FIREEYE (FEYE) Earnings Report: Q1 2016 Conference Call ... · to discuss FireEye's financial results for the first quarter of 2016. This call is being broadcast live over the Internet

CompanyName:FireEyeIncCompanyTicker:FEYESector:T echnologyIndustry:ComputerSof tware&Services

EventDescription:Q12016EarningsCallMarketCapasofEventDate:2.69BPriceasofEventDate:15.98

©2014TheStreet,Inc.Al l R ightsReserved Page1of21

FIREEYE(FEYE)EarningsReport:Q12016ConferenceCallTranscriptThefollowingFIREEYEconferencecalltookplaceonMay5,2016,05:00PMET.Thisisatranscriptofthatearningscall:

CompanyPart icipants

KatePatterson;FireEye;InvestorRelationsDaveDeWalt;FireEye;Chairman&CEOKevinMandia;FireEye;PresidentMikeBerry;FireEye;CFO

OtherPart icipants

ShaulEyal;Oppenheimer&Co.;AnalystSterlingAuty;JPMorgan;AnalystGurTalpaz;StifelNicolaus;AnalystGabrielaBorges;GoldmanSachs;AnalystKenDelaney;Evercore;AnalystGreggMoskowitz;CowenandCompany;AnalystGrayPowell;WellsFargoSecurities,LLC;AnalystJonathanHo;WilliamBlair&Company;AnalystRobBreza;WunderlichSecurities;AnalystMelissaGorham;MorganStanley;AnalystBrentThill;UBS;AnalystSaketKalia;BarclaysCapital;Analyst

MANAGEMENTDISCUSSIONSECTION

Operator :

WelcometotheFireEyefirstquarter2016earningsresultsconferencecall.

Thiscallisbeingrecorded.WithustodayfromthecompanyischairmanandChiefExecutiveOfficer,DaveDeWalt;ChiefFinancialOfficer,MikeBerry;andvicepresidentofinvestorrelations,KatePatterson.Atthistime,IwouldliketoturnthecallovertoKatePatterson.Pleasegoahead.

KatePatterson (InvestorRelations):

Thankyou,Operator.Goodafternooneveryoneandthankyouforjoiningusontoday'sconferencecalltodiscussFireEye'sfinancialresultsforthefirstquarterof2016.

ThiscallisbeingbroadcastliveovertheInternetandcanbeaccessedontheinvestorrelationssectionofFireEye'swebsiteatwww.investors.fireeye.com.

Withmeontoday'scallareDaveDeWalt,FireEye'schairmanoftheboardandChiefExecutiveOfficer;MikeBerryExecutiveVicePresidentandChiefFinancialOfficerofFireEye;andKevinMandia,FireEye'sPresident.

Afterthemarketclose,FireEyeissuedapressreleaseannouncingtheresultsforthefirstquarterof2016.




Beforewebegin,letmeremindyouthatFireEye'sManagementwillmakeforward-lookingstatementsduringthecourseofthiscallincludingstatementsrelatingtoFireEye'smanagementsuccession,FireEye'sguidanceandexpectationsforthesecondquarterof2016andthefullyear2016,FireEye'scontinuedinnovationandnewandenhancedofferings,growthdrivers,marketopportunitiesandopportunitieswithpartners,customerdemandforandadoptionofFireEye'sproductsandservices,continuedgrowthandmomentuminFireEye'sbusinessandtheabilitytoexpandgrowthopportunities,changesinthethreatlandscapeandthesecurityindustry,changesincustomerbuyingpreferences,FireEye'sprioritiesandfutureplans,FireEye'scompetitivepositioninthemarketplace,expectationsregardingthetimeframetoachievecashflowandoperatingtargets,theexpansionofFireEye'splatformandtheavailabilityofnewofferingsandFireEye'spathtoprofitability.

Theseforward-lookingstatementsinvolveanumberofrisksanduncertaintiessomeofwhicharebeyondourcontrol,whichcouldcauseactualresultstodiffermateriallyfromthoseanticipatedbythesestatements.

Theseforward-lookingstatementsapplyasoftoday,andyoushouldnotrelyonthemasrepresentingourviewsinthefuture,andweundertakenoobligationtoupdatethesestatementsafterthecall.

ForadetaileddescriptionoftherisksanduncertaintiespleaserefertoourSECfilingsaswellasourearningsreleasepostedanhouragoonthewebsite.CopiesofthesedocumentsmaybeobtainedfromtheSECorbyvisitingtheinvestorrelationssectionofourwebsite.Additionally,certainnon-GAAPfinancialmeasureswillbediscussedonthiscall.

Wehaveprovidedreconciliationsofthesenon-GAAPfinancialmeasurestothemostdirectlycomparableGAAPfinancialmeasuresintheinvestorrelationssectionofthewebsiteaswellasintheearningsrelease.

Withthat,IwillturnthecallovertoDave.

DaveDeWalt (Chairman&CEO):

Thankyou,Kate.Goodafternoon,everyone.Thankyouforjoiningusonourcalltoday.TodaywehavesomeveryexcitingnewstoshareasmanyofyoumighthavereadbynowwehavemadethreeexcitingannouncementsthatIreallybelievestrengthenandsolidifythefutureofFireEye.

FirstofallwecontinuedourprogressinbuildingthemostcomprehensiveglobalthreatManagementplatform.Webelievethecombinationofintelligence,servicesandtechnologyenablesFireEyetoadvancecybersecurityprotectionaroundtheworld.EarliertodayweannouncedmultipleenhancementstoourplatformincludingournewFireEyesecurityorchestrationproductwhichcamefromourInvotasacquisitionwedidinthefirstquarter.

WealsoaddedenhancementstoouradvancednetworksecurityproductscalledNXthatenableshigh-availabilityandautomaticfailover.ThisenablesFireEyetobeoneoftheonlyprovidersthatcandetectandpreventin-lineandreal-time.

OtherenhancementsincludeupdatestoouremailthreatManagementplatformwhichisnowfullyintegratedintoourFireEyeorchestrationproductorFSO.Wealsoannouncedenhancementstoournetworkforensicsproductaswellasenhancementtoourthreatanalyticscloudproduct.

Thebreadthofthisannouncementillustratesthetremendousprogresswehavemadeoverthepastfewyears.Wehavegonefromasingleappliance-basedsolutiontoacompleteplatformthatcanbemanagedbythecustomerinaself-servicemodelordeliveredasaservicethroughourFireEyeasaservicecapability.Wehavealsocomealongwaywithourcustomers,growingfromjustahandfultonowmorethan4700in70countries.




Andthesecustomersincludesomeofthemostimportantcompaniesandgovernmentsaroundtheworld.We'vealsocomealongwaygrowingourbusinessfromacompanyoflessthan$100milliontoacompanyonthepathtodomorethan$1billionthisyear.I'dliketothankthenearly3,500employeesfortheircontinuedhardwork,determinationandconvictionthatFireEyewillbecomethemostimportantcybersecuritycompanyever.ThesecondmajorannouncementisaboutstrengtheningourManagementteamforthefuture.

Today,weareannouncingthatKevinMandiantwillbesucceedingmeasCEOofFireEyeeffectiveJune15.Thisisthedayfollowingourannualshareholdermeeting.KevinandItogetherwithourboardhavediscussedandanticipatedthischangeforquitesometime.Withasolidfoundationofpeople,technology,partnersandcustomersinplace,thisisexactlytherighttimetomakethismove.

WearesofortunatetohaveKevinstepintothisrole.Heistheindustry'sglobalthoughtleaderoncybersecurity,andnooneknowsmoreaboutthethreatlandscapethanKevin.

Andheispassionateaboutourmission.YouwillbeagreatleaderforFireEyeaswecontinueourjourneyonward.IamlookingforwardtomynewroleasexecutivechairmaninwhichIwillremainactive,veryactiveinshapingFireEye'sfuture.InthisnewroleIwillbeworkingwithKevin,theleadershipteamandeveryoneatFireEyetoincreaseadoptionoftheFireEyethreatManagementplatformwithafocusonthecompany'smultichannelgotomarketstrategies.

Iwillcontinuetospeaktoinvestors,partnersandcustomersaboutFireEye'suniquepositioninthemarketaswellasleadFireEye'sBoardofDirectors.IamalsoexcitedtoannouncethatTravisReese,whomanyofyoumetanalystdayandwhohasdonearemarkablejobaspresidentofMandiant,willstepupandbecomepresidentofFireEye.

KevinandTravishaveworkedtogetherformorethan20years.AsateamtheyhaveestablishedMandiantasaleaderinsecurityinternetmanagementandresponseandgrewthecompanytonearly500employeesandmorethan$100millioninrevenuebeforetheacquisition.

I'malsoverypleasedtoannouncethatMikeBerrywhohashadanincredibleimpactstrengtheningourbusinesssincejoiningusasSVPandChiefFinancialOfficerlastyear,willnowtakeonbroaderresponsibilitiesasourChiefFinancialOfficerandourChiefOperatingOfficer.

Mike,wholedfinanceandotheroperationsforanumberoftechnologycompaniesbeforejoiningus,willplayanessentialroleandcontinuetooptimizeourfinancialinfrastructureandtheglobaloperationsthatwillallowustoevolveandscaleourbusinessasweenterthenextphaseofFireEye'sjourney.Wemoveforwardin2016withaverystrongseniorManagementteamandoutstandingleadersacrossallofourfunctionalareas.PleasejoinmeeverybodyincongratulatingKevin,TravisandMike.

WithourmanagementsuccessionassuredandtransformationalproductsonourroadmapIbelieveourfutureisverybright,whichistheperfectseguetoadiscussionofourQ1resultsandtheimportantplatformannouncementswemadeearliertoday.IwanttosharewithyouafewthingsincludingthedetailsbehindourstrongQ1billingsperformance,andI'llalsogiveyouanupdateonourprogressonourplatformroadmapincludingthevirtualandcloud-basedMVXproductswediscussedatanalystdayaswellassomeofourotherrecentlyannouncedpartnerships.

AndthenfinallyIwillreviewourplatformintegrationandlaunchplansforiSIGHTthreatintelligenceandInvotasorchestrationandautomationtechnologies.OurQ1billingsof$186millionexceededthehighendofourguidancerangedrivenbygrowthinourcloud-basedsolutionsandespeciallyourthreatintelligenceandcloudemailandourFireEyeasaservicecapability.

Thehighermixofrecurringproductsubscriptionswhicharerecognizedratablyresultedinrevenueof




$168milliontowardthelowerendoftheguidancerange,butwestilldeliveredearningspershareaheadofexpectationsand$0.04aheadofthemidpointofourguidance.

OurQ1billingperformanceandourcustomerrelatedmetricsallpointtogrowingdemandforouradvancedsecuritysolutionsandcontinuedstrengthinourbusiness.Weadded261newcustomersinthequarterincludingmorethan50oftheglobal2000.Weclosed28dealsgreaterthan$1million,thesamenumberasinQ12015,butinafardifferentthreatenvironment.Morethan80%oftheseincludedmultipleproducts,andmorethanhalfincludedthreeormoreproducts.

Additionally,morethanhalfincludedFireEyeasaserviceorcloudproducts,andaboutonethirdincludedEndpoint.Thenumberofplatformcustomerswiththreeormoreproductfamiliescontinuestogrowbothinabsolutenumbersandasapercentageoftheinstallbase,anddemandwasdiversifiedacrossverticalmarketsandgeographiesdemonstratingthebreadthanddepthofourtotaladdressablemarket.

ThankyoutoeveryoneintheFireEyefamily,ouremployees,ourpartnersandourcustomersfortheircontributiontotheseoutstandingresultsasthethreatlandscapeandourmarketcontinuestoevolve.Ifyouareviewingourperformanceinthecontextofthepowerfulforcesthatareshapingthesecuritylandscapeshowcases,ourabilitytoadapttocustomerneedsandpivottotheevolvingthreatlandscapeiseminentlyapparent.Weseethreemacrotrendsdrivingchangeinourindustry.

Firstthemigrationtocloud-basedandcloud-enabledsecuritysolutionsisacceleratingandmirrorsthetrendsinthebroadersoftwareindustry.

Atthesametimetheshortageofsecuritytalenthasreachedcrisislevels.Thelackoftalentisdrivinggrowingdemandforservicesandasaservicesolutions,andgrowthinoutsourcesecurityisexpectedtobethefastest-growingsegmentofthesecuritymarketgoingforward.

Finally,thethreatenvironmentcontinuestoevolveastheattacksurfaceexpandsandnewthreatactorsemerge.AlthoughwehaveseentemporarydeclinesinattacksfromtheChinesegovernmentthreatactorsonUStargetsonUSsoil,wehaveseenanincreaseinhacktivismandransomwarearoundtheworldaswellasincreasedactivityfromnewthreatgroupsinIran,Syria,NorthKorea,amongothers.

AttacksoncriticalinfrastructureareagrowingconcerninthewakeoftheRussianattacksonUkrainiantargets,andtheInternetofthingsiscreatingnewattackvectorseverywhere.Theneedforcontinuedvigilance,betterthreatintelligenceandfasterresponsetimesremains,andcustomersareincreasinglylookingbeyondpointproductsanddemandingbestofsuitesolutionsaswellastheflexibilitytodeployonpremise,inthecloudoras-a-service.FireEyeiswellpositionedtodowithinanyoftheseenvironments.

Noothersecuritycompanyhasacombinationoftechnology,expertiseandintelligencetodeliverprotectionfromtheseemergingthreats,andwehavecombinedauniquesetofassetsintoanintelligenceledsecurityplatformthatreducesrisk,masscomplexityandlowersthetotalcostofownershipforourcustomers.

Theshiftfromappliance-basedsolutionstosubscriptionsandcloud-basedsecurityishappeningfasterthanevenweanticipated,andourQ1resultsshowwearenimbleenoughtomovewithandinfactdrivethemarkettoamoreeffectivecloudcentricsecuritymodel.

IthinkacoupleofexampleswillshowyouwhatImean.OurlargesttransactioninQ1wasaneightfigurecloudemaildealintheUSfederalregionprotectingmorethan100,000mailboxes.Ayearagothisdealwouldhavebeenanappliance-basedsolutionwithatleasthalfofitrecognizedasinperiodproductsales.




Inanotherexampleawell-knownluxuryretailerisreplacingtheirlegacysimproductwithourthreatanalyticsplatform-basedTAPtoabilitytocutthemthroughthenoiseandhelpthemwithcontextualthreatintelligence.Ourthreatintelligenceandthebreadthofourplatformhelpeduswinanothercompetitivedealwherewearecompetingagainstafirewall-basedsolution.Theentiretransactionshowcasedbothourtechnologyandourexpertiseaspeoplefromlabs,analytics,productmanagementandsalesallcollaboratedtodemonstratethecapabilitiesofoursolution.

Thisfirst-timecustomermadethedecisiontopurchaseNX,orournetworkproductemailandEXandHXwhichisourendpointproductinlessthantwoweeks.FinallyarecentcustomerconversationwillillustratethemagnitudeofthepivottoFireEyeasaserviceandsubscriptionofferings.

IrecentlycalledonthelongtimeFireEyecustomerwhowasconsideringbothEXandETP,andafterwalkinghimthroughourentireproductplatformvisionandexplainingthebenefitsofFireEyeasaservice,theyareconsideringFaaSplusemailandourmobilesecurity.

Theoverallopportunitymorethandoubledeventhoughthemixofproductsalesdecreased.Competitivedisplacementsandadoptionofouras-a-servicesolutionsareacceleratingandgivesmeconfidenceinourfuture.Theunderlyingthemeinallthesewinsisthecombinationofhighfidelitydetectionatalowertotalcostofownershipinherentinourintelligenceledplatform.

WhilethecomponentsoftheFireEyeplatformhavealwayscoordinatedwiththreatintelligence,thenewFireEyesecurityorchestratorautomatesrepetitivetasksandextendsourintelligencetoothersecuritydevices.Itistheconnectivetissueifyouwillthatenablessinglepaneglassvisibilityintoattacks,andIencourageyoutowatchthevideoaboutitonourwebsite.SecurityorchestratoralsocreatesnewpartnershipopportunitiesasweopenupourplatformwithstandardizedAPIs,sharedthreatintelligenceandsecurityworkflowsthrough.Onthepartnerfrontwecontinuetoaddnewstrategicandtechnologypartnerstoourecosystem.

WetoolthefirststepstoextendourtechnologytothecriticalinfrastructurebypartneringwithParsonsEngineeringandBendentodevelopsecurityforICSnetworks.Wealsoexpandedthenumberofpartnersinourcybersecuritycoalitionwithnewmembers,BluecoatandSplunk,amongothers.TheCSChassubstantiallygrowntoincludetheleadingsecurityvendorsintheindustry.IamalsopleasedtoreportthatourgotomarketpartnershipswithF5andHPcontinuetogenerateincrementalopportunitiesandnewlogobusinessesinthequarter.

We'reabouttoalsolaunchasecondproductwithVisashortly,andtheyhaveincreasedtheresourcesdedicatedtosalesoftheFireEyepoweredsolution.InadditiontheFin6reportwhichwepublishedafewweeksagoisagreatexampleofriskpotentiallossesfacedbythepaymentindustry.Wealsoannouncedanexpansionofourinformationsharingnetworkwherewesharehundredsofthousandsofmalwaresamplesonadailybasisandwhereweimplementnewcertification,marketingincentiveprogramsforourbarpartnersdesignedtomakeiteasierforthemtobuildaprofitablebusinesswithFireEye.

Thesemovesextendthereachofourtechnologyandourthreatintelligence.Allinallwehavebeenverybusysincethebeginningoftheyear,andasaresultweenterQ2withhealthypipelineofnewbusiness.ThisincludesagrowingpipelineforNXEssentials,ourNXplusIPSsolution,whichisdesignedforsmallandmediumenterprises,andwealsoaddresssomeofthegotomarketchallengesthatlimitedEssentialsalesinQ1.Andwe'reencouragedbyearlyindicationsthatthissegmentofthemarketrecognizesthedifferentiationandthevalueofourplatform.

Theplatformextensions,expandedpartnerecosystemandnewthreatintelligenceofferingsallsetusupforaccelerationandgrowthinthesecondhalfoftheyearwhenweintroducethevirtualandcloudMVXproductsenabledbyournewarchitectureofMVXthatwereleasedlastQ4.




Aswesaidatanalystday,IbelievetheseproductsaretransformationalforFireEyeandfortheindustry.Builtaroundthedeploymentmodelthatincludesvirtuallow-costintelligencecollectorsateveryingressandegresspoint,MVXatthecoreorinthecloud,andTAPasabuiltinanalyticsengine,thesenewsolutionswilltrulydemonstratethepowerofourintelligenceledplatform.

Therolloutitsplannedoverthenext18monthswiththefirstintelligentsensorsavailableinQ3.MVXwasapurposebuiltdetectiontechnologyforadvancedthreats,andrealworldtestsshowthatMVXdeliverslowertotalcostofownershipwithsuperioradvancedthreatdetectionandfewerfalsepositives.Withthesenewproductswewillhavetheflexibilitytodeliverdetection,responseandanalyticsthroughanonpremiseappliance,inthecloudorasaserviceoranycombinationofthethree.

ForthefirsttimethedetectionandpreventioncapabilitiesofMVXwillbeavailabletocustomersatpricepointsthatallowthemdeployourtechnologytotheveryedgesoftheirnetworks.Wewillprovidemoredetailaswegetclosertolaunch,butIhopeyoucantellhowexcitedIamabouttheincrementalopportunitiesrepresentedbythesenewextensionsofourplatform.

WiththesenewMVXsolutionsaswellasourotherrecentproductannouncements,wecontinuetoexecuteonourvision,todeliverthebestprotectionfromcyberattackstothegreatestnumberoforganizationsworldwide.Webuiltaplatformthatenablesthefutureofsecurityoperationsandtheleadershipteamwiththetalenttorealizeourvisit.IamproudtobeapartofeverythingwehavebuiltatFireEye,andIlookforwardtohelpingtoleadFireEyeforwardaswecontinueonourjourney.

WiththatI'llturnthecallovertoKevinMandiaforsomebriefremarksbeforeweturnitovertoMikeformoredetailonourfinancialresults.Takeitaway,Kevin.

KevinMandia(President):

Dave,thankyouverymuch.

I'mgoingtobeginthisthesamewayasI'mgoingtoendit.IamabsolutelyexcitedandhonoredbytheopportunityIhavetobeCEOofFireEye.Daveisanincredibleleader.Hehasbeeninamentorofmineforfouryears.

Ihavealwaysadmiredhisintensity,hispassionforourmission,hisrespectforouremployeesandhiscommitmenttoourcustomersandworkingtogetherwithDaveandwithourentireleadershipteam,I'meagertocontinuethejourneywearealreadyon.DaveandIsharethesamevisionforFireEye.We'reonajourneytobuildthebestsecuritycompanyintheworld,period.

We'veworkedtogetherfortwoandahalfyears,andthewholetimetheimperativesthere'sbeenalignment.Whatweneedtoaccomplishhasbeeninalignment.Andthegoodnewsiswehaveassembledthetechnology,theintelligenceandtheexpertiseourcustomersneedtodefendthemselvesagainstthemyriadofthreatsfacingcorporationsandgovernmentsaroundtheworld.

Andwhilewehavemadegreatprogress,andIamveryhappywiththeprogresswehavemade,ourmissionisfarfromover.SoI'mgoingtotouchonafewthings.Icouldprobablytalkforfourhours,butIwouldjusttouchonfivethingsthatIthinkareabsolutelyimportantanddeartome.Firstwehavetocontinuetofocusonourinnovation.

ThisisaCompanythatisalwaystransformingitself.Werecognizethatinsecurityyouhavetomovefast,youhavetothinkfast,andspeedcountsbecausethethreatsareeverpressing.We'realwaysgoingtofocusoninnovation.We'realwaysgoingtoevolve.We'realwaysgoingtotransform.AndIknowthedemandsonourengineerswillbesignificant,butIknowwe'reupforthetask.

Wearegoingtocontinuetoextendandstrengthenourcapabilities.Wehavedoneagreatjob




assemblingthepuzzlepiecesrequiredtodefendourcustomers.WestartedwithFireEye.WebroughtinMandia,nPulse,iSIGHTandnowInvotassecurityorchestrationintotheFireEyefamily.

Travis'sleadershiphasbeenamajorreasonforbringingthesecompaniestogether,andwewillseeevengreaterintegrationandcoordinationacrossthesebusinesslineswithhimasPresidentofFireEye.Wewillcontinueonourpathtoprofitability.Theefficienciesintroducedbyadditionalintegration,ourrecenteffortstooptimizeacrossthecompanyandourgeneralshifttowardsameanerleanerFireEyealldemonstrateourcommitmenttoarrivingatprofitabilityquickly.

AndwithMikeleadingoureffortsinhisdualroleasCFO&COO,Iamabsolutelyconfidentinourabilitythatwewillacceleratethisprogress.Wehavetocontinueourinternationalexpansion.

Ihavegottentotraveltheworldoverthelasttwoandahalfyears,andeventheUnitedStateswasoneoftheearliestcountriesattackedincyberspacethisisaworldwideproblem.TherearehotzonesontheInternetinAsia,inEuropeandallacrosstheglobe.

Localpresenceiskeytotrustedcustomerrelationships,andwearegoingtocontinuetoexpandourglobalpresencetomeetagrowingdemandforourproductsandservicesaroundtheworld.Andweneedtoworkwithpartnerstostrengthenourecosystemrelationshipswithourcustomers.FireEyeisanambitiousCompanywithambitiousgoals.

Whatwewanttoachievecannotbedonewithoutstrongpartners,andwearefocusedonestablishingandstrengtheningtheserelationshipsthatwillultimatelyenableustobecomethebestsecurityCompanyintheworld.Iamhonoredbythisopportunity.

Iamexcitedbythisopportunity,butnowIhavetostepbackandturnitovertoMikefortheCFOupdate.

MikeBerry(CFO):

Thankyou,Kevin.Andaverygoodafternoontoeveryoneonthecall.

BeforeweturntotheQ1resultsandourupdatedoutlook,IwanttotakeamomenttothankDavefortheopportunitytoserveasFireEye'sCFOunderhisleadership.Althoughit'sbeenlessthanayearsinceIjoinedFireEye,Ihavelearnedatremendousamountaboutbusiness,leadershipandquitefranklylifeingeneralwhileworkingforDave.

IhavereallyenjoyedourCEOCFOpartnershipandlookforwardtocontinuingtoworkwithDavewhenwetransitiontoournewrolesinmid-June.IalsowanttocongratulateKevinandTravisontheirnewroles,andIappreciatethesupportandconfidencefromtheBoardofDirectorsinaddingtheCOOresponsibilitiestomyrole.

Theseareexcitingtimesasweexpandourplatformandextendourreachintonewmarkets,andIamlookingforwardtoworkingmorecloselywithKevinandTravisaswemoveintothenextchapterofgrowthforFireEye.

Iamalsoveryexcitedtoworkhand-in-handwiththedifferentoperationalteamstohelpdriveourgrowthinitiativeswhilecontinuingthejourneyonourpathtoprofitability.Okay,let'sturntothereviewofthefirstquarterresultsandoursecond-quarterandupdatedfull-year2016outlook.

Iwanttoremindyouthat,exceptforrevenuewhichisaGAAPmetric,Iwillbeusingnon-GAAPmetricstodiscussourfinancialresultsandguidanceranges.Iwillgointomoredetailoneachoftheseitemsbutoverallwewerepleasedwithourstrongbillingresults,theperformanceofoursubscriptionofferingsandthepositiveimpactofourcontinuedfocusoncostoptimization.Importantly,wearemaintainingourfull-yearguidanceforbillings,non-GAAPEPSandcashflowfromoperations.




Ournon-GAAPlosspersharewas$0.04betterthanthemidpointofourguidancerangeeventhoughrevenuecameinatthelowendofourrange.Whilecashflowfromoperationswasabitlowerthanexpected,thiswasprimarilyduetosomeone-timeitemsrelatedtopreacquisitionexpensesofiSIGHTandInvotasplusaslightdecreaseinworkingcapital.Billingsfinishedaboveouroutlookat$186millionforayear-over-yeargrowthrateof23%.

OurbillingsperformancereflectedthecontinuedstrengthofoursubscriptionproductsandtheoverallindustrytrendsDavediscussedduringhiscomments.IampleasedtotellyouthatwehavebeenabletointegrateiSightsofferingsintoourgotomarketandsales(motions).BecauseofthissynergywesawseveraldealsthatincludedmultipleproductsincludingiSIGHTwhichresultedinbetterthanexpectedcontributiontoourbillingsinthefirst-quarter.

Lookingatplatformbillingswhichisproductplusproductsubscription,itisameasureofthegrowingadoptionofourplatform.Regardlessofformfactor,wecontinuetoseestrongperformanceinourcloudemail,Endpoint,forensics,FaaSandadvancedthreatintelligenceproducts.Asaresult,productsubscriptionbillingsgrew39%fromQ12015.Additionally,althoughappliancesalesdeclinedoverall,ourrenewalrateremainsstrongatapproximately90%.

Ourtotalaveragecontractlength--whichincludesrenewalsaswellasnewsales--wasapproximately31monthsconsistentwiththe30monthsweexperiencedinthefirstquarter2015.Totalrevenuefinishedatapproximately$168milliona34%increaseversusthefirstquarterof2015.

Theacquisitionscontributedapproximately$7millionin--I'msorry$9millioninrevenue,inproductsubscriptionrevenueinthequarter.Letmedothatagain.Theacquisitionscontributedapproximately$9millioninproductsubscriptionrevenueinthequarter.

Evenifyouexcluderevenuefromthenewacquisitions,revenuestillgrewbynearly27%onayear-over-yearbasisreflectingtheincreasingadoptionofourcloudandsubscriptionproducts.Totalplatformrevenuewhichcomprisesproductandproductsubscriptionrevenuegrewby29%.Productsubscriptionrevenuegrowthof71%morethanoffsetthe16%declineinproductrevenue.

Wesawcustomerpreferenceforcloudandsubscriptionofferingspickupsteaminthesecondhalfof2015,buttheaccelerationinthefirstquarterof2016causedamoredramaticmixshiftthanweexpectedwhenweentered2016.Sincethisisanimportantinflectionpointinourbusinessmodel,letmeexpandonthistrendalittlebit.Asyouknow,wewereexpectingproductbillingsandrevenuetobebasicallyflatonayear-over-yearbasis.

BasedonwherewestoodattheendofFebruaryandmoreimportantlyourpipelineforMarch,weweretrackingclosetoourexpectations.However,duringthelastfewweeksofthequarterwesawafairlysignificantchangeinthecompositionofthefirstquarterproductpipelineasmanyoftheproductheavydealspushedintofuturequarters.

Whileweexpectsomeofthesetransactionstoultimatelycloseasproductdeals,wealsoexpectthatsomewillswitchtoFaaSandothersubscriptionofferings.Whileitisnotuncommontoseechangesinthecompositionofourpipelineinthelastfewweeksofaquarter,theimpactonproductheavydealswasgreaterinthefirstquarterthaninpreviousquarters,andthemixofsubscriptionandtotalbillingswashigherthanweexpectedwhenwefirstissuedourQ1guidance.

Asaresultwefinishedtowardsthelowendofourtotalrevenuerangeeventhoughweoverachievedontotalbillings.Whilethenear-termrevenueimpactofchangesinthepipelinecompositioncanbedifficulttoforecastaswesawinthefirstquarter,webelievethetrendofrecurringsubscriptionsispositiveforusinmanyways.




Notonlydowebelievetheinitialdealsizestendtobelargerandthelifetimevalueofacustomerhigher,buttheexpandedpoolofrecurringbusinesscreatesasolidfoundationforfuturegrowth.Okaymovingondowntheincomestatement,totalgrossprofitmarginfinishedat70%inthefirstquarterbasicallyflatonayear-over-yearbasisandconsistentwiththeexpectationsweoutlinedonlastquarter'scall.

Wecontinuetoseestronggrossmarginexpansioninsubscriptionandservicesaswebegantoachieveeconomiesofscalewiththeexpansionofourcustomerbase.Comparedtothefirstquarterof2015thegrossprofitmarginfromsubscriptionandservicesincreasedbyapproximatelytwopercentagepoints.

Onasequentialbasisthedecreasefromthefourth-quarter2015reflectedtheadditionofiSIGHTcostofgoodssoldandnormalfirstquarterincreasesinpayrollexpensesforthreatresearchers,securityanalystsandconsultants.Althoughwewerestillabletoachieveatotalgrossprofitmargininlinewithourguidance,productgrossmarginwasbelowourinternalexpectationsbyabouteightpercentagepoints.

Thisvarianceinproductmarginfromourexpectationswasduetothecombinationoffixedcostsbeingspreadoveralowerappliancesalesvolumeandalsoapproximately$800,000ofone-timecostofgoodsrelatedexpensesmainlyduetohigherthannormalinventorycostadjustmentsandbreakdowns.Weexpectproductmarginstoreboundtotheupper60%rangeinthesecondquarterasproductbillingsandrevenueincreasedsequentially.

AsImentionedearlierwecontinuetoimplementoperatingefficienciestoaccelerateourpathtoprofitability.Evenwiththeadditionofapproximately$8millionofoperatingexpensesfromthetwoacquisitionswewereabletokeepoperatingexpensesbasicallyflattothefourthquarter2015.

Atapproximately$191millionthiswas$7millionto$8millionbelowthe$197millionto$199millionweoutlinedontheFebruarycall.Thebigputsandtakesonasequentialbasisversusthefourthquarter2015wereareductionincommissionswhichwaspartiallyoffsetbytheadditionalcostofoursalesandpartnerkickoffaswellasourassaywhichtookplaceandthefirstquarterthisyear.

TheadditionalcostfromacquisitionswerebalancedwithbettercostManagementacrosstheremainderoftheFireEyebusiness.Allthreeexpenselinessawimprovementonayear-over-yearbasisasmeasuredasapercentofrevenuewithR&DandG&Aimprovingbybetween300and150basispointsrespectivelyandsalesandmarketingimprovingbynearly900basispoints.

AgaintheseamountsincludetheimpactoftwoandahalfmonthsofiSIGHTandtwomonthsofInvotasexpenses.ThecombinationofloweroperatingexpensesthroughoptimizationandafavorableFXadjustmentthatreducedotherexpensesallowedustodelivernon-GAAPlosspershareof$0.47betterthanourexpectedlossof$0.49to$0.53pershare.

TheFXadjustmentreflectedthereevaluationinourcashbalances,heldoverfeestopayoperatingexpensesinourinternationalregions.Turningtothebalancesheet,Idon'tthinkthereareanyrealsurprises,butIwanttowalkyouthroughacoupleofacquisitionrelateditems.Firstwebroughtoverapproximately$21millionindeferredrevenuefromiSIGHTandInvotaswhichshowsupprimarilyincurrentsubscriptionandservicesdeferredrevenue.

Althoughthisamountisnotmaterialtototaldeferredrevenue,ifyourmodelcalculatesbillingsasrevenueplusthechangeindeferredyouwillneedtomakethisadjustmenttoyourfirstquarterbillingnumber.

Excludingtheacquireddeferredrevenueweendedthequarterwithtotaldeferredrevenueof$544millionanincreaseof44%comparedtotheendingbalanceonMarch31,2015.

Themixbetweencurrentandlong-termwasconsistentwiththemixattheendofthefirstquarterof2015




andwiththefourthquarterof2015reflectingstabilityintheaveragecontractlength.Theacquisitionsreducedourcashbalancesbyapproximately$205millionrepresentingthenetcashpurchaseprice,andweendedwiththequarterwithjustover$921millionincashandshort-terminvestments.

Inadditiontotheadjustmentsindeferredrevenueandcashdeclinedrelatingtothepurchaseprice,werecordedaccruedcompensationofapproximately$35millionforthecashportionoftheiSIGHTearnout.WeendedthequarterwithbillingsbaseDSOsof69days.

Thisisnearthemidpointofourtargetedrangeof65to75daysbutisalittlehigherthanweexpectedinthefirstquarterreflectinglinearitywithinthequarter.Slightlyhighercashpaymentsofaccruedexpensesplusthepaymentofapproximately$8millionofiSight'sandInvotas'dealrelatedexpensesimpactedouroperatingcashflowsinthequarter,andwefinishedatanegative$22.5million.Pleasenotethattheseexpensesaredifferentthantheoperatingexpenseswejustdiscussed.

TheseexpensesrepresentiSIGHTandInvotas'bankingandlegalfeesassociatedwiththetransaction.TheywereincurredbeforetheacquisitionclosedandthusarenotincludedintheFireEyeP&L.However,fromanaccountingperspectivetheseexpenseswereclassifiedasFireEyeliabilitieswhenthefinancialstatementswereconsolidatedinsteadofinclusionaspartofthepurchaseprice.

Asaresultwewererequiredtoshowthepaymentasanoutflowintheoperatingsectionofthecashflowstatementratherthantheinvestingsection.Sothatyoucanreadilyidentifythiscashpayment,wehavebrokenitoutonaseparatelineiteminthecashflowstatement.Excludingthesedealrelatedexpenses,operatingcashflowwouldhavebeenjustunder$15millionandmodestlybelowtherangewediscussedonourFebruarycall.

Itisalwayshardtoforecastquarterlycashflowspreciselyduetothetimingofinflowsandoutflowsandchangestoworkingcapital,soIencourageyoutofocusontheannualnumberinstead.Forthefullyearwestillexpecttogenerateoperatingcashflowsof$75millionfortheyeargiveortake$5million.

Okay.Beforemovingontotheoutlookfor2016,Iwanttodiscusstheimpactoftheongoingcostoptimizationactivitieswepreviewedatanalystday.Weareseriously--weareseriousaboutacceleratingourpathtoprofitability,andwecontinuetolookatoverlappingfunctions,infrastructureinvestmentsanddiscretionaryspendingtoensurethatweareoptimizingourcoststructurewhilestillfundingourgrowthinitiatives.

Tothatendweimplementedseveralcostsavingsinitiativesinthefirstandsecondquartersincludinganetreductionofapproximately200existingandplannedpositionedCompany-wide.Wealsoreduceddiscretionarythroughoutthecompany,andthesesavingsarealreadyflowingintoouroperatingexpenseperformanceforthefirstquarter.

Atanalystdayweprojectedouroptimizationactivitieswouldreduceour2016operatingexpensesbyapproximately$8million$to$10millionprimarilyinthesecondhalfoftheyear.IamhappytosaythatthroughthegreatworkofeveryoneatFireEye,wehaveexceededthoseprojectionsandnowexpecttheoptimizationactivitiestoyieldmorethan$30millioninrealizedsavingsduring2016includingtheapproximately$7millionofsavingsalreadyrealizedinthefirstquarter.

Thesesavingsarereflectedinoursecond-quarterandupdated2016guidanceranges.Wewillcontinuetofundourgrowthinitiatives,butthisreductionfromourpreviouslyprovidedexpenseoutlookwillbeakeyfactorinourdrivetowardsprofitability.Theseactivitiesresultedinarestructuringchargeof$1.7millioninthefirstquarter,andweareexpectingadditionalrestructuringchargesofatleast$3millioninthesecondquarterof2016.

Withthatdiscussionasabackground,let'smoveontotherevisedoutlookfor2016.Ourbillingsrange




remainsthesameat$975millionto$1.055billion,butwenowexpectahighermixofsubscriptionsthanwedidinFebruary.Sincebillingshelpdrivecashflow,ourfull-yearcashflowprojectionsalsoremainthesameat$70millionto$80million.

Movingontorevenue,wearerevisingouroutlookdownwardbyabout4%or$35millionatthemidpointtoreflectlowerproductbillingswhicharelargelyrecognizedinperiod.Wenowexpect2016totalrevenuetobebetween$780millionand$810millionorayear-over-yeargrowthrateof25%to30%.

Withintherevenuelinewecurrentlyexpect2016platformrevenuetoincreaseover2015byapproximately25%to30%drivenbycontinuedstronggrowthinsubscriptionandsupportrevenueandadeclineinproductrevenueof10%to12%.

Theimpactoflowerproductandtotalrevenueontheincomestatementisoffsetbyincreasedcostsavingsfromoptimization,andthuswearemaintainingourfull-yearEPSrangeforalossof$1.20to$1.27.Thisincludesnetinterestandotherexpenseofapproximately$10millionandaprovisionfortaxesof$6millionto$7million.

Wecontinuetoexpectfull-yeargrossprofitmarginsofabout73%withproductgrossmarginsinthehigh60%rangeandservicesmarginsinthemid70%range.

Totaloperatingexpensesareexpectedtobebetween$765millionand$770millionoranincreaseofabout$75millionatthemidpointcomparedto2015.Forthefullyear2016wecurrentlyexpectthefollowingasapercentageoftotalrevenue,R&Dat30%to32%,salesandmarketing52%to54%andG&A13%to14%.Thisbringsfull-yearoperatingmarginstonegative22%tonegative24%.

Westillexpecttoexitthefourthquarterof2016withoperatingincomemarginsofapproximatelynegative10%.Okay,let'sshiftourguidancetothesecondquarter.Wecurrentlyexpecttotalbillingstobebetween$200millionand$215millionforagrowthrateof12%to21%.

Weexpecttotalrevenuetobebetween$178millionand$185millionorayear-over-yeargrowthrateof22%to26%.Embeddedinthisguidanceisayear-over-yeardecreaseinproductrevenueofabout15%reflectingtrendsincustomer'sbuyingbehavioraswellasthegrowoverimpactofthelargeproductdealsoneyearago.Weexpecttotalgrossmargintobeintherangeof70%to71%andtotaloperatingexpensesbetween$188millionand$190millionaswecontinuetorealizethebenefitsofourcostoptimizationefforts.

Onapercentageoftotalrevenueweexpectoperatingexpensestobe33%to34%forR&D,salesandmarketingat55%to57%andG&Aat14%to15%.Thisresultsinoperatingmarginbetweennegative31%andnegative33%andanon-GAAPEPSlosspersharebetween$0.38and$0.40.WeexpectoperatingcashflowinthesecondquartertobenegativelargelyreflectingtheseasonalityasyoubeginwithalowerARbalancefromfirst-quarterbillingsandthefirsthalfinterestpaymentonourconvertibledebt.Rememberthatsincethemajorityofcollectionswithinaquarterarefromthepriorquarter'sbillings,cashflowlags--cashflowseasonalitylagsbillingseasonalitybyaquarter.

Thismeansthatthesecondquarteroperatingcashflowistypicallythelowestoftheyear.Cashflowisprojectedtoturnpositiveinthesecondhalfof2016asthesequentialgrowthinbillingsisexpectedtobewellabovetheprojectedsequentialgrowthincashexpenses.

AsImentionedbeforeitcanbedifficulttoforecastcashflowforaquarterwithaccuracyduetotimingofinflowsandoutflows,butthisisaveryhigh-levelwaytothinkaboutourquarterlycashflowpatterns.

Theimportantnumberhereistheannualguidanceof$70millionto$80million.BeforeIconcludeIwanttomakeafewcommentsaboutthesecondhalfof2016guidanceimpliedbythenetofoursecond-




quarterandannualguidanceranges.Fromatoplineperspectiveourlinksguidanceisconsistentwithourhistoricalseason--seasonalpatternwhichhasbeenabout35%to40%ofbillingsinthefirsthalfoftheyearand60%to65%inthesecondhalf.Wehaveseveralgoodreasonstobelievethepatternwillbethesamefor2016.OurpipelineofbusinessremainstrongwithagrowingcontributionfrominternationalmarketsaswellasourpartnershipswithF5,HP,Visaandothers.Wearewellpositionedagainstthefundamentalmarkettrendsincludingthetrendfromself-servicetoas-a-serviceandthemigrationtoprivateandpublicclouds.

OurinvestmentsinFaaSandcloudmeansthatthesetrendsrepresentabillingstailwindratherthanaheadwindforus.Additionally,thelaunchofthenewMVXproductsDavediscussedrepresentsanincrementalopportunitywithbothnewandexistingcustomers.Weareveryexcitedaboutthepotentialfortheseproducts.

Asyouflowtheoperatingexpenseguidelines--guidancethroughyourmodels,youwillseewefeelverygoodaboutourabilitytorealizeoperatingleverage.AswesaidatanalystdayIamconfidentwehavethecoststructuretosupportour2016growthtargets,andasaresultweexpectthemajorityofthetoplinegrowthin2016toflowdirectlytocashflowandoperatingmargin.

Finally,andImeanitthistime,finally,IwanttogiveyouaheadsupthataspartofourcostoptimizationeffortswearelookingatseveraloptionstoconsolidateourfivebuildingshereinMalpitasintoonebuildingsometimebeforetheseleasesexpireattheendof2017.Wearestillevaluatingouroptionsbutbelievethatafacilityconsolidationwouldcreateabetterworkingenvironmentforouremployeesandgiveusabettercoststructureovertime.

Asoftodaywestillexpectourcapitalexpenditurestobeapproximately$35millionin2016.Inconclusion,Iwillreiteratethatoverallwewerepleasedwithourstrongbillingresults,theperformanceofoursubscriptionofferingsandthepositiveimpactofcostoptimizationinourP&Landoperatingcashflow.

WeviewtheincreasedmixofproductsubscriptionsinourbillingsandrevenueasapositiveforthefutureforallthereasonsDaveandKevindiscussed.Andwelookforwardtorealizingthelong-termbenefits.IwillnowturnthecallbacktoDave.


Okay,everybody.Thankyouverymuch,andaswesawfromMike'sreportandKevin'sandmineQ1resultsreallydemonstrateourabilitytoadaptparticularlyinthisevolvingmarketdynamicandnewthreatenvironmentandstilldeliverthetoplinebillingsgrowthandbottomlineEPS,justahugecredittotheFireEyeemployees.I'mveryproudofyouall.Thankyouforyourhardworkandyourdedication.

Wehavealotofopportunitiesinfrontofus.Ithinkthefutureisincrediblybright.Wehavegotagreatcreditroadmap.Wehavegotagreatteam.We'vegotagreatintelligenceledofferingmodel,andIreallythinkthefutureisgoingtobemuchbetteraswegoforward.

SowiththatIwillturnitbackovertoOperatorforquestions,andwecanopenuptheline.Operator?

QUESTIONS&ANSWERS

Operator :

(OperatorInstructions)

ShaulEyal,Oppenheimer&Co.




ShaulEyal(Analyst-Oppenheimer&Co.):

WithoutadoubtFaaS,goodquarter,certainlybecomingagoodgrowthdriver.DidyouthinkthatcustomersoptingfortheFaaSratherthantheproductcouldbebehindmaybetheslightlylowerrevenueforthequarter?Isthatthecase?


DaveDeWalthere.Absolutely.Wetalkedaboutthatalittlebit.YouhavethesetwomajorsecuritydriversintheindustrythatIthinkreallyhasFireEyewellpositioned.Numberoneisyouhavethispremisetocloudsortoftransformationthat'soccurring.Wecontinuetoseetheacceleration.

Ialludedinmyscriptwehadourlargestsingletransactioncomefromemailcloudover100,000mailboxes.We'realsoseeingclientswanttogofromaself-serviceormanageitthemselvestoanas-a-service,andwefitreallywellinthatmodel.Weseeacceleratedproductsubscriptionsinthatareaofourplatform,andIthinkwearethelargestandfastest-growingCompanyforSAASorsecuritiesasaserviceandcloudsecurity,sowearedoingverywellinthat,butwhatdoesthatdo?

Itdrivesmoreproductsubscriptionandmorebillingsinthatareaversusrevenueinperiod,andhencewhyweconfirmthebillingsforthefullyearbuthadtolowertherevenueabit.Soabsolutelytoyourquestion.It'sdrivingit,andhonestlyIthinkwenowaccountforitbutatthesametimethisisthefasttransformationacrossthelotofapplicationsandworkloadmovingtothecloud,andIthinkit'saprettyfasttransformationtomanagedservicemodelforsecurityaswell.WetalkedalotaboutourFaaSofferingsandwhatwe'redoinginthatarea,andtheycontinuetobethebiggestdriverofthecompany'sgrowth.

Thankyou.Goodquestion.

Operator :

SterlingAuty,JPMorgan

SterlingAuty(Analyst-JPMorgan):

FirstcongratulationstoKevin,MikeandtoTyler.Dave,wanttoaskthequestionIthinkthat'sinalotofpeople'smind.Iknowyougavesomeexplanationforthetimingofwhythechange.I'mgoingtoaskitinabluntfashion.Ithinkthere'sanumberofpeoplethatarereadingintothisthatperhapsyoutriedtosellthecompany,itdidn'thappen,andthenyoudecidedtomakethisshift.Canyoujustatsomecolortothatandtowhythetiming?


Suresterling.I'llbebluntrightback.YouknowIthinkwehavecomealongway,I'llstartoutbysayingherewithFireEye.Ican'ttellyouhowproudIam.Westartedwithreallyjustasmallapplianceandgrewthisbusiness.

We'rewellontrackfor$1billionhere.OneofmygoalsasafourthtimearoundhereasaCEO,now17yearsduringthis,30yearsinIT,fouryearshereatFireEye.IwastogetthecompanyIPOdandgetthecompanytoabillion-dollartrack,andalotofthoseaccomplishmentswehavebeenabletoachievehereatthecompany.Ithinkwe'reassemblingthemostpowerfulcybersecurityCompanyintheworld.Itjustis.Firewallvendorsandantivirusvendorsreallyaren'tnearlyascapableandimportantandstrategicasthisCompanyisparticularlyasMandiantandiSIGHTcapabilitieswithdetectioncapabilities.

Reallywhatwe'vegottodonowisputitalltogether.Partofmygoalherewastoassemblethestrongest




teamintheindustry.IthinkKevinMandiaisthatindividual.Hasmany,manyyearsincybersecurity,mostofhiscareer.

NineyearsbuildingMandiant,noteasytobuildaCompanyfromzeroto$100millioninrevenue,noteasytobuildthereputationandbrandthatMandianthad.TravisReese,hiscohortandcofounder,nowbeingpresidentofthecompany.MikeBerryaschiefoperatingofficer,measanexecutiveandemployeeofthecompanyaschairman.EnriqueSalem,asyoumightreadinthepressreleasesmovingtotheLIDorleadindependentrolewithEnrique'sbackgroundwithSymantec,mybackgroundwithMcAfeeandFireEye,Kevin's,Travis',Mike'swehavereallyputtogetheraManagementteamofthefuture,aboardofdirectorsofthefuture.

Itreallyisagoodwindow.Whenisagoodwindowtodothis?Probablyeitherattheannualshareholdermeetingwhichisonceayearormaybeattheendofafiscalyear.Sothiswasgoodtimingforusall.

KevinhasbeenheretwoandahalfyearsnowwithFireEyeaspartofthecompany.Heknowsandintegratedwitheverythingwearedoing,andIthinkthisreallysetsustothefuture.Iamexcitedaboutmyrolesgoingforwardherewiththecompany.Iamexcitedabouthowfarthecompanyhascome.

ButIreallybelievethebestisyettocomeforthecompanyaswegettotheotherside,andwereallyshowtheworldwhatwecandoherewithallthepiecesthisCompanyhascreated.Goodquestion,Sterling.Thanksforaskingthat.

Operator :

GurTalpaz,Stifel.

GurT alpaz (Analyst-StifelNicolaus):

Firstoff,Dave,thanksforallyourhelpoverthepastfewyears,andKevinandMike,congratulationonthepromotion,Travisaswell.GivingthegrowingemphasishereonasaservicemodelscanyoutalkabouttheresponseyouhavegottenforFireEyeasaservice2.0.Ourcustomerswantingtofeedothersecurityproductalertsintoyoursolution,andthenperhapstalkaboutyourgrowingwellhereasasecurityorchestrator.Thankyou.


Yes,I'lltakethefirstpart.Maybe,Kevin,youhavealotofpassionforsecurityautomationandorchestrationandhelpusleadtheInvotasmoves.Ireallyseethefutureofsecurityas-a-servicemodel.Whenyoulookatalltheindustriesarounduswhetherit'shelpdeskwithwhatservicenowhasdoneorCRMorHRas-a-servicemodelsarethefuture.FireEyeasaservicesreallydevelopingwell.We'vegottheproduct,we'vegotthecapabilities.Wehavenowgotacompletesetofdeliverynowacrosstheworld,andnowwhatweareabletodoisreallyautomatesomeofthecapabilitiesand,Kevin,maybejustspendasecond.HowimportantisiSIGHT,Invotastoallofthisandwhatdoyousee?


Absolutely,peoplewanttobeabletoleveragetheirpriorspendwhenweshowupandFaaSasanoverlay.Ifpeoplewanttosendalertstous,whattheywanttotapintoisourabilitytoapplyanalytics,applythreatdata,applyourexpertise,applydynamicanalysisof(excueball)isthatgoodorbadornot.Thisisallnerdylanguageforpeoplewantintegrationandefficacyandsimplicity.

AndasweexpandthisFireEyesecurityorchestrationplatform,that'sexactlywhatwe'redoing.Wearesayinggiveustheevents,andwe'regoingtotellyouwhichonesarebad,andwe'regoingtodothatwiththosethreethingsanalytics,machinelearningandthatthreatdata.That'sthefuturethat'sa




naturalprogressionofwhatcybersecurityoperationsisgoingtobe,andwewantogetoutinfrontofthat.


Thankyouverymuch.Nextquestionplease.

Operator :

GabrielaBorges,GoldmanSachs.

GabrielaBorges (Analyst-GoldmanSachs):

Thankssomuchfortakingmyquestion.Mike,justaquickone.Youmentionedhowit'sdifficultto(sill)coststhemixshiftbetweenproductandsubscriptionanygivenquarter.Justcuriousasyoulookouttothefull-yearguidancewhatyourassumptionsareintermsofthattransitionoccurringandmaybejustwhenthecustomerischoosingbetweentakingyourproductupfrontsubscriptionwhataresomeoftheeconomicsfactorsthatthey'relookingatwhenmakingthatdecision?Thankyou.

MikeBerry(CFO):

Sure,I'llanswerthelastonefirst.Therearecertainlyeconomics,andtheydependondotheyhavecapitalbudget,dotheyhaveoperatingbudgetthat'sabigpieceofit.Alotofthattoalsodependsonwhethertheycanrunitthemselves,ordotheyneedustorunit.Sothere'sbothIthinkafinancialandanoperatingpieceofthat.

So,Gabriela,whatweincludedintheguidanceforthefullyearisproductrevenuedowncallitaround10%or12%andreallythedifferencebetweenthatandwhatwethoughtwouldbeflatisreallyagainthatshiftthatweareseeing,andasIsaidinmypreparedremarksweviewthislong-termasagoodthing.Wecontinuetothinkthatthosedealsareactuallylargeraswellashavehigherlong-termvalueforthecustomer.

Sowedoexpectthattocontinue.Andthenandwehaven'ttalkedabout2017yet,butaswegothroughtherestoftheyeartherolloutofthecloudandthevirtualsolutionforMVXisgoingtoaccelerateitaswell.Aswelookintonextyear,we'resuperexcitedabouttheabilitytodriveincrementalbillingsfromthatandexpandintoanincrementalTAM.Thosewillalsobesubscriptionlikelyaswell.Hopethathelped.

Operator :

(KenDelaney),Evercore.

KenDelaney(Analyst-Evercore):

Thanksfortakingmyquestion.Justfollowinguponthemixshiftinyourbusiness.Iwaswonderingdirectionallyhowshouldwethinkaboutcashflowgrowthin2017andbeyond.Let'sassumethatyourbillingsareupversus2016,andthetrendsyou'reseeingrightnowremainasexpected.

MikeBerry(CFO):

Ken,thisisMike.IthinkoneofthethingsweincludedintheslidesisareconciliationofourQ1cashflow.SohowIwouldlookatthatisIwouldlookatbillingsgrowth,assumethatcertainlysomepercentageofthatisgoingtoconverttocash.Itvariesbyquarterdependingonthosecollectioncycles,andlinearityplaysabigroleinthat.




IthinkIsaidanalystdaythatweexpectedsomewherebetween90%and95%ofbillingstypicallytoconverttocollections,andthenwhenyoutakealookatOpExcertainlyhaven'tguidedfor2017yet,butaswecontinuedownthatpathtoprofitabilitywewillbemindfuloftheincrementaldollarsthatwespend.Soasyoumodelyourcashflow,IwouldfocusonbillingsandthenIwouldfocusonnon-GAAPoperatingexpensesasthekeydrivers.

KenDelaney(Analyst-Evercore):

Okaygreat.Thankyouverymuch.

Operator :

GreggMoskowitz,CowenandCompany.

GreggMoskowitz (Analyst-CowenandCompany):

Thanksverymuchandgoodafternoon,everyone.JustwonderingifyoucouldelaborateonthegotomarketchallengesaroundEssentialsinQ1andwhatyou'vedonetohopefullyfixthatgoingforward.


Sure,Gregg,DaveDeWalthere.Acouplethingsessentialandourpowerlaunchwasveryrecent,soweweren'texpectingawholelotforQ1.WeannouncedthatreallylateJanuaryearlyFebruaryaswewentintooursaleskickoffandtrainingevent.SubsequentlywetrainedalotofthepartnersinQ1,gotthemotivationsandrewardforvalueprogramsthatwe'vehad.

Wehavestartedtoseesomepickup.WeareencouragedbywhatweareseeingherewiththeEssentialslinenowinQ2.Itjusttakesalittlebitoftime.Wealwayslikesomethingtohappenprettyquickly.Obviouslysegmentationlikethattakesabitoftime.

Havingsaidthat,somethingIalludedtoGreggthatwearelaunchinghereinthesecondhalfisimportanttofurthersegmentationofourNXproductlineandthat'sbothwithavirtualsensoraswellasacloudsensor.SoyouwillseeevenmoreproductsubscriptionandgrowthopportunityforthecompanyaswemoveintotheMVXeverywhere,andwe'rerightontrackforthat.WethinkduringtheQ3quarterwecandelivermostofthatproductlineatleastinformfactorsofvirtualandthencloudinthefourthquarter.

Nicepartisitreallyletsusgetintotheedgesmore,getsintodownmarketmore,expandourtotaladdressablemarket,sothecombinationofthehardwaresegmentationwithEssentialsinpowerfurthersegmentationwassoftwareandcloudreallygivesusaprettywidescalemodelforourfrontenddetectiontools.Goodquestion.Thankyou.

Operator :

GrayPowell,WellsFargoSecurities.

GrayPowell(Analyst-WellsFargoSecurities,LLC):

Ihaveamulti-partquestionhere.Hopefullyit'snottoocomplicated.Butcanyouhelpusthinkthroughthedynamicsofanexistingcustomerrefresh,specificallyforcustomerscallitfouryearsold,theycomeuptorefreshanappliance.Aretheytypicallybuyingsomethingthat'smoreexpensivetodayversusthatinitialpurchase?Andthenhowdoesthatrefreshlookifacustomerreplacesanoldappliancewithanewapplianceversusreplacingthatoldappliancewithacloudformfactor?Thanks.





Sure,Gray.Thismighttakeawhile.Iwillmakeabrief.Certainlythereisalotofflexibilityforourclientbase.Ithinkthegoodnewsthatweareseeingistherenewalratesandtheadoption,andcross-sellinghasneverbeenstrongerforevenourflagshipNXproduct.

Therenewalrateswerefantasticinthequarter.Theycontinuetogrow.OneofthelimitationsthatwehavehadwiththatflagshipNXproductisreallyitgoesintothebiggestegresspointsthatarethedatacenteregresspoints,andwehaveonlyhadhardwareforthosebigegresspoints.Sothefirstsegmentationwithessentialsisanoptionforpeople.Theycertainlycanrenewthequoteunquoteclassicversiontoapowereditionwhichwouldbemore.

Theycanalsoaddonsomesubscriptionstotheirappliance,andnowgoingforwardtheywillbeabletoupgradethosecapabilitiestobackendclusterproductaswellasavirtualsensorproduct.Long-windedwayofsayingthere'salotofoptionsforourclientstorefresh.

Ithinkthegoodnewsistheyareverysatisfiedwithourproducts.Theyarerenewingthoseproducts,andweareseeingalotofcrosssellopportunitywhenwedotherenewal.Soithasgivenusmoreandmoreoptionsaswetalktoouralmost5000customersnowwithwhatwe'redoing.Thankyou.

Operator :

JonathanHo,WilliamBlair.

JonathanHo (Analyst-WilliamBlair&Company):

Ijustwantedtogetalittlebitofsensearoundyourcommentsregardinglinearityforthequarter,andisthereanythingthatweshouldreadintointermsofashiftmoretoservicesattheendofthequarter?Doesthispotentiallyindicatesomeslowingorsofteningintermsofspend,orwasthatmoreoperationaldecisionstoswitchmoretothesubscriptions?

MikeBerry(CFO):

Jonathan,it'sMikeBerry.Iwouldn'treadanythingintotheoveralldemandenvironmentQ1thecalendaryearalwaysisrelativelyback-endloaded.PeopledoalltheirbudgetingandstuffinJanuary.Itwasn'tsomethingthatwedidnotexpect.Candidlyfromaserviceorproductperspectiveit'snotlikeoneofthosearedifferentfromalinearityperspective.It'sreallyallwrappedupintothatcustomerdecision-makingprocess.

Operator :

RobBreza,Wunderlich.

RobBreza(Analyst-WunderlichSecurities):

Asyouarenowsteppingintothenewroleifyoucouldtalkabouthowyouthinkaboutrestructuringthinkingaboutplacingpeopleintheirrespectivepositions,howdoyouthinkabout12,18monthsfromnowwheredoyouthinkthestructureofpeopleandplacementsare?Thanks.


Well,Igetthejobinamonthand15days,soI'llprobablyaddressalotofthatthen.ButinfairnessIalsowanttositdownwithmyleadershipteam,andthisCompanyisgoingtocontinuallyevolve.ThestrengthsthatIbringisIknowourmarketplacereallywell.I'vetraveledtheworld.Idoover100,000milesonairplaneseveryyear.

Idonothundredsbutprobablyinthelastfewyearsthousandsofcustomervisits.Whatbasicallyitcomes




downtoiswhatdoesthemarketneed?Wearegoingtoprovidethatasfastaswecan,continuetoevolveasmarketneedsevolve,butwe'regoingtostaywithinourcorecompetenceaswellastowhatwe'regoodat.

Weknowhowtofindevilonnetworks.We'vegottofindevileverywhereinthecloud,onmobile,acrossenterprisesaregettingmoremultinational.Sowe'regoingtoincreasethatreach.RightnowIdon'tlikethewordrestructure.We'vegottheteaminplace.I'mexcitedabouttheteamwehave.

DaveandIhaveworkedtogetherreallyaboutfouryears.Heassembledthisteam.Wehavehadalike-mindedvision.I'vebeenexcitedaboutthevisionallalong.Givemesometime,butattheendoftheday,restructureisthewrongword,butwewillcontinuetoevolveanddowhatwe'vegottodotobuildwhatthemarketneeds.

Operator :

MelissaGorham,MorganStanley.

MelissaGorham(Analyst-MorganStanley):

Thanksfortakingmyquestionandcongratseveryoneontheirnewroles.Mike,IjustwantedtoparticularlyaddressyournewroleasCOO.I'mjustwonderingifyoucouldmaybetalkaboutwhyitmadesensetocarve-outtheCOOroleandputitalongsideyourresponsibilities,andthenwhatareyourtopprioritiesasyouaretakingonthatposition?

MikeBerry(CFO):

Sure,Iamhappytotakethat,althoughDavemaywanttojumpinaswell.Aswelooktogoingforwardandwiththechangesthatwehaveannouncedtoday,oneofthethingsthatwehave,Melissa,iswe'retryingtospendalotoftimearoundourdifferentoperationsgroupsbeatalltheinfrastructurethatsupportsthebusiness,alltheplanningandoperations.Andwe'retryingtocallitblowthroughsomeofthosesilosandreallyhaveaconsolidatedviewofthebusiness.

Sothat'sreallyinyourlastquestionmygoalistobringtoKevinandDaveandtherestoftheManagementteamaverynimbleandcost-effectivewaytodeliverourproducts,tomakesurethatweunderstandlookingforwardnotjustlookingbackbutlookingforwardwhatweseeinthebusinessfrompipelineallthedemandgenandeverythingandthenreallymakesurewesetupthatstructuresothatourpeoplecansucceed.Iamreallyexcitedaboutit.

It'ssomethingthatagain,asKevinsaid,Iwon'tgetthatroleforabout40days,soIgetalittlebitoftimeaftergoingtochatwithallofyoufolksforthenextfiveweeks.ButIthinkaswegothrough2016IamgoingtofocusonthegoalsthatIjustwentthrough.


Melissa,I'lljustaddon.ThisisDaveDeWalt'svoice.Mikehasreallyprovenhimselfsincehehascometothecompany.Hopefullyyouseethatasyouinteractwithhim,veryhonest,veryhard-working,veryhumbleman.Hehaslearnedouroperationshere.Hehaslearnedthebusiness.

Iwaslisteningacutelytouscustomeranswersaswell,andheislearningtheproductsrealwell.ThegreatpartaboutwhatwehavewithMikeiswecanreallyunifyouroperationsunderhim.Wecanstreamlinethoseoperations,andcandidlywe'vegotalotofopportunitytooptimizehereatthecompany.WehavebeenaCompanyfocusedaspartofourjourneyongrowthandreallytakingmarketshare.

WealsocanbalancethatwithbeingastrongefficienciesCompanyandoptimizeourinfrastructureatthe




sametime.ThenextphaseweareinIthinkwe'vegotgreatleadershipwithKevinandvision.Ithinkwe'vegotgreatleadershipwithMikeandTravisinoperations.That'stheplatformyouwanttolookatifyouareachairmanlikemenow.AndonelastcommentKevinandIhaveworkedtogetheraschairmanandCEObeforewithMandiant,greattobebackinthatcapabilityandwe'vehadquiteafewyearsworkingtogether.

Ithinkwewillbeprettyseamlessaswegoforward.Ithinkthewholeteamisexcitedaboutsomeofthenewthingsthatweareembarkingon.Thanks,MelissaGoodquestion.

Operator :

BrentThil,UBS.

BrentT hill(Analyst-UBS):

Justontheproductrevenue.Youareseeingatrendthatmanyothersaren'tseeing,anditseemslikeaconsciousinitiativetodelivermoreas-a-serviceandsubscription,butjustcurioushowyouarethinkingaboutthisevenfurtherout.Areproductsreallygoingtobeasrelevant,ordoyoufeellikeyou'rejustgoingtomakethepivotalotmoretoservices,andifso,Dave,doyoufeellikeyou'releavingthesalesteamkindofintherighttrain,therightcompplanallthosethingsyouhavebeendoingforsolonggettingtheseguysorientedaroundtheshift.Justtryingtounderstandthedynamicshere.


Sure,Brent,thisasDave.Iamabigbelieverthatweareseeingwearejustinthefirstandsecondmaybethirdinningofasignificanttransformationofthesecurityindustry.Iamjustconvinced.IknowKevinseesitthesameway.

Traditionaldefenseindepthontheperimeterwithnow6,7,8,10layersofdefenseisreallychanging.Wearenowseeingthoseworkloadcyclesmovetothecloud.We'reseeingtheperimeterchangeddramatically.What'straditionalegresspointsforthefirewallandanIPSandaDLPsolution,APTsolutionischanging.It'sjustafact.It'sjustamatteroftimeforallthoseothercompaniestofeelthesamechangeIamseeing.

Isjustafactfirewallswon'tsellonpremiseliketheyaretoday.Emailsgateways,webgateways,theyarejustchanging.Alotofourconsumerizationmodelsareforcingthat.Whatevercompanygetstotheothersideandhasacloudandsecurityasaservicemodelwillwinthenextgame.

AndsoIbelievethatthisCompanyhasputthosepiecesinplace.Whenyoulookatourtrends,yes,theyareawayfromproduct.Theyareconsciouslyalwaysfromproduct.Webuiltalmosteveryformfactorthatwehavedevelopedfrombeginningnowinvirtualandcloudformfactorsinsubscriptionsandasaservice.Sothat'sthepowerIbelieveofthenextgenerationCompany,andIthinkalotofCSOSandprofessionalsaroundtheworldareinundatedwithalerts.They'reinundatedwithvendors.TheaverageCompanygetsmillionsofalertsofday,hashundredsofsecurityvendorsisdrowninginthesethings,andthey'restillgettingbreachedallthetime.

Sohowdowesolvethenextgenerationthing?IamabigbelieverthatthisCompanyisputtingthosepiecesinplace.Ireallybelievemostofthoseothervendorsthatyoualltrackaren't.IbelievethisCompanyisfaraheadoftheminthethinkingofthenextgeneration.

Yes,we'reinthemiddleofatransformationaswegofromproducttoproductsubscriptionfrompremisetocloudbutIthinkweareracingtoitmuchfasterthananybodyelseisdoing.Kevindowanttocomment,youseethisthingasmuchasIdo.





Yes,thishasbeenatrend,Brent.Inmyopinionit'sbeenhappeningforyears.Wesawfirewallscameout.Theycouldn'tdo(dpacket)inspectionsoyouhadIDS,andthatmissedeverythingallthetime.Oryouhadtocreaterulesetsandmanagethousandsofrules.AndthenFireEyecreatesthisvirtualexecutionenginethatcoulddetectwithhighfidelitythatwastrendonthenetwork.

Peoplegetsims,becamebitbucketsforbillionsofalerts.Theyweregreatcompliancedashboards,butpeoplewantedtogofromsimtofix,andyou'reseeingorchestrationmove.Andanothertrendispeoplecan'tfindtheexpertise.Theycan'tfindthepeople.Theycan'tmanagethethreatintelligence.We'vegotthepiecestotakeallthesealertsandgofromalerttofixwiththeplatformwe'rebuilding,thethreatintelligencethatwehave,orthepeopleiffolksdon'thaveaninternalteam,wecanapplytheoperatorsnecessarytodefendnetworks.ThatisthetrendIhaveseen.

Nobodywantstowalkdownthehallwayandhuganappliancethat'sgotablinkinglightonit.Theywanttobeabletohitabuttonandsaywhatisthisblinkinglightfor.Whatisthecontextbehindit,anddoweneedhelpornot?Andhowdoweprioritizeit?Thosearethethings.

BrentT hill(Analyst-UBS):

Kevin,Iappreciatethatview.Iguessjustfromwhatwehaveseentheproductcomponentmisswherethestreetnumbersareat.Iguessjustfromaperspectiveoftheguidancenow,andIknowMikehasleftmuchmoreconservativeguidanceonproductforthesecondquarter,butdoyoufeelnowthatyouhavedeemphasizethatalotinthepipelineatleastinthestreetnumbersthatnumberismoreaccuratelysetnowversuswhatwehavehadinthepast?

MikeBerry(CFO):

Hey,Brent,it'sMike.Aswehavetalkedabout,wefeltgoodgoingintotheyearintermsofwherewethoughtwewere.Wecontinuetoseethatevolution.WhatwehavedoneforQ2aswehavelookedatthepipeline.Wehavespentalotoftimewiththesalesteam,theproductteam,understandingthenewlaunches,what'sinthere.Sowecertainlyhopethatwesentinanappropriatenumber.We'vedonethebestwecanwiththeinformationthatwehaveinfrontofusatthistime.

KatePatterson (InvestorRelations):

Justonemorequestionplease.

Operator :

SaketKalia,Barclays.

SaketKalia(Analyst-BarclaysCapital):

Congratstoallofyouonthechanges.OnequestionforyouMike,Ithinkit'sanimportantone,butbasedonthemixshiftthatwe'reseeing.DowestillexpectprofitabilityforallofFY18andalsostillthinkaboutthe15%to20%longtermoperatingmargingiventhemixshift?

MikeBerry(CFO):

Yessointermsofwhatweprovided,Saket,forthelong-termmodelasIthinkyourememberIbakedinaprettysignificantcontinuedshiftwhereproductrevenuewouldcontinuetodecreaseasapercent,soaswesitheretodaywestillfeelgoodaboutit.Icertainlydon'thaveanydifferentviewoftheoperatingmargin.Istillfeelgoodaboutthat.Howfastitgoeswhenwegetthereisit2017,2018,2019,2020?Wewillcertainlyhavetotakeahardlookatit.ButIdon'thaveanyreasonnottodoubtthelong-termoperating




modelnumber.

SaketKalia(Analyst-BarclaysCapital):

Gotit.Veryhelpful.Thanksguys.


Okaywellthankyou,everyone,forjoiningusonourQ1earningscalltoday.Appreciateit.We'lllookforwardtoseeingyouagainatsomeoftheinvestorconferencescomingupinthesecondquarter.Andwiththat,Operator,thankyouandthatconcludesthecall.

Operator :

Ladiesandgentlementhankyouforparticipatingintoday'sconference.

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FIREEYE (FEYE) Earnings Report: Q1 2016 Conference Call ... · to discuss FireEye's financial results for the first quarter of 2016. This call is being broadcast live over the Internet