q140/random_k4/random_4.md

Fellow Shareholders,

Roku delivered another strong quarter of operational and financial performance in Q1 2018. The secular shift from legacy TV
distribution to streaming continues unabated. Our purpose-built TV operating system and advertising platform continue to
lead the market. Moreover, our advertising and content partners are benefiting from our increasing scale. Nearly half of our
roughly 21 million active users have cut the cord or have never had a traditional pay TV subscription, which means that they
simply cannot be reached through linear TV. This makes our strategic position in the living room extremely valuable. In the
first quarter, our platform segment revenue more than doubled, as active accounts grew 47% year-over-year and ARPU
increased 50%. With strong business momentum and favorable industry trends, we are raising our full year 2018 outlook.

May 9, 2018

A few Q1 2018 highlights:

•
•
•
•
•
•
•

Total net revenue up 36% YoY to $136.6 million;
Platform revenue up 106% YoY to $75.1 million;
Gross profit up 62% YoY to $63.1 million;
Active accounts up 47% YoY to 20.8 million at quarter end;
Streaming Hours up 56% YoY to 5.1 billion hours;
Average Revenue Per User (ARPU) up 50% YoY to $15.07 (trailing 12-month basis);
One in four smart TVs sold in the U.S. were Roku TVs.

Key Operating Metrics
Active Accounts (millions)
Streaming Hours (billions)
ARPU ($)

Summary Financials ($ in millions)

Platform
Player
Total net revenue

Platform gross profit
Player gross profit

Total gross profit

Platform gross margin %
Player gross margin %

Total gross margin %

R&D
Sales and marketing
G&A

Total operating expenses
Income (loss) from operations
Adjusted EBITDA 1
Adjusted EBITDA margin %

Q1 17

Q2 17

Q3 17

Q4 17

Q1 18

YoY %

$

  $

$

$

14.2
3.3
10.04

Q1 17

36.4
63.7
100.1
28.1
10.8
38.8
77.1 %
16.9 %
38.8 %
22.3
14.1
10.3
46.7
(7.8 )
(4.4 )
-4.4 %

$

$

15.1
3.5
11.22

Q2 17

46.0
53.7
99.6
34.2
3.4
37.6
74.4 %
6.4 %
37.8 %
25.8
14.7
10.6
51.0
(13.4 )
(9.6 )
-9.7 %

$

$

16.7
3.8
12.68

Q3 17

57.5
67.3
124.8
44.6
5.3
49.9
77.5 %
7.9 %
40.0 %
28.5
16.2
13.0
57.8
(7.9 )
(3.7 )
-2.9 %

$

$

19.3
4.3
13.78

Q4 17

85.4
102.8
188.3
63.7
9.8
73.5
74.6 %
9.5 %
39.0 %
31.3
19.1
13.5
64.0
9.5
14.4
7.6 %

20.8
5.1
15.07

47 %
56 %
50 %

Q1 18

YoY %

75.1
61.5
136.6
53.4
9.7
63.1
71.1 %
15.8 %
46.2 %
34.1
20.3
15.6
70.0
(6.9 )
(0.8 )
-0.6 %

106 %
-3 %
36 %
90 %
-10 %
62 %
-595 bps
-114 bps
741 bps
53 %
45 %
51 %
50 %
  N/A
   N/A
381 bps

Outlook ($ in millions)
Total net revenue
Total gross profit
Net loss
Adjusted EBITDA
1 Refer to the reconciliation of net loss to adjusted EBITDA in the non-gaap information.
2 Q2 2018E reconciling items between net loss and non-GAAP adjusted EBITDA consist of stock-based compensation of approximately $6.0 million,
depreciation & amortization and other net adjustments of approximately $1.5 million, partially offset by interest and other income of approximately $0.3
million.
3 Full Year 2018 reconciling items between net loss and non-GAAP adjusted EBITDA consist of stock-based compensation of
approximately $24 million, depreciation and amortization and other net adjustments of approximately $8 million partially offset by interest
and other income of approximately $2 million.

Full Year 2018E 3
$685 - $705
$290 - $305
($40) - ($25)
($10) - $5

Q2 2018E 2
$135 - $145
$58 - $63
($19) - ($14)
($12) - ($7)

Roku Q1 2018 Shareholder Letter

1

Q1 2018 results and outlook

Q1 revenue and gross profit came in ahead of our outlook, driven by better-than-expected Platform revenue and higher-than-
anticipated Player gross profits. In the quarter, revenue increased 36% year-over-year, gross profit grew 62%, and gross
margin expanded seven percentage points to 46%. Platform revenue exceeded player revenue for the first time at 55% of
total revenue, vs. 36% a year ago. Platform gross profit - a key business driver – was 85% of gross profit, vs. 72% a year earlier.
Adjusted EBITDA loss of ($0.8) million and net loss of ($6.6) million were much lower than the outlook we provided in
February.

We saw strong momentum across our key operating metrics. Roku ended Q1 2018, with 20.8 million active accounts, up 47%
year-over-year. Half of the new accounts in the quarter came from licensed sources, primarily Roku TVs. Roku users streamed
5.1 billion hours in the quarter, up 56% year-over-year, with the fastest growth coming from ad-supported content. Trailing
12-month ARPU in the first quarter increased 50% year-over-year to a record $15.07, the fastest ARPU growth rate in over 18
months as we continue to expand platform monetization and capture a larger share of TV ad budgets. We believe there is a
long runway for upside to ARPU from content distribution, audience development and advertising growth, as consumers
spend time streaming more ad-supported content, and as Roku gains access to a greater share of overall ad impressions.

Platform revenue grew 106% year-over-year, with advertising revenue representing the largest driver of Platform segment
revenue growth. Platform gross profit increased 90% year-over-year while Platform gross margin dropped six percentage
points year-over-year to 71% as the anticipated mix shift to video advertising, which trends towards roughly 50% gross
margin, continues. Player revenue declined 3% as we continue to see positive unit growth coupled with our strategy of
shifting mix to lower priced players.

Q1 operating expenses were $70 million, up 50% year-over-year, as we continued to invest in top talent across the
organization, with R&D up 53% year-over-year and sales and marketing up 45%, as we focus on growing advertising, Roku TV,
The Roku Channel and other new business opportunities. G&A grew 51% as we have made investments in back office
functions to support the increasing complexity of our business and ramp up to be a public company. These expenses should
scale over time. Roku ended the quarter with $161 million in cash and no debt.

Based on the strong performance and trends we are seeing to date, we are raising our outlook for full year 2018. Our
profitability goal for the year is to operate our business at, or near, break-even on an adjusted EBITDA basis. As a reminder,
Q4 seasonality is a material component of our business with seasonal strength in both Platform and Player segments. We
expect this trend to continue in 2018 and estimate Q4 revenue could once again be roughly 37% of total annual revenue,
consistent with Q4 of last year.

The secular shift of legacy TV to streaming

The replatforming of the TV industry is occurring at a rapid pace as consumers continue to shift their time away from
traditional linear TV in search of a better TV experience. That's driving unparalleled industry disruption as content distribution
and TV advertising move to streaming platforms. Roku's industry leading streaming players and smart TVs have been
important enablers of the transition -  and are key drivers of Roku's increasing scale. The average U.S. home has roughly three
TVs, and most lack a purpose-built TV OS. This creates a significant opportunity to sell more players and to replace older TVs
with Roku TVs. With linear TV ratings in sharp decline, advertisers and content owners must find new ways to reach cord
cutters, cord shavers and cord nevers. We believe the Roku platform is the perfect solution for this rapidly evolving
ecosystem.

Roku Q1 2018 Shareholder Letter

2

Roku TV – The leading licensed TV platform

Roku TV is the #1 licensed TV operating system in the U.S and is going from strength to strength. One in four smart TVs sold in
the U.S. in Q1 2018 were Roku TVs - that's up from one in five in 2017. In the quarter, we expanded our Funai Electric
relationship by extending the program to the Magnavox brand, and in April we added Sanyo (initially in Canada). There is
tremendous room for innovation in smart TVs and Roku is leading the way helping TV OEMs cover the broadest set of
consumer preferences, from $150 entry-level smart TVs to cutting-edge $1,000 4K UHD, HDR10, Dolby Vision smart TVs with
advanced features like full-array backlighting, local dimming and voice control.

We believe virtually every TV OEM will eventually need to license a TV OS, as consumers shift to smart TVs with 4K displays,
and as OEMs focus on both cutting costs and boosting customer satisfaction. A case in point: TCL, now the #3 U.S. television
brand, is getting high-praise reviews for a new line of Roku TVs now on shelves in Walmart, Best Buy and other major
retailers. CNET recently wrote that the TCL 6 series "could be the most incredible TV value of 2018."

With this strong momentum, we expect retail distribution of Roku TV models to grow in 2018.

Leading OTT content distribution for direct-to-consumer services

As one of the largest, most advanced content distribution and audience development platforms, Roku has become a key
destination for launching and marketing virtual pay TV services (or “virtual MVPDs”). Today, Roku offers one of the broadest
selections of direct-to-consumer services, including Sling TV, DirecTV Now, PlayStation Vue, Hulu Live, YouTube TV, fuboTV
and Philo. For many of these services, we are among the largest sources of trials, conversion and ongoing economics.

Our customer base of avid streamers also presents a major opportunity for specialist services, for example ESPN+, which will
be launching soon on Roku. Partners take advantage of our unique audience development tools to address consumer demand
for sports, news and other live programming. Roku has become a leading content aggregation point - the TV “home screen” -
for many OTT customers who may only be reachable in their living room via the Roku platform.

The Roku Channel – Expanding reach

The Roku Channel aggregates content into a simple, friendly user interface for consumers, while providing content owners
with a one-stop, large scale platform to publish their content while Roku manages advanced promotion, engagement, and
monetization capabilities.

We are seeing very strong engagement on The Roku Channel, and just eight months after launch, The Roku Channel is now a
top 15 channel on Roku devices based on hours streamed - and the #3 free ad-supported channel on the Roku platform. In
Q1, we expanded the content syndicated from channel partners and added more movies and TV shows from Lionsgate, MGM,
Sony Pictures Entertainment, Warner Bros. and other studios. Recently, we announced the addition of live news from ABC
News, Cheddar, People TV and others.

We are exploring options for expanding The Roku Channel’s reach. In March, we announced that we will make The Roku
Channel available off the Roku platform starting this summer with Samsung TVs. We believe there is a significant opportunity
to take The Roku Channel beyond the Roku OS platform to other large-scale platforms.

Building a direct-to-consumer (D2C) OTT service is a major challenge for many content owners. It requires the ability to
aggregate a very large audience, build critical mass of content, develop advanced software and user interfaces, to monetize –
for example with billing and advanced TV advertising – and manage churn and engagement.  All of this requires sophisticated

Roku Q1 2018 Shareholder Letter

3

software, big data and machine learning, and navigating complex regulatory frameworks. We believe content owners will
increasingly choose to distribute their content directly on Roku’s platform via The Roku Channel vs. creating their own D2C
service (or “channel”).

The Roku OTT Advertising Platform – Capturing Share of TV Ad Budgets

Linear TV ratings continue to decline.  According to Nielsen, prime time linear TV ratings among 18 to 49-year olds have
declined by 40% over the last 4 years. As consumers shift their TV viewing to streaming, advertisers are increasingly turning to
OTT and the Roku platform to reach these audiences. Today, roughly 10% of all adults between 18 and 34 can only be reached
on TV on the Roku platform in the living room. We expect that number to grow, which should make our platform an even
more important way for brands to engage TV viewers.

We have built a sophisticated TV ad platform with advanced targeting and measurement capabilities. These capabilities,
together with our ability to reach viewers who have left the traditional TV ecosystem, position Roku to capture a growing
share of the roughly $70 billion annual U.S. TV advertising market. This year, for the first time, Roku has been running its first
TV “upfronts” meetings. Occurring in the spring each year, upfronts are the time of year when a majority of TV advertising is
planned and committed. This is a milestone moment for OTT, as advertisers have recognized that OTT must now be part of
their TV ad spending strategy. While it is still early days, we believe this is a significant moment for the industry and for Roku.

In March, Roku held its second annual client event, Roku Ad Connect, where we hosted top agencies and advertising clients,
representing a significant portion of Roku’s projected 2018 ad revenues, and a majority of all U.S. ad spend annually. At this
event, we shared insights into TV ad industry trends and the solutions for advertisers facing declining linear TV viewership and
reach. One clear takeaway from the event was a consensus view that the shift to OTT is happening at an increasing pace.

As advertisers shift their spending to OTT, they are also benefiting from the increased effectiveness of OTT advertising. A
recent study by IPG and Magna concluded that ads on the Roku platform are 67% more effective per exposure at driving
purchase intent than traditional linear TV ads. Our ability to directly reach our highly engaged active user base with advanced
targeting and measurement is Roku’s primary advantage as it expands its position in the TV ads marketplace.

Conclusion

This industry transformation to TV streaming is happening. Favorable industry trends and strong execution are driving our
continued strong financial performance. On May 20th, we'll celebrate National Streaming Day, with this year marking the 10th
anniversary of the launch of our first streaming player, which allowed users to stream Netflix to the TV for the first time.  As
part of the celebration, we'll be ringing the opening bell at the Nasdaq Market Site on May 16 and turning Times Square
purple. It’s a great time to be in the streaming business!

Thanks for your support and Happy Streaming!

Sincerely,

Anthony Wood, Founder & CEO

Steve Louden, CFO

Roku Q1 2018 Shareholder Letter

4

Conference Call Webcast – 2pm PST May 9th, 2018

The Company will host a webcast of its conference call to discuss the Q1 2018 results at 2p.m. Pacific Time / 5p.m. Eastern
Time. Participants may access the live webcast in listen-only mode on the Roku investor relations website at ir.roku.com. An
archived webcast of the conference call will also be available at ir.roku.com following the call.

Roku Business Basics

For an introduction to Roku’s business see Roku 101 document on the investor relations website at ir.roku.com.

About Roku, Inc.

Roku pioneered streaming to the TV. We connect users to the streaming content they love, enable content publishers to build
and monetize large audiences, and provide advertisers with unique capabilities to engage consumers. Roku streaming players
and Roku TVTM models are available around the world through direct retail sales and licensing arrangements with TV OEMs
and service operators. Roku is headquartered in Los Gatos, Calif. U.S.A.

Investor Relations
James Samford
ir@roku.com

Use of Non-GAAP Measures

Press
Eric Savitz
esavitz@roku.com

In addition to financial information prepared in accordance with generally accepted accounting principles in the United States
(GAAP), this shareholder letter includes certain non-GAAP financial measures. These non-GAAP measures include Adjusted
EBITDA and pro forma basic and diluted net loss per share. In order for Roku’s investors to be better able to compare its
current results with those of previous periods, Roku has shown a reconciliation of GAAP to non-GAAP financial measures as an
appendix to this letter. The Adjusted EBITDA reconciliation adjusts the related GAAP financial measures to exclude other
income (expense), net, stock-based compensation expense, depreciation and amortization, and income tax expense where
applicable. The pro forma basic and diluted net income (loss) per share reconciliation gives effect to the conversion of
outstanding convertible preferred stock using the as-if converted method into common shares as though the conversion had
occurred as of the beginning of the period. Also, the numerator has been adjusted to reverse the fair value adjustments
related to the convertible preferred stock warrants as they became warrants to purchase common stock at the time of our
initial public offering and at such time no longer required periodic revaluation. We believe these non-GAAP financial measures
are useful as a supplement in evaluating our ongoing operational performance and enhancing an overall understanding of our
past financial performance. However, these non-GAAP financial measures have limitations, and you should not consider them
in isolation or as a substitute for our GAAP financial information.

Forward-Looking Statements

This shareholder letter contains “forward-looking” statements that are based on our beliefs and assumptions and on
information currently available to us. Forward-looking statements include all statements that are not historical facts and can
be identified by terms such as “anticipate,” “believe,” “could,” “seek,” “estimate,” “intend,” “may,” “plan,” “potential,”
“predict,” “project,” “should,” “will,” “would” or similar expressions and the negatives of those terms.

Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause our actual
results, performance or achievements to be materially different from any future results, performance or achievements
expressed or implied by the forward-looking statements. Forward-looking statements represent our beliefs and assumptions
only as of the date of this letter. These statements include our financial outlook for the second quarter of 2018 and for the full

Roku Q1 2018 Shareholder Letter

5

fiscal year, the momentum in our Roku TV program, the growth of our platform segment, the expansion of The Roku Channel,
the evolution of the TV streaming ecosystem and continued development of our advertising business and the content we
make available to consumers on our platform, the growth in ARPU and active accounts and our overall business trajectory.
Except as required by law, we assume no obligation to update these forward-looking statements publicly, or to update the
reasons actual results could differ materially from those anticipated in the forward-looking statements, even if new
information becomes available in the future.  Further information on factors that could cause actual results to differ
materially from the results anticipated by our forward-looking statements is included in the reports we have filed with the
Securities and Exchange Commission, including our Annual Report on Form 10-K for the year ended December 31, 2017.

Roku Q1 2018 Shareholder Letter

6

ROKU, INC.
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS (in thousands, except per share data)
(unaudited)

Net Revenue:
Platform
Player

Total net revenue

Cost of Revenue:
Platform (1)
Player (1)

Total cost of revenue

Gross Profit:
Platform
Player

Total gross profit

Operating Expenses:

Research and development (1)
Sales and marketing (1)
General and administrative (1)
Total operating expenses

Loss from Operations
Other Income (Expense), Net:

Interest expense
Change in fair value of preferred stock warrant liability
Other income, net

Total other income (expense), net

Loss Before Income Taxes
Income tax expense
Net Loss attributable to common stockholders
Net Loss per share attributable to common
   stockholders—basic and diluted
Weighted-average shares used in computing net income (loss) per
   share attributable to common stockholders—basic and diluted

(1)  Stock-based compensation was allocated as follows:

Cost of platform revenue
Cost of player revenue
Research and development
Sales and marketing
General and administration

Total stock-based compensation

Three Months Ended

March 31,
2018

March 31,
2017

   $

75,077      $
61,499
136,576

36,415
63,678
100,093

21,666
51,798
73,464

53,411
9,701
63,112

34,126
20,318
15,570
70,014
(6,902 )

(51 )
—
448
397
(6,505 )
129
(6,634 )    $

8,343
52,910
61,253

28,072
10,768
38,840

22,342
14,055
10,278
46,675
(7,835 )

(167 )
(735 )
83
(819 )
(8,654 )
48
(8,702 )

(0.07 )    $

(1.79 )

99,488

4,850

19
44
2,296
1,110
960
4,429

  $

  $

21
36
888
601
629
2,175

   $

   $

   $

   $

Roku Q1 2018 Shareholder Letter

7

ROKU, INC.
CONDENSED CONSOLIDATED BALANCE SHEETS (in thousands, except share data)
(unaudited)

Assets
Current Assets:
Cash
Accounts receivable, net of allowances
Inventories
Prepaid expenses and other current assets
Deferred cost of revenue
Total current assets
Property and equipment, net
Deferred cost of revenue, non-current portion
Intangible assets, net
Goodwill
Other non-current assets

Total Assets
Liabilities and Stockholders’ Equity
Current Liabilities:

Accounts payable and accrued liabilities
Deferred revenue, current portion

Total current liabilities
Deferred revenue, non-current portion
Other long-term liabilities
Total Liabilities
Stockholders’ Equity:

Preferred stock, $0.0001 par value
Common stock, $0.0001 par value
Additional paid-in capital
Accumulated deficit

Total stockholders’ equity
Total Liabilities and Stockholders’ Equity

As of

March 31,
2018

December 31,
2017

   $

   $

   $

   $

160,750      $
106,094
38,062
30,546
1,359
336,811
16,835
—
1,892
1,382
3,560
360,480      $

111,776      $
33,948
145,724
13,549
7,731
167,004

—
10
445,139
(251,673 )
193,476
360,480      $

177,250
120,553
32,740
11,367
3,007
344,917
14,736
5,403
2,030
1,382
3,429
371,897

128,757
34,501
163,258
48,511
7,849
219,618

—
10
435,607
(283,338 )
152,279
371,897

Roku Q1 2018 Shareholder Letter

8

ROKU, INC.
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS (in thousands)
(unaudited)

Cash flows from operating activities:

Net loss
Adjustments to reconcile net loss to net cash provided by (used in) operating activities:

   $

(6,634 )    $

(8,702 )

Three Months Ended

March 31,
2018

March 31,
2017

Depreciation and amortization
Stock-based compensation expense
Provision for doubtful accounts
Change in fair value of preferred stock warrant liability
Noncash interest expense
Loss from exit of facilities
Changes in operating assets and liabilities:

Accounts receivable
Inventories
Prepaid expenses and other current assets
Deferred cost of revenue
Other noncurrent assets
Accounts payable
Accrued liabilities
Other long-term liabilities
Deferred revenue

Net cash provided by (used in) operating activities

Cash flows from investing activities:

Purchase of property and equipment

Net cash used in investing activities

Cash flows from financing activities:
Repayments of borrowings
Proceeds from exercise of stock options, net of repurchases
Net cash provided by (used in) financing activities

Net Increase (Decrease) In Cash
Cash—Beginning of period
Cash—End of period

Supplemental disclosures of cash flow information:

Cash paid for interest

Cash paid for income taxes

Supplemental disclosures of noncash investing and financing activities:

Unpaid portion of property and equipment purchases

1,656
4,429
201
—
—
129

26,986
(5,430 )
(11,643 )
2,090
(353 )
(14,884 )
(3,590 )
(118 )
(7,476 )
(14,637 )

(3,407 )
(3,407 )

—
1,544
1,544
(16,500 )
177,250
160,750       $

0       $

180       $

1,247
2,175
161
735
20
—

18,251
5,712
(2,572 )
(425 )
(2,949 )
(2,767 )
(125 )
3,797
11,681
26,239

(1,560 )
(1,560 )

(15,000 )
473
(14,527 )
10,152
34,562
44,714

136

29

1,460       $

1,166

   $

   $

   $

   $

Roku Q1 2018 Shareholder Letter

9

ROKU, INC.
NON-GAAP INFORMATION (in thousands, except per share data)
(unaudited)

Reconciliation of Net Loss to Adjusted EBITDA:
Net loss
Other (income) expense, net
Stock-based compensation
Depreciation and amortization
Income tax expense

Adjusted EBITDA

Pro forma basic and diluted net loss per share
Numerator:

Net loss attributable to common stock holders
Add: Change in fair value of convertible preferred stock warrant liability
Net loss attributable to common stockholders used in
   computing pro forma basic and diluted net loss per share

Denominator:

Weighted-average shares used in computing net loss per
   share attributable to common stockholders—basic and diluted
Add: Pro forma adjustments
Weighted-average shares used in computing pro forma net loss per
   share attributable to common stockholders—basic and diluted

Three Months Ended

March 31,
2018

March 31,
2017

(6,634 )    $
(397 )
4,429
1,656
129
(817 )    $

(8,702 )
819
2,175
1,247
48
(4,413 )

(6,634 )    $
—

(8,702 )
735

   $

   $

   $

   $

(6,634 )    $

(7,967 )

99,488
—

99,488

4,850
80,844

85,694

(0.09 )

Pro forma net loss per share—basic and diluted

   $

(0.07 )    $

Roku Q1 2018 Shareholder Letter

10