Varonis Systems FY Conference Summary Company Overview - **Company**: Varonis Systems (NasdaqGS: VRNS) - **Event**: FY Conference held on December 10, 2025 Key Points Business Segmentation - Varonis is transitioning into two distinct business segments: SaaS and on-premises subscription [7][8] - The SaaS business is performing well with a 76% SaaS of ARR, while the on-prem subscription business is underperforming with lower-than-expected renewal rates [9][12] Renewal Rates and Churn - The renewal rates for the on-prem subscription business were below expectations, contributing to overall performance concerns [8][13] - Three main factors contributed to the lower renewal rates: 1. Many customers were single-threaded, using Varonis for specific use cases without a broader cybersecurity need [15] 2. Sales team performance issues in presenting quotes effectively [16] 3. Increased deal scrutiny towards the end of the quarter [17] - The federal business also underperformed due to factors like the timing of FedRAMP certification and sales team handling [19][21] Customer Engagement and Market Dynamics - Customers who did not renew were often not using Varonis as a security tool, indicating a need for better engagement with security teams [28][30] - Despite competitive noise in the DSPM market, Varonis did not see a change in competitive win rates, maintaining strong sales execution [34][58] Future Guidance and Strategy - Varonis plans to focus on SaaS growth rates and expects to grow at 20% or more for the foreseeable future [49] - The company aims to complete the transition to 100% SaaS by the end of 2026, with no remaining non-SaaS ARR [96] Profitability and Cost Structure - The company is targeting an ARR contribution margin of 18%-22% by the end of 2027, with expectations of a quick recovery in margins post-transition [91][95] - The shift to SaaS is expected to reduce support costs and improve overall profitability [93] Competitive Landscape - Varonis is enhancing its integration with Microsoft Purview, positioning itself as a complementary solution rather than a competitor [75][76] - The company is entering new markets such as database activity monitoring through acquisitions, aiming to displace legacy tools [78][80] Sales Strategy Adjustments - Changes in sales compensation plans are being considered to refocus efforts on new customer acquisition rather than conversions [63][68] - The emphasis will be on selling to new customers and upselling to existing SaaS customers [69] Additional Insights - The transition to SaaS is seen as critical for long-term growth and investor confidence, with a clear strategy to phase out on-prem offerings [96] - The company is actively engaging with customers to understand their plans for transitioning to SaaS, with a focus on minimizing churn [46][48]

Cybersecurity Focus - Palo Alto Networks Unit 42's Andy Piazza will discuss customer finance and data security with Bloomberg [1] - The discussion will focus on what companies should be aware of to maintain customer security [1] Event Details - The Bloomberg Live event will be held on December 10th at 4:50 PM PT [1]

Core Viewpoint - Rubric's stock has surged over 22% following the company's earnings report, which exceeded expectations and provided improved guidance for future profitability [1][4][19] Company Overview - Rubric is an enterprise information and application software company focused on data security systems for cloud and enterprise data solutions [3][4] - The company offers enterprise data backup and recovery systems along with cyber security resilience features [3] Financial Performance - Rubric reported an adjusted profit of $0.10 per share, a significant turnaround from a loss of $0.21 per share in the same quarter last year, marking a 300% improvement in earnings per share (EPS) [4][5] - Sales increased to $350 million, up 48% from $236 million in the same quarter last year, indicating robust growth [6] Guidance and Analyst Reactions - The company narrowed its full-year adjusted loss guidance for 2026 from $0.48 to a range of $0.16 to $0.20, reflecting improved expectations [7] - Analysts have responded positively, with Deutsche Bank adjusting its price target to $120 and Barrett increasing its target to $130, both maintaining an outperform rating [8] Competitive Landscape - Rubric competes with both smaller companies like Convault and larger players such as Dell Technologies and IBM [4][11] - The company is seen as moving towards consistent profitability faster than some competitors, which may enhance its market position [12] Customer Base and Partnerships - Rubric has over 6,000 customers, with a growing number spending over $100,000 annually, indicating a strong high-end customer base [13] - Partnerships with companies like Salesforce and Cisco are contributing to better unit economics for Rubric [13] Future Outlook - Analysts expect Rubric to report a full year of adjusted profits in 2027, with continued positive momentum in earnings anticipated over the next four quarters [17][18]

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Business Performance - The company had a solid third quarter [1] - The core business is profitable and growing at a nice clip [11] Market Opportunity & Strategy - The market is digesting the massive opportunity to secure AI, especially securing identity [2] - Companies are struggling to connect AI agents to their data securely and manageably [4][5] - The company offers a solution to connect AI agents to data securely, enabling governance and management [6] - The company differentiates itself by offering customers choice across different platforms, avoiding vendor lock-in [8][9] - The opportunity to secure AI could be bigger than the company's core business [12] Market Concerns & Future Outlook - The market is questioning whether the company's revenue growth will flatline to sub 10% [10] - The company sees a massive upside in securing AI, potentially larger than its core business [11][12] - Companies are exploring various approaches to adopt generative AI solutions, including using SaaS providers, building in-house, and hiring consultants [14][15]

Core Insights - Varonis Systems, Inc. has announced a new integration with AWS Security Hub to enhance security teams' capabilities in managing data security across AWS and the entire data estate [1][3] Group 1: Integration Benefits - The integration provides enhanced visibility, automated fixes, and proactive threat detection, allowing security teams to quickly identify and remediate data risks [2][3] - Varonis ingests prioritized findings from AWS Security Hub, adding context on data sensitivity, identity, and user behavior to deliver a unified view of risk [9] Group 2: Automated Remediation - Varonis expands its automated remediation capabilities for AWS, including blocking public access to AWS S3 buckets and resolving critical misconfigurations [5][9] - The combination of analysis from AWS Security Hub and automated remediation allows for quick fixes of misconfigurations and securing exposed data [9] Group 3: Data Security Approach - Varonis focuses on end-to-end data security, which includes data discovery and classification, posture and identity protection, and data-centric threat detection [9] - The company emphasizes protecting data first, rather than as a secondary concern, positioning itself differently from conventional cybersecurity firms [6][7]

Core Insights - Rubrik (RBRK) is set to announce its third-quarter fiscal 2026 results on December 4, with expected revenues between $319 million and $321 million, indicating a year-over-year growth of 35% to 36% [1][9] - The Zacks Consensus Estimate for revenues stands at $320.93 million, reflecting a year-over-year increase of 35.88% [1][2] - The consensus estimate for loss is 17 cents per share, which has widened by a penny over the past month, compared to a loss of 21 cents per share in the same quarter last year [2] Revenue and Growth Expectations - Rubrik's fiscal third-quarter performance is anticipated to benefit from its strong position in the growing cyber resilience market and increasing demand for data security solutions [3] - The company has shown robust subscription Annual Recurring Revenue (ARR) growth, with a 27% year-over-year increase in customers with over $100K in subscription ARR, totaling 2,505 customers as of July 31, 2025 [4] - Cloud ARR grew by 57% year-over-year, reaching $1.1 billion, driven by the adoption of the Rubrik Security Cloud platform, which is expected to positively impact the upcoming quarter's performance [4][6] Subscription ARR and Margins - For the third quarter of fiscal 2026, Rubrik expects a non-GAAP subscription ARR contribution margin of approximately 6.5% [5] - The company anticipates subscription ARR growth in the upcoming quarter, with net new subscription ARR contributing approximately 21% to 22% of the full-year net new subscription ARR [5] Clientele and Partnerships - Rubrik's expanding clientele includes major players like Amazon Web Services (AWS), CrowdStrike, and Microsoft, which has been a key growth catalyst [12] - In November 2025, Rubrik announced a collaboration with AWS to enhance cyber resilience, integrating Rubrik's Preemptive Recovery Engine and Security Cloud with AWS's secure infrastructure [13] - The company also announced that Rubrik Agent Cloud will work with Microsoft Copilot Studio, facilitating secure scaling of AI agents [14] Competitive Landscape - Despite its expanding clientele, Rubrik faces stiff competition from Fortinet, which is enhancing its cybersecurity ecosystem [18] - Fortinet's partnership with Armis aims to provide a unified security ecosystem, increasing competition in the cybersecurity market [19] Market Performance - Rubrik shares have declined by 30.1% over the past six months, underperforming the broader Zacks Computer and Technology sector, which returned 27.8% [7] - The company's stock is considered to have a stretched valuation, with a forward 12-month Price/Sales ratio of 9.07X, significantly higher than the industry's 4.87X [10]

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]

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