Financial Data and Key Metrics Changes - The company reported an 18% year-over-year increase in Annual Recurring Revenue (ARR), reaching $718.6 million [6][19] - Total revenues for the third quarter were $161.6 million, reflecting a 9% year-over-year growth [19] - Gross profit was $128.3 million, resulting in a gross margin of 79.4%, down from 85% in the same quarter last year [20] - Net income for the third quarter was $8.4 million, or $0.06 per diluted share, compared to $13.8 million, or $0.10 per diluted share, in the same period last year [21] Business Line Data and Key Metrics Changes - The SaaS business now accounts for 76% of total company ARR, indicating a successful transition to SaaS ahead of schedule [5][15] - SaaS revenues for the third quarter were $125.8 million, while term license subscription revenues were $24.8 million [19] - The company experienced weaker than expected renewals in both federal and non-federal on-premises subscription businesses, impacting overall performance [7][16] Market Data and Key Metrics Changes - The federal business has historically contributed around 5% of total ARR, with recent renewals showing a decline [81] - The company noted that the decline in renewal rates was observed in both federal and non-federal sectors, leading to adjustments in guidance [81] Company Strategy and Development Direction - The company plans to end-of-life its self-hosted solution by December 31, 2026, to focus entirely on its SaaS offerings [7][15] - Investments in partnerships, particularly with Microsoft, and acquisitions like Cyral and SlashNext are expected to drive future growth [12][56] - The company aims to enhance its SaaS platform's capabilities, particularly in data security and compliance, to meet evolving customer needs [10][12] Management's Comments on Operating Environment and Future Outlook - Management expressed disappointment with the performance of the on-prem business but remains confident in the SaaS business's growth potential [23] - The company is taking a conservative approach to guidance, reflecting recent underperformance and the decision to phase out on-prem solutions [8][22] - There is a strong demand for the SaaS platform, driven by automation and the need for enhanced data security in the age of AI [11][12] Other Important Information - The company generated $111.6 million of free cash flow year-to-date, up from $88.6 million in the same period last year [19] - A $115 million share repurchase program has been authorized by the board, supported by a strong balance sheet [23] Q&A Session Summary Question: What led to the decision to reduce the federal team? - Management indicated that the federal business has not performed as expected, prompting a reevaluation of strategy and a reduction in team size to focus on SaaS transitions [26] Question: What were the reasons for lower on-prem renewals? - Management noted that there was no single theme for the non-renewals, but issues with account management and a focus on SaaS customers contributed to the decline [30][42] Question: How does the company plan to address the churn in the on-prem business? - The company is focusing on improving account management and ensuring that customers understand the value of transitioning to SaaS [30][69] Question: What is the expected contribution from recent acquisitions? - Management expressed confidence that acquisitions like SlashNext and Cyral will enhance the company's offerings and drive growth [56] Question: Is there a risk of alienating customers with the push to SaaS? - Management believes that moving to a 100% SaaS model is essential for operational efficiency and customer value, despite potential pushback from some customers [59][63]

Financial Data and Key Metrics Changes - The company reported an 18% year-over-year increase in Annual Recurring Revenue (ARR), reaching $718.6 million [6][19] - Total revenues for the third quarter were $161.6 million, reflecting a 9% year-over-year growth [19] - Free cash flow for the year-to-date was $111.6 million, up from $88.6 million in the same period last year [19][22] - Gross profit for Q3 was $128.3 million, with a gross margin of 79.4%, down from 85% in Q3 2024 [20] Business Line Data and Key Metrics Changes - The SaaS business now accounts for 76% of total company ARR, indicating a successful transition to SaaS [5][15] - SaaS revenues for the third quarter were $125.8 million, while term license subscription revenues were $24.8 million [19] - The company experienced weaker than expected renewals in both federal and non-federal on-premises subscription businesses [7][16] Market Data and Key Metrics Changes - The federal business has historically contributed around 5% of total ARR, but faced headwinds in renewals during Q3 [78] - The company noted strong demand for its SaaS platform, particularly in cloud environments, which represents a significant growth opportunity [9][15] Company Strategy and Development Direction - The company plans to end-of-life its self-hosted solution by December 31, 2026, to focus entirely on its SaaS offerings [7][15] - Investments in partnerships, particularly with Microsoft, are aimed at enhancing integration and capitalizing on AI-related data security needs [11][12] - The company is focusing on upselling existing SaaS customers and expanding its market potential [9][18] Management's Comments on Operating Environment and Future Outlook - Management expressed disappointment with the performance of the on-prem business but remains confident in the SaaS business's growth potential [23] - The company is taking a conservative approach to guidance for Q4, reflecting the recent underperformance in renewals [17][22] - Management highlighted the importance of addressing customer needs and ensuring effective account management to improve renewal rates [30][44] Other Important Information - The company has authorized a $115 million share repurchase program, supported by a strong balance sheet with over $1 billion in liquidity [23] - The company is implementing a 5% reduction in headcount to reallocate resources more effectively [8][23] Q&A Session Summary Question: What led to the decision to terminate some federal team members after receiving FedRAMP High authorization? - Management indicated that the federal business has not performed as expected, leading to a reevaluation of strategy and a reduction in team size to focus on SaaS transitions [26] Question: What were the reasons for lower than expected renewals in the on-prem business? - Management noted that there was no single common theme for the non-renewals, but identified issues with account management and customer engagement as contributing factors [30][67] Question: How does the company plan to address the churn in the non-SaaS ARR base? - Management is baking in conservatism in guidance and will evaluate Q4 performance to determine if the recent trends are isolated or indicative of a larger issue [38][75] Question: What is the expected contribution from recent acquisitions like SlashNext and Cyro? - Management expressed confidence that these acquisitions will enhance the company's offerings and contribute positively to growth [55] Question: Is the push to migrate to SaaS alienating some customers? - Management believes that moving to SaaS is essential for long-term value and efficiency, despite potential short-term challenges with some customers [58][61]

Core Insights - Varonis Systems, Inc. reported an 18% year-over-year increase in annual recurring revenues (ARR), reaching $718.6 million as of September 30, 2025 [6] - The company's SaaS ARR constituted approximately 76% of total ARR, reflecting strong demand for its SaaS platform [2][6] - The company generated $122.7 million in cash from operations year-to-date, compared to $90.9 million in the previous year [6] - Free cash flow for the year-to-date was $111.6 million, up from $88.6 million in the prior year [6] - Varonis announced a $150 million share repurchase authorization [6] Financial Performance - Total revenues for the third quarter were $161.6 million, compared to $148.1 million in the same quarter of 2024 [5] - SaaS revenues increased significantly to $125.8 million from $57.8 million year-over-year [5] - Term license subscription revenues decreased to $24.8 million from $68.8 million, primarily due to customer transitions to the SaaS platform [5] - Maintenance and services revenues also declined to $10.9 million from $21.5 million, again attributed to the shift to SaaS [5] - The GAAP operating loss was $35.9 million, compared to a loss of $23.6 million in the third quarter of 2024 [5] Business Developments - The company acquired SlashNext, enhancing its email security capabilities with AI-driven solutions [6] - Varonis launched new products, including Varonis Interceptor for email security and Next-Gen Database Activity Monitoring (DAM) for database security [6] - The company introduced AI identity protection for Salesforce Agentforce, improving visibility and control over data accessed by AI agents [6] Guidance and Outlook - Varonis has reduced its full-year ARR guidance due to lower-than-expected renewals in the Federal vertical and non-Federal on-prem subscription business [7] - The company anticipates a lower renewal rate for its on-prem subscription business in the fourth quarter [7]

Core Insights - Varonis Systems, Inc. reported a 19% year-over-year growth in annual recurring revenues (ARR), reaching $693.2 million as of June 30, 2025 [6][5] - The company’s SaaS ARR constituted approximately 69% of total ARR, indicating a significant shift towards SaaS offerings [2][5] - Year-to-date cash from operations increased to $89.3 million from $68.4 million in the previous year, while free cash flow rose to $82.7 million from $67.3 million [6][5] Financial Performance - Total revenues for the second quarter of 2025 were $152.2 million, up from $130.3 million in the same quarter of 2024 [5][6] - SaaS revenues surged to $105.9 million compared to $44.8 million in the second quarter of 2024, reflecting strong demand for the SaaS platform [5][6] - Term license subscription revenues decreased to $32.4 million from $62.7 million, primarily due to customer transitions to the SaaS platform [5][6] - Maintenance and services revenues also fell to $13.9 million from $22.8 million, again attributed to the shift towards SaaS [5][6] Operational Highlights - The company repurchased 1.0 million shares at an average price of $38.59, totaling $38.7 million, completing its share repurchase authorization [6] - Varonis announced a strategic partnership with Microsoft to enhance security for workplace AI, integrating its Data Security Platform with Microsoft's security offerings [6] - The company achieved FedRAMP Authorization, confirming that its unified SaaS platform meets stringent U.S. federal cloud security requirements [6] - Varonis introduced protection for OpenAI's ChatGPT Enterprise, enabling customers to monitor sensitive data uploads and prevent compliance violations [6] Future Outlook - Varonis raised its full-year ARR guidance and increased its expectation for the SaaS mix to 82% from 80% [2] - The company anticipates continued growth driven by the adoption of AI and increasing awareness of data-centric cloud and SaaS security [2]

Company Overview - Varonis' Annual Recurring Revenue (ARR) reached $664.3 million, representing a 19% year-over-year growth[8,44] - SaaS ARR constitutes approximately 61% of the total ARR[8,44] - The company's Year-To-Date (YTD) Operating Cash Flow is $68.0 million, and YTD Free Cash Flow is $65.3 million[8,44] Market Trends - The amount of data created globally is projected to grow at a compound annual growth rate of 24% by 2028, with unstructured data accounting for over 90% of the total data generated[18] - It is expected that 90% of organizations will adopt a hybrid cloud approach by 2027, and over 80% of enterprises are expected to use Generative AI by 2026[18] - The global average cost of a data breach in 2024 was $4.9 million, with 40% of breaches involving data stores across multiple environments[18] Financial Performance & Guidance - The company anticipates Annual Recurring Revenues (ARR) between $742.0 million and $750.0 million for the full year 2025, indicating a year-over-year growth of 16% to 17%[53] - The company projects total revenues between $610.0 million and $625.0 million for the full year 2025, representing a year-over-year growth of 11% to 13%[53] - The company expects Free Cash Flow between $120.0 million and $125.0 million for the full year 2025[53]