Greetings and welcome to Tenable Quarter Two of 2022 Earnings Conference Call. At this time, all participants are in listen-only mode. A question-and-answer session will follow the formal presentation. [Operator Instructions] As a reminder, this conference is being recorded. I will now turn the conference over to your host, Erin Karney, Senior Director, Investor Relations. Please go ahead.

Thank you, operator, and thank you all for joining us on today's conference call to discuss Tenable's first quarter 2022 financial results. With me on the call today are Amit Yoran, our Chief Executive Officer; and Steve Vintz, our Chief Financial Officer. Prior to this call, we issued a press release announcing our financial results for the quarter. You can find the press release on the IR website at tenable.com. Before we begin, let me remind you that we will make forward-looking statements during the course of this call, including statements relating to our guidance and expectations for the third quarter and full year 2022, growth and drivers in our business, changes in the threat landscape in the security industry and our competitive position in the market, growth in our customer demand for and adoption of our solutions; the potential benefits and financial impact of our acquisitions, including our recent acquisition of Cymptom and Bit Discovery; planned innovation and new products and services; our expectations regarding long-term profitability and our ability to attract and retain employees and its impact on our business. These forward-looking statements involve risks and uncertainties, some of which are beyond our control, which could cause actual results to differ materially from those anticipated by these statements. You should not rely upon forward-looking statements as a prediction of future events. Forward-looking statements represent our management's beliefs and assumptions only as of today and should not be considered representative of our views as of any subsequent date. We disclaim any obligation to update any forward-looking statements or outlook. For a further discussion of the material risks and other important factors that could affect our actual results, please refer to those contained in our most recent annual report on Form 10-K and subsequent reports that we file with the SEC, which are available on the SEC website at sec.gov. In addition, during today's call, we will discuss non-GAAP financial measures. These non-GAAP financial measures are in addition to and not a substitute for or superior to measures of financial performance prepared in accordance with GAAP. There are a number of limitations related to the use of these non-GAAP financial measures versus their closest GAAP equivalent. Our earnings release that we issued today includes GAAP to non-GAAP reconciliations for these measures and is also available on the Investor Relations section of our website. I will now turn the call over to Amit.

Thank you, Erin. Today I will discuss our strong financial performance in Q2, strong demand, and the continued progress of our Cyber Exposure management platform. With that, let me first touch on our Q2 results. We delivered strong CCB growth for the quarter at 27%, which we achieved despite the macro environment. We believe cybersecurity and specifically, Cyber Exposure management remains a top strategic focus for organizations and will continue to be a spending priority. Against this backdrop, we're also very pleased to deliver compelling top and bottom-line results and EPS and unlevered free cash flow were both notably above expectations for the quarter. Our business navigated a number of ebbs and flows during the quarter that we believe are a direct result of the complicated environment our customers are operating in. We saw a few dynamics play out during the quarter, North America delivered above expectations led by Tenable.ep platform sales. Conversely, international business in most regions did not grow as fast as we expected going into the quarter, which Steve will cover in more detail. As far as the business as a whole, deals are going through more scrutiny than they typically do. Overall demand remains strong even with increased inspection on a customer-by-customer basis. Coming out of the quarter, there were a number of things that substantiated our conviction around our business even in the short-term. Security remains a key budget priority and a defensible spend for our customers. Customers continue to face an expanding attack surface and need to properly identify their exposure and their understanding of risk. EP is an incredibly efficient way to consume our product as customers look to a more comprehensive assessment of risks. We have seen this with the strengthen EP adoption and exposure solutions more broadly. A great example of…

Thanks Amit. As Amit mentioned earlier, we are pleased with our results for the second quarter, highlighted by good topline growth, a sizable beaten EPS, and strong unlevered free cash flow. There are a confluence of factors related to the broader market that impacted our results, but we are pleased with our execution in the quarter despite a more cautious spend environment. I will provide more commentary momentarily. But first, please note that all financial results we discussed today are non-GAAP financial measures with the exception of revenue. As Erin mentioned at the start of this call, GAAP to non-GAAP reconciliations may be found in our earnings release issued earlier today, which is posted on our website. Now, on to the results for our quarter. Calculated current billings to find this the changing current deferred revenue plus revenue recognized in the quarter grew 27% year-over-year to $174.1 million and benefited from our continued investment in our platform strategy and go-to-market efforts. The fundamentals of our business remain very strong and we are pleased with the demand overall in the quarter. But it was mixed across geographies as North America exceeded our expectations, while our international theaters encountered headwinds and fell short of expectations. As a reminder, we go to market using a two-tier channel model with our customer contracts denominated in U.S. dollars. During the quarter, the U.S. dollar strengthened compared to other currencies, which made our products more expensive and that combined with other macro considerations impacted our international sales. In addition, on a global basis, we experienced deeper levels of inspection and more approvals with some customers. Despite that, we are pleased with our CCB growth and had one of our best quarters in terms of adding new customers and transacting large deals. Specifically, we added 540 new…

Thanks Steve. We hope to see many of you at the Canaccord and Piper Conferences in the coming weeks. We now like to open the call up for questions.

Thank you. Ladies and gentlemen, at this time, we will be conducting a question-and-answer session. [Operator Instructions] The first question comes from Hamza Fodderwala of Morgan Stanley.

Hey guys. Good evening. Thank you for taking my question. Steve, for you, I just want to be really specific. So, it seems like just the negatives and the quarter were international sounds like Europe coming in slower than expected, the higher scrutinization of deals that was exclusively to Europe, and then FX basically making the products more expensive. Was there anything in North America or other regions that you saw that that was driving that scrutinization, as well as or was it just concentrated in Europe?

I would say, first of all, overall, we're pleased with performance in the quarter, we grew CCB 27% and as you know, we added a lot of new customers 540 new enterprise platform customers, we transacted a bunch of large deals. So, one of our best quarters in terms of momentum. As I called out earlier, performance was mixed. We saw significant trends in North America, which is our largest theater. But international fell short of expectations for some of the reasons that you mentioned. In terms -- generally, we are seeing more levels of scrutiny in review, but we were over able to overcome this, because we saw strengths and our enterprise business. So, we're just commenting on the current environment in terms of what we're seeing. And by the way, I refer to internationally broadly, but it's more specifically in EMEA, which is what you had mentioned before. And I will say that that is not pervasive across all countries, right? In our international theaters, and specifically in Europe, not across all countries. It's more customer-by-customer basis. It's based on specific company budget dynamics industry, geo, and we saw strength in major sectors, including in Europe. So, obviously, overall, we're pleased with our results for the quarter. We're raising CCB guidance for the year and we think we're set up for success for the second half of the year.

Just one quick follow-up on that. When it comes to international, are you increasing the level of discounting for your products? And is that something that's reflected in the back half guide?

No, we're not. We did not see that in the second quarter levels of discounting increase. We're mindful of that as we enter the second half of the year. But we're spending a lot of time looking at pipelines. We feel really good about our pipelines as we head into the second half of the year, not just the size, but also the shape and maturity of it. activity levels are high. And we're looking at all forecasts lenses, say a lot of time qualifying opportunities. We feel good about the second half of the year, and we're at our setup.

Okay. Thank you.

The next question comes from Rob Owens of Piper Sandler.

Great, thank you guys for taking away my question. Maybe like Hamza, I'll sneak in one as well. We'd love to better understand this the higher levels of scrutinization I guess juxtapose what you're seeing with your enterprise customers in large deals, the success on that front? And as we enter the third quarter, just any broad brushes around government. Thanks.

Yes, thanks. Great. Great question. I'll chime in and I'll say, listen, it's just a tough macro environment and as a result, , many customers and it's on a region-by-region basis on a customer-by-customer basis. Many customers are looking at their spend, at their expense basis and they're scrutinizing every contract every opportunity. Security remains top of list. We are not seeing a high level of customers abandoning their position in pipeline. Deals continue to move forward in the pipeline, there's just additional signatures to get in the process that companies are putting, -- putting in place on a on a customer-by-customer basis. But again, pipeline continues to build at a healthy rate, has never been stronger than it is today, deals continue to move forward in the pipeline, and we feel exceptionally confident in how we're set up going into the third quarter and going into the year. You asked specifically about public sector. We had a good quarter in the public sector, I'd say kind of in line with expectations, including a seven-figure transaction at the state level. Globally, public sector did really well and we continue to invest with a high degree of confidence in the public sector, seeing strong opportunity in our pipe, seeing more transactions, and seeing longer transactions than we've seen at any point in recent history. So, again, we feel as well set up as we can going into the third quarter.

Thanks for the color.

The next question comes from Saket Kalia - Barclays.

Excellent. Hey, guys. Thanks for taking my question here. Steve, I'll keep it to one and maybe just for you. Can you just dig into the dynamic that you mentioned on AD a little bit for upfront revenue? I think you said it's about $4 million or $5 million less contribution this year. Can you just flush that out a little bit? Is that on revenue? Is it on CCB. And why the change?

Yes, the $4 million to $5 million is on for AD on prem, the second half of the year, specifically the second half of the year. So, we're taking the $4 million to $5 million out of our guidance. And so we're just seeing slightly different mix. That said, we are very pleased overall with our ability to sell identity security as a standalone offering and to our customer base. We've demonstrated success doing that and now part of a broader offering and Tenable.ep. Now, with regard to the latter, I think it's important to note, we've integrated AD security into EP as well as cloud security. And we're actually seeing -- historically, we're seeing a 60% uplift in Tenable.ep, our unified exposure management platform relative to our core VM offering and we're now seeing a 70% uplift. So, we're having success, transacting larger deals specifically because of EP, certainly AD is an important part of that. But our guidance reflects lower contribution due to less expected AD on prem revenue.

Yes, Saket just to clarify the AD on prem revenue is all recognized upfront, so it has a disproportionate impact on the quarter and our expectations for maybe the year.

And AD is our only product that has upfront revenue recognition. Every -- all the other products are ratable.

Okay, so just to be clear, just to put a bow on this topic. It doesn't sound like all the CCB expectation for AD is going down in totality, just the mix of what is cloud versus on prem. Is that right or are we getting the expectation?

Exactly.

Okay?

That is right. That's why you saw the outperformance in CCB. That's why we're -- we pass on a beat and we're also raising in CCB. We have not raised our outlook for revenue because we're reflecting less upfront revenue related to standalone AD on prem.

Got it. Very helpful. Thanks for the clarification.

Next question comes from Mike Cikos of Needham & Co.

Hey, guys, thanks for getting me on the line here. I just wanted to circle back to that increased scrutiny that you guys are seeing. Can you help us think through when that dynamic really started to come into play for the international markets that increased scrutiny? And maybe it'd be helpful to talk through how that trended through the quarter through July like you'll seeing that as a result of the scrutiny, are those deals extending with more constituents sitting around the table? Has that deteriorated further as we've gone from May to June to July or I think has been relatively stable when we start thinking through that scrutiny that you guys were talking to earlier?

Yes, we saw that scrutiny really he kick-in in June and things have been relatively consistent since then. Again, the sales team has a lot of confidence they continue to enter deals into the pipe deals continue to move through the pipeline, there's just more signatures to get in order to close transactions. I don't think it's specific to Tenable. I don't think it's specific to security. I think largely speaking we do not hear the sales team tell us the budgets are going away. We don't hear them telling us that deals are going away. It's just a matter of some transactions on a customer by customer basis require additional signatures. And as you note, in certain instances that can kick -- prolong the sales cycle. But we feel exceptionally confident given the pipe and the progress through the pipe in second half of the year and that's reflected in the increase in CCB.

That's very helpful. Thank you. And if I could just squeeze one more in, when looking at the strength of the new enterprise platform customers added or even the customers over $100,000 in ACV at period end, you guys had some strong numbers when looking at those metrics. And I just think it would be helpful to frame out for the investment community here. But can you help us think through the segments that you guys are working through? If I think about like enterprise versus mid-market versus SMB, if I stratify your customer base according to those different parameters, we're starting to see a different behavior coming out of enterprise versus maybe mid-market. And maybe remind the two as far as your exposure to each of those different stratifications would be helpful as well. Thank you.

Yes. So as we commented earlier, we had one of our best quarters in terms of customer demand in terms of new enterprise platform customers, and large deals. So, really strong. And if you kind of look disaggregate that, we saw significant contribution from enterprise as well as commercial. Both are working well in aggregate globally for the company. Commercial, which we'll say is mid-market is certainly an area of opportunity for us. We're building out a commercial team in APAC, and we're seeing outperformance there. But overall, we saw strength in both our large and mid-market, both commercial as well as enterprise. And of course, exceptional strength in North America and as we commented earlier, EP is figuring prominently here. We're transacting larger deal sizes. It's covering more areas of the attack surface and we're getting -- now getting a 70% uplift relative to our core VM offering.

Thank you for the color.

Thank you. The next question comes from Brad Reback of Stifel.

Great. Thanks very much. Steve, with respect to the 2H guide, how should we think about what you've modeled in for international and domestic? So, I think you talked about international having pockets of weakness. So, are you assuming that, it's just those pockets going forward? And that you just -- domestically, it's been very strong. Do you expect that strength to continue in the guide? Whatever type of moderation you've put in there would be great to highlight? Thanks.

Yes. I think some of the trends that we saw in the second quarter were expecting to play out for the second half of the year. I will say, the secular trends of our business are very strong and we're seeing healthy levels of demand. Now, North America was strong, and we expect it to continue to be this second half of the year. Our guidance reflects not only what we experienced in Q2, but what we also saw in July. And so we're taking everything into account. We have a lot of confidence in our ability to execute. And so it's really a continuation of trends.

Great. Thanks very much.

The next question comes from Brian Essex of Goldman Sachs.

Great. Thank you and thank you for taking the question. I was wondering if you could dig in a little bit on the sales side. I mean, I think you guys, last quarter, talked about elevated hiring in the front half of the year. How does that pan out? Is there any way you can parse that out by geography and level of success attracting and retaining talent where you need it? And are we looking at maybe an elevated spend in the front half of the year with better leverage in the back half of the year? Or given the current macro situation has any of that changed at all?

This is Steve. I'll start. Our hiring is an area that we called out earlier. So, we are continuing to hire and invest. So, significant levels of hires in the first half of the year, specifically in Q2, so we're adding quota capacity and obviously -- not just domestically but also abroad, and that's really important. Coming into the year, we increased quotas. Productivity levels continue to be healthy globally and so my expectation in the second half of the year is that you'll see, a leverage in the business and our guidance reflects that. So overall, we think we're striking the right balance between growth and investment. We do not want to moderate the level of investment, right, just given what we're seeing outperformance in CCB and sales. While performance may have been mixed globally across the board, across various theaters, we have a lot of confidence in our business and we expect continued success in the second half of the year. So yes, we're still continuing to lean in and invest both on the sales side as well as engineering.

Great. That super helpful. I’m going to keep it to that one question. Thank you.

The next question comes from Jonathan Ho of William Blair.

Hi. Good afternoon. Can you maybe help us understand or quantify the FX impact and international underperformance on the business this quarter? And maybe what your assumptions are around guidance on the magnitude of that impact going forward?

Sure. So I think Jonathan's question's around FX. I'll start and feel free to interject. So as a reminder, our customer contracts are denominated in US dollars. In terms of operating expenses, there was a $1 million benefit sequentially from the stronger dollar impacting expenses in local currency, impact was primarily due to fluctuations in the euro and well, say the British pound. Further, the re-measurement of cash and other monetary balances in local currency that means outside of the US resulted in a $1.8 million loss, which is reflected in other income so below the line. Average rate in Q2 was like $1.07 for the euro, $1.26 for the pound. We're expecting something similar for the second half of the year.

Yes. I guess, the only thing I would add to that is, broadly speaking, strong demand, including in international markets, and that's reflected in the increase in CCB and confidence in the business that you're hearing on the call, the primary discrepancy is probably the recognition of AD on-prem revenue. And so for that reason, not raising the revenue guide here but more broadly speaking, we feel really good about the business, the rate of growth, the deals entering the pipeline and our ability to continue to move deals through the pipeline and increase CCB guide as a result.

Got it. Thank you.

The next question comes from Gray Powell of BTIG.

Great. Thanks for taking the question. And I guess before I ask it, I just want to say thanks for the transparency just on the headwinds that you're seeing in the international business. I'm not sure how long everybody -- other companies would deal with that. You may have answered this before, but just roughly speaking, can you help us think through how much the softness on the international side impacted billings in Q2? Like was it a small miss? Was it a big miss? Just any sort of order of magnitude would be really helpful there.

I think, it's fair to say that we would have seen a couple points of additional growth in the second quarter. So order of magnitude, we're not talking about something that's sizable. We're talking about something that's just different than what we've experienced in prior quarters. So, that's why we're calling it out. And of course, they have a procurement bias towards upfront revenue -- it did have an impact on revenue. So that's why we're being -- providing the transparency.

Got it. So a couple of additional points of growth on Q2 total billings, had it not been for international? Just to make sure I got that correct.

Yes, I think that's a fair characterization. Yes.

Awesome. All right. Thank you very much.

The next question comes from Joshua Tilton of Wolfe Research.

Hey, guys. Thanks for taking my question. Assuming that you had some deals slip in EMEA this quarter, have you been able to close them since the quarter closed?

Yes, we have closed some of those. But obviously, it's very early in the quarter. And that's one of the reasons why we feel really good about our guidance for the second half of the year and why we're providing -- passing through the beat and also increasing. But we also know there's more deals to close, right? And our pipeline -- we talked about the quality of the shape and the size of the pipe. There are a lot of large deals as we head into the third quarter. So we're going to continue to focus on moving these deals to the pipeline and closing deals. And obviously, we think we're set up well for success.

And just to maybe sneak one more in there. You said, it's not -- or you don't think it's specific to Tenable, but I kind of want to ask the question a different way. From your conversations with customers, does it sound like it's a VM issue? Or is it just a broader scrutiny issue?

No. I think it's just a broader scrutiny issue. And it's -- again, I don't think it has anything to do with VM. I don't think it has anything to do with security. Customers are changing their procurement processes as they look at their operating expenses. I sat with a number of CISOs over the last couple of weeks, and the security budgets are not changing but procurement processes require additional hoops in jumping and that just has added in certain instances, a number of delays to transactions that are in process. So we don't think it's specific to VM. We don't think it's specific to security. And I don't want to say we're previous to it, but I think to a large extent, it's just deal process, not so much change in budget.

Thank you very much.

The next question comes from Rudy Kessinger of D.A. Davidson.

Hi, guys. Thanks for taking my question. I guess I'm curious, if you look at the increased level of scrutiny, obviously, North America outperformed relative to EMEA in the quarter. But is the increased level of scrutiny kind of similar across geographies and just more deals are getting pushed across the finish line in North America? Or just what's the dynamic there? And then secondly, if you look at the new deals in the quarter, did you have maybe some customers that started the quarter were considering maybe going with EP and then maybe the downsize their deal to maybe just going with IO. I'm curious, if you saw any of that as well.

No. We certainly haven't seen that. EP continues to do very well for us. It's double-digit percentage of new sales. It's higher this quarter than it was last quarter. Penetration back into our customer base has been strong. But it's still modest in terms of the opportunity, single digit penetration and we're getting even more of an uplift. So, absolutely not on the EP side. And you broke up a little bit the first part of your question --

...in terms of North America.

Again, --

Go ahead.

I would just say with regard to deals, I think it really varies. Now clearly, North America exceeded our expectations and there's just really strong momentum there. I think just generally speaking though there are more levels of review across the board. Now, the good news is we were able to overcome that and what we don't want to lose sight of is really the bigger picture here, which is we had a great outcome for CCB. We grew 27%. Customer momentum has never been better. It's one of our best quarters for closing deals, new enterprise customers, one of our best quarters for closing large deals. We're getting uplift from EP. So a lot of areas of our business continue to be very, very strong. We're providing just additional color commentary on how performance varied across the board because it did have an impact on revenue. But we have -- I want to make sure we don't -- we have a lot of confidence in our business. And hopefully, our guidance today reflects that. We're just providing additional color commentary for -- because we think it's necessary.

The next question comes from Mike Walkley of Canaccord Genuity.

Great. Thanks for taking my question. Just a follow up to that with EP on single-digit penetration, how should we think about the dollar-based net retention should remain above your 110% threshold for quite some time? Or are you seeing any kind of slowdown in terms of larger deal momentum with the increased scrutiny?

No. Our dollar -- I'll -- let me chime in here. But in terms of the metrics itself, which is our dollar based expansion rate. It's very healthy, well above the 110% threshold and as we commented earlier, it's elevated. EP certainly playing a big part of that because we're having success selling it back into the base as well as other products, too. So, yes, absolutely healthy in terms of the expansion within the customer base.

Yes. The only thing I would add to EP is -- as Steve noted, this 70% higher ASP. So the differentiation in ASPs as customers move to EP is actually increasing, which is a phenomenal sign and helping signal. The comment about single -- so it's a double-digit percentage of new customer growth. I think Steve's comment that it's a single-digit percentage of our existing customers that are on EP. So, when you look at the size of the ASP increase in our ability and the success that we're showing going back into the base and up-selling them to EP, it just speaks to the opportunity for net dollar expansion rate moving from individual products to EP as well as asset expansion.

Great. That's helpful. Thank you.

The next question comes from Andrew Nowinski of Wells Fargo.

Okay. Thank you for squeezing me in. I don't think you guys mentioned Log4j in the prepared remarks this quarter. And I know last quarter, you talked about it potentially only having an impact in Q1, but then a few weeks ago, I think DHS put out a report that said Log4j would remain a risk to organizations for the next decade. Do you think it may have pulled in any deals into Q1? And what impact you did have in Q2? And then how are you thinking about it as it relates to your pipeline going forward? Thanks.

Yes. I think, there's no doubt we saw some tailwind from Log4j top of mind for customers and prospects at the end of Q4 and going into Q1. Log4j will be with us for years to come. I think over time, folks will be and are integrating Log4j activities into the more standard operating pace and procedures and less of a -- there's an emergency spend. We really need to get visibility around this particular key issue. Again, it's not to say that, some issue might not raise its head in the current or next quarter that would cause a similar buying behavior. But we don't -- I think it's fair to say, it means vulnerability management is strategic and will continue to be. But I don't think there's the type of urgency around Log4j procurement that we saw late last year and beginning of this year.

Got it. Thanks.

The next question comes from Shebly Seyrafi of FBN Securities.

Yes. Thank you very much. Do you expect your federal and public segment business to outgrow your overall business by a larger margin in this current fiscal Q3 than, say, last year's fiscal Q3 because of the funding? And just can you provide us with an update on roughly what your current federal and public percentage of revenue is? Thank you.

It's approximately 15% of our total sales and that's public sector as a whole. Going into Q3, which -- we think our pipeline has been strong. There's a lot of opportunity. So we feel good about public sector. And as Amit commented earlier, we saw areas of strength globally within public sector and specifically at the state and local level has been an area of investment for us. In our guidance, we didn't really break out growth rates by theater and what we're expecting. But I will say, we're expecting certainly a sequential uptick in sales or CCB from our public sector theater.

Thank you.

Thank you. Ladies and gentlemen, we have reached the end of our question-and-answer session. This concludes today's conference. Thank you for your participation and you may now disconnect your lines.