F5, Inc.

Good afternoon and welcome to the F5 Fourth Quarter Fiscal 2021 Financial Assault Conference Call. At this time, all participants are in a listen-only mode. After the speaker presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 1 on your telephone. If you require any further assistance, please press star 0. Also, today's conference is being recorded. If anyone has any objections, please disconnect at this time. I'll now turn the call over to Ms. Suzanne Dulong. Ma'am, you may begin. Hello and welcome.

I'm Suzanne Dulong, F5's Vice President of Investor Relations. Francois Locot-Denoux, F5's President and CEO, and Frank Pelzer, F5's Executive Vice President and CFO, will be making prepared remarks on today's call. Other members of the F5 executive team are also on hand to answer questions during the Q&A session. A copy of today's press release is available on our website at F5.com, where an archived version of today's call will be available through January 25th, 2022. Today's live discussion is supported by slides, which are viewable on the webcast and will be posted to our IR site at the conclusion of today's discussion. To access the replay of today's call by phone, dial 800-585-8367 or 416-621-4642 and use meeting ID 6879935. The telephonic replay of this call will be available through midnight Pacific time, October 27th. For additional information or follow-up questions, please reach out to me directly at s.dulong at f5.com. Our discussion today will contain forward-looking statements, which include words such as believe, anticipate, expect, and target. These forward-looking statements involve uncertainties and risks that may cause our actual results to differ materially from those expressed or implied by these statements. Factors that may affect our results are summarized in the press release announcing our financial results, and described in detail in our SEC filings. Please note that F5 has no duty to update any information presented in this call. With that, I will turn the call over to Francois.

Thank you, Suzanne, and hello, everyone. Thank you for joining us today. Under pandemic conditions that have persisted far longer than anyone initially expected, the F5 team delivered another very strong quarter, closing out a robust year for us. Customer demand for application security and delivery amid skyrocketing application growth and heightened application security awareness are driving strong demand for F5 solutions. This demand spanned our portfolio and our regional theaters in Q4, driving 11% revenue growth and our fourth consecutive quarter of double-digit revenue growth. We delivered 35% software growth 12% systems growth, and 2% global services growth in the quarter. With software revenue representing 45% of product revenue in the quarter and 80% of our software coming from subscriptions, we continue to mark milestone after milestone in our rapid transformation to a more software-led business. I will speak more about our business drivers and customer highlights from the quarter after Franck reviews our Q4 and FY21 results and our outlook for Q1 and FY22.

Franck? Thank you, Francois, and good afternoon, everyone. I'll review our Q4 results before briefly recapping our fiscal year results. As Francois just outlined, our team delivered another very strong quarter, Fourth quarter revenue of $682 million is up 11% year-over-year and above the top end of our guidance range. Please note, as I review our revenue mix, I will be referring to non-GAAP revenue measures for the year-ago period. Q4 product revenue of $340 million is up 21% year-over-year, representing a significant acceleration from 6% in the same period last year. Q4's software revenue grew 35% to $152 million, representing 45% of product revenue, up from 40% in the year-ago period. Systems revenue of $188 million is up 12% compared to Q4 last year when systems were down 8%. Rounding out the revenue picture, we continue to see strength from our global services at $342 million in Q4, up 2% compared to last year and representing 50% of revenue. Taking a closer look at our software revenue, customers' preference for subscription-based consumption models is evident. In Q421, subscription-based revenue represented 80% of total software revenue, up from 76% in the year-ago period. Subscription-based revenue includes our ratably recognized as-a-service offerings and our solutions sold as term-based licenses. Within subscriptions, customer demand is driving substantial volume and value growth from our multi-year subscriptions. The deal volume of our multi-year subscriptions more than doubled year over year and is approaching 500 in total. This consumption model offers flexibility for the customer and through the annual true forward and normal renewal cycles offers us visibility to customers utilization and consumption patterns. In addition, we ended the year with more than 600 SaaS and managed service customers, reflecting growth of 50% year-over-year. Revenue from recurring sources, which includes term subscriptions as a service and utility-based revenue, as well as the maintenance portion of our services revenue, totaled 67% of revenue in the quarter. On a regional basis in Q4, Americas delivered 11% revenue growth year-over-year, representing 59% of total revenue. EMEA delivered 11% growth, representing 24% of revenue, and APAC delivered 9% growth, accounting for 17% of revenue. The strength in Q4 spanned customer verticals as well. Enterprise customers represented 69% of product bookings in the quarter. Service providers represented 13%, and government customers represented 18%, including 8% from U.S. Federal. I will now share our Q4 operating results. GAAP gross margin in Q4 was 81.1%. Non-GAAP gross margin was 83.7%. GAAP operating expenses were $427 million. Non-GAAP operating expenses were $350 million. Our GAAP operating margin in Q4 was 18.5%. Non-GAAP operating margin was 32.4%. Our GAAP effective tax rate for the quarter was 10.3%. Our non-GAAP effective tax rate was 15%. GAAP net income for the quarter was $111 million or $1.80 per share. Non-GAAP net income was $185 million or $3.01 per share. I will now turn to the balance sheet. We generated $197 million in cash flow from operations in Q4. Cash and investments totaled approximately $1.04 billion at quarter end. DSO was 45 days and capital expenditures for the quarter were $7 million. Deferred revenue increased 17% year-over-year to $1.489 billion, up from $1.273 billion. The growth in total deferred was largely driven by subscription and SaaS bookings growth, and to a lesser extent, deferred service maintenance. Finally, we ended the quarter with approximately 6,460 employees, up approximately 80 from Q3. This does not include approximately 90 employees added with the threat stack acquisition, which closed in our fiscal first quarter of 2022. I will now briefly recap our full year 2021 results. For the year, revenue grew 10% to $2.6 billion. Product revenue of $1.25 billion grew 21% from the prior year and accounted for 48% of total revenue, up from 44% in the year-ago period. Within product revenue, software grew 37% to $500 million, a beat on our outlook for at or about 35% growth for the year. Systems revenue in FY21 grew 12% to $748 million. Global services grew 2% to $1.36 billion, representing 52% of total revenue. Looking more closely at our software revenue, since fiscal 2018, we've grown our software revenue at a 49% compounded annual growth rate and our software subscription revenue at 115% compounded annual growth rate. Gap gross margin in FY21 was 81.1%. Non-gap gross margin was 83.9%. Our gap operating margin in FY21 was 15.1%, and our non-gap operating margin was 31.6%. Our gap effective tax rate for the year was 14.4%. Our non-gap effective tax rate for the year was 17.7%. Gap net income for FY21 was $331 million, or $5.34 per share. Non-gap net income was $671 million, or $10.81 per share. Application security is a big and growing reason customers turn to F5. Our application security offerings, including DDoS protection, advanced vulnerability defense for web application firewall, and bot fraud and abuse protections are increasingly recognized as industry leading. As a result, we estimate our standalone security product revenue grew 26% in FY21 to approximately $350 million, reflecting a 38% compounded annual growth rate since FY18. Including bundled security offerings, and an estimate for our services revenue associated with security, we estimate the total application security portion of our business grew to more than $900 million in FY21, representing approximately 35% of total revenue. Supply chain challenges have been well acknowledged across the industry over the last year. Our supply chain team continues to do an impressive job managing global supply chain constraints and working through our supplier ecosystem to manage through challenging conditions. At this point, like many others, we are working with extended lead times. In part as a result of supply chain constraints, we ended FY21 with approximately $125 million in backlog, the vast majority of which is system-based. Now, let me share our guidance for our first quarter, as well as some color on our view for FY22. Unless otherwise stated, please note that my guidance comments reference non-GABA metrics. Let me start with sharing our expectations for the first quarter of 2022. We are targeting Q1 revenue in the range of $665 to $685 million, implying roughly 8% growth at the midpoint. We expect Q1 22 gross margins of approximately 84%. We estimate operating expenses of 342 to 354 million. Our Q1 earnings target is $2.71 to $2.83 per share, with a share count of approximately 62 million. We expect Q1 share-based compensation expense of approximately 64 to 66 million. Now, let me share some operating expectations for our 2022 fiscal year. For the year, we expect revenue growth of 8% to 9%. We expect software growth of between 35% and 40%. We expect the range of software variability we will see quarter to quarter will narrow relative to what we have experienced in the past. This is due, in part, to what we expect will be a higher contribution from ratable revenue over time and also in part due to increased scale of our software business overall. We expect systems revenue growth will be flat to slightly up for the year. And we continue to expect low single-digit global services revenue growth. I note that all of these revenue expectations are at or above our most recent Horizon 2 outlook provided in January with the Volterra acquisition announcements. We anticipate continued pressures related to our global supply chain in the next several quarters. We expect these pressures will result in some increased costs related to the expedite fees and sourcing of long lead time components. In light of this dynamic, we anticipate non-GAAP gross margins of approximately 83.5% to 84% for the year, and we will continue to closely monitor this situation as we have throughout the past year. We continue to target operating on the Rule of 40 basis, where the combination of our revenue growth and non-GAAP operating margins total 40. The combination of our strong FY21 revenue growth and our continued operating discipline enabled us to achieve the Rule of 40 in four out of four quarters in FY21, ahead of our initial Horizon 2 target. We continue to target achieving the Rule of 40 in FY22. Given our anticipated revenue growth and the ongoing benefits from the cost reduction initiatives that we discussed at our analyst and investor meeting last year, we expect non-GAAP operating margin in the range of 32% to 33% for FY22. We expect our typical operating margin seasonality, which translates to operating margins stepping down in Q2 and improving in the back half of the year. We anticipate our full fiscal year effective tax rate will be at around 21% with some fluctuations quarter to quarter. This estimate does not account for any potential future federal tax changes. We expect fiscal 2022 stock-based compensation expense in the range of $250 to $270 million and capital expenditures in the range of $40 to $60 million. Finally, for the year, we expect share count to remain at approximately 62 million shares, inclusive of the expected share repurchase of 500 million during FY22, as we previously discussed. With that, I will turn the call back to Francois. Francois?

Thank you, Frank. Our very strong fourth quarter results are the perfect cap to our robust outperformance in FY21. In the last 18 months, our reliance on applications, both as businesses and as consumers, have escalated sharply and likely forever changed. Our customers are massively accelerating digital transformation to keep up with current demand and forecasted growth. They are doing this while also working to consistently meet consumers' high expectations for application performance and availability, and while also ensuring their applications and the consumer's data are secure. In my conversation with investors, I am often asked what is potentially misunderstood about F5. Let me address the key points here. First, traditional on-premise applications continue to grow, counter to the prevailing expectations from two to three years ago. In fact, traditional apps are generating more traffic and more revenue than ever, because every aspect of life and business relies on applications for f5 this means big ip demand will continue to grow in both software and systems form factors second contrary to early cloud height the vast majority of traditional applications are not being refactored they are either remaining on premise or they are moving to the cloud with a lift and shift motion in other words S5 run applications are remaining attached to S5. As a result, BIG-IP is growing both on-premise and in public clouds. Third, modern container-based applications continue to grow at a rapid pace and not only for new applications. Customers are bolting new modern components onto traditional applications to improve the user experience. In many cases, Cloud-native application security and delivery simply are not robust enough to meet the application's needs. For F5, this means accelerating NGINX demand, enabling app security and scale for modern applications, often as a complement to big IP. And finally, given the volume of business and data that is now flowing through applications and the increasingly distributed nature of applications, application security has taken on new significance. Where in the past, network and infrastructure security was a focus for customers and vendors alike, we expect application security will be one of the hardest areas of investment over the next decade. S5 is one of the few players 100% focused on application security, and we protect not just access to applications, but also how they are used. As a result, we expect our role and reputation as a leading application security provider will accelerate. To sum up these points, F5 is differentiated and well positioned to benefit from significant emerging secular trends. There are some companies focused on applications, There also are some focused on application security. S5 is the only one that is at the epicenter of these two secular forces with a focus, expertise, and the technology assets to secure and deliver any application anywhere. Let's ground our opportunity in real customer trends and use cases. Last quarter, I talked about five sustainable customer trends we expected to drive demand across our portfolios. Let's revisit those trends with some customer examples from Q4. Number one, enterprise customers, developers, and DevOps teams are using NGINX to insert security earlier in the application lifecycle. NGINX without protect delivers robust application security for microservices with the flexibility and agility developers demand. In one example during Q4, we secured an NGINX win with a global insurance group. They are migrating their consumer-facing insurance services into a public cloud. For risk mitigation and security reasons, they required a scalable and container-friendly solution. They also needed enterprise-grade security capable of protecting their strategic, high-value apps and guaranteeing risk management compliance. And they wanted all of this within a lightweight footprint that could drive automation, saving time and money. NGINX where that protect was the natural choice. Trend number two, heightened security concerns and high-profile ransomware attacks are escalating demand for top-notch application security and fraud and abuse mitigation. With pronounced application growth and an ever-expanding threat landscape, including high-profile ransomware and credential-stuffing attacks, we see growing demand for application security in cloud environments and rising demand for fraud and bot defense. During Q4, a North American electric utility experienced a credential stuffing attack, resulting in substantial infrastructure failure. More than 6 million customers had to reset their account passwords. Based on their experience as a BIG-IP customer, the utility turned to F5 for help. Shape was emergency onboarded, identified high volumes of automated traffic, and deployed highly effective mitigation measures to stop the attack. Trend number three, customers are leveraging F5 for Kubernetes, containers, and cloud native architectures. Our growth in modern application continues to accelerate, driven by NGINX Kubernetes and cloud native deployments. We are seeing several top use cases emerge for NGINX, including managing API, optimizing Kubernetes traffic management, and load balancing cloud native and hybrid cloud applications. With customers' modern applications experiencing significant and constant swings in user demand, they need infrastructure that scales up automatically to meet user demands or down to save cloud costs. During Q4, a Canadian online investment manager selected NGINX to move their Kubernetes-based applications into production at scale. Initially, they attempted to use a competitive solution, but it lacked performance and did not integrate well with their HashiCorp console or with AWS autoscaling. NGINX Plus delivered low latency and high uptime to improve user experience and integrated seamlessly with AWS autoscaling to spin down half of their instances during off-peak traffic demand. Trend number four, customers are scaling their existing hardware-based infrastructures to handle accelerating application growth, driving continued strength for big IP systems. we are finding that customers are often looking to scale both their existing infrastructure and their modern apps infrastructure simultaneously. This is particularly true amongst tech and SaaS provider customers who continue to experience rapid adoption and growth of their digital products and services. In the latest of a growing list of examples, during Q4, a high-growth SaaS provider selected F5 to help them scale both the traditional apps on BIG-IP and their modern public cloud apps with NGINX. This deal was made sweeter by the fact that NGINX displaced a competitor that wasn't performing as promised. Finally, trend number five, customers are leveraging BIG-IP for transformation, including cloud migration and automation initiatives. The demand we are seeing for BIG-IP systems and software is about more than just capacity additions. Customers also are choosing BIG-IP to drive transformation, often combining it with NGINX. SI is particularly well-suited for enterprises that operate both modern and traditional applications, which most do. NGINX integrations with BIG-IP provide differentiation over competitor and cloud-native offerings, and we will extend this with integrations into Volterra at the edge. During Q4, the BIG-IP and NGINX combination was selected by one of the largest online betting companies in Asia Pacific. The customer, who processes more than 1 billion annual transactions, needed hybrid on-premises data security as well as the ability to support modern app development and new engaging multimedia capabilities. They selected BIG-IP and NGINX as the foundation for their digital transformation. Let me touch briefly on service providers and our Volterra integration progress before concluding our prepared remarks. We had a good year with service providers in FY21. While it's true that several of the trends I have just described also apply to our service provider customers, they also face unique challenges as a result of 4G to 5G migration and growing 5G traffic demands. Thus far, our service provider demand has come largely from 4G core network upgrades as they expand hardware capacity and upgrade existing infrastructures to handle 5G traffic. We expect software use cases will begin to emerge as carriers virtualize their 5G cores. Looking forward, our Volterra platform is generating significant interest from service providers. They view it as a way to insert their capabilities at the edge, thus creating 5G in a box offerings. That offers a good transition to discussing progress on the integration of Volterra. Volterra is a universal edge platform which will enable us to insert critical application services at the edge and allow our customers to consume these services in a fast format. Our initial priority is on security offerings. We have one of the best, if not the best, application security software stacks in the industry, including our web application firewall, our DDoS protection, API security, and bot capabilities. We are taking that entire security stack and integrating it natively into the Volterra platform. Our first priority is a fast security offering that will address the shift toward modern web apps and APIs. And we are on track to deliver within our committed 12 to 18 month integration window. Our recent acquisition of Threadstack, a leader in cloud security and workload protection, is designed to accelerate our fast security offerings with cloud endpoint telemetry and analytics for better detection and response. Threadstack also augments our telemetry and virtual security and technology expertise. And I want to take this opportunity to once again welcome the entire Threadstack team to F5. In closing, we are more confident than ever in our vision and in our ability to continue to execute. The combination of application growth, our expanded solutions platform, our continuously evolving go-to-market strategy, and our vision for the future of adaptive applications is resonating with customers and puts us at the epicenter of several emerging strong secular trends. I extend my heartfelt thanks to the entire SI team for their steadfast focus and execution. As a team, we have accomplished more faster than anyone, even us, thought we could. We've got more work ahead, but I am more confident than ever in our ability to achieve our goals. My thanks, too, to our customers and partners for being on our journey with us and providing guidance and support along the way. With that, operator, we will open the call to Q&A.

As a reminder, to ask a question, you will need to pass star 1 on your telephone. So with your question, press the pound key. Your first question comes from Sammy Badry with Credit Suisse. Your line is open.

Thank you for giving me a question, and you've given us quite a bit to talk about on this conference call. I want to shoot the first question over to Frank, and I want to talk about the backlog and the backlog composition. And you mentioned the majority of systems, system-based backlog, but I wanted to break down the customer mix of that backlog. If you could just tell us a little bit more about what's going on there.

I don't have a lot more to add. I will say that the At the end of the year, effectively, we just saw a continued increase in the backlog bill, more so than we could ship. At the end of Q4, a lot of service provider customers probably fall into that realm. But having said that, that was the 125 that we referenced, and almost all of it is systems.

Got it. Got it. And then Francois, just kind of shifting over to you. I want to talk about the US federal segment and how that made up about 8% of total revenue mix. Are you expecting elevated levels of US federal activity in the upcoming quarters, which would actually be almost out of the seasonal pattern of your model?

The short answer, Sammy, is no. I think what we're seeing in the federal business just follows the regular seasonality that we've seen over the years, and we don't expect a fundamental change to that pattern.

Got it. Thank you. I'll hand it over to another analyst. Thank you, Sammy.

Your next question comes from Madam Marshall with Morgan Stanley.

Great, thanks. A couple of questions for me. First on just, you obviously gave a couple of instances of shape security, one of having success when, you know, they were facing a threat or there was an entry point where they really needed it. But in the past, there have been some delays on proof of concept activity and just wanted to get a sense of are you seeing a pickup there? And then on the second point, just on the kind of gross margin impact you're seeing from costs, you know, is that mostly expediting? Is there any ability to pass that on, just how we should think of the supply chain overhanging the gross margins? Thanks.

I mean, thanks for the questions. Let me start on shape. Yes, you know, a couple of quarters ago, we did mention we were seeing the Elongated times to close on these proof of concepts largely because customers were not in the office and getting those done were taking a little longer. We have seen that abate over the last few months. And so we're seeing a pickup in traction and momentum there. uh and specifically i think in the e-commerce uh area so we've got a number of uh customers whose applications are revenue generating uh and they're constantly under these either account takeover attacks or bought attacks that are causing disruption to their business and so they want to move pretty quickly on getting things done, either as an insurance against future attacks, or oftentimes when they're under attacks, of course, things go very, very quickly because the business is disrupted. So generally, we are happy with the quota we just had with Shape. And in general, Nita, I would say the other thing we're seeing with customers is A number of customers have been re-evaluating their security posture as a result of some of the high-profile breaches that have been well publicized. And that has resulted overall in a very strong... year for the fiscal year for us in security, but especially in the second half where customers have reinvigorated the motion of attaching security to BIG-IP. And we've also seen the momentum with shape in security. So that's overall the picture we're seeing in security. As it relates to your second question on gross margins, yes, our gross margins have been impacted by the challenges on the supply chain, whether it's some increase in prices on some components or some expedite fees to get our supply when we need it. So the supply chain generally has been quite a challenging environment. And generally, we have managed that pretty well with our team. But it continues to be a challenging environment, and so we're going to continue to monitor the developments there, and we'll adjust over time as we need to.

Great. Thank you. Your next question comes from James Fish, Red Piper's Handler.

Hey, guys. You guys, I was, oh, Frank, a little bit of a razor after running through all those details. But can you help us a bit understand the amount of recurring software that is term license versus SaaS at this point? As it would suggest, SaaS is actually north of 10% of the overall product line today. And within that term license piece, while clearly both go together in organic, I guess how specifically should we think about the growth rate of NGINX as we exited this year?

Yeah, thanks so much for the comments and the questions. I think we have not split out those two components, but what we'd like to see, which we have continued to see, is what it means to have that subscription piece that makes the number that we have to get for the coming year, you know, much less as a percent of the software revenue, given those dynamics of the subscription base. The split between what I would say is the term subscription versus the SaaS subscription, we have not split out that yet. But, you know, stay tuned. We're continuing to monitor and, you know, we'll let you know when that gets substantial. And I'm sorry, but I missed your second question.

Just how should we think about the growth of NGINX today?

Oh, sure. Yeah, so NGINX continues to grow incredibly well within the base. Again, this quarter we saw from our multi-year subscriptions, NGINX was in more than 50% of those, which is driving great use cases on both sides. And on a customer basis, you know, we continue to see strong growth on the overall customer base within NGINX of paying NGINX customers. So really, really happy with the progress we've seen in NGINX. All right.

And just a quick homework piece for me. ThreatStack, should we think about that as a term license business or a SaaS business?

That's a SaaS business, but that's tradable.

Cool. Thank you, guys. Thank you, Jim.

Your next question comes from Rod Hall with Goldman Sachs.

Great. Thanks for the question, guys. I wanted to just check on the guidance and see whether you guys could give us any idea what you're thinking on systems and software trajectory into Q1. And then I've got a follow-up to that. Thanks.

Hey, Rod. As you know, we don't guide on a quarterly basis to a breakdown of hardware and software. But, I mean, the indicators that I would give you, I mean, you saw the annual guidance for revenue around 8% to 9%. For software, we're guiding to 35% to 40% for the full year. And hardware is slightly up. On software in particular, I mean, Frank mentioned it, but I want to stress that we guided to 35% to 40% last year for the full year. We finished the year at 37%. But inside the year, there was strong variability, especially in the first half. And so we still expect to run between 35 to 40. We do expect we will see less variability this year than we saw last year, in part because we have better visibility into a portion of our revenues that are coming from business that is already contracted, and also in part because of the scale of the business. So expect us to land on the range for the full fiscal year. We've always said that quarter to quarter, there could be some variability above or below that range, but we expect that that variability will be less pronounced.

Okay, thanks, Francois. And then I guess big picture, I wanted to check the, just your thinking on systems in 22. You know, when I look at 18, 19, and 20, all three years in systems are down, 20 was down 10%. And then you grew systems 12% in 21. And I recognize you're saying flat to slightly down, but sort of I'm thinking flattish in 22. But what gives you confidence that 21 wasn't, you know, an anomaly? We've seen that across a lot of different infrastructure companies that we cover where they've seen a lot of demand in 21. I think people are extrapolating that into 22. But, you know, why is 21 not more of an anomaly than it is, you know, a new normal for you, I guess? Thanks.

Yeah, and Rod, from our perspective, when we look at, so, you know, our revenue grew 12% in 21, and, you know, our demand was even stronger than that because, you know, we ended up with a backlog, a large backlog at the end of the year. So when we look at, you know, that demand in 2021, some of it, actually we think is uh i wouldn't call it an anomaly but we think some of it are transient uh factors uh that will go away we think there was some element of a catch-up demand because the man was quite depressed uh you know 12 months ago uh and there also may have been a couple of five specific factors earlier in the year when we announced our and of software development. Some customers jumped on that to refresh quickly. So we think some of these are one of factors, but we also think that there are macro factors that are not trend-oriented. Uh, and that will proceed. And then that specifically, uh, the traffic and usage of traditional application, uh, is growing and is going to continue to grow because these applications are generating more revenue, more customer loyalty and more large companies depend on these applications. And so when you look at 2021, there's some element that's one off. There's elements that are not. Um, when we look at that and project to the future, All of that tells us that the demand for big IP as a franchise, so both hardware and software, if you take that combination, we feel today that the demand for big IP in the future, even beyond 2022, will be better than what we would have said a year ago. Now, what will be the mix between big IP hardware and software in the future is still tough to predict because a lot of it depends on individual customer situations and when they're ready to migrate to software and when they're not. But if you take the combination of those two things, we certainly feel better about it today than we did 12 months ago, and that's because of factors that are not an anomaly, those are factors that are kind of secular forces that will continue on.

Great. Okay, Francois, appreciate it. Thanks for the time.

Your next question comes from Tim with Barclays.

Thank you. Yeah, two questions if I could as well. Maybe you guys mentioned the TrueForwards. Could you just give us an update on what you guys are seeing on some of those larger-term deals as it goes to usage, traffic growth, things like that? I think they were running ahead. Any card you can give us on TrueForwards and what that means for your visibility into next year? And then second, thanks for the update on overall security. The analyst today also gave us a look into the cloud vertical. So I'm just wondering if you could kind of update us on how that cloud vertical performed in fiscal 21 and what you're expecting moving forward there. Thank you.

Yeah, absolutely, Tim. So on the on the two boards but we weren't specific i will say though um that you know the data that we saw this quarter uh was actually better than what we saw in q3 um i i have to preference that by you know it's a small group of customers that have hit their second term and they're um in their uh multi-year subscription agreements with us um but we saw you know a fairly healthy step up between that initial term and the second term and so that's all very quite positive And then in terms of the true forward expansions within the terms for those customers, that's a growing customer base. Again, that was a bit higher than where we were last quarter. I can't say that that's going to absolutely continue, but we're very, very optimistic by the progress that we've seen in the data that we've gotten so far to date.

So Tim, on your second question, just to clarify, when you said the cloud vertical, so when we talked about our cloud revenue at Analyst Day, we're talking about F5 solutions being deployed in public cloud environments very specifically. So in that number, which at the time we said was greater than 100 million, we do not include a lot of the business we do with hyperscalers, such providers, cloud providers, where we are in their infrastructure and helping them deliver applications. So with that definition clarified, our cloud number continues to grow. As you know, it's 100% software, of course, and it has grown faster than our overall software growth rate continued this year. And where we are seeing a lot of traction in the last 12 months is in what we call private offers on marketplaces. And so essentially, that is consumed as a utility by large enterprises. And it is increasingly the case that large enterprises have spent commitments with the major public cloud providers. And we've done all the integrations, both technical and commercial, that allow these enterprises to retire their spend commitment on F5. And we've seen an acceleration of that trend. And it's yet another way that we are removing friction in the consumption of F5 software. uh in public cloud and and we're getting the benefit of that um in terms of growth the other um big area of growth team in public cloud is nginx uh a number of the nginx deployments continue to happen uh in in public cloud in cloud native environments and we are seeing uh uh in nginx you know i think as i've shared before when you step back and you look at the success of the big ip franchise over the last 20 years One of the things that we did well was that big IP consolidated a lot of functionality, initially load balancing, but then security, authentication, encryption on a single platform. And that made things operationally much simpler for our customers, and that created the big IP franchise. And we're essentially seeing the emergence of the same playbook with NGINX, both on-prem and in public cloud environments. for modern applications. And the type of application security and delivery that we do in modern apps is not necessarily exactly the same. There are things like ingress controllers. People feel that they have to secure or authenticate their APIs. So we offer API gateways. They need to encrypt their traffic. inside their service mesh, so we offer that as well. And of course, we offer security and protection. But when you take that sweep of application security and delivery services, we're seeing that playbook grow for NGINX, and that's also one of the factors of growth in public cloud for S5.

Okay, thank you. That's great.

Your next question comes from Samik Chatterjee with JPMorgan.

Thanks for taking my question. I just wanted to ask you about your targets that you have for 2025. You're already delivering 8-9% as your target for next year. That's about Horizon 2. How are you thinking about progress from here? Does the tax rate the move towards the 2025 targets of double digit growth? Do you see this kind of setting up a base where you get to those targets faster than you expected? The reason I'm asking is, I guess, with all the enterprise IT companies, Talking about strong demand, we often get the question from investors of how much of this strength is really secular versus maybe in some parts cyclical and driven by investment cycle from the enterprise customer. So just trying to get better with kind of how you're thinking about how this sets up for the outliers. And I have a follow-up.

Thank you. Yeah. Thank you, Sameek. Of course, there is quite a bit of time between now and 2025. But here's, I think, the way we look at it, Sameek. I think when you look back at where we were 12 months ago on our analyst day, and we talked about a long-term target of getting to double-digit revenue growth. We didn't put a year on it, but we felt that we wanted to get to that long-term target. By looking back at where we're at today, I would say the things that we thought will help us out around growth fast and security growth with NGINX and our new value proposition. That's going roughly per plan or per the view that we had at the time. What is showing better is overall the demand for big IT. And I think in that going better, there's an element of it that is more of a secular trend that will go on for several years. And so that's kind of the mix. Now, if you step back from it, something, what we are seeing is, you know, three or four years ago, there was a view of the world that say all apps are going to go to a public cloud. And that's kind of the future of the world. I'm sure you're seeing from a number of industry data points, including cloud providers actually saying that themselves, that the reality for large enterprises is You know, for the last many decades, they have always been told that they just have to get to the next thing and everything is going to go to the next thing. And the practical reality of that is it hasn't happened. And there's a realization now that it's not about the next thing. It's about managing a heterogeneous environment and being able to run applications in on-prem environment, in public cloud, increasingly at the edge in co-location environment. And enterprises are very comfortable that that's going to be the reality. And the conversation has shifted. not to how do I get to a single public cloud in the future, but more of an architectural conversation around, okay, I'm going to be in all these places. What is the simplest way? Because that creates complexity for me. What is the simplest way in which I can manage and run my applications across this hybrid environment? And those conversations, like F5 has spent like five years positioning ourselves to this environment. And we're having a lot of joy because we're able to support customers on-prem, in public cloud, in private cloud, in modern applications, increasingly at the edge. And we feel that that's going to be a secular trend that's going to last for several years. So that's what we're positioning for Summit. And that's why generally we feel good about the next few years.

First of all, just to follow up there in terms of positioning the company, and you've talked about application security being one of the strongest growth areas that you're looking at. I mean, should we assume that most of the M&A that you evaluate going forward is going to be focused on that segment? Thank you.

Well, you know, first of all, we have, you know, as I think I said before, that we – We did three acquisitions in quick succession, three pretty substantial acquisition between Shape, NGINX, and Volterra. And so when we acquired Volterra, we felt that we needed to really focus on the completing integrations of Shape and NGINX and Volterra in that period. And we're well on our way of doing that. And I think that's going to continue to be focused on those organic integrations and extensions. And now Threadstack brings a very interesting new capability to F5 in giving us visibility into these cloud environments and being able to observe the environments in which cloud workloads are running, which complements very nicely the rest of our security portfolio, which, as you can see, is 100% focused on application security and essentially building the broadest portfolio and application security stack. So that's been the focus. In terms of potential future M&A, over time, we'll continue to evaluate you know, building versus buying. You know, you've heard me say before, we're very disciplined about that. You know, we start always with our preferences to build, but if for time to market reasons or there's an opportunity to do something that accelerates our vision, then we look at that. The focus of that will continue to be on fulfilling this vision for adaptive applications. which is essentially about the world of running applications for large enterprises. It's still very manual, fought with complexity and fought with fragility. We have an architectural vision that we think is going to bring way more automation to this world, way better uptime for applications, way stronger security, and way better intelligence and insights about the performance of applications. And that's what we will focus on, on bringing that vision to our customers, bringing it to reality. And every single quarter, you know, organically or inorganically down the road, we are making that vision more and more of a reality. And I think elevating F5 to more of a, you know, a strategic partner for our customers' digital transformation rather than, you know, a point solution player.

Got it. Thank you.

Your next question comes from Alex Henderson with Needham.

Thank you very much. So I was hoping to talk a little bit about, now that the fiscal year has ended, what the transition between last year and this year in terms of market share for Ingenix looks like. It looks to me like you picked up substantial share over the course of the year. Can you talk about that a little bit? My guess is you're up around 65%. 67% market share. Is that accurate within Kubernetes workloads?

Hi, Alex. It's Kara. So we have, we're very happy with what we're seeing in terms of the adoption of Nginx. Now, Francois mentioned that Nginx plays a variety of roles in an application. For example, one thing that is commonly reported is the use of Nginx as a web server. And it is true that we have overtaken Apache. NGINX is the number one leading web server. There's other uses like reverse proxy. NGINX used as an API gateway and API management capability. NGINX used now increasingly as a workload protection. capability. And in those areas, there's less reporting on shares. And so at least the one that has very regularly been reported and we see consistent gains is the web server piece, and we're very happy with the outcome there.

Okay. And could you talk a little bit about the degree to which you're able to identify the number of coders that are working with your technology and to what extent the there's a growth rate or a rate of adoption among the coding community. Can you talk about your outreach there and to what extent that's one of the key building blocks as we go forward?

Yeah, so we've always had a very active community of engaged individuals around F5 technologies. Even if you go and you look at our capability in Big IP, given it was one of the most programmable proxy solutions available in the market, we had a very active community of contributors who were sharing iRules-based solutions. and are actively contributing and continue to actively contribute through our developer community. Now, that community has grown even further as we extended our portfolio with NGINX. As you know, just given NGINX has an open core model and the NGINX open source attracts a wide variety of application developers that use that as a fundamental technology for their solution. That's an additional expansion of the developer community around that. And as we look ahead, as we're expanding our portfolio and looking into building what Francois talked about with the Volterra offering, we expect that to continue to be a very important part of our technology and our strategic direction is appealing to developers and providing them the tools they need to deliver excellent digital experiences.

So no quantification, though?

No quantification at this time.

Okay, if I could slide one last one in then. Can you talk a little bit about competition between CloudFlare, Akamai, and other players in that space? Thanks.

Yes, Alex. So we are, for the most part, I would say we don't compete very directly with CloudFlare. That's... not a significant overlap today. I think that will grow more as we introduce our Volterra platform to wide distribution, host the integration, because we will play way more at the edge with fast security offerings for a wide range of customers. We do see Akamai specifically with shape security in protecting customers against bot attacks. I think their approach is to bundle security with their CDN, especially for customers that are using their CDN. We have an approach that's more about best-in-class efficacy for enterprise customers that place significant premium on having world-class efficacy against bot attacks. And we do very well with that customer segment. So we're starting to see more and more competition with these players. And I think as a disruptor with our universal edge platform, that competition is going to grow. And we feel very good about the attributes of Volterra. And when you combine these attributes that Volterra bring as an edge universal platform, and you put there the best-in-class security stack that SI provides from Shape, from Big IT, I think you have a formidable offering for customers that want to consume security as a service at the edge. I think that's going to be a best-in-class offering.

Great, thanks.

Thank you, Alex.

Your next question comes from Paul Silverstein with Karen.

Thank you for squeezing me in. I'm going to assume and hope I'm the last one so I could ask my five questions. Put on a serious note, Francois and Frank, I'll apologize if you all have already answered these questions because you all talk faster than I can listen. So with that big line up, first off, With respect to the operating margin rebound that you all have referenced in the past, can you all give us any insight on the glide path considering the significant supply chain challenges that you face along with everybody else in the industry? And before you respond, since it's on the same topic, if I heard you correctly, the 8% to 9% of your revenue guidance you provided for fiscal 22, what are the supply chain assumptions with respect to that growth rate? What assumptions are you making underlying that? And finally, also related, can you address I assume your visibility is that it's 9% visibility in general has improved as an increasing number of customers have provided you with a longer-term forecast. But I just would like to confirm that that is, in fact, the case, that visibility has been continuing to improve if, in fact, customers are providing those longer-term forecasts. Thanks so much.

Yeah, Paul. So let me start with your second question, I guess, first. So In terms of what we think about for our outlook on the 8% to 9% in supply chain, as we've said in the prepared remarks, it does not anticipate a materially better outlook in terms of our supply chain able to get components, able for everything else. And so we are assuming that we are looking at that 8% to 9% on supply on what we believe we can ship and what we believe the demand will be for those products. In terms of the specific operating margin expansion, as you recall, we had a 32 to 34 percent range that we tightened up to 32 to 33 percent, largely driven by the gross margin hits that we have been seeing and what we expect to see because of some of those supply chain constraints through FY22. And so we are increasing, obviously, the efficiencies that we're seeing in the business by lifting that up from where we ended at that 31.6%. So, you know, at the midpoint, almost 100 basis points increase. But we're doing that, you know, on the backs of having higher cost on the gross margin side. So actually, there's been some more efficiencies coming through the operating margin line.

And on the visibility question, and Frank, just to be clear, if the supply chain improves, does that translate to better than 8% to 9%?

It could, but I don't anticipate that from what we see right now, Paul. I mean, again, we're early in Q1, so anything is possible. But what we've seen, obviously all of the things that we've been reading from the other vendors, Collectively, I don't think people are seeing the material, starting to see some improvement in the back half of FY22 calendar, which is RQ4, obviously. So it doesn't leave us a ton of room to catch up.

Understood. And has visibility improved because of long-term forecasting from customers?

The visibility on demand, I think, has improved. I think the visibility on supply has not. And so matching those two up with long lead times, it's hard to say that you catch up within a reasonable period of time.

I appreciate the responses. Thanks so much.

Due to time constraints, we'll be taking our last question from Fahad Najam with MKM Partners.

Thank you for squeezing in. Just one clarification. Your fiscal 2022 revenue guidance assumes $50 million of revenue contribution from Threadstack. And am I correct that that is almost all entirely software recurring in nature?

Yes. 15, just to be clear. You broke up for a second there, Fahad.

Okay. So the question is, if we exclude the track stack acquisition, then you would hypothetically not have roughly 50% of your revenue coming from software, given the strength that you're seeing in systems. So one, So it's kind of like undershooting your targets as you laid out at the analyst day. Is there something that you see there's a slowdown in terms of organic software growth? I'm just trying to understand how, because I think at the analyst day, you had highlighted that you would expect to achieve roughly 50% of your revenue, greater than 50% of your revenue coming from software. So if fiscal 21 is kind of 47%, if my math is right. And you'd expect significant acceleration in software in fiscal 22. So just trying to understand what would change in software adoption going forward that hasn't yet happened in fiscal 21.

Yeah, thank you. Like, okay, to be clear, we are in fact hitting our targets that we laid out our aim. So we said 35 to 40%. We did 37% this year. And we got into 35 to 40 next year. Whether or not we exit next year at a mix between hardware and software, that is 50% or more of software. I think we will get there eventually because the trajectory on software is one of growth, and we've said over time we don't think hardware will be an engine of growth. But frankly, if we don't hit that target, largely because our hardware has totally overperformed, we will be very happy with that. And not just happy because of what's going on in the short term, but happy because what it translates to is a that the big ip franchise overall is doing better than we thought and b all these customers that are extending uh that time you know purchasing hardware and not making a transition to software it creates a bigger install base for us to migrate to software down the road so it actually is very good news over time even for our software business uh because we have a much bigger real estate so we're you know the what we're focused on of course is If you look at it in absolute dollars, we will absolutely hit the target that we gave for, you know, software revenue for the five in our Horizon 2. If those absolute dollars translate to 50% mix, that's fine. If they don't because hardware has overperformed, we'll be happy with that.

And, Claude, it just is bare stating what we said before. We said our entry rate was 50%. That would be the equivalent of the 45% of what we just did in Q4. And so... The trajectory is absolutely heading in that direction. And, you know, stay tuned. It's Q1.

Yeah, and actually, just to kind of follow up on that. So to your longer-term targets, you know, circa 25, it seems like your business is actually projecting faster towards software growth given the strength in hardware. I think I'm just trying to make sure that I'm understanding it correctly, that maybe there is actually fundamental improvement beyond, you know, further from what was laid out at the NOS. It seems like the longer-come projects are probably going to be better than what was laid out. But, again, as you mentioned, it's early days, but just trying to understand the framework.

I just would point to the obvious, but we just did over 10% total growth in the first year of Horizon 2, and so your basis becomes that much bigger on which to build, you know, going forward. We're incredibly excited about the trajectory, you know, the business that we've been seeing. We talked specifically about, you know, FY22 guidance, you know, more to come on the long-term target updates. But, you know, our focus is really on, you know, ending Horizon 2 at or above any of the expectations that we set, you know, at our analyst and investor day, as well as what we updated after the Voltaire acquisition.

Appreciate the answers. Thank you.

Ladies and gentlemen, this concludes today's conference call. Thank you for participating. You may now disconnect.