Revenue Recognition

9 Months Ended

Sep. 30, 2021

Revenue Recognition

Revenue Recognition

Note 5 — Revenue Recognition

The following tables present the disaggregation of revenue from contracts with our clients:

Revenue by Performance Obligation

	For the Three Months Ended September 30,				For the Nine Months Ended September 30,
	2021		2020		2021		2020
	(in thousands)
Selling services	$	47,746	$	44,840	$	137,683	$	140,558
Professional services		832		950		2,225		2,984
Total revenue	$	48,578	$	45,790	$	139,908	$	143,542

Revenue by Geography

Revenue for each geography generally reflects commissions earned from sales of service contracts managed from revenue delivery centers in that geography and subscription sales and professional services to deploy the Company’s solutions. Predominantly all the service contracts sold and managed by the revenue delivery centers relate to end customers located in the same geography. All NALA revenue represents revenue generated within the U.S.

	For the Three Months Ended September 30,				For the Nine Months Ended September 30,
	2021		2020		2021		2020
	(in thousands)
NALA	$	27,215	$	27,204	$	78,064	$	83,235
EMEA		13,529		11,984		39,616		38,837
APJ		7,834		6,602		22,228		21,470
Total revenue	$	48,578	$	45,790	$	139,908	$	143,542

Revenue by Contract Pricing

	For the Three Months Ended September 30,				For the Nine Months Ended September 30,
	2021		2020		2021		2020
	(in thousands)
Variable consideration	$	34,499	$	33,188	$	101,848	$	103,367
Fixed consideration		14,079		12,602		38,060		40,175
Total revenue	$	48,578	$	45,790	$	139,908	$	143,542

Contract Balances

As of September 30, 2021, contract assets and liabilities were $0.0 million and $0.6 million, respectively. As of December 31, 2020, contract assets and liabilities were $0.5 million and $0.4 million, respectively.

Transaction Price Allocated to Remaining Performance Obligations

As of September 30, 2021, assuming none of the Company’s current contracts with fixed consideration are renewed, the Company estimates receiving approximately $38.8 million in future selling services fixed consideration and approximately $0.4 million in professional services fixed consideration.

Contract Acquisition Costs

As of September 30, 2021 and December 31, 2020, capitalized contract acquisition costs were $0.6 million and $0.9 million, respectively. The Company recorded amortization expense related to capitalized contract acquisition costs of $0.1 million and $0.3 million for the three months ended September 30, 2021 and 2020, respectively, and $0.4 million and $0.8 million for the nine months ended September 30, 2021 and 2020, respectively.

Impairment recognized on contract costs was insignificant for the three and nine months ended September 30, 2021.