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REVENUE RECOGNITION (Tables)
 3 Months Ended
Mar. 31, 2020
Revenue from Contract with Customer [Abstract]  
Schedule of Timing of Performance Obligation
The Company's typical performance obligations include the following:
Performance Obligation
 
When Performance Obligation is Typically Satisfied
 
When Payment is Typically Due
Software and Product Revenue
 
 
 
 
Software licenses (perpetual or term)
 
Upon transfer of control; typically, when made available for download (point in time)
 
Generally, within 30 days of invoicing except for term licenses, which may be paid for over time
 
 
 
 
 
Software licenses (subscription)
 
Upon activation of hosted site (over time)
 
Generally, within 30 days of invoicing
 
 
 
 
 
Appliances
 
When control of the appliance passes to the customer; typically, upon delivery (point in time)
 
Generally, within 30 days of invoicing
 
 
 
 
 
Software upgrades
 
Upon transfer of control; typically, when made available for download (point in time)
 
Generally, within 30 days of invoicing
 
 
 
 
 
Customer Support Revenue
 
 
 
 
Customer support
 
Ratably over the course of the support contract (over time)
 
Generally, within 30 days of invoicing
 
 
 
 
 
Professional Services
 
 
 
 
Other professional services (excluding training services)
 
As work is performed (over time)
 
Generally, within 30 days of invoicing (upon completion of services)
 
 
 
 
 
Training
 
When the class is taught (point in time)
 
Generally, within 30 days of services being performed
Disaggregation of Revenue
The Company's revenue for the three months ended March 31, 2020 and 2019 was disaggregated as follows:
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

Three months ended March 31, 2020
Product revenue
 
Service revenue (maintenance)
 
Service revenue (professional services)
 
Total revenue
United States
$
36,365

 
$
31,466

 
$
10,566

 
$
78,397

Europe, Middle East and Africa
20,365

 
14,810

 
4,015

 
39,190

Japan
4,952

 
2,874

 
2,614

 
10,440

Asia Pacific
9,991

 
4,637

 
2,264

 
16,892

Other
4,226

 
7,281

 
1,556

 
13,063

 
$
75,899

 
$
61,068

 
$
21,015

 
$
157,982




Three months ended March 31, 2019
Product revenue
 
Service revenue (maintenance)
 
Service revenue (professional services)
 
Total revenue
United States
$
28,446

 
$
32,787

 
$
7,343

 
$
68,576

Europe, Middle East and Africa
6,458

 
10,723

 
2,849

 
20,030

Japan
3,961

 
2,913

 
1,562

 
8,436

Asia Pacific
4,675

 
3,663

 
869

 
9,207

Other
3,940

 
6,903

 
1,836

 
12,679

 
$
47,480

 
$
56,989

 
$
14,459

 
$
118,928



The Company's product revenue from indirect sales through its channel partner program and from its direct sales program for the three months ended March 31, 2020 and 2019 was as follows (in thousands):
 
Three months ended
 
March 31,
2020
 
March 31,
2019
Indirect sales through channel partner program
$
28,604

 
$
19,174

Direct sales
47,295

 
28,306

 
$
75,899

 
$
47,480




The Company's product revenue from sales to enterprise customers and from sales to service provider customers for the three months ended March 31, 2020 and 2019 was as follows (in thousands):
 
Three months ended
 
March 31,
2020
 
March 31,
2019
Sales to enterprise customers
$
27,281

 
$
14,755

Sales to service provider customers
48,618

 
32,725

 
$
75,899

 
$
47,480
Schedule of Customer Assets and Liabilities
The changes in the Company's accounts receivable, unbilled receivables and deferred revenue balances for the three months ended March 31, 2020 were as follows (in thousands):
 
Accounts receivable
 
Unbilled accounts receivable
 
Deferred revenue (current)
 
Deferred revenue (long-term)
Balance at January 1, 2020
$
168,502

 
$
24,204

 
$
100,406

 
$
20,482

Increase (decrease), net
1,286

 
11,801

 
13,293

 
5,429

Balance at March 31, 2020
$
169,788

 
$
36,005

 
$
113,699

 
$
25,911