20180213 calix q4 2017 financial results presentation final

1. Calix Q4 2017 Financial
Results
February 13, 2018

2. Proprietary and Confidential
Safe Harbor
2
This presentation includes forward-looking statements within the meaning of the Private
Securities Litigation Reform Act of 1995. Such statements relate to future events and
expectations and involve known and unknown risks and uncertainties. Examples of
forward-looking statements include, but are not limited to, statements about our anticipated
growth and growth drivers; our future financial condition and results of operations; our
future business, financial and operating performance; our growth strategy and market
outlook; our development of new products and product features; our estimates and
planned cost savings related to our restructuring plan; and the success and/or market
adoption of our products and solutions. We have based these forward-looking statements
on our current expectations, assumptions and projections. Our actual results or actions
may differ materially from those projected in forward-looking statements. These forward-
looking statements are subject to a number of risks, uncertainties and factors that could
cause results to differ materially as described in our filings with the Securities and
Exchange Commission, including our annual report on Form 10-K and quarterly reports on
Form 10-Q. Except as may be required by law, we undertake no obligation to, and
expressly disclaim any obligation to, update or alter any forward-looking statements,
whether as a result of new information, future events, changes in assumptions or
otherwise.
Please refer to the reconciliations of GAAP to non-GAAP financial measures in the supplemental information and on the Investor Relations section of calix.com.

3. Proprietary and Confidential
Participants
▪ Carl Russo, President & CEO
▪ Cory Sindelar, CFO
▪ Tom Dinges, CFA, Director of Investor
Relations
3

4. Opening Remarks
4

5. Proprietary and Confidential
Q4 2017 Financial Results vs. Guidance
5
Please refer to the reconciliations of GAAP to non-GAAP financial measures in the supplemental information and on the Investor Relations section of calix.com.
($ in millions, except percentages
and per share amounts)
Actual Non-
GAAP
Guidance Non-GAAP Actual GAAP Reconciliation of
Guidance to GAAP
Revenue $137.9M $140 - $145M $137.9M $140 - $145M
Gross margin 36.8% 36.5 – 38.5% 36.7% 36.4 – 38.4%
Operating expenses $58.5M(1) $59.0 - $61.0M(1) $63.3M $63.4 - $65.4M
Net loss per share ($0.15)(1) ($0.15) – ($0.10)(1) ($0.25) ($0.24) – ($0.19)
Operating cash flow Negative ($34.1M)
(1) Excludes the impact from non-GAAP items including stock-based compensation and restructuring charges.

6. Proprietary and Confidential
Revenue
▪ Total revenue +5%
y/y
▪ Products -5% y/y
▪ Services +136%
y/y
▪ Domestic +3% y/y
▪ International +14%
y/y
Non-GAAP gross
margin
▪ Products margin
down q/q on
inventory charge
▪ Services margin
improved q/q-
closed out services
projects and
benefits from
process
improvements
Non-GAAP
operating expenses
▪ Flat q/q as
benefits of
leverage from
software platform
▪ Offset normal
seasonal
spending and
incentive comp
higher revenues
Non-GAAP EPS
▪ Negatively
impacted by lower
gross margins
▪ Offset by lower
operating
expenses
Guidance Range
6
Q4 2017 Statement of Operations Highlights
Please refer to the reconciliations of GAAP to non-GAAP financial measures in the supplemental information and on the Investor Relations section of calix.com.
(35.0%)
(25.0%)
(15.0%)
(5.0%)
5.0%
15.0%
25.0%
35.0%
45.0%
55.0%
1Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17
Products Services
$60.0M
$70.0M
$80.0M
$90.0M
$100.0M
$110.0M
$120.0M
$130.0M
$140.0M
$150.0M
1Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17
Domestic International
(10.0%)
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
1Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17
Operating Expenses as a % of Revenue
R&D S&M G&A Litigation Expense
($0.09)
($0.04)
$0.12
($0.14)
($0.57)
($0.30)
($0.28)
($0.15)
($0.60)
($0.50)
($0.40)
($0.30)
($0.20)
($0.10)
$0.00
$0.10
$0.20
1Q16 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17
NON-GAAPEPS

7. Proprietary and Confidential
Q4 2017 Balance Sheet & Cash Flow Highlights
7
Cash of $39.8M
▪ Cash conversion
cycle increased
11 days q/q due to
deferred
payments
▪ Includes $1.2M in
capital
expenditures
▪ Reflects $30M in
borrowings
Inventory velocity
▪ Quarterly record
inventory turns
▪ Continued
benefits from
process
improvements to
simplify product
and component
commonality
Operating cash flow
▪ Deferred
payments
negatively
impacted cash
flow
▪ Partial offset by
record low
inventory days
Non-GAAP cash
conversion cycle
▪ Record inventory
turns offset by
increased
receivable days
▪ Second lowest
quarterly cash
conversion cycle
over past four
years
Please refer to the reconciliations of GAAP to non-GAAP financial measures in the supplemental information and on the Investor Relations section of calix.com.
$64.3M $64.2M
$61.3M
$78.1M
$51.5M $50.2M
$70.8M
$39.8M
1Q16
2Q16
3Q16
4Q16
1Q17
2Q17
3Q17
4Q17
$5.3M
$0.1M
-$0.1M
$19.2M
-$23.5M
$2.0M
-$7.2M
-$34.1M
1Q16
2Q16
3Q16
4Q16
1Q17
2Q17
3Q17
4Q17
100 Days103 Days
87 Days
81 Days
90 Days
70 Days
48 Days
59 Days
1Q16
2Q16
3Q16
4Q16
1Q17
2Q17
3Q17
4Q17
4.0 x
5.0 x
6.0 x
7.0 x
8.0 x
9.0 x
10.0 x
$30.0M
$32.0M
$34.0M
$36.0M
$38.0M
$40.0M
$42.0M
$44.0M
$46.0M
$48.0M
1Q16
2Q16
3Q16
4Q16
1Q17
2Q17
3Q17
4Q17
Inventory
Inventory
Turns (Non-
GAAP)

8. Proprietary and Confidential
Q1 2018 Operating Performance Guidance
8
($ in millions, except percentages and per share
amounts)
Guidance Non-GAAP
Reconciliation of
Guidance to GAAP
Revenue $102 - $108M $102 - $108M
Gross margin 39.0 – 41.0% 38.8 – 40.8%
Operating expenses $49.5 - $51.5M(1) $55.0 - $57.0M
Net loss per share ($0.20) – ($0.16)(1) ($0.32) – ($0.28)
Operating cash flow Positive
(1) Excludes the impact from non-GAAP items including stock based compensation, restructuring charges and estimated gain on sale of assets.
Please refer to the reconciliations of GAAP to non-GAAP financial measures in the supplemental information and on the Investor Relations section of calix.com.

9. Strategy Update
9

10. Q&A
10

11. Proprietary and Confidential
Additional Information
Additional information available at: http://investor-relations.calix.com/
• Stock Information
• News & Financial Information
• Events & Presentations
• Leadership & Governance
• Investor Resources

12. Supplemental Information
12

13. Proprietary and Confidential
GAAP to Non-GAAP Reconciliation
13
(Unaudited) Q1 2016 Q2 2016 Q3 2016 Q4 2016 Q1 2017 Q2 2017 Q3 2017 Q4 2017
Revenue $98,375 $107,425 $121,187 $131,800 $117,518 $126,123 $128,827 $137,899
GAAP cost of revenue $52,893 $57,419 $67,643 $79,614 $83,141 $82,800 $84,194 $87,342
Stock-based compensation (127) (183) (174) (188) (172) (171) (206) (200)
Amortization of intangibles (1,663) (814) (813) (814) (813) 0 0 0
Non-GAAP cost of revenue $51,103 $56,422 $66,656 $78,612 $82,156 $82,629 $83,988 $87,142
GAAP gross profit $45,482 $50,006 $53,544 $52,186 $34,377 $43,323 $44,633 $50,557
GAAP gross margin 46.2% 46.5% 44.2% 39.6% 29.3% 34.3% 34.6% 36.7%
Stock-based compensation 127 183 174 188 172 171 206 200
Amortization of intangibles 1,663 814 813 814 813 0 0 0
Non-GAAP gross profit $47,272 $51,003 $54,531 $53,188 $35,362 $43,494 $44,839 $50,757
Non-GAAP gross margin 48.1% 47.5% 45.0% 40.4% 30.1% 34.5% 34.8% 36.8%
Q1 2016 – Q4 2017 Cost of Revenue and Gross Margin
($ in thousands, except percentages and per share amounts)

14. Proprietary and Confidential
Unaudited Q1 2016 Q2 2016 Q3 2016 Q4 2016 Q1 2017 Q2 2017 Q3 2017 Q4 2017
GAAP gross margin – products 48.0% 48.6% 46.8% 43.7% 37.4% 45.7% 47.9% 44.2%
Stock-based compensation 0.1% 0.7% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1%
Amortization of intangibles 1.8% 0.8% 0.7% 0.7% 0.9% 0.0% 0.0% 0.0%
Non-GAAP gross margin - products 49.9% 49.5% 47.6% 44.4% 38.4% 45.8% 48.0% 44.3%
GAAP gross margin – services 22.3% 18.7% 2.5% -15.7% 0.6% -30.5% -28.2% -4.5%
Stock-based compensation 0.6% 0.8% 0.8% 0.7% 0.2% 0.4% 0.3% 0.3%
Non-GAAP gross margin – services 22.9% 19.5% 3.2% -15.0% 0.8% -30.1% -27.9% -4.2%
GAAP to Non-GAAP Reconciliation
14
Q1 2016 – Q4 2017 Products and Services Gross Margin

15. Proprietary and Confidential
Outlook Q1 2018
GAAP gross margin 38.8% - 40.8%
Stock-based compensation 0.2%
Non-GAAP gross margin 39.0% – 41.0%
GAAP operating expenses $ 55,460 - $ 57,460
Stock-based compensation (2,960)
Restructuring charges (3,000)
Non-GAAP operating expenses $49,500 - $51,500
GAAP net loss per diluted share ($0.32) – ($0.28)
Stock-based compensation 0.06
Restructuring charges 0.06
Non-GAAP net loss per basic & diluted share (1) ($0.20) – ($0.16)
GAAP to Non-GAAP Reconciliation
15
Q1 2018 Operating Performance Outlook
(1) Based on 51.7 million basic & diluted shares
($ in thousands, except percentages and per share amounts)