v3.20.4
Segment and Geographic Information
 12 Months Ended
Dec. 31, 2020
Segment Reporting [Abstract]  
Segment and Geographic Information
15. Segment and Geographic Information
The following reporting segment tables reflect the results of the Company’s reportable operating segments consistent with the manner in which the CODM evaluates the performance of each segment and allocates the Company’s resources. The CODM does not evaluate the performance of the Company’s assets on a segment basis for internal management reporting and, therefore, such information is not presented.
Contribution is used, in part, to evaluate the performance of, and allocate resources to, each of the segments. Segment contribution is segment revenue less the related costs of revenue and sales and marketing expenses. It excludes certain operating expenses that are not allocated to segments because they are separately managed at the consolidated corporate level. These unallocated costs include stock-based compensation expense, research and development expenses, and general and administrative expenses.
Financial information for each reportable segment was as follows (in thousands):
 
  
Years Ended December 31,
 
 
 
 
  
    2020    
 
    2019    
 
    2018    
 
 
 
 
 
 
 
 
 
 
 
 
Revenue:
   
Government
 $610,198 $345,521 $255,131
Commercial
  482,475  397,034  340,278
 
 
 
 
 
 
 
 
 
 
 
 
Total revenue
 $      1,092,673 $      742,555 $      595,409
 
 
 
 
 
 
 
 
 
 
 
 
 
   
Years Ended December 31,
  
 
 
 
   
2020
  
2019
  
2018
   
Amount
  
%
  
Amount
  
%
  
Amount
  
%
                   
Contribution:
            
Government
  $      346,937           57%   $      79,606           23%   $      30,963           12% 
Commercial
   247,320   51%    77,575   20%    50,422   15% 
  
 
 
 
    
 
 
 
    
 
 
 
  
Total contribution
  $594,257   54%   $157,181   21%   $81,385   14% 
  
 
 
 
    
 
 
 
    
 
 
 
  
The reconciliation of contribution to loss from operations is as follows (in thousands):
 
  
Years Ended December 31,
  
    2020    
 
    2019    
 
    2018    
 
 
 
 
 
 
 
 
 
 
 
 
Loss from operations
 $(1,173,679)  $(576,444)  $(623,440) 
Research and development expenses
(1)
  203,597  237,630  213,412
General and administrative expenses
(1)
  293,637  254,025  242,910
Stock-based compensation expense
  1,270,702  241,970  248,503
 
 
 
 
 
 
 
 
 
 
 
 
Total contribution
 $        594,257 $     157,181 $       81,385
 
 
 
 
 
 
 
 
 
 
 
 
 
 
(1)
Excludes stock-based compensation expense.
 
Geographic Information
Revenue by geography is based on the customer’s headquarters or agency location at the time of sale. Revenue is as follows (in thousands, except percentages):
 
  
Years Ended December 31,
 
 
 
 
  
2020
 
2019
 
2018
  
Amount
 
%
 
Amount
 
%
 
Amount
 
%
Revenue:
      
United States
 $573,549  52%  $295,753  40%  $208,620  35% 
United Kingdom
  132,427  12%   120,185  16%   121,563  20% 
France
  97,702  9%   76,220  10%   64,427  11% 
Rest of world
(1)
  288,995  27%   250,397  34%   200,799  34% 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Total revenue
 $      1,092,673          100%  $      742,555          100%  $      595,409          100% 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
(1)
No other country represents 10% or more of total revenue for the years ended December 31, 2020, 2019, or 2018.
Property and equipment, net is attributed to the Company’s office locations as follows (in thousands, except percentages):
 
  
As of December 31,
 
 
 
 
  
2020
 
2019
 
2018
  
Amount
 
%
 
Amount
 
%
 
Amount
 
%
       
Property and equipment, net:
      
United States
  13,268  45%   15,956  51%   14,168  47% 
United Kingdom
  13,325  45%   12,461  39%   14,446  48% 
Rest of world
  2,948  10%   3,172  10%   1,420  5% 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Total property and equipment, net
 $           29,541          100%  $        31,589          100%  $        30,034          100%