Core Insights - The company reported strong demand driven by AI-related security risks, with executives noting that AI is a common topic in customer discussions and highlighting the need for a platform approach to address security gaps [1][4][6] Financial Performance - In Q4, the company achieved revenue of $260.5 million, reflecting a 10.5% year-over-year increase, and an 11% revenue growth for the full year [3][4] - The operating margin for Q4 was reported at 24%, with a non-GAAP gross margin of 82.7%, up from 81.7% a year ago [5][12] - Non-GAAP EPS for Q4 was $0.48, an increase from $0.41, attributed to higher profitability and fewer diluted shares outstanding [13] Customer Growth and Platform Adoption - The company added over 500 new enterprise platform customers in the quarter, with Tenable One accounting for 46% of new business in Q4, marking a record high [2][6] - Management emphasized the importance of Tenable One in consolidating fragmented solutions and addressing customer needs for comprehensive risk management [11][19] Strategic Initiatives - The company is focusing on AI exposure management, having closed significant deals, including a seven-figure contract with a major telecom [6][18] - A departmental realignment was initiated to enhance innovation in Tenable One and AI security, resulting in restructuring expenses [17] Future Outlook - For 2026, the company guided revenue between $1.065 billion and $1.075 billion, marking the first time revenue is expected to surpass $1 billion [14] - The company also projected unlevered free cash flow of $285 million to $295 million for the full year 2026, despite anticipated headwinds from billing patterns [15][16]

Financial Data and Key Metrics Changes - Revenue for Q4 was $260.5 million, representing a year-over-year growth of 10.5% and a full-year growth of 11.0% [20][21] - Non-GAAP gross margin for Q4 was 82.7%, an increase from 81.7% in Q4 2024, while the full-year gross margin was 82.1%, compared to 81.4% in the prior year [23][24] - Non-GAAP earnings per share for Q4 was $0.48, up 17.1% from $0.41 in Q4 2024, and for the full year, it was $1.59, an increase of 23.3% from $1.29 in 2024 [25] Business Line Data and Key Metrics Changes - Tenable One accounted for 46% of new business in Q4, marking a significant milestone for the platform [7][22] - The company added 502 new customers in Q4, the highest in two years, indicating strong demand for Tenable One [7][20] - The net dollar expansion rate was 106%, exceeding expectations [23][70] Market Data and Key Metrics Changes - Tenable was recognized as a leader in the 2025 Gartner Magic Quadrant for Exposure Assessment Platforms and as a Customers' Choice in the 2025 Gartner Peer Insights [14][15] - The company is experiencing strong demand driven by the rapid adoption of AI, closing its first seven-figure deal related to AI exposure in Q4 [16] Company Strategy and Development Direction - The company is focusing on a platform-first approach, emphasizing unified visibility, insight, and action to manage risk across complex attack surfaces [9][10] - Investments are being made in AI security and advanced remediation capabilities, with a belief that remediation will be a major part of the next chapter in exposure management [10][11] - The company aims to leverage its extensive exposure data to create competitive advantages and drive scalability [11] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the momentum of Tenable One and the growing opportunities in AI exposure, setting a foundation for returning to accelerating growth in 2026 [34][33] - The company expects revenue for Q1 2026 to be in the range of $257 million to $260 million, representing a year-over-year increase of 8.1% at the midpoint [28] - For the full year 2026, revenue is expected to be between $1.065 billion and $1.075 billion, marking a year-over-year increase of 7.1% at the midpoint [29] Other Important Information - The company repurchased 2.3 million shares for $62.5 million in Q4, with a total of 10.6 million shares repurchased for $362.4 million since November 2023 [26] - A restructuring effort was initiated, incurring $3.1 million in expenses in Q4, with an expectation of approximately $5 million more in the first half of 2026 [31] Q&A Session Summary Question: Regarding the large customer cohort and net additions of $100,000 ACV customers - Management noted that while new business was strong with 500 new customers added, the value of these new customers was higher than in the past, and expansion within large customers was also strong [35] Question: On the success with AI exposure and customer activity - Management indicated that AI is a prevalent topic in every customer conversation, with significant interest in securing AI workloads and addressing governance issues [37] Question: About the adoption of additional modules within Tenable One - Management highlighted that customers are increasingly adopting the platform for holistic risk assessment, with a focus on visibility, insights, and action [43] Question: On the dynamics of billings duration and guidance - Management explained that while there are headwinds from billings duration, they are confident in revenue growth and operational income for 2026, despite the changes in billing patterns [46][47] Question: Regarding the strength in professional services - Management attributed the increase in professional services to the deployment of the platform at scale, which requires more support for exposure management initiatives [62] Question: On the pricing environment and ASPs - Management confirmed that there was no pricing pressure and that selling Tenable One allows for higher pricing due to the consolidation of multiple tools into a single platform [90]

Core Insights - The interview features Steve Vintz, Co-CEO of Tenable Inc., and Dr. Dustin Ormond discussing the implications of AI in business and the associated security challenges [1] Group 1: AI and Security Risks - Dr. Ormond highlighted that AI can exploit vulnerabilities in organizations, as it allows users to perform complex tasks without sophisticated skills, potentially compromising security [2] - The risk arises when employees input sensitive company information into AI systems without understanding the security implications [2] Group 2: Cybersecurity Challenges - Steve Vintz pointed out that the complexity of modern IT infrastructure, including traditional IT, cloud environments, and IoT, makes cybersecurity a fragmented challenge [3] - He noted that 96% of cybersecurity investment is focused on reactive measures, which has contributed to $10 trillion in cyber losses this year [3] - Vintz advocates for a shift towards proactive exposure management to identify critical vulnerabilities rather than just responding to breaches [3] Group 3: Human Factor in Cybersecurity - Both experts agreed that despite advanced cybersecurity tools, human behavior remains the weakest link, making training on AI usage essential for employees [3]

Tenable Conference Call Summary Company Overview - **Company**: Tenable (NasdaqGS:TENB) - **Industry**: Cybersecurity Key Points and Arguments AI and Security Landscape - The AI threat landscape is challenging traditional reactive security approaches, necessitating a shift towards proactive measures, termed "fireproofing" rather than "firefighting" [5][11][13] - Companies are increasingly focused on three questions regarding AI: integration into products, internal productivity, and safeguarding AI usage [5][7] - Tenable's product, AI-Aware, provides visibility into AI usage within customer environments, helping to protect against misuse and ensuring compliance with policies [7][8] Customer Growth and Tenable One - In Q3, Tenable added nearly 450 new enterprise customers, with 40% of new business growth attributed to Tenable One, the company's exposure management platform [14][16] - Tenable One allows customers to assess vulnerabilities across their environments, providing risk ranking and prioritization tools for overwhelmed security teams [16][17] - The company is optimistic about future growth as more customers transition from point solutions to the comprehensive Tenable One platform [18][32] Market Dynamics and Competitive Landscape - Tenable is experiencing strong win rates against competitors, particularly in transitioning existing VM customers to Tenable One [19][22] - The company sees significant opportunities in both greenfield (new AI and cloud opportunities) and brownfield (existing customer transitions) markets [21][22] - The net retention rate is stable in the 105%-107% range, with expectations of slight declines in the near term due to historical growth comparisons [25][28] Federal Sector Performance - Tenable's public sector business accounts for approximately 15% of revenue, with federal customers representing about half of that [64][66] - The company has successfully navigated uncertainties in the federal sector and expects continued opportunities, especially with FedRAMP certification for Tenable One [71] Operational Efficiency and Margin Expansion - In Q3, Tenable achieved a 23% operating margin, up 350 basis points year-over-year, despite an 18% increase in R&D spending [75][76] - The company is focused on improving sales and marketing efficiency while continuing to invest in product development [87][88] Future Outlook and Demand Environment - Tenable is optimistic about the cybersecurity budget landscape, with a healthy pipeline and continued focus on AI and exposure management [93][96] - The company aims to expand its existing customer base onto Tenable One, which is expected to enhance retention and growth opportunities [96][98] Strategic Positioning - Tenable is well-positioned in the exposure management market, with recognition from industry analysts such as IDC, Forrester, and Gartner [101][102] - The management team is focused on execution and capitalizing on market opportunities, reinforcing confidence in the company's future [101][102] Additional Important Insights - The company is open to future acquisitions if they align with strategic goals, but currently focuses on maximizing the effectiveness of existing technologies [89][90] - Tenable's cloud security offerings are gaining traction, with efforts to increase awareness among potential customers [53][55][59]

Company Participation in Conferences - Tenable Holdings, Inc. will have its CFO, Matt Brown, present at the UBS Global Technology and AI Conference on December 2, 2025, in Scottsdale, AZ [1] - Additionally, co-CEO Steve Vintz and CFO Matt Brown will present at the Barclays Annual Global Technology Conference on December 10, 2025, in San Francisco, CA [2] Company Overview - Tenable is recognized as the exposure management company, focusing on identifying and closing cybersecurity gaps that can undermine business value, reputation, and trust [3] - The company offers an AI-powered exposure management platform that integrates security visibility, insight, and action across various attack surfaces, enabling organizations to defend against threats in IT infrastructure, cloud environments, and critical infrastructure [3] - Tenable serves approximately 44,000 customers globally, helping to mitigate business risks associated with security exposure [3]

Core Insights - Tenable Holdings, Inc. reported better-than-expected financial results for Q3 2025, driven by strong demand for its Tenable One Exposure Management platform, reflecting a shift in the cybersecurity industry towards proactive risk management [2][6][7]. Financial Highlights - Revenue for Q3 2025 was $252.4 million, representing an 11% year-over-year growth [6][7]. - Calculated current billings reached $267.5 million, an 8% increase year-over-year [6][7]. - GAAP operating margin improved to 2.8%, compared to a loss of 0.9% in Q3 2024 [6][7]. - Non-GAAP operating margin increased to 23.3%, up 350 basis points year-over-year [6][7]. - GAAP net income was $2.3 million, a significant recovery from a loss of $9.2 million in Q3 2024 [6][7]. - Non-GAAP net income was $51.4 million, compared to $39.3 million in the same quarter last year [6][7]. Business Developments - The company added 437 new enterprise platform customers and 38 new six-figure customers during the quarter [6][7]. - Tenable launched Tenable AI Exposure, a solution aimed at managing risks associated with generative AI [6][7]. - The company was recognized as a "Leader" in Worldwide Exposure Management by IDC and Unified Vulnerability Management by Forrester [6][7]. Financial Outlook - For Q4 2025, Tenable expects revenue in the range of $249.1 million to $253.1 million [11]. - For the full year ending December 31, 2025, revenue is projected to be between $988.0 million and $992.0 million [11].

Core Insights - Cybersecurity is identified as a highly attractive secular theme within the technology sector, with Tenable Holdings focusing on "exposure management" as its niche [1] - The company has transitioned from being primarily a vulnerability-scanning provider to a broader role in exposure management [1]

Core Insights - Tenable has established the Exposure Management Leadership Council to enhance exposure management as a proactive security discipline aimed at reducing cyber exposure for organizations [1] - The Council comprises Chief Information Security Officers (CISOs) and cybersecurity leaders from various industries, including insurance, technology, and transportation [1] Report Highlights - A new report titled "Board meetings and the dreaded cyber risk update: a use case for exposure management" was released, addressing the communication gap between security leaders and boards of directors [2] - The report identifies a disconnect in the boardroom that hinders effective cyber risk management, primarily due to outdated security metrics shared by CISOs during board meetings [3] Strategic Importance - Exposure management is positioned as a strategic driver for organizational success, shifting focus from technical metrics to risk reduction discussions [4] - A standardized exposure management framework is proposed to help CISOs identify critical exposures and communicate their business impact effectively [4] Communication Enhancement - Exposure management can facilitate better communication in the boardroom, transforming quarterly cyber updates into strategic discussions that promote actionable outcomes [4] Company Overview - Tenable is recognized as the exposure management company, focusing on closing cybersecurity gaps that threaten business value and trust [5] - The company's AI-powered platform integrates security visibility and action across various environments, serving approximately 44,000 customers globally [5]

Core Insights - Tenable has appointed Matthew Brown as Chief Financial Officer, effective immediately, succeeding Steve Vintz who has become Co-CEO alongside Mark Thurmond [1][2]. Group 1: Leadership Changes - Matthew Brown brings over two decades of experience in the technology sector, having previously served as CFO of Altair Engineering, where he contributed to significant growth and a sale to Siemens for $10.7 billion [2]. - Brown has held senior finance roles at various companies including NortonLifeLock, Symantec, and KPMG, focusing on strategic planning, M&A, and operational excellence [2]. Group 2: Strategic Vision - Steve Vintz, Co-CEO of Tenable, highlighted Brown's proven track record in scaling technology businesses and driving shareholder value, indicating confidence in his ability to help accelerate Tenable's growth [3]. - Matthew Brown expressed enthusiasm about joining Tenable, emphasizing the company's market leadership and the potential for bold financial strategies to drive future growth [3]. Group 3: Company Overview - Tenable specializes in exposure management, addressing cybersecurity gaps that can undermine business value and trust, serving approximately 44,000 customers globally [4].

Cyber Warfare & Geopolitical Risks - Cyber has become integral to modern military operations and an important domain of conflict alongside air, land, and sea [2] - Military forces launch major cyber offensives to weaken communications and attack critical infrastructure to gain military advantage [3] - The Israel-Iran conflict is likely to see more cyber attacks, some reported, others not, potentially extending beyond the Middle East [3][4] - Iran is proactively imposing a nationwide blackout on internet and telecommunication systems [4] - Cyber attacks are no longer just about stealing credit card data; they can be a very disruptive force [5] - Attacks could cripple communication systems, cause denial of service, infiltrate systems, and exfiltrate data [12] - The goal of attacks is to create upheaval, uncertainty, and disruptions, targeting both military and civilian levels, including municipal water supplies and manufacturing facilities [13] Threat Exposure & Security Measures - Companies need to be extra vigilant during times of military conflict and economic uncertainty, as higher incidents of cyber threats are observed [8] - Tenable focuses on exposure management, a pre-breach preventive security approach, different from detect and respond technologies [10] - Enterprises are modernizing and deploying technology rapidly, expanding the attack surface and creating challenges in holistically understanding risk [10] - Tenable's exposure management platform pieces together data from various sources to help customers understand risk holistically [10]