Company Quick10K Filing
Closing Price ($) Shares Out (MM) Market Cap ($MM)
$0.00 124 $5,884
10-Q 2019-12-06 Quarter: 2019-10-31
10-K 2019-09-18 Annual: 2019-07-31
10-Q 2019-06-05 Quarter: 2019-04-30
10-Q 2019-03-06 Quarter: 2019-01-31
10-Q 2018-12-06 Quarter: 2018-10-31
10-K 2018-09-13 Annual: 2018-07-31
10-Q 2018-06-07 Quarter: 2018-04-30
S-1 2018-02-16 Public Filing
8-K 2020-02-20 Earnings, Exhibits
8-K 2020-01-10 Shareholder Vote, Other Events, Exhibits
8-K 2019-12-03 Earnings, Exhibits
8-K 2019-09-12 Officers
8-K 2019-09-10 Earnings, Exhibits
8-K 2019-05-30 Earnings, Exhibits
8-K 2019-04-30 Enter Agreement, Off-BS Arrangement
8-K 2019-02-28 Earnings, Exhibits
8-K 2018-12-18 Shareholder Vote, Other Events
8-K 2018-12-04 Earnings, Exhibits
8-K 2018-10-05 Officers, Exhibits
8-K 2018-09-05 Earnings, Exhibits
8-K 2018-06-06 Earnings, Other Events, Exhibits
8-K 2018-04-30 Officers, Other Events, Exhibits
ZS 2019-10-31
Part I. Financial Information
Note 1. Business and Summary of Significant Accounting Policies
Note 2. Revenue Recognition
Note 3. Cash Equivalents and Short-Term Investments
Note 4. Fair Value Measurements
Note 5. Property and Equipment
Note 6. Goodwill and Acquired Intangible Assets
Note 7. Operating Leases
Note 8. Commitments and Contingencies
Note 9. Stock-Based Compensation
Note 10. Income Taxes
Note 11. Net Loss per Share Attributable To Common Stockholders
Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations
Item 3. Quantitative and Qualitative Disclosures About Market Risk
Item 4. Controls and Procedures
Part II. Other Information
Item 1. Legal Proceedings
Item 1A. Risk Factors
Item 2. Unregistered Sales of Equity Securities and Use of Proceeds
Item 6. Exhibits
EX-31.1 zsexhibit311q1fy2010q.htm
EX-31.2 zsexhibit312q1fy2010q.htm
EX-32.1 zsexhibit321q1fy2010q.htm

Zscaler Earnings 2019-10-31

ZS 10Q Quarterly Report

Balance SheetIncome StatementCash Flow

Comparables ($MM TTM)
Ticker M Cap Assets Liab Rev G Profit Net Inc EBITDA EV G Margin EV/EBITDA ROA
AZPN 8,614 903 510 598 541 263 334 8,542 90% 25.6 29%
PFPT 6,546 1,310 785 800 583 -114 -36 6,388 73% -177.7 -9%
ZS 5,884 604 296 303 243 -29 -28 5,806 80% -209.9 -5%
PEGA 5,548 941 383 878 574 -52 -38 5,393 65% -140.9 -6%
ZNGA 5,527 3,184 1,461 1,054 644 -174 -113 5,339 61% -47.2 -5%
CACI 5,340 5,087 2,715 4,986 331 280 487 6,945 7% 14.3 6%
SAIC 5,053 4,627 3,288 5,578 616 152 370 6,925 11% 18.7 3%
CARG 4,349 346 124 525 496 49 54 4,319 94% 80.3 14%
PRSP 3,749 6,118 3,963 4,344 1,062 74 659 5,922 24% 9.0 1%
CLGX 3,524 4,151 3,197 1,732 0 31 312 5,209 0% 16.7 1%


(Mark One)
For the quarterly period ended October 31, 2019
For the transition period from _to_
Commission File Number: 001-38413
(Exact Name of Registrant as Specified in its Charter)
(State or other jurisdiction of
incorporation or organization)
(I.R.S. Employer
Identification Number)
110 Rose Orchard Way
San Jose, California 95134
(Address of Principal executive offices)
Registrant’s telephone number, including area code: (408) 533-0288
Securities registered pursuant to Section 12(b) of the Act:
Title of each classTrading Symbol(s)Name of each exchange on which registered
Common Stock, $0.001 Par ValueZSThe Nasdaq Stock Market LLC

Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes ý No ☐
Indicate by check mark whether the registrant has submitted electronically, every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files) Yes ý No
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of "large accelerated filer," "accelerated filer," "smaller reporting company" and "emerging growth company" in Rule 12b-2 of the Exchange Act.
Large accelerated filerýAccelerated filer
Non-accelerated filerSmaller reporting company
Emerging growth company
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes No ý
As of November 29, 2019, the number of shares of registrant’s common stock outstanding was 127,957,453.

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Page No.

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This Quarterly Report on Form 10-Q contains forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995, including but not limited to, statements regarding our financial outlook and market positioning. These forward-looking statements are made as of the date they were first issued and were based on current expectations, estimates, forecasts and projections as well as the beliefs and assumptions of management. The words "believe," "may," "will," "potentially," "estimate," "continue," "anticipate," "intend," "could," "would," "project," "plan," "expect," and similar expressions that convey uncertainty of future events or outcomes are intended to identify forward-looking statements.
These forward-looking statements include, but are not limited to, statements concerning the following:
our future financial performance, including our expectations regarding our revenue, cost of revenue, gross profit or gross margin, operating expenses (including changes in sales and marketing, research and development and general and administrative expenses), and our ability to achieve, and maintain, future profitability;
market acceptance of our cloud platform;
the effects of increased competition in our markets and our ability to compete effectively;
our ability to maintain the security and availability of our cloud platform;
our ability to maintain and expand our customer base, including by attracting new customers;
our ability to develop new solutions, or enhancements to our existing solutions, and bring them to market in a timely manner;
market acceptance of any new solutions or enhancements to our existing solutions;
anticipated trends, growth rates and challenges in our business and in the markets in which we operate;
our business plan and our ability to effectively manage our growth and associated investments;
beliefs about and objectives for future operations;
beliefs about and objectives for future acquisitions, strategic investments, partnerships and alliances;
our relationships with third parties, including channel partners;
our ability to maintain, protect and enhance our intellectual property rights;
our ability to successfully defend litigation brought against us;
our ability to successfully expand in our existing markets and into new markets;
sufficiency of cash to meet cash needs for at least the next 12 months;
our ability to comply with laws and regulations that currently apply or become applicable to our business both in the United States and internationally;
beliefs about the impacts of legal and geopolitical developments upon our business;
the attraction and retention of qualified employees and key personnel; and
the future trading prices of our common stock.

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These forward-looking statements are subject to a number of risks, uncertainties and assumptions, including those described in "Risk Factors" elsewhere in this Quarterly Report on Form 10-Q. Moreover, we operate in a very competitive and rapidly changing environment, and new risks emerge from time to time. It is not possible for our management to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause actual results to differ materially from those contained in any forward-looking statements we may make. In light of these risks, uncertainties and assumptions, the forward-looking events and circumstances discussed in this Quarterly Report on Form 10-Q may not occur and actual results could differ materially and adversely from those anticipated or implied in the forward-looking statements and you should not place undue reliance on our forward-looking statements.
The forward-looking statements made in this Quarterly Report on Form 10-Q relate only to events as of the date on which the statements are made. We undertake no obligation to update any forward-looking statements made in this Quarterly Report on Form 10-Q to reflect events or circumstances after the date of this Quarterly Report on Form 10-Q or to reflect new information or the occurrence of unanticipated events, except as required by law.
You should read this Quarterly Report on Form 10-Q in conjunction with the audited consolidated financial statements and related notes in our Annual Report on Form 10-K for the fiscal year ended July 31, 2019 filed with the Securities and Exchange Commission, or the SEC, on September 18, 2019.


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Item. 1 Financial Statements
Condensed Consolidated Balance Sheets
(in thousands, except per share amounts)

October 31, 2019July 31, 2019
Current assets:
Cash and cash equivalents$69,346  $78,484  
Short-term investments308,285  286,162  
Accounts receivable, net70,482  93,341  
Deferred contract acquisition costs22,060  21,219  
Prepaid expenses and other current assets18,713  16,880  
Total current assets488,886  496,086  
Property and equipment, net48,361  41,046  
Operating lease right-of-use assets32,585  —  
Deferred contract acquisition costs, noncurrent48,366  48,566  
Acquired intangible assets, net7,929  8,708  
Goodwill7,479  7,479  
Other noncurrent assets2,622  2,277  
Total assets$636,228  $604,162  
Liabilities and Stockholders’ Equity
Current liabilities:
Accounts payable$3,784  $6,208  
Accrued expenses and other current liabilities12,003  12,810  
Accrued compensation22,926  21,544  
Deferred revenue218,191  221,387  
Operating lease liabilities9,413  —  
Total current liabilities266,317  261,949  
Deferred revenue, noncurrent27,678  29,815  
Operating lease liabilities, noncurrent24,825  —  
Other noncurrent liabilities3,356  3,840  
Total liabilities322,176  295,604  
Commitments and contingencies (Note 8)
Stockholders’ Equity
Common stock; $0.001 par value; 1,000,000 shares authorized as of October 31, 2019 and July 31, 2019; 127,926 and 127,253 shares issued and outstanding as of October 31, 2019 and July 31, 2019, respectively
128  127  
Additional paid-in capital555,019  532,618  
Accumulated other comprehensive income436  268  
Accumulated deficit(241,531) (224,455) 
Total stockholders’ equity314,052  308,558  
Total liabilities and stockholders’ equity$636,228  $604,162  
The accompanying notes are an integral part of these condensed consolidated financial statements.

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Condensed Consolidated Statements of Operations
(in thousands, except per share amounts)

Three Months Ended October 31,
Revenue$93,590  $63,298  
Cost of revenue19,558  12,099  
Gross profit74,032  51,199  
Operating expenses:
Sales and marketing59,411  36,545  
Research and development20,271  13,186  
General and administrative12,625  10,131  
Total operating expenses92,307  59,862  
Loss from operations(18,275) (8,663) 
Interest income, net2,022  1,590  
Other expense, net(29) (188) 
Loss before income taxes(16,282) (7,261) 
Provision for income taxes794  327  
Net loss$(17,076) $(7,588) 
Net loss per share, basic and diluted
$(0.13) $(0.06) 
Weighted-average shares used in computing net loss per share, basic and diluted
127,548  120,587  
The accompanying notes are an integral part of these condensed consolidated financial statements.

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Condensed Consolidated Statements of Comprehensive Loss
(in thousands)

Three Months Ended October 31,
Net loss$(17,076) $(7,588) 
Other comprehensive income (loss), net of tax:
Unrealized net gains (losses) on available-for-sale securities168  (193) 
Other comprehensive income (loss)168  (193) 
Comprehensive loss$(16,908) $(7,781) 
The accompanying notes are an integral part of these condensed consolidated financial statements.


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Condensed Consolidated Statements of Stockholders’ Equity
(in thousands)
Three Months Ended October 31, 2019:
Common Stock Additional
Accumulated Other Comprehensive
Income (Loss)
Accumulated DeficitTotal
Stockholders’ Equity
Shares Amount  
Balance as of July 31, 2019127,253  $127  $532,618  $  $268  $(224,455) $308,558  
Issuance of common stock upon exercise of stock options545  1  3,058  —  —  —  3,059  
Vesting of restricted stock units128  —  —  —  —  —    
Vesting of early exercised common stock options—  —  131  —  —  —  131  
Stock-based compensation—  —  19,212  —  —  —  19,212  
Unrealized net gains on available-for-sale-securities, net of tax—  —  —  —  168  —  168  
Net loss—  —  —  —  —  (17,076) (17,076) 
Balance as of October 31, 2019127,926  $128  $555,019  $  $436  $(241,531) $314,052  
Three Months Ended October 31, 2018:
Common Stock Additional
Accumulated Other Comprehensive
Income (Loss)
Accumulated DeficitTotal
Stockholders’ Equity
Shares Amount  
Balance as of July 31, 2018119,764  $119  $438,392  $(2,051) $(124) $(196,100) $240,236  
Cumulative effect of accounting change—  —  (300) —  —  300    
Issuance of common stock upon exercise of stock options2,350  3  9,793  —  —  —  9,796  
Repurchases of unvested common stock(8) —  —  —  —  —    
Repayments of principal amount on notes receivable from stockholders
—  —  —  1,905  —  —  1,905  
Accrued interest on notes receivable from stockholders, net of repayments—  —  —  146  —  —  146  
Vesting of early exercised common stock options—  —  290  —  —  —  290  
Stock-based compensation—  —  7,586  —  —  —  7,586  
Unrealized net losses on available-for-sale-securities, net of tax—  —  —  —  (193) —  (193) 
Net loss—  —  —  —  —  (7,588) (7,588) 
Balance as of October 31, 2018122,106  $122  $455,761  $  $(317) $(203,388) $252,178  
The accompanying notes are an integral part of these condensed consolidated financial statements.


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Condensed Consolidated Statements of Cash Flows
(in thousands)
Three Months Ended October 31,
Cash Flows From Operating Activities
Net loss$(17,076) $(7,588) 
Adjustments to reconcile net loss to cash provided by operating activities:
Depreciation and amortization expense3,582  2,170  
Amortization expense of acquired intangible assets779  95  
Amortization of deferred contract acquisition costs5,535  4,324  
Amortization of operating lease right-of-use assets2,596  —  
Stock-based compensation expense18,376  7,586  
Deferred income taxes(49)   
Accretion of purchased discounts, net of amortization of investment premiums(300) (493) 
Other223  176  
Changes in operating assets and liabilities:
Accounts receivable22,859  12,383  
Deferred contract acquisition costs(6,176) (4,392) 
Prepaid expenses, other current and noncurrent assets(2,471) (1,138) 
Accounts payable(38) (768) 
Accrued expenses, other current and noncurrent liabilities(466) 2,110  
Accrued compensation1,382  (4,707) 
Deferred revenue(5,333) 1,256  
Operating lease liabilities(1,994) —  
Net cash provided by operating activities21,429  11,014  
Cash Flows From Investing Activities
Purchases of property and equipment(10,210) (5,414) 
Capitalized internal-use software(1,802) (356) 
Acquired intangible assets  (1,480) 
Purchases of short-term investments(88,410) (137,429) 
Proceeds from maturities of short-term investments66,796  29,333  
Net cash used in investing activities(33,626) (115,346) 
Cash Flows From Financing Activities
Payments of offering costs related to initial public offering  (230) 
Proceeds from issuance of common stock upon exercise of stock options3,059  9,796  
Repurchases of unvested common stock  (22) 
Repayments of notes receivable from stockholders  1,905  
Net cash provided by financing activities3,059  11,449  
Net decrease in cash, cash equivalents and restricted cash(9,138) (92,883) 
Cash, cash equivalents and restricted cash at beginning of period78,484  136,147  
Cash, cash equivalents and restricted cash at end of period$69,346  $43,264  
Supplemental Disclosure of Cash Flow Information:
Cash paid for income taxes, net of tax refunds$810  $517  
Noncash Activities:
Net change in purchased equipment included in accounts payable and accrued expenses$(1,893) $786  
Operating lease right-of-use assets obtained in exchange for operating lease obligations$18,237  $—  
Vesting of early exercised common stock options$131  $290  
Net change in deferred offering costs accrued$  $(230) 
Reconciliation of cash, cash equivalents and restricted cash to the consolidated balance sheets:
Cash and cash equivalents$69,346  $42,786  
Restricted cash, current  186  
Restricted cash, non-current  292  
Total cash, cash equivalents and restricted cash$69,346  $43,264  
The accompanying notes are an integral part of these condensed consolidated financial statements.

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Notes to Unaudited Condensed Consolidated Financial Statements
Note 1. Business and Summary of Significant Accounting Policies
Description of the Business
Zscaler, Inc. ("Zscaler," the "Company," "we," "us," or "our") is a cloud security company that developed a platform incorporating core security functionalities needed to enable users to safely utilize authorized applications and services based on an organization’s policies. Our solution is a purpose-built, multi-tenant, distributed cloud security platform that secures access for users and devices to applications and services, regardless of location. We deliver our solutions using a software-as-a-service ("SaaS") business model and sell subscriptions to customers to access our cloud platform, together with related support services. We were incorporated in Delaware in September 2007 and conduct business worldwide, with presence in North America, Europe and Asia. Our headquarters are in San Jose, California.
Basis of Presentation
The accompanying unaudited condensed consolidated financial statements have been prepared in conformity with accounting principles generally accepted in the United States ("U.S. GAAP") and applicable regulations of the Securities and Exchange Commission ("SEC") regarding interim financial reporting, and include the accounts of the Company and its wholly owned subsidiaries. All intercompany balances and transactions have been eliminated in consolidation.
Certain information and note disclosures normally included in the financial statements prepared in accordance with U.S. GAAP have been condensed or omitted pursuant to the applicable required disclosures and regulations of the SEC. Therefore, these unaudited condensed consolidated financial statements and accompanying footnotes should be read in conjunction with the Company's audited consolidated financial statements and related notes in its Annual Report on Form 10-K for the fiscal year ended July 31, 2019 (the "Fiscal 2019 Form 10-K"), as filed with the SEC on September 18, 2019.
JOBS Act Extended Transition Period
As a result of the market value of our common stock held by our non-affiliates as of January 31, 2019, we ceased to be an "emerging growth company" ("EGC"), as defined in the Jumpstart Our Business Startups Act of 2012 (the "JOBS Act"), with our transition to a large accelerated filer status as of July 31, 2019. As an EGC, we elected not to avail ourselves of the extended transition periods available for complying with new or revised accounting pronouncements applicable to public companies that are not emerging growth companies. Accordingly, the transition to a large accelerated filer did not have an impact to our consolidated financial statements.

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Interim Unaudited Condensed Consolidated Financial Statements
The accompanying condensed consolidated balance sheet as of July 31, 2019 was derived from the audited financial statements as of that date. The accompanying interim condensed consolidated financial statements, including the consolidated balance sheets as of October 31, 2019, the consolidated statements of operations for the three months ended October 31, 2019 and 2018, the consolidated statements of comprehensive loss for the three months ended October 31, 2019 and 2018, the consolidated statements of stockholders’ equity for the three months ended October 31, 2019 and 2018 and the consolidated statements of cash flows for the three months ended October 31, 2019 and 2018 are unaudited. The related financial data and the other financial information disclosed in the accompanying notes to these condensed consolidated financial statements are also unaudited. These interim unaudited condensed consolidated financial statements have been prepared on a basis consistent with our annual consolidated financial statements and, in our opinion, include all normal recurring adjustments necessary to state fairly our quarterly results. The results of operations for the three months ended October 31, 2019 are not necessarily indicative of the results to be expected for our fiscal year ending July 31, 2020 or for any other future fiscal year or interim period.
Use of Estimates
The preparation of condensed consolidated financial statements in conformity with U.S. GAAP requires management to make estimates, judgments and assumptions that affect the amounts reported and disclosed in the financial statements and accompanying notes. Such estimates include, but are not limited to, the determination of revenue recognition, deferred revenue, deferred contract acquisition costs, valuation of acquired intangible assets, the period of benefit generated from our deferred contract acquisition costs, allowance for doubtful accounts, valuation of common stock options and stock-based awards, useful lives of property and equipment, useful lives of acquired intangible assets, loss contingencies related to litigation, valuation of deferred tax assets and the discount rate used for operating leases. Management determines these estimates and assumptions based on historical experience and on various other assumptions that are believed to be reasonable. Actual results could differ significantly from these estimates, and such differences may be material to the condensed consolidated financial statements.
Fiscal Year
Our fiscal year ends on July 31. References to fiscal 2020, for example, refer to our fiscal year ending July 31, 2020.
Significant Accounting Policies
Our significant accounting policies are described in the Fiscal 2019 Form 10-K. There have been no significant changes to these policies that have had a material impact on our condensed consolidated financial statements and related notes for the three months ended October 31, 2019 other than for the adoption of new accounting guidance related to leases effective August 1, 2019 further described below.
Operating Leases
We enter into operating lease arrangements for real estate assets related to office space and co-location assets related to space and racks at data center facilities. We determine if an arrangement contains a lease at its inception by assessing whether there is an identified asset and whether the arrangement conveys the right to control the use of the identified asset in exchange for consideration. Operating leases are included in "operating lease right-of-use assets," "operating lease liabilities," and "operating lease liabilities, noncurrent" in our condensed consolidated balance sheets. Right-of-use assets represent our right to use an underlying asset for the lease term and lease liabilities represent our obligation to make payments arising from the lease. Operating lease right-of-use assets and lease liabilities are recognized at the lease commencement date based on the present value of lease payments over the lease term. Lease payments consist of the fixed payments under the arrangement, less any lease incentives such as tenant improvement allowances. Variable costs, such as maintenance and utilities based on

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actual usage, are not included in the measurement of right-to-use assets and lease liabilities but are expensed when the event determining the amount of variable consideration to be paid occurs. As the implicit rate of our leases is not determinable, we use an incremental borrowing rate ("IBR") based on the information available at the lease commencement date in determining the present value of lease payments. The lease expense is recognized on a straight line basis over the lease term.
We generally use the base, non-cancelable lease term when recognizing the right-of-use assets and lease liabilities, unless it is reasonably certain that a renewal or termination option will be exercised. We account for lease components and non-lease components as a single lease component.
Leases with a term of twelve months or less are not recognized on the consolidated balance sheets. We recognize lease expense for these leases on a straight-line basis over the term of the lease.
Recently Adopted Accounting Pronouncements
In February 2016, the FASB issued ASU No. 2016-02, Leases (Topic 842) ("ASU 2016-02"), as amended, which requires recognition of lease assets and liabilities for leases with terms of more than 12 months. This standard is effective for fiscal years beginning after December 15, 2018, with early adoption permitted. We adopted this standard effective August 1, 2019 using the transitional provision which allows for the adoption of Topic 842 to be applied prospectively at the beginning of the fiscal year of adoption. As such, the condensed consolidated balance sheets for prior periods are not comparable to our fiscal 2020 periods. The adoption of this new standard resulted in the recognition of operating lease right-of-use assets of $16.9 million and operating lease liabilities of $18.0 million. We have elected the package of practical expedients permitted under the transition guidance, which allows us to carryforward our historical lease classification, our assessment on whether a contract is or contains a lease, and our initial direct costs for any leases that existed prior to adoption of the new standard. We have also elected to combine lease and non-lease components for real estate and co-location arrangements. In addition, we elected not to recognize lease liabilities and related right-of-use assets for leases that, at the lease commencement date, have a lease term of 12 months or less.
Recently Issued Accounting Pronouncements Not Yet Adopted
In June 2016, the FASB issued ASU No. 2016-13, Financial Instruments-Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments. This ASU amends guidance on reporting credit losses for assets held at amortized cost basis and available-for-sale debt securities to require that credit losses on available-for-sale debt securities be presented as an allowance rather than as a write-down. The measurement of credit losses for newly recognized financial assets and subsequent changes in the allowance for credit losses are recorded in the statements of operations. For public business entities, it is effective for fiscal years beginning after December 15, 2019, including interim periods within those fiscal years. Early adoption is permitted. We are currently evaluating the potential impact of this standard on our consolidated financial statements.

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Note 2. Revenue Recognition
Disaggregation of Revenue
Subscription and support revenue is recognized over time and accounted for approximately 99% of our revenue for the three months ended October 31, 2019 and 2018, respectively.
The following table summarizes the revenue by region based on the shipping address of customers who have contracted to use our cloud platform:
Three Months Ended October 31,
Amount% RevenueAmount% Revenue
(in thousands, except per percentage data)
United States$45,944  49 %$29,807  47 %
Europe, Middle East and Africa (*)38,288  41 %27,394  43 %
Asia Pacific7,821  8 %4,789  8 %
Other1,537  2 %1,308  2 %
Total $93,590  100 %$63,298  100 %
(*) Revenue from the United Kingdom ("U.K.") represented 10% of our revenue for the three months ended October 31, 2019 and 2018.
The following table summarizes the revenue from contracts by type of customer:
Three Months Ended October 31,
Amount% RevenueAmount% Revenue
(in thousands, except per percentage data)
Channel partners$90,243  96 %$60,019  95 %
Direct customers3,347  4 %3,279  5 %
Total $93,590  100 %$63,298  100 %
Significant Customers
No single customer accounted for 10% or more of our revenue for the three months ended October 31, 2019 and 2018. The following table summarizes 10% or more of the total balance of accounts receivable, net:
October 31, 2019July 31, 2019
Channel partner A
13 11 
Channel partner B
Channel partner C 10 
Channel partner D 12 
(*) Represents less than 10%.

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Contract Balances
Contract liabilities consist of deferred revenue and include payments received in advance of performance under the contract. Such amounts are recognized as revenue over the contractual period. For the three months ended October 31, 2019 and 2018, we recognized revenue of $84.1 million and $53.8 million, respectively, that was included in the corresponding contract liability balance at the beginning of these periods.
Remaining Performance Obligations
The typical subscription and support term is one to three years. Most of our subscription and support contracts are non-cancelable over the contractual term. However, customers typically have the right to terminate their contracts for cause, if we fail to perform. As of October 31, 2019, the aggregate amount of the transaction price allocated to remaining performance obligations was $554.7 million. We expect to recognize 56% of the transaction price over the next 12 months and 98% of the transaction price over the next three years, with the remainder recognized thereafter.
Costs to Obtain and Fulfill a Contract
We capitalize sales commission and associated payroll taxes paid to internal sales personnel that are incremental to the acquisition of channel partner and direct customer contracts. These costs are recorded as deferred contract acquisition costs in the condensed consolidated balance sheets.
The following table summarizes the activity of the deferred contract acquisition costs:
Three Months Ended October 31,
(in thousands)
Beginning balance
$69,785  $55,910  
Capitalization of contract acquisition costs
6,176  4,392  
Amortization of deferred contract acquisition costs
(5,535) (4,324) 
Ending balance
$70,426  $55,978  
Deferred contract acquisition costs, current
$22,060  $16,387  
Deferred contract acquisition costs, noncurrent
48,366  39,591  
Total deferred contract acquisition costs $70,426  $55,978  
Sales commissions accrued but not paid at October 31, 2019 and July 31, 2019, totaled $5.4 million and $9.0 million, respectively, which are included within accrued compensation in the condensed consolidated balance sheets.

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Note 3. Cash Equivalents and Short-Term Investments
Cash equivalents and short-term investments consisted of the following as of October 31, 2019:

Fair Value
Cash equivalents:(in thousands)
Money market funds$43,300  $  $  $43,300  
Short-term investments:
U.S. treasury securities$100,798  $401  $  $101,199  
U.S. government agency securities83,912  11  (80) 83,843  
Corporate debt securities122,974  308  (39) 123,243  
Total$307,684  $720  $(119) $308,285  
Total cash equivalents and short-term investments$350,984  $720  $(119) $351,585  
Cash equivalents and short-term investments consisted of the following as of July 31, 2019:

Fair Value
Cash equivalents:(in thousands)
Money market funds$55,036  $  $  $55,036  
Short-term investments:
U.S. treasury securities$125,042  $248  $(9) $125,281  
U.S. government agency securities64,689  7  (50) 64,646  
Corporate debt securities96,047  207  (19) 96,235  
Total$285,778  $462  $(78) $286,162  
Total cash equivalents and short-term investments$340,814  $462  $(78) $341,198  
The amortized cost and fair value of our short-term investments based on their stated maturities consisted of the following as of October 31, 2019:
Fair Value
(in thousands)
Due within one year$177,892  $178,341  
Due between one and two years129,792  129,944  
Total$307,684  $308,285  

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Short-term investments that were in an unrealized loss position consisted of the following as of October 31, 2019:
Less than 12 MonthsGreater than 12 MonthsTotal
(in thousands)
U.S. government agency securities$40,467  $(63) $20,113  $(17) $60,580  $(80) 
Corporate debt securities40,760  (38) 1,000  (1) 41,760  (39) 
Total$81,227  $(101) $21,113  $(18) $102,340  $(119) 
The unrealized losses for the above securities as of October 31, 2019 were primarily attributable to changes in interest rates.
Short-term investments that were in an unrealized loss position consisted of the following as of July 31, 2019:
Less than 12 MonthsGreater than 12 MonthsTotal
(in thousands)
U.S. treasury securities$5,719  $(9) $  $  $5,719  $(9) 
U.S. government agency securities36,550  (37) 9,992  </