When it comes to the cloud computing industry, giants like Amazon, Microsoft, and Google typically dominate the conversation. However, in the niche of Customer Relationship Management (CRM), there's a different leader that outshines the rest: Salesforce.

A 2023 IDC report highlights Salesforce's commanding presence with a 21.7% market share, marking its 11th year at the top. It's noteworthy that Salesforce alone surpasses the combined market share of the other four top competitors in the CRM field.

Salesforce will release its latest earnings results on December 3. Each earnings release may signal a potential investment opportunity, but before diving in, investors need to understand how to interpret their financial statements.

For those analyzing Salesforce as a market-leading company, we may focus on three important financial aspects: assessing its revenue growth trajectory, evaluating its profitability margins, and examining the robustness of its cash flow and the returns it offers to shareholders.

1. Revenue growth

Salesforce's suite of core products includes the Sales Cloud for expanding sales channels, Service Cloud for customer service management, Marketing and Commerce for analytics, and a Platform for app development.

These offerings, though varied, are unified by a subscription-based revenue model. This approach, through subscriptions and support services, generates over 90% of the company's income.

The cloud computing industry has experienced rapid growth, and as a leader in the CRM niche, Salesforce has historically posted impressive performance figures. Before FY2022, the company consistently reported annual revenue growth above 20%, marking it as a high-growth entity.

However, a shift began in Q3 of FY2023, when growth rates fell below 20%. This deceleration continued, with Q2 of FY2025 recording a mere 8.4% year-over-year increase in revenue, the lowest in several years.

We may focus on three key aspects to examine Salesforce's future revenue growth.

First, it may be important to grasp the dynamics of their revenue expansion. Salesforce's primary revenue source is from its CRM-based SaaS subscriptions, typically billed monthly or annually. The growth in subscription revenue is driven by an increase in customer numbers and potential price hikes. When it comes to customer numbers, it's important to consider both the retention of existing customers (measured by the customer churn rate) and the acquisition of new ones.

Salesforce has not disclosed specific details on the number of customers or service pricing in its financial reports. However, the company does address customer churn, which is a critical indicator of client retention. A lower churn rate suggests higher customer loyalty. For the second quarter of FY2025, Salesforce reported a customer attrition rate of approximately 8%, which is consistent with most previous periods. Going forward, it may be important to keep an eye on whether this churn rate remains stable; an uptick could potentially be unfavorable for revenue growth.

Another key metric to consider is the amount of remaining performance obligations (RPO), which represents the contracted revenue that has yet to be recognized. This figure includes agreements that have been signed with clients but for which the services have not yet been delivered, or revenue has not yet been confirmed.

Salesforce's RPO for the second quarter of FY2025 is approximately $53.5billion, representing an increase of about 14.8% year-over-year. Stakeholders may need to continue to monitor this indicator, as it can provide insights into the company's future revenue potential.

Lastly, a key point to monitor is Salesforce management's revenue forecasts in their financial reports. In the Q2 earnings report, they guided the Q3 FY2025 revenue to be between $9.31 and $9.36 billion, with total FY2025 revenue expected to range from $37.7 billion to $38 billion, an 8% to 9% year-over-year increase. This outlook slightly exceeds analyst expectations and is a key reason for the stock's strong opening following the earnings release.

2. Profitability

After experiencing a slowdown in revenue growth, Salesforce shifted its focus towards improving profitability through cost reduction and efficiency gains. As part of these efforts, Salesforce reduced its workforce by 10% and downsized office space in FY2024, aiming to enhance the company's profit potential.

Prior to FY2022, Salesforce's operating margin rarely exceeded 10% and was often below 5%. However, there was a significant improvement starting in FY2023. The operating profit margin increased from a mere 0.3% in Q1 FY2023 to an impressive 19.1% in Q2 FY2025. When adjusting for expenses like stock-based compensation, the adjusted operating margin even reached 32.1%. Meanwhile, the company's operating profit surged from under $100 million to approximately $1.9 billion.

Generally, a substantial improvement in a company's profitability can be attributed to either a strong gross margin performance or effective cost control. In the case of Salesforce, it benefits from both.

Looking at the gross margin, Salesforce's gross margin increased from 72.4% in Q1 FY2023 to 76.8% in Q2 FY2025, a notable rise of 4.4 percentage points in less than two years.

As for cost management, Salesforce has been even more successful. The company's sales expense ratio decreased from 45.5% in Q1 FY2023 to 34.6% by Q2 of FY2025. During the same period, the administrative expense ratio dropped from 8.9% to 7.6%, and the R&D expense ratio fell from 17.8% to 14.5%. The cumulative expense for these three categories, often referred to as SG&A expenses, reduced from 72.1% to 56.7%, a reduction of 15.9 percentage points.

With improved gross margins and sharply reduced expense ratios, Salesforce has seen a natural enhancement in profitability. Going forward, it may be important to monitor whether the company can sustain this upward trend in profitability and stabilize at a higher profit margin, especially as it seeks to compensate for slower revenue growth through increased profits.

3. Cash flow and shareholder's returns

For many years, Salesforce's net income has fluctuated, yet its free cash flow has consistently been strong, often rapidly increasing. In FY2012, Salesforce's cumulative net income was about $10.6 billion, but its free cash flow stood at a striking $39 billion—almost four times the net income. Growing every year, now its free cash flow neared $10 billion in FY2024.

Salesforce's robust cash flow has given it the capacity for shareholder returns, a step often taken by companies when growth slows. In the U.S. market, firms facing growth limits may turn to enhancing shareholder value when increased investment doesn't lead to faster growth. This is typically done through dividends and buybacks.

Dividends are a straightforward way to reward shareholders, and buybacks can improve Return on Equity (ROE) and earnings per share while injecting extra liquidity into the market, making them a favorable choice among shareholders. Salesforce has focused on stock buybacks.

From the third quarter of FY2023, Salesforce began a consistent pattern of stock repurchases, totaling around $18..1billion over eight quarters, slightly lower than its cumulative free cash flow. In Q4 FY2024, it announced a new $10 billion buyback program.

Additionally, Salesforce initiated its first-ever dividend at $0.4 per share. Although the dividend yield is less than 1%, it may mark a significant milestone for the company.

Having read this far, you may now have a deeper understanding of how to interpret Salesforce's financial reports. It's noteworthy that the release of earnings reports from prominent companies may present unique trading opportunities for different types of investors.

For instance, if an investor, after analyzing past reports and considering recent developments, believes a company's latest earnings will send positive signals and boost the short-term stock price, they might consider taking a long position. This could involve buying the underlying stock or purchasing call options.

Conversely, if the investor expects the earnings to be unfavorable and potentially pressure the stock price, they might consider taking a short position, either through short selling or buying put options.

If the report's outcome is unclear but volatility is expected, they might use a straddle strategy, buying both calls and puts.

However, investors should carefully assess their risk tolerance, particularly when considering high-risk trades like short selling or options, before making any trading decisions.

Summary

When reading Salesforce's financials, concentrate on:

1. Revenue growth: look at customer churn rate, remaining performance obligations, and management's guidance.

2. Profitability: check for improvements in gross margin and cost management, and stability of profit margins.

3. Cash flow and shareholder's returns: assess the growth of free cash flow, stock buyback activity, and dividend payout consistency.

4. Each earnings report may present new investment opportunities, so investors should align their strategies with their risk capacity.