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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
_____________________________________
FORM 10-Q
_____________________________________
(Mark One)
QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended April 30, 2021
OR
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from _to_
Commission File Number: 001-38413
_____________________________________
ZSCALER, INC.
(Exact Name of Registrant as Specified in its Charter)
_____________________________________
Delaware
(State or other jurisdiction of
incorporation or organization)
26-1173892
(I.R.S. Employer
Identification Number)
120 Holger 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 May 28, 2021, the number of shares of registrant’s common stock outstanding was 136,987,021.

ZSCALER, INC.
Table of Contents
Page No.
PART I. FINANCIAL INFORMATION
PART II. OTHER INFORMATION



Table of Contents
SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS
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:
the potential impact on our business of the ongoing COVID-19 pandemic;
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 and our ability to successfully integrate completed acquisitions;
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 and service our outstanding debt;
our need and ability to raise additional capital in future debt or equity financings;
our expectations regarding settlement of our Notes (defined below);
our ability to comply with laws and regulations that currently apply or become applicable to our business both in the United States and internationally;
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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.
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, 2020 filed with the Securities and Exchange Commission, or the SEC, on September 17, 2020.
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PART I. FINANCIAL INFORMATION
Item. 1 Financial Statements
ZSCALER, INC.
Condensed Consolidated Balance Sheets
(in thousands, except per share amounts)
(unaudited)
April 30, 2021July 31, 2020
Assets
Current assets:
Cash and cash equivalents$106,590 $141,851 
Short-term investments1,361,019 1,228,722 
Accounts receivable, net164,923 147,584 
Deferred contract acquisition costs44,541 32,240 
Prepaid expenses and other current assets28,428 31,396 
Total current assets1,705,501 1,581,793 
Property and equipment, net106,812 75,734 
Operating lease right-of-use assets49,727 36,119 
Deferred contract acquisition costs, noncurrent107,927 77,675 
Acquired intangible assets, net26,495 24,024 
Goodwill53,291 30,059 
Other noncurrent assets12,523 8,054 
Total assets$2,062,276 $1,833,458 
Liabilities and Stockholders’ Equity
Current liabilities:
Accounts payable$20,172 $5,233 
Accrued expenses and other current liabilities16,622 16,361 
Accrued compensation61,276 49,444 
Deferred revenue445,835 337,263 
Operating lease liabilities20,974 15,600 
Total current liabilities564,879 423,901 
Convertible senior notes, net900,263 861,615 
Deferred revenue, noncurrent49,599 32,504 
Operating lease liabilities, noncurrent35,472 28,023 
Other noncurrent liabilities3,956 2,586 
Total liabilities1,554,169 1,348,629 
Commitments and contingencies (Note 10)
Stockholders’ Equity
Common stock; $0.001 par value; 1,000,000 shares authorized as of April 30, 2021 and July 31, 2020; 136,895 and 132,817 shares issued and outstanding as of April 30, 2021 and July 31, 2020, respectively
137 133 
Additional paid-in capital1,027,888 823,804 
Accumulated other comprehensive income 659 463 
Accumulated deficit(520,577)(339,571)
Total stockholders’ equity508,107 484,829 
Total liabilities and stockholders’ equity$2,062,276 $1,833,458 

The accompanying notes are an integral part of these condensed consolidated financial statements.
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ZSCALER, INC.
Condensed Consolidated Statements of Operations
(in thousands, except per share amounts)
(unaudited)
Three Months Ended April 30,Nine Months Ended April 30,
2021202020212020
Revenue$176,404 $110,524 $476,026 $305,382 
Cost of revenue38,977 24,579 104,839 64,375 
Gross profit137,427 85,945 371,187 241,007 
Operating expenses:
Sales and marketing115,730 67,727 323,022 188,759 
Research and development40,952 24,117 118,473 65,094 
General and administrative24,595 14,615 70,107 56,223 
Total operating expenses181,277 106,459 511,602 310,076 
Loss from operations(43,850)(20,514)(140,415)(69,069)
Interest income593 1,528 2,288 5,405 
Interest expense(13,436) (39,730) 
Other income, net71 70 857 28 
Loss before income taxes(56,622)(18,916)(177,000)(63,636)
Provision for income taxes1,837 421 4,006 1,931 
Net loss$(58,459)$(19,337)$(181,006)$(65,567)
Net loss per share, basic and diluted $(0.43)$(0.15)$(1.34)$(0.51)
Weighted-average shares used in computing net loss per share, basic and diluted
136,385 129,682 134,938 128,538 

The accompanying notes are an integral part of these condensed consolidated financial statements.
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ZSCALER, INC.
Condensed Consolidated Statements of Comprehensive Loss
(in thousands)
(unaudited)
Three Months Ended April 30,Nine Months Ended April 30,
2021202020212020
Net loss$(58,459)$(19,337)$(181,006)$(65,567)
Other comprehensive income:
Unrealized net gains (losses) on available-for-sale securities(316)336 (658)559 
Cash flow hedges:
Change in net unrealized gains and (losses)572  994  
Net realized losses (gains) reclassified into net loss(69) (140) 
Net change on cash flow hedges503  854  
Total187 336 196 559 
Comprehensive loss$(58,272)$(19,001)$(180,810)$(65,008)

The accompanying notes are an integral part of these condensed consolidated financial statements.

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ZSCALER, INC.
Condensed Consolidated Statements of Stockholders’ Equity
(in thousands)
(unaudited)

Stockholders' equity activity for the three months ended April 30, 2021:
Common Stock Additional
Paid-In
Capital
Accumulated Other Comprehensive
Income
Accumulated DeficitTotal
Stockholders’ Equity
Shares Amount  
Balance as of January 31, 2021135,858 $136 $964,214 $472 $(462,118)$502,704 
Issuance of common stock upon exercise of stock options392 — 2,665 — — 2,665 
Vesting of restricted stock units and other stock issuances645 1 (1)— —  
Vesting of early exercised common stock options— — — — —  
Stock-based compensation— — 61,010 — — 61,010 
Other comprehensive income— — — 187 — 187 
Net loss— — — — (58,459)(58,459)
Balance as of April 30, 2021136,895 $137 $1,027,888 $659 $(520,577)$508,107 
Stockholders' equity activity for the three months ended April 30, 2020:
Common Stock Additional
Paid-In
Capital
Accumulated Other Comprehensive
Income
Accumulated DeficitTotal
Stockholders’ Equity
Shares Amount  
Balance as of January 31, 2020129,266 $129 $589,229 $491 $(270,685)$319,164 
Issuance of common stock upon exercise of stock options882 1 5,795 — — 5,796 
Vesting of restricted stock units and other stock issuances199 — — — — — 
Vesting of early exercised common stock options— — 131 — — 131 
Stock-based compensation— — 28,704 — — 28,704 
Other comprehensive income— — — 336 — 336 
Net loss— — — — (19,337)(19,337)
Balance as of April 30, 2020130,347 $130 $623,859 $827 $(290,022)$334,794 

The accompanying notes are an integral part of these condensed consolidated financial statements.







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ZSCALER, INC.
Condensed Consolidated Statements of Stockholders’ Equity
(in thousands)
(unaudited)

Stockholders' equity activity for the nine months ended April 30, 2021:
Common Stock Additional
Paid-In
Capital
Accumulated Other Comprehensive
Income
Accumulated DeficitTotal
Stockholders’ Equity
Shares Amount  
Balance as of July 31, 2020132,817 $133 $823,804 $463 $(339,571)$484,829 
Issuance of common stock upon exercise of stock options1,891 2 13,908 — — 13,910 
Issuance of common stock in connection with employee stock purchase plan131 — 8,563 — — 8,563 
Vesting of restricted stock units and other stock issuances2,056 2 (2)— —  
Vesting of early exercised common stock options— — 93 — — 93 
Stock-based compensation— — 181,522 — — 181,522 
Other comprehensive income— — — 196 — 196 
Net loss— — — — (181,006)(181,006)
Balance as of April 30, 2021136,895 $137 $1,027,888 $659 $(520,577)$508,107 
Stockholders' equity activity for the nine months ended April 30, 2020:
Common Stock Additional
Paid-In
Capital
Accumulated Other Comprehensive
Income
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 options2,102 3 12,551 — — 12,554 
Issuance of common stock in connection with employee stock purchase plan284 — 5,334 — — 5,334 
Vesting of restricted stock units and other stock issuances708 — — — — — 
Vesting of early exercised common stock options— — 393 — — 393 
Stock-based compensation— — 72,963 — — 72,963 
Other comprehensive income— — — 559 — 559 
Net loss— — — — (65,567)(65,567)
Balance as of April 30, 2020130,347 $130 $623,859 $827 $(290,022)$334,794 

The accompanying notes are an integral part of these condensed consolidated financial statements.
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ZSCALER, INC.
Condensed Consolidated Statements of Cash Flows
(in thousands)
(unaudited)
Nine Months Ended April 30,
20212020
Cash Flows From Operating Activities
Net loss$(181,006)$(65,567)
Adjustments to reconcile net loss to cash provided by operating activities:
Depreciation and amortization expense21,401 12,278 
Amortization expense of acquired intangible assets4,729 2,062 
Amortization of deferred contract acquisition costs28,577 17,673 
Amortization of debt discount and issuance costs38,648  
Non-cash operating lease costs15,156 9,649 
Stock-based compensation expense178,538 70,012 
Amortization (accretion) of investments purchased at a premium (discount)8,600 (463)
Deferred income taxes(1,502)(555)
Impairment of assets416 746 
Other3 305 
Changes in operating assets and liabilities, net of effects of business acquisitions
Accounts receivable(20,128)(12,218)
Deferred contract acquisition costs(71,130)(32,228)
Prepaid expenses, other current and noncurrent assets1,797 (13,365)
Accounts payable6,421 1,923 
Accrued expenses, other current and noncurrent liabilities3,008 660 
Accrued compensation11,583 12,671 
Deferred revenue128,414 49,581 
Operating lease liabilities(16,221)(5,482)
Net cash provided by operating activities157,304 47,682 
Cash Flows From Investing Activities
Purchases of property, equipment and other assets(34,215)(24,793)
Capitalized internal-use software(7,047)(6,296)
Payments for business acquisitions, net of cash acquired(29,420)(8,918)
Investments in privately held companies(2,877) 
Purchases of short-term investments(724,472)(202,764)
Proceeds from maturities of short-term investments562,744 209,225 
Proceeds from sale of short-term investments22,499 14,084 
Net cash used in investing activities(212,788)(19,462)
Cash Flows From Financing Activities
Proceeds from issuance of common stock upon exercise of stock options13,910 12,554 
Proceeds from issuance of common stock under the employee stock purchase plan8,563 5,334 
Payment of deferred consideration related to a business acquisition(2,250) 
Net cash provided by financing activities20,223 17,888 
Net increase (decrease) in cash, cash equivalents and restricted cash(35,261)46,108 
Cash, cash equivalents and restricted cash at beginning of period141,851 78,484 
Cash, cash equivalents and restricted cash at end of period$106,590 $124,592 
Supplemental Disclosure of Cash Flow Information:
Cash paid for income taxes, net of tax refunds$3,580 $1,738 
Interest paid$743 $ 
Non-cash activities
Net change in purchased equipment included in accounts payable and accrued expenses$8,720 $1,446 
Operating lease right-of-use assets obtained in exchange for operating lease obligations, net of terminations$27,622 $27,205 
Vesting of early exercised common stock options$93 $393 
Reconciliation of cash, cash equivalents and restricted cash to the consolidated balance sheets:
Cash and cash equivalents$106,590 $124,592 
Restricted cash, current and noncurrent  
Total cash, cash equivalents and restricted cash$106,590 $124,592 
The accompanying notes are an integral part of these condensed consolidated financial statements.
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ZSCALER, INC.
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 provider with a platform designed on a zero trust architecture. Our architecture is designed to allow users and devices to safely access authorized applications and services in the cloud using the internet as the preferred connectivity medium. Zscaler’s security and user experience solutions are purpose-built on a multi-tenant, distributed cloud exchange 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 notes 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, 2020 (the "Fiscal 2020 Form 10-K"), as filed with the SEC on September 17, 2020.
Interim Unaudited Condensed Consolidated Financial Statements
The accompanying condensed consolidated balance sheet as of July 31, 2020 was derived from the audited consolidated financial statements as of that date. The accompanying interim condensed consolidated financial statements, including the condensed consolidated balance sheet as of April 30, 2021, the condensed consolidated statements of operations for the three and nine months ended April 30, 2021 and 2020, the condensed consolidated statements of comprehensive loss for the three and nine months ended April 30, 2021 and 2020, the condensed consolidated statements of stockholders’ equity for the three and nine months ended April 30, 2021 and 2020 and the condensed consolidated statements of cash flows for the nine months ended April 30, 2021 and 2020 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 and nine months ended April 30, 2021 are not necessarily indicative of the results to be expected for our fiscal year ending July 31, 2021 or for any other future fiscal year or interim period.
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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, recoverability of goodwill, valuation of deferred tax assets and liabilities, loss contingencies related to litigation, fair value and effective interest rate of our convertible senior notes, valuation of strategic investments 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.
Due to the COVID-19 pandemic, there is ongoing uncertainty and significant disruption in the global economy and financial markets. We are not aware of any specific event or circumstances that would require an update to our estimates, judgments or assumptions or a revision to the carrying value of our assets or liabilities as of the date of issuance of these condensed consolidated financial statements. These estimates, judgments and assumptions may change in the future, as new events occur or additional information is obtained.
Fiscal Year
Our fiscal year ends on July 31. References to fiscal 2021, for example, refer to our fiscal year ending July 31, 2021.
Significant Accounting Policies
Our significant accounting policies are described in the Fiscal 2020 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 and nine months ended April 30, 2021 other than for derivative instruments and the adoption of new accounting guidance related to current expected credit losses effective August 1, 2020 further described below.
Derivative Instruments
We enter into foreign currency forward contracts, a portion of which we designate as cash flow hedges, in order to manage the volatility of cash flows that relate to our cost of revenues and operating expenses denominated in foreign currencies.
Gains or losses related to our cash flow hedges are recorded as a component of accumulated other comprehensive income (loss) within stockholders' equity (“AOCI”) until the forecasted transaction occurs in earnings. When the forecasted transaction occurs, the related gains and losses are reclassified into earnings within the financial statement line item associated with the underlying hedged transaction. If the underlying hedged transaction does not occur, or it becomes probable that the hedged transaction will not occur, the cumulative unrealized gain or loss is reclassified immediately from AOCI into earnings within the financial statement line item associated with the underlying hedged transaction. We measure hedge effectiveness using regression analysis at hedge inception and periodically thereafter. We include time value in our effectiveness assessment.
We recognize changes in the fair value of non-designated derivative instruments within other income (expense), net in our condensed consolidated statement of operations in the same period that the fair value measurement occurs.
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All of our derivative instruments are measured at fair value and reported on a gross basis on our consolidated balance sheets. Derivatives instruments are classified in our condensed consolidated statements of cash flows as cash from operating activities, which reflect the classification of the underlying hedged transactions.
Accounts Receivable and Allowance
Accounts receivable are recorded at the invoiced amount and are non-interest bearing. Accounts receivable are stated at their net realizable value, net of an allowance for doubtful accounts. We have a well-established collections history from our customers. Credit is extended to customers based on an evaluation of their financial condition and other factors. In determining the necessary allowance for doubtful accounts, we estimate the lifetime expected credit losses against the existing accounts receivable balance. Our estimate is based on certain factors including historical loss rates, current economic conditions, reasonable and supportable forecasts and customer-specific circumstances. The allowance for doubtful accounts has historically not been material. There were no material write-offs recognized in the periods presented. Accordingly, the movements in the allowance for doubtful accounts were not material for any of the periods presented. We do not have any off-balance-sheet credit exposure related to our customers.
Cash Equivalents and Short-Term Investments
We classify all highly liquid investments purchased with an original maturity of 90 days or less from the date of purchase as cash equivalents and all highly liquid investments with original maturities beyond 90 days at the time of purchase as short-term investments. Our cash equivalents and short-term investments consist of highly liquid investments in money market funds, U.S. treasury securities, U.S. government agency securities and corporate debt securities.
We classify our investments as available-for-sale investments and present them within current assets since these investments represent funds available for current operations and we have the ability and intent, if necessary, to liquidate any of these investments in order to meet our liquidity needs or to grow our business, including for potential business acquisitions or other strategic transactions. Our investments are carried at fair value, with unrealized gains and losses unrelated to credit loss factors reported in AOCI.
Our investments are reviewed periodically when there is a decline in a security’s fair value below the amortized cost basis. We consider our intent to sell and whether it is more likely than not that the we will be required to sell the securities before the recovery of its cost basis. If either of these criteria are triggered, the amortized cost basis of the debt security is written down to fair value through other income (expense), net. If neither criteria is met, we evaluate whether the decline in fair value below the amortized cost basis is related to credit-related factors or other factors such as interest rate fluctuations. The factors considered in this analysis include the extent the fair value is less than the amortized cost basis, whether there were changes to the rating of the security by a ratings agency, whether the issuer has failed to make scheduled interest payments and other adverse conditions as applicable. Credit-related impairment losses, limited by the amount that the fair value is less than the amortized cost basis, are recorded through an allowance for credit losses in other income (expense), net. For purposes of identifying and measuring credit-related impairments, our policy is to exclude the applicable accrued interest from both the fair value and amortized cost basis of the related debt security. Accrued interest, net of the allowance for credit losses, if any, is recorded to prepaid expenses and other current assets. There were no credit-related impairments recognized on our investments during the periods presented.
Interest income, amortization (accretion) of investments purchased at a premium (discount) and realized gains and losses are included in interest income in the condensed consolidated statements of operations. We use the specific identification method to determine the cost in calculating realized gains and losses upon the sale of these investments.
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Recently Adopted Accounting Pronouncements
In June 2016, the Financial Accounting Standards Board ("FASB") issued ASU No. 2016-13, Financial Instruments-Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments. This standard 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 adopted this standard as of August 1, 2020, and it did not have a material impact to our condensed consolidated financial statements.
Recently Issued Accounting Pronouncements Not Yet Adopted
In June 2020, the FASB issued ASU No. 2020-06, Debt with Conversion and Other Options (Subtopic 470-20) and Derivatives and Hedging - Contracts in Entity’s Own Equity (Subtopic 815-40). This standard eliminates the beneficial conversion and cash conversion accounting models for convertible instruments. It also amends the accounting for certain contracts in an entity’s own equity that are currently accounted for as derivatives because of specific settlement provisions. In addition, the new guidance modifies how particular convertible instruments and certain contracts that may be settled in cash or shares impact the diluted earnings per share computation. For public business entities, it is effective for fiscal years beginning after December 15, 2021, including interim periods within those fiscal years using the fully retrospective or modified retrospective method. Early adoption is permitted but no earlier than fiscal years beginning after December 15, 2020, including interim periods within those fiscal years. We are currently evaluating the potential impact of this standard on our condensed consolidated financial statements.
Note 2. Revenue Recognition
Disaggregation of Revenue
Subscription and support revenue is recognized over time and accounted for approximately 97% and 98% of our revenue for the three months ended April 30, 2021 and 2020, respectively, and approximately 97% and 98% of our revenue for the nine months ended April 30, 2021 and 2020, respectively.
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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 April 30,Nine Months Ended April 30,
2021202020212020
Amount% RevenueAmount% RevenueAmount% RevenueAmount% Revenue
(in thousands, except per percentage data)
United States$85,678 49 %$53,741 49 %$233,379 49 %$149,315 49 %
Europe, Middle East and Africa (*)
66,461 38 %44,756 40 %181,108 38 %124,047 40 %
Asia Pacific20,523 11 %9,992 9 %51,500 11 %26,638 9 %
Other3,742 2 %2,035 2 %10,039 2 %5,382 2 %
Total $176,404 100 %$110,524 100 %$476,026 100 %$305,382 100 %
(*) Revenue from the United Kingdom ("U.K.") represented 10% of our revenue for each of the three months ended April 30, 2021 and 2020, and 10% of our revenue for each of the nine months ended April 30, 2021 and 2020, respectively. Revenue from Germany represented 9% and 10% of our revenue for the three months ended April 30, 2021 and 2020, respectively, and 10% and 9% of our revenue for the nine months ended April 30, 2021 and 2020, respectively.
The following table summarizes the revenue from contracts by type of customer:
Three Months Ended April 30,Nine Months Ended April 30,
2021202020212020
Amount% RevenueAmount% RevenueAmount% RevenueAmount% Revenue
(in thousands, except per percentage data)
Channel partners$165,969 94 %$106,942 97 %$446,750 94 %$295,316 97 %
Direct customers10,435 6 %3,582 3 %29,276 6 %10,066 3 %
Total $176,404 100 %$110,524 100 %$476,026 100 %$305,382 100 %
Significant Customers
No single customer accounted for 10% or more of our revenue for the three and nine months ended April 30, 2021 and 2020. The following table summarizes 10% or more of the total balance of accounts receivable, net:
April 30, 2021July 31, 2020
Channel partner A*11%
(*) 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 nine months ended April 30, 2021 and 2020, we recognized revenue of $298.5 million and $193.7 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 April 30, 2021, the aggregate amount of the transaction price allocated to remaining performance obligations was $1,207.6 million. We expect to recognize 51% 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 activity of the deferred contract acquisition costs consisted of the following:
Three Months Ended April 30,Nine Months Ended April 30,
2021202020212020
(in thousands)
Beginning balance
$134,946 $74,050 $109,915 $69,785 
Capitalization of contract acquisition costs
27,976 16,538 71,130 32,228 
Amortization of deferred contract acquisition costs
(10,454)(6,248)(28,577)(17,673)
Ending balance
$152,468 $84,340 $152,468 $84,340 
The outstanding balance of the deferred contract acquisition costs consisted of the following:
April 30, 2021July 31, 2020
(in thousands)
Deferred contract acquisition costs, current
$44,541 $32,240 
Deferred contract acquisition costs, noncurrent
107,927 77,675 
Total deferred contract acquisition costs $152,468 $109,915 
Sales commissions accrued but not paid as of April 30, 2021 and July 31, 2020, totaled $19.1 million and $21.0 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 April 30, 2021:
Amortized
Cost
Unrealized
Gains
Unrealized
Losses

Fair Value
(in thousands)
Cash equivalents:
Money market funds$32,414 $ $ $32,414 
Short-term investments:
U.S. treasury securities$380,211 $25 $(12)$380,224 
U.S. government agency securities677,962 108 (203)677,867 
Corporate debt securities302,924 151 (147)302,928 
Total short-term investments$1,361,097 $284 $(362)$1,361,019 
Total cash equivalents and short-term investments$1,393,511 $284 $(362)$1,393,433 
Cash equivalents and short-term investments consisted of the following as of July 31, 2020:
Amortized
Cost
Unrealized
Gains
Unrealized
Losses

Fair Value
Cash equivalents:(in thousands)
Money market funds$51,690 $ $ $51,690 
U.S. treasury securities39,997  (1)39,996 
U.S. government agency securities14,997   14,997 
Total cash equivalents$106,684 $ $(1)$106,683 
Short-term investments:
U.S. treasury securities$415,539 $152 $(127)$415,564 
U.S. government agency securities595,725 186 (114)595,797 
Corporate debt securities216,879 569 (87)217,361 
Total short-term investments$1,228,143 $907 $(328)$1,228,722 
Total cash equivalents and short-term investments$1,334,827 $907 $(329)$1,335,405 
The amortized cost and fair value of our short-term investments based on their stated maturities consisted of the following as of April 30, 2021:
Amortized
Cost
Fair Value
(in thousands)
Due within one year$841,863 $842,057 
Due between one to two years519,234 518,962 
Total$1,361,097 $1,361,019 
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Table of Contents
Short-term investments that were in an unrealized loss position as of April 30, 2021 consisted of the following:
Less than 12 MonthsGreater than 12 MonthsTotal
Fair
Value
Unrealized
Losses
Fair
Value
Unrealized
Losses
Fair
Value
Unrealized
Losses
(in thousands)
U.S. treasury securities$98,024 $(12)$ $ $98,024 $(12)
U.S. government agency securities364,013 (203)3,000  367,013 (203)
Corporate debt securities179,450 (147)1,000  180,450 (147)
Total$641,487 $(362)$4,000 $