Tenable (TENB) Q2 2025 Earnings Call July 30, 2025 04:30 PM ET Company ParticipantsErin Karney - VP - IRSteve Vintz - CFO, Co-CEO & DirectorMark Thurmond - Co-CEO & DirectorBrian Essex - Executive DirectorSaket Kalia - Managing DirectorJoe Vandrick - Associate Director - Equity ResearchRoger Boyd - Executive DirectorAndres Miranda Lopez - Equity Research AssociateJonathan Ruykhaver - Managing DirectorShaul Eyal - MD - Equity ResearchConference Call ParticipantsRob Owens - MD & Senior Research AnalystAndrew ...

Tenable (TENB) Q2 2025 Earnings Call July 30, 2025 04:30 PM ET Speaker0Greetings, and welcome to the Tenable Second Quarter twenty twenty five Earnings Conference Call. At this time, all participants are in a listen only mode. A brief question and answer session will follow the formal presentation. As a reminder, this conference is being recorded. It is now my pleasure to introduce your host, Erin Knee, Vice President, Investor Relations.Thank you. You may begin.Speaker1Thank you, operator, and thank you al ...

EXPOSURE MANAGEMENT REDUCING RISK IN A CLOUD-FIRST WORLD Forward-Looking Statements This presentation includes forward-looking statements. All statements contained in this presentation other than statements of historical facts, including statements regarding our future results of operations and financial position, our business strategy and plans and our objectives for future operations, are forward-looking statements. The words "anticipate," believe," "continue," "estimate," "expect," "intend," "may," "will ...

Core Insights - Tenable Holdings, Inc. reported a revenue of $247.3 million for Q2 2025, reflecting a 12% year-over-year growth, driven by the adoption of its exposure management platform [5][6] - The company achieved a non-GAAP operating margin of 19% and a GAAP operating margin of (3%) for the same period [5][6] - Tenable's leadership in exposure management is highlighted by significant customer expansions and strong competitive wins [2] Financial Highlights - Revenue increased to $247.3 million, up 12% year-over-year [5][6] - Calculated current billings reached $238.6 million, an 8% increase year-over-year [5][6] - Net cash provided by operating activities was $42.5 million, compared to $31.4 million in Q2 2024 [5][6] - Unlevered free cash flow was $44.3 million, up from $36.5 million in the same quarter last year [5][6] Business Developments - The company repurchased 2.0 million shares for $65.0 million and announced a $250 million expansion of its stock repurchase program [5][6] - Tenable completed the acquisition of Apex Security, enhancing its exposure management platform [5][6] - The launch of Tenable One connectors and advanced risk dashboards aims to provide a comprehensive view of organizational risk [5][6] Market Position - Tenable was named a "Major Player" in IDC's inaugural MarketScape report for Cloud-Native Application Protection Platforms (CNAPP) [5][6] - The company published the 2025 Cloud Security Risk Report, offering insights into current security challenges faced by organizations [5][6] - Tenable received two AI-powered security awards from the 2025 Globee Awards and 2025 Cybersecurity Excellence Awards [5][6]

Core Insights - Tenable One has achieved over 300 validated integrations, positioning it as the most interconnected exposure management platform in the market, enhancing visibility and risk reduction for security teams [1][2][3] Group 1: Platform Features and Benefits - The platform addresses the fragmentation in cybersecurity tools, which averages 83 per enterprise, by providing a unified view of the attack surface, thus reducing blind spots for security teams [2][3] - Tenable One integrates data from various security tools, including EDR, CNAPP, and PAM, to deliver a contextualized risk view, enabling teams to visualize attack paths and focus on critical exposures [3][4] - The platform automates remediation workflows and enhances collaboration across teams, significantly decreasing the time required to investigate and resolve security exposures [4] Group 2: Customer Impact and Ecosystem - Two-thirds of Tenable One customers utilize its integrations, with reported benefits including up to 10x greater visibility and a 75% reduction in time spent on data aggregation, allowing teams to concentrate on proactive risk management [5] - Tenable is launching a universal integrations connector to facilitate the development of custom integrations, reinforcing its commitment to an open ecosystem and enabling organizations to tailor the platform to their needs [6] Group 3: Partnerships and Industry Collaboration - Partnerships with companies like Splunk and ServiceNow enhance the platform's capabilities, allowing for faster threat detection and response through deep integration of exposure data [7][8] - The collaboration with CyberArk focuses on securing privileged access, combining vulnerability insights with intelligent controls to mitigate risks effectively [8]

Financial Performance - Q1 2025 revenue reached $239.1 million[12] - Q1 2025 unlevered free cash flow was $86.8 million[12] - Q1 2025 non-GAAP gross margin was 82%[12] - Q1 2025 recurring revenue was 96%[12] - The company forecasts revenue between $970 million and $980 million for the full year 2025[52] - The company forecasts unlevered free cash flow between $265 million and $275 million for the full year 2025[52] Market Position and Growth - The company is a category leader in Exposure Management[11] - The company has approximately 44,000 customers[12] - The company is ranked 1 in market share in Vulnerability Management[12, 23] - The total addressable market for cyber exposure is estimated at $33 billion with an 18% CAGR[29]

Core Insights - Tenable has been recognized as a Major Player in the inaugural IDC MarketScape: Worldwide Cloud-Native Application Protection Platform (CNAPP) 2025 Vendor Assessment, highlighting its strong position in the market [1][2]. Company Overview - Tenable is identified as an exposure management company that focuses on closing cybersecurity gaps that can undermine business value, reputation, and trust [7]. - The company serves approximately 44,000 customers globally, providing a unified security visibility and action platform that spans various environments, including IT infrastructure and cloud [7]. Product Capabilities - Tenable Cloud Security offers a comprehensive CNAPP solution that integrates seamlessly with Tenable One, enabling organizations to secure their entire cloud stack without needing additional tools [3]. - The platform provides tailored visibility for specific cloud providers such as AWS, GCP, Azure, and Oracle Cloud, simplifying the interpretation of security findings for personnel [4]. - It emphasizes context-rich prioritization and identity-intelligent risk analysis, allowing for the identification of critical vulnerabilities and toxic access combinations that may be overlooked by other solutions [4]. Market Recognition - The IDC MarketScape assessment involved structured discussions, interviews with market leaders, and end-user experiences, validating Tenable's strategies and capabilities in the CNAPP space [2]. - Eric Doerr, the chief product officer of Tenable, stated that this recognition underscores the company's commitment to helping customers manage risk across their cloud environments and overall attack surface [5].

Core Insights - Tenable Vulnerability Management has been awarded the 2025 Globee® Award for AI-Powered Vulnerability Management, highlighting its leadership in exposure management solutions [1] - The company emphasizes its commitment to innovation and proactive security, utilizing AI to enhance threat analysis and risk reduction for organizations [2] - Tenable's AI-powered approach has also been recognized with the AI-powered vulnerability management category of the 2025 Cybersecurity Excellence Awards [3] Company Developments - Tenable has acquired Apex Security to enhance its capabilities in securing AI attack surfaces, which will strengthen the Tenable One exposure management platform [4] - The integration of AI technologies aims to provide deeper visibility, control, and governance over AI initiatives, reinforcing the company's position in the cybersecurity market [4] - Tenable serves approximately 44,000 customers globally, focusing on reducing cybersecurity risks across various environments, including IT infrastructure and cloud [5]

Summary of Tenable Conference Call Company Overview - **Company**: Tenable - **Core Business**: Transitioned from vulnerability management (VM) to a broader exposure management platform, Tenable One, integrating various asset types and focusing on risk-based security [2][5][6] Key Points Industry Dynamics - **Market Position**: Tenable has expanded its total addressable market (TAM) significantly, now assessing assets in operational technology (OT), identity, cloud security, attack surface management, and web application security [5][6] - **Acquisitions**: Recent acquisitions include Vulcan and Apex, enhancing capabilities in integrating third-party assets and AI security [5][7][68] Financial Performance - **Q1 Performance**: Strong start to the year with all metrics beating guidance, but 2025 outlook lowered from 7%-9% to 6%-8% due to federal sector uncertainties and global trade scrutiny [8][9][10] - **Federal Sector Impact**: Approximately 15% of business tied to the federal sector, with reduced visibility affecting growth expectations [10][11][12] Growth Strategy - **Focus on Exposure Management**: Transitioning existing customers to Tenable One and consolidating multiple asset types onto one platform [6][41] - **AI Integration**: Leveraging AI for assessing generative AI usage within organizations, enhancing security measures [7][68] Competitive Landscape - **VM Market Concerns**: While growth in the VM market has moderated, Tenable continues to attract new customers, with 40%-50% being greenfield opportunities [28][30] - **Competitors**: Main competitors include Rapid7 and Qualys, with some presence from CrowdStrike and Microsoft. However, Tenable maintains strong win rates against these competitors [34][35][38] Customer Engagement - **Pipeline Development**: Strong demand for new integrations and features, with over 150 customers interested in demos post-Vulcan acquisition [49][50] - **Cloud Security Portfolio**: Tenable offers a full CNAP solution, competing effectively against Wizz and Palo Alto by leveraging its existing customer base [52][53] Financial Management - **Capital Allocation**: M&A remains a priority over share buybacks, with sufficient capital available for strategic investments [74][75] Leadership Structure - **Co-CEO Model**: Unique leadership structure with co-CEOs dividing responsibilities effectively, enhancing operational efficiency [78][82] Additional Insights - **Market Trends**: The shift towards exposure management reflects a broader industry trend of consolidating cybersecurity tools into comprehensive platforms [41][43] - **Customer Sentiment**: Concerns about pricing and vendor lock-in are influencing customer decisions, particularly in the cloud security space [56][59] This summary encapsulates the key insights and strategic directions discussed during the conference call, highlighting Tenable's position in the cybersecurity landscape and its plans for future growth.

Core Viewpoint - Tenable Holdings, Inc. intends to acquire Apex Security, Inc. to enhance its capabilities in managing cyber risks associated with the expanding AI attack surface [1][5]. Group 1: Acquisition Details - The acquisition aims to strengthen Tenable's ability to help organizations identify and mitigate cyber risks in an AI-driven environment [1]. - Apex Security, founded in 2023, has gained attention from notable investors and is recognized for its innovative approach to securing AI usage [3]. - The financial terms of the acquisition have not been disclosed, and the deal is expected to close later this quarter [5]. Group 2: Industry Context - The rapid expansion of generative AI tools and autonomous systems is increasing the attack surface, introducing new risks such as shadow AI applications and AI-generated code [2]. - Tenable's existing product, Tenable AI Aware, already assists thousands of organizations in detecting and assessing AI usage, and the addition of Apex's capabilities will enhance governance and policy enforcement [2][3]. - The integration of Apex's offerings into Tenable One is anticipated to deliver comprehensive exposure management solutions in the second half of 2025 [5]. Group 3: Strategic Implications - Tenable's strategy focuses on staying ahead of attack surface expansion by not only managing exposures but also eliminating them proactively [3]. - The acquisition aligns with the industry's trend of treating AI risks as part of broader exposure management rather than in isolation [4]. - The collaboration is expected to provide security teams with the necessary visibility and control to manage AI-generated exposure effectively [3][4].