REVENUE RECOGNITION | REVENUE RECOGNITION The Company derives revenue from two primary sources: products and services. Product revenue includes the Company's hardware and software that function together to deliver the products' essential functionality. Software and hardware are also sold on a standalone basis. Services include customer support (software updates, upgrades and technical support), consulting, design services, installation services and training. Generally, contracts with customers contain multiple performance obligations, consisting of products and services. For these contracts, the Company accounts for individual performance obligations separately if they are considered distinct. When an arrangement contains more than one performance obligation, the Company will allocate the transaction price to each performance obligation on a relative standalone selling price basis. The Company utilizes the observable price of goods and services when they are sold separately to similar customers in order to estimate standalone selling price. The Company's software licenses typically provide a perpetual right to use the Company's software. The Company also sells term-based software licenses that expire and Software-as-a-Service ("SaaS")-based software which are referred to as subscription arrangements. The Company does not customize its software nor are installation services required, as the customer has a right to utilize internal resources or a third-party service company. The software and hardware are delivered before related services are provided and are functional without professional services or customer support. The Company has concluded that its software licenses are functional intellectual property that are distinct, as the user can benefit from the software on its own. Product revenue is typically recognized upon transfer of control or when the software is made available for download, as this is the point the user of the software can direct the use of, and obtain substantially all of the remaining benefits from, the functional intellectual property. The Company begins to recognize software revenue related to the renewal of subscription software licenses at the start of the subscription period. The Company offers warranties on its products. Certain of the Company's warranties are considered to be assurance-type in nature, ensuring the product is functioning as intended. Assurance-type warranties do not represent separate performance obligations. The Company also sells separately-priced maintenance service contracts which qualify as service-type warranties and represent separate performance obligations. The Company does not allow and has no history of accepting product returns. Services revenue includes revenue from customer support and other professional services. Customer support includes software updates on a when-and-if-available basis, telephone support, integrated web-based support and bug fixes or patches. The Company sells its customer support contracts at a percentage of list or net product price. Customer support revenue is recognized ratably over the term of the customer support agreement, which is typically one year. The Company's professional services include consulting, technical support, resident engineer services, design services and installation services. Because control transfers over time, revenue is recognized based on progress toward completion of the performance obligation. The method to measure progress toward completion requires judgment and is based on the nature of the products or services to be provided. The Company generally uses the input method to measure progress for its contracts because it believes such method best depicts the transfer of assets to the customer, which occurs as the Company incurs costs for the contracts. However, in some instances, the Company uses the output method because it best depicts the transfer of asset to the customer. Under the cost-to-cost measure of progress, the progress toward completion is measured based on the ratio of costs incurred to date to the total estimated costs at completion of the performance obligation. When the measure of progress is based upon expended labor, progress toward completion is measured as the ratio of labor time expended to date versus the total estimated labor time required to complete the performance obligation. Revenue is recorded proportionally as costs are incurred or as labor is expended. Costs to fulfill these obligations include internal labor as well as subcontractor costs. Customer training includes courses offered by the Company. The related revenue is typically recognized as the training services are performed. 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) Generally, 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) Generally, within 30 days of invoicing Hardware When control of the hardware 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) Generally, within 30 days of invoicing Professional Services Other professional services (excluding training services) As work is performed (over time) Generally, within 30 days of invoicing (upon completion of services) Training When the class is taught (point in time) Generally, within 30 days of services being performed 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 ("SSP") for each distinct performance obligation. 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 is a contract liability representing 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 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, 2023 and 2022 was disaggregated as follows: Three months ended September 30, 2023 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 40,162 $ 33,454 $ 12,440 $ 86,056 Europe, Middle East and Africa 31,969 18,268 8,120 58,357 Asia Pacific 32,070 10,016 3,043 45,129 Other 4,300 7,534 1,785 13,619 $ 108,501 $ 69,272 $ 25,388 $ 203,161 Three months ended September 30, 2022 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 42,373 $ 32,980 $ 11,684 $ 87,037 Europe, Middle East and Africa 42,454 20,022 7,147 69,623 Asia Pacific 19,077 11,382 3,186 33,645 Other 7,248 7,605 1,969 16,822 $ 111,152 $ 71,989 $ 23,986 $ 207,127 Nine months ended September 30, 2023 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 131,774 $ 100,417 $ 35,135 $ 267,326 Europe, Middle East and Africa 88,235 56,393 22,374 167,002 Asia Pacific 89,495 29,552 8,456 127,503 Other 9,662 23,126 5,319 38,107 $ 319,166 $ 209,488 $ 71,284 $ 599,938 Nine months ended September 30, 2022 Product revenue Service revenue (maintenance) Service revenue (professional services) Total revenue United States $ 128,056 $ 99,090 $ 33,689 $ 260,835 Europe, Middle East and Africa 95,392 56,464 20,503 172,359 Asia Pacific 64,471 31,178 10,791 106,440 Other 17,890 23,320 5,277 46,487 $ 305,809 $ 210,052 $ 70,260 $ 586,121 The Company's product revenue from indirect sales through its channel partner program and from its direct sales program for the three and nine months ended September 30, 2023 and 2022 was as follows (in thousands): Three months ended Nine months ended September 30, September 30, September 30, September 30, Indirect sales through channel partner program $ 35,950 $ 34,382 $ 109,454 $ 86,335 Direct sales 72,551 76,770 209,712 219,474 $ 108,501 $ 111,152 $ 319,166 $ 305,809 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, 2023 and 2022 was as follows (in thousands): Three months ended Nine months ended September 30, September 30, September 30, September 30, Sales to enterprise customers $ 32,044 $ 33,136 $ 97,163 $ 78,056 Sales to service provider customers 76,457 78,016 222,003 227,753 $ 108,501 $ 111,152 $ 319,166 $ 305,809 The Company's product revenue and service revenue components by segment for the three and nine months ended September 30, 2023 and 2022, respectively were as follows (in thousands): Three months ended Nine months ended September 30, September 30, September 30, September 30, Product revenue: Cloud and Edge $ 42,305 $ 51,321 $ 137,496 $ 153,081 IP Optical Networks 66,196 59,831 181,670 152,728 Total product revenue $ 108,501 $ 111,152 $ 319,166 $ 305,809 Service revenue: Maintenance: Cloud and Edge $ 55,004 $ 55,686 $ 164,848 $ 165,895 IP Optical Networks 14,268 16,303 44,640 44,157 Total maintenance revenue 69,272 71,989 209,488 210,052 Professional services: Cloud and Edge 18,456 17,678 53,157 52,595 IP Optical Networks 6,932 6,308 18,127 17,665 Total professional services revenue 25,388 23,986 71,284 70,260 Total service revenue $ 94,660 $ 95,975 $ 280,772 $ 280,312 Revenue Contract Balances The timing of revenue recognition, billings and cash collections results in billed accounts receivable; unbilled receivables, which are contract assets; and customer advances and deposits, which are 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. Completion of services and 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 that 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. Changes in the contract asset and liability balances during the nine months ended September 30, 2023 were not materially impacted by any factors other than billing and revenue recognition. 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, 2023 were as follows (in thousands): Accounts receivable Unbilled accounts receivable Deferred revenue (current) Deferred revenue (long-term) Balance at January 1, 2023 $ 170,969 $ 96,275 $ 113,939 $ 19,254 Increase (decrease), net (15,120) (9,941) (6,403) (1,389) Balance at September 30, 2023 $ 155,849 $ 86,334 $ 107,536 $ 17,865 The Company recognized approximately $92 million of revenue in the nine months ended September 30, 2023 that was recorded as deferred revenue at December 31, 2022 and approximately $85 million of revenue in the nine months ended September 30, 2022 that was recorded as deferred revenue at December 31, 2021. Of the Company's deferred revenue reported as long-term in its condensed consolidated balance sheet at September 30, 2023, the Company expects that approximately $4 million will be recognized as revenue in 2024, approximately $9 million will be recognized as revenue in 2025 and approximately $5 million will be recognized as revenue in 2026 and beyond. All freight-related customer invoicing is recorded as revenue, while the shipping and handling costs that occur after control of the promised goods or services transfer to the customer are reported as fulfillment costs, a component of Cost of revenue - product in the Company's condensed consolidated statements of operations. Deferred Commissions Cost Sales commissions earned by the Company's employees are considered incremental and recoverable costs of obtaining a contract with a customer. Expense related to commission payments has been deferred on our condensed consolidated balance sheet and is being amortized over the expected life of the customer contract, which averages five years. The current and long-term portions of deferred commission expense are included as components of Other current assets and Other assets, respectively. The Company had capitalized deferred sales commissions of $3.4 million and $3.6 million as of September 30, 2023 and December 31, 2022, respectively. |