Qualys (QLYS) FY Conference Summary Company Overview - **Company**: Qualys (QLYS) - **Date of Conference**: August 12, 2025 - **Key Speakers**: CEO Sumedh Thakkar, CFO Jimmy Kim Key Points Financial Performance - **Growth**: Reported a 10% growth with a 45% EBITDA margin, indicating strong financial health [4][5] - **Net Retention Rate**: Increased from 103% to 104%, reflecting positive customer engagement and renewal rates [5] Market Dynamics - **Macro Environment**: The macroeconomic environment remains stable, with customers taking time to consider larger purchases [4] - **Vulnerability Management Evolution**: The shift towards unified risk management platforms is gaining traction as organizations face overwhelming amounts of vulnerability findings [7][10] Product Development and Strategy - **Unified Platform**: Qualys is transitioning to a unified platform for risk management, integrating vulnerability management, asset management, and patch management [7][10] - **Agentic AI Capabilities**: Introduction of agentic AI to enhance operational efficiency and reduce manual efforts in risk management [20][22] - **Federal Market Focus**: Qualys has achieved FedRAMP High certification, positioning itself to capture growth in the federal sector, which has historically been less than 5% of revenue [35][36] Competitive Landscape - **Consolidation in Security Tools**: Customers are overwhelmed by the number of security tools, leading to a demand for consolidation while maintaining best-of-breed solutions [11][14] - **Partnership Strategy**: Transitioning from a 60/40 direct to partner sales model to a 51/49 mix, emphasizing the importance of partners in scaling the business [39] Future Outlook - **Growth Projections**: Anticipated growth rate for the second half of the year is projected at 5-7%, with a full-year growth expectation of 6-8% [45] - **Investment in R&D**: R&D expenses grew by 15% year-over-year in Q2, reflecting ongoing investment in new products and market strategies [28] Additional Insights - **Talent Acquisition**: The company has successfully leveraged its engineering team in Pune, India, to maintain a competitive edge in talent acquisition and product development [31][32] - **Managed Risk Operations Center (MROC)**: Launched to provide partners with a new offering in risk management, allowing them to generate more service revenue [42][43] Conclusion - Qualys is positioned for continued growth through strategic investments in technology, partnerships, and a focus on federal opportunities, while navigating the complexities of the cybersecurity landscape and evolving customer needs [47][48]

Core Insights - Tenable has announced enhancements to its Vulnerability Priority Rating (VPR) system, utilizing generative AI to improve precision in identifying risks that pose the greatest threat to organizations [1][2]. Group 1: Tenable VPR Enhancements - The updated Tenable VPR now identifies only 1.6% of vulnerabilities as critical, significantly narrowing down from the 60% flagged by the Common Vulnerability Scoring System (CVSS) [2]. - The AI-driven enhancements provide twice the clarity and precision, allowing organizations to focus on vulnerabilities that represent actual business risks [2]. - Enhanced explainability and contextualization lead to faster mean-time-to-remediation and optimized resource allocation [2]. Group 2: User Experience and Feedback - Users, such as Jorge Orchilles from Verizon, have reported that Tenable VPR has significantly reduced the noise from thousands of vulnerabilities, enabling a focus on genuine threats [3]. - The system allows organizations to visualize the importance of exposures, their vulnerabilities, and how to address priority risks effectively [3]. Group 3: Key Features of Tenable VPR - AI-powered insights provide instant clarity on why an exposure matters, how it has been weaponized, and actionable mitigation guidance [4]. - Enhanced filtering and querying capabilities allow organizations to prioritize vulnerabilities based on real-world threats specific to their industry and region [4]. Group 4: Company Overview - Tenable is recognized as an exposure management company that helps organizations close cybersecurity gaps, thereby protecting business value, reputation, and trust [6]. - The company serves approximately 44,000 customers globally, providing a unified platform for security visibility and action across various environments [6].

Qualys (QLYS) FY Conference Summary Company Overview - **Company**: Qualys - **Industry**: Cybersecurity, specifically focusing on cyber risk management and vulnerability management - **Key Executives**: Sumit Dakar (CEO), Jume Kim (CFO) [1][2] Core Business Insights - **Vulnerability Management**: Qualys has been a pioneer in vulnerability management, evolving from basic detection to comprehensive cyber risk management solutions [3][4] - **Product Expansion**: The company has broadened its offerings to include remediation, patch management, asset management, and a risk operation center [4][5] - **Market Growth**: The number of vulnerabilities detected has increased significantly, necessitating a shift from merely identifying vulnerabilities to prioritizing and remediating them effectively [5][6] Financial Performance and Growth Strategy - **Growth Drivers**: Historically, growth has been driven by existing customers, with 15% of last twelve months (LTM) bookings coming from new products like Patch Management and CSAM [9][10] - **Future Growth**: The company anticipates continued growth from existing customers while also targeting new customer acquisition through enhanced value propositions [10][17] - **Financial Model**: Qualys maintains a focus on profitable growth, with a gross margin of 84% despite a shift towards more partner-driven sales [31][32] Product Development and Market Position - **Enterprise True Risk Solution**: This solution aims to provide a holistic view of cybersecurity risks, allowing customers to justify cybersecurity investments to stakeholders [11][12] - **Risk Operation Center**: A new offering that consolidates data from various tools to provide a comprehensive risk assessment, enabling better decision-making for customers [13][14] - **Cloud Security**: Qualys is actively expanding its cloud security capabilities, with 30 million agents deployed in public cloud environments [44][32] Partner Strategy and Market Dynamics - **Channel Focus**: The company is increasingly relying on channel partners for new customer acquisition and upselling, with a significant portion of deals now involving partners [25][29] - **Managed Services**: Qualys is enabling partners to offer risk monitoring services, which differ from traditional threat monitoring, thus expanding its market reach [22][24] - **Federal Market Opportunity**: The company is preparing to enhance its presence in the federal sector, particularly with the upcoming FedRAMP High certification, which will allow access to more federal agencies [33][34] Challenges and Future Outlook - **Sales Productivity**: While relationships with partners have improved, direct sales productivity has not met expectations, prompting a strategic shift towards channel partnerships [47][48] - **Investment in Federal Sector**: The company is committed to investing in the federal market, anticipating significant growth opportunities once FedRAMP High is achieved [35][36] - **Long-term Strategy**: Qualys aims to continue evolving its platform to meet the changing needs of customers, focusing on risk management and comprehensive cybersecurity solutions [17][32] Additional Insights - **Customer Engagement**: There is a notable increase in engagement from Chief Security Officers (CSOs) in discussions about risk management, indicating a shift in customer priorities [16][17] - **Market Confusion**: The distinction between vulnerability management, CSPM (Cloud Security Posture Management), and other security solutions is often misunderstood, but Qualys aims to clarify these roles [41][42] This summary encapsulates the key points discussed during the Qualys FY Conference, highlighting the company's strategic direction, market opportunities, and challenges ahead.

Group 1: Cybersecurity Industry Overview - Cybercrime has become a multi-trillion dollar issue, with its scope reportedly tripling over the past decade, making cybersecurity spending essential for businesses despite economic uncertainties [1] - The cybersecurity industry is expected to remain resilient as businesses prioritize protection against financial and reputational damage from breaches [13] Group 2: Company Profile - Tenable - Tenable is a leader in vulnerability management, focusing on proactive cybersecurity to help businesses address network weaknesses before exploitation [2] - The company has a market capitalization of approximately $3.7 billion, positioning it as one of the more affordable stocks in the cybersecurity sector [3] Group 3: Product Portfolio and Innovation - Tenable's Nessus platform is the most widely deployed vulnerability assessment solution, capable of identifying over 99,000 vulnerabilities with high accuracy and low false positive rates [5] - The launch of the Tenable One platform in 2022 integrates various cybersecurity products into a comprehensive exposure management solution, leveraging AI for vulnerability identification and risk assessment [6][7] Group 4: Financial Performance - In the first quarter of 2025, Tenable reported revenue of $239.1 million, an 11% increase year-over-year, surpassing management's forecast of $233 million [9] - Non-GAAP earnings per share for the quarter were $0.36, reflecting a 44% growth compared to the previous year, although the company reported a GAAP loss of $22.9 million due to stock-based compensation and acquisition costs [10][11] Group 5: Future Outlook and Market Potential - Management has slightly revised down its full-year revenue estimate from $976 million to $975 million and adjusted non-GAAP earnings-per-share guidance from $1.56 to $1.48 [12] - Tenable's stock is trading at a price-to-sales ratio of 4, making it cheaper than many peers, despite slower revenue growth compared to competitors like CrowdStrike [14][16] - The company is experiencing increased success in acquiring high-value customers, with plans to launch a new version of Tenable One that could enhance its market position [17] - Tenable has significant growth potential within its estimated $33 billion addressable market, particularly with the Tenable One platform attracting higher-spending clients [18]