Reconciliation of operating expenses:

Three Months Ended January 31,

Year Ended January 31,

(in thousands)

2020

2019

2020

2019

GAAP sales and marketing

$

161,326

$

127,691

$

591,379

$

539,606

Less: Stock-based compensation

(26,170)

(20,505)

(94,863)

(172,115)

Less: Amortization of acquisition-related intangibles

(2,911)

(3,234)

(12,013)

(7,021)

Less: Employer payroll tax on employee stock transactions

(1,413)

(8,051)

(7,023)

(8,051)

Less: Acquisition-related expenses

—

—

—

(68)

Non-GAAP sales and marketing

$

130,832

$

95,901

$

477,480

$

352,351

GAAP sales and marketing as a percentage of revenue

59

%

64

%

61

%

77

%

Non-GAAP sales and marketing as a percentage of revenue

48

%

48

%

49

%

50

%

GAAP research and development

$

52,094

$

42,921

$

185,552

$

185,968

Less: Stock-based compensation

(12,252)

(9,562)

(43,211)

(74,108)

Less: Employer payroll tax on employee stock transactions

(636)

(2,246)

(3,524)

(2,246)

Less: Acquisition-related expenses

—

—

—

(302)

Non-GAAP research and development

$

39,206

$

31,113

$

138,817

$

109,312

GAAP research and development as a percentage of revenue

19

%

21

%

19

%

27

%

Non-GAAP research and development as a percentage of revenue

14

%

16

%

14

%

16

%

GAAP general and administrative

$

35,753

$

39,055

$

147,315

$

209,297

Less: Stock-based compensation

(9,406)

(13,550)

(39,745)

(122,715)

Less: Employer payroll tax on employee stock transactions

(540)

(3,411)

(3,596)

(3,411)

Less: Acquisition-related expenses

—

—

—

(1,290)

Non-GAAP general and administrative

$

25,807

$

22,094

$

103,974

$

81,881

GAAP general and administrative as a percentage of revenue

12

%

20

%

15

%

30

%

Non-GAAP general and administrative as a percentage of revenue

9

%

11

%

11

%

12

%