Palo Alto Networks (PANW) Q3 2023 Profits Name Transcript

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Palo Alto Networks (PANW -1.23%)
Q3 2023 Profits Name
Would possibly 23, 2023, 4:30 p.m. ET


  • Ready Remarks
  • Questions and Solutions
  • Name Contributors

Ready Remarks:

Walter Pritchard

Excellent day, everybody, and welcome to Palo Alto Networks’ fiscal 3rd quarter 2023 income convention name. I’m Walter Pritchard, senior vice chairman of investor family members and company building. Please word that this name is being recorded these days, Tuesday, Would possibly 23, 2023, at 1:30 p.m. Pacific time.

With me on these days’s name are Nikesh Arora, our chairman and leader govt officer; and Dipak Golechha, our leader monetary officer. Following the ready remarks, our leader product officer, Lee Klarich, will sign up for us within the Q&A consultation. You’ll in finding the click unlock and different knowledge to complement these days’s dialogue on our website online at Whilst there, please click on at the hyperlink for occasions and shows, the place you’re going to in finding the investor presentation and supplemental knowledge.

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All through the process these days’s name, we can make forward-looking statements and projections in regards to the corporate’s trade operations and fiscal efficiency. Those statements made these days are matter to dangers and uncertainties. We think no legal responsibility to replace them. Please evaluation the click unlock and our contemporary SEC filings to look those dangers and uncertainties.

We will be able to additionally seek advice from non-GAAP monetary measures. Those measures must now not be regarded as an alternative choice to monetary measures ready based on GAAP. Probably the most without delay similar GAAP monetary metrics and reconciliations are within the press unlock and the appendix of the investor presentation. Except in particular famous in a different way, all leads to comparisons are on a fiscal year-over-year foundation.

We additionally word that control is taking part on the Financial institution of The usa International Era Convention on June sixth. I can now flip the decision over to Nikesh.

Nikesh AroraChairman and Leader Government Officer

Thanks for becoming a member of us.

Walter Pritchard

Excellent day, everybody, and welcome to Palo —

Nikesh AroraChairman and Leader Government Officer

Oops. There is a little bit of a bit of repeat AI motion there. Thanks, Walter. Excellent afternoon, everybody, and thanks for becoming a member of us these days for our income name.

As you’ll see, as soon as once more, our groups have delivered a balanced quarter between our top- and bottom-line efficiency within the present macroeconomic setting. In Q3, our billings grew 26% yr over yr and earnings grew 24%, whilst RPO grew forward of those at 35%. Our Q3 non-GAAP running source of revenue and our trailing 12-month adjusted loose money glide each grew about 60% yr over yr, whilst we completed our fourth consecutive quarter of profitability on a GAAP foundation. Let’s communicate concerning the macro setting.

The entire macro tendencies of wary spending, deal scrutiny, and value and worth awareness persist. Additionally, the conduct is still extra well-liked throughout a bigger swath of our shoppers. By contrast backdrop, we now have been staying forward, with rigorous execution. We have higher our personal deal scrutiny, gotten forward of the demanding situations, and proceed to sharpen our trade worth focal point whilst demonstrating awesome safety results to our shoppers.

From a era development point of view, there is not any vital exchange. The subjects we now have noticed round cloud adoption, automation, and hybrid paintings proceed with minor permutations. Community transformations, albeit with lengthy cycles, proceed to be undertaken as a result of they provide value financial savings and are a part of a modernization stack for many shoppers as they move down their cloud and community transformation trips. This, in flip, continues to pressure a sustained call for for SASE and {hardware} and application firewalls.

As we now have shared prior to, the theme of consolidating round platforms continues to return up, and we’re well-positioned to provide answers on this regard. Remember that, within the ultimate 3 months, ChatGPT and generative AI have revived hobby in AI as a era. As we now have at all times maintained, AI is an information drawback and safety is an information drawback and has a captivating — AI has a captivating position to play in safety, each for its talent to lend a hand ship awesome safety results in close to genuine time, and sadly, the prospective risk related to the AI getting used to generate assaults. We’ve and proceed to paintings on those issues.

We must communicate extra about this these days. Then again, we proceed to look proscribing — restricted underlying expansion in {hardware} within the {industry}. While the provision chain disaster and its results are all however over, there’s a shift that the disaster created. We’ve noticed the next urge for food for software-based answers in networking and better urge for food for cloud-delivered shape components.

That is in particular salient within the present capex-constrained setting. At the adversary entrance, there appears to be no drawing close recession and threats. Larger cloud process and connectivity continues to pressure the risk setting. That is easiest illustrated through contemporary findings within the 7th installment of our Unit 42 Cloud Risk Record.

It nonetheless takes the common safety group roughly six days to unravel a safety alert. Against this, it best takes a risk actor a couple of hours to milk a newly came upon vulnerability. Whilst over 7,000 malicious variations of open-source application programs have been circulated in 2022, lower than 1 / 4 of the ones programs are sourced correctly to verify a blank application model is included into an ordinary visitor’s codebase. Regulatory hobby continues to upward push and is prevalent throughout a couple of governments.

There is sustained process round incremental regulatory mandates and govt orders to create consciousness round cybersecurity. That is true now not best on the executive degree but additionally as corporations’ board of administrators are bringing further oversight and pressure an alignment of responsibility for cybersecurity. This calls for incremental organizational focal point and funding through our shoppers. At the macro entrance, shoppers watch for that world expansion would possibly gradual.

Some are grappling with emerging capital prices and are gazing their backside strains extra intently. This implies in search of efficiencies of their trade. Inside of cybersecurity, complicated architectures and lengthy seller rosters have come into focal point, and plenty of shoppers see this as a possibility to simplify and pressure consolidation. 5 years in the past, after I highlighted the will for platform architectures and consolidation, the theory used to be met with some resistance.

However over the previous couple of years, our industry-leading answers three-platform manner has persisted to take grasp and has allowed us to offer a much-needed choice for simplicity, a contemporary stack, and higher safety results for our shoppers. I discussed previous that our shoppers are enticing in additional scrutiny of offers and worth, leading to tough discussions internally and with us. We proceed to paintings laborious to stick forward of deal cycles, enticing the CFO and procurement departments. The price of cash continues to turn into a subject matter of dialog as shoppers input into higher and longer-term dating with us.

Some additionally search extra versatile trade phrases. A robust stability sheet lets in us to house shoppers, whilst we maximize our medium-term money glide. Let’s flip to potency in operations. As we began this fiscal yr, we pivoted our efforts and centered our effort on doing extra with much less.

Our groups spoke back successfully. Coupled with waning of the provision chain disaster, we now have been ready to evolve our running type considerably. Dipak gets into specifics, however it suffices to mention we now have discovered a brand new rhythm, and at our scale, we imagine we will proceed to pressure higher margins from our trade. We’ve completed this thru selective hiring in our customer-facing groups, in addition to streamlining our go-to-market efforts, along with hiring for key innovation spaces, which we think to proceed to do.

Those efforts are self-evident in our upper Q3 running margins and our higher running in loose money glide margin steering for the yr. We proceed to look platformization in cybersecurity. I mentioned consolidation previous. A key a part of our thesis at Palo Alto Networks has at all times been to pressure awesome cybersecurity results for our shoppers.

To try this, we want a strong portfolio that works each in my opinion and cohesively to cut back the load on our shoppers who’ve to sew in combination disparate cybersecurity merchandise. We have needed to navigate this positive line with our shoppers. We proceed to look the advantages of this manner and suppose we’re in a multiyear development. We’ve the chance to do to safety what we now have noticed executed in monetary application, HR application, or CRM, the place shoppers have tailored to platforms because of the inherently awesome advantages from information integrity, integration, seamlessness, and final results orientation.

As they are saying, the evidence is within the pudding. You’ll see our good fortune right here using higher platform transactions. Around the board, the scale of the transactions we’re signing is expanding. That is evidenced through reserving from transactions validated over $1 million, $5 million, and $10 million within the 3rd quarter, which can be up through — yr over yr through 29%, 62%, 136%, respectively.

We see a identical development in cohorts of our shoppers. As an example, once we have a look at the common lifetime worth for our 200 biggest shoppers, we’ve got noticed secure expansion of 30%-plus over the past 3 years. After we have a look at purchases of our platforms a number of the International 2000, we see now that 53% of our shoppers have purchased a product in all 3 platforms of Strata, Prisma, and Cortex, up from 48% a yr in the past and 33% two years in the past. We see this as a seamless development.

It convinces us that the chance to affect results for our shoppers is big if we will get this appropriate. We see the trail to persisted good fortune with massive shoppers and multiproduct growth round put in base. I’m going to now replace you on our 3 platforms, beginning with community safety. We’re the complete 0 agree with community safety corporate.

This quarter, we have been proud to be named a brand new chief in Gartner’s most up-to-date Safety Provider Edge Magic Quadrant. This reputation is apt as our groups were turning in vital innovation and seeing more potent visitor adoption in SASE for years. This, along with our management place in SD-WAN, makes us the one SASE seller within the {industry} to be named chief within the Gartner SSE and SD-WAN Magic Quadrant. Upload to that our management place and community firewalls and our No.

1 marketplace percentage place digital firewalls, we’re the one seller with transparent management throughout 0 agree with community safety. This management around the community safety class is a testomony to our talent to pressure vital innovation in new markets whilst keeping up our management in core markets and providing this innovation as a part of our cohesive platforms. Let’s speak about SASE. SASE stays one of the crucial fastest-growing markets inside all of cybersecurity.

Our ARR is rising over 50%. At scale, we now have surpassed 4,200 shoppers in Q3. Our good fortune has unfold throughout all 3 main geographies, as highlighted through massive offers in each and every of those territories in Q3. Let me inform you about 3 of those notable wins.

First, a world beverage corporate with U.S. headquarters signed a transaction north of $30 million, which contains 24 million of SASE for a whole SASE transformation that integrated Prisma Get admission to, Prisma SD-WAN, and our ADEM, or self sustaining virtual enjoy control, for tens of 1000’s of staff. 2nd, a Japan-based era corporate signed an eight-figure transaction to modernize its community and its community safety after an in depth POC. Ahead of standardizing on our SASE, the buyer changed its legacy firewalls and different community safety functions and standardized on our next-generation firewalls, using a complete 0 agree with community technique.

In the end, a Eu era corporate signed a excessive seven-figure SASE deal that used to be a part of an general transaction to Palo Alto Networks of as soon as once more just about $30 million in overall worth. The buyer purchased from us on account of our a couple of community safety shape components. Within the broader transaction, we added functions similar to IoT and entirely followed our core community safety subscriptions. You all would possibly take into account, at first of this fiscal yr, as a part of our scaling efforts, we blended our SASE gross sales group into our core gross sales group.

Drivers right here have been that we noticed SASE call for going mainstream, and we noticed encouraging indicators that our core dealers may just promote the extra complicated SASE providing. After 3 quarters of executing as a blended group, we are overjoyed to document that over 80% of our core reps take part within the introduction of Prisma SASE pipelines as we input This fall. Q3 used to be a robust quarter of innovation, highlighted through our AI-powered SASE release. This flagship unlock contains functions to permit organizations to automate their more and more complicated IT and community operations heart purposes with AIOps.

And it improves tracking for networks and apps on the department administrative center and considerably improves integration with IoT safety. Transferring over to our firewall trade. Broader than SASE, the way forward for community safety is obvious to us. It’s targeted round application.

And whilst we now have led and be expecting to proceed to steer the {hardware} equipment marketplace for a few years, application and cloud-delivered shape components were an expanding focal point since I joined as CEO. There are a couple of the explanation why the shift to application is accelerating. Within the converting macro setting, shoppers are extra challenged of their capex budgets, which ceaselessly fund equipment purchases. Because of this, their hobby in application and cloud-delivered shape components stay excessive.

That is very true when tied to strategic projects round cloud adoption. Illustrating this, we noticed a vital uptick in visitor requests to judge our digital firewall choices at first of the pandemic. Buyer hobby in VMs have been additionally sparked through provide chain demanding situations, the place we noticed critiques maintain. We proceed to look basically internet new call for for application and cloud-delivered shape components.

Alternatively, we’re seeing extra equipment replacements and making plans for this development to proceed and in all probability boost up. Past the power I already coated in SASE, we noticed VM-Sequence offers over $1 million greater than double in Q3, together with an eight-figure deal we signed with the federal government company the place they moved from a basically appliance-centric type to VM-Sequence as they totally leveraged public cloud as their number one infrastructure. This yr, up to now, our VM-Sequence bookings are up greater than 40% yr over yr, and it grew over 55% in Q3. Maximum buyers have equated our product earnings with {hardware}.

Alternatively, given the drivers I’ve discussed right here, this has been unexpectedly transferring. Device now contributes 30% of our product earnings. That is up from about 10% 3 years in the past. We predict this development to proceed.

And as Dipak would remind you, bookings from our VM-Sequence and SASE transactions are known as earnings extra over the years than an equipment reserving. Given the dialog about AI, as I discussed, there’s a renaissance in synthetic intelligence, pushed through vital advances in massive language fashions, the advance of extra robust and environment friendly computing, and the vast availability of enormous volumes of coaching information. Because of this, we now have all noticed one of the quickest innovation cycles and launches of distinctive packages over the past a number of months. At Palo Alto Networks, we now have been centered in this era for a few years, and our efforts were accelerating over the past two years.

We first presented gadget studying functions as a part of our WildFire providing seven years in the past. Within the resulting years, we added AI and gadget studying functions throughout our community safety portfolio, and it’s been a important driving force of our innovation and differentiation available in the market. In 2020, we presented the {industry}’s first gadget learning-powered next-generation firewall, the place gadget studying detection moved in line to stop zero-day assaults. Since then, we now have overhauled the vast majority of our safety subscriptions with complex AI functions, DNS safety, complex URL filtering, complex risk prevention, and complex WildFire, all harness gadget studying for in-line detection and prevention of zero-day assaults.

This implies even new assaults that experience by no means been noticed prior to are blocked at the first actual tried use through an attacker. Moreover, we carried out AI to IoT safety to find, determine, and protected IoT gadgets. And maximum not too long ago, it used to be expanded to hide each scientific IoT and OT safety wishes. We had a signature unlock in SASE that integrated AI-powered self sustaining virtual enjoy control, along with leveraging AI for SD-WAN, in addition to AI-powered phishing prevention.

Briefly, we now have actually been accelerating the applying of AI to our community safety stack, and it is one of the vital mature packages of AI within the safety {industry} these days. We don’t seem to be best forward in investments in AI and gadget studying as a differentiator in our merchandise, however those investments have pushed tangible visitor advantages. In an ordinary day, we analyzed just about 750 million, sure, 750 million new distinctive telemetry items international. This contains information, URLs, domain names, DNS connections, and different indicators.

Our AI fashions analyze this information. And on a daily basis, we see 1.5 million new assaults that experience by no means been noticed prior to. We take those new insights and upload them to all of the different issues we now have already find out about, and we use them to dam 8.6 billion assaults throughout our visitor base day-to-day. This kind is the root how we do higher safety throughout our community safety platforms.

And that is how we proceed to recuperate and higher at detecting zero-day assaults and being ready in reality to stop the ones assaults as nicely. Transferring directly to Prisma Cloud. Our early information in Prisma Cloud continues to enhance. Maximum of our competition proceed to offer best level merchandise, whilst visitor call for continues to shift towards the platform manner.

Inside of this, connecting the left aspect to the appropriate aspect, in a different way referred to as code to cloud, is changing into paramount. For example of our platform good fortune, we proceed to look robust utilization of our Cloud Safety Posture Control and Cloud Workload Coverage choices. Consumers are more and more standardizing on those foundational modules, with 49% of Prisma Cloud shoppers the use of each CSPM and CWP. This quarter, Gartner famous that during 2022, best 25% of enterprises purchase those functions from a commonplace seller.

They be expecting this may increasingly build up to 60% of enterprises through 2025. On the identical time, we proceed to stick forward of the {industry}’s want for brand spanking new functions, which is core to our dedication as a platform. We’re heading in the right direction to release our eleventh module as we combine cybersecurity. We also are eager about using {industry} certifications in Prisma Cloud.

And simply ultimate quarter, we have been authorized through the Joint Advisory Board and reached in a position standing for FedRAMP excessive, a primary for a cloud safety platform. This comes along with different certifications we now have completed, together with not too long ago introduced Prisma Get admission to reaching Have an effect on Degree 5 or IL5 provision authorization. IL5 is the absolute best unclassified authorization degree for DOD businesses beneath the FedRAMP procedure. We proceed to look secure expansion in intake of Prisma Cloud credit, that have been up 44% yr over yr in Q3.

Our platform is vital to the secure expansion. We proceed to look shoppers build up their intake as they deploy workloads and strategically leverage the general public cloud on the core in their IT and trade technique. This contains migrating workloads to the hyperscale clouds, construction new packages within the cloud, and leveraging new cloud services and products. They are additionally deploying new Prisma Cloud modules, of which we recently have 10.

The selection of shoppers the use of two or extra Prisma Cloud modules grew 37% yr over yr, whilst the quantity the use of 4 or extra modules virtually doubled. We’ve one in 5 of our Prisma Cloud shoppers the use of our cloud code module throughout our functions and infrastructure as code, SCA or application composition research, and secrets and techniques control as they leverage the extra environment friendly solution to hit upon and remediate safety problems as code is written for cloud packages prior to it reaches manufacturing. Now, shifting directly to Cortex. This has been a internet new trade for Palo Alto Networks.

A trade which is born within the trust that we wish to convey next-generation innovation to the SOC and all of the comparable actions, similar to we had introduced the firewall trade years in the past. We are overjoyed to announce that Cortex completed our $1 billion reserving milestone within the ultimate one year. Cortex used to be born in 2019. And because then, we now have centered intensively on making sure we now have industry-leading functions throughout endpoints, SOC automation, and assault floor control.

Within the ultimate 4 years, we now have risen to a number one participant in automation, utility of AI, assault floor control and proceed to climb the charts of the XDR {industry} as one of the vital technically succesful answers. We are in particular pleased with the truth that XDR has constantly led in safety efficacy. XDR delivered 100% prevention and 100% detection around the 19 analysis steps performed through MITRE and has had the very best quality detections of any product in the newest spherical of critiques. At the again of our laborious paintings using those functions, we now have constructed Cortex trade to over $1 billion in bookings over the past one year, as I discussed.

It is up from 150 million in annual bookings once we introduced Cortex as a trade in 2019. As we glance ahead, those 3 core functions in Cortex are precursors to main the next-generation self sustaining safety operations heart, which draws this all in combination and used to be introduced publicly a couple of months in the past referred to as XSIAM. Our next-generation SOC platform, XSIAM, constructed primarily on AI, is heading in the right direction to be our fastest-growing new providing. XSIAM represents some other vital alternative inside Cortex as we satisfy our imaginative and prescient round self sustaining safety operations.

Like community safety a decade in the past, safety operations have developed slowly. XSIAM is now paving the way in which for us to pressure AI-driven safety transformation results. After our GA release in past due Q1, our design companions made vital business commitments to XSIAM. We adopted that up in Q2 through broadening our move to marketplace and reaching early good fortune with $30 million in bookings.

This quarter, we established momentum for XSIAM with quarterly bookings greater than doubling sequentially as we signed our first eight-figure deal and transactions throughout all 3 of our main geographic theaters with this product. We stay constructive concerning the potentialities of XSIAM with the product, the middle of consumers’ safety operations heart of transformation. We are seeing XSIAM give us get right of entry to to a broader swath of our shoppers’ finances. In response to what we now have completed this quarter and what we see within the pipeline, we are assured we will succeed in our purpose of $100 million in bookings sooner than we firstly expected.

This is able to make it one of the crucial fastest-growing safety platforms from Palo Alto Networks. Now not best does XSIAM convey in combination the core functions of Cortex, however it additionally brings AI-driven results to shoppers. This heralds a brand new solution to safety, an outcome-based manner. The foundation got here to us from our personal SOC, the place we have been woefully gradual in our personal imply time to remediate 5 years in the past.

Our MTTR used to be in days, which, in these days’s hostile setting, is unacceptable. With that perception in thoughts, we have been ready to gather billions of occasions, after which the use of AI, reduces down to simply over 100 indicators from a handful of incidents. From right here, proceeding to make use of AI automation, we’re ready to research and reply whilst detecting incidents in an issue of seconds and responding to high-priority ones in beneath a minute. This is among the maximum compelling final results tales in safety.

To this point, within the early shoppers which might be farthest alongside in this adventure with us, we’re seeing the advantages accrue in a similar fashion. We procedure over 3.5 petabytes of knowledge an afternoon around the visitor state of XDR and XSIAM. From right here, we practice roughly 1000 AI fashions to hit upon assaults. We then leverage good scoring and use automation to boost up investigation reaction.

We’re seeing early indications that consumers are ready to look discounts in imply time to reply from days or even weeks all the way down to hours or mins, similar to we did. Stepping again, we’re lucky to be centered at the portions of era marketplace this is extra resilient. Our shoppers rely on their partnership with us to handle demanding situations which might be best changing into extra subtle. The marketplace is hard and no doubt more difficult than once we began right here.

I am proud that our group has carried out thru this setting. Our technique makes a speciality of having industry-leading functions, serving to shoppers simplify their architectures, and consolidating distributors is operating. Given our various portfolio of goods, a few of our merchandise are rising sooner in any given quarter and others are moderating. Blended, you spot this portfolio receive advantages within the top-line effects we reported these days.

We additionally see vital alternative as we start to embed generative AI into our merchandise and workflows. There are 3 ways in which our regarded as funding as generative AI will receive advantages us. First, generative AI will lend a hand us toughen our core under-the-hood detection and prevention efficacy through additional advancing the state of the art AI and ML in our merchandise that I spoke of these days. 2nd, it’s going to present itself in how our shoppers interact with our merchandise.

We will be able to leverage our massive cybersecurity information set and telemetry to offer a extra intuitive and herbal language-driven enjoy inside our merchandise, which is able to toughen NPS and pressure potency advantages for our shoppers. And in the end, as our staff leverage generative AI, we can pressure vital potency in our personal processes and operations around the undertaking. We intend to deploy proprietary Palo Alto Networks safety LLM within the coming yr and are actively pursuing a couple of efforts to understand those 3 results. Our portfolio manner, corporate’s general scale, and concentrate on potency have enabled us to pressure vital leverage.

We’re nicely forward of time table right here, and we are not executed. As we proceed to execute our plans, we see further alternatives for potency. With our visibility into incremental leverage, we proceed to look the running benefit ranges in our fiscal yr 2023 steering as a baseline to construct upon. With that, I can flip the decision over to Dipak to talk about the main points of Q3 and our steering.

Dipak GolechhaLeader Monetary Officer

Thanks, Nikesh, and just right afternoon, everybody. For Q3, earnings used to be $1.72 billion and grew 24%. Product earnings grew 10%. Overall carrier earnings grew 29%, with subscription earnings of 838 million, rising 31%; and make stronger earnings of 495 million, rising 25%.

Transferring directly to geographies. We noticed earnings expansion throughout all theaters, with the Americas rising 24% yr, EMEA up 23%, and JPAC rising 24%. The power of our next-generation safety functions continues to pressure our effects, with NGS ARR of $2.6 billion, rising 60%. We noticed power throughout all 3 platforms: community safety, cloud safety, and safety operations.

We delivered overall billings of $2.26 billion, up 26% and above the excessive finish of our steering vary. Overall deferred earnings in Q3 used to be $8.1 billion, an build up of 38%. Last efficiency legal responsibility, or RPO, used to be $9.2 billion, expanding 35%, with present RPO just below part of our RPO. Our non-GAAP income according to percentage have been considerably forward of our steering, rising 83% yr over yr.

We once more delivered robust money glide in Q3 with trailing 12-month adjusted loose money glide of $2.8 billion, rising 68% yr over yr. Transferring directly to the remainder of the monetary highlights. Non-GAAP gross margin of 76.1% used to be up 320 foundation issues yr over yr, pushed principally through the next application combine, cut back provide chain prices, and a few efficiencies in visitor make stronger. Our non-GAAP running margin of 23.6% higher 540 foundation issues yr over yr.

Along with bettering gross margins, slower headcount additions contributed to our running leverage. In response to our efficiency in Q3, we’re elevating our fiscal yr ’23 non-GAAP running margin steering. Non-GAAP internet source of revenue for the 3rd quarter grew 86% to $359 million, or $1.10 according to diluted percentage. Our non-GAAP efficient tax fee used to be 22%.

We once more delivered GAAP profitability in Q3 with GAAP internet source of revenue of $108 million or $0.31 according to diluted percentage. Now, turning to the stability sheet and money glide commentary. We ended Q3 with money, equivalents, and investments of $6.7 billion. It’s value reminding buyers that our 2023 convertible word will mature on July 1, 2023, and we think to settle the important legal responsibility with money on our stability sheet of $1.7 billion.

The surplus can be settled in stocks. Those stocks have up to now been accounted for in our non-GAAP diluted stocks exceptional. Q3 money glide from operations used to be $432 million, with overall adjusted loose money glide of $401 million this quarter. Inventory-based reimbursement declined through 90 foundation issues as a share of earnings sequentially.

On a year-over-year foundation, stock-based reimbursement used to be down 220 foundation issues as a p.c of earnings. As we glance ahead, we stay eager about winning expansion. At our Analyst Day in 2021, we defined plans to pressure 50 foundation issues to 100 foundation issues of margin growth every year in fiscal yr 2023 and financial yr 2024. Within the months main as much as this profitability dedication, we centered intensive on optimally balancing investments in our trade and alternatives to seize efficiencies and have the benefit of our rising scale.

Because of this, we got here out of this effort with vital conviction in significant running leverage. In fiscal ’22, we began imposing those plans however confronted provide chain demanding situations that abruptly drove upper prices. Whilst the provision chain used to be unsure as we entered fiscal yr 2023, we additionally noticed indicators of a converting macroeconomic setting. As such, it used to be the appropriate time to boost up our potency plans.

We centered our headcount additions in gross sales and R&D to gas our medium-term expansion potentialities. Outdoor of those important funding spaces, we’ve got leveraged our scale and hired era to house our expansion in different trade spaces. Moreover, provide chain demanding situations have persisted to bog down at an expanding tempo, serving to to toughen our gross margin. The end result has been a vital acceleration in running margin growth throughout the first 3 quarters of fiscal yr 2023 and likewise will increase to our running and loose money glide margin steering throughout the yr.

As you spot with our steering for non-GAAP running margin in fiscal yr 2023, we are just about 300 foundation issues forward of the midpoint of our fiscal yr 2024 vary that we implied again in 2021. We now see our fiscal yr 2023 non-GAAP running margin as a baseline to construct on sooner or later. Transferring directly to steering. For the fourth fiscal quarter of 2023, we think billings to be within the vary of $3.15 billion to $3.20 billion, an build up of 17% to 19%.

We predict earnings to be within the vary of $1.937 billion to $1.967 billion, an build up of 25% to 27%. We predict non-GAAP EPS to be within the vary of $1.26 to $1.30, an build up of 58% to 63%. For the fiscal yr 2023, we think billings to be within the vary of $9.18 billion to $9.23 billion, an build up of 23% to 24%. We predict NGS ARR to be within the vary of $2.80 billion to $2.85 billion, an build up of 48% to 51%.

We predict earnings to be within the vary of $6.88 billion to $6.91 billion, an build up of 25% to 26%. We predict product earnings expansion within the vary of 15% to 16% of fiscal yr ’23 as we see provide chain demanding situations normalize as we go out fiscal yr ’23. For the fiscal yr ’23, we think running margins to be within the vary of 23% to 23.25%. We predict non-GAAP EPS to be within the vary of $4.24 to $4.29, an build up of 69% to 70%.

We predict our adjusted loose money glide margin to be 37.5% to 38.5%. And we think to be GAAP winning for fiscal yr 2023, together with in This fall. Moreover, please imagine the next modeling issues. We predict our non-GAAP tax fee to stay at 22% for This fall ’23 and financial yr ’23, matter to the end result of long run tax regulation.

For This fall ’23, we think internet hobby and different source of revenue of $50 million to $55 million. We predict This fall diluted stocks exceptional of 326 million to 332 million. We predict fiscal yr diluted stocks exceptional of 322 million to 324 million. And we think This fall capital expenditures of $35 million to $40 million.

With that, I can flip the decision again over to Walter for the Q&A portion of the decision.

Walter Pritchard

Thanks, Dipak. [Operator instructions] Our first query will come from Saket Kalia of Barclays, with Hamza Fodderwala from Morgan Stanley on deck. Saket, you are muted. All appropriate.

Why do not we move to Hamza —

Saket KaliaBarclays — Analyst

OK. Are you able to listen me now?

Walter Pritchard

Cross forward.

Saket KaliaBarclays — Analyst

Sorry. It did not let me unmute. Thank you such a lot for taking the query right here and great activity to the group executing in an excessively difficult setting. Nikesh, perhaps a large number of just right issues to speak about, however I might love to simply double-click at the running margin development right here that you have noticed and actually a brand new baseline that the group is developing going into subsequent yr.

Possibly the query is, are you able to and Dipak perhaps speak about what spaces the group is discovering potency and what are the alternatives for potency perhaps going ahead as nicely? Thank you.

Nikesh AroraChairman and Leader Government Officer

Yeah. Glance, I’m going to preface that. As Dipak highlighted, the provision chain disaster is all however over. And as you already know, there have been some antagonistic affects to gross margins through — pushed through {hardware}.

I feel the product combine is in our choose as we move from {hardware} to application. Our gross margins are approach higher on application than they most often are on {hardware} given application firewalls are a lot, a lot more winning for us. Coupled with that, I feel what Dipak actually has been using for the ultimate yr as we flipped into the brand new macroeconomic setting has been a genuine focal point on useful resource usage ROI, in addition to ensuring we’re eager about our hiring best on workforce the place it is important. We additionally mentioned streamlining gross sales forces.

If you happen to take into account, Saket, we now have the dialog round ensuring our SASE group is included with our core, which stored us masses of heads in relation to potency, in addition to using extra final results and output from a SASE point of view. In most cases, the ones were one of the key drivers, however, Dipak, did you wish to have so as to add one thing?

Dipak GolechhaLeader Monetary Officer

No, I feel you have coated all of it. I feel, Saket, we’ve got mentioned this prior to.

Nikesh AroraChairman and Leader Government Officer


Dipak GolechhaLeader Monetary Officer

Yeah. You already know, we scale nicely as an organization, appropriate? And I feel that is throughout all of the other components of our P&L. I feel Nikesh has talked concerning the provide chain. We talked concerning the opex.

I simply additionally discussed cloud web hosting and cloud intake. As we get larger and we eat extra, we be capable to return to our carrier suppliers and take a look at and negotiate a greater contract. So, I feel throughout all of the spaces of the P&L, we scaled beautiful nicely as an organization.

Nikesh AroraChairman and Leader Government Officer

And I feel for your query in relation to the place this is going, as Dipak stated, this can be a new baseline. We expect there’s persisted alternative from right here. And we’ve not even factored within the doable affect of generative AI as you have been listening to all of the dialog within the {industry}. We are nonetheless running on it.

We are figuring out it. We are relooking at processes. However, you already know, we imagine there’s a there there. We expect there can be a possibility sooner or later to get extra potency from generative AI as we move forward and enforce one of the functions thru our group.

So, I feel there is upside, each within the persisted efforts of what Dipak has been using for the ultimate 9 months and there’s the — type of the icing at the peak is the prospective utility of generative AI as we keep growing trade over the following couple of years.

Saket KaliaBarclays — Analyst

Were given it. Smartly executed. Thanks.

Walter Pritchard

Thank you, Saket. Subsequent query is from Hamza Fodderwala from Morgan Stanley, with Brian Essex from J.P. Morgan on deck. Hamza, move forward.

Hamza FodderwalaMorgan Stanley — Analyst

Hiya, guys. Excellent night time. Hope you’ll listen me OK. Possibly a query for Nikesh and Lee Klarich if he is round.

Nikesh, on AI, you already know, you have obviously been fascinated about this so much in keeping with what I will inform out of your Twitter. However, you already know, we have been at RSA ultimate month, and whilst there is a large number of alternative round AI, did there appear to be a large number of dangers round information safety, round type of the knowledge that those fashions are skilled on. So, I am curious, as you’ve got that AI-based dialog along with your shoppers, how are you getting them comfy round that to actually leverage the total functions of AI to automate their SOCs?

Nikesh AroraChairman and Leader Government Officer

Yeah. I feel there is two other portions of it. I feel one section is us the use of AI already in our merchandise the place we now have been the use of it for some time to have a look at trend reputation, have a look at what’s telling us from a real-time research of knowledge point of view. As I discussed, we deploy over 1000 AI fashions to move have a look at what occurs a higher time.

That is all proprietary. It is taking place. In our example, it isn’t an LLM that is going out and getting skilled. This can be a proprietary AI type utilized by Palo Alto Networks, constructed through Palo Alto Networks, getting used for a selected use case and a role for safety.

Now, to the level that we intend and can deploy conversational AI in our fashions, we’re running with each public type and open-source type in the market to know the way are we able to construct it the use of our personal proprietary information. I have no idea. Lee, did you wish to have — are you able to elaborate on that, please? What did you wish to have — are you able to talk about —

Lee KlarichLeader Product Officer

Sure. Sure, after all. It is very early within the massive language type adoptions that we are seeing. And as you indicate, there are a selection of dangers related to them, in particular in undertaking use circumstances.

You already know, we’ve got already noticed some examples the place information has fed into massive language fashions with out the figuring out of the way the knowledge could be used, and the knowledge has been publicly — made publicly to be had, even supposing it used to be confidential. So, it is very transparent that there’s sensitivity there. There is additionally sensitivity from a safety point of view of such things as instructed injection assaults, information poisoning, and such things as that that must be taken into consideration. The — and so I feel what we will see is the undertaking use circumstances of LLMs will evolve a bit of bit extra — in reality, they wish to evolve a bit of bit extra methodically and in moderation to take those safety demanding situations into consideration.

On the identical time, even though, it is also essential to acknowledge that they provide super promise, as discussed Nikesh previous, in relation to with the ability to lend a hand information product adoption, product utilization, to lend a hand beef up safety functions, and to pressure larger efficiencies around the trade.

Nikesh AroraChairman and Leader Government Officer

Yeah. I feel to cap it off, I feel there is not any doubt we can proceed to deploy our proprietary AI fashions for XSIAM or for our community safety use circumstances I highlighted. We imagine in our initial research over the past 3 months and using a large number of those paintings streams internally that there’s a there there with generative AI. So, we imagine that we can be deploying generative AI over the process the following couple of months, and we will communicate extra about it at later match.

However we predict that has a possibility each to noticeably toughen our visitor potency and the efficacy of our merchandise, on the identical time, additionally to pressure efficiencies inside the way in which we run Palo Alto Networks. I feel ultimate however now not the least, which is one thing you did not ask, however I’m going to say, you already know, one by one, Lee and his group were running laborious to look and have a look at the antagonistic affect that generative AI will have in relation to adversaries the use of generative AI to construct new malware to take a look at and assault our shoppers. And there is a large number of paintings we are doing as nicely to ensure we’re ready to offer protection to our shoppers in opposition to this type of process this is performed the use of generative AI.

Hamza FodderwalaMorgan Stanley — Analyst


Walter Pritchard

Thank you in your query, Hamza. Subsequent query is from Brian Essex at J.P. Morgan, adopted through Brad Zelnick from Deutsche Financial institution. Brian, move forward.

Brian EssexJ.P. Morgan — Analyst

Yeah. Hiya, just right afternoon, and thanks for taking the query. And to persist with up on Saket’s feedback, great development in running margin right here, and it is advisable see money glide margin steering move up as nicely. If I may just take down — if you need to perhaps peel again a few layers on that, core drivers of that money glide margin development and the way sustainable it’s.

We spotted that capex seem like — seems to be love it’s a bit of bit not up to you up to now guided to. So, simply questioning, you already know, as we roughly, you already know, have a look at that as a foundational metric to lean on for valuation, how sustainable is that? And as we roughly forecast running margins going ahead, must that, I suppose, hole between running margins and money glide margins stay slightly constant going ahead?

Dipak GolechhaLeader Monetary Officer

Yeah. So, Brian, thank you for the query. Let me simply get started off with like the most important driving force over the long run is actually simply to enhance new bookings, a minimum of new billings, after which comes down. Then the root, actually, is your running margin then makes up the bottom that you’ll do for your money.

You already know, there are a couple of different components however do acknowledge that once we got here into the yr, the rates of interest have been at a unique degree. We’ve had the good thing about upper rates of interest. We have deployed a large number of our money that we earn hobby source of revenue. We — you already know, we are not predictors of rates of interest, however essentially, we imagine that that may proceed to be a tailwind for our money technology.

After which ultimate however now not least, we do have PANFS. We’ve a certain quantity of our trade that, you already know, we do construction and financing. Frankly, that is been extensively in keeping with what we assumed at first of the yr. However the ones are actually the drivers.

And we really feel beautiful comfy on, you already know, what we are ready to do with the ones other drivers in turning in on numbers.

Brian EssexJ.P. Morgan — Analyst

Nice. Thanks.

Walter Pritchard

Nice. Thank you, Brian. Subsequent query is from Brad Zelnick at Deutsche Financial institution, adopted through Andrew Nowinski at Wells Fargo. Cross forward, Brad.

Brad ZelnickDeutsche Financial institution — Analyst

Nice. Thank you such a lot for the query and great activity each to Nikesh, Dipak, and all the group. Nikesh, my query is set M&A, which I believe like most often comes later within the name, however I believe love it’s any such nice alternative at this time. What is the hurdle to doing a big deal? And are you able to remind us the way you take into accounts transformative M&A? And simply associated with that, your competition naturally knock you on having grown thru obtained innovation.

Simply to set the report directly, are you able to speak about how a lot a concern and a focal point it’s to have a deeply included product?

Nikesh AroraChairman and Leader Government Officer

Yeah. Brian, I feel to begin with, I am amused that you are soliciting for transformational M&A. I feel — I believe like, in some way, we at Palo Alto Networks were going thru a change already for the ultimate 5 years. Let me communicate concerning the two other portions.

One, and I might love to bust the parable of the perception that we’ve got grown our innovation thru M&A as a result of just about all the XSIAM product that we constructed, which is now going to be one of the crucial quickest platforms of Palo Alto Networks, is homegrown. It used to be constructed through our group internally. It used to be designed, constructed, and delivered through the Cortex group. So, I feel it is a disservice to them to mention that one of the fastest-growing platform is being constructed at Palo Alto Networks used to be obtained.

In a similar fashion, our next-generation firewalls or our SASE product. Our SASE product, for essentially the most section, is solely homegrown, pushed through the safety functions that we constructed the use of our firewalls, in addition to our digital firewall trade. I feel the vast majority of our M&A has been eager about construction our cloud safety portfolio the place we felt the place we had to be assertive and be in the market within the entrance. And I’d say, you already know, auxiliary functions, whether or not it is an automation with XSOAR or auxiliary functions on our assault floor control.

So, base line, we are very ok with the 3 platforms that we have got and what we wish to get executed. I feel we’ve got been very transparent about from an acquisition point of view, we search for product capacity the place we will take product capacity and fasten that and ensure we will remedy extra issues for our shoppers that they are shopping at. So, from that point of view, my view on M&A is constant that we discover one thing fascinating and {industry} development which is added incremental tech capacity, we can do it. I feel from a transformational M&A, I feel we will develop into this corporate and feature — proceed to develop into it to the place it’s in keeping with our innovation and our stability of execution.

I feel we can proceed to do this. I don’t believe the marketplace is especially affordable but if we have been to take a look at and search for a transformational M&A, and I feel it is roughly a twin — double-edged state of affairs. One, I feel we proceed to get more potent as we get execution beneath our belt, and we keep growing in worth as Palo Alto Networks. And if one of the massive gamers in the market finally end up committing missteps, then we will move check out it.

However for now, I believe very ok with the location Palo Alto has within the {industry}. I believe very, very ok with the amount of money we now have on our stability sheet. And I imagine it’s our activity to stay our heads down and stay executing as a result of it is a difficult marketplace. And I feel one of the crucial issues which, you already know, used to be introduced up only a minute in the past, I feel the alternatives from AI have now not been totally comprehended through maximum undertaking companies.

I feel we’re going to go through a change, each as Palo Alto Networks, in addition to most often an undertaking application {industry} over a higher 12 to 24 months as we embody generative AI. I feel that is the genuine alternative and problem in entrance folks. And I feel part of the folk in the market gets it flawed. And optimistically, we are at the appropriate aspect of historical past.

Brad ZelnickDeutsche Financial institution — Analyst

You are doing an excellent activity. Stick with it. Thanks, Nikesh.

Walter Pritchard

Thank you for the query, Brad. Subsequent query is from Andy Nowinski from Wells Fargo, adopted through Matt Hedberg from RBC. Andy, move forward.

Andy NowinskiWells Fargo Securities — Analyst

OK. Thanks and congrats on an excellent quarter. So, just about each unmarried seller and just about each unmarried reseller we talked to says they are seeing an elongation of gross sales cycles. But, you appear to defy the ones headwinds with huge expansion in massive offers and in shoppers spending $5 million and $10 million with you.

I suppose would you view this as a very powerful inflection level because it pertains to type of consolidation in that if you’ll pressure massive offers on this macro-constrained setting, you need to doubtlessly see an acceleration of the ones consolidation tendencies when the macro improves?

Nikesh AroraChairman and Leader Government Officer

Are you predicting a macro development, Andy?

Andy NowinskiWells Fargo Securities — Analyst

I without a doubt hope so.

Nikesh AroraChairman and Leader Government Officer

Smartly, glance, I feel, initially, I do not need to depart you the — with any influence that the macro isn’t laborious. It’s laborious in the market. I feel the entirety you are listening to from resellers, from folks within the {industry} is right. Consumers are spending extra time taking note of offers.

Consumers are taking longer. Some are right-sizing offers. Some are specializing in issues which might be essential. Some are in search of financing.

Some need to pay every year. So, all of the results that you simply mentioned are true within the {industry}. And we acknowledge this towards the tip of our first quarter. And I’m going to inform you what, we’ve got been running at double time, like actually the day Dipak type of close the doorways on us with the ability to ebook anything else this quarter, we are in the market trying to find a higher quarter.

We’ve a large quantity to hit this quarter. We are in the market within the box. We are executing. Our groups are in the market.

So, you already know, as you most likely recognize, there is no magic on this planet round the truth that our quarter-end on July thirty first, there is no finances year-end for any a part of the sector on July thirty first. It is a date that is been created that Palo Alto end this yr This fall on July thirty first, this means that we need to run as laborious as we will to get trade executed through July thirty first. We all know that is the finish of our yr. We all know that is the finish of our quarter.

Our shoppers know that. So, what we are doing is we are getting forward of it. We are hoping that us getting forward of it and proceeding to scrupulously execute goes to permit us so that you can toughen our conversion charges. And our conversion charges on our pipeline are down.

Bet what? You draw up extra pipeline. Subsequently, your conversion fee that is down nonetheless lets you make the numbers that you have promised the Boulevard. That is what we’ve got been seeking to do. And as I have stated, the macro is tricky, and we are going to stay seeking to stay our heads down and execute.

Andy NowinskiWells Fargo Securities — Analyst

Thank you, Nikesh. Stay up the nice paintings.

Walter Pritchard

Nice. Thank you, Andy. Subsequent query is from Matt Hedberg at RBC, adopted through Gabriela Borges at Goldman. Cross forward, Matt.

Matt HedbergRBC Capital Markets — Analyst

Thank you, Walter. My congrats once more, group. Exceptional effects. I suppose, for Nikesh or Lee, at the good fortune you have noticed to this point with XSIAM, you famous — you necessarily have complete get right of entry to to SIM budgets at this time.

I am curious, with one of the massive offers you are seeing, are those most often changing legacy SIM distributors or are you in reality producing new TAM that did not exist up to now?

Nikesh AroraChairman and Leader Government Officer

So, Matt, I’m going to let Lee bounce in and speak about one of the specifics. However I’m going to inform you what, each the sort of offers is a alternative of a legacy SIM or an information retailer. As well as, we don’t make a selection XSIAM with out our endpoint merchandise. So, it’s important to purchase Palo Alto Cortex XDR to deploy XSIAM as a result of we imagine the one strategy to have normalized just right supply — unmarried supply of true to information is to deploy our endpoint merchandise.

After which we use that, as I confirmed within the AI funnel, of the way we will move cross-correlate that and move pressure nice safety results. So, in each case, we’re changing an current method. However I can inform you, the SOC {industry} is the other way up. It used to be designed up to now to move — perceive when a breach occurs, how the breach came about, and take a look at and determine the best way to remediate it.

And the ones remediation occasions, as I highlighted, are six days. And now, most current assaults are out and in in beneath 12 hours. So, if you have got a SOC infrastructure the place it lets you get a hold of what came about to you after six days, the dangerous actors have long past out and in in 12 hours, you’ve got a mismatch. And that may be a drawback.

However, Lee, are you able to spotlight one of the key use circumstances that — the place noticed within the first 30-plus shoppers that we have got, what is pushed a few of this modification?

Lee KlarichLeader Product Officer

Yeah. Glance, just about — so XSIAM is changing the SIM. It is usually changing different equipment within the SOC as nicely. The — there is 3 core components to how this is occurring.

The primary is round information. As you noticed, 3.5 petabytes of knowledge is being ingested and analyzed. Information is the important thing to compelling just right AI, and XSIAM is in particular designed so that you can ingest massive quantities of knowledge throughout other information resources into an AI information lake. 2nd is how we pressure AI-based analytics on that information, be capable of hit upon assaults in genuine time.

That is one thing that the standard SIM {industry} used to be simply now not nicely designed so that you can do. This is using the imply time to detection that you are seeing. After which 3 is the mixing of automation natively into XSIAM that permits us to pressure the imply time remediation down from what prior to now was, in lots of circumstances, days all the way down to hours or even mins. And so, in the entire XSIAM deployments we are seeing, it is wonderful how temporarily we are seeing the results that we noticed in our personal SOC once we deployed and operationalized XSIAM.

Nikesh AroraChairman and Leader Government Officer

I feel the very last thing I’m going to upload in right here. Sorry, Matt. The one factor I’m going to upload to that is that over the past 15 years, what has came about is the associated fee and worth equation in current SOCs has diverged enormously. So, persons are spending some huge cash amassing information and big information shops, and they are now not getting ok worth out of it, and they are now not getting ok safety results out of it.

So, I feel that may be a large hole. And that hole is one thing we’ve got been — we constructed this product to take a look at and fill. And now, it actually could be very early days for us I feel. You already know, the truth that we will get to $100 million in a time span which we concept used to be competitive and not more than that.

I feel it tells us there is a large doable in the market, this means that we need to stay our heads down once more, stay construction, stay executing, and stay seeking to remedy the issues that our shoppers are presenting in entrance folks. However I’ve a just right feeling about this.

Matt HedbergRBC Capital Markets — Analyst

Undoubtedly turns out that approach. Thank you.

Walter Pritchard

Nice. Thank you, Matt. Subsequent query is from Gabriela Borges at Goldman Sachs, with Adam Tindle from Raymond James on deck. Gabriela, move forward.

Gabriela BorgesGoldman Sachs — Analyst

Excellent afternoon. Thanks. Both for Lee or Nikesh, I sought after to invite about your cloud safety technique in Prisma, in particular with recognize to the way you take into accounts the appropriate stability of incentives that you simply give shoppers in advance to catalyze adoption, after which additionally the way you take into accounts the stability of top-down expansion as opposed to product-led expansion for the reason that DevSecOps, DevOps, a few of the ones equipment appear to be pushed through product-led expansion as nicely. Thanks.

Nikesh AroraChairman and Leader Government Officer

Lee, move forward. Resolution that query.

Lee KlarichLeader Product Officer

So, one of the crucial demanding situations that we got down to cope with with Prisma Cloud used to be this elementary problem in undertaking cybersecurity, type of the proliferation of level merchandise. Each time there is a new safety want, there is a new product, after which shoppers turn into the gadget integrator of these kinds of other level answers. They usually spend extra time seeking to be the gadget integrator than they’re in reality getting the price from the goods. And so, with Prisma Cloud, we’ve got taken the original manner of establishing a platform the place we will ship many alternative functions pre-integrated from the similar location.

Now, on the identical time we did that at the technical aspect, we additionally approached it from a type of the adoption aspect and I’m going to name it the procurement aspect of getting a unmarried Prisma Cloud credit score gadget that makes it actually simple for patrons to shop for a degree of capability after which merely use it to undertake as a lot of the platform as they want and when they want. And so, we’ve got — it is allowed us to focal point extra of our consideration in relation to how we interact with shoppers and the way the product works on in-product adoption, guided adoption of extra functions, and enabling them to simply use an increasing number of the services and products as they want them, versus having to return and switch each module into a brand new transaction with a visitor. And as you noticed from what Nikesh confirmed, the brand new credit score utilization yr over yr going up about 44% yr over yr, however then additionally the selection of shoppers with two or extra, 3 or extra, or 4 or extra modules, in terms of 4 or extra, virtually doubling yr over yr, presentations how nicely this is running.

Walter Pritchard

Nice. Thank you, Gabriela. Subsequent up, Adam Tindle, Raymond James, adopted through Gregg Moskowitz from Mizuho. Adam, move forward.

Adam TindleRaymond James — Analyst

OK. Thank you. Excellent afternoon. I need to get started through simply acknowledging the development in running margin is actually spectacular and dedication to that being a baseline is a actually essential level.

If I am fascinated about the following day, one of the distracting questions that would possibly arise could be round product earnings. I feel you grew 10% yr over yr in Q3, and also you had up to now guided the fiscal yr to ten%. But when I noticed within the slides as it should be, I feel you are now elevating that to fifteen% to 16%. So, what is using that build up in product earnings and the acceleration in This fall regardless of the cautionary feedback, and anything else we will take into accounts in relation to places and takes to product earnings as we take into accounts fiscal ’24 so we do not get forward of ourselves? Thank you.

Nikesh AroraChairman and Leader Government Officer

Yeah. Adam, I feel there is two portions to it. One is, as you’re going to recognize, we highlighted that application has turn into 30% of our product earnings. So, we — you already know, whilst while you ebook a {hardware} firewall, you get greenback for greenback for earnings.

In application, you do not get a greenback for greenback for earnings. You already know, there’s some a part of an amortized worth we get from our application firewalls and a few a part of our SD-WAN, which turns into a part of our product earnings. So, we need to run tougher on billings so that you can ship product earnings within the context of application. However as I discussed, our digital firewalls grew at 55% this quarter.

They grew at 40% for the yr, up to now. This can be a tailwind we had now not anticipated. On the identical time, the {hardware}, as I discussed, isn’t as robust as we might anticipated. So, they stability each and every different out.

However in — the stability is in choose of application for now coming off a low base of ultimate yr. So, because of this, we now have been ready to toughen our product earnings steering. Clearly, it comes at the price of services and products earnings as a result of a few of our application has now has to paintings triple time so that you can ship product earnings. So, I feel that is the context through which you must take into accounts it general, the place there is been a draw from one aspect and a partial give at the different aspect within the product earnings.

Alternatively, given our RPO is rising approach forward of earnings, it simply way we’re saving up a large number of earnings for a long run wet day. That sounds about appropriate financially?

Dipak GolechhaLeader Monetary Officer

No, that is —

Nikesh AroraChairman and Leader Government Officer

Giving credit score for a wet day house.

Dipak GolechhaLeader Monetary Officer

The one more thing that I’d perhaps simply upload to this is merely the provision chain dynamics that Nikesh talks about in his remarks. I imply, that does have some components, however we actually were ready to, with a world-class group, get forward of the provision chain truth. And so, that can give an explanation for one of the variability you are seeing.

Walter Pritchard

Nice. Thanks, Adam. Subsequent up, Gregg Moskowitz from Mizuho, adopted through Shaul Eyal from Cowen.

Gregg MoskowitzMizuho Securities — Analyst

Thanks. Are you able to listen me?

Nikesh AroraChairman and Leader Government Officer


Gregg MoskowitzMizuho Securities — Analyst

All appropriate. I’ve a follow-up for Lee or Nikesh on generative AI. So, your feedback on LLMs have been useful, however do you suppose gen AI will tilt the scales in choose of Palo Alto and possibly any other safety distributors over the years? Or is it in the end much more likely to reason a fair sooner sport of cat and mouse between the distributors and the attackers? How do you spot this enjoying out?

Nikesh AroraChairman and Leader Government Officer

Smartly, we predict, glance, initially, the good thing about generative AI, up to now, is twofold, appropriate? One is in its talent to summarize information and provide you with get right of entry to to knowledge a lot sooner. Can I consider a gross sales rep at Palo Alto getting access to their fingertips about all Palo Alto knowledge? After all, I will. Can I consider my visitor make stronger other folks getting access to wonderful quantities of knowledge that is on the tip in their arms so they are able to resolution visitor questions a lot sooner? Can I consider for — showcasing that knowledge without delay to my shoppers? As you spot within the {industry} now, unexpectedly a plethora of copilots begin to emerge in each product. So, I feel this is going to turn into an obtrusive good thing about generative AI.

Now, do not overlook, it depends on one theory referred to as having a large number of information. It is crucial that whether or not you are the use of it for sharing your knowledge out of your shoppers — for your shoppers, you want a large number of that information. You need to blank your whole information processes and feature that. Secondly, if you are within the safety trade, it no doubt is helping in case you have the most important information lake on this planet who’ve safety information.

So, from that point of view, I feel it favors the individuals who have a large number of information already as a part of their technique and they’ve constructed a trade behind a data-led technique. I feel now not simply particular to safety, in any {industry}, particularly shopper web. If you happen to’ve been a UI corporate, you’ve got one thing to fret about. You already know, if you are a shuttle reserving operator or one thing that simply takes folks’s information and makes a greater UI, you’ve got one thing to fret about.

So, I feel from that point of view, it favors corporations that have super quantities of knowledge. I feel the second one factor that is additionally essential to know, now, if I’ve 14,000 other folks and I spend 1000’s of — billion — $1 billion in visitor make stronger or extra, there is leverage. I will move spend $30 million, $40 million, $50 million deploying LLM and saving part my value. If you are working a small corporate and your whole value is $50 million, it most likely does not behoove you to move out and create an LLM-based generative AI undertaking to move out and pay and remove $20 million of value.

So, I feel it additionally advantages other folks of scale who’re ready to pressure efficiencies the use of generative AI around the undertaking, permitting them to develop their trade a lot sooner with restricted sources. Does that lend a hand?

Gregg MoskowitzMizuho Securities — Analyst

It does. Thank you, Nikesh.

Nikesh AroraChairman and Leader Government Officer


Walter Pritchard

Nice. Thank you, Gregg. And Shaul Eyal from Cowen, our ultimate query.

Shaul EyalCowen and Corporate — Analyst

Thanks for that. Excellent afternoon. Congrats, group. Nikesh, I need to return, in reality.

You already know, Brad used to be asking about M&A. I need to ask concerning the aggressive panorama, however in particular with the point of interest perhaps at the CNAPP entrance. So, my query is, how do you take into accounts it? Any exchange? Do you suppose that the product at this time, because it stands, is complete, or anything else you may well be considering of perhaps augmenting in particular at the CNAPP entrance? Thanks for that.

Lee KlarichLeader Product Officer

We’ve, through a long way, essentially the most complete cloud-native utility coverage platform there’s. That does not imply that we do the entirety. However we do excess of some other resolution in the market. There is a super quantity of focal point on turning in functions that we’ve got been construction internally, organically a number of the group.

We have noticed the latest one we delivered with secrets and techniques scanning only some months in the past. We have noticed excellent early adoption of that. On the identical time, we are additionally turning in on the newest acquisition of cybersecurity, the place we think that to turn into a brand new module within the subsequent couple of months to be had to all of our Prisma Cloud shoppers. And so, the — you already know, Nikesh mentioned how we’ve got leveraged M&A prior to now to lend a hand construct one of the key era spaces of Prisma Cloud, which is actually true.

We’ve additionally proven a capability to ship new cloud safety functions organically and be very a hit at that. And at this time, we be ok with the stability of each the ones functions and the way we are bringing them in combination and the way we proceed to ship new inventions.

Shaul EyalCowen and Corporate — Analyst


Walter Pritchard

Thanks for the query. With that, we will conclude the Q&A portion of the decision, and I might love to move it again to Nikesh for his final remarks.

Nikesh AroraChairman and Leader Government Officer

Smartly, thanks very a lot once more, everyone, for becoming a member of us. We stay up for seeing you — lots of you on the upcoming investor occasions. I additionally need to as soon as once more take a possibility to thank all of our staff who labored very laborious in an excessively devoted model, as you all know, to lend a hand us succeed in the effects. Now not best that, a large thanks to all of our companions and our shoppers world wide.

Have an attractive day. Thanks.

Length: 0 mins

Name contributors:

Walter Pritchard

Nikesh AroraChairman and Leader Government Officer

Dipak GolechhaLeader Monetary Officer

Saket KaliaBarclays — Analyst

Hamza FodderwalaMorgan Stanley — Analyst

Lee KlarichLeader Product Officer

Brian EssexJ.P. Morgan — Analyst

Brad ZelnickDeutsche Financial institution — Analyst

Andy NowinskiWells Fargo Securities — Analyst

Matt HedbergRBC Capital Markets — Analyst

Gabriela BorgesGoldman Sachs — Analyst

Adam TindleRaymond James — Analyst

Gregg MoskowitzMizuho Securities — Analyst

Shaul EyalCowen and Corporate — Analyst

Extra PANW research

All income name transcripts

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