REVENUE RECOGNITION | REVENUE RECOGNITION In May 2014, the FASB issued ASU 2014-09, which, among other things, clarified the implementation of the new revenue guidance and delayed the adoption by one year, to January 1, 2018. The New Revenue Standard outlines a single comprehensive model for entities to use in accounting for revenue arising from contracts with customers and supersedes most current revenue recognition guidance, including industry-specific guidance. The core principle of the revenue model is that an entity recognizes revenue to depict the transfer of promised goods or services to customers in an amount that reflects the consideration to which the entity expects to be entitled in exchange for those goods or services. In applying the revenue model to contracts within its scope, an entity identifies the contract(s) with a customer, identifies the performance obligations in the contract, determines the transaction price, allocates the transaction price to the performance obligations in the contract and recognizes revenue when (or as) the entity satisfies a performance obligation. Effective January 1, 2018, the Company adopted the New Revenue Standard using the modified retrospective option and identified the necessary changes to its policies, processes, systems and controls. Under the modified retrospective method, the Company is applying the New Revenue Standard to all contracts not yet completed as of January 1, 2018, recognizing in beginning Accumulated deficit an adjustment for the cumulative effect of the change and providing additional disclosures comparing results to those as if the Company was still following the previous accounting standards. Under ASC 605, the Company concluded it did not have vendor-specific objective evidence ("VSOE") for certain elements in software bundled arrangements, which resulted in revenue being recognized ratably over the longest performance period. The majority of the transition adjustment related to these arrangements. In connection with the adoption of ASC 606, as of January 1, 2018, the Company recorded an adjustment to decrease Accumulated deficit by approximately $12 million and capitalized certain commission costs resulting directly from securing contracts which were previously expensed. Significant Judgments The Company's contracts with customers often include promises to transfer multiple products and services to the customer. Determining whether products and services are considered distinct performance obligations that should be accounted for separately versus together may require significant judgment. Judgment is required to determine the standalone selling price for each distinct performance obligation. In instances where SSP is not directly observable, such as when the Company does not sell the product or service separately, the Company determines the SSP using information that may include market conditions and other observable inputs. The Company typically has more than one SSP for individual products and services due to the stratification of those products and services by customers and circumstances. In these instances, the Company may use information such as the size of the customer and geographic region in determining the SSP. Deferred Revenue Deferred revenue represents amounts collected from or invoiced to customers in excess of revenue recognized. This results primarily from the billing of annual customer support agreements where the revenue is recognized over the term of the agreement. The value of deferred revenue will increase or decrease based on the timing of invoices and recognition of revenue. Disaggregation of Revenue The Company disaggregates its revenue from contracts with customers based on the nature of the products and services and the geographic regions in which each customer is domiciled. The Company's revenue for the three and nine months ended September 30, 2018 and 2017 was disaggregated as follows: Three months ended September 30, 2018 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 49,699 $ 34,065 $ 9,040 $ 92,804 Europe, Middle East and Africa 10,380 11,504 2,169 24,053 Japan 3,588 2,882 503 6,973 Other Asia Pacific 6,959 3,551 906 11,416 Other 6,657 8,154 2,411 17,222 $ 77,283 $ 60,156 $ 15,029 $ 152,468 Three months ended September 30, 2017 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 35,126 $ 16,745 $ 4,263 $ 56,134 Europe, Middle East and Africa 3,072 2,960 272 6,304 Japan 3,376 2,489 1,552 7,417 Other Asia Pacific 1,771 992 47 2,810 Other 775 1,070 119 1,964 $ 44,120 $ 24,256 $ 6,253 $ 74,629 Nine months ended September 30, 2018 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 109,977 $ 98,354 $ 25,535 $ 233,866 Europe, Middle East and Africa 29,807 35,550 8,157 73,514 Japan 16,128 8,431 2,296 26,855 Other Asia Pacific 21,970 8,905 3,185 34,060 Other 14,055 23,049 5,610 42,714 $ 191,937 $ 174,289 $ 44,783 $ 411,009 Nine months ended September 30, 2017 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 72,123 $ 48,502 $ 10,116 $ 130,741 Europe, Middle East and Africa 10,295 8,006 1,456 19,757 Japan 8,569 7,536 3,768 19,873 Other Asia Pacific 4,180 2,920 383 7,483 Other 3,138 2,234 504 5,876 $ 98,305 $ 69,198 $ 16,227 $ 183,730 International revenue, both as a percentage of total revenue and absolute dollars, may vary from one period to the next, and accordingly, historical data may not be indicative of future periods. The Company's product revenue from its direct sales program and from indirect sales through its channel partner program for the three and nine months ended September 30, 2018 and 2017 was as follows (in thousands): Three months ended Nine months ended September 30, September 30, September 30, September 30, Indirect sales through channel program $ 26,309 $ 10,704 $ 42,151 $ 28,063 Direct sales 50,974 33,416 149,786 70,242 $ 77,283 $ 44,120 $ 191,937 $ 98,305 The Company's product revenue from sales to enterprise customers and from sales to service provider customers for the three and nine months ended September 30, 2018 and 2017 was as follows (in thousands): Three months ended Nine months ended September 30, September 30, September 30, September 30, Sales to enterprise customers $ 23,581 $ 9,602 $ 37,534 $ 23,903 Sales to service provider customers 53,702 34,518 154,403 74,402 $ 77,283 $ 44,120 $ 191,937 $ 98,305 Revenue Contract Balances The timing of revenue recognition, billings and cash collections results in billed accounts receivable, unbilled receivables (contract assets) and customer advances and deposits (contract liabilities) in the Company's condensed consolidated balance sheets. Amounts are billed as work progresses in accordance with agreed-upon contractual terms, either at periodic intervals or upon achievement of contractual milestones. Billing may occur subsequent to revenue recognition, resulting in contract assets. The Company may receive advances or deposits from its customers before revenue is recognized, resulting in contract liabilities which are classified as deferred revenue. These assets and liabilities are reported in the Company's condensed consolidated balance sheets on a contract-by-contract basis as of the end of each reporting period. Deposits are liquidated when revenue is recognized. Changes in the contract asset and liability balances during the nine-month period ended September 30, 2018 were not materially impacted by any other factors. Nearly all of the Company's deferred revenue balance is related to services revenue, primarily customer support contracts. Unbilled receivables stem primarily from engagements where services have been performed; however, billing cannot occur until services are completed. In some arrangements, the Company allows customers to pay for term-based software licenses and products over the term of the software license. The Company also sells SaaS-based software under subscription arrangements, with payment terms over the term of the SaaS agreement. Amounts recognized as revenue in excess of amounts billed are recorded as unbilled receivables. Unbilled receivables that are anticipated to be invoiced in the next twelve months are included in Accounts receivable on the Company's condensed consolidated balance sheets. The changes in the Company's accounts receivable, unbilled receivables and deferred revenue balances for the nine months ended September 30, 2018 were as follows (in thousands): Accounts receivable Unbilled accounts receivable Deferred revenue (current) Deferred revenue (long-term) Balance at January 1, 2018 $ 149,122 $ 16,034 $ 100,571 $ 14,184 Increase (decrease), net (13,317 ) (1,162 ) (18,082 ) 1,801 Balance at September 30, 2018 $ 135,805 $ 14,872 $ 82,489 $ 15,985 The decrease in accounts receivable was primarily the result of lower billings in the current year period compared with the Company's typically higher billings at year-end. The decrease in deferred revenue was primarily due to the ratable amortization of annual customer support renewals. The Company recognized $18.4 million and $79.1 million , respectively, of revenue in the three and nine months ended September 30, 2018 that was recorded as deferred revenue at December 31, 2017. Of the Company's deferred revenue reported as long-term in its condensed consolidated balance sheet at September 30, 2018, the Company expects that approximately $3 million will be recognized as revenue in 2019, approximately $9 million will be recognized as revenue in 2020 and approximately $4 million will be recognized as revenue in 2021 and beyond. Deferred Commissions Cost Sales commissions earned by the Company's employees are considered incremental and recoverable costs of obtaining a contract with a customer. Under ASC 605, the costs associated with obtaining a customer contract were expensed in the period the revenue was earned. Under ASC 606, these payments have been deferred on our condensed consolidated balance sheet and amortized over the expected life of the customer contract. Adoption of ASC 606 Under the modified retrospective method, the Company applied ASC 606 to those contracts which were not completed as of January 1, 2018. Results for reporting periods beginning January 1, 2018 are presented under ASC 606, which prior period amounts have not been adjusted and will continue to be reported in accordance with the Company's historical accounting treatment under ASC 605, Revenue Recognition ("ASC 605"). The Company recorded a net reduction to Accumulated deficit of approximately $12 million at January 1, 2018 due to the cumulative impact of adopting ASC 606, primarily related to software orders with non-VSOE services revenue. Had the Company continued to recognize revenue under ASC 605, the Company would have recognized approximately $8 million and approximately $9 million less revenue in the three and nine months ended September 30, 2018, respectively. Incremental costs that would have been recognized had the Company continued to recognize revenue under ASC 605 would not have been material to the Company's consolidated results of operations. The Company's typical performance obligations include the following: Performance Obligation When Performance Obligation is Typically Satisfied When Payment is Typically Due Software and Product Revenue Software licenses (perpetual or term) Upon transfer of control; typically, when made available for download (point in time) Within 30 days of invoicing except for term licenses which may be paid for over time Software licenses (subscription) Upon activation of hosted site (over time) Within 30 days of invoicing Hardware When control of the appliances passes to the customer; typically, upon delivery (point in time) Generally, within 30 days of invoicing Software upgrades Upon transfer of control; typically, when made available for download (point in time) Generally, within 30 days of invoicing Customer Support Revenue Customer support Ratably over the course of the support contract (over time) At the beginning of the contract period Professional Services Other professional services (excluding education services) As work is performed (over time) Within 30 days of invoicing (upon completion of services) Training When the class is taught (point in time) Within 30 days of services being performed |