Check Point Software Technologies (NASDAQ:CHKP) Q2 2020 Earnings Call

0:00 The video conference is live on our website. Please visit the company's website at Checkpoint.com. For your convenience, the replay will be available through August 1st. If you'd like to reach us after the call, please contact Investor Relations by email at kip.checkpoint.com. Before we begin with management's presentation, I'd like to highlight the following. During the course of this presentation, Check Point's representatives may make certain forward-looking statements. These forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities and Exchange Act of 1934 include, but are not limited to, statements related to CheckPoint's expectations regarding business, financial performance, and customers, the introduction of new products and programs, and the success of those products and programs.

1:07 The environment for security threats and trends in the market, our strategy and focus areas, demand for solutions, the impact of COVID-19 on our business, including on our product development and sales and marketing efforts, and our financial condition and results of operations. The impact of COVID-19 on our customers, suppliers, business partners, and the macroeconomic environment as a whole. Because these statements pertain to future events, they are subject to risks and uncertainties. Actual results could differ materially from Check Point's current expectations and beliefs. Factors that could cause or contribute to such differences are contained in Check Point's earnings press release issued on July 22, 2020, which is available on our website. and other factors and risks, including these discussed in Check Point's annual report on Form 20F for the year ended December 31st, 2019, which is on file with the Securities and Exchange Commission.

2:02 Check Point assumes the obligation to update information concerning its expectations or beliefs, except as required by law. In our press release, which has been posted on our website, we present GAAP and non-GAAP results, along with the reconciliation of such results as results. as the reasons for the presentation of non-GAAP information. Now, I'd like to turn the call over to Tal Payne for a review of our financial information.

2:39 Hi, everyone. Okay. Thank you, Kip. Good morning and good afternoon to everyone joining us on the call today. Thank you for joining us today. Revenues for the quarter increased by 4% year-over-year to $506 million, and our non-GAAP EPS grew by 15% to $1.58.

3:28 Before I proceed further into the numbers, let me remind you that our GAAP financial results include stock-based compensation charges, amortization of acquired intangible assets and acquisition-related expenses, as well as the related tax effects. Keep in mind that, as applicable, non-GAAP information is presented excluding these items. Now let's take a look at the financial highlights for the quarter. Product and security subscription revenues were at $287 million, a 6% increase year over year. Our subscription revenues continue to be strong, with 10% growth year over year, reaching $164 million. Software update and maintenance revenues increased to $219 million. During the quarter, we have seen strength in our strategic area.

4:13 Our cloud solutions, both Cloud SaaS and IaaS, had strong results and continued to have high double-digit growth. Our work-from-home related solutions, Mobile Access and Sunblast Agent, which is the complete advanced endpoint security solution, continued to see strong demand, with over 300% and 90% growth, respectively. In the beginning of the quarter, we launched the vast majority of our Quantum Appliances series. We have seen a healthy transition of over 50% this quarter. This quarter, we had strength in financial services, healthcare, and technology verticals, with significant increase in transactions over $1 million.

4:59 Discount rates increased this quarter, driven by the larger deals, currency effect in certain locations, and COVID-19. The Fed revenues as of June 30, 2020, reached $1,338,000,000, a growth of $52 million, or 4% year-over-year. In Q2, while all geographies were impacted by COVID-19, we were pleased with sales execution in these times. The growth was led by EMEA and APAC. Revenue distribution by geographies in the quarter was as follows. 46% of revenues came from Americas, 42% of revenues came from Europe, Middle East and Africa region, and the remaining 12% came from Asia Pacific.

5:49 We delivered strong non-GAAP operating margin of 50%. This margin is significantly higher than the sequential quarter as a result of the strong revenue execution and the operating expenses decline. The operating expenses saving relates mainly to employees moving to work from home, the lower travel and entertainment, and the transition to virtualized events versus in-person ones. Those expenses are expected to return gradually as more countries are returning to somewhat normalized business practices like travel, face-to-face meeting, and partial return to office work. Our financial income this quarter was $19 million. Interest rates in the U.S. sharply dropped during the quarter.

6:36 As a result, the newly purchased marketable security yield is around 0.5%, while previous yields were above 2%. In addition, as a result of the interest rate decline, we see many bonds being prepaid ahead of the scheduled maturity date. The full effect this quarter was a gain of $2 million from prepaid and sold bonds, offset by a reduction of $2 million in interest income. Going forward, as more bonds mature, prepaid or sold, interest income will continue to reduce. Next quarter financial income is expected to be around $14 to $15 million and continue to drop in about $1 to $2 million a quarter. Actual results obviously depend on future prepayment and sales of the bond, which is impossible to predict at this point of time.

7:28 Effective non-tax rates for this quarter were 17%, In line with our expectations, gap net income was $196 million or $1.38 per diluted share. Non-gap net income was $225 million or $1.58 per diluted share, an increase of 15% from the second quarter last year. The growth is related to the higher net income on the one hand and the reduction in our diluted outstanding shares. This quarter, our outstanding shares were 142.6 million, lower than planned. As share price decreased during the quarter, we were able to buy more shares in our repurchase program and fewer options added to the outstanding shares. Going forward, we expect the diluted outstanding number of shares to be around $142 million in Q3 and $140 million in Q4.

8:27 as share price increased in the last few weeks. Our cash balances as of June 30 were $3,096,000,000. Sorry, $3,960,000,000. Operating cash flow this quarter was very strong, reaching $252,000,000, representing 8% increase year over year. The increase is attributed to strong collection, lower expense levels due to the COVID-19, and the hedge on our balance sheet. Consistent with the microeconomic trends, we see some increase in customers' requests for billing or payment concessions. We are committed to helping our customers to navigate this pandemic and use our financial strength to aid in their success.

9:17 As a reminder, we hedge our balance sheet against currency fluctuations. Hedge affects our cash flow with minimal effect on our P&L as intended. During the quarter, the dollar weakened against the Israeli shekel, resulting in a hedge income of $9 million in the cash flow versus $3 million last year. Again, no material effect on the P&L. Our operating cash flow net of tax and hedge increased by 6%. We had $46 million unrealized gain on our marketable securities during the quarter. The gain was a result of lower spreads and the reduction in the U.S. interest rates.

10:02 In February, we approved an expansion of our buyback program for an additional $2 billion and up to $325 million per quarter. During the quarter, we purchased 3.1 million shares for $325 million, which is the cap, on an average price of $106 per share. Now let's turn the call over to Gil for his comments.

10:38 Thank you. Now I'm muted. And thank you Tal and hello to everyone joining us today. It's great to see you all on Zoom for the first time moving to the new era of technology and to the new era of business. I would like to begin by wishing you all good health and prosperity during these unprecedented times. Q2 was probably the most unusual quarter we could ever imagine. Let's start with what we achieved during the quarter. Results were very good. Our revenues were higher than planned thanks to the good execution by our sales teams. Earning and EPS were much higher than anticipated, 15% increase from last year, but this was mainly due to the very low Level of travel expenses that occurred during the Corona crisis. Overall, results were very good. But it only starts there.

11:26 We continue to expand and strengthen our Infinity platform. Infinity provides the highest level of security across the entire landscape of network, cloud, mobile, data center, and IoT. During the quarter, we refreshed the majority of our Infinity portfolio. We began in April with the introduction of the quantum appliances. These appliances span the entire range of security gateways and now incorporate the highest level of security with better performance. Add to that our hyperscale solutions that provide unmatched scalability and redundancy and we believe they are the best network security solutions in the industry. Transition by our customers to the Quantum family is underway and working according to plan. During the quarter, most of our appliances were already from the new family.

12:18 In June, we launched our expanded CloudGuard family of products. The new CloudGuard is the most comprehensive cloud security suite. CloudGuard enables organizations to take full advantage of multi-cloud environments, enabling cloud threat prevention, cloud posture management, and zero-trust access to cloud resources. In Q2, we added support for cloud workloads. Specifically, we introduced the best technology for serverless protection Serverless is a new computing model that allows running code on demand. We found that the security of this code is quite challenging. The code is usually built with multiple components that in many cases show high level of vulnerability. Securing it is also a challenge, given that you cannot secure the underlying platform such as server or network on which it runs.

13:10 Therefore, it requires a new paradigm for security which we now provide. During the past few months, we saw an increased risk and higher number of attacks on critical infrastructure. Needless to say how important it is to secure these environments. We introduced a new and unique member to our appliance family, strange name, the 1570R, which I like to call the mini monster. This small device has been designed to provide everything that is required to secure industrial or ruggedized equipment. It can sustain severe working condition and be installed in critical environments easily. In July, we continued the expansion of the Infinity family with a new sub-family called Infinity SOC. SOC stands for Security Operations Center.

13:59 Infinity SOC provides our customers with the tools that are used by Check Point Research to identify, analyze, and prevent sophisticated attacks inside and outside the organization. Last and not least, we introduced last week the Infinity extension for IoT protection. that is built to prevent IoT security incident in almost every IoT environment from smart office, smart building, medical, industrial and critical infrastructure environments. So you can see that during the quarter we refreshed a big portion of our Infinity portfolio, Quantum and CloudGuard for network and cloud. We developed and launched new additions with the Infinity SOC and IoT and we continue to work at full force. We managed to land some very nice deals, met more customers and expanded our customer reach to more C-levels, conducted new forms of marketing events.

14:51 All of that while not leaving the house and not taking flights for almost four months now. Before I dive in and continue, I'd like to once again thank the commitment of everyone that makes this possible. Our partners went out of their way to keep things working. Our employees have shown a level of work, commitment and creativity to support our partners and customers during these times. I'm sure that this is part of what keeps the world afloat, but it is not a trivial task. Talking about customer wins, we had some nice customer wins this quarter. We continue to see strength in our regular segments such as financial services. But what surprised me is the success we've seen from other customer segments. We had some major deals in the healthcare, government, technology, transportation, communication, and even hospitality.

15:43 Landing seven and eight digit deals during this period in these sectors is clearly not trivial. Overall, we've seen a healthy increase in large deals this quarter. We've also seen some correlation between the coronavirus and the business in the various geographies. For example, in the first quarter, we saw some weakness in Europe as they struggled with corona in March. This quarter, we've seen Europe showing some recovery signs. A large part of Europe has been able to deal with the pandemic effectively and get back to a more normalized business towards the second half of the quarter. Overall, Europe had a very good quarter. Cyberactivity, similarly, has also shown some links to the corona. We've seen attacks that are taking advantage of the situation and are adapting to the environment in different countries.

16:33 When the corona started, we saw a huge increase in malicious websites that are imitating health-related websites. When government started to provide financial aid packages, there was dangerous activity focused on stealing that money. We've seen when people are trying to find work, we're seeing a lot of CVs that become malicious and are very, very dangerous types of malware. And in general, our research team is focused on exposing and helping to prevent these attacks. Customers all over the world need to adapt to the new environment. The attack surfaces and customer exposure is now much bigger and broader than it used to be. The work from home environment creates a huge risk. There are more entry points, hundreds or thousands times more remote uncontrolled sessions, unmanaged computers that are accessing the network and in many cases are also accessing critical systems that were not accessible before.

17:28 Many of these external users are not secured. A recent survey we did showed that close to 40% of people working from home are doing so from computers that lack basic security controls. There are more voices that are calling to take action and get ready for a cyber pandemic that will come. Now that we are all much more aware of the implication of a pandemic, we have to realize that a cyber pandemic can expand much faster than a biological one. A single patient can infect not two patients in a matter of days, but hundreds of additional computers in matters of minutes or seconds. Part of our job and opportunity now is to elevate the level of readiness of the world to address a cyber pandemic.

18:14 Our researchers have been featured in almost every publication and media outlet with some major findings. I can give many examples, but in the interest of time, I'll just focus on our largest finding this quarter. Published last week by Microsoft, the new vulnerability our researchers have exposed is a code named Sigrid. It was rated 10 out of 10 in terms of its criticality and security exposure by Microsoft which call it warmable, meaning that it can behave like a warm and expand from one computer to another. Almost every enterprise is exposed to C-grade which attacks the DNS Windows servers and is accessible from the outside, not just from the inside. In my career, I haven't seen many vulnerabilities like this one. I urge you to check with your IT teams to make sure they've taken the steps to patch and block this attack vector. It is critical.

19:05 The good news is that our gateways can block this attack and we have provided some easy instruction on how to stop this exposure without major upgrades. Now switching back from technology and cyber to business. Our business environment remains quite active. The number of challenges and opportunities in the cyber world remains high. We have a strong focus on increasing our sales performance and sales productivity. I believe that the past few quarters, while being the opposite of business as usual, demonstrated we are making good progress in our sales execution. Looking forward, most of the assumptions we talked about last quarter regarding the business model in Corona times remain valid. While the second quarter has proven to be a good one, the level of uncertainty isn't going down.

19:55 We see high levels of volatility and uncertainty, Countries in Europe and Asia are opening up but are far from being business as usual. Some countries start to see a second wave of the virus. Some are still in the midst of the first wave. Summer in Europe can be proven challenging and in the US the situation is far from normal. I also believe that the economic situation around us is bound to affect our business at one point or another. There are some factors that can drive increased business activity in cyber, such as the increased dependence on the network, the increasing cybersecurity risk, shift to cloud and more. But there are also factors that can be quite negative, such as the overall economy and the fact that the unemployment reduction of personal spend around the world will translate to different levels of business activity.

20:45 And most important, the corona pandemic has shown us that the rate of change and the assumptions we make can change overnight. Just like the previous quarter, I'll refrain from giving a range for the third quarter or for the year. I will remind you that a big part of our revenues is coming from annuity revenues, and most of that is already in for the quarter. Our pipeline for the quarter remains healthy, but the situation remained very fragile. On the expense side, this quarter we had much lower travel expenses than drove profits and earnings, Travel is not expected to resume its previous levels soon, but Europe is starting to open up and expenses will increase. Also, we are learning how to utilize some of this budget in other activities that can drive business, such as marketing and investment in future projects and infrastructure.

21:37 So I'd like once again to thank you for joining this Zoom session today and thank all our customers, partners, employees, and you, Investors and analysts that are making the impossible happen and helping us deliver our vision of living in a connected and safe world. Now we will turn the call over to Kip for your thoughtful questions. Thank you very much, everyone. Thank you, Gil. Before we begin the Q&A session, due to time constraints and the consideration of other participants, please limit yourselves to one question and one question only. Our first question today will be coming from Sterling Audi at JP Morgan, followed by Saket Kalia in Barclays.

22:19 All right. Thanks, Kip. Thanks, everyone. I really appreciate you doing the call in this format. I think it's very helpful. So my question really is centered around probably the obvious, which is, Any sense of how much of the strength and demand in the quarter was actually driven directly by COVID and perhaps might not be as sustainable? So things like capacity expansion for remote access versus drivers that might actually be more sustainable, as you mentioned, the annuity revenue or other factors.

22:51 I'm not sure that I have good data for that. Even though I can say that in general there wasn't, last quarter I could have mentioned few projects that were very much in immediate increase to capacity. Again, they didn't have huge effect, but they were still there. This quarter, I think the projects were projects that are needed. Again, some of them may have been affected by corona. By the way, some of them may have been affected negatively. For example, one of the largest deals that we did this quarter, and it is an amazing deal that we're very proud of in the healthcare sector, was under a lot of pressure because this entity is suffering, like the healthcare industry in many parts of the world, specifically this was in the US, suffering from a major...

23:36 Thank you very much. is a reasonable, healthy demand. I think demand should stop, but again, with Corona, you can never know because as I said, I mean, so far, I must say, again, you're the experts in this, but I haven't seen the impact of the general economy, the unemployment, the consumer spending still on our business sector. Again, I don't know about other business sectors, but at least on the technology sector, from everything I hear, people try to remain, to behave almost like it's business as usual.

24:34 And unfortunately, it's not fully business as usual now. Got it. Thank you. Our next question is coming from Saket Kalia at Barclays, followed by Walter Pritchard at Citibank.

24:47 Okay, great. Hey, great. Thanks for taking my question here. Can you hear me okay, by the way, Kip? Yep. Okay, excellent. Okay, great. I echo my thanks for holding the call in this format. Gil, maybe for you, it seems like a lot of early success with the Quantum family. I think it was mentioned about 50% sort of transition to that new family and really just the first quarter of availability. Do you feel like it's the sandblast agent that's differentiating the family versus prior ones? Or is it something with the hardware that you feel like is driving that early success?

25:24 I think it's both. I mean, generally speaking, I don't understand why not all the customers are moving to the new family because generally speaking, you get better cost performance from day one. And at least with me, for the new model, I would never buy the old one. I would always buy the new one. And it provides, again, everything from 30% to... and many more. So I would ask the opposite question, why people are not always moving to the newer family and I think in many cases customers have issues like certification, bids that are already out and things that preventing them from jumping ahead to the new model.

26:13 The fact that in the one quarter the majority of sales are already from the new family, I think means that we did all the things right this time. I mean, the performance is right, the security level is right, the price is reasonable, and so on. And I think that's a good sign, and I hope that things will remain that way. Got it. Thank you. Walter Pritchard from Citi is next, followed by Shaul Eyal of Oppenheimer. Go ahead, Walter.

26:43 Thanks. Thanks. Tal, question for you. You gave some growth rates on the various cloud products. I'm wondering when you might be in a position to give us a census to the percentage of revenue exposure there and how important is that segment of the business growing and becoming meaningful to your overall revenue growth rate accelerating?

27:04 I think I will say it's probably when it will be above 10%, that's the answer. I think it's more, but it's growing very nicely. It's actually, I didn't give you the percentage, but it's grew year over year around 70%. and CloudGuard IaaS and SaaS. So it still continues to grow in a very fast pace. So when it will become more than 10%, we'll probably get more data. But it's growing very nicely. And the nice thing to see it's not coming only from our IaaS or Dom9, which we acquired the IaaS or the SaaS. It's really all of them growing very healthy.

27:41 Okay, thanks. Shaul Yal from Oppenheimer is our next question, followed by Fatima Bulyani from UBS. Go ahead, Shaul.

27:51 Thank you. Hi, everybody. Hope everybody's doing well. Gil, Tal, question on the billings front. When we look at the healthy billings numbers you provided us with and you showed us, is there a good linearity between the billings performance and your geographic breakdown? Meaning to say, did you have good billings coming out of Europe versus OK billings in the US or could it be the other way around?

28:26 So you see that first you can calculate the implied booking. We don't relate to it, but you can see it was a healthy implied booking, stronger than previous quarters. It goes hand in hand with the booking, so it's not like there's a mismatch here. It was a Strong booking, all of them are positive of course, but the main strength we've seen was EMEA and then APAC. So it's almost in line with EMEA was slightly weaker in Q1, in Q2 it was very strong. We saw a lot of healthy large deals. We saw increase both in the total dollar and in the number of transactions. So it was a very healthy quarter when it comes to deals over $50,000, deals over $1 million. We've seen strength in the in large deals, by the way, also in the U.S. was quite strong. But the strength, the main strength came from the U.S.

29:16 Thank you. Our next question is for Fatima Bouliani from UBS, followed by Greg Moskowitz of Mizuho. Go ahead, Fatima.

29:26 Thanks, Kip. A question for you, Tal. You were pretty explicit about the software carve-out related to quantum. So I'm wondering, with the momentum that you saw with the quantum appliances this quarter, how did that impact product growth rates to the extent product was more dehydrated, as you refer to it, If you can give us some incremental color around shipment volumes and ASPs and ASP trends relative to the predecessor family, that would be really helpful. Thank you. Sure.

30:04 So if you recall, we talked about the risk involved when you launch a new product and we said there's two risks, of course. One is because the performance is higher that people might move to lower level, lower cost appliances. and the second risk was relating, that wasn't a risk, that's a fact, that because we bundle NGTX or the Sunblast versus NGTP, which was a lower value, then because now we bundle higher value, more dollars will go into the subscription. So we said the following, both happened, but in a muted way, in the sense that ASP in some areas moved down, in some areas moved up. In general, it kept the same area on the average. So that was a good phenomenon. So we didn't pay a price there.

30:51 And when it comes to the Sunblast, it had more. But again, because of the mix of the appliances, the increase was lower than I anticipated. It doesn't mean, by the way, that it will continue that way because, as you know, it depends on the mix of the appliance that we sell in the quarter. So for this quarter with 50% transition, not 100%, and the mix of the appliances, it was actually break even in a way. Our next question's from Greg Moskowitz of Mizuho followed by Ben Bolin at Cleveland Research. Go ahead, Greg.

31:28 Right, thanks, Kip. Hi, everyone. So Gil, you've been making some good improvements to your cloud security portfolio, and you also highlighted that in your prepared remarks The question is, are you seeing success there primarily by selling into your install base? Or are you also seeing a genuine impact with regard to landing new customers as well?

31:48 I think we're seeing both. We're seeing a lot of new customers coming from the cloud. And I think in general, by the way, what we're seeing with our advanced technologies like beyond the perimeter, the endpoint mobile cloud, The overall Infinity platform are great door openers for new customers. And actually, by the way, our statistics shows that new customers are more likely to buy the advanced technologies than existing customers. So it is very helpful. Keep in mind that, again, we have a large number of very important customers. So these customers... We're always trying to expand and break into additional segments. By the way, not always easy. Sounds trivial. But remember, the network security guys that are buying our solutions and are very good and loyal Check Point customers are not always the ones that talk about different security technology.

32:43 And things like our Infinity Stock, for example, that we launched just last week, Again, I don't know how big is the addressable market there, if it's huge or if it's small. What I do know that it can open us the door to many more important influencers in the security decision making in companies. So I think we are selling both to existing and new customers. I think we have like, I don't know exactly, but like 4,000 cloud customers by now, which is a huge number, I think, by any means. Comparing to any company in the marketplace, that's a nice number of enterprise customers.

33:19 Thank you. Thank you. I just see here a question. Sorry, just in the chat, Kip. It says, can you talk about the hiring trends in the quarter? What are the hiring plans for the year looking like now? You want to answer it, Tal?

33:36 You can answer that, Gil, yes.

33:39 I think overall we keep hiring people. Unlike other companies, we haven't made any hiring freeze. We've hired about 100 more employees this quarter, so our headcount is almost exactly 5,400 people around the world. We're not too aggressive on that. We're also not letting many people go. I think at this point of time, I'm trying to give every employee the maximum opportunity to prove himself and stay in checkpoint. I don't think it's a good time to let people go. I'm talking about their own performance. We're trying to give people the maximum opportunity to stay and prove themselves at the company. But overall, we grew by around 2% headcount just this quarter alone to roughly 5,400 employees.

34:26 All right. Our next question is from Ben Bolin of Cleveland Research, followed by Rob Owens of Piper Sandler. Please go ahead, Ben.

34:36 Thanks, Kip. Good afternoon. I appreciate you guys taking the time to do this. I wanted to ask about the channel strategy that's been developing in particular in the Americas. You've got some new management. The program keeps evolving. Could you talk a little bit about your assessment on how that has developed? Maybe talk a little bit about how you see it contributing to pipeline, new partners, new customers. And I'd be interested in your thoughts on how you see it, you know, playing out over the next one to two years. What's the long game here? You know, what are you seeing today? You know, where does this go? Thanks.

35:16 So first I want to say we've always been 100% channel partner company. Even Volvo is a shift. of who controls the deals and who brings the deals as opposed to the other roles of the checkpoint, us, the vendor, and the channel. But partnership and channels have always been very, very important for us. I'm proud. I've started the cybersecurity channel 26 years ago, and I'm very proud that it's still with us and still exists. Having said that, we can do much more today with the channel. I think we can leverage the channel much more. We can bring new customers with the channel. And I think what we're dealing with now is, A, creating the right business environments for the channels to succeed.

36:07 to identify new partners where they are needed. And it's not one place. It can be national partners in the U.S. It can be specific partners that specialize in cloud. It can be very, very different things. I think we brought new leadership to the channel area in Checkpoint, both worldwide and the U.S. one. All are based in the U.S. And I think we're proving to work hard and to be very committed to that. I can't say that I have today a huge drive of business that's new from the channel yet, but I hope that it will come. I mean, we are very committed to that. I think our channels are committed, and I think eventually that can lead to a business expansion and more new customers and more opportunities.

36:53 Great. Rob Owens, your next question. Rob Owens from Piper Sandler, followed by Brad Zelnick of Credit Suisse. Go ahead, Rob.

37:10 Can we unmute? Thank you. There we go. Thanks, Kip. Thanks, Kip, and good afternoon, everyone. I want to talk a little bit about your new appliance, the 1570R, and really the convergence between IT and OT networks. And I think the OT side had traditionally been serviced by other sets of vendors, either cyber-related or some others. So maybe you could elaborate, Gil, a little bit on the convergence potentially, and is this an opportunistic solution or not? Will we see you develop further things to address OT opportunities?

37:44 No, it's actually not an opportunistic solution. It's a very strategic one in terms of what we do. I mean, first, the security technology that we have can address all these environments. Investments that we make on not just the IT but on the OT side are for many years. Now, by the way, we're expanding more onto that with the IoT solutions. And IoT and OT in many cases are not the same, but they are related. and I think and by the way the new appliance that we have is the second generation of ruggedized appliances that we had the previous generation 1200R was a terrific one too and the new one is even more impressive if you look at the picture on our website you see it's equipped with all kinds of communication it can be a real standalone with a wi-fi with a components of different Thank you very much.

39:04 It's packing the technology that we have for years with the right package for these environments. And I think it's very, very important for us. And we will see more and more expansion in these areas. Great. Thanks. Our next question is from Brad Zelnick of Credit Suisse, followed by Philip Winslow of Wells Fargo. Great. Thank you. Can you guys hear me? Yeah. Oh, excellent. Thanks so much. Nice to see everybody and congrats on a nice quarter. Gil and or Tal, I wanted to ask about refresh cycles and I appreciate in the past you've always told us it's hard to distinguish because there are always customers buying new boxes and replacing old hardware at different points in time. But are there any observations you can share from a refresh perspective?

39:49 Specifically, is there any reason to think that just given the disruption in the world that customers might be sweating their assets and taking longer to update their hardware? Thanks.

40:00 I would say, first, I mean, again, as you can see, the demand remains healthy. The results are good. They are on plan and some places actually ahead of plan. I mean, in terms of internally, in my internal measures, many things are slightly ahead of plan, which is great. I would say that in general, in these Corona days, customers are trying to do anything to avoid changing something physical. Think about most of our companies. Most of companies, there are no people in the buildings. And again, people do go into the data center, people do go to do maintenance, but they are not enthusiastic about that. So we try to minimize the number of changes that you make to the physical infrastructure. So the fact that business remains almost as usual means that there is some nice need or nice demand with that regard. That's what I would say.

40:52 Again, I can't, I would say what if, maybe what if there wasn't Corona, there was much higher demand. Maybe it's the other way around, but in general, if you just think of the sense of an IT department or on the general, we're trying to do everything without touching something physically. So people are not rushing now to upgrade the huge installation. They're trying to postpone it, not to accelerate those. Our next question. Thank you. Our next question is from Philip Winslow, Wells Fargo, followed by Taliani of B of A.

41:22 Go ahead. Great. Thanks, Kip. I appreciate you all doing this call in this format and glad to see you all are well. And Kip, congratulations on the haircut. A question for Gil. Gil, obviously you mentioned cloud native security, Check Point, Cloud Guard, for example, serverless products. One of the things that we're hearing about is obviously an acceleration in digital transformation sort of due to COVID. They need to be more agile to develop faster, to iterate faster in terms of software development. Where are we, in your opinion, in just the adoption lifecycle of cloud-native development? I mean, is this sort of an RFI year and next year is an RFP year or is COVID accelerating that? And how does security play into that sort of the decision-making process?

42:08 In general, COVID should accelerate that, but most of these technologies are fairly new. I mean, if you go, there are companies that are called born to cloud and they are using all these technologies and building businesses. Most of them are not giant companies. Few are, but most of them are not. And most of them, by the way, are using their own Homebuilt Security. If I look at the general market, the big companies like the one you're working for or the one most of the people work here are investing a lot in the cloud, but still 90-95% of their application are in their private cloud, not in serverless function, not in the public cloud. and so on. We do see a shift, we do see an investment, we do see that people need that and I think right now for many companies this is still an RFI, RFP stage and not large deployments.

42:59 I think in my mind these technologies are essential and necessary, that's why we invest in them. So, I mean, we are seeing a high level of interest. We are seeing good things that we are doing with the technologies. They are cloud-native, by the way. The ease of using that, this is a huge shift and maybe a year from now or maybe a few quarters when I will speak about that. But if in the past a checkpoint customer Needed to have a physical appliance and a physical management station and so on. We are now in the midst of a big revolution when you can deploy everything with one click. We call it Infinity Portal. And you can manage even the traditional gateway with a touch of a button from the cloud without installing any physical equipment and do it again in things that took.

43:49 Weeks and months to order, get installed, and again, then days and weeks to configure. They can be done now in a matter of minutes from the cloud, even by maintaining the old infrastructure. So I think the whole digital transformation will be important, and we still have a long road ahead until it gets to our mainstream. All right, our next question comes from Tal Ianni of B of A, followed by Keith Bachman of BMO. Go ahead, Tal. We can't hear you, Tal.

44:41 Still can't hear you. Sorry, Tal, we're going to have to move on to the next one. All right, so... Go ahead and ask your question on the chat, Tal.

44:57 Maybe, yeah. Gil, until it sorted out, two questions. One is the M&A, what regarding our appetite to the M&A? And the second, the linearity. I'll take the second one. The linearity was very similar to... year over year, so no dramatic, started the same and ended the same, back and loaded as usual, so nothing, no material change here.

45:19 In terms of M&A, our appetite remains good, healthy, the same as it was before. Unfortunately, the corona doesn't generate amazing technologies because the focus that we have is to find the best technologies and corona doesn't create yet new technologies that are out there. and also it doesn't create like amazing business opportunities because if you look at the entire market I'm looking both at the public markets and the private markets valuations haven't changed much if all if it all went up but valuation remains quite healthy but again first and foremost for us is to find the right match for us and again we do look at some opportunities there are some good ideas we will make acquisition but it remains The same appetite and the same things that we've done before, hopefully a little bit more, but I'm saying it all the time.

46:12 All right, our next question is from Keith Bachman from BMO, and we're going to skip Dan Ives since he put one in the chat, and we're going to move on to Jonathan Ho from William Blair after Keith Bachman. Keith? Can we unmute Keith? Guys, can we unmute Keith?

46:40 Give them a second. They're trying to find him. Ah, gotcha. There we go. Well. Hang on one sec, Keith. We don't have you unmuted yet. Keith, can you unmute yourself? Unmute yourself. Try unmuting. There you go.

47:10 Yeah, I'm unmuted. Can you hear me? There you go. Okay. Yeah, I'm having a little audio connection. Hopefully. Okay, let me try again. This is to Gil. Gil, BMO is a large Check Point customer. And when COVID hit, we actually increased our purchases of firewalls in March and April. And normally we have a fairly steady cadence associated with our purchases of Check Points. And so in order to increase capacity and enable work from home, we really had to go out and purchase some incremental firewalls. But going back to Sterling's first question, are you not seeing that from other customers or you just don't?

48:03 Okay.

48:04 I didn't hear the last part of the question, but I'll try to answer based on the first part. As I mentioned, in March we saw some nice deals that were driven by increased capacity for the Internet based on the Corona crisis. I must say that the deals that I saw in the second quarter, especially the large one, I haven't seen many of these large deals. Almost all the large deals that we saw had good reasoning. that were not corona-related. It may be very possible that there are some deals that I haven't seen. Remember, we process north of 20,000 orders every quarter, and it's very possible that we have some mid-sized deals that are more corona-driven. Again, on the same token, we have a lot of business that maybe have been postponed due to corona in many places based on multiple reasons. So I'm sure that we see deals like that, but again, in Q1 I could have mentioned we had this and this and this and those deals and I could have quantified that. In Q2, it seems to be like it was less of a driver to the business. Santal, I don't know if you want to add to that.

49:12 You also analyzed the number very well.

49:14 Yeah, of course. I didn't see it in the large deals, actually. But when I looked at the mobile access as an example, which is a VPN access from a mobile devices like laptop, then we see some increase and I gave you the percentage, but small numbers. So if I'll have to quantify it, which is hard, but based on what I see, I would say a few low millions. I didn't see anything dramatic there. All right. Our next question is from Jonathan Ho of William Blair. Jonathan, can you unmute? There you go.

49:45 Great. Just given the performance this quarter and now that you have a little bit of coronavirus experience behind you, I guess my question is why not provide guidance at this point and what are some of the main concerns that you have related now that you have a bit more experience sort of working through these environments? Thank you.

50:04 I think this is an excellent question and we are debating with that also internally. As I mentioned, the level of uncertainty is still very, very high. The fact that we had no huge surprises up or down this quarter, slightly up, again, at the end of the day it was reasonable, doesn't mean that it's not coming. And again, if I look at the world today, we're still struggling with supply chain issues every day. It's not over. The level of demand is changing all the time. Again, we're seeing countries in Europe open, but then again, with some increased activities, some countries are going into a second wave and they're putting a new lockdown. The level of uncertainty still remains huge.

50:49 So that's one element. And the second element, which is of course unrelated, is the whole effect of the macroeconomy. Up to now, we know that the macroeconomy in most countries around the world is being hurt The level of unemployment, consumer spend is not going to be the same. Businesses are not going to get everything they used to get before. So far, we haven't seen a big meaningful impact on that on our business, maybe except a few small sectors. But I'm sure that, or not sure, it is a very high likelihood, I'm not sure of anything at this point, I must say, but it's in my mind there's a high likelihood that some of that will have effect now the effect may be three months delay maybe six months delay maybe nine months delay and again I can't predict that and once that happens things will start to impact again it's not just checkpointed everything so that's why I'm saying our sort of next quarter annuity revenues are relatively predictable But beyond that, the level of predictability in my mind is very low.

51:58 And again, I would like to think that we have upside. I would like to think that things will behave well. I've mentioned it in my comments earlier and I'll mention it again. Our pipeline now looks positive, actually giving more feedback on what we've seen so far. So the pipeline that we have for the quarter looks healthy, but everything can change in a minute in our world. And the last thing you want to hear from me is... all the good cases or all the bad cases that can happen to us. And I'm sure that even if at least 10 cases, I won't find the right case that will happen because the world has proven to be completely unpredictable at this point. Thank you. Our next question is from Gray Powell of BTIG, followed by our last question from Mandeep Singh from Bloomberg.

52:47 Go ahead, Gray.

52:49 Great. Thanks for taking the questions. Can you hear me okay? Yep. Okay, so yeah, it sounds like you're seeing pretty good traction on the CloudGuard product set. Can you maybe talk about the advantages that you have there, particularly CloudGuard Connect versus some of your cloud-native competitors, just why customers choose Checkpoint over Pearson?

53:10 So first, I mean, it's a broad question and we don't have much time. I would love to, by the way, provide you, if you want, get you with our product experts that can give the full pitch, which may take more than two minutes, but In general, I think that no other company has an umbrella for the cloud like we have. The solution that we have is broader than anything I know in the marketplace. By the way, it's one architecture controlled from one portal. There are other companies that have I don't know, 50% of the components that we have or 70% of the components that we have, but I don't think that they are the right quality, they are not providing prevention, and they are not connected and managed from the same Infinity Portal or the same tools. So overall, I think that we have amazing, now again, now go tool by tool and the cloud posture management that we have is amazing. The cloud connect that we have ability to connect, for example, the CloudGuard connect enables you to both connect to cloud and also connect to traditional networks. By the way, that's been a huge issue, connecting both to the public cloud and to the private cloud. When you're a customer or you're an employee, you want to connect both to the cloud resources and into the in-out resources.

54:28 And the cloud-native solution provides just one and some of our competitors provide only the other one. We provide both. So I think these are some of the elements that we have. So it's coverage, it's manageability, it's level of security and the fact that everything revolves around prevention. And last and not least is the fact that it's integrated and you can get it from one vendor. And again, when you're thinking about the cloud and you have so many technology and now you think that you need another dozen technologies just to secure this cloud, that's almost mission impossible. If you go with CloudGuard, I think it becomes mission very possible that one suite can give you the highest level of security. All right. Thank you. And our last question is going to come from Mandeep Singh.

55:14 Please make it a quick one. Thank you, sir.

55:16 Sure. Thanks, Kip. Gil and Ortal, can you give us a sense of what percentage of your customer base is shifting from MPLS to SD-WAN? And how does it affect your outlook and product mix expectations?

55:32 That's a very good question. I don't know the answer to that. I must tell you, there is a level of interest in SD-WAN. It's still a relatively small market, but a market that's evolving and interesting. We are both developing capabilities in our own products and are also partnering with some of the best vendors in the space. So far, it works fine, this strategy for us. Moving forward, we're going to keep this strategy, but we're going to evaluate it all the time. and again, I still don't know whether SD-WAN will develop into a security-related market segment or to a networking market segment. And given my experience from the past, there's been networking technologies that found themselves centerpiece to the security and there's been technologies that we invested even and we were participating in five years ago or 25 years ago that turned out to be complete networking technologies and left the security vendors outside. So for me, it's too early to say whether SD-WAN will turn to be cyber or security related or networking related. And I don't know, Tal, if you want to go through some of the questions still in the chat room.

56:44 Yeah, I think they were like, if I looked at it, there are two. One was the digital transformation. When we look at the outside of the greater capacity related spending, could you frame out the most substantial digital transformation efforts driving security spend? And how do you think about the sustainability of those efforts? Dil, go ahead.

57:07 I think that in general, the digital transformation, we very, very much need cybersecurity. I think the challenge now is that it's a very fragmented market. I wish there was like one technology that we can say, that's the future, let's invest in it, and hopefully we'll find the silver bullet that will win the market. Today, it's divided into, again, as I said, dozens of sub-segments. These sub-segments are very much related to different things. Customers are very confused about the level of security and there is much more security that is needed. So I think long term for the market, I have no doubt in my mind that security will be essential and the market will grow. Which sub-market of digital transformation, cloud, whether it's serverless, containers, Cloud Posture Management, and I can name probably another dozen names of technologies will become the winning one, I don't know.

58:05 And by the way, that's one of the reasons we have this portfolio of CloudGuard that we believe addressing most of the important elements. All right. I think our conference has come to an end. Thank you guys for joining us today. We appreciate your participation and we look forward to speaking to you throughout the quarter. And if you would like to speak with us after the call, just send us an email and we'll try and fit you in in the coming days. Thank you guys and have a great day.

58:37 Thank you very much. Really appreciate you taking the time. Thank you. Thank you. Great seeing you all.