Revenues | 3. Revenues The Company accounts for revenues in accordance with ASU 2014-09, Revenue from Contracts from Customers (Topic 606) Revenue Recognition Performance Obligations. A performance obligation is a promise in a contract to transfer a distinct good or service to the customer and is the unit of account in Topic 606. A contract’s transaction price is allocated to each distinct performance obligation and recognized as revenue when, or as, the performance obligation is satisfied. Certain of the Company’s contracts have multiple performance obligations, as the promise to transfer individual goods or services is separately identifiable from other promises in the contracts and, therefore, is distinct. For contracts with multiple performance obligations, the Company allocates the contract’s transaction price to each performance obligation based on its relative standalone selling price. The stand-alone selling prices are determined based on the prices at which the Company separately sells these products. For items that are not sold separately, the Company estimates the stand-alone selling prices using other observable inputs. The Company’s performance obligations are satisfied at a point in time or over time as the customer receives and consumes the benefits provided. Substantially all of the Company’s product sales revenues are recognized at a point in time. Substantially all of the Company’s service, subscription, and SaaS revenues are recognized over time. For revenues recognized over time, the Company uses an input measure, days elapsed, to measure progress. On March 31, 2022, the Company had $372.4 million of remaining performance obligations, which are primarily comprised of deferred maintenance and SaaS revenues. The Company expects to recognize approximately 21% of its deferred revenue as revenue in fiscal 2022, an additional 45% in fiscal 2023 and 34% of the balance thereafter. Contract Balances. The timing of revenue recognition, billings and cash collections results in billed accounts receivable and deferred revenue in the condensed consolidated balance sheets. Services provided under renewable support arrangements of the Company are billed in accordance with agreed-upon contractual terms, which are either billed fully at the inception of contract or at periodic intervals (e.g., quarterly or annually). The Company sometimes receives payments from its customers in advance of services being provided, resulting in deferred revenues. These liabilities are reported on the condensed consolidated balance sheets on a contract-by-contract basis at the end of each reporting period. Revenue recognized for the three months ended March 31, 2022 and 2021 that was included in the deferred revenue balance at the beginning of each period was $ 77.3 million and $ 67.9 million, respectively . Revenue recognized for the nine months ended March 31, 2022 and 2021 that was included in the deferred revenue balance at the beginning of each period was $ 176.1 million and $ 158.7 million, respectively. Contract Costs. The Company recognizes the incremental costs of obtaining contracts as an expense when incurred if the amortization period of the assets that the Company otherwise would have recognized is one year or less. Management expects that commission fees paid to sales representatives as a result of obtaining service and subscription contracts and contract renewals are recoverable and therefore the Company’s condensed consolidated balance sheets included capitalized balances in the amount of $14.8 million and $13.1 million at March 31, 2022 and June 30, 2021, respectively. Capitalized commission fees are amortized on a straight-line basis over the average period of service contracts of approximately three years, and are included in “Sales and marketing” in the accompanying condensed consolidated statements of operations. Amortization recognized during the three months ended March 31, 2022 and 2021, was $1.9 million and $1.4 million, respectively. Amortization recognized during the nine months ended March 31, 2022 and 2021, was $5.5 million and $3.9 million, respectively. Estimated Variable Consideration. There were no material changes in the current period to the estimated variable consideration for performance obligations, which were satisfied or partially satisfied during previous periods. Revenues by Category The Company operates in three geographic regions: Americas, which includes the United States, Canada, Mexico, Central America and South America; EMEA, which includes Europe, Russia, Middle East and Africa; and APAC, which includes Asia Pacific, China, South Asia and Japan. The following table sets forth the Company’s revenues disaggregated by sales channel and geographic region based on the billing addresses of its customers (in thousands): Three Months Ended March 31, 2022 March 31, 2021 Distributor Direct Total Distributor Direct Total Americas: United States $ 59,582 $ 60,852 $ 120,434 $ 54,873 $ 62,172 $ 117,045 Other 7,574 3,513 11,087 8,926 3,730 12,656 Total Americas 67,156 64,365 131,521 63,799 65,902 129,701 EMEA 101,980 36,844 138,824 65,210 34,127 99,337 APAC 40 15,123 15,163 3,569 20,793 24,362 Total net revenues $ 169,176 $ 116,332 $ 285,508 $ 132,578 $ 120,822 $ 253,400 Nine Months Ended March 31, 2022 March 31, 2021 Distributor Direct Total Distributor Direct Total Americas: United States $ 184,215 $ 196,768 $ 380,983 $ 162,049 $ 178,263 $ 340,312 Other 19,238 11,835 31,073 26,117 11,468 37,585 Total Americas 203,453 208,603 412,056 188,166 189,731 377,897 EMEA 248,812 114,703 363,515 182,341 101,923 284,264 APAC 9,409 49,145 58,554 11,413 57,756 69,169 Total net revenues $ 461,674 $ 372,451 $ 834,125 $ 381,920 $ 349,410 $ 731,330 For the three months ended March 31, 2022 and 2021, the Company generated 18% and 11% of its revenues from the Netherlands. For the nine months ended March 31, 2022 and 2021, the Company generated 12% and 10% of its revenues from the Netherlands. No other foreign country accounted for 10% Customer Concentrations The Company performs ongoing credit evaluations of its customers and generally does not require collateral in exchange for credit. The following table sets forth customers accounting for 10% or more of the Company’s net revenues for the periods indicated below: Three Months Ended Nine Months Ended March 31, 2022 March 31, 2021 March 31, 2022 March 31, 2021 TD Synnex Corporation 17% 15% 20% 21% Jenne Corporation 20% 16% 17% 14% Westcon Group Inc. 25% 19% 18% 17% The following table sets forth customers accounting for 10% or more of the Company’s accounts receivable balance: March 31, 2022 June 30, 2021 TD Synnex Corporation * 19% Jenne Corporation 23% 24% Westcon Group Inc. 29% * * Less than 10% of accounts receivable. |