Zscaler (NasdaqGS:ZS) Q2 2026 Earnings call February 26, 2026 04:30 PM ET Company ParticipantsBrian Essex - Executive DirectorFatima Boolani - Managing Director and Co-Head of US Software Equity ResearchJay Chaudhry - Chairman and CEOJonathan Ruykhaver - Managing DirectorKevin Rubin - CFOKim Watkins - SVP of Investor Relations and Strategic FinanceMatt Hedberg - Managing Director and Head of Global TIMT ResearchMeta Marshall - Managing DirectorConference Call ParticipantsBrad Zelnick - Managing Director and ...

Zscaler (NasdaqGS:ZS) Q2 2026 Earnings call February 26, 2026 04:30 PM ET Speaker13Hi, welcome to the Zscaler second quarter 2026 earnings call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question-and-answer session. To ask a question during the session, you will need to press star 11 on your telephone. You will then hear an automated message advising that your hand is raised. To withdraw your question, please press star 11 again. Please be ad ...

Summary of Zscaler FY Conference Call Company Overview - **Company**: Zscaler (NasdaqGS: ZS) - **Industry**: Enterprise Software, Cybersecurity Key Points and Arguments Financial Performance - **Q1 Performance**: Achieved 26% Annual Recurring Revenue (ARR) growth, with 22% organic growth [6][7] - **Acquisition Impact**: The acquisition of Red Canary contributed to ARR, with expectations of $83 million at close and $95 million for fiscal 2026 [9] - **Profitability**: Reported a 52% free cash flow margin, indicating strong cash collection in Q1 [7] Growth Drivers - **Guidance Update**: Raised guidance for fiscal 2026 due to strong Q1 performance [7][11] - **Growth Pillars**: Identified three main growth pillars: 1. **Zero Trust Everywhere**: Transitioning customers from Zero Trust users to Zero Trust Everywhere customers can result in a 2-3x increase in ARR [12][20] 2. **Data Security Everywhere**: Exceeded $450 million in ARR, leveraging a large security cloud that processes 500 billion transactions daily [25][24] 3. **AI Security**: Exceeded $400 million in ARR, focusing on securing AI interactions and using AI for enhanced security [30] Market Position and Strategy - **Customer Base**: Serves 45% of Fortune 500 and 40% of Global 2000 companies, indicating significant growth potential [35] - **Competitive Landscape**: Positioned uniquely in the Zero Trust market, emphasizing cost savings and the elimination of legacy hardware [41] - **Zflex Offering**: Provides flexible deployment models, encouraging longer-term commitments from customers [49][50] Future Outlook - **Long-term Goals**: Aspirations to reach $5 billion and potentially $10 billion in ARR, reflecting confidence in growth potential [47] - **Market Conditions**: Acknowledged that the current market is challenging, with cautious customer spending [55] Additional Insights - **Customer Engagement**: Emphasized the importance of demonstrating cost savings through Zscaler's deployment, which can replace existing technologies [55] - **Investor Communication**: Plans to hold an investor day to reset expectations and discuss long-term strategies [44] Important but Overlooked Content - **Zero Trust Principles**: The discussion highlighted the strategic importance of Zero Trust principles in enhancing security across various resources, including IoT and OT devices [17][19] - **Data Security Modules**: Mentioned eight key modules in data security, showcasing the comprehensive nature of Zscaler's offerings [23] This summary encapsulates the critical insights from the Zscaler FY Conference Call, focusing on financial performance, growth strategies, market positioning, and future outlook.

Summary of Zscaler Conference Call Company Overview - **Company**: Zscaler - **Industry**: Cybersecurity Key Points Organic Growth - Zscaler reported a 26% growth in Annual Recurring Revenue (ARR), with organic growth being strong at 22% last quarter [6][11][12] - The company emphasizes the importance of organic growth moving forward, despite recent acquisitions [6][7] Zero Trust Strategy - Zscaler is a pioneer in the Zero Trust market, with 450 customers adopting Zero Trust across three platforms [9][10] - The company is expanding its Zero Trust offerings to include Zero Trust Cloud and Zero Trust Branch, which are expected to drive significant growth [10][11] - The Zero Trust Everywhere initiative is seeing strong adoption, with expectations for continued growth in the next 12 to 18 months [11][12] AI Security - Zscaler processes over half a trillion transactions daily, providing a strong data foundation for security operations [19][20] - The company is focusing on AI security, with a current ARR of over $400 million in this segment [22][41] - AI security posture management is a growing area, with significant customer interest and traction [26][34] Data Security - Zscaler has developed a comprehensive data security platform, integrating various solutions like DLP and CASB [39][41] - The company is addressing the growing demand for Data Security Posture Management (DSPM) and believes it can lead the market with its integrated solutions [40][41] Core Business Strength - The core business, including ZIA and ZPA, remains strong, contributing significantly to overall revenue [42][46] - Upsell opportunities have increased, with a shift from 20% upsell at IPO to approximately 70% currently [47][48] Go-to-Market Strategy - Zscaler underwent management changes to improve sales efficiency, resulting in increased sales productivity [49][51] - The introduction of Zflex contracts has been well-received, allowing customers more flexibility in module selection [53][55] M&A Strategy - Zscaler focuses on small, strategic acquisitions that enhance its integrated platform rather than pursuing large, unrelated acquisitions [59][61] - The company aims to maintain a cohesive product offering, avoiding the pitfalls of disjointed solutions [60][62] Future Outlook - Zscaler sees significant opportunities in AI security and Zero Trust solutions, particularly in the evolving landscape of cloud security [64][66] - The company is well-positioned for long-term growth, with strong customer reception for its differentiated technologies [68]

Financial Performance - Zscaler's revenue grew 26% [1][2] - Zscaler's ARR (Annual Recurring Revenue) growth is 26% [1] - Zscaler's RPO (Remaining Performance Obligations) growth is 35% [1] - Zscaler's free cash flow margin is 52% [1][2] - Zscaler is operating at a rule of 78 (revenue growth plus free cash flow) [2] Business Operations and Strategy - Zscaler's organic business contributed significantly to the outperformance [3][5] - Zscaler raised its annual guidance [3][5] - Zscaler is acquiring new customers and selling AI security products [3] - Zscaler is displacing point products to reduce cost and complexity [3] Red Canary Acquisition - Red Canary's contribution is very small compared to Zscaler's overall business [4] - The beat was largely due to Zscaler's organic business, not Red Canary [5]

Core Insights - The company reported a strong quarter with revenue growth of 26%, annual recurring revenue (ARR) growth of 26%, and remaining performance obligation (RPO) growth of 35% [1][2] - The free cash flow margin was notably high at 52%, indicating strong operational efficiency [2] - The company raised its annual guidance based on the strong performance of its organic business, which was the primary driver of the outperformance [3][5] Revenue and Growth Metrics - The company is among a select group of firms with an ARR of $3.3 billion or higher, achieving over 25% growth [2] - The organic business significantly contributed to the overall performance, with minimal impact from the Red Canary deal [4][5] Customer Acquisition and Product Offering - The company successfully acquired a substantial number of customers and is effectively selling AI security products, which are displacing multiple point products to reduce costs and complexity [3] - Customer satisfaction remains high, with the company performing well across all operational metrics [5]

Financial Data and Key Metrics Changes - The company reported a strong start to fiscal year 2026, with annual recurring revenue (ARR) growth accelerating to 26% year-over-year and remaining performance obligation (RPO) growth accelerating to 35% [7][23] - Q1 revenue was $788 million, growing 26% year-over-year and 10% sequentially, exceeding the high end of guidance [23] - The gross margin was reported at 79.9%, down from 80.6% in the same quarter last year, influenced by new product introductions [24] - Free cash flow margin for Q1 was 52%, with cash and short-term investments totaling $3.3 billion [25] Business Line Data and Key Metrics Changes - ARR from the three growth pillars—AI Security, Zero Trust Everywhere, and Data Security Everywhere—accelerated in the quarter [7][23] - AI Security pillar grew over 80% year-over-year, exceeding the FY 2026 target of $400 million ARR three quarters early [8] - Data Security Everywhere ARR accelerated to approximately $450 million [19] Market Data and Key Metrics Changes - Geographically, the Americas accounted for 58% of revenue, EMEA for 27%, and APJ for 15% [23] - The company closed Q1 with 698 customers generating over $1 million in ARR and 3,754 customers exceeding $100,000 in ARR [24] Company Strategy and Development Direction - The company aims to exceed $10 billion in ARR, leveraging its leadership in Zero Trust security and comprehensive AI Security offerings [22] - The introduction of the Z-Flex program is driving meaningful upsells and reducing sales cycles, generating over $175 million in total contract value (TCV) [20][21] - The company is focusing on expanding its Zero Trust Everywhere initiative, having secured over 450 enterprises, surpassing its goal three quarters ahead of schedule [16] Management's Comments on Operating Environment and Future Outlook - Management noted that while IT budgets remain tight, there is less pressure on cybersecurity spending, with strong interest in Zero Trust Security and AI Security [65] - The company is optimistic about the future, citing strong demand for its solutions and a robust pipeline [66] Other Important Information - The company announced the transition of its Investor Relations leader, with Kim Watkins joining in early December [4] - The integration of Red Canary is progressing well, with the majority of the pipeline coming from existing Zscaler customers [48] Q&A Session Summary Question: About Zero Trust Branch and its future acceleration - Management indicated that the technology for Zero Trust Branch is in great shape, with significant demand from customers, and sees a big opportunity for growth [31] Question: Regarding the growth of the $2 billion ARR segment - Management confirmed that a significant part of the remaining $2 billion is from ZIA and ZPA, which are growing well, but the core business will grow at a slower rate than the overall business [40][42] Question: Performance of Red Canary and its integration - Management stated that the integration of Red Canary is going well, with its contribution trending slightly better than previous guidance, although it is not material to overall business [48][49] Question: Breakdown of revenue strength - Management highlighted that all three growth pillars—Zero Trust Everywhere, AI Security, and Data Security—are growing well and accelerating [53] Question: Competitive landscape and core business performance - Management noted that the competitive landscape has not changed significantly, with Zscaler's brand becoming stronger among large enterprises [58] Question: Customer spending priorities for 2026 - Management observed that while IT budgets are tight, there is strong interest in Zero Trust and AI Security, which are driving pipeline creation [65] Question: Trends in the SASE market - Management expressed confidence in their position within the Zero Trust market, stating that their expansion is driven by new functionalities [71] Question: Organic net new ARR in the quarter - Management indicated that organic growth in Q1 was consistent with Q4 and exceeded internal expectations [78][79] Question: Synergies between Red Canary and data security portfolio - Management discussed the integration strategy, emphasizing the potential for enhanced threat detection and governance capabilities [119]

Core Insights - Zscaler, Inc. reported strong financial results for Q1 FY2026, highlighting robust demand for its Zero Trust and AI Security platform, with Annual Recurring Revenue (ARR) exceeding $3.2 billion, growing over 25% year-over-year [3][6][8] - The company emphasizes the integration of recently acquired technologies to enhance its AI Security offerings, addressing emerging security challenges [3][6] Financial Performance - Revenue increased by 26% year-over-year to $788.1 million [6][7] - ARR grew by 26% year-over-year to $3.204 billion [6][7] - Deferred revenue rose by 32% year-over-year to $2.351 billion [6][7] - GAAP net loss was $11.6 million, an improvement from a loss of $12.1 million in the previous year [6][7] - Non-GAAP net income reached $159.5 million, compared to $124.3 million in the same quarter last year [6][7] Operational Highlights - Cash provided by operations was $448.3 million, representing 57% of revenue, up from 53% in the previous year [7][32] - Free cash flow was $413.3 million, or 52% of revenue, compared to 46% in the prior year [7][32] - The company completed acquisitions of Red Canary and SPLXAI for a total of $692 million, aimed at enhancing its AI security capabilities [6][7][14] Market Position and Strategy - Zscaler's Zero Trust Exchange platform is positioned as a leading solution in cloud security, with a focus on protecting enterprises from cyber threats [3][23] - The company launched new innovations in its Zscaler Digital Experience (ZDX) to improve visibility and performance for IT teams [6][7] - Zscaler has surpassed $1 billion in software sales through the AWS Marketplace, indicating strong market traction [14] Future Outlook - For Q2 FY2026, Zscaler expects revenue between $797 million and $799 million, with non-GAAP income from operations projected at $172 million to $174 million [15][10] - The full-year revenue guidance is set between $3.282 billion and $3.301 billion, with non-GAAP net income per share anticipated to be approximately $3.78 to $3.82 [15][10]

Core Insights - The Red Canary report highlights the increasing pressure on security leaders to address cybersecurity threats and manage complex technology stacks despite rising investments in security measures [2][6]. Group 1: Financial Impact of Cyber Incidents - Security leaders estimate that cyber incidents cost their organizations an average of $3.7 million over the past year, with 46% experiencing service outages or disruptions due to attacks [2]. - 80% of security leaders report spending more on security than ever, yet breaches and threats continue to escalate [6]. Group 2: Challenges in Security Operations - Security operations center (SOC) teams are struggling to secure cloud environments, identities, and AI technologies amid evolving threats, which amplifies the risk and business impact of cyberattacks [2]. - The attack surface has widened by 41% in the past 12 months, and 73% of security leaders indicate that the time from detecting an attack to resolution has increased [6]. Group 3: Role of AI in Cybersecurity - 85% of security leaders believe that failing to automate more will result in being overwhelmed by missed threats, while 78% view concerns about AI-generated attacks as exaggerated [4][7]. - AI is currently being utilized in security operations for detection analytics (65%), intrusion detection (59%), and SIEM management (54%) [7]. Group 4: Skills and Resource Shortages - 75% of organizations report skills shortages in intrusion detection, and 72% face shortages in incident response [6]. - Security leaders express concerns that while AI can enhance speed, it may ultimately reduce the ability of teams to solve problems independently [7].

Core Insights - CrowdStrike Holdings (CRWD) shares have increased by 28.3% over the past six months, outperforming the Zacks Security industry's growth of 17.4% and other peers like SentinelOne, Palo Alto Networks, and Check Point Software [1][9]. Financial Performance - CrowdStrike's revenues surpassed $1 billion for the fourth consecutive quarter in Q2 of fiscal 2026, reflecting a year-over-year growth of nearly 20.1% [5]. - The company added $221 million in net new annual recurring revenue (ARR), bringing the total ARR to $4.66 billion, which is a 20% increase from the previous year [8][9]. - In Q2, sales and non-GAAP EPS grew by 21% and 5.7% year-over-year, respectively, with management projecting at least 40% year-over-year growth in net new ARR for the second half of fiscal 2026 [10]. Subscription Model and Customer Adoption - The Falcon Flex Subscription Model has significantly contributed to CrowdStrike's revenue growth, with 48% of subscription customers adopting six or more cloud modules by the end of Q2 [6][8]. - The company has over 1,000 Falcon Flex customers, with more than 100 signing follow-on "re-Flex" deals before their contracts ended, indicating strong customer expansion [8][9]. Strategic Partnerships - CrowdStrike has formed new AI-focused partnerships with NVIDIA, Salesforce, and Meta, enhancing its long-term growth outlook [9][12]. - The integration of CrowdStrike's Falcon platform with NVIDIA's AI systems aims to secure the entire AI lifecycle, protecting over 100,000 large language models [13]. - Collaborations with KPMG, Salesforce, and Meta are expected to modernize security operations and improve detection capabilities, contributing to over 60% of new business in Q2 [15][17]. Market Position and Future Outlook - The company is well-positioned in the cybersecurity market, with a strong focus on AI-driven solutions, which are increasingly prioritized by businesses [19]. - Despite a forecasted decline in EPS for fiscal 2026, a significant recovery is anticipated in fiscal 2027 with a projected increase of 29.3% [17][18].