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11
March 4th, 2020
Calix Investor Day
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2
Safe Harbor
Forward-looking statements are subject to the “safe harbor” provisions of the Private Securities Litigation Reform Act of 1995. Forward-
looking statements are subject to the “safe harbor” provisions of the Private Securities Litigation Reform Act of 1995. Forward-looking
statements relate to, but are not limited to, statements about potential customer or market opportunities, growth and pipeline opportunities,
statements about customer anticipated purchase trends, expected customer and product mix or anticipated adoption of our platforms,
systems or services offerings, industry, market and customer trends, opportunities with existing and prospective customers, the anticipated
benefits from and effectiveness of our supply-chain reengineering activities and ongoing management of our global supply-chain, the future
impact, financial or otherwise, of the U.S. tariffs or any other tariffs or trade regulations that may be imposed whether by the United States or
other countries, as well as our ability to effectively mitigate such impacts, and future financial performance (including the outlook for the first
quarter of 2020). Forward-looking statements are subject to risks and uncertainties that could cause actual results to differ materially from
expectations, including but not limited to fluctuations in the Company’s financial and operating results, the capital spending decisions of its
customers, changes and disruptions in the market and industry, changes in regulations and/or government sponsored programs,
competition, its ability to achieve market acceptance of new systems and solutions, its ability to grow its customer base, fluctuations in costs
associated with its systems and services including higher costs due to project delays and changes, third party dependencies for production
and resource management associated with our global supply-chain that may cause delays in production and unavailability of systems to
meet customer orders, which may be substantial, cost overruns and other unanticipated factors, as well as the risks and uncertainties
described in its annual reports on Form 10-K and its quarterly reports on Form 10-Q, each as filed with the SEC and available at
www.sec.gov, particularly in the sections titled “Risk Factors.” Forward-looking statements speak only as of the date the statements are
made and are based on information available to the Company at the time those statements are made and/or management’s good faith belief
as of that time with respect to future events. Calix assumes no obligation to update forward-looking statements to reflect actual performance
or results, changes in assumptions or changes in other factors affecting forward-looking information, except to the extent required by
applicable securities laws. Accordingly, investors should not place undue reliance on any forward-looking statements.
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3
Use of Non-GAAP Financial Information
The Company uses certain non-GAAP financial measures in its stockholder letter to supplement its consolidated financial statements, which
are presented in accordance with GAAP. These non-GAAP measures include non-GAAP gross margin, non-GAAP operating expenses,
non-GAAP net income (loss) and non-GAAP net income (loss) per diluted common share. These non-GAAP measures include non-GAAP
gross margin, non-GAAP operating expenses, non-GAAP net income (loss) and non-GAAP net income (loss) per diluted common share.
These non-GAAP measures are provided to enhance the reader’s understanding of the Company’s operating performance as they primarily
exclude certain non-cash charges for stock-based compensation, intangible asset amortization, restructuring benefit, U.S. tariff and tariff-
related costs and loss on asset retirement, which the Company believes are not indicative of its core operating results. Management
believes that the non-GAAP measures used in this stockholder letter provide investors with important perspectives into the Company’s
ongoing business performance and management uses these non-GAAP measures to evaluate financial results and to establish operational
goals. The presentation of these non-GAAP measures is not meant to be a substitute for results presented in accordance with GAAP, but
rather should be evaluated in conjunction with those GAAP results. A reconciliation of the non-GAAP results to the most directly comparable
GAAP results is provided in this stockholder letter. The non-GAAP financial measures used by the Company may be calculated differently
from, and therefore may not be comparable to, similarly titled measures used by other companies.
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Agenda and Flow
Time Topic
10:00am Welcome
10:05am Waves of disruption
10:45am Turning the access network into your competitive EDGE
11:20am COFFEE BREAK
11:35am Turning the subscriber edge into your revenue EDGE
12:20pm LUNCH BREAK & SHOWCASE OPEN
1:00pm Financial model
1:30pm Questions and Answers
2:00pm SHOWCASE OPEN
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Cable TV
5
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Cellular phones
6
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Internet protocol
Connection-Oriented Network
Connection-less Oriented Network
Packet 1
Device A Device B
OR
7
Packet 2
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ClientServer
LAN
8
We’ve seen this before
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Subscriber
Device Enabled
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But the balance of power has shifted
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Subscriber
Device EnabledApplications
Content
BNG
ROUTING
Data
Center
10
With applications and content in the Cloud
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SubscriberApplications
Content
Data
Center
BNG
ROUTING
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The end state: An optimal physical infrastructure
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SubscriberApplications
Content
Data
Center
Converged
Infrastructure
Empowered
Subscribers
New Business Models
New Network
BNG
ROUTING
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Two disruptions
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50 Mbps | Secure
200 Mbps | Latency
300 kbps | Secure
10 Mbps | Latency
75 Mbps | Jitter
12 Mbps | Secure
75 Mbps | Jitter
12 Gbps | All of the above
The subscriber is in command
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We believe that CSPs have two choices
Real-Time
Subscriber
Insights
Consumer
Cool
Technology
Revenue
Generating
Experiences
Always On
Enhanced
at a
Dev Ops
Pace
Simple to
OperateTo Win:
To Win:
1. Wholesaler: Lowest cost per bit per mile network
2. Retailer: Best subscriber experience on the lowest cost network
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We believe that CSPs have two choices
1. Wholesaler: Lowest cost per bit per mile network
2. Retailer: Best subscriber experience on the lowest cost network
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Network Attributes
Lowest cost / bit / mile network
Always on
Simple to operate
Enhanced at a Dev Ops pace
OPEX
CAPEX
Economic Impact
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Service Abstraction
Hardware Abstraction
Merchant Silicon
Always on
Pla
tform
Service
Module
Service
ModuleService Module
Simple to operate
Enhanced at a Dev Ops pace
AXOS is the platform that delivers this network
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Netw
ork
Functio
ns
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EDGE INSIGHTSEDGE TOOLS EDGE ENABLEMENT
Educations Services
Customer Success Services
ACCESS EDGE FOUNDATION
Professional Services
EDGE SYSTEMSPOWERED BY
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EDGE INSIGHTSEDGE TOOLS EDGE ENABLEMENT
ACCESS EDGE FOUNDATION
EDGE SOFTWARE
EDGE SYSTEMSPOWERED BY
Educations Services
Customer Success Services
Professional Services
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EDGE SYSTEMSEDGE SYSTEMS POWERED BY
• Form factors for every
deployment scenario from the
data center edge to a pole
• Fits all service provider
business models
• Supports everyPON technology
to future-proof the network
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EDGE SYSTEMS
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EDGE SOFTWARE
EDGE SOFTWARE
Integrating edge/subscriber network functions
into the access Network
Deliver Layer 3 routing services
Consolidate subscriber management and administration
Deliver subscriber focused MPLS services
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EDGE TOOLS
Support the full life-cycle of services
Provide a virtual testing and
integration environment
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EDGE SYSTEMS
EDGE SOFTWARE
EDGE TOOLS
Isolate real-time issues and help
CSPs optimize services
Connect to existing operational
systems
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EDGE INSIGHTS
Reduce technician
interventions by up to 90%
24
EDGE SYSTEMS
EDGE SOFTWARE
EDGE INSIGHTS
EDGE TOOLS
Resolve network issues
up to 50% faster
Remote Monitoring
A SaaS Analytics Service
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EDGE SYSTEMS
EDGE ENABLEMENT
EDGE ENABLEMENT
Train your Team
Help Your Team Operate
Help Your Team Deploy
25
EDGE SOFTWARE
EDGE INSIGHTS
EDGE TOOLS
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Simple to Deploy and Simple to Operate
Simplify their Operations
Simplify their Network
Simplify their Business
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The Wholesaler
56 cities planned for full fiber networks
96%of customers extremely or very satisfied
Open Access wholesaler, rapidly expanding with 1500 customers to sell business and residential services
Targeting 8 millionHomes
30%Of the UK
£4bnInvestment
100%Open access 70%
Expected operation savings*
*compared to managing a traditional network.27
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The Full-Service Retail Provider
75%reduction in
system turn-up time
Up to 80%reduction in integration
time
Deploying AXOS as the centerpiece of its next generation network transformation
Located
Tennessee
Incorporated
1940
1,000+
subscribers
94%take rate for managed
Wi-Fi service
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The Path Finder
29
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First in the Industry!
Symmetric
Speeds*34G usable
40G
The Impact
WIRELESS
ENTERPRISE
SMALL/MEDIUM
BUSINESS
RESIDENTIALEDGE ROUTER
LAWFUL INTERCEPT
BROADBAND
NETWORK GATEWAY
AGGREGATION
ACCESS 80% Reduction
in OPEX
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BREAK
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3232
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Home invaders are targeting the subscriber
▪ Connectivity
▪ Reliability
▪ Support
What the home invader PROVIDES:
▪ Cool design
▪ Speed of innovation
▪ New OTT experiences
▪ Data and insights
What the traditional CSP PROVIDES:
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▪ Building on their position in the home
▪ Delivering coolest Wi-Fi technology first
▪ Leveraging analytics to build subscriber relationships
▪ Rapidly delivering new and targeted subscriber experiences
▪ Managing the experience for the Subscriber
What the Innovative CSP PROVIDES:
Home invaders are targeting the subscriber
What the home invader PROVIDES:
▪ Cool design
▪ Speed of innovation
▪ New OTT experiences
▪ Data and insights
1st in Market
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Killer Brand
Enablement
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Provide everything a CSP needs to WIN
BNG
ROUTING
Data
Center
Amazing
Experiences
Consumer
Cool
TechnologyReal-Time
Subscriber
Insights
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EDGE INSIGHTS EDGE SYSTEMS EDGE SERVICESCommandIQ™
Alexa Voice Services
Advanced Managed Wi-Fi
Broadband Performance Testing
Campaign Delivery
EDGE ENABLEMENT
Market Activation
Success Services
Education Services
Professional Services
REVENUE EDGE FOUNDATION
ExperienceIQ™ProtectIQ™ Future Suites
EDGE SUITES
u12X
u12
u6
36
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The Millers
37
EDGE INSIGHTS
EDGE INSIGHTS
37
Persona aligned analytics and insights delivered
through the CLOUD into user workflows
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EDGE SYSTEMS
EDGE INSIGHTS
38
EDGE SYSTEMS
u12u12X
Wi-Fi 6 ”storefronts” powered by
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EDGE SERVICES
EDGE SERVICES
Managed Wi-Fi
CommandIQ™
Broadband Performance Testing
Campaign Message Delivery on Mobile App
Delivered via to elevate the subscriber experience.
EDGE SYSTEMS
EDGE INSIGHTS
Alexa Voice Services
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ExperienceIQ™ProtectIQ™
ProtectIQ™ ExperienceIQ™
Malware
PreventionVirus Prevention
Malicious
Website Protection
Intrusion
Prevention
Enhanced
Parental ControlContent Filters
Time Limits
REVENUE EDGE FOUNDATION40
EDGE SUITES
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REVENUE EDGE FOUNDATION41
EDGE SUITES
Future
Suites
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We enable you to make it happen.
EDGE ENABLEMENT
EDGE ENABLEMENT
Education Services
Professional ServicesEDGE SERVICES
EDGE SYSTEMS
EDGE INSIGHTS
Customer Success Services
Market Activation
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We enable you to make it happen.
EDGE ENABLEMENT
EDGE ENABLEMENT
Market Activation
EDGE SERVICES
EDGE SYSTEMS
EDGE INSIGHTS
New Campaign Materials: “Providing Possible”
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We enable you to make it happen.
EDGE ENABLEMENT
EDGE ENABLEMENT
Marketing Programs
EDGE SERVICES
EDGE SYSTEMS
EDGE INSIGHTS
New Box Sleeves
44
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The Result: Elevate every part of their business
Elevate their Service
Elevate their Brand
Elevate the Subscriber Experience
Elevate their RevenueThe Millers
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The CLEC
50% expected
market share entering new
markets
Top Ranked customer
satisfaction in the
industry
Leading with the ALLO BLAST, differentiating on Subscriber Experience
Located
Nebraska & Colorado
Incorporated2003
65,000subscribers
500 employees
#1 to market
with Wi-Fi 6 solution
92% of Wi-Fi issues avoided with
self-heal
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The ILEC
0.2% churn rate on
advanced broadband
services
30% reduction in operating
costs
Placing their brand in the hands of their subscribers
Located
Montana, Wyoming, Colorado & S. Dakota
Incorporatedin 1953
12,700 subscribers
160 employees
173%ROI on EDGE Insights in just
6mos
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The Co-Op
48%increase in marketing efficiency
28%reduction in
cost of upgrades with
better targeting
Leveraging field techs to proactively upsell services due to drop in trouble ticket volumes
Located
Central Montana
Incorporatedin 1953
17,000 subscribers
140 employees
62%increase in
ARPU
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BREAK UNTIL 1PM PT
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Target Financial Model
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Focused on Improved Financial Performance Across Four Metrics
▪ Deliberate revenue growth
▪ Gross margin expansion
▪ Disciplined operating expense investment
▪ Increased predictability
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Deliberate Revenue Growth
Adding over 100 new customers per year
DIVERSE NEW CUSTOMER EXPANSION
0
20
40
60
80
100
120
140
2017 2018 2019
0
5
10
15
20
25
30
35
4Q18 1Q19 2Q19 3Q19 4Q19
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Deliberate Revenue Growth
50%
65%70%
14%
10%8%
36%
25% 22%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2017 2018 2019
Revenue by Customer Size, 2017-19
Small (<250K) Medium (250K <2.5M) Large (>2.5M)
59%69%
74%65%
71%
14%
6%
7%
8%
10%
27% 25%19%
27%19%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
4Q18 1Q19 2Q19 3Q19 4Q19
Revenue by Customer Size, 4Q18 - 4Q19
Small (<250K) Medium (250K <2.5M) Large (>2.5M)
Rapid customer growth is yielding a more predictable business
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Gross Margin Expansion
✓ Platforms increase as a percentage of our overall revenue
✓ Enhanced services drive our customer’s business outcomes
✓ Operational efficiency at scale
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2015-16 2017 2018 2019
AXOS Calix Cloud EXOS
55
Platform Adoption
CUMULATIVE CUSTOMER COUNT
145%CAGR
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Gross Margin Expansion
Gross Margin, 2017-19 Gross Margin, 4Q18-4Q19
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Disciplined Operating Expense Investment
-$10M
$0M
$10M
$20M
$30M
$40M
$50M
$60M
$70M
1Q18 2Q18 3Q18 4Q18 1Q19 2Q19 3Q19 4Q19
Operating Expenses, 4Q18-4Q19
R&D S&M G&A Stock Comp Restructuring Asset retirement Gain on sale
-$10M
$25M
$60M
$95M
$130M
$165M
$200M
$235M
$270M
2017 2018 2019
Operating Expenses, 2017-19
R&D S&M G&A
Stock Comp Restructuring Asset retirement
Gain on sale
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Target Financial Model – Income Statement
Target Model Beginning 2021
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Target Financial Model – Income Statement
Target Model Beginning 2021
Revenue Grow 5 – 10% per year
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Target Financial Model – Income Statement
Target Model Beginning 2021
Revenue Grow 5 – 10% per year
Non-GAAP Gross Margin(1) Increase 100 – 200 bps per year
(1) Non-GAAP measures exclude the expected impacts from non-GAAP items such as stock-based compensation, U.S. tariff and tariff-related costs and intangible asset amortization. A reconciliation
of GAAP to non-GAAP financial measures beginning with 2021 is not available on a forward-looking basis due to the high variability and low visibility with respect to these charges.
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Target Financial Model – Income Statement
Target Model Beginning 2021
Revenue Grow 5 – 10% per year
Non-GAAP Gross Margin(1) Increase 100 – 200 bps per year
Non-GAAP General & Administrative(1) Greater of $9M per quarter or 7% of revenue
(1) Non-GAAP measures exclude the expected impacts from non-GAAP items such as stock-based compensation, U.S. tariff and tariff-related costs and intangible asset amortization. A reconciliation
of GAAP to non-GAAP financial measures beginning with 2021 is not available on a forward-looking basis due to the high variability and low visibility with respect to these charges.
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Target Financial Model – Income Statement
Target Model Beginning 2021
Revenue Grow 5 – 10% per year
Non-GAAP Gross Margin(1) Increase 100 – 200 bps per year
Non-GAAP General & Administrative(1) Greater of $9M per quarter or 7% of revenue
Non-GAAP Research & Development(1) Greater of $20M per quarter or 32% of product gross profit
(1) Non-GAAP measures exclude the expected impacts from non-GAAP items such as stock-based compensation, U.S. tariff and tariff-related costs and intangible asset amortization. A reconciliation
of GAAP to non-GAAP financial measures beginning with 2021 is not available on a forward-looking basis due to the high variability and low visibility with respect to these charges.
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Target Financial Model – Income Statement
Target Model Beginning 2021
Revenue Grow 5 – 10% per year
Non-GAAP Gross Margin(1) Increase 100 – 200 bps per year
Non-GAAP General & Administrative(1) Greater of $9M per quarter or 7% of revenue
Non-GAAP Research & Development(1) Greater of $20M per quarter or 32% of product gross profit
Non-GAAP Sales & Marketing(1) 16 – 18% of revenue with targeted investments to accelerate growth
(1) Non-GAAP measures exclude the expected impacts from non-GAAP items such as stock-based compensation, U.S. tariff and tariff-related costs and intangible asset amortization. A reconciliation
of GAAP to non-GAAP financial measures beginning with 2021 is not available on a forward-looking basis due to the high variability and low visibility with respect to these charges.
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Target Financial Model – Operating Metrics
Target Model Beginning 2021
Days sales outstanding 35 – 45 Days
Inventory Turns 4 – 5 Turns
Days payables outstanding 20 – 30 Days
Cash conversion cycle 80 – 90 Days
Operating cash flow / non-GAAP net income ~1.0x
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Q&A
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THANK YOU
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6767
Non-GAAP Reconciliations
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GAAP to Non-GAAP Reconciliation – 4Q18 – 4Q19
68
Calix, Inc.
Reconciliation of GAAP to Non-GAAP Systems Gross Margin and Gross Margin
(Unaudited)
Three Months Ended
December 31, 2019 September 28, 2019 June 29, 2019 March 30, 2019 December 31, 2018
Systems
Gross
Margin
Gross
Margin
Systems
Gross
Margin
Gross
Margin
Systems
Gross
Margin
Gross
Margin
Systems
Gross
Margin
Gross
Margin
Systems
Gross
Margin
Gross
Margin
GAAP amount 47.1 % 45.5 % 45.4 % 43.9 % 46.6 % 44.5 % 45.8 % 42.9 % 46.5 % 44.7 %
Adjustments to GAAP
amount:
Stock-based
compensation 0.1 0.2 0.1 0.2 0.1 0.2 0.2 0.3 0.6 0.5
Intangible asset
amortization 0.5 0.5 0.3 0.2 — — — — — —
U.S. tariff and tariff-
related costs 1.0 1.0 1.1 1.0 2.0 1.9 2.6 2.4 3.0 2.8
Non-GAAP amount 48.7 % 47.2 % 46.9 % 45.3 % 48.7 % 46.6 % 48.6 % 45.6 % 50.1 % 48.0 %
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GAAP to Non-GAAP Reconciliation – 2017-19
69
Calix, Inc.
Reconciliation of GAAP to Non-GAAP Systems Gross Margin, Services Gross Margin and Gross Margin
(Unaudited)
Year Ended
2019 2018 2017
Systems
Gross Margin
Services
Gross MarginGross Margin
Systems
Gross Margin
Services
Gross MarginGross Margin
Systems
Gross Margin
Services
Gross MarginGross Margin
GAAP amount 46.3 % 19.3 % 44.3 % 46.7 % 22.6 % 44.7 % 44.0 %(14.5)
% 33.9 %
Adjustments to GAAP amount:
Stock-based compensation0.1
1.3 0.2 0.2
1.0 0.3 0.1
0.3 0.1
Intangible asset amortization0.3
-0.2
- - -0.2
-0.2
U.S. tariff and tariff-related
costs 1.5 -
1.5 0.8 -
0.7 - - -
Non-GAAP amount 48.2 % 20.6 % 46.2 % 47.7 % 23.6 % 45.7 % 44.3 % -14.2 % 34.2 %
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Additional Information
Available at: http://investor-relations.calix.com▪Overview
▪News & Events
▪Our Mission
▪ Financials
▪Governance
▪ Investor Resources