Abhishek Murali

Abhishek Murali inquired whether a government shutdown scenario was factored into the guidance and what federal dynamics were observed in the quarter given the challenging backdrop. He also asked if exposure management is being integrated into AI spending budgets and about the broader allocation trends within cybersecurity budgets.

Answer

CFO Matt Brown confirmed that a federal government shutdown is not embedded in the guide, as minimal impact was seen in 2025, and federal expectations for 2026 align with overall business growth. Co-CEO Steve Vintz clarified that while Q4 federal was strong, other 2025 quarters were less favorable, influencing the 2026 outlook. Mr. Vintz also stated that AI is increasingly being added to exposure management RFPs and opportunities, sometimes with significant budget allocations, making it a critical decision criterion and competitive differentiator.

Abhishek Murali followed up on budgetary perspectives, asking if exposure management is being integrated into AI spending budgets and for details on its allocation within broader cybersecurity budgets.

Answer

Co-CEO Steve Vintz confirmed that AI is increasingly being added to exposure management RFPs and opportunities, sometimes involving significant budget dollars. He noted that AI is becoming a critical decision criterion for Tenable One, providing a competitive differentiator and addressing pressing CISO concerns, leading to an increase in pipeline build around AI-driven exposure management.