiced performance obligations are subject to cancellation terms. Revenue
allocated to remaining performance obligations represents contracted revenue that has not yet been recognized
("contracted not recognized"), which includes deferred revenue and non-cancelable amounts that will be invoiced
and recognized as revenue in future periods and excludes performance obligations that are subject to cancellation
terms. Contracted not recognized revenue was approximately $1.6 billion as of July 31, 2022, of which we expect to
recognize approximately 54% over the next 12 months, and the remainder thereafter.
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NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
NOTE 3. FAIR VALUE MEASUREMENTS
The authoritative guidance on fair value measurements establishes a three-tier fair value hierarchy based on
the observability of the inputs available in the market used to measure fair value as follows:
•
•
•
Level I — Inputs are unadjusted, quoted prices in active markets for identical assets or liabilities at the
measurement date;
Level II — Inputs are observable, unadjusted quoted prices in active markets for similar assets or liabilities,
unadjusted quoted prices for identical or similar assets or liabilities in markets that are not active, or other
inputs that are observable or can be corroborated by observable market data for substantially the full term
of the related assets or liabilities; and
Level III — Unobservable inputs that are significant to the measurement of the fair value of the assets or
liabilities that are supported by little or no market data.
Assets Measured at Fair Value on a Recurring Basis
Cash equivalents and short-term investments
Our money market funds are classified within Level I due to the highly liquid nature of these assets and have
unadjusted inputs, quoted prices in active markets for these assets at the measurement date from the financial
institution that carries these investment securities. Our investments in available-for-sale debt securities such as
commercial paper, corporate bonds and U.S. government securities are classified within Level II. The fair value of
these securities is priced by using inputs based on non-binding market consensus prices that are corroborated by
observable market data, quoted market prices for similar instruments, or pricing models such as discounted cash
flow techniques.
The fair value of our financial assets measured on a recurring basis is as follows:
Financial Assets:
Cash equivalents:
Money market funds
Commercial paper
Corporate bonds
Short-term investments:
Corporate bonds
Commercial paper
U.S. Government securities
Total measured at fair value
Cash
Total cash, cash equivalents and short-term
investments
Level I
Level II
Level III
Total
As of July 31, 2021
(in thousands)
$
$
72,583 $
—
—
—
—
—
72,583 $
— $
29,997
2,002
513,688
347,088
67,230
960,005 $
— $
—
—
72,583
29,997
2,002
513,688
—
347,088
—
—
67,230
— $ 1,032,588
181,141
$ 1,213,729
114
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Financial Assets:
Cash equivalents:
Money market funds
Commercial paper
Short-term investments:
Corporate bonds
Commercial paper
U.S. Government securities
Total measured at fair value
Cash
Total cash, cash equivalents and short-term
investments
Level I
Level II
Level III
Total
As of July 31, 2022
(in thousands)
$
227,796 $
—
— $
27,927
— $
—
227,796
27,927
—
—
—
227,796 $
409,024
317,738
194,667
949,356 $
$
409,024
—
317,738
—
—
194,667
— $ 1,177,152
147,127
$ 1,324,279
Financial Instruments Not Recorded at Fair Value on a Recurring Basis
We report our financial instruments at fair value, with the exception of the 2023 Notes, the 2026 Notes and the
2027 Notes (collectively, the "Notes"). Financial instruments that are not recorded at fair value on a recurring basis
are measured at fair value on a quarterly basis for disclosure purposes. The carrying values and estimated fair
values of financial instruments not recorded at fair value are as follows:
2023 Notes
2026 Notes
2027 Notes (2)
Total
As of July 31, 2021 (1)
As of July 31, 2022
Carrying
Value
Estimated
Fair
Value
Carrying
Value
(in thousands)
Estimated
Fair
Value
$
523,671
532,023
—
$ 1,055,694
$
602,272
1,128,953
—
$ 1,731,225
$
145,456
589,200
567,005
$ 1,301,661
$
143,154
759,086
400,252
$ 1,302,492
(1) Prior period amounts have not been adjusted due to our adoption of ASU 2020-06 under the modified retrospective
method. For additional information on our adoption of ASU 2020-06, refer to Note 1 and Note 5.
(2) The 2027 Notes were issued in September 2021.
The carrying value of the 2023 Notes as of July 31, 2021 was net of an unamortized debt discount of $48.6
million and unamortized debt issuance costs of $2.7 million, respectively. The carrying value of the 2023 Notes as
of July 31, 2022 was net of unamortized debt issuance costs of $0.2 million.
The carrying value of the 2026 Notes as of July 31, 2021 and 2022 included $8.9 million and $28.0 million,
respectively, of non-cash interest expense that was converted to the principal balance, net of unamortized debt
discounts of $203.6 million and $169.4 million, respectively, and unamortized debt issuance costs of $23.3 million
and $19.4 million, respectively.
The carrying value of the 2027 Notes as of July 31, 2022 was net of unamortized debt issuance costs of $8.0
million.
The total estimated fair value of the 2023 Notes was determined based on the closing trading price per $100 of
the 2023 Notes as of the last day of trading for the period. We consider the fair value of the 2023 Notes to be a
Level 2 valuation due to the limited trading activity.
115
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The total estimated fair value of the 2026 Notes is based on a binomial model. We consider the fair value of
the 2026 Notes to be a Level 3 valuation, as the 2026 Notes are not publicly traded. The Level 3 inputs used are the
same as those used to determine the estimated fair value of the associated derivative liability, as detailed below.
The total estimated fair value of the 2027 Notes was determined based on the closing trading price per $100 of
the 2027 Notes as of the last day of trading for the period. We consider the fair value of the 2027 Notes to be a
Level 2 valuation due to the limited trading activity.
Derivative Liability
The conversion feature of the 2026 Notes represented an embedded derivative at inception. The 2026 Notes
are not considered to be conventional debt and we determined that the embedded conversion feature was required
to be bifurcated from the host debt and accounted for as a derivative liability, as the 2026 Notes were convertible
into a variable number of shares until the conversion price became fixed in September 2021, based on the level of
achievement of the associated financial performance metric. As such, the initial fair value of the derivative
instrument was recorded as a liability in our consolidated balance sheet with the corresponding amount recorded as
a discount to the 2026 Notes upon issuance. The derivative liability is considered a Level 3 valuation and was
recorded at its estimated fair value at the end of each reporting period and as of September 15, 2021, when the
conversion price became fixed, with the change in fair value recognized within other expense, net in our
consolidated statements of operations.
On September 15, 2021, the conversion price of the 2026 Notes became fixed and the bifurcated liability was
no longer accounted for as a separate derivative because the conversion features are now considered indexed to
our own equity and meet the equity classification conditions. We estimated the fair value of the derivative liability as
of September 15, 2021 to be $698.2 million, which was reclassified to equity on that date.
The following table shows the change in the estimated fair value of the derivative liability through October 31,
2021. There was no change to the estimated fair value of the derivative liability subsequent to October 31, 2021, as
it was reclassified to equity.
Derivative liability at July 31, 2021
Change in fair value
Derivative liability at September 15, 2021
Reclass to equity upon conversion price becoming fixed
Derivative liability at October 31, 2021
Three Months
Ended October 31,
2021
(in thousands)
$
$
500,175
198,038
698,213
(698,213)
—
We estimated the fair value of the derivative liability using a binomial model, with the following valuation inputs:
Conversion ratio (1)
Risk-free rate
Discount rate (2)
Volatility
Stock price
As of
July 31, 2021
Conversion price of $27.75 with a
36.036 conversion rate per $1,000
0.7%
6.5%
40.0%
$36.02
September 15, 2021
Conversion price of $27.75 with a
36.036 conversion rate per $1,000
0.8%
6.5%
45.0%
$42.77
(1) The conversion ratio was calculated based on the achievement of the associated financial performance metric.
(2) The discount rate was estimated based on the implied rate for the 2023 Notes as well as a credit analysis.
116
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
NOTE 4. BALANCE SHEET COMPONENTS
Short-Term Investments
The amortized cost of our short-term investments approximates their fair value. Unrealized losses related to
our short-term investments are generally due to interest rate fluctuations, as opposed to credit quality. However, we
review individual securities that are in an unrealized loss position in order to evaluate whether or not they have
experienced or are expected to experience credit losses that would result in a decline in fair value. As of July 31,
2021 and 2022, unrealized gains and losses from our short-term investments were not material and were not the
result of a decline in credit quality. As a result, at July 31, 2021 and 2022, we did not record any credit losses for
these investments.
The following table summarizes the estimated fair value of our investments in marketable debt securities by
their contractual maturity dates:
Due within one year
Due in one to two years
Total
Prepaid Expenses and Other Current Assets
Prepaid expenses and other current assets consists of the following:
Prepaid operating expenses
VAT receivables
Other current assets
Total prepaid expenses and other current assets
As of
July 31, 2022
(in thousands)
$
$
770,454
150,975
921,429
As of July 31,
2021
2022
(in thousands)
$
$
36,455
8,290
12,071
56,816
$
$
48,842
7,514
37,431
93,787
The increase in other current assets from July 31, 2021 to July 31, 2022 was due primarily to the addition of a
receivable for the estimated recovery of our settlement offer and certain legal fees and professional expenses
payable under our applicable insurance policies related to certain litigation matters, as well as the addition of tenant
improvement allowances receivable within the next 12 months.
117
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Property and Equipment, Net
Property and equipment, net consists of the following:
Computer, production, engineering and other equipment
Demonstration units
Leasehold improvements
Furniture and fixtures
Total property and equipment, gross
Less: accumulated depreciation (2)
Total property and equipment, net
Estimated
Useful Life
(in months)
36
12
(1)
60
As of July 31,
2021
2022
(in thousands)
$
$
300,583
68,992
62,676
16,518
448,769
(317,148)
131,621
$
$
341,536
61,914
61,443
16,508
481,401
(367,961)
113,440
(1) Leasehold improvements are amortized over the shorter of the estimated useful lives of the improvements or the
(2)
remaining lease term.
Includes a $0.9 million write-off related to the impairment of certain leasehold improvements during the fiscal year
ended July 31, 2021. For additional information on this lease-related impairment, refer to Note 6.
Depreciation expense related to our property and equipment was $76.4 million, $76.5 million and $69.3 million
for the fiscal years ended July 31, 2020, 2021 and 2022, respectively.
Intangible Assets, Net
Intangible assets, net consists of the following:
Developed technology
Customer relationships
Trade name
Total intangible assets, gross
Less:
Accumulated amortization of developed technology
Accumulated amortization of customer relationships
Accumulated amortization of trade name
Total accumulated amortization
Total intangible assets, net
As of July 31,
2021
2022
(in thousands)
79,300
8,860
4,170
92,330
(50,764)
(6,513)
(3,041)
(60,318)
32,012
$
$
79,300
8,860
4,170
92,330
(64,344)
(8,074)
(4,083)
(76,501)
15,829
$
$
Amortization expense related to our intangible assets is being recognized in our consolidated statements of
operations within product cost of revenue for developed technology and sales and marketing expense for customer
relationships and trade name.
118
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The changes in the net book value of intangible assets, net are as follows:
Intangible assets, net—beginning balance
Amortization of intangible assets (1)
Intangible assets, net—ending balance
As of July 31,
2021
2022
(in thousands)
$
$
49,392
(17,380)
32,012
$
$
32,012
(16,183)
15,829
(1) Represents amortization expense related to intangible assets recognized during the year in our consolidated
statements of operations, within product cost of revenue and sales and marketing expense.
The estimated future amortization expense of our intangible assets is as follows:
Fiscal Year Ending July 31:
2023
2024
2025
Total
Goodwill
Amount
(in thousands)
10,856
3,210
1,763
15,829
$
$
There was no change in the carrying amount of goodwill during the fiscal years ended July 31, 2021 or 2022.
Accrued Compensation and Benefits
Accrued compensation and benefits consists of the following:
Accrued commissions
Accrued vacation
Payroll taxes payable
Accrued wages and taxes
Contributions to ESPP withheld
Accrued benefits
Accrued bonus
Other
Total accrued compensation and benefits
Accrued Expenses and Other Current Liabilities
Accrued expenses and other current liabilities consists of the following:
Income taxes payable
Accrued professional services
Other
Total accrued expenses and other current liabilities
119
As of July 31,
2021
2022
(in thousands)
48,321
26,961
21,603
1,675
26,735
10,243
14,878
11,921
162,337
$
$
32,886
23,140
21,060
20,807
19,174
11,774
9,782
11,188
149,811
As of July 31,
2021
2022
(in thousands)
13,309
3,541
22,554
39,404
$
$
13,206
5,499
30,527
49,232
$
$
$
$
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
NOTE 5. CONVERTIBLE SENIOR NOTES
2023 Notes
In January 2018, we issued the 2023 Notes with a 0% interest rate for an aggregate principal amount of
$575.0 million, due in 2023, in a private placement to qualified institutional buyers pursuant to Rule144A under the
Securities Act. This included $75.0 million in aggregate principal amount of the 2023 Notes that we issued resulting
from initial purchasers fully exercising their option to purchase additional notes. There are no required principal
payments on the 2023 Notes prior to their maturity. The total net proceeds from the issuance of the 2023 Notes
were as follows:
Principal amount
Less: initial purchasers' discount
Less: cost of the bond hedges
Add: proceeds from the sale of warrants
Less: other issuance costs
Net proceeds
Amount
(in thousands)
575,000
(10,781)
(143,175)
87,975
(707)
508,312
$
$
The 2023 Notes do not bear any interest and will mature on January 15, 2023, unless earlier converted or
repurchased in accordance with their terms. The 2023 Notes are unsecured and do not contain any financial
covenants or any restrictions on the payment of dividends, or the issuance or repurchase of securities by us.
Each $1,000 of principal of the 2023 Notes is initially convertible into 20.4705 shares of our Class A common
stock, which is equivalent to an initial conversion price of approximately $48.85 per share, subject to adjustment
upon the occurrence of specified events. Holders of these 2023 Notes may convert their 2023 Notes at their option
at any time prior to the close of the business day immediately preceding October 15, 2022, only under the following
circumstances:
1) during any fiscal quarter commencing after the fiscal quarter ending on April 30, 2018 (and only during
such fiscal quarter), if the last reported sale price of 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 trading day of the immediately preceding fiscal quarter, is greater than or equal to 130% of the
conversion price on each applicable trading day;
2) during the five business day period after any five consecutive trading day period (the "measurement
period") in which the trading price per $1,000 principal amount of 2023 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 for the 2023 Notes on each such trading day; or
3) upon the occurrence of certain specified corporate events.
Based on the closing price of our Class A common stock of $15.13 on July 31, 2022, the if-converted value of
the 2023 Notes was lower than the principal amount. The price of our Class A common stock was not greater than
or equal to 130% of the conversion price for 20 or more trading days during the 30 consecutive trading days ending
on the last trading day of the quarter ended July 31, 2022. As such, the 2023 Notes are not convertible for the fiscal
quarter commencing after July 31, 2022.
120
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
On or after October 15, 2022, holders may convert all or any portion of their 2023 Notes at any time prior to the
close of business on the second scheduled trading day immediately preceding the maturity date, regardless of the
foregoing conditions.
Upon conversion of the 2023 Notes, 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 Class A common stock, at our election. We intend to settle
the principal of the 2023 Notes in cash.
The conversion rate will be subject to adjustment in some events, but will not be adjusted for any accrued or
unpaid interest. A holder who converts their 2023 Notes in connection with certain corporate events that constitute a
"make-whole fundamental change" per the indenture governing the 2023 Notes are, under certain circumstances,
entitled to an increase in the conversion rate. In addition, if we undergo a fundamental change prior to the maturity
date, holders may require us to repurchase for cash all or a portion of their 2023 Notes at a repurchase price equal
to 100% of the principal amount of the repurchased 2023 Notes, plus accrued and unpaid interest.
We may not redeem the 2023 Notes prior to the maturity date, and no sinking fund is provided for the 2023
Notes.
On September 22, 2021, we consummated privately negotiated exchanges with certain holders of the
outstanding 2023 Notes, pursuant to which such holders exchanged approximately $416.5 million in aggregate
principal amount of 2023 Notes for $477.3 million in aggregate principal amount of 2027 Notes. We also entered
into privately negotiated transactions with certain holders of the 2023 Notes pursuant to which we repurchased
approximately $12.8 million in aggregate principal amount of 2023 Notes for cash. Following the closing of these
exchanges and repurchases, approximately $145.7 million in aggregate principal amount of 2023 Notes remains
outstanding with terms unchanged.
The 2023 Notes consisted of the following:
Principal amounts:
Principal
Unamortized debt discount (1)
Unamortized debt issuance costs (1)
Net carrying amount
Carrying amount of equity component (2)
As of July 31,
2021
2022
(in thousands)
$
$
$
575,000
(48,616)
(2,713)
523,671
148,598
$
$
$
145,704
—
(248)
145,456
—
(1)
(2)
Included in our consolidated balance sheets within convertible senior notes, net and amortized over the remaining life of
the 2023 Notes using the effective interest rate method. As of July 31, 2021, the effective interest rate was 6.62%. As of
July 31, 2022, the effective interest rate was 0.41%.
Included in our consolidated balance sheets as of July 31, 2021 within additional paid-in capital, net of $3.0 million in
equity issuance costs.
As of July 31, 2022, the remaining life of the 2023 Notes was approximately 5 months.
121
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The following table sets forth the total interest expense recognized related to the 2023 Notes:
Interest expense related to amortization of debt discount
Interest expense related to amortization of debt issuance
costs
Total interest expense
Note Hedges and Warrants
$
$
2020
Fiscal Year Ended July 31,
2021
(in thousands)
31,682
$
$
29,658
1,654
31,312
$
1,767
33,449
$
2022
—
844
844
Concurrently with the offering of the 2023 Notes in January 2018, we entered into convertible note hedge
transactions with certain bank counterparties, whereby we have the initial option to purchase a total of
approximately 11.8 million shares of our Class A common stock at a conversion price of approximately $48.85 per
share, subject to adjustment for certain specified events. The total cost of the convertible note hedge transactions
was approximately $143.2 million. In addition, we sold warrants to certain bank counterparties, whereby the holders
of the warrants have the initial option to purchase a total of approximately 11.8 million shares of our Class A
common stock at a price of $73.46 per share, subject to adjustment for certain specified events. We received
approximately $88.0 million in cash proceeds from the sale of these warrants.
Taken together, the purchase of the convertible note hedges and the sale of warrants are intended to offset
any actual dilution from the conversion of the 2023 Notes and to effectively increase the overall conversion price
from $48.85 to $73.46 per share. As these transactions meet certain accounting criteria, the convertible note
hedges and warrants are recorded within stockholders’ equity and are not accounted for as derivatives. The net
cost incurred in connection with the convertible note hedge and warrant transactions of approximately $55.2 million
was recorded as a reduction to additional paid-in capital in our consolidated balance sheets as of July 31, 2021 and
2022. The fair value of the note hedges and warrants are not remeasured each reporting period. The amounts paid
for the note hedges were tax deductible expenses, while the proceeds received from the warrants were not taxable.
In September 2021, in connection with the exchange and repurchase transactions described above, we
terminated portions of the convertible note hedge transactions and warrant transactions previously entered into with
certain financial institutions in connection with the issuance of the 2023 Notes. The net effect of these unwind
transactions was a $21.5 million cash payment received, consisting of an $18.4 million payment for the warrant
unwind and the receipt of $39.9 million from the hedge unwind. The amounts paid and received as part of the
unwind transactions were recorded to additional paid-in capital within our consolidated balance sheet.
The note hedges are required to be excluded from the calculation of diluted earnings per share ("EPS"), as
they would be antidilutive. In periods when we report a net loss, basic net loss per share and diluted net loss per
share are the same, as the effect of potential common shares is antidilutive, and the potential impact of the 2023
Notes is therefore excluded.
The warrants will have a dilutive effect when the average share price exceeds the warrant strike price of
$73.46 per share. As the price of our Class A common stock continues to increase above the warrant strike price,
additional dilution would occur at a declining rate so that a $10 increase from the warrant strike price would yield a
cumulative dilution of approximately 0.4 million diluted shares for EPS purposes. However, upon conversion, the
note hedges would neutralize the dilution from the 2023 Notes so that there would only be dilution from the
warrants, which would result in an actual dilution of approximately 2.1 million shares at a common stock price of
$83.46.
122
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
2026 Notes
In September 2020, we issued $750.0 million in aggregate principal amount of the 2026 Notes to BCPE
Nucleon (DE) SVP, LP, an entity affiliated with Bain Capital, LP ("Bain"). The total net proceeds from this offering
were approximately $723.72 million, after deducting $26.3 million of debt issuance costs.
The 2026 Notes bear interest at a rate of 2.5% per annum, with such interest to be paid in kind ("PIK") on the
2026 Notes held by Bain through an increase in the principal amount of the 2026 Notes, and paid in cash on any
2026 Notes transferred to entities that are not affiliated with Bain. Interest on the 2026 Notes has accrued from the
date of issuance (September 24, 2020) and is added to the principal amount on a semi-annual basis (on March 15
and September 15 of each year, beginning on March 15, 2021). The 2026 Notes mature on September 15, 2026,
subject to earlier conversion, redemption or repurchase.
The 2026 Notes are convertible into our shares of Class A common stock based on an initial conversion rate of
36.036 shares of common stock per $1,000 principal amount of the 2026 Notes, which is equal to an initial
conversion price of $27.75 per share, subject to customary anti-dilution and other adjustments, including in
connection with any make-whole adjustments as a result of certain extraordinary transactions. In September 2021,
the one-year anniversary of the issuance of the 2026 Notes, the conversion price was subject to a one-time
adjustment, based on the level of achievement of certain financial milestones and as a result, the conversion price
became fixed at $27.75 per share.
On or after September 15, 2025, the 2026 Notes will be redeemable by us in the event that the closing sale
price of our Class A common stock has been at least 150% 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 we provide
the redemption notice, for cash, at a redemption price of 100% of the principal amount of such 2026 Notes, plus any
accrued and unpaid interest to, but excluding, the redemption date.
With certain exceptions, upon a change of control or a fundamental change, the holders of the 2026 Notes
may require us to repurchase all or part of the principal amount of the 2026 Notes at a repurchase price equal to
100% of the principal amount of the 2026 Notes, plus any accrued and unpaid interest to, but excluding, the
repurchase date. In addition, we will, in certain circumstances, increase the conversion rate for any 2026 Notes
converted in connection with a change of control or a fundamental change.
In accordance with accounting guidance on embedded conversion features, we valued and bifurcated the
conversion option associated with the 2026 Notes from the respective host debt instrument, which is treated as a
debt discount, and initially recorded the conversion option of $230.9 million as a derivative liability in our
consolidated balance sheet, with the corresponding amount recorded as a discount to the 2026 Notes to be
amortized over the term of the 2026 Notes using the effective interest method.
123
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The 2026 Notes consisted of the following:
Principal amounts:
Principal
Non-cash interest expense converted to principal
Unamortized debt discount (conversion feature) (1)
Unamortized debt issuance costs (1)
Net carrying amount
As of July 31,
2021
2022
(in thousands)
$
$
750,000
8,906
(203,619)
(23,264)
532,023
$
$
750,000
27,997
(169,438)
(19,359)
589,200
(1)
Included in our consolidated balance sheets within convertible senior notes, net and amortized over the remaining life of
the 2026 Notes using the effective interest rate method. The effective interest rate is 7.05%.
As of July 31, 2022, the remaining life of the 2026 Notes was approximately 4.1 years.
The following table sets forth the total interest expense recognized related to the 2026 Notes:
Interest expense related to amortization of debt discount
Interest expense related to amortization of debt issuance costs
Non-cash interest expense
Total interest expense
Fiscal Year Ended July 31,
2022
2021
(in thousands)
$
$
27,291
3,119
16,074
46,484
$
$
34,180
3,906
19,270
57,356
Non-cash interest expense is related to the 2.5% PIK interest that we accrued from the issuance of the 2026
Notes through July 31, 2022 and was recognized within other expense, net in our consolidated statement of
operations and other liabilities–non-current in our consolidated balance sheet. The accrued PIK interest will be
converted to the principal balance of the 2026 Notes at each payment date and will be convertible to shares at
maturity or when converted.
Upon the conversion price of the 2026 Notes becoming fixed in September 2021, the embedded conversion
option for the 2026 Notes no longer required bifurcation because the conversion features are now considered
indexed to our own equity and meet the equity classification conditions. The carrying amount of the derivative
liability of $698.2 million as of that date was reclassified to additional paid-in capital within our consolidated balance
sheet. The remaining debt discount that arose from the original bifurcation continues to be amortized over the term
of the 2026 Notes.
2027 Notes
In September 2021, we issued $575 million principal amount of 0.25% convertible senior notes due 2027
consisting of (i) approximately $477.3 million principal amount of 2027 Notes in exchange for approximately $416.5
million principal amount of the 2023 Notes (the "Exchange Transactions") and (ii) approximately $97.7 million
principal amount of 2027 Notes for cash (the "Subscription Transactions"). We did not receive any cash proceeds
from the Exchange Transactions. The net cash proceeds from the Subscription Transactions was approximately
$88.4 million after deducting the offering expenses for both the Exchange Transactions and the Subscription
Transactions. We used (i) approximately $14.7 million of the net cash proceeds from the Subscription Transactions
to repurchase approximately $12.8 million principal amount of the 2023 Notes and (ii) approximately $58.5 million of
the net cash proceeds from the Subscription Transactions to repurchase approximately 1.4 million shares of our
Class A common stock.
124
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The 2027 Notes bear interest at a rate of 0.25% per annum, and pay interest semi-annually in arrears on each
April 1 and October 1, commencing on April 1, 2022. The 2027 Notes will mature on October 1, 2027, unless earlier
converted, redeemed or repurchased.
The 2027 Notes are convertible into cash, shares of our Class A common stock, or a combination of cash and
shares of Class A common stock, at our election. Each $1,000 of principal of the 2027 Notes is initially convertible
into 17.3192 shares of our Class A common stock, which is equivalent to an initial conversion price of approximately
$57.74 per share, subject to customary anti-dilution adjustments. Holders of these 2027 Notes may convert their
2027 Notes at their option at any time prior to the close of the business day immediately preceding July 1, 2027,
only under the following circumstances:
(1) during any fiscal quarter after January 31, 2022, and only during such fiscal quarter, if the closing price of
our common stock for at least 20 trading days in a period of 30 consecutive trading days ending on, and
including, the last trading day of the preceding fiscal quarter is greater than or equal to 130% of the then
applicable conversion price for the Notes per share of common stock;
(2) during the five business day period after any five consecutive trading day period in which, for each trading
day of that period, the trading price per $1,000 principal amount of 2027 Notes for such trading day was
less than 98% of the product of the closing price of our common stock and the then applicable conversion
rate on each such trading day; or
(3) upon the occurrence of certain specified corporate events.
Upon conversion of the 2027 Notes, 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 Class A common stock, at our election. We intend to settle
the principal of the 2027 Notes in cash.
The conversion rate will be subject to adjustment in some events, but will not be adjusted for any accrued or
unpaid interest. A holder who converts their 2027 Notes in connection with certain corporate events that constitute a
"make-whole fundamental change" per the indenture governing the 2027 Notes are, under certain circumstances,
entitled to an increase in the conversion rate. In addition, if we undergo a fundamental change prior to the maturity
date, holders may require us to repurchase for cash all or a portion of their 2027 Notes at a repurchase price equal
to 100% of the principal amount of the repurchased 2027 Notes, plus accrued and unpaid interest.
In accounting for the exchange of convertible notes, we evaluated whether the transaction should be treated
as a modification or extinguishment transaction. The partial exchange of the 2023 Notes and issuance of the 2027
Notes were deemed to have substantially different terms due to the significant difference between the value of the
conversion option immediately prior to and after the exchange, and consequently, the 2023 Notes partial exchange
was accounted for as a debt extinguishment. The $64.9 million difference between the total reacquisition price paid
and the net carrying amount of the 2023 Notes is recognized as a debt extinguishment loss within other expense,
net in our consolidated statement of operations.
125
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The 2027 Notes consisted of the following:
Principal amounts:
Principal
Unamortized debt issuance costs (1)
Net carrying amount
As of July 31, 2022
(in thousands)
$
$
575,000
(7,995)
567,005
(1)
Included in our consolidated balance sheets within convertible senior notes, net and amortized over the remaining life of
the 2027 Notes using the effective interest rate method. The effective interest rate is 0.52%.
As of July 31, 2022, the remaining life of the 2027 Notes was approximately 5.2 years.
The following table sets forth the total interest expense recognized related to the 2027 Notes:
Contractual interest expense
Interest expense related to amortization of debt issuance costs
Total interest expense
Fiscal Year Ended
July 31,
2022
(in thousands)
$
$
1,229
1,302
2,531
NOTE 6. LEASES
We have operating leases for offices, research and development facilities and datacenters and finance leases
for certain datacenter equipment. Our leases have remaining lease terms of one year to approximately eight years,
some of which include options to renew or terminate. We do not include renewal options in the lease terms for
calculating our lease liability, as we are not reasonably certain that we will exercise these renewal options at the
time of the lease commencement. Our lease agreements do not contain any residual value guarantees or restrictive
covenants.
Total operating lease cost was $39.1 million, $42.6 million and $43.3 million for the fiscal years ended July 31,
2020, 2021 and 2022, respectively, excluding short-term lease costs, variable lease costs and sublease income,
each of which were not material. Variable lease costs primarily include common area maintenance charges. Total
finance lease cost was $0.7 million and $2.4 million for the fiscal years ended July 31, 2021 and 2022, respectively.
We had no finance leases during the fiscal year ended July 31, 2020.
During fiscal 2020, we ceased using certain office spaces internationally. As the carrying value of the related
right-of-use assets exceeded fair value, we recorded a $3.0 million impairment in our consolidated statements of
operations for the fiscal year ended July 31, 2020. Of the $3.0 million impairment, approximately $1.8 million relates
to the impairment of our operating lease right-of-use assets and approximately $1.2 million relates to the impairment
of leasehold improvements.
During fiscal 2021, we recorded additional impairment charges related to certain international office spaces, as
well as an impairment charge related to an office space in the United States. We recorded a $1.4 million net
impairment in our consolidated statement of operations for the fiscal year ended July 31, 2021. Of the $1.4 million
impairment, approximately $0.5 million relates to the impairment of our operating lease right-of-use assets and
approximately $0.9 million relates to the impairment of leasehold improvements. Additional charges related to asset
impairments may be recorded in the future.
126
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
During fiscal 2022, we signed agreements to early exit certain office spaces in the United States. The
reduction in the lease term resulted in a decrease to the carrying amount of the operating lease liability and the
operating lease right-of-use asset on our consolidated balance sheet as of July 31, 2022. In addition, we recorded
$0.6 million of expense in our consolidated statement of operations for the fiscal year ended July 31, 2022.
Supplemental balance sheet information related to leases is as follows:
Operating leases:
Operating lease right-of-use assets, gross
Accumulated amortization
Operating lease right-of-use assets, net
Operating lease liabilities—current
Operating lease liabilities—non-current
Total operating lease liabilities
Weighted average remaining lease term (in years):
Weighted average discount rate:
Finance leases:
Finance lease right-of-use assets, gross (1)
Accumulated amortization (1)
Finance lease right-of-use assets, net (1)
Finance lease liabilities—current (2)
Finance lease liabilities—non-current (3)
Total finance lease liabilities
Weighted average remaining lease term (in years):
Weighted average discount rate:
As of July 31,
2021
2022
(in thousands)
$
$
$
$
170,277
(64,374)
105,903
42,670
86,599
129,269
3.1
5.5%
188,060
(69,320)
118,740
39,801
89,782
129,583
5.1
5.7%
As of July 31,
2021
2022
(in thousands)
$
$
$
$
8,972
(687)
8,285
1,772
6,527
8,299
4.7
6.7%
13,501
(3,053)
10,448
2,685
7,806
10,491
3.9
5.9%
$
$
$
$
$
$
$
$
(1)
(2)
(3)
Included in our consolidated balance sheets within property and equipment, net.
Included in our consolidated balance sheets within accrued expenses and other current liabilities.
Included in our consolidated balance sheets within other liabilities—non-current.
Supplemental cash flow and other information related to leases is as follows:
Cash paid for amounts included in the measurement of
lease liabilities:
Operating cash flows from operating leases
Financing cash flows from finance leases
Lease liabilities arising from obtaining right-of-use assets:
Operating leases
Finance leases
Fiscal Year Ended July 31,
2022
2021
(in thousands)
$
$
$
$
46,216
459
16,174
9,622
$
$
$
$
48,509
1,089
55,797
4,529
127
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The undiscounted cash flows for our lease liabilities as of July 31, 2022 were as follows:
Fiscal Year Ending July 31:
2023
2024
2025
2026
2027
Thereafter
Total lease payments
Less: imputed interest
Total lease obligation
Less: current lease obligations
Long-term lease obligations
Operating
Leases
Finance
Leases
(in thousands)
$
$
43,199
30,393
17,100
13,805
12,699
36,396
153,592
(24,009)
129,583
(39,801)
89,782
$
$
2,750
2,750
2,750
2,048
337
—
10,635
(144)
10,491
(2,685)
7,806
$
$
Total
45,949
33,143
19,850
15,853
13,036
36,396
164,227
(24,153)
140,074
(42,486)
97,588
As of July 31, 2022, we had additional operating lease commitments of approximately $7.3 million on an
undiscounted basis for certain office leases that have not yet commenced. These operating leases will commence
during fiscal 2023, with lease terms of approximately three to eight years.
NOTE 7. COMMITMENTS AND CONTINGENCIES
Purchase Commitments
In the normal course of business, we make commitments with our contract manufacturers to ensure them a
minimum level of financial consideration for their investment in our joint solutions. These commitments are based on
performance targets or on-hand inventory and non-cancelable purchase orders for non-standard components. We
record a charge related to these items when we determine that it is probable a loss will be incurred and we are able
to estimate the amount of the loss. Our historical charges have not been material. As of July 31, 2022, we had up to
approximately $88.7 million of non-cancelable purchase obligations and other commitments pertaining to our daily
business operations, and up to approximately $82.3 million in the form of guarantees to certain of our contract
manufacturers.
128
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Guarantees and Indemnifications
We have entered into agreements with some of our Partners and customers that contain indemnification
provisions in the event of claims alleging that our products infringe the intellectual property rights of a third party.
The scope of such indemnification varies, and may include, in certain cases, the ability to cure the indemnification
by modifying or replacing the product at our own expense, requiring the return and refund of the infringing product,
procuring the right for the partner and/or customer to continue to use or distribute the product, as applicable, and/or
defending the partner or customer against and paying any damages from third-party actions based upon claims of
infringement. Other guarantees or indemnification arrangements include guarantees of product and service
performance.
We have also agreed to indemnify our directors, executive officers and certain other officers for costs
associated with any fees, expenses, judgments, fines and settlement amounts incurred by any of these persons in
any action or proceeding to which any of those persons is, or is threatened to be, made a party by reason of the
person’s service as a director or officer, including any action by us, arising out of that person’s services as a director
or officer of our company or that person’s services provided to any other company or enterprise at our request. We
maintain director and officer insurance coverage that may enable us to recover a portion of any future amounts
paid.
The fair value of liabilities related to indemnifications and guarantee provisions are not material and have not
had any material impact on our consolidated financial statements to date.
129
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Legal Proceedings
Securities Class Actions. Beginning on March 29, 2019, several purported securities class actions were filed
in the United States District Court for the Northern District of California against us and two of our officers. The initial
complaints generally alleged that the defendants made false and misleading statements in violation of Sections
10(b) and 20(a) of the Exchange Act and SEC Rule 10b-5. In July 2019, the court consolidated the actions into a
single action, and appointed a lead plaintiff, who then filed a consolidated amended complaint (the "Original
Complaint"). The action was brought on behalf of those who purchased or otherwise acquired our stock between
November 30, 2017 and May 30, 2019, inclusive. The defendants subsequently filed a motion to dismiss the
Original Complaint, which the court granted on March 9, 2020, while providing the lead plaintiff leave to amend. On
April 17, 2020, the lead plaintiff filed a second amended complaint (the "Amended Complaint"), again naming us
and two of our officers as defendants. The Amended Complaint alleges the same class period, includes many of the
same factual allegations as the Original Complaint, and again alleges that the defendants violated Sections 10(b)
and 20(a) of the Exchange Act, as well as SEC Rule 10b-5. The Amended Complaint sought monetary damages in
an unspecified amount. On September 11, 2020, the court denied the defendants' motion to dismiss the Amended
Complaint and held that the lead plaintiff adequately stated a claim with respect to certain statements regarding our
new customer growth and sales productivity. On January 27, 2021, lead plaintiff, Shimon Hedvat, filed a motion to
(i) withdraw as lead plaintiff and (ii) substitute proposed new lead plaintiffs and approve their appointment of a new
co-lead counsel. On March 1, 2021, the court granted the lead plaintiff’s motion to withdraw as lead plaintiff but
denied without prejudice his motion to substitute proposed new lead plaintiffs. The court also reopened the lead
plaintiff selection process, allowing any putative class member interested in serving as the new lead plaintiff to file a
lead plaintiff application. Following the lead plaintiff selection hearing on April 28, 2021, on June 10, 2021 the court
appointed California Ironworkers Field Pension Trust as lead plaintiff and approved its appointment of counsel. On
May 28, 2021, one of the movants for lead plaintiff, John P. Norton on behalf of the Norton Family Living Trust UAD
11/15/2002, filed a separate class action complaint (the "Options Class Action Complaint") in the Northern District of
California on behalf of a class of persons or entities who transacted in publicly traded call options and/or put options
on Nutanix stock during the period from November 30, 2017 and May 30, 2019, containing allegations substantively
the same as those alleged in the Amended Complaint (the "Options Class Action") and naming the same
defendants. On September 8, 2021, the court appointed the John P. Norton on behalf of the Norton Family Living
Trust UAD 11/15/2002 as the lead plaintiff in the Options Class Action. On April 26, 2022, the parties met for
mediation, which did not result in a settlement. On September 1, 2022, California Ironworkers Field Pension Trust
filed a third amended complaint (which amends the Amended Complaint) and John P. Norton on behalf of the
Norton Family Living Trust UAD 11/15/2002 filed an amended complaint (which amends the Options Class Action
Complaint). We plan to continue to vigorously defend against these actions. We recorded an accrual for estimated
loss contingencies associated with this matter in an amount equal to a settlement offer we made at the mediation.
The accrual does not reflect our views of the merits of claims in these actions. In addition, we recorded a
corresponding receivable for the estimated recovery in respect of our settlement offer and certain legal fees and
professional expenses payable under our applicable insurance policies. The accrual and estimated recovery may
change in the future due to new developments, and the actual liability and recovery may vary significantly from
current estimates.
We are not currently a party to any other legal proceedings that we believe to be material to our business or
financial condition. From time to time, we may become party to various litigation matters and subject to claims that
arise in the ordinary course of business.
130
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
NOTE 8. STOCKHOLDERS’ EQUITY
Effective January 3, 2022, all of our then outstanding shares of Class B common stock, par value $0.000025
per share, were automatically converted into the same number of shares of the Company’s Class A common stock,
par value $0.000025 per share, pursuant to the terms of our Amended and Restated Certificate of Incorporation. No
additional shares of Class B common stock will be issued following such conversion. As a result, as of July 31,
2022, we had one class of outstanding common stock consisting of Class A common stock.
As of July 31, 2022, we had 1.0 billion shares of Class A common stock authorized, with a par value of
$0.000025 per share, and 42.0 million shares of Class B common stock authorized, with a par value of $0.000025
per share. As of July 31, 2022, we had 226.9 million shares of Class A common stock issued and outstanding and
no shares of Class B common stock issued and outstanding.
Holders of Class A common stock are entitled to one vote for each share of Class A common stock held on all
matters submitted to a vote of stockholders.
Share Repurchase
In August 2020, our Board of Directors authorized the repurchase of up to $125.0 million of our Class A
common stock. Repurchases were made through open market purchases or privately negotiated transactions
subject to market conditions, applicable legal requirements and other relevant factors. The repurchase program did
not obligate us to acquire any particular amount of our common stock and could have been suspended at any time
at our discretion.
During the fiscal year ended July 31, 2021, we repurchased 5.2 million shares of Class A common stock in
open market transactions at an average price of $24.15 per share, for an aggregate purchase price of
$125.0 million. As of July 31, 2021, there was no remaining authorization and the program had expired.
In September 2021, we used approximately $58.5 million of the net cash proceeds from the issuance of $97.7
million in aggregate principal amount of 2027 Notes to repurchase 1.4 million shares of Class A common stock in
open market transactions at an average price of $42.77 per share. For additional details on these transactions, refer
to Note 5.
Common Stock Reserved for Issuance
As of July 31, 2022, we had reserved shares of common stock for future issuance as follows:
Shares reserved for future equity grants
Shares underlying outstanding stock options
Shares underlying outstanding restricted stock units
Shares reserved for future employee stock purchase plan awards
Total
As of July 31, 2022
(in thousands)
15,159
1,689
22,136
2,362
41,346
131
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
NOTE 9. EQUITY INCENTIVE PLANS
Stock Plans
We have three equity incentive plans, the 2010 Stock Plan ("2010 Plan"), 2011 Stock Plan ("2011 Plan") and
2016 Equity Incentive Plan ("2016 Plan"). Our stockholders approved the 2016 Plan in March 2016 and it became
effective in connection with our initial public offering ("IPO"). As a result, at the time of the IPO, we ceased granting
additional stock awards under the 2010 Plan and 2011 Plan and both plans were terminated. Any outstanding stock
awards under the 2010 Plan and 2011 Plan remain outstanding, subject to the terms of the applicable plan and
award agreements, until such shares are issued under those stock awards, by exercise of stock options or
settlement of RSUs, or until those stock awards become vested or expired by their terms.
Under the 2016 Plan, we may grant incentive stock options, non-statutory stock options, restricted stock,
RSUs and stock appreciation rights to employees, directors and consultants. We initially reserved 22.4 million
shares of our Class A common stock for issuance under the 2016 Plan. The number of shares of Class A common
stock available for issuance under the 2016 Plan will also include an annual increase on the first day of each fiscal
year, beginning in fiscal 2018, equal to the lesser of: 18.0 million shares, 5% of the outstanding shares of all classes
of common stock as of the last day of our immediately preceding fiscal year, or such other amount as may be
determined by the Board. Accordingly, on August 1, 2020 and 2021, the number of shares of Class A common
stock available for issuance under the 2016 Plan increased by 10.1 million and 10.7 million shares, respectively,
pursuant to these provisions. As of July 31, 2022, we had reserved a total of 39.0 million shares for the issuance of
equity awards under the Stock Plans, of which 15.2 million shares were still available for grant. On August 1, 2022,
the number of shares of Class A common stock available for issuance under the 2016 Plan increased by 11.3
million shares pursuant to the automatic increase provisions.
Restricted Stock Units
Performance RSUs — We have granted RSUs that have both service and performance conditions to our
executives and employees ("Performance RSUs"). Vesting of Performance RSUs is subject to continuous service
and the satisfaction of certain performance targets. While we recognize cumulative stock-based compensation
expense for the portion of the awards for which both the service condition has been satisfied and it is probable that
the performance conditions will be met, the actual vesting and settlement of Performance RSUs are subject to the
performance conditions actually being met.
Market Stock Units
In connection with his hiring, in December 2020, the Compensation Committee of our Board of Directors
approved the grant of 703,117 RSUs subject to certain market conditions ("MSUs") to our President and CEO.
These MSUs have a weighted average grant date fair value per unit of $35.69 and will vest up to 133% based upon
the achievement of certain stock price targets over a performance period of approximately 4.0 years, subject to his
continuous service on each vesting date.
132
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
In order to align with the MSUs granted to our President and CEO, in December 2020, the Compensation
Committee of our Board of Directors modified the vesting conditions for the 75,000 MSUs previously granted to
another individual who was then serving as one of our executives. These modified MSUs had a weighted average
grant date fair value per unit of $27.54 and vested based upon the achievement of a modified stock price
target over the original performance period of approximately 3.9 years, subject to continuous service on each
vesting date. The incremental compensation cost resulting from this modification was not material. Following the
individual's resignation during the second quarter of fiscal 2022, his remaining unvested MSUs were cancelled.
In October 2021, the Compensation Committee of our Board of Directors approved the grant of approximately
0.4 million MSUs to certain of our executives. These MSUs have a weighted average grant date fair value per unit
of $46.20 and will vest up to 200% of the target number of MSUs based upon our total shareholder return relative to
the total shareholder return of companies in the Nasdaq Composite Index over a performance period of
approximately 2.8 years, subject to continuous service on each vesting date. Additional MSUs have been granted
with similar terms, but were not material.
We used Monte Carlo simulations to calculate the fair value of these awards on the grant date, or modification
date, as applicable. A Monte Carlo simulation requires the use of various assumptions, including the stock price
volatility and risk-free interest rate as of the valuation date corresponding to the length of time remaining in the
performance period and expected dividend yield. We recognize stock-based compensation expense related to
these MSUs using the graded vesting attribution method over the respective performance periods. As of July 31,
2022, approximately 1.1 million MSUs remained outstanding.
Below is a summary of RSU activity, including MSUs, under the Stock Plans:
Fiscal Year Ended July 31,
2021
2022
Weighted
Average
Grant Date
Fair Value
per Share
Number of
Shares
Weighted
Average
Grant Date
Fair Value
per Share
(in thousands)
32.70
29.60
32.58
31.87
30.98
$
21,708
15,575
$
(9,626) $
(5,521) $
$
22,136
30.98
30.92
32.68
32.55
29.81
Number of
Shares
$
22,632
13,732
$
(9,744) $
(4,912) $
$
21,708
Outstanding at beginning of period
Granted
Released
Forfeited
Outstanding at end of period
The aggregate grant date fair value of RSUs, including MSUs, vested was $298.2 million, $317.4 million and
$314.6 million for the fiscal years ended July 31, 2020, 2021 and 2022, respectively.
Stock Options
The Board determines the period over which stock options become exercisable and stock options generally
vest over a four-year period. Stock options generally expire 10 years from the date of grant. The term of an ISO
grant to a 10% stockholder will not exceed five years from the date of the grant. The exercise price of an ISO will
not be less than 100% of the estimated fair value of the shares of common stock underlying the stock option (or
110% of the estimated fair value in the case of an ISO granted to a 10% stockholder) on the date of grant. The
exercise price of an NSO is determined by the Board at the time of grant and is generally not less than 100% of the
estimated fair value of the shares of common stock underlying the stock option on the date of grant.
133
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Below is a summary of stock option activity under the Stock Plans:
Weighted
Average
Exercise
Price
2021
Weighted
Average
Remaining
Contractual
Life
(in years)
Number of
Shares
(in
thousands)
Fiscal Year Ended July 31,
Aggregate
Intrinsic
Value
(in
thousands)
Number of
Shares
(in
thousands)
Weighted
Average
Exercise
Price
2022
Weighted
Average
Remaining
Contractual
Life
(in years)
Aggregate
Intrinsic
Value
(in
thousands)
Outstanding at beginning of
period
Options granted
Options exercised
Options canceled/forfeited
Outstanding at end of period
Exercisable at end of period
7,546
$
— $
(3,712) $
(500) $
$
$
3,334
3,334
5.10
—
4.07
12.00
5.20
5.20
3.6
$ 129,010
2.8
2.8
$ 102,740
$ 102,739
3,334
$
— $
(1,643) $
(2) $
$
$
1,689
1,689
5.20
—
3.94
13.04
6.43
6.43
2.8
$ 102,740
1.9
1.9
$
$
14,707
14,707
The aggregate intrinsic value of stock options exercised during the fiscal years ended July 31, 2020, 2021 and
2022 was $23.4 million, $90.5 million and $35.0 million, respectively. Aggregate intrinsic value represents the
difference between the exercise price of the options and the estimated fair value of our common stock. Cash
received from option exercises was $6.9 million, $15.1 million and $6.5 million for the fiscal years ended July 31,
2020, 2021 and 2022, respectively. The total grant date fair value of stock options vested was $1.0 million and $0.2
million for the fiscal years ended July 31, 2020 and 2021, respectively. The total grant date fair value of stock
options vested was not material for the fiscal year ended July 31, 2022. We did not grant any stock options during
the fiscal years ended July 31, 2020, 2021 or 2022.
Employee Stock Purchase Plan
In December 2015, the Board adopted the 2016 Employee Stock Purchase Plan, which was subsequently
amended in January 2016 and September 2016 and approved by our stockholders in March 2016 (the "Original
2016 ESPP"). The Original 2016 ESPP became effective in connection with our IPO. On December 13, 2019, our
stockholders approved certain amendments to the Original 2016 ESPP. Under the amended and restated Original
2016 ESPP (the "2016 ESPP"), the maximum number of shares of Class A common stock available for sale is
11.5 million shares, representing an increase of 9.2 million shares.
The 2016 ESPP allows eligible employees to purchase shares of our Class A common stock at a discount
through payroll deductions of up to 15% of eligible compensation, subject to caps of $25,000 in any calendar year
and 1,000 shares on any purchase date. The 2016 ESPP provides for 12-month offering periods, generally
beginning in March and September of each year, and each offering period consists of two six-month purchase
periods.
On each purchase date, participating employees will purchase Class A common stock at a price per share
equal to 85% of the lesser of the fair market value of our Class A common stock on (i) the first trading day of the
applicable offering period or (ii) the last trading day of each purchase period in the applicable offering period. If the
stock price of our Class A common stock on any purchase date in an offering period is lower than the stock price on
the enrollment date of that offering period, the offering period will immediately reset after the purchase of shares on
such purchase date and automatically roll into a new offering period.
During the fiscal year ended July 31, 2022, 2.8 million shares of common stock were purchased under the
2016 ESPP for an aggregate amount of $62.6 million. As of July 31, 2022, 2.4 million shares were available for
future issuance under the 2016 ESPP.
134
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
We use the Black-Scholes option pricing model to determine the fair value of shares purchased under the
2016 ESPP with the following weighted average assumptions on the date of grant:
Expected term (in years)
Risk-free interest rate
Volatility
Dividend yield
Stock-Based Compensation
Fiscal Year Ended July 31,
2021
2022
2020
0.92
0.1%
73.4%
—%
0.77
0.1%
56.9%
—%
0.81
1.0%
43.3%
—%
Total stock-based compensation expense recognized in our consolidated statements of operations is as
follows:
Cost of revenue:
Product
Support, entitlements and other services
Sales and marketing
Research and development
General and administrative
Total stock-based compensation expense
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$
$
5,334
22,014
126,015
153,252
45,383
351,998
$
$
6,023
24,460
122,815
150,856
54,391
358,545
$
$
7,379
30,846
104,592
143,759
56,670
343,246
As of July 31, 2022, unrecognized stock-based compensation expense related to outstanding stock awards
was approximately $583.4 million and is expected to be recognized over a weighted average period of
approximately 2.5 years.
NOTE 10. RESTRUCTURING CHARGES
In August 2022, we announced a plan to reduce our global headcount by approximately 270 employees, which
represents approximately 4% of our total employees, following a review of our business structure and after taking
other cost-cutting measures to reduce expenses. The headcount reduction is part of our ongoing efforts to drive
towards profitable growth. We estimate that we will recognize pre-tax restructuring charges in the range of
approximately $20.0 million to $25.0 million, consisting primarily of one-time severance and other termination
benefit costs.
During fiscal 2022, we recognized restructuring charges of $11.2 million, which consisted primarily of
severance and other termination benefit costs directly related to this reduction in force. Of the $11.2 million
recognized, $0.2 million is included within support, entitlements and other services cost of revenue, $10.3 million is
included within sales and marketing expense, $0.6 million is included within research and development expense,
and $0.1 million is included within general and administrative expense on our consolidated statement of operations.
We expect that the majority of the remaining charges will be recognized during the first quarter of fiscal 2023.
As of July 31, 2022, we had not made any cash payments related to this restructuring and the $11.2 million of
restructuring charges accrued is included within accrued compensation and benefits in our consolidated balance
sheet.
135
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
NOTE 11. NET LOSS PER SHARE
We adopted ASU 2020-06 on August 1, 2021 using the modified retrospective method, applicable to our
convertible senior notes outstanding as of adoption. We have not changed any previously disclosed amounts or
provided additional disclosures for comparative periods. ASU 2020-06 requires the if-converted method to be
applied for all convertible instruments when calculating diluted earnings per share. Under the if-converted method,
shares related to our convertible senior notes, to the extent dilutive, are assumed to be converted into common
stock at the beginning of the period.
Basic and diluted net loss per share attributable to common stockholders is presented in conformity with the
two-class method required for participating securities. Our Convertible Preferred Stock is considered a participating
security. Participating securities do not have a contractual obligation to share in our losses. As such, for the periods
we incur net losses, there is no impact on the calculated net loss per share attributable to common stockholders in
applying the two-class method.
Basic net income (loss) per share is computed using the weighted average number of common shares
outstanding during the period. Diluted net income (loss) per share is computed by giving effect to potentially dilutive
common stock equivalents outstanding during the period, as their effect would be dilutive. Potentially dilutive
common shares include participating securities and shares issuable upon the exercise of stock options, the exercise
of common stock warrants, the exercise of convertible preferred stock warrants, the vesting of RSUs and each
purchase under the 2016 ESPP, under the if-converted method.
In loss periods, basic net loss per share and diluted net loss per share are the same, as the effect of potential
common shares is antidilutive and therefore excluded.
Effective January 3, 2022, all of our then outstanding shares of Class B common stock, par value $0.000025
per share, were automatically converted into the same number of shares of the Company’s Class A common stock,
par value $0.000025 per share, pursuant to the terms of our Amended and Restated Certificate of Incorporation.
Prior to this conversion, the rights, including the liquidation and dividend rights, of the holders of our Class A and
Class B common stock were identical, except with respect to voting. As the liquidation and dividend rights were
identical, our undistributed earnings or losses were allocated on a proportionate basis among the holders of both
Class A and Class B common stock. As a result, the net income (loss) per share attributed to common stockholders
was the same for both Class A and Class B common stock on an individual or combined basis.
The computation of basic and diluted net loss per share attributable to common stockholders is as follows:
2020
Fiscal Year Ended July 31,
2021
(in thousands, except per share data)
2022
Numerator:
Net loss
Denominator:
$
(872,883) $ (1,034,260) $
(797,538)
Weighted average shares—basic and diluted
194,719
206,475
220,529
Net loss per share attributable to common stockholders—
basic and diluted
$
(4.48) $
(5.01) $
(3.62)
136
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The potential shares of common stock that were excluded from the computation of diluted net loss per share
attributable to common stockholders for the fiscal years presented because including them would have been
antidilutive are as follows:
Outstanding stock options and RSUs
Employee stock purchase plan
Common stock issuable upon the conversion of the Notes
Contingently issuable shares pursuant to acquisitions
Total
2020
Fiscal Year Ended July 31,
2021
(in thousands)
25,042
2,838
1,529
253
29,662
30,178
4,368
—
506
35,052
2022
23,825
2,511
39,968
—
66,304
Shares that will be issued in connection with our stock awards and shares that will be purchased under the
employee stock purchase plan are generally automatically converted into shares of our Class A common stock.
Effective as of the January 3, 2022 conversion described above, outstanding options previously denominated in
shares of Class B common stock represent the right to acquire the same number of shares of Class A common
stock upon exercise. Common stock issuable upon the conversion of convertible debt represents the antidilutive
impact of the 2023 Notes, 2026 Notes and 2027 Notes under the if-converted method.
NOTE 12. INCOME TAXES
Income Taxes
Loss before provision for income taxes by fiscal year consisted of the following:
Domestic
Foreign
Loss before provision for income taxes
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$
$
(905,840) $ (1,066,307) $
50,619
50,534
(855,221) $ (1,015,773) $
(833,507)
55,233
(778,274)
Provision for income taxes by fiscal year consisted of the following:
Current:
U.S. federal
State and local
Foreign
Total current taxes
Deferred:
U.S. federal
State and local
Foreign
Total deferred taxes
Provision for income taxes
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$
$
175
79
18,033
18,287
80
—
(705)
(625)
17,662
$
$
9
99
21,801
21,909
24
—
(3,446)
(3,422)
18,487
$
$
13
77
21,578
21,668
23
—
(2,427)
(2,404)
19,264
137
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The income tax provision differs from the amount of income tax determined by applying the applicable U.S.
federal statutory income tax rate of 21% to pre-tax loss. The reconciliation of the statutory federal income tax and
our effective income tax is as follows:
U.S. federal income tax at statutory rate
Change in valuation allowance
Non-deductible item on fair value remeasurement of
derivative liability
Stock-based compensation
Effect of foreign operations
Research and development tax credits
Non-deductible expenses
Change in unrecognized tax benefit
State income taxes
Transfer pricing adjustments
Other
Total
2020
Fiscal Year Ended July 31,
2021
(in thousands)
2022
$
(179,514) $
164,453
(213,391) $
171,270
(163,438)
117,292
—
30,913
12,676
(19,210)
5,393
1,863
79
7
1,002
17,662
$
56,546
4,663
9,851
(14,694)
1,739
2,631
99
—
(227)
18,487
$
41,589
14,462
11,210
(9,455)
6,646
655
77
—
226
19,264
$
During the fiscal years ended July 31, 2020, 2021 and 2022, our provision for income taxes was primarily
attributable to foreign tax provisions in certain foreign jurisdictions in which we conduct business.
The temporary differences that give rise to significant portions of deferred tax assets and liabilities are as
follows:
Deferred tax assets:
Net operating loss carryforward
Tax credit carryforward
Deferred revenue
Leases
Interest expense carryforward
Intangible assets
Accruals and reserves
Stock-based compensation
Property and equipment
Other assets
Total deferred tax assets
Deferred tax liabilities:
Deferred commission expense
Leases
Convertible notes
Prepaid expenses
Property and equipment
Acquisition-related
Other
Total deferred tax liabilities
Valuation allowance
Net deferred tax assets
138
As of July 31,
2021
2022
(in thousands)
573,944
164,984
168,417
40,011
15,492
28,557
21,727
18,957
3,385
26,394
1,061,868
(83,054)
(38,368)
(246)
(2,013)
(3,681)
(4,633)
(2,764)
(134,759)
(918,689)
8,420
$
$
665,757
184,376
170,243
38,843
32,692
25,403
23,045
17,631
4,115
23,412
1,185,517
(86,253)
(39,886)
(38,925)
(2,290)
(1,271)
(1,224)
(3,142)
(172,991)
(1,002,546)
9,980
$
$
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Management believes that based on available evidence, both positive and negative, it is more likely than not
that the U.S. deferred tax assets will not be utilized and as such, a full valuation allowance has been recorded.
The valuation allowance for deferred tax assets was $1.0 billion as of July 31, 2022. The net increase in the
total valuation allowance for the fiscal years ended July 31, 2021 and 2022 was $206.6 million and $83.9 million,
respectively.
As of July 31, 2022, we had approximately $3.0 billion of federal net operating loss carryforwards and $1.8
billion of state net operating loss carryforwards available to reduce future taxable income, which will begin to expire
in fiscal 2023. In addition, we had approximately $124.0 million of federal research credit carryforwards, $96.4
million of state research credit carryforwards and $12.1 million of foreign tax credit carryforwards. The federal
credits will begin to expire in fiscal 2030 and the state credits can be carried forward indefinitely. The foreign credits
will begin to expire in fiscal 2027.
Utilization of the net operating loss and tax credit carryforwards may be subject to an annual limitation due to
the ownership change limitations provided by the Internal Revenue Code of 1986, as amended, and similar state
provisions. Any annual limitation may result in the expiration of net operating losses and credits before utilization. If
an ownership change occurred, utilization of the net operating loss and tax credit carryforwards could be
significantly reduced.
As of July 31, 2022, we held an aggregate of $165.9 million in cash and cash equivalents in our foreign
subsidiaries, of which $73.1 million was denominated in U.S. dollars. We attribute net revenue, costs and expenses
to domestic and foreign components based on the terms of our agreements with our subsidiaries. We do not
provide for federal income taxes on the undistributed earnings of our foreign subsidiaries, as such earnings are to
be reinvested offshore indefinitely. The income tax liability would be insignificant if these earnings were to be
repatriated.
The income tax benefit and provision for the fiscal year ended July 31, 2022 are based on the assumption that
foreign undistributed earnings are indefinitely reinvested. We will continue to evaluate whether or not to continue to
assert indefinite reinvestment on part or all of our foreign undistributed earnings. In the event we determine not to
continue to assert the permanent reinvestment of part or all of our foreign undistributed earnings, such a
determination could result in the accrual and payment of additional foreign, state and local taxes.
The 2017 Tax Cuts and Jobs Act requires research and development expenditures incurred for the tax year
beginning after December 31, 2021 to be capitalized and amortized ratably over five years for domestic research
and 15 years for international research. The mandatory capitalization requirement should have no material impact
on our income tax provision for the fiscal year ended July 31, 2023 due to our tax attributes carryover and full
valuation allowance position. On August 16, 2022, President Biden signed the Inflation Reduction Act, which
includes a new minimum tax on certain large corporations and an excise tax on stock buybacks. We do not
anticipate this legislation to have a material impact on our consolidated financial statements.
We recognize uncertain tax positions in our financial statements if that position will more likely than not be
sustained on audit, based on the technical merits of the position. A reconciliation of our unrecognized tax benefits,
excluding accrued interest and penalties, is as follows:
139
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
Balance at the beginning of the year
Increases related to current year tax positions
Increases related to prior year tax positions
Decreases related to prior year tax positions
Lapse of statute of limitations/Settlements
Balance at the end of the year
Fiscal Year Ended July 31,
2022
2021
(in thousands)
85,257
4,335
328
—
(145)
89,775
$
$
89,775
3,499
604
(2,263)
(942)
90,673
$
$
During the fiscal year ended July 31, 2022, the net increase in unrecognized tax positions was primarily
attributable to federal and state research and development credits and intercompany charges.
As of July 31, 2022, if uncertain tax positions are fully recognized in the future, it would result in a $14.4 million
impact to our effective tax rate, primarily relating to positions in foreign jurisdictions, and the remaining amount
would result in adjustments to deferred tax assets and corresponding adjustments to the valuation allowance.
We recognize interest and/or penalties related to income tax matters as a component of income tax expense.
As of July 31, 2022, we had recognized $5.3 million of accrued interest and penalties related to uncertain tax
positions.
We file income tax returns in the U.S. federal jurisdiction as well as various U.S. states and foreign
jurisdictions. The tax years 2009 and forward remain open to examination by the major jurisdictions in which we are
subject to tax. These fiscal years outside the normal statute of limitation remain open to audit by tax authorities due
to tax attributes generated in those early years, which have been carried forward and may be audited in subsequent
years when utilized. We are subject to the continuous examination of income tax returns by various tax authorities.
We regularly assess the likelihood of adverse outcomes resulting from these examinations to determine the
adequacy of the provision for income taxes. We believe that adequate amounts have been reserved for any
adjustments that may ultimately result from these examinations. We do not anticipate a significant impact to the
gross unrecognized tax benefits within the next 12 months related to these years.
NOTE 13. SEGMENT INFORMATION
Our chief operating decision maker is a group which is comprised of our Chief Executive Officer and Chief
Financial Officer. This group reviews financial information presented on a consolidated basis for purposes of
allocating resources and evaluating financial performance. Accordingly, we have a single reportable segment.
The following table sets forth revenue by geographic location based on bill-to location:
2020
Fiscal Year Ended July 31,
2021
(in thousands)
758,128
$
320,837
260,637
54,762
$ 1,394,364
$
$
2022
887,141
374,186
274,373
45,096
1,580,796
$
706,110
277,489
265,092
58,991
$ 1,307,682
U.S.
Europe, the Middle East and Africa
Asia Pacific
Other Americas
Total revenue
140
NUTANIX, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Continued)
The following table sets forth long-lived assets, which primarily include property and equipment, net, by
geographic location:
United States
International
Total long-lived assets
As of July 31,
2021
2022
(in thousands)
$
$
86,468 $
45,153
131,621 $
74,472
38,968
113,440
141
Item 9. Changes in and Disagreements with Accountants on Accounting and Financial Disclosure
None.
Item 9A. Controls and Procedures
Evaluation of Disclosure Controls and Procedures
Our management, with the participation of our Chief Executive Officer and our Chief Financial Officer, has
evaluated the effectiveness of our disclosure controls and procedures (as defined in Rules 13a-15(e) and 15d-15(e)
under the Securities Exchange Act of 1934, as amended ("Exchange Act")) prior to the filing of this Annual Report
on Form 10-K. Based on such evaluation, our Chief Executive Officer and Chief Financial Officer have concluded
that, as of the end of the period covered by this Annual Report on Form 10-K, our disclosure controls and
procedures were, in design and operation, effective at the reasonable assurance level.
Management’s Report on Internal Control over Financial Reporting
Our management is responsible for establishing and maintaining adequate internal control over financial
reporting, as defined in Rule 13a-15(f) and Rule 15d-15(f) of the Exchange Act. Internal control over financial
reporting consists of policies and procedures that: (1) pertain to the maintenance of records that, in reasonable
detail, accurately and fairly reflect the transactions and dispositions of our assets; (2) are designed and operated to
provide reasonable assurance regarding the reliability of our financial reporting and our process for the preparation
of financial statements for external purposes in accordance with generally accepted accounting principles and that
our receipts and expenditures are being made only in accordance with authorizations of our management and
directors; and (3) provide reasonable assurance regarding prevention or timely detection of unauthorized
acquisition, use or disposition of our assets that could have a material effect on the financial statements. Our
management evaluated the effectiveness of our internal control over financial reporting using the criteria set forth by
the Committee of Sponsoring Organizations of the Treadway Commission in Internal Control - Integrated
Framework (2013). Based on the results of our evaluation, our management has concluded that our internal control
over financial reporting was effective as of July 31, 2022.
The effectiveness of our internal control over financial reporting as of July 31, 2022 has been audited by
Deloitte & Touche LLP, an independent registered public accounting firm, as stated in their report, which appears in
Part II, Item 8 of this Annual Report on Form 10-K.
Limitations on the Effectiveness of Controls
Because of inherent limitations, internal control over financial reporting may not prevent or detect
misstatements and projections of any evaluation of effectiveness to future periods are subject to the risk that
controls may become inadequate because of changes in conditions, or that the degree of compliance with the
policies or procedures may deteriorate.
Changes in Internal Control over Financial Reporting
There was no change in our internal control over financial reporting identified in connection with the evaluation
required by Rule 13a-15(d) and 15d-15(d) of the Exchange Act that occurred during the most recently completed
fiscal quarter that has materially affected, or is reasonably likely to materially affect, our internal control over
financial reporting.
Item 9B. Other Information
None.
142
Item 9C. Disclosure Regarding Foreign Jurisdictions that Prevent Inspections
Not applicable.
143
Item 10. Directors, Executive Officers and Corporate Governance
PART III
The information required by this item is incorporated herein by reference to our definitive proxy statement for
our 2022 annual meeting of stockholders ("2022 Proxy Statement"), which will be filed not later than 120 days after
the end of our fiscal year ended July 31, 2022.
Item 11. Executive Compensation
The information required by this item is incorporated herein by reference to our 2022 Proxy Statement.
Item 12. Security Ownership of Certain Beneficial Owners and Management and Related Stockholder
Matters
The information required by this item is incorporated herein by reference to our 2022 Proxy Statement.
Item 13. Certain Relationships and Related Transactions and Director Independence
The information required by this item is incorporated herein by reference to our 2022 Proxy Statement.
Item 14. Principal Accountant Fees and Services
The information required by this item is incorporated herein by reference to our 2022 Proxy Statement.
144
Item 15. Exhibits and Financial Statement Schedules
(a)(1) Consolidated Financial Statements
PART IV
We have filed the consolidated financial statements listed in the Index to Consolidated Financial Statements
included in Part II, Item 8, "Financial Statements and Supplementary Data" of this Annual Report on Form 10-K.
(a)(2) Financial Statement Schedules
All financial statement schedules have been omitted because they are not applicable, not material, or the
required information is shown in the consolidated financial statements or the notes thereto.
(a)(3) Exhibits
See the Exhibit Index below in this Annual Report on Form 10-K.
Item 16. Form 10-K Summary
None.
145
Number
Exhibit Title
Form
File No.
Exhibit
Filing
Date
Filed
Herewith
EXHIBIT INDEX
Incorporated by Reference
Amended and Restated Certificate of
Incorporation.
10-Q
001-37883
Amended and Restated Bylaws.
S-1/A
333-208711
3.1
3.4
3.1
12/8/2016
5/27/2016
1/4/2022
8-K
001-37883
3.1
3.2
3.3
4.1
4.2
4.3
4.4
4.5
4.6
4.7
4.8
4.9
10.1
10.2+
10.3+
10.4+
10.5+
10.6+
10.7+
10.8+
Certificate of Retirement of Class B Common
Stock.
Amended and Restated Investors’ Rights
Agreement, dated as of August 26, 2014, as
amended, by and among the Registrant and
certain of its stockholders.
Specimen Class A Common Stock Certificate of
the Registrant.
Form of Warrant to Purchase Shares of Capital
Stock by and between the Registrant and certain
of its investors.
Indenture, dated as of January 22, 2018, by and
between the Registrant and U.S. Bank National
Association and Form of 0% Convertible Senior
Notes due 2023.
Description of Class A Common Stock.
Indenture, dated as of September 24, 2020, by
and between the Registrant and U.S. Bank
National Association, as Trustee.
Form of 2.5% Convertible Senior Notes due 2026
(included in Exhibit 4.6)
Indenture, dated as of September 22, 2021, by
and between the Registrant and U.S. Bank
National Association, as Trustee.
Form of 0.25% Convertible Senior Notes due
2027 (included in Exhibit 4.8)
Form of Indemnification Agreement by and
between the Registrant and each of its directors
and executive officers.
Second Amended and Restated Outside Director
Compensation Policy
First Amendment to Second Amended and
Restated Outside Director Compensation
2010 Stock Plan and forms of equity agreements
thereunder.
2011 Stock Plan and forms of equity agreements
thereunder.
2016 Equity Incentive Plan and forms of equity
agreements thereunder.
Form of Global Restricted Stock Unit Agreement
for Performance-Based Restricted Stock Units
(Fiscal Year 2022) under the 2016 Equity
Incentive Plan.
Form of Global Restricted Stock Unit Agreement
for Performance-Based Restricted Stock Units
(Fiscal Year 2023) under the 2016 Equity
Incentive Plan.
146
S-1
333-208711
4.1
12/22/2015
S-1/A
333-208711
4.2
4/4/2016
S-1
333-208711
4.3
12/22/2015
8-K
001-37883
4.1
1/23/2018
8-K
001-37883
4.1
9/24/2020
8-K
001-37883
4.2
9/24/2020
8-K
001-37883
4.1
9/23/2021
8-K
001-37883
4.2
9/23/2021
10-Q
001-37883
10.1
6/3/2021
10-K
001-37883
10.2
9/21/2021
10-Q
001-37883
10.1
6/2/2022
S-1/A
333-208711
10.2
8/16/2016
S-1
333-208711
10.3
12/22/2015
S-1/A
333-208711
10.4
9/19/2016
10-Q
001-37883
10.2
12/2/2021
X
X
10.9+
Amended and Restated 2016 Employee Stock
Purchase Plan and forms of equity agreements
thereunder.
10-Q
001-37883
10.1
3/5/2020
10.10+
Executive Incentive Compensation Plan.
S-1
333-208711
10.14
12/22/2015
10.11+
10.12+
10.13+
10.14+
10.15+
Offer Letter, dated as of December 7, 2020, by
and between Nutanix, Inc. and Rajiv
Ramaswami.
Offer Letter, dated as of April 10, 2022, by and
between the Registrant and Rukmini Sivaraman.
Offer Letter, dated as of October 17, 2011, by
and between the Registrant and David Sangster.
Offer Letter, dated as of November 20, 2017, by
and between the Registrant and Tyler Wall.
Offer Letter, dated as of April 26, 2014, by and
between the Registrant and Duston Williams.
8-K
001-37883
10.1
12/9/2020
8-K
001-37883
10.1
4/12/2022
S-1
333-208711
10.11
12/22/2015
10-Q
001-37883
10.1
3/15/2018
S-1
333-208711
10.7
12/22/2015
10.16+
Change of Control and Severance Policy.
X
10.17+
Executive Severance Policy.
10-K
001-37883
10.17
9/21/2021
Original Equipment Manufacturer (OEM)
Purchase Agreement, dated as of May 16, 2014,
by and among the Registrant, Nutanix
Netherlands B.V. and Super Micro Computer
Inc., as amended by Amendment One to Original
Equipment Manufacturer (OEM) Purchase
Agreement, dated as of November 13, 2017 and
Amendment Two to Original Equipment
Manufacturer (OEM) Purchase Agreement dated
as of October 31, 2018.
Amendment Two to Original Equipment
Manufacturer (OEM) Purchase Agreement, dated
as of October 31, 2018, by and between the
Registrant and Super Micro Computer, Inc.
Participation Agreement to the Original
Equipment Manufacturer Purchase Agreement,
entered into as of September 26, 2019, by and
between the Registrant, Nutanix Netherlands
B.V. and Super Micro Computer, Inc.
Amendment Three to Original Equipment
Manufacturer (OEM) Purchase Agreement, dated
as of December 20, 2020, by and between the
Registrant and Super Micro Computer Inc.
Amendment Four to Original Equipment
Manufacturer (OEM) Purchase Agreement, dated
as of November 5, 2021, by and between the
Registrant and Super Micro Computer Inc.
Memorandum of Understanding by and between
the Registrant and Flextronics Telecom Systems
Limited, executed on March 13, 2017.
Manufacturing Services Agreement, by and
among the Registrant, Nutanix Netherlands B.V.
and Flextronics Telecom Systems Limited,
entered into on November 1, 2017, as amended
by Amendment #1 to Manufacturing Services
Agreement entered into on December 19, 2017.
Amendment Four to the Manufacturing Services
Agreement, entered into as of September 4,
2019, by and between the Registrant, Nutanix
Netherlands B.V. and Flextronics Telecom
Systems Limited.
10.18†
10.19†
10.20
10.21†
10.22†
10.23†
10.24†
10.25††
10-Q
001-37883
10.2
6/5/2019
10-Q
001-37883
10.3
12/10/2018
10-Q
001-37883
10.5
12/5/2019
10-Q
001-37883
10.1
3/4/2021
10-Q
001-37883
10.1
3/10/2022
10-Q
001-37883
10.1
6/5/2019
10-Q
001-37883
10.3
6/5/2019
10-Q
001-37883
10.4
12/5/2019
147
10.26
10.27
10.28
10.29
10.30
10.31
10.32
10.33
10.34
10.35
10.36
10.37
10.38
10.39
Amendment Five to Manufacturing Services
Agreement, dated October 5, 2020, by and
between the Registrant, Nutanix Netherlands
B.V. and Flextronics Telecom Systems, Ltd and
its affiliates.
Office Lease, dated as of August 5, 2013, as
amended to date, by and between the Registrant
and CA-1740 Technology Drive Limited
Partnership.
Office Lease, dated as of April 23, 2014, as
amended to date, by and between the Registrant
and CA-Metro Plaza Limited Partnership.
Sixth Amendment to the Office Lease dated as of
January 29, 2018, by and between the Registrant
and Hudson 1740 Technology, LLC.
Seventh Amendment to the Office Lease dated
as of April 4, 2018, by and between the
Registrant and Hudson 1740 Technology, LLC.
Eighth Amendment to the Office Lease, dated as
of November 23, 2020, by and between the
Registrant and Hudson 1740 Technology, LLC.
Ninth Amendment to the Office Lease dated as
of August 23, 2021, by and between the
Registrant and Hudson 1740 Technology, LLC.
Tenth Amendment to the Office Lease dated as
of May 18, 2022, by and between the Registrant
and Hudson 1740 Technology, LLC.
Eleventh Amendment to the Office Lease dated
as of June 28, 2022, by and between the
Registrant and Hudson 1740 Technology, LLC.
Twelfth Amendment to the Office Lease dated as
of August 31, 2022, by and between the
Registrant and Hudson 1740 Technology, LLC.
Fourth Amendment to the Office Lease dated as
of April 4, 2018, by and between the Registrant
and Hudson Metro Plaza, LLC.
Fifth Amendment to the Office Lease dated as of
October 1, 2018, by and between the Registrant
and Hudson Metro Plaza, LLC.
Sixth Amendment to the Office Lease dated as of
April 5, 2019, by and between the Registrant and
Hudson Metro Plaza, LLC.
Seventh Amendment to the Office Lease dated
as of April 25, 2019, by and between the
Registrant and Hudson Metro Plaza, LLC.
10.40††
Eighth Amendment to the Office Lease, dated as
of September 17, 2019, by and between the
Registrant and Hudson Metro Plaza, LLC.
10.41
10.42
10.43
Ninth Amendment to the Office Lease, dated as
of November 23, 2020, by and between the
Registrant and Hudson Metro Plaza, LLC.
Tenth Amendment to the Office Lease, dated as
of June 28, 2022, by and between the Registrant
and Hudson Metro Plaza, LLC.
Eleventh Amendment to the Office Lease, dated
as of August 31, 2022, by and between the
Registrant and Hudson Metro Plaza, LLC.
10-Q
001-37883
10.6
12/3/2020
S-1/A
333-208711
10.15
8/16/2016
S-1/A
333-208711
10.16
8/16/2016
10-Q
001-37883
10.1
6/12/2018
10-Q
001-37883
10.2
6/12/2018
10-Q
001-37883
10.3
12/3/2020
10-Q
001-37883
10.1
12/2/2021
10-Q
001-37883
10.3
6/2/2022
10-Q
001-37883
10.3
6/12/2018
10-Q
001-37883
10.1
12/10/2018
10-K
001-37883
10.28
9/24/2019
10-K
001-37883
10.29
9/24/2019
10-Q
001-37883
10.1
12/5/2019
10-Q
001-37883
10.5
12/3/2020
148
X
X
X
X
10-Q
001-37883
10.4
6/12/2018
10-K
001-37883
10.31
9/24/2019
10-Q
001-37883
10.2
12/10/2018
10-Q
001-37883
10.2
12/5/2019
10-Q
001-37883
10.3
12/5/2019
10-Q
001-37883
10.4
12/3/2020
8-K
001-37883
10.1
1/23/2018
8-K
001-37883
10.1
8/27/2020
8-K
001-37883
10.1
9/24/2020
10.44
10.45††
10.46
10.47
10.48††
10.49
10.50
10.51
10.52
10.53
10.54
10.55
Office Lease, dated as of April 4, 2018, by and
between the Registrant and Hudson Concourse,
LLC.
First Amendment to the Office Lease dated as of
September 5, 2018, by and between the
Registrant and the Hudson Concourse, LLC.
Office Lease for 1741 Technology Dr., dated as
of September 5, 2018, by and between the
Registrant and Hudson Concourse, LLC.
First Amendment to the Office Lease, dated as of
October 22, 2019, by and between the Registrant
and Hudson Concourse, LLC.
Confirmation Letter, dated as of November 12,
2019, relating to the Office Lease by and
between the Registrant and Hudson Concourse,
LLC.
Second Amendment to the Office Lease, dated
as of November 23, 2020, by and between the
Registrant and Hudson Concourse, LLC.
Third Amendment to the Office Lease, dated as
of April 30, 2022, by and between the Registrant
and Hudson Concourse, LLC.
Fourth Amendment to the Office Lease, dated as
of June 15, 2022, by and between the Registrant
and Hudson Concourse, LLC.
Fifth Amendment to the Office Lease, dated as of
July 28, 2022, by and between the Registrant
and Hudson Concourse, LLC.
Purchase Agreement, dated January 17, 2018,
by and among the Registrant and Morgan
Stanley & Co. LLC, Merrill Lynch, Pierce,
Fenner & Smith Incorporated and Goldman
Sachs & Co. LLC, as representatives of the initial
purchasers named therein, Form of Convertible
Note Hedge Confirmation and Form of Warrant
Confirmation.
Investment Agreement, dated as of August 26,
2020, by and among Nutanix, Inc. and BCPE
Nucleon (DE) SPV, LP.
Amendment to Investment Agreement, dated as
of September 24, 2020, by and between the
Registrant and BCPE Nucleon (DE) SPV, LP.
21.1
List of significant subsidiaries of the Registrant.
23.1
24.1
31.1
31.2
Consent of Deloitte & Touche LLP, Independent
Registered Public Accounting Firm.
Power of Attorney (included on the Signatures
page of this Annual Report on Form 10-K).
Certification of Chief Executive Officer pursuant
to Exchange Act Rules 13a-14a and 15d-14a, as
adopted pursuant to Section 302 of the
Sarbanes-Oxley Act of 2002.
Certification of Chief Financial Officer pursuant to
Exchange Act Rules 13a-14a and 15d-14a, as
adopted pursuant to Section 302 of the
Sarbanes-Oxley Act of 2002.
X
X
X
X
X
X
X
X
149
32.1
32.2
101.INS
101.SC
H
101.CAL
101.
101.
101.PRE
104
Certification of Chief Executive Officer pursuant
to 18 U.S.C. Section 1350, as adopted pursuant
to Section 906 of the Sarbanes-Oxley Act of
2002.*
Certification of Chief Financial Officer pursuant to
18 U.S.C. Section 1350, as adopted pursuant to
Section 906 of the Sarbanes-Oxley Act of 2002.*
Inline XBRL Instance Document.
Inline XBRL Taxonomy Extension Schema
Document.
Inline XBRL Taxonomy Extension Calculation
Linkbase Document.
Inline XBRL Taxonomy Extension Definition.
Inline XBRL Taxonomy Extension Label
Linkbase
Inline XBRL Taxonomy Extension Presentation
Linkbase Document.
Cover Page Interactive Data File (formatted as
inline XBRL with applicable taxonomy extension
information contained in Exhibits 101)
X
X
X
X
X
X
X
X
X
† Confidential treatment has been requested for portions of this exhibit. These portions have been omitted and have been filed separately with the Securities and
Exchange Commission.
†† Certain confidential information contained in this Exhibit was omitted by means of marking such portions with brackets because the identified confidential
information is both (i) not material and (ii) the type of information that the registrant treats as private or confidential.
* These exhibits are furnished with this Annual Report on Form 10-K and are not deemed filed with the Securities and Exchange Commission and are not
incorporated by reference in any filing of Nutanix, Inc. under the Securities Act of 1933, as amended, or the Securities Exchange Act of 1934, as amended, whether
made before or after the date hereof and irrespective of any general incorporation language contained in such filings.
+Indicates a management contract or compensatory plan or arrangement.
150
Pursuant to the requirements of Section 13 or 15(d) 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.
SIGNATURES
Date: September 21, 2022
By:
/s/ Rajiv Ramaswami
NUTANIX, INC.
Rajiv Ramaswami
President and Chief Executive Officer
(Principal Executive Officer)
151
POWER OF ATTORNEY
KNOW ALL PERSONS BY THESE PRESENTS, that each person whose signature appears below constitutes
and appoints Rajiv Ramaswami and Rukmini Sivaraman, jointly and severally, his or her attorneys-in-fact, each with
the power of substitution, for him or her in any and all capacities, to sign any amendments to this report, and to file
the same, with exhibits thereto and other documents in connection therewith, with the Securities and Exchange
Commission, hereby ratifying and confirming all that each of said attorneys-in-fact, or his substitute or substitutes,
may do or cause to be done by virtue hereof.
Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the
following persons on behalf of the registrant and in the capacities and on the dates indicated.
Signature
Title
Date
September 21, 2022
September 21, 2022
September 21, 2022
September 21, 2022
September 21, 2022
September 21, 2022
September 21, 2022
September 21, 2022
September 21, 2022
/s/ Rajiv Ramaswami
Rajiv Ramaswami
/s/ Rukmini Sivaraman
Rukmini Sivaraman
/s/ Craig Conway
Craig Conway
/s/ Max de Groen
Max de Groen
/s/ Virginia Gambale
Virginia Gambale
/s/ Steven J. Gomo
Steven J. Gomo
/s/ David Humphrey
David Humphrey
/s/ Gayle Sheppard
Gayle Sheppard
/s/ Brian M. Stevens
Brian M. Stevens
President and Chief Executive Officer
(Principal Executive Officer)
Chief Financial Officer
(Principal Financial and Accounting
Officer)
Director
Director
Director
Director
Director
Director
Director
152
BOARD OF DIRECTORS
Rajiv Ramaswami
President and Chief Executive Officer, Nutanix, Inc.
Craig Conway
Former President and Chief Executive Officer, PeopleSoft, Inc.
NUTANIX CORPORATE HEADQUARTERS
1740 Technology Drive, Suite 150
San Jose, CA 95110
(408) 216-8360
(408) 890-4833
www.nutanix.com
Max de Groen
Managing Director, Bain Capital Private Equity
Virginia Gambale
Managing Partner, Azimuth Partners LLC
INVESTOR RELATIONS
Richard Valera
VP, Investor Relations
(973) 619-8811
Email: richard.valera@nutanix.com
Steven J. Gomo
Former Executive VP, Finance and Chief Financial Officer, NetApp, Inc.
You may also reach us by visiting the investor relations portion
of our website at: ir.nutanix.com
David Humphrey
Managing Director, Bain Capital Private Equity
Our Class A common stock trades on The Nasdaq Global Select Market
under the ticker symbol NTNX.
Gayle Sheppard
Corporate VP and Chief Technology Officer for Microsoft Asia
REGISTRAR AND TRANSFER AGENT
or questions regarding stockholder accounts or changes
of address, please contact our transfer agent:
Brian Stevens
Chief Executive Officer, Neuralmagic, Inc.
NUTANIX EXECUTIVE OFFICERS
Rajiv Ramaswami
President and Chief Executive Officer
Computershare Trust Company, N.A.
462 South 4th Street, Suite 1600
Louisville, KY 40202
Tel. (U.S. and Canada): (877) 373-6374
Tel. (Outside U.S. and Canada): (781) 575-3100
www.computershare.com
Rukmini Sivaraman
Chief Financial Officer
David Sangster
Chief Operating Officer
Tyler Wall
Chief Legal Officer
© 2022 Nutanix, Inc. All rights reserved. Nutanix, the Nutanix logo, and all Nutanix product and service names mentioned
herein are registered trademarks or unregistered trademarks of Nutanix, Inc. in the United States and other countries. Other brand
names or marks mentioned herein are for identification purposes only and may be the trademarks of their respective holder(s).
Nutanix is a global leader in cloud software and a pioneer in hyperconverged
infrastructure solutions, making clouds invisible, freeing customers to focus on
their business outcomes. Organizations around the world use Nutanix software to
leverage a single platform to manage any app at any location for their hybrid
multicloud environments.
Proxy Statement
& Annual Report
2022