Exhibit 99.2
Acme Packet, Inc.
Financial and Operating Statistics
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| Fiscal Year 2005 |
| Fiscal Year 2006 |
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| Three Months Ended |
| Year Ended |
| Three Months Ended |
| Nine Months |
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| March 31, |
| June 30, |
| September 30, |
| December 31, |
| December 31, |
| March 31, |
| June 30, |
| September 30, |
| September 30, |
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INCOME STATEMENT RELATED STATISTICS |
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Percentage of total revenue |
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Product |
| 90 | % | 85 | % | 79 | % | 88 | % | 86 | % | 91 | % | 84 | % | 84 | % | 86 | % | |||||||||
Maintenance, Support and Service |
| 10 | % | 15 | % | 21 | % | 12 | % | 14 | % | 9 | % | 16 | % | 16 | % | 14 | % | |||||||||
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Total revenue by geographic region |
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United States and Canada |
| 64 | % | 48 | % | 54 | % | 66 | % | 59 | % | 60 | % | 69 | % | 54 | % | 61 | % | |||||||||
International |
| 36 | % | 52 | % | 46 | % | 34 | % | 41 | % | 40 | % | 31 | % | 46 | % | 39 | % | |||||||||
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Total revenue concentration |
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Number of customers / partners representing 10%+ of total revenue |
| 4 |
| 2 |
| 2 |
| 3 |
| 4 |
| 3 |
| 2 |
| 3 |
| 2 |
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Name of customers / partners representing 10%+ of total revenue |
| Italtel, Alcatel, Sprint, Time Warner Cable |
| Sprint, Lucent |
| Alcatel, Lucent |
| Sprint, Lucent, Time Warner Cable |
| Alcatel, Sprint, Lucent, Time Warner Cable |
| Alcatel, Sprint, Time Warner Cable |
| Sprint, Siemens |
| Sprint, Siemens, Lucent |
| Sprint, Siemens |
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Revenue contribution from Top 10 customers/partners |
| 84% |
| 83% |
| 73% |
| 77% |
| 74% |
| 75% |
| 72% |
| 78% |
| 73% |
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Revenue by channel |
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Revenue from direct sales channel |
| 59 | % | 40 | % | 43 | % | 47 | % | 48 | % | 54 | % | 61 | % | 45 | % | 53 | % | |||||||||
Revenue from indirect sales channel |
| 41 | % | 60 | % | 57 | % | 53 | % | 52 | % | 46 | % | 39 | % | 55 | % | 47 | % | |||||||||
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Operating expenses as a percentage of total revenues |
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Selling and marketing |
| 37 | % | 41 | % | 59 | % | 35 | % | 41 | % | 25 | % | 29 | % | 27 | % | 27 | % | |||||||||
Research and development |
| 23 | % | 26 | % | 35 | % | 18 | % | 24 | % | 14 | % | 17 | % | 15 | % | 15 | % | |||||||||
General and administrative |
| 9 | % | 10 | % | 11 | % | 10 | % | 10 | % | 6 | % | 8 | % | 7 | % | 7 | % | |||||||||
Total operating expenses |
| 69 | % | 77 | % | 105 | % | 63 | % | 75 | % | 45 | % | 54 | % | 49 | % | 50 | % | |||||||||
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BALANCE SHEET / CASH FLOW RELATED STATISTICS |
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Days of sales outstanding |
| 52 |
| 41 |
| 59 |
| 49 |
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| 26 |
| 36 |
| 38 |
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Working capital (000’s) |
| $ | 14,810 |
| $ | 14,477 |
| $ | 11,602 |
| $ | 13,783 |
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| $ | 19,294 |
| $ | 22,929 |
| $ | 27,833 |
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Cash (used in) provided by operating activities (000’s) |
| $ | 811 |
| $ | (1,298 | ) | $ | (737 | ) | $ | 3,550 |
| $ | 2,326 |
| $ | 8,734 |
| $ | 12,669 |
| $ | 1,436 |
| $ | 22,839 |
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Cash provided by (used in) investing activities (000’s) |
| $ | (1,159 | ) | $ | (695 | ) | $ | (971 | ) | $ | (794 | ) | $ | (3,619 | ) | $ | (1,422 | ) | $ | (2,383 | ) | $ | (1,741 | ) | $ | (5,546 | ) |
Cash provided by (used in) financing activities (000’s) |
| $ | (199 | ) | $ | 96 |
| $ | 20 |
| $ | (3 | ) | $ | (86 | ) | $ | 108 |
| $ | 22 |
| $ | 44 |
| $ | 174 |
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Capital expenditures (000’s) |
| $ | 1,094 |
| $ | 760 |
| $ | 967 |
| $ | 794 |
| $ | 3,615 |
| $ | 1,422 |
| $ | 1,992 |
| $ | 1,368 |
| $ | 4,782 |
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Depreciation and amortization (000’s) |
| $ | 408 |
| $ | 474 |
| $ | 509 |
| $ | 575 |
| $ | 1,966 |
| $ | 768 |
| $ | 799 |
| $ | 892 |
| $ | 2,459 |
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HEADCOUNT RELATED INFORMATION |
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Support and services |
| 26 |
| 33 |
| 36 |
| 37 |
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| 48 |
| 54 |
| 61 |
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Sales and marketing |
| 34 |
| 41 |
| 40 |
| 44 |
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| 48 |
| 51 |
| 60 |
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Research and development |
| 45 |
| 54 |
| 55 |
| 58 |
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| 63 |
| 76 |
| 82 |
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Manufacturing |
| 8 |
| 9 |
| 9 |
| 13 |
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| 15 |
| 16 |
| 17 |
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General and administrative |
| 8 |
| 11 |
| 11 |
| 12 |
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| 15 |
| 18 |
| 20 |
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Total personnel |
| 121 |
| 148 |
| 151 |
| 164 |
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| 189 |
| 215 |
| 240 |
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The financial information presented herein should be read in conjunction with the Company's consolidated financial statements and related notes and additional information available in the Company's periodic reports filed with the Securities and Exchange Commission, including our Registration Statement dated October 12, 2006.