UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 FORM 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 OR TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from _to_ Commission File Number: 001-38413 ZSCALER, INC. (Exact Name of Registrant as Specified in its Charter) Delaware (State or other jurisdiction of incorporation or organization) 26-1173892 (I.R.S. Employe ...

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Zscaler Investor Innovations Briefing - Zenith Live 2024 Wednesday, June 12, 2024 10:15 a.m. PT (1:15 p.m. ET) A live webcast and replay will be available on the Investor Relations section of the Zscaler website at https://ir.zscaler.com. Zscaler (NASDAQ:ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange™ platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and app ...

Core Insights - Zscaler reported a significant outperformance in billings growth of 30% in the last quarter, exceeding expectations of 21% [3][5] - The company has a strong market position with 40% of Fortune 500 companies and over 30% of Global 2000 as customers, indicating robust demand for its Zero Trust SASE platform [4][10] - Zscaler is undergoing a transition in its go-to-market strategy, focusing on building leadership and hiring quota-carrying sales representatives [5][6] Financial Performance - Zscaler's Q3 performance exceeded consensus estimates by 8%, marking an outstanding quarter [5] - The company anticipates a headwind of 2% to 3% on billings growth for fiscal '25 due to higher-than-expected attrition and the transition in leadership [7][8] - Despite challenges, Zscaler remains optimistic about its market opportunities, particularly in upselling to existing customers and expanding its customer base [9][39] Market Positioning - Zscaler's Zero Trust architecture differentiates it from legacy firewall and VPN solutions, providing enhanced security without exposing assets to the internet [12][14] - The company does not see Microsoft as a significant competitor in the large enterprise space, focusing instead on its unique Zero Trust offerings [16] - Zscaler aims to penetrate the market further by transitioning from opportunity-based sales to account-based sales, similar to ServiceNow's approach [10][21] Product Development - Zscaler has expanded its platform to include workload protection and Zero Trust SD-WAN, enhancing its service offerings [11][25] - The recent acquisition of Airgap and Avalor is expected to strengthen Zscaler's capabilities in micro-segmentation and data security [26][41] - The company is focused on integrating its data security solutions across various channels, ensuring comprehensive protection for workloads and users [41][44] Competitive Landscape - Zscaler's competitive strategy emphasizes the importance of true Zero Trust security, contrasting with competitors that still rely on traditional firewall models [18][34] - The company is positioning itself to capture a larger share of the market by addressing the needs of large enterprises that understand the value of Zero Trust [29][30] - Zscaler's approach to SD-WAN integrates security into connectivity, setting it apart from competitors who view them as separate functions [20][21]

Key Points Company and Industry * **Company**: Zscaler, Inc. (NASDAQ:ZS) * **Industry**: Cybersecurity, specifically Zero Trust SASE (Secure Access Service Edge) Core Views and Arguments * **Outperformance in Q3**: Zscaler outperformed billings significantly in Q3, growing 30% compared to expectations of 21% [5]. * **Win Rates**: Zscaler maintains strong win rates in the market, with 40% of Fortune 500 companies and over 30% of Global 2000 using their platform [6]. * **Market Positioning**: Zscaler is well-positioned in the Zero Trust SASE market, with a focus on protecting workloads and expanding into areas like Zero Trust SD-WAN and data protection [10]. * **Competitive Landscape**: Zscaler differentiates itself from competitors like Fortinet and Cisco by offering true Zero Trust architecture and a broader platform [12]. * **SD-WAN Strategy**: Zscaler views SD-WAN as an important component of a single vendor SASE solution, focusing on Zero Trust SD-WAN to protect branch offices and workloads [20]. * **Product Evolution**: Zscaler has evolved from a Secure Web Gateway to a comprehensive security platform, including data protection, endpoint security, and cloud workload protection [23]. * **Zero Trust Adoption**: Zscaler targets large enterprises that understand the value of Zero Trust and are willing to invest in the right technologies [28]. * **Data Security**: Zscaler offers a range of data security solutions, including data loss prevention (DLP), cloud security posture management (CSPM), and data security posture management (DSPM) [37]. Other Important Points * **Transition**: Zscaler is currently going through a transition in its go-to-market strategy, led by new leadership from ServiceNow [6]. * **Billings Growth**: Zscaler expects a headwind of 2% to 3% on billings growth in fiscal '25 due to the transition and higher-than-expected attrition in Q3 [7]. * **Market Opportunity**: Zscaler has a significant opportunity to grow its customer base, with less than 20% penetration in the market for companies with over 2,000 employees [8]. * **Upsell Opportunities**: Zscaler has a 6x opportunity to upsell additional modules to existing customers, including Zscaler for users, Zero Trust SD-WAN, and data protection [8]. * **Cloud Protection**: Zscaler offers solutions for cloud workload protection, including internet access protection, data protection, and workload communications [37]. * **Technology Readiness**: Zscaler's approach to data security differs from traditional CNAPP vendors like Wiz and Palo Alto, focusing on a broader SASE framework [39]. * **Fiscal '25 Outlook**: Zscaler expects the market to remain scrutinized, but also expects growth in revenue and sales organization maturity [43].

Though they popped 15% in the immediate aftermath of last week's earnings, shares of Zscaler Inc. NASDAQ: ZS have been quickly retracing their steps. The fact they're only marginally above the level where they were trading going into last week's fiscal Q3 release will be frustrating for investors, especially as the results were good. Zscaler Today ZS Zscaler $168.00 -1.02 (-0.60%) 52-Week Range $131.59 ▼ $259.61 Key Points They're also taking definitive steps to maintain this momentum in the quarters ahead. ...

Parkev Tatevosian, CFA has no position in any of the stocks mentioned. The Motley Fool has positions in and recommends Zscaler. The Motley Fool has a disclosure policy. Parkev Tatevosian is an affiliate of The Motley Fool and may be compensated for promoting its services. If you choose to subscribe through his link, he will earn some extra money that supports his channel. His opinions remain his own and are unaffected by The Motley Fool. ...

Cyber risks are growing, and that spells opportunity for cybersecurity giant Zscaler. According to Cybersecurity Ventures, cybercrime will cost the global economy $9.5 trillion this year. Companies continue to shift more of their operations, sales channels, and valuable assets online using cloud computing, which makes them more vulnerable to attacks than ever before. Generative artificial intelligence (AI) enhances the cyber threat even further by empowering malicious actors with the ability to create reali ...

To this end, Zscaler's zero-trust solution assumes that anyone attempting access to a network is a threat. Users gain access through contextual factors such as one's device or location, the policies of a given business, and the user's identity. Also, part of identity is rank, meaning some users may gain a greater degree of access than others based on one's position in an organization. This limits the potential for harm should a hacker gain access to a network. In addition to zero trust, Zscaler offers numer ...

Financial Data and Key Metrics - Gross margins were 80%, with operating profit ranging from $107 million to $109 million, net other income of $17 million, income taxes of $11 million, and earnings per share between $0.69 and $0.70, assuming 165 million fully diluted shares [5] - Revenue for Q3 was $553 million, up 32% year-over-year and 5% sequentially, with Americas representing 54%, EMEA 31%, and APJ 15% of revenue [38] - Total calculated billings grew 30% year-over-year to $628 million, with current billings up 29% year-over-year [38] - Remaining Performance Obligations (RPO) grew 27% year-over-year to $3.824 billion, with current RPO representing 51% of total RPO [38] - Free cash flow margin was 22%, with data center CapEx at approximately 6% of revenue, and the company ended the quarter with over $2.2 billion in cash, cash equivalents, and short-term investments [43] Business Line Data and Key Metrics - The Zero Trust Exchange platform processed over 400 billion transactions daily and prevented billions of security and policy violations, driving strong demand [2] - Emerging products contributed nearly a third of the ACV value in deals, with strong customer interest in products like Zero Trust SD-WAN and AI Cloud solutions [57][16] - The company closed several deals for AI Cloud solutions, including Risk360 and Business Insights, across multiple verticals such as broadcasting, consulting, and insurance [84] Market Data and Key Metrics - The company serves 12 of the 15 cabinet-level federal agencies, with a seven-figure upsell deal increasing ARR by over 50% for an existing agency [35] - In the APJ region, a large financial services customer signed a seven-figure ACV multi-year deal for 10,000 users, expanding the purchase of Zscaler for users and adding Zero Trust for workloads and AI Cloud solutions [33] - A Fortune 500 technology customer expanded its purchase of Zscaler for users and made its first purchase of Zero Trust for workloads and AI Cloud solutions, increasing ARR over 5X to more than $10 million [34] Company Strategy and Industry Competition - The company is focused on expanding its Zero Trust platform, with innovations like Zero Trust Network Segmentation and AI-powered applications such as Risk360 and Unified Vulnerability Management [55][29] - The company believes that legacy firewall-based security is ineffective in the cloud and AI era, and the next three decades will be defined by Zero Trust architecture [4][30] - The company is leveraging AI to enhance data protection and threat detection, with innovations like GenAI App Security and AI-powered Co-pilot for ZDX [27][40] Management Commentary on Operating Environment and Future Outlook - Management highlighted the strong demand for the Zero Trust platform, driven by the need for better cybersecurity and data protection in the cloud and AI era [2][4] - The company expects continued growth, with full-year fiscal 2024 revenue guidance increased to $2.140 billion to $2.142 billion, reflecting 32% year-over-year growth [44] - Management emphasized the importance of innovation and speed in maintaining a competitive edge, with smaller SaaS vendors and firewall vendors unlikely to catch up [48][72] Other Important Information - The company extended the depreciable useful life of its servers and network equipment, benefiting gross margins by approximately 60 basis points [42] - The company is transitioning its sales motion from opportunity-centric to account-centric, with a focus on larger deals and strategic partnerships [58][63] - The company is investing in data center CapEx, with increased spending planned for fiscal 2025 [63] Q&A Session Summary Question: How is Zscaler positioned in the security consolidation trend? - Zscaler is playing a significant role in security consolidation by replacing legacy firewalls and VPNs, offering cost savings and improved security [65] Question: How does Zscaler compete against smaller SaaS vendors? - Zscaler competes effectively against smaller SaaS vendors by leveraging its superior architecture, rapid innovation, and focus on large enterprise markets [67][48] Question: What is the impact of sales attrition on growth? - Sales attrition was higher than expected in Q3, but the company is focused on hiring quota-carrying reps and expects stabilization in Q4 [69][101] Question: What are the key drivers of growth over the next 12-18 months? - Key growth drivers include Salesforce ramping, new products, and emerging use cases like Zero Trust segmentation and data protection [87][94] Question: How is Zscaler addressing pricing pressure? - Zscaler focuses on value selling, demonstrating cost savings to customers by eliminating legacy point products, which helps maintain pricing [107] Question: What is the outlook for Workload Protection? - Workload Protection is gaining traction, with deal sizes increasing, particularly in technology companies, and is expected to grow significantly over time [121][149] Question: How is NRR trending and what factors influence it? - NRR declined slightly to 116%, influenced by customers buying bigger bundles and faster sales cycles, but remains strong overall [150][151] Question: How is Zscaler leveraging AI in its products? - Zscaler is integrating AI into its products for data classification, threat detection, and policy enforcement, with innovations like GenAI App Security and AI-powered Co-pilot for ZDX [27][40]