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]

IPO Market Overview - The IPO market has shown vibrancy despite a recent government shutdown that lasted 28 days, which temporarily impacted the process [1][2] - Notable companies going public include Circle and Bullish, which attracted significant retail and institutional interest, while Alliance Laundry represents slower, consistent growth [1] Government Shutdown Impact - The government shutdown hindered the SEC's ability to process and approve IPOs, affecting companies' timelines to go public before year-end [2] - Approximately 8 companies opted for a specific pricing avenue during the SEC shutdown, which allows for automatic effectiveness within a 20-day period, albeit with less flexibility [2] Investment Opportunities - A list of the 10 best new stocks to invest in has been compiled, focusing on those popular among elite hedge funds and analysts [3][5] - Netskope Inc. (NASDAQ:NTSK) is highlighted as a strong investment, with a price target of $30 set by TD Cowen, indicating a belief in its potential to disrupt a $150 billion total addressable market (TAM) and sustain over 30% revenue growth [8] - StandardAero Inc. (NYSE:SARO) is also noted for its recent expansion of a facility in Winnipeg, which aims to increase capacity for MRO services on key turbofan engines, supported by a $3 million contribution from the Manitoba provincial government [12][14]

Core Insights - The integration of Varonis Systems, Inc. with Microsoft Purview enhances visibility into sensitive data across various platforms, including Salesforce and Microsoft 365, aiding organizations in data security management [1][3] - This integration is particularly timely as organizations increasingly adopt AI applications, which have led to significant data growth and potential security risks [2][3] Company Overview - Varonis is a leader in data security, focusing on discovering, classifying, and protecting critical data through its cloud-native Data Security Platform [4][5] - The company provides a range of security solutions, including data security posture management (DSPM), data classification, and data loss prevention (DLP), among others [5] Integration Benefits - The collaboration between Varonis and Microsoft Purview eliminates data blind spots, strengthens risk posture, and simplifies security operations, providing a unified experience for data security teams [3] - Customers can easily enable Varonis data signals in Purview to gain insights into data assets and associated risks, enhancing their overall data security strategy [3]

Core Insights - Varonis Systems, Inc. has announced the integration of its Data Security Platform Management (DSPM) with Microsoft Purview, enhancing visibility into sensitive data across various platforms [1][2] - The integration aims to support organizations in safely adopting AI applications by providing increased visibility into sensitive data accessed by these tools, addressing the challenges posed by data growth and sprawl [2][3] - This collaboration is designed to eliminate blind spots, strengthen risk posture, and simplify security operations, allowing customers to manage data risks more effectively [3] Company Overview - Varonis is recognized as a leader in data security, focusing on discovering and classifying critical data, removing exposures, and detecting advanced threats through AI-powered automation [4] - The company provides a range of security solutions, including data security posture management (DSPM), data classification, data access governance (DAG), and more, catering to various environments such as SaaS, IaaS, and hybrid cloud [5] - Varonis emphasizes a proactive approach to data protection, prioritizing data security in its operations [6]

Core Insights - Netskope has announced the general availability of its enterprise security and AI integrations with Microsoft, enhancing data protection, threat prevention, and secure access for enterprise customers [1][9]. Integration with Microsoft Tools - The integration of Netskope One with Microsoft Purview provides comprehensive Data Loss Prevention (DLP) coverage, augmenting visibility and enforcement at the network layer with data classification and policies from Microsoft Purview [2]. - This integration expands Microsoft’s discovery and classification of sensitive data to tens of thousands of applications, including AI apps and unsanctioned cloud storage, ensuring increased consistency and policy enforcement across various environments [2]. - The Netskope One Advanced SSE integration with Microsoft Entra Global Secure Access (GSA) unifies security posture with Microsoft’s identity and access management, offering advanced DLP and Threat Protection capabilities [4]. CASB API for Microsoft 365 Copilot - The Netskope CASB API for Microsoft 365 Copilot is now available, providing advanced security and compliance controls for interactions with Microsoft 365 Copilot [6]. - This integration allows administrators to connect their managed Microsoft 365 Copilot instance to Netskope's CASB API, enhancing visibility and applying data-at-rest policies to ensure responsible AI adoption [6]. Industry Recognition - Netskope has been recognized as a leader in the 2025 Gartner Magic Quadrant for Security Service Edge and Secure Access Service Edge, as well as in the 2025 Forrester Wave for Secure Access Service Edge Solutions [7][8]. Strategic Collaboration - The collaboration between Netskope and Microsoft aims to empower organizations to embrace cloud and AI securely, facilitating a comprehensive Zero Trust architecture [9]. - The integrated solutions are available through the Microsoft Marketplace and Netskope Partners Worldwide, highlighting the commitment to meet the evolving needs of modern enterprises [9].

Summary of Microsoft Security Conference Call Company Overview - **Company**: Microsoft - **Industry**: Cybersecurity Key Points and Arguments Microsoft Security Business - Microsoft has the largest security business globally, with a comprehensive portfolio that includes six product families: threat protection, identity management, device management, data security, and generative AI security solutions [6][7][8] Current Cybersecurity Challenges 1. **Threat Landscape**: - Unprecedented levels of cyber threats, with password attacks increasing from 4,000 per second last year to 7,000 this year, totaling 600 million attacks daily [11][12] - Attackers can infiltrate organizations in an average of 72 minutes [13] - The cybercrime economy is valued at $9.2 trillion annually, with a 5x increase in tracked unique attackers from 300 to 1,500 [13] 2. **Data Risks**: - 20% of data breaches are caused by insiders, and over 80% of leaders express concern about data security, especially with the rise of AI [14] 3. **Complexity**: - Organizations typically use over 40 security tools, leading to fragmentation and complexity in security management [15][16] Trends and Solutions - **Generative AI**: - AI is being leveraged for both enhancing security measures and protecting AI systems themselves [17] - **Consolidation and Simplification**: - The need for end-to-end protection and integration of security solutions is emphasized [17] Microsoft’s Differentiation - **Signal Processing**: - Microsoft processes 84 trillion signals daily, a tenfold increase from five years ago, providing deep threat intelligence [20][21] - **Comprehensive Portfolio**: - Microsoft offers a broad range of integrated security solutions across 50 categories, ensuring holistic protection [22][23] - **Best of Breed Solutions**: - Microsoft leads in 19 security categories, showcasing its commitment to quality and innovation [23] AI and Security - AI is transforming the threat landscape, with attackers using AI for faster and more sophisticated attacks, including phishing and identity theft [29][30] - Microsoft is focused on protecting the entire AI stack and using AI to enhance its security measures [32][33] Collaborative Ecosystem - Microsoft emphasizes collaboration within the security industry, launching agents developed by partners to enhance its security offerings [36][40] Secure Future Initiative - Launched in 2023, this initiative focuses on Zero Trust principles and aims to integrate security into every aspect of Microsoft’s operations, with 34,000 engineers dedicated to this project [41][44][46] Market Position and Shareholder Value - Security is a top priority for organizations, making it a defensible investment that directly impacts shareholder value [65][66] - Microsoft’s security innovations are expected to drive customer value and maintain a competitive edge in the market [66][67] Final Thoughts - Microsoft is actively securing 2 million applications with its Defender product and is committed to enhancing its security portfolio, particularly in the realm of generative AI [68][69] Additional Important Content - The discussion highlights the critical role of security in enabling trust and operational efficiency within organizations, emphasizing that without security, the functionality of technology is severely compromised [63][64]

Core Insights - Varonis Systems, Inc. has announced a strategic partnership with Microsoft to enhance data security and compliance in the AI era [1][2] - The collaboration aims to integrate Varonis' Data Security Platform with Microsoft's security portfolio, including Microsoft Purview, to automate protection for sensitive data [2][3] Group 1: Partnership Details - The partnership will focus on securing the adoption of Microsoft Copilot and will deepen the integration between Varonis and Microsoft's security offerings [2] - An engineering-led plan is established to prevent unauthorized access to data by AI tools and agents [3] - Varonis' SaaS architecture on Microsoft Azure is designed to protect data and facilitate secure AI adoption [3] Group 2: Integration and Features - The integration with Microsoft Purview will provide unified data classification, permissions enforcement, and policy management across Microsoft 365, Azure, and other leading SaaS platforms [3] - This collaboration aims to help organizations reduce risk and simplify compliance as AI applications expand [3] Group 3: Company Overview - Varonis is recognized as a leader in data security, focusing on continuous discovery and classification of critical data, threat detection, and exposure removal [5][6] - The company offers a cloud-native Data Security Platform that automates various security outcomes, including data loss prevention and insider risk management [6]

Core Insights - Kyndryl has launched new services, Kyndryl Consult Data Security Posture Management, utilizing Microsoft Purview to enhance data protection, privacy, and risk mitigation capabilities for organizations [1][2][3] Group 1: Service Offerings - The new services combine Kyndryl's consulting expertise with Microsoft's advanced security technologies to help customers identify sensitive data, automate protection, and maximize the value of their data assets [2][3] - Kyndryl's services include proactive data risk management through automated discovery, classification, and protection, built-in encryption, data loss prevention, and compliance management [6] - The services aim to simplify IT environments by reducing complexity and risk exposure, providing centralized visibility of the entire data landscape [6] Group 2: Market Context - The Kyndryl AI Readiness Report indicates that while 86% of leaders are confident in their AI implementation, only 29% believe their AI is ready to manage future risks, highlighting the need for improved data management and security [2] - Organizations face significant challenges in managing complex IT environments while protecting sensitive data and meeting regulatory requirements [3] Group 3: Strategic Partnership - Kyndryl and Microsoft have established a global strategic alliance since November 2021, developing scalable security and resiliency services [4] - Kyndryl is a member of the Microsoft Intelligent Security Association (MISA), integrating solutions with Microsoft Security technology to better defend against cyber threats [4] Group 4: Compliance and AI Foundation - The services enhance risk and compliance readiness, helping customers meet regulatory requirements through Kyndryl's expertise in data privacy and security combined with Microsoft Purview's policy-driven security controls [6] - A secure data foundation is established to support responsible AI development, enabling secure management of sensitive information [6]