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Software Services Revenue Model

| Deb Sahoo | MBA, Finance, University of Michigan | MS, EE, University of Southern California | B-Tech, EE, IIT |

QTRS

FY08 Q1

FY08 Q2

FY08 Q3

FY08 Q4

FY09 Q1

FY09 Q2

FY09 Q3

FY09 Q4

FY10 Q1

FY10 Q2

FY10 Q3

FY10 Q4

FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4

FY13 Q1

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4 FY15 Q1

FY15 Q2

FY15 Q3

FY15 Q4

-31%

-17%

19%

-10%

12%

-2%

-18%

-21%

16%

-5%

-18%

-8%

-23%

-7%

13%

-19%

4%

4%

4%

4%

4%

4%

4%

4%

4%

4%

4%

4%

31,081
31,081

37,447
37,447

32,335
32,335

63,136
63,136

21,507
21,507

31,046
31,046

38,610
38,610

56,626
56,626

24,042
24,042

30,526
30,526

31,833
31,833

44,520
44,520

27,957
27,957

29,148
29,148

26,061
26,061

41,135
41,135

21,529
21,529

27,057
27,057

29,517
29,517

33,150
33,150

22,390
22,390

28,140
28,140

30,697
30,697

34,476
34,476

23,286
23,286

29,265
29,265

31,925
31,925

35,855
35,855

24,217
24,217

30,436
30,436

33,202
33,202

37,289
37,289

Attach Rate

19.2%

14.3%

17.5%

14.7%

15.5%

11.7%

15.9%

11.5%

21.8%

15.7%

21.2%

14.8%

14.8%

13.9%

17.0%

18.9%

16.6%

15.8%

18.3%

16.0%

18.0%

18.0%

18.0%

18.0%

18.0%

18.0%

18.0%

18.0%

18.0%

18.0%

18.0%

18.0%

Prepaid Services Bookings


Prepaid Services Booking Adjustments
Prepaid Bookings Total

5,983
5,983

5,362
5,362

5,656
5,656

9,250
9,250

3,327
3,327

3,628
3,628

6,123
6,123

6,537
6,537

5,247
5,247

4,784
4,784

6,742
6,742

6,580
6,580

4,135
4,135

4,059
4,059

4,426
4,426

7,765
7,765

3,568
3,568

4,268
4,268

5,416
5,416

5,290
5,290

4,030
4,030

5,065
5,065

5,526
5,526

6,206
6,206

4,191
4,191

5,268
5,268

5,747
5,747

6,454
6,454

4,359
4,359

5,478
5,478

5,976
5,976

6,712
6,712

License Growth Rate (net)


Attach rate (net)
Prepaid Services Bookings Growth Rate (net)

19.2%

14.3%

17.5%

14.7%

-31%
15.5%
-44%

-17%
11.7%
-32%

19%
15.9%
8%

-10%
11.5%
-29%

12%
21.8%
58%

-2%
15.7%
32%

-18%
21.2%
10%

-21%
14.8%
1%

16%
14.8%
-21%

-5%
13.9%
-15%

-18%
17.0%
-34%

-8%
18.9%
18%

-23%
16.6%
-14%

-7%
15.8%
5%

13%
18.3%
22%

-19%
16.0%
-32%

4%
18.0%
13%

4%
18.0%
19%

4%
18.0%
2%

4%
18.0%
17%

4%
18.0%
4%

4%
18.0%
4%

4%
18.0%
4%

4%
18.0%
4%

4%
18.0%
4%

4%
18.0%
4%

4%
18.0%
4%

4%
18.0%
4%

4.0%
25.0%
25.0%
25.0%
21.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

4.0%
25.0%
25.0%
25.0%
21.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

4.0%
25.0%
25.0%
25.0%
21.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.0%
25.0%
25.0%
25.0%
20.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.0%
25.0%
25.0%
25.0%
20.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.0%
25.0%
25.0%
25.0%
20.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.0%
25.0%
25.0%
25.0%
20.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.5%
25.0%
25.0%
25.0%
19.5%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.5%
25.0%
25.0%
25.0%
19.5%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.5%
25.0%
25.0%
25.0%
19.5%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

5.5%
25.0%
25.0%
25.0%
19.5%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

6.0%
25.0%
25.0%
25.0%
19.0%
0.0%
0.0%
0.0%
0.0%
0.0%
100%

239

214
1,496

226
1,341
1,496

463
1,414
1,341
1,496

166
2,313
1,414
1,341
1,256

181
832
2,313
1,414
1,126
-

306
907
832
2,313
1,188
-

392
1,531
907
832
1,850
-

239

1,710

3,062

4,713

6,490

5,866

5,545

5,512

315
1,634
1,531
907
665
5,052
-

287
1,312
1,634
1,531
726
5,489
-

405
1,196
1,312
1,634
1,225
5,771
-

395
1,686
1,196
1,312
1,242
5,830
-

227
1,645
1,686
1,196
997
5,751
-

223
1,034
1,645
1,686
909
5,496
-

243
1,015
1,034
1,645
1,281
5,218
-

427
1,106
1,015
1,034
1,250
4,832
-

214
1,941
1,106
1,015
806
5,083
-

256
892
1,941
1,106
792
4,987
-

325
1,067
892
1,941
863
5,088
-

317
1,354
1,067
892
1,514
5,144
-

242
1,322
1,354
1,067
678
4,663
-

304
1,008
1,322
1,354
811
4,799
-

332
1,266
1,008
1,322
1,029
4,957
-

372
1,381
1,266
1,008
1,005
5,033
-

251
1,551
1,381
1,266
766
5,216
-

316
1,048
1,551
1,381
962
5,259
-

345
1,317
1,048
1,551
1,050
5,311
-

387
1,437
1,317
1,048
1,179
5,368
-

262
1,613
1,437
1,317
796
5,425
-

329
1,090
1,613
1,437
1,001
5,469
-

359
1,370
1,090
1,613
1,092
5,523
-

403
1,494
1,370
1,090
1,226
5,582
-

214
1,496

226
2,836

463
4,250

166
6,323

181
5,684

306
5,239

392
5,120

315
4,737

287
5,202

405
5,367

395
5,435

227
5,523

223
5,273

243
4,974

799
799

421
421

448
448

660
660

(2,123)
(2,123)

(1,276)
(1,276)

2,414
2,414

797
797

1,247
1,247

1,450
1,450

1,979
1,979

1,137
1,137

12
192
301
505

1,038

2,131

3,511

5,373

4,367

4,590

7,959

6,309

6,299

6,940

7,751

6,967

6,256

23%
0%
77%

10%
70%
20%

6%
81%
13%

9%
79%
12%

4%
145%
-49%

4%
124%
-28%

4%
66%
30%

6%
81%
13%

5%
75%
20%

4%
75%
21%

5%
69%
26%

6%
78%
16%

4%
88%
8%

License Bookings
License Growth Rate
License Bookings
License Bookings Adjustments
License Bookings Total

Prepaid Services Bookings

Prepaid Revenue
Prepaid Revenue Rolloff Rates
In Quarter Revenue Rate
Q+1 Revenue Rate
Q+2 Revenue Rate
Q+3 Revenue Rate
Q+4 Revenue Rate
Q+5 Revenue Rate
Q+6 Revenue Rate
Q+7 Revenue Rate
Q+8+ Revenue Rate
Q+9+ Revenue Rate (Catch All QTR)
Prepaid Revenue Rolloff Check
Prepaid Revenue Rolloff
In Quarter Revenue
Deferred Revenue Q-1
Deferred Revenue Q-2
Deferred Revenue Q-3
Deferred Revenue Q-4
Deferred Revenue Q-5
Deferred Revenue Q-6
Deferred Revenue Q-7
Deferred Revenue Q-8
Prepaid Revenue Rolloff Total
Deferred Revenue Q-9+ (Catch All QTR)
Check
Deferred Revenue Adjustment - 1
Deferred Revenue Adjustment - 2

Prepaid IQR
Prepaid Deferred

239
-

(100)

(121)

(134)

(156)

89

(82)

(56)

(42)

(39)

(0)

427
4,405

214
4,769

256
4,610

325
4,629

317
4,671

242
4,510

304
4,413

332
4,569

372
4,618

251
4,926

316
4,943

345
4,966

387
4,981

262
5,163

329
5,141

359
5,165

403
5,180

122
213
317
(150)
502

163
256
611
1,030

(218)
320
489
15
(450)
156

(330)
251
680
(89)
(125)
387

5,290

5,720

5,862

5,139

5,253

4,954

4,988

4,752

4,717

4,901

4,991

5,177

5,259

5,311

5,368

5,425

5,469

5,523

5,582

4%
100%
-4%

4%
87%
9%

7%
75%
18%

4%
93%
3%

5%
88%
7%

7%
93%
0%

6%
94%
0%

5%
95%
0%

6%
94%
0%

7%
93%
0%

7%
93%
0%

5%
95%
0%

6%
94%
0%

6%
94%
0%

7%
93%
0%

5%
95%
0%

6%
94%
0%

6%
94%
0%

7%
93%
0%

Prepaid Revenue Adjustments


Miscellaneous Revenue -1
Miscellaneous Revenue -2
Miscellaneous Revenue -3
Miscellaneous Revenue -4
Miscellaneous Revenue -5
Miscellaneous Revenue -6
Other Adjustments
Corporate Adjustment
Adjustment to Tie to Reported Revenue
Prepaid Adjustments
Prepaid Revenue Total
Prepaid Revenue Breakdown (%)
IQR %
Deferred %
Adjustment %

Renewals Bookings
Renewal Opportunity - Current

(620)
173
241
(206)

Modeled Opportunity - Current


Adjustment Factor for Prepaid Bookings
Adjustment Factor for Renewals Bookings
Prepaid Bookings from Last Year
Renewals Bookings from Last Year
Modeled Opportunity - Current
Modeled Opportunity - Current Adjustment
Renewal Opportunity - Current
Renewal Opportunity - Current Adjustments
Renewal Opportunity - Current Total

26,598
26,598

32,417
32,417

34,077
34,077

54,898
54,898

Modeled Opportunity - Current Accuracy

100%
100%
5,983
18,869
24,852
16,901

100%
100%
5,362
26,956
32,318
6,768

100%
100%
5,656
28,974
34,630
3,462

100%
100%
9,250
50,073
59,323
3,188

100%
100%
3,327
22,195
25,522
(6,324)

100%
100%
3,628
25,598
29,226
11,993

100%
100%
6,123
28,338
34,461
6,963

100%
100%
6,537
60,225
66,762
(4,417)

100%
100%
5,247
27,349
32,596
6,359

100%
100%
4,784
39,749
44,533
(2,542)

100%
100%
6,742
43,505
50,247
(4,614)

100%
100%
6,580
59,459
66,039
(2,419)

100%
100%
4,135
40,857
44,992
(10,815)

100%
100%
4,059
42,713
46,772
(5,714)

100%
100%
4,426
44,252
48,678
(420)

100%
100%
7,765
64,174
71,939
1,035

100%
100%
3,568
35,594
39,162
(2,977)

100%
100%
4,268
42,461
46,728
(2,423)

100%
100%
5,416
38,243
43,659
(4,827)

100%
100%
5,290
60,863
66,152
(7,550)

100%
100%
4,030
32,686
36,716
200

100%
100%
5,065
39,277
44,342
1,500

100%
100%
5,526
34,842
40,368
2,400

100%
100%
6,206
51,075
57,281
99

100%
100%
4,191
33,242
37,434
289

100%
100%
5,268
40,593
45,860
76

100%
100%
5,747
38,143
43,890
99

100%
100%
6,454
50,121
56,575
56

41,753
41,753

39,086
39,086

38,092
38,092

62,511
62,511

19,198
19,198

41,220
41,220

41,424
41,424

62,345
62,345

38,955
38,955

41,991
41,991

45,633
45,633

63,620
63,620

34,177

41,058
41,058

48,258
48,258

72,974
72,974

36,185

44,305

38,832

58,603

34,177

36,185

44,305

38,832

58,603

36,916
36,916

45,842
45,842

42,768
42,768

57,380
57,380

37,723
37,723

45,936
45,936

43,989
43,989

56,631
56,631

60%

83%

91%

95%

133%

71%

83%

107%

84%

106%

110%

104%

132%

114%

101%

99%

108%

105%

112%

113%

99%

97%

94%

100%

99%

100%

100%

100%

Renewals Rates - Current and Early


Current + Early Win Rate
Current Win Rate
Current Wins
Current Renewal Wins Adjustments
Current Renewals Wins Total
Current Renewal Win Rate (net)

58%

70%

74%

83%

47%

59%

67%

71%

81%

67%

65%

74%

66%

74%

80%

91%

85%

91%

61%

77%

80.0%

80.0%

80.0%

80.0%

80.0%

80.0%

80.0%

80.0%

80.0%

80.0%

80.0%

80.0%

58.1%
15,465
15,465

65.1%
21,113
21,113

66.7%
22,727
22,727

79.8%
43,834
43,834

39.3%
16,429
16,429

55.7%
21,785
21,785

61.1%
23,280
23,280

67.9%
42,461
42,461

73.4%
14,089
1,827
15,916

61.9%
25,534
1,238
26,772

62.7%
25,983
1,175
27,158

71.2%
44,396
1,981
46,377

57.6%
22,451
5,044
27,494

68.3%
28,668
2,593
31,261

74.9%
34,164
34,164

84.4%
53,672
(1,115)
52,557

73.2%
25,012
(518)
24,494

81.9%
33,628
(619)
33,009

54.8%
26,428
26,428

70.5%
51,420
51,420

71.6%
25,922
25,922

71.5%
31,691
31,691

68.2%
26,475
26,475

68.3%
40,032
40,032

70.5%
26,026
26,026

70.5%
32,319
32,319

70.5%
30,151
30,151

70.5%
40,453
40,453

70.5%
26,594
26,594

70.5%
32,385
32,385

70.5%
31,012
31,012

70.5%
39,925
39,925
70.5%

58.1%

65.1%

66.7%

79.8%

39.3%

55.7%

61.1%

67.9%

82.9%

64.9%

65.6%

74.4%

70.6%

74.4%

74.9%

82.6%

71.7%

80.4%

54.8%

70.5%

71.6%

71.5%

68.2%

68.3%

70.5%

70.5%

70.5%

70.5%

70.5%

70.5%

70.5%

Current + Early Loss Rate

9.1%

9.2%

9.0%

8.4%

11.0%

8.3%

9.1%

8.6%

4.7%

8.3%

12.3%

4.7%

7.5%

8.0%

4.3%

5.7%

5.2%

5.2%

6.1%

8.1%

6.0%

6.0%

6.0%

6.0%

6.0%

6.0%

6.0%

6.0%

6.0%

6.0%

6.0%

6.0%

Current Termination Rate


Partial Terminations Rate
Discounts Rate
Disruption Rate
Other Rate 1
Other Rate 2
Other Rate 3
Other Rate 4
Other Rate 5
Total Current Loss Rate

9.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
9.1%

9.2%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
9.2%

9.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
9.0%

8.4%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
8.4%

11.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
11.0%

8.3%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
8.3%

9.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
9.1%

8.6%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
8.6%

4.7%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
4.7%

7.7%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
7.7%

10.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
10.9%

4.5%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
4.5%

6.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
6.9%

7.6%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
7.6%

3.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
3.9%

5.4%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.4%

3.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
3.9%

4.2%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
4.2%

4.5%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
4.5%

7.4%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
7.4%

5.5%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.5%

4.8%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
4.8%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

5.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.0%

2,422
2,422

2,971
2,971

3,082
3,082

4,630
4,630

4,594
4,594

3,259
3,259

3,458
3,458

5,397
5,397

898
898

3,189
3,189

4,513
4,513

2,801
2,801

2,705
2,705

3,189
3,189

1,799
1,799

3,412
3,412

1,344
1,344

1,723
1,723

2,189
2,189

5,408
5,408

1,978
1,978

2,130
2,130

1,942
1,942

2,930
2,930

1,846
1,846

2,292
2,292

2,138
2,138

2,869
2,869

1,886
1,886

2,297
2,297

2,199
2,199

2,832
2,832

5.3%
0.0%
0.0%
0.0%

7.4%
0.0%
0.0%
0.0%

3.0%
0.0%
0.0%
0.0%

7.5%
0.0%
0.0%
0.0%

3.8%
0.0%
0.0%
0.0%

6.1%
0.0%
0.0%
0.0%

2.9%
0.0%
0.0%
0.0%

7.3%
0.7%
0.0%
0.0%

4.1%
0.1%
0.0%
0.0%

2.4%
0.1%
0.0%
0.0%

3.1%
0.1%
0.0%
0.0%

8.6%
0.1%
0.0%
0.0%

5.7%
0.1%
0.0%
0.0%

4.7%
0.0%
0.1%
0.0%

6.3%
0.0%
0.0%
0.0%

12.1%
0.1%
0.2%
0.0%

8.9%
0.2%
0.0%
0.0%

5.7%
1.4%
0.1%
0.0%

5.4%
0.2%
0.0%
0.5%

8.0%
0.4%
2.8%
2.7%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

8.0%
0.5%
0.5%
0.5%

Early Wins
Early Q-1
Early Q-2
Early Q-3
Early Q-4+

1,729
-

2,527
-

1,643
-

3,123
-

1,467
-

2,305
-

1,809
-

1,397
301
-

1,694
56
-

1,005
71
-

1,916
45
-

3,363
56
-

2,381
33
10
9

2,136
21
26
-

3,997
12
11
-

4,127
26
115
-

3,635
86
29
-

2,775
986
54
-

3,925
82
11
201

2,890
198
1,089
1,576

3,544
194
293
185

3,107
293
185
229

4,688
185
229
214

2,953
229
214
287

3,667
214
287
189

3,421
287
189
230

4,590
189
230
220

3,018
230
220
283

3,675
220
283
-

3,519
283
-

4,530
-

Early Win Adjustments


Early Wins

1,729

2,527

1,643

3,123

1,467

2,305

1,809

1,698

1,750

1,076

1,961

211
3,630

125
2,558

62
2,245

24
4,044

560
4,828

201
3,951

(560)
3,255

230
4,449

210
5,963

4,216

3,813

5,316

3,683

4,357

4,127

5,229

3,751

4,178

3,802

4,530

0.0%
0.0%
0.0%
0.0%

0.0%
0.0%
0.0%
0.0%

0.0%
0.0%
0.0%
0.0%

0.0%
0.0%
0.0%
0.0%

0.0%
0.0%
0.0%
0.0%

0.0%
0.0%
0.0%
0.0%

0.0%
0.0%
0.0%
0.0%

0.0%
0.0%
0.0%
0.0%

0.6%
0.0%
0.0%
0.0%

1.4%
0.0%
0.0%
0.0%

0.2%
0.0%
0.0%
0.0%

0.5%
0.0%
0.0%
0.0%

0.4%
0.0%
0.0%
0.0%

0.4%
0.0%
0.0%
0.0%

0.4%
0.0%
0.0%
0.0%

1.2%
0.0%
0.0%
0.0%

1.0%
0.2%
0.0%
0.0%

1.3%
0.2%
0.0%
0.0%

0.5%
0.3%
0.0%
0.0%

0.3%
0.2%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

1.0%
0.0%
0.0%
0.0%

250
250

600
600

150
150

210
4
214

155
155

168
168

223
223

421
421

425
115
540

651
120
771

378
92
0
470

101
85
186

443
443

388
388

586
586

369
369

458
458

428
428

574
574

377
377

459
459

440
440

566
566

Current Losses
Terminations
Partial Terminations
Discounts
Disruptions
Other 1
Miscellaneous Revenue Attrition
Other 2
Other 3
Other 3
Current Renewal Losses

Early Win Rates


Early Q-1
Early Q-2
Early Q-3
Early Q-4+

Early Loss Rates


Early Q-1
Early Q-2
Early Q-3
Early Q-4+
Early Losses
Early Q-1
Early Q-2
Early Q-3
Early Q-4+
Early Losses

1.0%
0.0%
0.0%
0.0%

Slipped to the Next Quarter


Current Slip Rate
Slips to the Next Quarter

17.3%
4,612

29.4%
9,516

16.5%
5,637

11.1%
6,120

16.0%
6,689

19.4%
7,589

8.5%
3,236

12.6%
7,896

12.4%
2,381

16.8%
6,932

15.3%
6,321

15.5%
9,650

12.2%
4,736

11.9%
4,986

11.4%
5,189

9.8%
6,234

18.6%
6,356

12.8%
5,269

19.2%
9,263

13.7%
9,986

14.0%
5,066

14.0%
6,203

14.0%
5,436

14.0%
8,204

14.0%
5,168

14.0%
6,418

14.0%
5,987

14.0%
8,033

14.0%
5,281

14.0%
6,431

14.0%
6,158

14.0%
7,928

Other Adjustments
Adjustment Rate
Other Adjustments

15.4%
4,098

-9.0%
(2,912)

0.3%
104

-2.4%
(1,330)

26.1%
10,918

12.8%
4,985

15.3%
5,813

7.9%
4,949

2.3%
433

8.1%
3,319

7.1%
2,946

5.4%
3,361

14.0%
5,446

6.1%
2,552

4.7%
2,144

-6.2%
(3,949)

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

100.0%

-9.2%
(3,130)
100.0%

-8.9%
(3,659)
0
100.0%

13.8%
6,636
100.0%

1.0%
722
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

0.0%
100.0%

Check Rates

Check Total
Renewal Bookings - Current and Early Total

(0)

(0)

(0)

17,194

23,640

24,370

46,957

17,896

24,090

25,089

44,158

17,666

27,848

29,120

50,007

30,052

33,506

38,208

57,385

28,445

0.00
36,264

30,877

57,383

0
0.00%
30,139

(0)
0.00%
35,504

0
0.00%
31,791

0
0.00%
43,715

0
0.00%
30,383

0
0.00%
36,445

0
0.00%
35,380

0
0.00%
44,203

0
0.00%
30,772

0
0.00%
36,187

(0)
0.00%
35,542

0
0.00%
39,925

100%
9,516
2,431
11,947
(2,982)

100%
5,637
2,397
8,034
230

100%
6,120
2,411
8,531
4,358

100%
6,689
4,102
10,791
(4,828)

100%
7,589
1,736
9,325
(3,583)

100%
3,236
1,092
4,328
568

100%
7,896
689
8,585
24,314

100%
2,381
15,925
18,306
4,004

100%
6,932
11,489
18,421
1,430

100%
6,321
5,760
12,081
17,604

100%
9,650
12,861
22,511
(948)

100%
4,736
6,466
11,202
6,491

100%
4,986
5,940
10,926
4,443

100%
5,189
4,774
9,963
12,604

100%
6,234
2,124
8,358
10,605

100%
6,356
7,576
13,932
394

100%
5,269
4,052
9,321
2,665

100%
9,263
4,277
13,540
5,817

100%
9,986
2,529
12,515
(59)

100%
5,066
4,360
9,426
-

100%
6,203
3,299
9,502
-

100%
5,436
3,326
8,762
-

100%
8,204
3,067
11,271
-

100%
5,168
3,945
9,113
-

100%
6,418
3,190
9,607
-

100%
5,987
3,363
9,350
-

100%
8,033
3,273
11,306
-

100%
5,281
3,957
9,238
-

100%
6,431
3,233
9,664
-

100%
6,158
3,383
9,541
-

8,965
8,965

8,264
8,264

12,889
12,889

5,963
5,963

5,742
5,742

4,896
4,896

32,899
32,899

22,310
22,310

19,851
19,851

29,685
29,685

21,563
21,563

17,693
17,693

15,369
15,369

22,567
22,567

18,963
18,963

14,326
14,326

11,986
11,986

19,357
19,357

12,456
12,456

9,426
9,426

9,502
9,502

8,762
8,762

11,271
11,271

9,113
9,113

9,607
9,607

9,350
9,350

11,306
11,306

9,238
9,238

9,664
9,664

9,541
9,541

66%

181%

162%

88%

26%

82%

93%

41%

104%

63%

71%

44%

44%

97%

78%

70%

100%

100%

100%

100%

100%

100%

100%

100%

100%

100%

100%

100%

Renewal Opportunity - Past Due


Modeled Opportunity - Past Due
Adjustment Factor for Past Due
Slip from the Prior Quarter
Slips from All Previous Quarters
Modeled Opportunity - Past Due
Modeled Opportunity - Past Due Adjustments

100%
4,612
4,612
4,028

Renewal Opportunity - Past Due


Renewal Opportunity - Past Due Adjustments
Renewal Opportunity - Past Due Total

8,640
8,640

Modeled Opportunity - Past Due Accuracy


Renewals Rate- Past Due
Past Due Wins
Past Due Win Rate

#DIV/0!

41.6%

45.4%

43.8%

42.2%

43.3%

43.1%

46.5%

37.8%

39.8%

60.3%

46.8%

52.9%

44.0%

53.0%

66.4%

38.3%

39.8%

41.9%

56.1%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

Past Due Win Distribution


Q+1
Q+2
Q+3+
Past Due Win Distribution Total

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

58%
35%
7%
100%

61%
26%
13%
100%

63%
30%
7%
100%

67%
23%
10%
100%

63%
29%
7%
100%

66%
26%
8%
100%

58%
26%
16%
100%

97.0%
2.1%
1.0%
100%

62.7%
24.2%
13.1%
100%

68.6%
16.9%
14.5%
100%

69.7%
12.7%
17.6%
100%

68.1%
23.1%
8.8%
100%

43.1%
18.8%
38.1%
100%

64.0%
13.0%
22.9%
100%

42.0%
21.1%
37.0%
100%

82.1%
9.0%
8.9%
100%

71.7%
11.2%
17.2%
100%

67.7%
12.6%
19.7%
100%

64.7%
15.0%
20.3%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

60%
25%
15%
100%

2,083
1,256
256
3,595

2,496
1,065
510
4,071

2,265
1,095
256
3,616

3,652
1,265
523
5,440

1,635
758
190
2,583

1,637
652
186
2,475

1,330
589
356
2,275

12,069
256
120
12,445

5,568
2,152
1,167
8,887

8,210
2,018
1,734
11,962

9,687
1,765
2,451
13,903

7,762
2,632
1,006
11,400

3,356
1,466
2,967
7,789

5,209
1,062
1,867
8,138

6,287
3,156
5,537
14,980

5,962
652
650
7,264

4,089
637
980
5,706

3,398
632
990
5,020

7,028
1,635
2,205
10,868

2,989
1,246
747
4,982

2,262
943
566
3,770

2,280
950
570
3,801

2,103
876
526
3,505

2,705
1,127
676
4,508

2,187
911
547
3,645

2,306
961
576
3,843

2,244
935
561
3,740

2,713
1,131
678
4,522

2,217
924
554
3,695

2,319
966
580
3,866

2,290
954
572
3,816

2,300
2,300

568
4,163

1,200
5,271

1,456
5,072

981
6,421

1,139
3,722

654
3,129

10,786
13,061

2,268
14,713

3,569
12,456

1,567
13,529

2,314
16,217

367
11,767

1,034
8,823

1,489
9,627

620
15,600

7,264

5,706

5,020

10,868

4,982

3,770

3,801

3,505

4,508

3,645

3,843

3,740

4,522

3,695

3,866

3,816

48.2%

58.8%

61.4%

49.8%

62.4%

54.5%

266.8%

44.7%

55.8%

68.2%

54.6%

54.6%

49.9%

62.6%

69.1%

38.3%

39.8%

41.9%

56.1%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

40.0%

#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!
#DIV/0!

5.6%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.6%

5.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.9%

5.5%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
5.5%

6.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
6.1%

7.7%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
7.7%

7.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
7.1%

8.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
8.1%

7.8%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
7.8%

7.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
7.1%

9.4%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
9.4%

8.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
8.9%

17.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
17.1%

22.4%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
22.4%

16.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
16.0%

24.2%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
24.2%

21.7%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
21.7%

31.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
31.9%

22.4%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
22.4%

30.8%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
30.8%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

25.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
25.0%

480
480

532
532

452
452

780
780

458
458

410
410

398
398

2,567
2,567

1,578
1,578

1,862
1,862

2,652
2,652

3,697
3,697

3,964
3,964

2,457
2,457

5,463
5,463

4,123
4,123

4,568
4,568

2,689
2,689

5,960
5,960

3,114
3,114

2,356
2,356

2,375
2,375

2,191
2,191

2,818
2,818

2,278
2,278

2,402
2,402

2,338
2,338

2,826
2,826

2,310
2,310

2,416
2,416

2,385
2,385

#DIV/0!
-

28.1%
2,431

26.7%
2,397

29.2%
2,411

31.8%
4,102

29.1%
1,736

19.0%
1,092

14.1%
689

48.4%
15,925

51.5%
11,489

29.0%
5,760

43.3%
12,861

30.0%
6,466

33.6%
5,940

31.1%
4,774

9.4%
2,124

40.0%
7,576

28.3%
4,052

35.7%
4,277

13.1%
2,529

35.0%
4,360

35.0%
3,299

35.0%
3,326

35.0%
3,067

35.0%
3,945

35.0%
3,190

35.0%
3,363

35.0%
3,273

35.0%
3,957

35.0%
3,233

35.0%
3,383

35.0%
3,339

24.7%
2,134

21.9%
1,965

21.6%
1,785

19.9%
2,567

19.9%
1,186

30.7%
1,765

31.3%
1,534

6.0%
1,962

1.6%
356

1.3%
267

0.9%
269

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

0.0%
-

#DIV/0!
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
-

100%
0.00%
7,264

100%
0.00%
5,706

100%
0.00%
5,020

100%
0.00%
10,868

100%
0
0.00%
4,982

100%
0
0.00%
3,770

100%
0.00%
3,801

100%
0
0.00%
3,505

100%
0.00%
4,508

100%
0
0.00%
3,645

100%
0.00%
3,843

100%
(0)
0.00%
3,740

100%
0
0.00%
4,522

100%
0.00%
3,695

100%
0.00%
3,866

100%
0.00%
3,816

Past Due Wins


Q+1
Q+2
Q+3+
Total Past Due Wins
Past Due Renewal Win Adjustments
Past Due Renewal Wins
Past Due Renewal Win Rate (net)
Past Due Losses
Past Due Loss Rates
Termination Rate
Partial Terminations Rate
Discounts Rate
Disruption Rate
Other Rate 1
Other Rate 2
Other Rate 3
Other Rate 4
Other Rate 5
Past Due Loss Rate Total
Past Due Losses
Terminations
Partial Terminations
Discounts
Disruptions
Other Rate 1
Other Rate 2
Other Rate 3
Other Rate 4
Other Rate 5
Past Due Losses Total
Slipped to the Next Quarter
Slip Rate
Slips to the Next Quarter
Other Adjustments
Other Adjustment Rate
Other Adjustments
Check Rates
Check Total
Renewal Bookings - Past Due Total

2,300

4,163

5,271

5,072

6,421

3,722

3,129

13,061

14,713

12,456

13,529

16,217

11,767

8,823

9,627

15,600

Renewal Bookings Adjustments

(2,100)

(3,231)

(1,425)

(3,568)

624

1,592

1,890

2,103

890

742

1,025

2,108

457

291

1,162

621

257

259

259

147

Renewal Bookings Trend


Early Bookings
Current Bookings
Past Due Bookings
Other Adjustments

1,729
15,465
2,300
(2,100)

2,527
21,113
4,163
(3,231)

1,643
22,727
5,271
(1,425)

3,123
43,834
5,072
(3,568)

1,467
16,429
6,421
624

2,305
21,785
3,722
1,592

1,809
23,280
3,129
1,890

1,698
42,461
13,061
2,103

1,750
15,916
14,713
890

1,076
26,772
12,456
742

1,961
27,158
13,529
1,025

3,630
46,377
16,217
2,108

2,558
27,494
11,767
457

2,245
31,261
8,823
291

4,044
34,164
9,627
1,162

4,828
52,557
15,600
621

3,951
24,494
7,264
257

3,255
33,009
5,706
259

4,449
26,428
5,020
259

5,963
51,420
10,868
147

4,216
25,922
4,982
-

3,813
31,691
3,770
-

5,316
26,475
3,801
-

3,683
40,032
3,505
-

4,357
26,026
4,508
-

4,127
32,319
3,645
-

5,229
30,151
3,843
-

3,751
40,453
3,740
-

4,178
26,594
4,522
-

3,802
32,385
3,695
-

4,530
31,012
3,866
-

39,925
3,816
-

Renewal Bookings Total

17,394

24,572

28,216

48,461

24,941

29,404

30,108

59,322

33,269

41,046

43,674

68,332

42,276

42,620

48,997

73,606

35,966

42,229

36,156

68,398

35,121

39,274

35,591

47,220

34,891

40,090

39,223

47,943

35,295

39,883

39,408

43,741

Renewal Bookings Composition


Early Bookings
Current Bookings
Past Due Bookings
Other Adjustments
Total
Renewal Deal Opportunity Base Trend
Current Opportunity Base
Past Due Opportunity Base
Total Opportunity Base
Renewal Deal Opportunity Base Composition
Current Opportunity Base
Past Due Opportunity Base
Total Opportunity Base

10%
89%
13%
-12%
100%

10%
86%
17%
-13%
100%

6%
81%
19%
-5%
100%

6%
90%
10%
-7%
100%

6%
66%
26%
3%
100%

8%
74%
13%
5%
100%

6%
77%
10%
6%
100%

3%
72%
22%
4%
100%

5%
48%
44%
3%
100%

3%
65%
30%
2%
100%

4%
62%
31%
2%
100%

5%
68%
24%
3%
100%

6%
65%
28%
1%
100%

5%
73%
21%
1%
100%

8%
70%
20%
2%
100%

7%
71%
21%
1%
100%

11%
68%
20%
1%
100%

8%
78%
14%
1%
100%

12%
73%
14%
1%
100%

9%
75%
16%
0%
100%

12%
74%
14%
0%
100%

10%
81%
10%
0%
100%

15%
74%
11%
0%
100%

8%
85%
7%
0%
100%

12%
75%
13%
0%
100%

10%
81%
9%
0%
100%

13%
77%
10%
0%
100%

8%
84%
8%
0%
100%

12%
75%
13%
0%
100%

10%
81%
9%
0%
100%

11%
79%
10%
0%
100%

0%
91%
9%
0%
100%

26,598
26,598

32,417
8,640
41,057

34,077
8,965
43,042

54,898
8,264
63,162

41,753
12,889
54,642

39,086
5,963
45,049

38,092
5,742
43,834

62,511
4,896
67,407

19,198
32,899
52,097

41,220
22,310
63,530

41,424
19,851
61,275

62,345
29,685
92,030

38,955
21,563
60,518

41,991
17,693
59,684

45,633
15,369
61,002

63,620
22,567
86,187

34,177
18,963
53,140

41,058
14,326
55,384

48,258
11,986
60,244

72,974
19,357
92,331

36,185
12,456
48,641

44,305
9,426
53,730

38,832
9,502
48,333

58,603
8,762
67,365

36,916
11,271
48,187

45,842
9,113
54,955

42,768
9,607
52,375

57,380
9,350
66,730

37,723
11,306
49,028

45,936
9,238
55,175

43,989
9,664
53,653

56,631
9,541
66,172

100%
0%
100%

79%
21%
100%

79%
21%
100%

87%
13%
100%

76%
24%
100%

87%
13%
100%

87%
13%
100%

93%
7%
100%

37%
63%
100%

65%
35%
100%

68%
32%
100%

68%
32%
100%

64%
36%
100%

70%
30%
100%

75%
25%
100%

74%
26%
100%

64%
36%
100%

74%
26%
100%

80%
20%
100%

79%
21%
100%

74%
26%
100%

82%
18%
100%

80%
20%
100%

87%
13%
100%

77%
23%
100%

83%
17%
100%

82%
18%
100%

86%
14%
100%

77%
23%
100%

83%
17%
100%

82%
18%
100%

86%
14%
100%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%
0.00%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

3.0%
25.0%
25.0%
24.0%
20.0%
2.0%
0.5%
0.5%
0.0%
0.0%
100.0%

17,194

23,640

24,370

46,957

17,896

24,090

25,089

44,158

17,666

27,848

29,120

50,007

30,052

33,506

38,208

57,385

28,445

36,264

30,877

57,383

30,139

35,504

31,791

43,715

30,383

36,445

35,380

44,203

30,772

36,187

35,542

39,925

516

709
4,299

731
5,910
4,299

1,409
6,092
5,910
4,127

537
11,739
6,092
5,674
3,439

723
4,474
11,739
5,849
4,728
344

753
6,022
4,474
11,270
4,874
473
86

1,325
6,272
6,022
4,295
9,391
487
118
86

516

5,008

10,940

17,538

27,481

27,857

27,952

27,998

530
11,040
6,272
5,782
3,579
939
122
118
28,382
-

835
4,417
11,040
6,021
4,818
358
235
122
27,845
-

874
6,962
4,417
10,598
5,018
482
89
235
28,674
-

1,500
7,280
6,962
4,240
8,832
502
120
89
29,525
-

902
12,502
7,280
6,683
3,533
883
125
120
32,029
-

1,005
7,513
12,502
6,989
5,570
353
221
125
34,278
-

1,146
8,377
7,513
12,002
5,824
557
88
221
35,727
-

1,722
9,552
8,377
7,213
10,001
582
139
88
37,674
-

853
14,346
9,552
8,042
6,010
1,000
146
139
40,089
-

1,088
7,111
14,346
9,170
6,701
601
250
146
39,413
-

926
9,066
7,111
13,772
7,642
670
150
250
39,588
-

1,721
7,719
9,066
6,827
11,477
764
168
150
37,892
-

904
14,346
7,719
8,703
5,689
1,148
191
168
38,868
-

1,065
7,535
14,346
7,411
7,253
569
287
191
38,656
-

954
8,876
7,535
13,772
6,175
725
142
287
38,466
-

1,311
7,948
8,876
7,233
11,477
618
181
142
37,786
-

911
10,929
7,948
8,521
6,028
1,148
154
181
35,820
-

1,093
7,596
10,929
7,630
7,101
603
287
154
35,392
-

1,061
9,111
7,596
10,492
6,358
710
151
287
35,766
-

1,326
8,845
9,111
7,292
8,743
636
178
151
36,281
-

923
11,051
8,845
8,747
6,077
874
159
178
36,853
-

1,086
7,693
11,051
8,491
7,289
608
219
159
36,595
-

1,066
9,047
7,693
10,609
7,076
729
152
219
36,590
-

1,198
8,886
9,047
7,385
8,841
708
182
152
36,398
-

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

4,299

10,209

16,129

26,944

27,134

27,199

26,673

27,852

27,010

27,800

28,025

31,127

33,273

34,581

35,952

39,235

38,325

38,661

36,171

37,964

37,591

37,512

36,475

34,908

34,299

34,704

34,955

35,930

35,509

35,524

35,200

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

24.6%
22.5%
22.8%
26.6%
1.5%
1.0%
0.4%
0.3%
0.2%
0.1%
100.0%

2,300

4,163

5,271

5,072

6,421

3,722

3,129

13,061

14,713

12,456

13,529

16,217

11,767

8,823

9,627

15,600

7,264

5,706

5,020

10,868

4,982

3,770

3,801

3,505

4,508

3,645

3,843

3,740

4,522

3,695

3,866

3,816

566

1,024
518

1,297
937
524

1,248
1,186
949
612

1,580
1,141
1,202
1,107
35

916
1,445
1,156
1,402
62
23

770
837
1,464
1,349
79
42
9

3,213
704
849
1,708
76
53
17
7

566

1,542

2,758

3,995

5,064

5,004

4,550

6,626

3,619
2,939
713
990
96
51
21
12
5
8,447
2

3,064
3,310
2,978
832
56
64
20
16
8
10,349
4

3,328
2,803
3,355
3,474
47
37
26
15
11
13,095
5

3,989
3,044
2,840
3,914
196
31
15
19
10
14,059
5

2,895
3,649
3,085
3,313
221
131
13
11
13
13,329
6

2,170
2,648
3,697
3,599
187
147
52
9
7
12,517
4

2,368
1,985
2,683
4,314
203
125
59
39
6
11,782
3

3,838
2,166
2,012
3,130
243
135
50
44
26
11,644
13

1,787
3,510
2,195
2,347
177
162
54
37
29
10,298
15

1,404
1,634
3,557
2,561
132
118
65
41
25
9,536
12

1,235
1,284
1,656
4,150
144
88
47
49
27
8,680
14

2,674
1,130
1,301
1,932
234
96
35
35
32
7,470
16

1,226
2,445
1,145
1,518
109
156
39
26
24
6,687
12

927
1,121
2,478
1,335
86
73
62
29
18
6,129
9

935
848
1,136
2,891
75
57
29
47
19
6,038
10

862
855
860
1,325
163
50
23
22
31
4,191
16

1,109
789
867
1,003
75
109
20
17
15
4,002
7

897
1,014
799
1,011
57
50
43
15
11
3,898
6

945
820
1,028
932
57
38
20
33
10
3,883
5

920
865
831
1,199
53
38
15
15
22
3,957
11

1,112
842
876
970
68
35
15
11
10
3,939
5

909
1,018
853
1,022
55
45
14
11
8
3,934
4

951
831
1,031
995
58
36
18
11
8
3,939
4

939
870
843
1,203
56
38
15
14
7
3,984
4

518

1,461

2,747

3,485

4,089

3,780

3,413

Renewal Revenue
Current and Early Revenue Rolloff Rates
In Quarter Revenue Rate
Q+1 Revenue Rate
Q+2 Revenue Rate
Q+3 Revenue Rate
Q+4 Revenue Rate
Q+5 Revenue Rate
Q+6 Revenue Rate
Q+7 Revenue Rate
Q+8+ Revenue Rate
Q+9+ Revenue Rate (Catch All QTR)
Rolloff Rate Check
Current and Early Revenue Rolloff
Bookings to Rolloff
In Quarter Revenue
Deferred Revenue Q-1
Deferred Revenue Q-2
Deferred Revenue Q-3
Deferred Revenue Q-4
Deferred Revenue Q-5
Deferred Revenue Q-6
Deferred Revenue Q-7
Deferred Revenue Q-8+
Current and Early Revenue Rolloff
Deferred Revenue Q-9+ (for check only)
Check
Current Deferred Revenue Total
Past Due Revenue Rolloff Rates
In Quarter Revenue Rate
Q+1 Revenue Rate
Q+2 Revenue Rate
Q+3 Revenue Rate
Q+4 Revenue Rate
Q+5 Revenue Rate
Q+6 Revenue Rate
Q+7 Revenue Rate
Q+8+ Revenue Rate
Q+9+ Revenue Rate (Catch All QTR)
Rolloff Rate Check
Past Due Rolloff
Bookings to Rolloff
In Quarter Revenue
Deferred Revenue from Q-1
Deferred Revenue from Q-2
Deferred Revenue from Q-3
Deferred Revenue from Q-4
Deferred Revenue from Q-5
Deferred Revenue from Q-6
Deferred Revenue Q-7
Deferred Revenue Q-8+
Past Due Revenue Rolloff
Deferred Revenue Q-9+
Check
Past Due Deferred Revenue

4,827

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

(0)

7,285

9,767

10,069

10,435

10,347

9,414

7,806

8,511

8,132

7,445

4,796

5,461

5,201

5,103

3,329

2,893

3,001

2,938

3,037

2,827

3,025

2,988

3,045

Deferred Revenue Adjustment - 1


Deferred Revenue Adjustment - 2

3,689
-

4,256
-

3,245
-

2,114
-

1,471
-

762
-

1,256
-

963
-

463
-

365
-

234
-

564
-

429
-

Miscellaneous Revenue -1
Miscellaneous Revenue -2
Miscellaneous Revenue -3
Miscellaneous Revenue -4
Miscellaneous Revenue -5
Miscellaneous Revenue -6
Other Adjustments
Corporate Adjustment
Adjustment to Tie to Reported Revenue
Renewal Revenue Adjustment Total

9,865
9,865

10,256
10,256

11,214
11,214

9,876
9,876

1,487
1,487

2,589
2,589

3,421
3,421

3,687
3,687

2,568
2,568

2,198
2,198

1,189
1,189

1,273
1,273

1,147
1,147

364
364

421
421

256
256

Renewal Revenue Breakdown


Renewal IQR
Renewal Deferred
Renewal Adjustments

1,082
3,689
9,865

1,733
9,072
10,256

2,028
14,915
11,214

2,656
20,990
9,876

2,116
30,429
1,487

1,638
31,223
2,589

1,522
30,979
3,421

4,538
31,557
3,687

4,149
33,441
2,568

3,900
35,551
2,198

4,202
38,530
1,189

5,490
38,557
1,273

3,796
41,927
1,147

3,176
43,853
364

3,514
44,559
421

7%
25%
67%

8%
43%
49%

7%
53%
40%

8%
63%
29%

6%
89%
4%

5%
88%
7%

4%
86%
10%

11%
79%
9%

10%
83%
6%

9%
85%
5%

10%
88%
3%

12%
85%
3%

8%
89%
2%

7%
93%
1%

14,636

21,061

28,156

33,522

34,033

35,450

35,923

39,781

40,159

41,649

43,921

45,320

46,870

FY08 Q1

FY08 Q2

FY08 Q3

FY08 Q4

FY09 Q1

FY09 Q2

FY09 Q3

FY09 Q4

FY10 Q1

FY10 Q2

FY10 Q3

FY10 Q4

FY11 Q1

129
(1,309)

692
(965)

129
(489)

56
56

96
96

159
159

5,559
44,188
256

2,640
46,567
56

2,492
46,185
96

7%
92%
1%

11%
88%
1%

5%
95%
0%

47,393

48,494

50,003

FY11 Q2

FY11 Q3

FY11 Q4

(321)

(256)

(120)

(58)

(35)

Renewal Revenue Adjustments

Renewal Revenue Breakdown (%)


Renewal IQR %
Renewal Deferred %
Renewal Adjustment %
Renewal Revenue Total

KPIs

2,161
45,746
159

4,395
40,646
-

2,130
43,169
-

1,993
42,672
-

1,889
42,557
-

2,174
39,769
-

2,021
37,802
-

1,990
37,300
-

2,007
37,642
-

2,246
37,993
-

2,036
38,756
-

1,995
38,534
-

2,017
38,512
-

2,137
38,245
-

5%
95%
0%

4%
95%
0%

10%
90%
0%

5%
95%
0%

4%
96%
0%

4%
96%
0%

5%
95%
0%

5%
95%
0%

5%
95%
0%

5%
95%
0%

6%
94%
0%

5%
95%
0%

5%
95%
0%

5%
95%
0%

5%
95%
0%

49,263

48,772

48,067

45,041

45,298

44,665

44,446

41,942

39,822

39,290

39,649

40,239

40,792

40,529

40,529

40,382

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4

FY13 Q1

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4 FY15 Q1

FY15 Q2

FY15 Q3

FY15 Q4

Attach Rate
Current Deal Resolution Rates
Current Win Rate
Current Loss Rate
Early Win Rate
Early Loss Rate
Current Slip Rate
Other Adjustment Rate
Total

19%

14%

17%

15%

15%

12%

16%

12%

22%

16%

21%

15%

15%

14%

17%

19%

17%

16%

18%

16%

18%

18%

18%

18%

18%

18%

18%

18%

18%

18%

18%

18%

58%
9%
#VALUE!
#VALUE!
17%
15%
#VALUE!

65%
9%
#VALUE!
#VALUE!
29%
-9%
#VALUE!

67%
9%
#VALUE!
#VALUE!
17%
0%
#VALUE!

80%
8%
3%
0%
11%
-2%
100%

39%
11%
7%
0%
16%
26%
100%

56%
8%
4%
0%
19%
13%
100%

61%
9%
6%
0%
8%
15%
100%

68%
9%
3%
0%
13%
8%
100%

73%
5%
7%
0%
12%
2%
100%

62%
8%
5%
1%
17%
8%
100%

63%
11%
3%
1%
15%
7%
100%

71%
4%
3%
0%
15%
5%
100%

58%
7%
9%
1%
12%
14%
100%

68%
8%
6%
0%
12%
6%
100%

75%
4%
5%
0%
11%
5%
100%

84%
5%
6%
0%
10%
-6%
100%

73%
4%
12%
1%
19%
-9%
100%

82%
4%
9%
1%
13%
-9%
100%

55%
5%
6%
2%
19%
14%
100%

70%
7%
7%
1%
14%
1%
100%

72%
5%
8%
1%
14%
0%
100%

72%
5%
8%
1%
14%
0%
100%

68%
5%
12%
1%
14%
0%
100%

68%
5%
12%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

71%
5%
10%
1%
14%
0%
100%

Past Due Deal Resolution Rates


Past Due Win Rate
Past Due Loss Rate
Past Due Slip Rate
Other Adjustment Rate
Total

#DIV/0!
#DIV/0!
#DIV/0!
0%
#DIV/0!

42%
6%
28%
25%
100%

45%
6%
27%
22%
100%

44%
5%
29%
22%
100%

42%
6%
32%
20%
100%

43%
8%
29%
20%
100%

43%
7%
19%
31%
100%

46%
8%
14%
31%
100%

38%
8%
48%
6%
100%

40%
7%
51%
2%
100%

60%
9%
29%
1%
100%

47%
9%
43%
1%
100%

53%
17%
30%
0%
100%

44%
22%
34%
0%
100%

53%
16%
31%
0%
100%

66%
24%
9%
0%
100%

38%
22%
40%
0%
100%

40%
32%
28%
0%
100%

42%
22%
36%
0%
100%

56%
31%
13%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

40%
25%
35%
0%
100%

Quarterly Revenue Breakdown

FY08 Q1

Prepaid IQR %
Prepaid Deferred %
Prepaid Adjustment %
Renewal IQR %
Renewal Deferred %
Renewal Adjustment %
Total

12%
0%
38%
4%
13%
34%
100%

FY08 Q2
5%
35%
10%
4%
22%
24%
100%

FY08 Q3
3%
40%
6%
4%
26%
20%
100%

FY08 Q4
4%
40%
6%
4%
31%
15%
100%

2%
72%
-24%
3%
45%
2%
100%
FY09 Q1

FY09 Q2
2%
62%
-14%
2%
44%
4%
100%
FY09 Q2

FY09 Q3
2%
33%
15%
2%
43%
5%
100%
FY09 Q3

FY09 Q4
3%
41%
6%
6%
40%
5%
100%
FY09 Q4

FY10 Q1
2%
38%
10%
5%
42%
3%
100%
FY10 Q1

FY10 Q2
2%
37%
10%
5%
43%
3%
100%
FY10 Q2

FY10 Q3
3%
35%
13%
5%
44%
1%
100%
FY10 Q3

FY10 Q4
3%
39%
8%
6%
43%
1%
100%
FY10 Q4

FY11 Q1
2%
44%
4%
4%
45%
1%
100%
FY11 Q1

FY11 Q2
2%
50%
-2%
3%
46%
0%
100%
FY11 Q2

FY11 Q3
2%
43%
4%
4%
46%
0%
100%
FY11 Q3

FY11 Q4

FY12 Q1

4%
38%
9%
6%
44%
0%
100%
FY11 Q4

2%
46%
2%
3%
47%
0%
100%
FY12 Q1

FY12 Q2
2%
44%
4%
3%
47%
0%
100%

3%
47%
0%
2%
48%
0%
100%

3%
47%
0%
5%
45%
0%
100%

3%
47%
0%
2%
48%
0%
100%
FY13 Q1

FY13 Q2
3%
47%
0%
2%
48%
0%
100%
FY13 Q2

FY13 Q3
3%
47%
0%
2%
48%
0%
100%
FY13 Q3

FY13 Q4
4%
46%
0%
3%
47%
0%
100%
FY13 Q4

FY14 Q1
2%
48%
0%
3%
47%
0%
100%
FY14 Q1

FY14 Q2
3%
47%
0%
3%
47%
0%
100%
FY14 Q2

FY14 Q3
3%
47%
0%
3%
47%
0%
100%

FY08 Q2

FY08 Q3

19%
58%
9%
#VALUE!
#VALUE!
17%
#DIV/0!
#DIV/0!
#DIV/0!

14%
65%
9%
#VALUE!
#VALUE!
29%
42%
6%
28%

17%
67%
9%
#VALUE!
#VALUE!
17%
45%
6%
27%

15%
80%
8%
3%
0%
11%
44%
5%
29%

15%
39%
11%
7%
0%
16%
42%
6%
32%

12%
56%
8%
4%
0%
19%
43%
8%
29%

16%
61%
9%
6%
0%
8%
43%
7%
19%

12%
68%
9%
3%
0%
13%
46%
8%
14%

22%
73%
5%
7%
0%
12%
38%
8%
48%

16%
62%
8%
5%
1%
17%
40%
7%
51%

21%
63%
11%
3%
1%
15%
60%
9%
29%

15%
71%
4%
3%
0%
15%
47%
9%
43%

15%
58%
7%
9%
1%
12%
53%
17%
30%

14%
68%
8%
6%
0%
12%
44%
22%
34%

17%
75%
4%
5%
0%
11%
53%
16%
31%

19%
84%
5%
6%
0%
10%
66%
24%
9%

17%
73%
4%
12%
1%
19%
38%
22%
40%

16%
82%
4%
9%
1%
13%
40%
32%
28%

18%
55%
5%
6%
2%
19%
42%
22%
36%

16%
70%
7%
7%
1%
14%
56%
31%
13%

18%
72%
5%
8%
1%
14%
40%
25%
35%

18%
72%
5%
8%
1%
14%
40%
25%
35%

18%
68%
5%
12%
1%
14%
40%
25%
35%

18%
68%
5%
12%
1%
14%
40%
25%
35%

18%
71%
5%
10%
1%
14%
40%
25%
35%

18%
71%
5%
10%
1%
14%
40%
25%
35%

18%
71%
5%
10%
1%
14%
40%
25%
35%

SUMMARY
Prepaid Bookings
Renewals Bookings
Total Bookings

FY08 Q1
5,983
17,394
23,377

FY08 Q2
5,362
24,572
29,934

FY08 Q3
5,656
28,216
33,872

FY08 Q4
9,250
48,461
57,711

FY09 Q1
3,327
24,941
28,268

FY09 Q2
3,628
29,404
33,032

FY09 Q3
6,123
30,108
36,231

FY09 Q4
6,537
59,322
65,859

FY10 Q1
5,247
33,269
38,516

FY10 Q2
4,784
41,046
45,830

FY10 Q3
6,742
43,674
50,416

FY10 Q4
6,580
68,332
74,912

FY11 Q1
4,135
42,276
46,411

FY11 Q2
4,059
42,620
46,679

FY11 Q3
4,426
48,997
53,422

FY11 Q4
7,765
73,606
81,371

FY12 Q1
3,568
35,966
39,534

FY12 Q2
4,268
42,229
46,496

FY12 Q3
5,416
36,156
41,572

FY12 Q4
5,290
68,398
73,688

FY13 Q1
4,030
35,121
39,151

FY13 Q2
5,065
39,274
44,339

FY13 Q3
5,526
35,591
41,117

FY13 Q4
6,206
47,220
53,426

FY14 Q1
4,191
34,891
39,083

FY14 Q2
5,268
40,090
45,358

FY14 Q3
5,747
39,223
44,969

Prepaid Revenue
Renewals Revenue
Total Revenue

1,038
14,636
15,674

2,131
21,061
23,193

3,511
28,156
31,667

5,373
33,522
38,895

4,367
34,033
38,400

4,590
35,450
40,040

7,959
35,923
43,882

6,309
39,781
46,090

6,299
40,159
46,458

6,940
41,649
48,588

7,751
43,921
51,672

6,967
45,320
52,287

6,256
46,870
53,126

5,290
47,393
52,683

5,720
48,494
54,214

5,862
50,003
55,865

5,139
49,263
54,402

5,253
48,772
54,025

4,954
48,067
53,021

4,988
45,041
50,029

4,752
45,298
50,050

4,717
44,665
49,381

4,901
44,446
49,346

4,991
41,942
46,933

5,177
39,822
44,999

5,259
39,290
44,549

5,311
39,649
44,960

Renewal Deal Opportunity Base Composition

FY12 Q4

FY13 Q1

FY08 Q1

Key Plots

FY12 Q3

FY12 Q4

Attach Rate
Current Win Rate
Current Loss Rate
Early Win Rate
Early Loss Rate
Current Slip Rate
Past Due Win Rate
Past Due Loss Rate
Past Due Slip Rate

178,033
195,711

FY12 Q2

FY12 Q3

Business KPI MAP

FY13 Total Bookings


FY13 Total Revenue

FY08 Q4

FY09 Q1

FY14 Q3

FY14 Q4 FY15 Q1
4%
46%
0%
3%
47%
0%
100%

2%
48%
0%
2%
48%
0%
100%

FY14 Q4 FY15 Q1
18%
71%
5%
10%
1%
14%
40%
25%
35%

18%
71%
5%
10%
1%
14%
40%
25%
35%

FY15 Q2
3%
47%
0%
2%
48%
0%
100%
FY15 Q2
18%
71%
5%
10%
1%
14%
40%
25%
35%

FY15 Q3
3%
47%
0%
2%
48%
0%
100%
FY15 Q3
18%
71%
5%
10%
1%
14%
40%
25%
35%

FY15 Q4
4%
46%
0%
3%
47%
0%
100%
FY15 Q4
18%
71%
5%
10%
1%
14%
40%
25%
35%

FY14 Q4 FY15 Q1
FY15 Q2
FY15 Q3
FY15 Q4
6,454
4,359
5,478
5,976
6,712
47,943
35,295
39,883
39,408
43,741
54,397
39,654
45,361
45,385
50,453
5,368
40,239
45,606

5,425
40,792
46,217

5,469
40,529
45,999

5,523
40,529
46,052

5,582
40,382
45,964

Renewal Deal Opportunity Base Composition


120%
100%
80%
60%
40%
20%
0%
FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4

FY13 Q1

Current Opportunity Base

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

Past Due Opportunity Base

Renewal Bookings Trend


80,000
70,000
60,000
50,000
40,000
30,000
20,000
10,000
FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4

Early Bookings

FY13 Q1

Current Bookings

Past Due Bookings

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

Other Adjustments

Renewal Revenue
60,000
50,000
40,000
30,000
20,000
10,000
FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4
Renewal Deferred

FY13 Q1
Renewal IQR

Renewal Adjustments

Quarterly Revenue Breakdown


120%
100%
80%
60%
40%
20%
0%
FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4

FY13 Q1

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

-20%
Renewal Deferred %

Renewal IQR %

Renewal Adjustment %

Prepaid Deferred %

Prepaid IQR %

Prepaid Adjustment %

Prepaid Revenue
7,000
6,000
5,000
4,000
3,000
2,000
1,000
(1,000)

FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4
Prepaid Deferred

FY13 Q1
Prepaid IQR

Prepaid Adjustments

Total Revenue
60,000
50,000

FY13 Q2

FY13 Q3

FY13 Q4

50,000
40,000
30,000
20,000
10,000
FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4

FY13 Q1

Renewals Revenue

FY13 Q2

Business KPI MAP

Renewal Bookings Composition

Attach Rate
80%

Early Bookings
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%

70%
Past Due Slip Rate

Current Win Rate

60%
50%
40%
30%
20%

Past Due Loss Rate

Current Loss Rate

10%
0%

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

Prepaid Revenue

Revenue Roll Off Rates


30.0%

25.0%

20.0%

15.0%

10.0%

Past Due Win Rate

Past Due Bookings

Early Win Rate

5.0%

Current Bookings

0.0%
Current Slip Rate
FY13 Q1

FY13 Q2

FY13 Q3

Q+1 Revenue
Rate

Early Loss Rate


FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY13 Q1

FY14 Q4

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

Q+2 Revenue
Rate

Q+3 Revenue
Rate

Q+4 Revenue
Rate

Prepaid Revenue Rolloff Rates

Q+5 Revenue
Rate

Q+6 Revenue
Rate

Current and Early Revenue Rolloff Rates

Q+7 Revenue Q+8+ Revenue Q+9+ Revenue


Rate
Rate
Rate (Catch All
QTR)
Past Due Revenue Rolloff Rates

Current Deal Resolution Rates


120%
100%
80%
60%
40%
20%
0%
FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3

FY12 Q4

FY13 Q1

FY13 Q2

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

FY13 Q3

FY13 Q4

FY14 Q1

FY14 Q2

FY14 Q3

FY14 Q4

-20%
Current Win Rate

Current Loss Rate

Early Win Rate

Early Loss Rate

Current Slip Rate

Other Adjustment Rate

Past Due Deal Resolution Rates


120%
100%
80%
60%
40%
20%
0%
FY11 Q1

FY11 Q2

FY11 Q3

FY11 Q4

FY12 Q1

FY12 Q2

FY12 Q3
Past Due Win Rate

FY12 Q4

FY13 Q1

Past Due Loss Rate

Past Due Slip Rate

FY13 Q2
Other Adjustment Rate

FY13 Bookings
License Growth Rate
3.0%
4.0%
176,651
176,845
177,239
177,439
177,827
178,033
178,415
178,626
179,003
179,220

5.0%
177,039
177,639
178,238
178,838
179,437

6.0%
177,234
177,839
178,444
179,049
179,654

195,711
17.0%
17.5%
18.0%
18.5%
19.0%

2.0%
195,102
195,327
195,552
195,777
196,002

FY13 Revenue
License Growth Rate
3.0%
4.0%
195,177
195,252
195,404
195,482
195,632
195,711
195,859
195,940
196,086
196,170

5.0%
195,327
195,559
195,790
196,022
196,254

6.0%
195,402
195,636
195,870
196,104
196,337

178,033
4.0%
5.0%
6.0%
7.0%
8.0%

78.0%
177,063
176,392
175,721
175,050
174,378

FY13 Bookings
Current + Early Win Rate
79.0%
80.0%
81.0%
178,221
179,377
180,533
177,549
178,705
179,860
176,877
178,033
179,187
176,206
177,361
178,515
175,534
176,689
177,842

82.0%
181,687
181,014
180,341
179,668
178,995

Current + Early Loss Rate

2.0%
176,457
177,039
177,622
178,204
178,786

Current + Early Loss Rate

178,033
17.0%
17.5%
18.0%
18.5%
19.0%

Attach Rate

Attach Rate

Sensitivity Tables

195,711
4.0%
5.0%
6.0%
7.0%
8.0%

78.0%
195,514
195,240
194,966
194,693
194,419

FY13 Revenue
Current + Early Win Rate
79.0%
80.0%
81.0%
195,886
196,259
196,631
195,613
195,985
196,357
195,339
195,711
196,083
195,065
195,437
195,809
194,791
195,163
195,536

82.0%
197,003
196,729
196,455
196,181
195,908

Sensitivity Plots

Revenue vs. Attach Rate For Various Growth in License

17.0%

17.5%

18.0%

18.5%

19.0%

19.5%

3.0%

4.0%

5.0%

2.0%

6.0%

Revenue vs. Attach Rate For Various Growth in License

182,000
180,000
178,000
176,000
174,000

17.0%

17.5%

18.0%
Attach Rate

Attach Rate
2.0%

Bookings vs. Loss Rate For Various Win Rates


184,000
FY13 Total Revenue

196,400
196,200
196,000
195,800
195,600
195,400
195,200
195,000
16.5%

FY13 Total Bookings

FY13 Total Revenue

3.0%

4.0%

18.5%

5.0%

19.0%

19.5%

0.0%

6.0%

1.0%

78.0%

2.0%

79.0%

3.0% 4.0% 5.0% 6.0%


Current + Early Loss Rate
80.0%

7.0%

81.0%

8.0%

9.0%

197,500
197,000
196,500
196,000
195,500
195,000
194,500
194,000
16.5%

82.0%

17.0%

78.0%

17.5%
18.0%
18.5%
Current + Early Loss Rate

79.0%

80.0%

81.0%

19.0%

19.5%

82.0%

Revenue vs. Loss Rate & Win Rates

Bookings vs. Loss Rate & Win Rates

197,500

182,000

197,000
180,000

196,500
196,000
82.0%
81.0%

176,000

80.0%
174,000
79.0%
172,000
170,000
4.0%

5.0%

170,000 - 172,000

172,000 - 174,000

6.0%
Current + Early Loss Rate

174,000 - 176,000

176,000 - 178,000

78.0%
8.0%

7.0%

178,000 - 180,000

180,000 - 182,000

82.0%
Current + Early Win Rate

178,000

Current + Early Win Rate

FY13 Total Bookings

Bookings vs. Attach Rate For Various Growth in License


180,000
179,500
179,000
178,500
178,000
177,500
177,000
176,500
176,000
16.5%

81.0%

195,500
195,000

80.0%

194,500
79.0%

194,000
193,500
193,000
4.0%

5.0%

6.0%
Current + Early Loss Rate

7.0%

193,000 - 193,500

193,500 - 194,000

194,000 - 194,500

194,500 - 195,000

195,500 - 196,000

196,000 - 196,500

196,500 - 197,000

197,000 - 197,500

195,000 - 195,500

78.0%
8.0%

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