Q4 Guidance
Q: What about Q4 revenue and inorganic add?
A: Management expects strong product pipeline in Q4 with raised guidance and notes that inorganic contributions from acquisitions will be minimal—less than 1% of revenues—ensuring the quarter remains driven by organic sales.

Infinity Mix
Q: Can Infinity growth complement legacy revenue?
A: Leaders explained that the Infinity platform is bolstering growth by enabling cross-selling; Infinity customers are growing approximately 20% faster than non‐Infinity ones, enhancing overall revenue without cannibalizing existing streams.

Acquisition Integration
Q: How is Perimeter 81 integrating?
A: Management stated that Perimeter 81’s integration is on track with sequential double-digit sales growth and a healthy pipeline in Q4, signaling a positive contribution to the overall network security offering.

Billing Growth Outlook
Q: What normalized billing growth is expected?
A: Despite some deals slipping from Q3 to Q4, management remains optimistic about a robust funnel and expects normalized billing growth to accelerate, although they refrained from providing exact figures.

Growth Sustainability
Q: Will double-digit growth endure next year?
A: Executives highlighted healthy internal indicators, particularly in the U.S., with strong pipeline traction supporting the potential for sustained double-digit growth, albeit with cautious optimism amid market uncertainties.

Competitive Position
Q: Who are we displacing among competitors?
A: The management noted that most new customer wins are in core network security, with established customers expanding their commitments and driving incremental share gains against competitors.

Hardware Refresh
Q: When will appliance refresh accelerate?
A: Management emphasized that new appliance cycles are progressing well with healthy product revenue growth, supported by advanced clustering and scaling technologies to meet rising network traffic demands.

AI Opportunity
Q: Plans to monetize NVIDIA DPU chips?
A: Leaders mentioned early-stage initiatives with NVIDIA, targeting AI hyperscalers, although details remain nascent as they build a dedicated sales focus for this emerging opportunity.

Vendor Financing
Q: Will flexible financing drive deals?
A: Executives clarified that while they are not offering traditional financing, they provide greater flexibility in Infinity billing terms thanks to a strong balance sheet, which helps win customer deals.

RPO & Deferred Rev
Q: What were Q3 RPO trends and deferred revenue?
A: Management reported that Q3’s Remaining Performance Obligations grew by 8%, and recent acquisitions had a minimal deferred revenue impact—adding roughly 1.5 points to calculated billings.

Channel Feedback
Q: How is the channel partner program performing?
A: Feedback from recent channel conferences has been very positive, though management noted that the program hasn’t yet materially impacted financial results.

SNAP Market
Q: What role does the SNAP market have?
A: Executives indicated they are evaluating SNAP alongside other cloud strategies; while the modernized solution is promising, the market focus between SNAP and broader cloud security remains under review.

Europe Softness
Q: Is Europe’s performance weaker this quarter?
A: Management explained that softer results in Europe are partly seasonal and due to challenging comparisons with huge deals last year, yet the overall pipeline remains healthy.

Sales Cycle
Q: Are sales cycles lengthening due to competition?
A: Officials noted that close rates and sales cycle durations have remained stable, with only minor impacts from flexible Infinity deal structures—not significantly affecting overall performance.