REVENUE RECOGNITION | REVENUE RECOGNITIONWe derive our revenue primarily from the licensing of our software products and related services and support based on when control of the software passes to our customers or the services are provided, in an amount that reflects the consideration we expect to be entitled to in exchange for such goods or services. Revenue is reported net of applicable sales and use tax, value- added tax and other transaction taxes imposed on the related transaction, including mandatory government charges that are passed through to our customers. We determine revenue recognition through the following five steps: • Identification of the contract, or contracts, with a customer • Identification of the performance obligations in the contract • Determination of the transaction price • Allocation of the transaction price to the performance obligations in the contract • Recognition of revenue when, or as, performance obligations are satisfied. We account for a contract when it has approval and commitment from both parties, the rights of the parties are identified, payment terms are identified, the contract has commercial substance, and collectability of consideration is probable. Disaggregation of Revenue The following table provides information about disaggregated revenue for our Customer Engagement and Cyber Intelligence segments by product revenue and service and support revenue, as well as by the recurring or nonrecurring nature of revenue for each business segment. Recurring revenue is the portion of our revenue that we believe is likely to be renewed in the future. The recurrence of these revenue streams in future periods depends on a number of factors including contractual periods and customers' renewal decisions. For our Customer Engagement segment: • Recurring revenue primarily consists of cloud revenue and initial and renewal support revenue. ◦ Cloud revenue consists primarily of software as a service (“SaaS”) revenue with some optional managed services revenue. ◦ SaaS revenue consists predominately of bundled SaaS (software with standard managed services) with some unbundled SaaS (software licensing rights sold separately from managed services and accounted for as term-based licenses). Unbundled SaaS can be deployed in the cloud either by us or a cloud partner. ◦ Bundled SaaS revenue is recognized over time and unbundled SaaS revenue is recognized at a point in time. Unbundled SaaS contracts are eligible for renewal after the initial fixed term, which in most cases is between a one • Nonrecurring revenue primarily consists of our perpetual licenses, consulting, implementation and installation services, and training. For our Cyber Intelligence segment: • Recurring revenue primarily consists of initial and renewal support, subscription software licenses, and SaaS in certain limited transactions. • Nonrecurring revenue primarily consists of our perpetual licenses, long-term projects including software customizations that are recognized over time as control transfers to the customer using a percentage-of-completion (“POC”) method, consulting, implementation and installation services, training, and hardware. Three Months Ended Three Months Ended (in thousands) Customer Engagement Cyber Intelligence Total Customer Engagement Cyber Intelligence Total Revenue: Product $ 54,196 $ 51,669 $ 105,865 $ 60,828 $ 55,503 $ 116,331 Service and support 161,026 61,310 222,336 157,108 51,428 208,536 Total revenue $ 215,222 $ 112,979 $ 328,201 $ 217,936 $ 106,931 $ 324,867 Revenue by recurrence: Recurring revenue $ 150,233 $ 57,128 $ 207,361 $ 141,378 $ 47,498 $ 188,876 Nonrecurring revenue 64,989 55,851 120,840 76,558 59,433 135,991 Total revenue $ 215,222 $ 112,979 $ 328,201 $ 217,936 $ 106,931 $ 324,867 Nine Months Ended Nine Months Ended (in thousands) Customer Engagement Cyber Intelligence Total Customer Engagement Cyber Intelligence Total Revenue: Product $ 134,084 $ 145,141 $ 279,225 $ 169,298 $ 161,240 $ 330,538 Service and support 471,083 174,297 645,380 467,169 166,724 633,893 Total revenue $ 605,167 $ 319,438 $ 924,605 $ 636,467 $ 327,964 $ 964,431 Recurring Revenue Recurring revenue $ 418,570 $ 164,817 $ 583,387 $ 394,068 $ 140,486 $ 534,554 Nonrecurring revenue 186,597 154,621 341,218 242,399 187,478 429,877 Total revenue $ 605,167 $ 319,438 $ 924,605 $ 636,467 $ 327,964 $ 964,431 Three Months Ended Nine Months Ended (in thousands) 2020 2019 2020 2019 Customer Engagement revenue Recurring revenue Bundled SaaS revenue $ 37,406 $ 30,107 $ 106,617 $ 84,519 Unbundled SaaS revenue 18,735 17,100 34,269 29,793 Optional managed services revenue 14,884 14,222 43,344 42,015 Total cloud revenue 71,025 61,429 184,230 156,327 Support revenue 79,208 79,949 234,340 237,741 Total recurring revenue 150,233 141,378 418,570 394,068 Nonrecurring revenue Perpetual revenue 35,461 43,726 99,815 139,356 Professional services revenue 29,528 32,832 86,782 103,043 Total nonrecurring revenue 64,989 76,558 186,597 242,399 Total Customer Engagement revenue $ 215,222 $ 217,936 $ 605,167 $ 636,467 Contract Balances The following table provides information about accounts receivable, contract assets, and contract liabilities from contracts with customers: (in thousands) October 31, 2020 January 31, 2020 Accounts receivable, net $ 346,565 $ 382,435 Contract assets, net $ 63,095 $ 64,961 Long-term contract assets (included in Other assets) $ 15,591 $ 1,358 Contract liabilities $ 334,843 $ 397,350 Long-term contract liabilities $ 39,810 $ 40,565 We receive payments from customers based upon contractual billing schedules, and accounts receivable are recorded when the right to consideration becomes unconditional. Contract assets are rights to consideration in exchange for goods or services that we have transferred to a customer when that right is conditional on something other than the passage of time. The majority of our contract assets represent unbilled amounts related to multi-year unbundled SaaS contracts and arrangements where our right to consideration is subject to the contractually agreed upon billing schedule. We expect billing and collection of a majority of our contract assets to occur within the next twelve months and asset impairment charges related to contract assets were immaterial in the nine months ended October 31, 2020 and 2019. There are two customers in our Cyber Intelligence segment that accounted for a combined $76.6 million and $51.7 million of our aggregated accounts receivable and contract assets at October 31, 2020 and January 31, 2020, respectively. These amounts result from both direct and indirect contracts with governments outside of the U.S. which we believe present insignificant credit risk. Contract liabilities represent consideration received or consideration which is unconditionally due from customers prior to transferring goods or services to the customer under the terms of the contract. Revenue recognized during the nine months ended October 31, 2020 and 2019 from amounts included in contract liabilities at the beginning of each period was $324.1 million and $294.9 million, respectively. Remaining Performance Obligations Transaction price allocated to remaining performance obligations (“RPO”) represents contracted revenue that has not yet been recognized, which includes contract liabilities and non-cancelable amounts that will be invoiced and recognized as revenue in future periods. The majority of our arrangements are for periods of up to three years, with a significant portion being one year or less. We elected to exclude amounts of variable consideration attributable to sales- or usage-based royalties in exchange for a license of our IP from the remaining performance obligations. The timing and amount of revenue recognition for our remaining performance obligations is influenced by several factors, including seasonality, the timing of support renewals, and the revenue recognition for certain projects, particularly in our Cyber Intelligence segment, that can extend over longer periods of time, delivery under which, for various reasons, may be delayed, modified, or canceled. Further, we have historically generated a large portion of our business each quarter by orders that are sold and fulfilled within the same reporting period. Therefore, the amount of remaining obligations may not be a meaningful indicator of future results. The following table provides information about remaining performance obligations for each of our operating segments: October 31, 2020 January 31, 2020 (in thousands) Customer Engagement Cyber Intelligence Total Customer Engagement Cyber Intelligence Total RPO: Expected to be recognized within 1 year $ 350,805 $ 358,982 $ 709,787 $ 374,982 $ 356,677 $ 731,659 Expected to be recognized in more than 1 year 143,016 175,389 318,405 117,497 225,056 342,553 Total RPO $ 493,821 $ 534,371 $ 1,028,192 $ 492,479 $ 581,733 $ 1,074,212 |