Revenue

3 Months Ended

Mar. 31, 2023

Revenue from Contract with Customer [Abstract]

Revenue

Revenue

Disaggregation of Revenue

The following table presents a summary of revenue:

	Three Months Ended March 31,
(in thousands)	2023		2022
Subscription revenue	$	171,098	$	142,687
Perpetual license and maintenance revenue	12,181		12,873
Professional services and other revenue	5,560		3,808
Revenue	$	188,839	$	159,368

Concentrations

We sell and market our products and services through our field sales force that works closely with our channel partners, which includes a network of distributors and resellers, in developing sales opportunities. We use a two-tiered channel model whereby we sell our products and services to our distributors, which in turn sell to resellers, which then sell to end-users. We derived 93% and 92% of revenue through our channel network in the three months ended March 31, 2023 and 2022, respectively. One of our distributors accounted for 37% of revenue in the three months ended March 31, 2023 and 2022. That same distributor accounted for 32% and 36% of accounts receivable at March 31, 2023 and December 31, 2022, respectively.

Contract Balances

We generally bill our customers in advance and accounts receivable are recorded when we have the right to invoice the customer. Contract liabilities consist of deferred revenue and include customer billings and payments received in advance of performance under the contract. In the three months ended March 31, 2023 and 2022, we recognized revenue of $174.0 million and $142.7 million, respectively, that was included in the deferred revenue balance at the beginning of each of the respective periods.

Remaining Performance Obligations

At March 31, 2023, the future estimated revenue related to unsatisfied performance obligations was $654.7 million, of which approximately 76% is expected to be recognized as revenue over the succeeding twelve months, and the remainder is expected to be recognized over the four years thereafter.

Deferred Commissions

The following summarizes the activity of deferred incremental costs of obtaining a contract:

	Three Months Ended March 31,
(in thousands)	2023		2022
Beginning balance	$	111,508	$	99,949
Capitalization of contract acquisition costs	8,907		10,330
Amortization of deferred contract acquisition costs	(12,035)		(11,016)
Ending balance	$	108,380	$	99,263