Box Inc Q4 FY2020 Earnings Call

Ladies and gentlemen, thank you for standing by. And welcome to the Box, Inc. Fourth Quarter Fiscal 2020 Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speakers' presentation, there will be a question-and-answer session. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your speaker today, Alice Lopatto, Head of Investor Relations. Thank you. Please go ahead, ma’am.

Good afternoon and welcome to Box's fourth quarter and fiscal 2020 earnings conference call. On the call today, we have Aaron Levie, our CEO; and Dylan Smith, our CFO. Following our prepared remarks, we will take questions. Today's call is being webcast and will also be available for replay on our Investor Relations website at www.box.com/investors. Our webcast will be audio-only. However, supplemental slides are now available for download from our website. We'll also post the highlights of today's call on Twitter at the handle @boxincir. On this call, we will be making forward-looking statements, including our Q1 and FY 2021 financial guidance and our expectations regarding our financial performance for fiscal 2021 and future periods, our timing of and market adoption of our products, our markets and market size, our operating leverage, our expectations regarding maintaining positive free cash flow, growth margins, operating margins, future profitability and unrecognized revenue and remaining performance obligations, our planned investments and growth strategies, our ability to achieve our long-term revenue and other operating model targets and expected timing and benefits from our new products, pricing and partnerships. These statements reflect our best judgment based on factors currently known to us and actual events or results may differ materially. Please refer to the press release and the risk factors in documents we file with the Securities and Exchange Commission, including our most recent quarterly report on Form 10-Q, for information on risks and uncertainties that may cause actual results to differ materially. These forward-looking statements are being made as of today, February 26th, 2020 and we disclaim any obligation to update or revise them should they change or cease to be up-to-date. In addition, during today's call, we will discuss non-GAAP financial measures. These non-GAAP financial measures should be considered in addition to not as a substitute for or in isolation from our GAAP results. You can find additional disclosures regarding these non-GAAP measures, including reconciliations with comparable GAAP results, in our earnings press release and in the related PowerPoint presentation, which can be found on the Investor Relations page of our website. Unless otherwise indicated all references to financial measures are on a non-GAAP basis. With that, let me hand it over to Aaron.

Thanks, Alice. And thanks everyone for joining the call today. Before we go into our quarterly results, I’d first like to share a few thoughts about what we accomplished as a business in FY 2020. Overall, FY 2020 was a critical year for us in fully building out our multi-product platform to address the broad needs of our nearly 100,000 customers and driving more efficient and profitable growth. In the year, we launched our powerful native workflow solution Box Relay and the most advanced content security technology Box Shield, these two major products along with hundreds of other platform enhancements we deployed in the year have enabled us to deliver the leading cloud-content management platform in the market. With a more comprehensive product portfolio in place, we launched our Enterprise Suites to bring together our advanced capabilities in a single bundled package and we expanded our integration partnerships with Microsoft, IBM, Splunk, Adobe, Google and many others to enable our customers to experience the full power of Box. At the same time, in the year we made meaningful progress toward driving more profitability and leverage through efficiency and focus across our operations. As mentioned on our last earnings call, we have implemented a more stringent ROI-based approach to all areas of the business in order to significantly improve our balance between growth and profitability. Overall, our changes to drive greater efficiency are starting to yield positive results, and we expect them to have a meaningful impact on our financial performance in FY 2021 and beyond. Now, switching to the results from the quarter. In Q4, revenue was $183.6 million, up 12% year-over-year, above the high-end of our guidance. Billings were $281.9 million, up 19% year-over-year. Non-GAAP EPS in Q4 was $0.07 compared to $0.06 a year-ago and also above the high-end of our guidance. We delivered on our commitments to achieve our first full-year of non-GAAP profitability in fiscal year 2020 with non-GAAP EPS of positive $0.03 versus negative $0.12 a year-ago. We delivered wins and expansions with thousands of customers in Q4, including U.S. Forest Service, Macquarie Bank, ATB Financial, Vice Media, House in Japan and many more. We closed 112 deals greater than $100,000 versus 94 a year-ago, 14 deals over $500,000 versus 12 a year ago, and four deals over $1 million versus two a year ago. And more than 80% of our $100,000-plus deals include at least one add-on product. We also delivered a record quarter in add-on product bookings of over 60% year-over-year growth. And we're thrilled to share that Box Shield is already exceeding our expectations, growing faster at this point in its rollout than any other add-on product in our history. Further, our Enterprise Suites continue to be successful and making it easier for new and existing customers to adopt the full power of Box. For example, a multinational technology company who has been a customer since 2016 renewed their contract in Q4 with a $100,000-plus Box Suite deal. Through this expansion, they will add Box core licenses and extend Box Relay, Shield and platform to their entire Box instance. The deployment of these add-on products will bolster security of their most sensitive information and further integrate their IT applications and infrastructure. A North American financial services company purchased a Suite in the six-figure deal to reduce costs by becoming completely paperless, improve operational efficiency, manage enterprise risk, and create an engaging digital client experience portal for clients and agents to collaborate in by leveraging the Box Platform and Box Shield. Finally, an international information technology company purchased a six-figure suite deal that will extend its use of core Box to Box Governance, Platform and Relay for its entire organization including employees in 150 countries. Over the past few years, we've been methodically building out the category defining cloud content management platform focused on our three key differentiators: frictionless security and compliance, secure external and internal collaboration and workflow, and world-class integrations and APIs that extend the value of Box Platform to every application. We are glad to say that we met a significant milestone in that journey by being named the Cloud Content Management leader by all three major analyst firms, Gartner, Forrester and IDC. We remain excited by the size of the market we're going after. And we're in the best position to go after the tens of billions of dollars spent every year on content management, collaboration and security around content as it moves to the cloud. And these trends driving enterprises to move to the cloud are only accelerating. Every enterprise is going through significant digital transformation to better serve customers and employees. Content is growing exponentially; more apps are being deployed over time. Collaboration is becoming more complex across enterprises and cybersecurity threats and compliance challenges prove difficult to overcome. The legacy approach to managing, securing, governing, storing and driving workflows on content no longer works. And basic file-sharing tools cannot solve the problems that enterprises are dealing with. We're building the only platform that can truly disrupt how companies work with their content. And our pace of innovation is only increasing as we scale. For example, in Q4, we launched automated classification within Box Relay, our workflow product. This capability enables organizations to automatically secure content right when it's created by incorporating security classifications into automated workflows. Together Box Relay and Shield now enable organizations to integrate content security in an easy and consistent way that feels natural in the flow of work. Also in Q4, we expanded our partnership with Zoom to power secure content management for video collaboration. The all-new Zoom integration for Box allows users to easily share Box content and Zoom, enabling easy collaboration on files without having to leave the Zoom app. We now provide a single secure content layer for more than 1,400 applications including Office 365, Microsoft Teams, Slack, G Suite and Apple's iWork just to name a few. Finally, earlier this month we launched a new Box Shield in Splunk integration first announced at BoxWorks, now with the new Shield in Splunk integration, security teams using Shield can leverage the benefits of Splunk’s cloud-based monitoring and the ability to investigate several security incidents such as data exfiltration, insider threats, and anomalous behavior. To defend against increasingly sophisticated risks, organizations need a best-in-class security stack that works well together, and that is what we're delivering. We're thrilled with the product delivery we saw in FY 2020 and FY 2021 is setting up to be a banner year for innovation at Box. Throughout FY 2021, we will be delivering significant innovation by expanding our security and compliance offerings with more intelligent solutions, expanding our workflow and collaboration capabilities and continuing to embed into world-leading staff applications and build out our platform APIs. Now, looking ahead to FY 2021, as we laid out at Investor Day in October, we are focused on driving a greater balance of growth and profitability as we scale. For the full year, we’re targeting a combination of revenue growth and free cash flow margin of at least 25%. We’re committed to achieving this goal and have already implemented several initiatives to drive growth and achieve greater profitability. To drive efficient and consistent revenue growth, we will continue to execute on our multi-product strategy and drive more efficiency in our go-to-market motion. We’re going after one of the largest markets in SaaS and our strategy is to focus on growing existing accounts by continuing to drive product adoption and seat expansion as well as efficiently driving new logo acquisition in key markets for growth. Just within our customer base today, we have billions of revenue opportunity by selling more seats and products. We are continuing to optimize our go-to-market motion for scale, including better aligning compensation and incentives to drive higher renewals, and expanding customers by selling suites and add-on products. Further, to drive higher productivity levels across sales in the past few months, we have shifted investments from lower performing segments and regions to higher productivity segments in the business. Next, to drive greater profitability. As we discussed in our last call, we’re focused on three key initiatives. First is optimizing workforce expenses by further optimizing headcount investments and our location strategy. Second is improving gross margins through our public cloud strategy and more efficient infrastructure utilization across our platform. And third is taking an ROI-based approach to all areas of spend, including greater cost discipline across the business. We're already executing on all three of these areas and we see more opportunity ahead to drive even greater efficiency, improving the combination of revenue growth and free cash flow margin of at least 25% in FY 2021 to at least 35% in FY 2023. Dylan will provide more detail on these efforts shortly. Before I conclude, I want to take a moment to share with you the progress we've made in building and maintaining an unparalleled culture at Box. Box is first and foremost about the amazing talent of our Boxers and this continues to be a key driver of our evolution. Together with the Box community, our board and leadership team have been dedicated to cultivating an open, inclusive and collaborative environment where employees can do their best work. Just last week, we were recognized for the second year in a row as one of Fortune Magazine's Top 100 places to work. And just as we're focused on continuing to bring on world-class talent in the business, as we did last year, we’re also continuing to build out a world-class board. We've added three seasoned operators as Directors in the past couple of years, and we will continue to evolve the board as we shape the company for the future. While there's more work to be done, we are focused on delivering long-term healthy growth rates and to drive significantly more profitability in our business going forward. We've made tremendous progress in this past year and laying the foundation to achieve major near-term milestones for FY 2021. With that, I'll hand it over to Dylan.

Thanks, Aaron. Good afternoon everyone. And thank you for joining us today. In the fourth quarter, we continued to demonstrate momentum in our cloud content management strategy, exceeding the high-end of our ranges for top and bottom line guidance. For the full-year of FY 2020, we delivered on our commitment to generate our first year of non-GAAP profitability. As Aaron mentioned in FY 2021, we remain committed to achieving at least 25% of combined revenue growth plus free cash flow margin. In particular, we plan to significantly improve our profitability this year delivering non-GAAP operating margin of 9% to 10% versus our prior target of 8% and up from 1% in FY 2020. As we continue to drive cost discipline and leverage throughout FY 2021, we expect to exit the year with Q4 operating margin in the low-teens. To accomplish this, we will continue to focus on profitability improvements in three key areas. First, we’re optimizing our workforce expenses by eliminating non-strategic roles, reducing headcount in lower performing geographies, and hiring in more productive or lower-cost locations. As a result, we exited Q4 with 60 fewer employees than we had at the end of Q3. Second, we're improving gross margin by optimizing our data center footprint and other costs to deliver our service. We're on track to complete our data center migration in the coming months with the majority of duplicative costs now behind us. We've also renegotiated key contracts to reduce our public cloud cost structure. Finally, our R&D organization is working on several projects that drive further efficiencies in delivering our service to customers. Third, we're driving cost discipline across the business by continuing to take a more rigorous ROI-based approach to all spending. For example, we've been rationalizing our marketing programs and events, reducing our outside consulting spend, streamlining T&E and leveraging systems and automation to drive efficiencies as we scale. Let's now move on to our quarterly results. We delivered revenue of $183.6 million in Q4, up 12% year-over-year and above the high-end of our guidance. 25% of our Q4 revenue came from regions outside of the United States, driven by continued strength in Japan, which now accounts for more than 10% of global revenue. Our remaining performance obligations (RPO) represent non-cancelable contracts that we expect to recognize as revenue in future periods. This metric consists of deferred revenue and backlog offset by contract assets. We ended Q4 with RPO at $767.8 million, up 12% year-over-year. We expect to recognize approximately 65% of this RPO over the next 12 months. Fourth quarter billings came in at $281.9 million representing 19% calculated and 18% duration-adjusted billings growth year-over-year. In Q4, a handful of large customers originally set to renew in Q1 decided to expand their Box footprint by purchasing additional products and fees. These early renewals and expansion drove roughly $10 million of additional billings in Q4 that would have normally been billed in Q1 of FY 2021. Even adjusting for this impact in Q4, we would have achieved our strongest billings growth for any quarter in FY 2020. For the full-year of FY 2021, after adjusting for the previously mentioned early renewals, we expect billings growth to track roughly in line with revenue growth. As Aaron mentioned, we're seeing increasing momentum in customers adopting our Cloud Content Management portfolio driven by the recent introductions of Box Relay, Box Shield and Suites. Total add-on product bookings in Q4 were up more than 60% year-on-year with add-on products now representing 17% of our total recurring revenue. We're also seeing continued improvement in closing large deals. In Q4, we closed 112 deals worth more than $100,000 versus 94 a year-ago, up 19% year-over-year. Additionally, we closed 14 deals over $500,000 versus 12 a year-ago, and four deals over $1 million versus two a year ago. Turning to margins, non-GAAP gross margin came in at 71.5% versus 73.5% a year-ago, an improvement from our Q3 gross margin of 70.7%. As we mentioned previously, throughout FY 2020, the migration of our data center footprint to more scalable, lower cost regions involved temporary higher costs as we supported duplicative data centers. We expect Q1 gross margin to be roughly in line with Q4 of FY 2020 and we expect FY 2021 gross margin to be in the range of 72% to 73%. As we consolidate our data center footprint and benefit from the other optimizations we've discussed, we expect this upward trend to continue in future years, landing at roughly 75% by FY 2023. Q4 was another successful quarter of driving leverage across the business as we continue to scale and focus on our cost and productivity initiatives. Sales and marketing expenses in the quarter were $64.9 million representing 35% of revenue, down from 39% in the prior year. In the coming year, we will focus on achieving more consistent execution while driving higher efficiency by selling our broader product offerings to existing customers. In combination with the headcount reductions we already made in non-strategic roles and low performing regions, in FY 2021, we expected decreased sales and marketing expenses in absolute dollars, generating at least six points of leverage year-over-year as a percentage of revenue. We're entering FY 2021 with quota carrying sales reps up 2% year-over-year. Note that we expect quota carrying sales headcount to remain roughly flat over the course of the next year with a greater proportion of these reps in high performing regions. This provides us with sufficient sales capacity to deliver against our FY 2021 growth targets. Research and development expenses were $35.2 million or 19% of revenue, up from 18% last year, as we significantly enhanced our Cloud Content Management product offerings, including the continued development of Box Shield and Box Relay. In FY 2021, we will continue to enhance these products' features and capabilities to further differentiate our platform while also executing on software efficiency projects to improve our gross margin. As such in FY 2021, we expect R&D to remain roughly flat year-over-year as a percentage of revenue. Our general and administrative costs were $18.8 million, or 10% of revenue, a reduction of one percentage point from a year-ago. We expect to drive continued leverage in G&A through greater operating discipline in automation as we scale. For FY 2021, we expect G&A spending as a percentage of revenue to decrease by roughly one percentage point. Total Q4 operating expenses represented 64% of revenue compared to 68% a year-ago. So despite the temporary 2% reduction in gross margin, we were able to drive our Q4 non-GAAP operating margin to a two percentage point improvement year-over-year coming in at 7% versus 5% a year-ago. Non-GAAP EPS came in at $0.07 compared with $0.06 at year-ago and above the high-end of our guidance. The cost discipline initiatives that Aaron and I discussed are already well underway, which will show up more fully in our bottom line results throughout FY 2021. In Q4, our full churn rate was 4% on an annualized basis, stable versus Q3. We ended Q4 with an annualized net retention rate of 104%, down from 105% last quarter. These calculations exclude customers paying us less than $5,000, who currently represent roughly 10% of our recurring revenue. Going forward, we will be including all customers in our churn and net retention calculations, both of which will be year-over-year measures. Given our increased focus on driving an efficient land and expand go-to-market motion, we're seeing large enterprise customers start with sub $5,000 deployments and expand significantly over time. This new methodology will provide a more comprehensive view of how existing customers contribute to our overall revenue growth. Under this new methodology, our Q4 full churn rate was just over 5% on an annualized basis, and our net retention in Q4 was still 104%. As we lap the impact of the single large customer reduction we saw in the first quarter of last year, we expect to see an improvement in our net retention rate beginning in Q1 of this year. With respect to pricing trends, once again we saw an improvement in our price per seat on a year-over-year basis reflecting the strong customer uptake of our add-on products. We now have 13.6 million paid users. Let me now move on to our balance sheet and cash flow. We ended the quarter with $195.6 million in cash, cash equivalents and restricted cash. Cash flow from operations was $15.0 million in Q4 compared to $31.3 million a year-ago. This was impacted by the prepayment to a public cloud provider that we mentioned on our last earnings call, customer payments that we had expected to collect in Q4 which we ultimately closed in February, and elevated capital lease payments associated with our data center migration. Collectively, these three factors amounted to roughly $18 million impact. As a result, free cash flow in the fourth quarter was essentially zero compared to positive $21.0 million a year-ago. In Q4, total CapEx was $1.2 million versus $2.2 million a year-ago. Capital lease payments which we factor into our free cash flow calculation were $12.3 million versus $6.7 million a year-ago as we invested in equipment related to our data center migration project. Combined CapEx and capital lease payments were 7% of revenue. We expect CapEx and capital lease payments combined to be roughly 8% of revenue in Q1 and 7% to 8% of revenue for the full-year of FY 2021. With that, let's now turn to our guidance. For the full-year of fiscal 2021, we expect revenue to be in the range of $771 million to $777 million, representing approximately 11% to 12% year-over-year growth. We expect our FY 2021 non-GAAP EPS to be in the range of $0.38 to $0.44 on approximately 160 million diluted shares. Our GAAP EPS is expected to be in the range of negative $0.78 to negative $0.71 on approximately 154 million shares. For the first quarter of fiscal 2021, we are setting revenue guidance in the range of $183 million to $184 million representing approximately 12% to 13% year-over-year growth. We expect our non-GAAP EPS to be in the range of $0.04 to $0.06 and for our GAAP EPS to be in the range of negative $0.25 to negative $0.23 on approximately 157 million and 151 million shares respectively. In summary, we're pleased with the progress we made this past year and building out our Cloud Content Management product portfolio while optimizing our go-to-market motions to drive more predictable and profitable growth. We're committed to achieving at least 25% in the combination of revenue growth plus free cash flow margin in FY 2021 and at least 35% in FY 2023. We're confident that this year's plan sets the stage to drive further profitability improvements in the years to come as we continue building on our leadership position for the long term. With that, I would like to open it up for questions.

[Operator Instructions] Your first question comes from the line of Phil Winslow from Wells Fargo. Your line is open.

Hi guys, this is Rich Hilliker on for Phil. Congrats on a strong finish to the year. Just a quick one for Dylan and one for Aaron. So first regarding guidance for Dylan, your Analyst Day and you guys mentioned it a few times on this call, you guided fiscal 2021 to a combined 25% of revenue growth plus free cash flow margin, with equal contributions before and so you would kind of, I guess attributed that to a little bit of prudence because it was a slight downtick from then 2020 guidance. And while we're glad to see the fiscal 2020 revenue was better than expected. We noticed that fiscal 2021 guidance implies a slight downtick from there. So I guess kind of same question as we posed at Analyst Day. Kind of curious if you could help us understand what drove this change despite the strong billings and deferred revenue to end the year. So and I guess also to add onto that curious whether the possibility for reacceleration still on the table, just given that you increased your operating margin guidance as well, thanks.

Sure. So we set our guidance in a way that we expect to meet or exceed. And overall that dynamic in terms of how we're thinking about the balance between both growth and profitability as well as the commitment that we laid out at Analyst Day haven't changed. What we don't provide free cash flow margin guidance, the high-end of our revenue and operating margin guidance ranges are consistent with that commitment to deliver 25% and the combination of revenue growth and free cash flow margin. And I note that we typically expect to see annual free cash flow margin coming a few percentage points higher than operating margin due largely to the cash impact of the difference between billings and revenue. And this year, we should have a fairly normalized cash flow dynamic as well. And in terms of the overall kind of growth, we are seeing our growth rate stabilizing and very focused on maintaining healthy growth rates in the future, really driving and focusing on more consistent execution, especially now that we have broader product offerings. And we have reallocated a lot of our go-to-market resources from lower performing regions to invest in our higher performing regions. That combined with our focus on driving expansion from within our existing customer base, which is also a more efficient type of sale, are the types of things that give us confidence in the overall growth rate.

Okay, great, that's helpful and then one for Aaron just to close up here. In the press release, you guys had talked about and a little bit on the call you talked about how the Enterprise Suite adoption was strong and you saw some record business from add-on products particularly Shield, I was wondering if you could talk a little bit more about Shield’s impact on suite adoption and maybe even suites impact, or Shield’s impact on suite adoption relative to Relay? Thanks.

Yes, thank you for the question. So Shield is definitely one of the core catalysts for Suite adoption, primarily because it's a completely horizontal product that really every industry is facing challenges around data security. One of the key phenomena that happens as you move content from an on-premises environment to the cloud is the architecture of securing that content fundamentally changes. You can't really have bolt-on security technologies that you manage yourself in your data center. And so it really becomes the cloud provider's responsibility for ensuring the security of your content. So that's created this massive opportunity for us to deliver more innovation around content security, and that's obviously what Shield is focused on. And so that's broadening probably the budget pool and the wallet share that we can go after within customers in a horizontal way that is working across all sizes of customers in all industries. I think and then maybe the only other point is there's a lot of momentum built-up coming into Q4 around Shield. So that was one of the big drivers of Shield driving a lot of the Suite adoption and then to your second point on Relay, we're very happy with the Relay performance thus far, it's probably less quantifiable as a catalyst to Suite as Shield is. But it is driving a lot of fantastic use cases that get us deeper into the workflow of our customers. You can imagine how important it is to embed much more deeply into their business processes whether that's customer onboarding, HR onboarding, document review and approval, digital asset approvals, and it will ultimately make Box far stickier over time, which is what we're really excited about.

Your next question comes from the line of Ittai Kidron from Oppenheimer, your line is open.

Thanks. You really killed my name, Ittai, Ittai here. Congrats guys on a great quarter and great to see all the initiatives that you worked so hard on for long, for this long, finally pay some dividends. Aaron, I did want to ask you about the Suites adoption and especially more in the context of what is the mandate for sales? Is it focused more on selling Shield and Relay or trying to push the Suite first, help maybe understand the path that the sales are mandated to walk through and then Dylan on the 112, 100K deals. Can you tell us how many of them are Suite deals?

Thanks Ittai. So on the first part of the question, we have differentiated some of our incentives toward our add-on product strategy that doesn't particularly differentiate Suites versus add-on products because we want to make sure we're doing what is in the best interest of the customer and where they are in their journey with Box. That being said, the sales motion itself is vastly more efficient when our sales reps are selling Suites and so very organically, we're seeing that push toward Suite selling with again that compensation differentiation still being there because it's driving our add-on product growth. So we're seeing plenty of uptick across the Salesforce. It obviously is still an evolving part of our sales motion just because we have thousands of transactions a quarter. And we have to make sure that this is really entering into each of those conversations. But overall, we're happy with the early adoption that we're seeing across our Salesforce going into customers and we have additional programs that we're driving that will only increase that in the near-term.

Your next question comes from the line of Mike Murphy -- Mark Murphy, my apologies from JPMorgan, your line is open.

Hi, good afternoon. This is Matt Coss on behalf of Mark Murphy. Thanks for taking our questions. So Aaron, you just said the sales motion is vastly more efficient when reps are selling Suites, how do you feel that your sales reps are tracking towards that 15% sales productivity improvement goal and then in addition to incentivizing reps to sell add-on products, what other changes have you made or steps have been taken to be confident that you'll get to this 15% sales productivity improvement goal?

Yes, so we have a handful of levers to build on this. Certainly, the big focus area is pricing and packaging evolutions and making sure that our reps are able to sell at a higher average contract value that drives obviously productivity rates pretty considerably. So that's really about Suites and to Ittai’s prior question, we are seeing a growing population of those $100,000-plus deals that do include Suites obviously, it’s only the first quarter where Suites were out there. So with Shield and that's going to be a growing percentage. So the first is on ACV increases, the second is on significant focus on sales enablement and productivity improvements on just driving that repeatable sales motion that we've talked about a bunch, how do we get a consistent land and expand motion, where more and more of our reps are participating every single month of every single quarter driving upsells and cross-sells of our products into the customer base. I think the third dynamic is really around a mix of performance management as well as shifting investment into higher productivity segments of the business where we do see greater performance of the average rep. And so those are in again the segment that I didn't call that previously. But where we know that we still have dramatic addressable market that we can go in and reach and we see high productivity rates, so moving more of our dollars into those segments, the combination of those various levers drives that 15% productivity improvement that we called in Analyst Day.

Your next question comes from the line of Brian Peterson from Raymond James. Your line is open.

Thank you, and congrats on a really strong billings number this quarter gentlemen, but just maybe one for you, Aaron. So on the R&D side, we've seen a lot of products launched since the IPO. I'm just curious, what is the cadence of new products that we should expect going forward? Or is the platform of the portfolio broad enough to where we're really going to be focused on maybe improvements to what you've already announced today?

Yes, thanks Brian. I think that's spot on. So probably in the past four or five years, just purely coincidental with the post-IPO timeframe, we have broadened out the product portfolio in a pretty methodical, and I think rigorous way. We had really started the company as a secure file sharing collaboration tool focused on enterprises; we expanded with advanced data security with things like Keysafe and our permissions model. Then right around the IPO time or just a little bit before we launched our real first add-on product which is our Governance Module, then expanded our platform and obviously skills. And then this year, has been a dramatic increase with workflow and really now Shield for really advanced security. I think when you look at that breadth of capabilities, we have now kind of checked the major boxes that we're hearing from customers in terms of being able to move content to the cloud to be able to power more use cases to help extend their use cases with Box maybe retire legacy network file shares or document management systems. So we feel like the core platform is in a much better state at the moment. Really than it obviously it's ever been. And now it's about going deep within these product areas. So I would say that you're going to see a lot of innovation in the categories of security and compliance workflow and collaboration in our platform. But it's about going deep in each of those three pillars, as opposed to the same cadence, maybe we've been on with for new skews. I think we have actually plenty to sell to customers at this point, what we want to now do is command more value from each of those add-on products, make sure that we can go and solve deeper customer challenges in security or in workflow or in data governance. And so I think you're going to see us go deep in these core areas. And then of course, on a regular basis as appropriate continue to add more into the portfolio when we think it makes sense, when we think there's a big opportunity for us to either enter into adjacent categories or possibly expand one of our product lines into another space. So that's a super high level a lot of innovation, but a lot about going deep in the pillars that we've launched, and really now getting the majority of our customer base onto these products.

Your next question comes from the line of Chad Bennett from Craig-Hallum. Your line is open.

Great. Thanks for taking my questions. So implied in the revenue guide for this year, is there any way you could at least give us some sense of how much of that comes from net new customers versus cross-sell or upsell expansion?

Sure. So historically, we've been running we're about two-thirds of new bookings coming from our existing customer base. And as mentioned, because of where we're focused and now with a broader product portfolio to go and cross-sell and upsell our existing customer base. We do expect that ratio to be a little bit higher, probably north of 70%, in terms of what we're currently expecting and starting to see in the business in terms of the pipeline.

Got it. And then is there any way to look at the overall base or the paid user base of 13.6 million? I think you indicated how much of that base has just the single core product versus add-on products from a penetration standpoint?

Sure. So I would first note that some of those users are education customers. And when we look at the overall revenue well, we haven't given a number of seats who are using one or at least one of our add-on products, what I would say is that now more than 50% of our revenue is coming from customers who have purchased at least one of those add-on products. So that trajectory has been pretty steadily increasing and is becoming adopted by more and more of our paying customers and users.

Got it. That's good color and then maybe one last one quick for me. Considering the pretty dramatic expansion in Op income and profitability and cash flow for that matter, what is management and or the Board's position on the potential for a stock buyback and then I'll jump off. Thanks.

Yes, thanks. This is Aaron again. We're definitely considering anything on the table from a shareholder value standpoint and so that will certainly be a topic as we drive more free cash flow in the business and cash generation. Obviously, we want to compare that to other levers that we have from a shareholder appreciation standpoint. So but this will remain a topic that we'll be talking about.

[Operator Instructions] Your next question comes from the line of Terry Kiwala from First Analysis. Your line is open.

Good afternoon. Congratulations on executing this quarter, and thanks for taking my question. I just want to ask about the new sign deals in the quarter. I'm just wondering if you could comment for this quarter versus prior quarters. Was there any change in the length of time these deals were in the pipeline? And then if there was any regional impact, there were particular regions from a new business perspective that outperformed. And then any changes in the close rate versus prior-quarters? Thanks.

Yes, so we had seen good progress, especially over the last couple of quarters, driving repeatability and velocity in our go-to-market motion. So over the last few quarters, deal cycles have stabilized and we're seeing more predictability and forecast accuracy. So pretty pleased with the way that's trending and that was true in Q4 as well. We're still seeing some different performance levels across various regions but pretty consistent with the trends that we've been calling out throughout the year. So continue to see strength in particular in Japan as you mentioned and continuing to see some challenges in EMEA and some of our emerging markets.

The only other thing I would add to the estimates on the internal part we did see some positive momentum also in Australia and Canada that we had on the big deal front.

There are no further questions. This ends today's conference call. Thank you, everybody for joining Box, Incorporated's fourth quarter fiscal 2020 earnings conference call. You may now disconnect.