Revenue | Revenue ASC 606 Adoption Impact On January 1, 2018, we adopted ASC 606 applying the modified retrospective method. We recognized the cumulative effect of initially applying the new guidance as an adjustment to the opening balance of accumulated deficit as of the adoption date. We applied ASC 606 to all contracts that were not completed at the date of initial application. Comparative information for prior periods has not been restated and continues to be reported under the accounting standards in effect for those periods. In connection with the adoption of ASC 606, we also adopted ASC 340-40, Other Assets and Deferred Costs - Contracts with Customers, which requires the deferral of incremental costs of obtaining a contract with a customer. Collectively, we refer to ASC 606 and ASC 340-40 as the “new standard.” Adoption of the new standard resulted in changes to our accounting policies for revenue recognition, commissions and deferred commissions as discussed below. We recorded a reduction to opening accumulated deficit of $12.4 million as of January 1, 2018 due to the cumulative impact of adopting the new standard as follows: • A decrease in total deferred revenue of $4.0 million primarily due to the removal of the current limitation on contingent revenue that would have accelerated revenue recognition for certain of our historical revenue contracts; and • Recognition of a deferred commissions asset of $8.4 million due to the requirement under the new standard to recognize incremental customer acquisition costs in our condensed consolidated statement of operations as the related performance obligations are met as compared to the previous recognition to expense as incurred. Impact on the Condensed Consolidated Financial Statements The following tables summarize the impact of the new standard on our condensed consolidated statement of balance sheet and condensed consolidated of operations for the period presented: Selected Condensed Consolidated Balance Sheet Line Items September 30, 2018 (in thousands) As Reported Adjustments Balance Without Adopting the New Standard Assets Prepaid expenses and other current assets $ 13,266 $ (5,824 ) $ 7,442 Other non-current assets 8,380 (3,000 ) 5,380 Liabilities Deferred revenue, current 60,653 3,164 63,817 Deferred revenue, non-current 34,202 2,220 36,422 Stockholders' Equity Accumulated deficit (270,637 ) (14,208 ) (284,845 ) Selected Condensed Consolidated Statement of Operations Line Items Three Months Ended September 30, 2018 (in thousands, except per share amounts) As Reported Adjustments Balance Without Adopting the New Standard Revenue - products $ 38,265 $ (475 ) $ 37,790 Revenue - services 22,237 — 22,237 Total revenue 60,502 (475 ) 60,027 Gross profit 47,488 (475 ) 47,013 Sales and marketing 24,539 292 24,831 Total operating expenses 49,056 292 49,348 Loss from operations (1,568 ) (767 ) (2,335 ) Net loss (1,807 ) (767 ) (2,574 ) Basic and diluted net loss per share (0.02 ) (0.04 ) Nine Months Ended September 30, 2018 (in thousands, except per share amounts) As Reported Adjustments Balance Without Adopting the New Standard Revenue - products $ 105,638 $ (1,384 ) $ 104,254 Revenue - services 64,760 — 64,760 Total revenue 170,398 (1,384 ) 169,014 Gross profit 132,313 (1,384 ) 130,929 Sales and marketing 77,231 420 77,651 Total operating expenses 157,569 420 157,989 Loss from operations (25,256 ) (1,804 ) (27,060 ) Net loss (26,009 ) (1,804 ) (27,813 ) Basic and diluted net loss per share (0.36 ) (0.38 ) Changes in Accounting Policies Revenue Recognition We derive revenue from two sources: (i) products revenue, which includes hardware, perpetual software license and subscription revenue; and (ii) services revenue, which includes post contract support (“PCS”), professional services, and training. A substantial portion of our revenue is from sales of our products and services through distribution channel partners, such as resellers and distributors. Revenue is recognized, net of applicable taxes, upon transfer of control of promised products or services to customers in an amount that reflects the consideration we expect to be entitled to receive in exchange for those products or services. We apply the following five-step revenue recognition model: • 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. PCS revenue includes arrangements for software support and technical support for our products. PCS is offered under renewable, fee-based contracts, which include technical support, hardware repair and replacement parts, bug fixes, patches, and unspecified upgrades on a when-and-if available basis. Revenue for PCS services is recognized on a straight-line basis over the service contract term, which is typically one year, but can be up to five years as there is no discernable pattern of transfer related to these promises. Billed but unearned PCS revenue is included in deferred revenue. Professional service revenue primarily consists of the fees we earn related to installation and consulting services. We recognize revenue from professional services upon delivery or completion of performance. Professional service arrangements are typically short term in nature and are largely completed within 30 to 90 days from the start of service. Revenue is recognized for training when the training course is delivered. Contracts with Multiple Performance Obligations Most of our contracts with customers, other than renewals of PCS, contain multiple performance obligations with a combination of products and PCS. Products and PCS generally qualify as distinct performance obligations. Our hardware includes embedded ACOS software, which together deliver the essential functionality of our products. For contracts which contain multiple performance obligations, we allocate revenue to each distinct performance obligation based on the standalone selling price (“SSP”). Judgment is required to determine the SSP for each distinct performance obligation. We use a range of amounts to estimate SSP for products and PCS sold together in a contract to determine whether there is a discount to be allocated based on the relative SSP of the various products and PCS. If we do not have an observable SSP, such as when we do not sell a product or service separately, then SSP is estimated using judgment and considering all reasonably available information such as market conditions and information about the size and/or purchase volume of the customer. We generally use a range of amounts to estimate SSP for individual products and services based on multiple factors including, but not limited to the sales channel (reseller, distributor or end customer), the geographies in which our products and services are sold, and the size of the end customer. We account for multiple contracts with a single partner as one arrangement if the contractual terms and/or substance of those agreements indicate that they may be so closely related that they are, in effect, parts of a single contract. We may occasionally accept returns to address customer satisfaction issues even though there is generally no contractual provision for such returns. We estimate returns for sales to customers based on historical returns rates applied against current-period shipments. Specific customer returns and allowances are considered when determining our sales return reserve estimate. Our policy applies to the accounting for individual contracts. However, we have elected a practical expedient to apply the guidance to a portfolio of contracts or performance obligations with similar characteristics so long as such application would not differ materially from applying the guidance to the individual contracts (or performance obligations) within that portfolio. Consequently, we have chosen to apply the portfolio approach when possible, which we do not believe will happen frequently. Additionally, we will evaluate a portfolio of data, when possible, in various situations, including accounting for commissions, rights of return and transactions with variable consideration. We report revenue net of sales taxes. We include shipping charges billed to customers in revenue and the related shipping costs are included in cost of product revenue. Contract Balances The following table reflects contract balances with customers (in thousands): As of As of Adoption Balance Sheet Line Reference September 30, 2018 January 1, 2018 Accounts receivable, net Accounts receivables, net $ 51,084 $ 48,266 Deferred revenue, current Deferred revenue 60,653 59,360 Deferred revenue, non-current Deferred revenue, non-current 34,202 31,276 We receive payments from customers based upon billing cycles. Invoice payment terms are usually ranging from 30 to 90 days. Accounts receivable are recorded when the right to consideration becomes unconditional. Contract assets include amounts related to our contractual right to consideration for performance obligations not yet billed and are included in prepaid and other current assets in the condensed consolidated balance sheets. The amount is immaterial as of September 30, 2018 and as of the adoption date. Deferred revenue primarily consists of amounts that have been invoiced but not yet been recognized as revenue and consists of performance obligations pertaining to support and subscription services. During the three and nine months ended September 30, 2018 , we recognized revenue of $13.2 million and $49.9 million , respectively, related to deferred revenues at the beginning of the period. Deferred Contract Acquisition Costs In connection with the adoption of ASC 340-40, we capitalize certain contract acquisition costs consisting of incremental sales commissions incurred to obtain customer contracts. Deferred commissions related to product revenues are recognized upon transfer of control to customers. Deferred commissions related to services revenue are recognized as the related performance obligations are met. Deferred commissions that will be recognized during the succeeding 12-month period are recorded as prepaid expenses and other current assets, and the remaining portion is recorded as other non-current assets. Amortization of deferred commissions is included in sales and marketing expense. Deferred contract acquisition costs were $8.8 million as of September 30, 2018 , and the related amortization amount was $1.1 million for the three months ended September 30, 2018 and $4.1 million for the nine months ended September 30, 2018 . We had no impairment loss in relation to the costs capitalized and no asset impairment charges related to contract assets. Remaining Performance Obligations Remaining performance obligations represent contracted revenues that are non-cancellable and have not yet been recognized due to unsatisfied or partially satisfied performance obligations, which includes deferred revenues and amounts that will be invoiced and recognized as revenues in future periods. We expect to recognize revenue on the remaining performance obligations as follows (in thousands): September 30, 2018 Within 1 year $ 60,653 Next 2 to 3 years 28,350 Thereafter 5,852 Total $ 94,855 |