TIBCO Software Inc TIBX
Q3 2011 Earnings Call Transcript
Transcript Call Date 09/22/2011

Operator: Good afternoon, ladies and gentlemen, I am Kristen. Welcome to TIBCO's Third Quarter 2011 Conference Call. At this time, all participants are in a listen-only mode. Later, we will conduct a question-and-answer session. You can also listen to this call via the Internet at www.tibco.com.

Today's call is being recorded and will be available for playback from TIBCO Software's website at www.tibco.com. In addition, replay will be available through InterCall for one month following today's call by dialing 800-642-1687 from the U.S. or 706-645-9291 internationally. The confirmation code is 96124467.

The following conference call includes forward-looking statements, which represent TIBCO Software's outlook and guidance only as of today and which are subject to risks and uncertainties. These forward-looking statements include, but are not limited to, forecasts of revenues, operating margins, operating expenses, outstanding shares, and earnings per share for future periods. Our actual results could differ materially from those projected in such forward-looking statements. Additional information regarding the factors that could cause actual results to differ materially are discussed in the Risk Factors section of TIBCO's most recent reports on Forms 10-K and 10-Q filed with the Securities and Exchange Commission. TIBCO assumes no obligation to update the forward-looking statements included in this call whether as a result of new developments or otherwise.

This conference call also includes certain financial information that has not been prepared in accordance with generally accepted accounting principles as we believe that such information is useful for understanding our financial conditions and results of operations. For a presentation of the most directly comparable financial measures calculated in accordance with GAAP and a reconciliation of the differences between the non-GAAP and GAAP financial information, please see our website at www.tibco.com.

The presenters on the call are Vivek Ranadive, TIBCO's Chairman and CEO; Murray Rode, Chief Operating Officer; and Sydney Carey, Chief Financial Officer.

I would now like to turn the call over to Vivek.

Vivek Ranadive - Chairman and CEO: Thanks, Christine, and hello everyone for joining us today. I'll begin the call with summary remarks on our third quarter performance and comment on the environment at large before turning it over to Murray and Sydney to discuss the details.

Once again, we delivered a strong performance in Q3 with healthy growth in both revenue and profits. For the third quarter, total revenue came in at $229 million, up 24%. License revenue came in $91 million, up 29%. Non-GAAP operating profit grew by 28%. Operating margins expanded 80 basis points to 25.2% and non-GAAP earnings per share came in at $0.23, growing once again by more than 30% over the same quarter last year.

I've spoken to you before about the tipping point our business has hit, and the evidence continues to mount. This past quarter marked the 7th consecutive quarter we've grown license revenue by more than 20%, the 7th consecutive quarter we've grown earnings per share by more than 30%, and the 13th consecutive quarter where we've beaten consensus EPS estimates.

What's more, our vision of the Two-Second Advantage is really hitting home. The idea simply is that it's far more valuable to have a little bit of the right information just a little bit beforehand than all the information in the world after the fact. Certainly it's true that these that these are uncertain times we live in and lots of questions abound. Governments struggle to do more with less, banks continue to grapple with managing risks and businesses of all types compete ferociously to build loyalty from a savvy retail consumer.

Markets will rise and markets will fall, but some changes are unstoppable, the shift from desktop to laptop, the shift from landlines to cell phones, the shift from transactions to events. A transaction is an agreement between parties, whereas an event is simply when something happens.

The tests and opportunities of our time require a software platform that is engineered from the ground up to operate in real-time and to handle the volume and velocity of events. Such a platform must do five things. One, it must detect relevant patterns and correlations amidst a wave of big data and events. Two, it must provide powerful analytic capabilities so that anyone can interpret what is happening when it counts. Three, it must have the automation ability to initiate corrective action and support composite applications. Four, it must scale elastically on premise and off; and five, it must provide a natural means for collaboration between humans and machines.

Only TIBCO has a complete and integrated platform to detect, harness and make sense of the threats and opportunities that lie in the events. So, as it turns out if you are actually selling something that people want today, you are in pretty good shape. This is a time and this is a market of separation; haves from have nots, 21st versus 20th Century, winners versus losers.

While the old companies will fight to hold on to their dying businesses, there is no denying the underlying shifts that compel this world and our opportunity forward. Namely, the explosion in data volumes, rise of the cloud and push, not merely for software as a service, but software as a self service.

Part of our mission statement is that if you can get the right information to the right place at the right time and put it in the right context, we can make the world a better place. Together with our amazing customers, we believe we are doing just that. We couldn't be more excited about the opportunity ahead.

Now, I will turn it over to Murray, but before I do, I hope to see many of you next week at TUCON our user conference. There you will hear more how we are extending our innovation leadership and delivering the two-second advantage to our customers. Now to Murray.

Murray Rode - COO: Thanks, Vivek. I'll focus my remarks on key operating metrics in the quarter and year-to-date trends. I'll also briefly comment on Nimbus, a recently announced acquisition before turning it over to Sydney. I'll start with our license transaction numbers.

During Q3 we had 126 deals, over $100,000 in license revenue, up from 112 such deals a year ago. Our average deal size this quarter was $658,000, up from last quarter and about $100,000 larger than the average last Q3. There were 21 deals, over 1 million in license, an increase from 13 a year ago, and our top 10 customers comprised just under 23% of total revenue versus 21% a year ago.

Looking at the geographic mix, total revenue broke down as follows; Americas at 54%; Europe, Middle East, Africa at 36% and Asia Pacific and Japan at 10%. Our growth was well balanced geographically with Europe and APJ each up about 31% year-over-year and the Americas up about 19% over last year.

We were very pleased with our European team's performance this quarter. While we hear and read the economic news like everyone else, we continue to see strong demand in Europe for our products. We also saw good performance in Asia with notable strength coming from Australia and Greater Asia. Our Americas team continues strong and steady with the best year-to-date performance of the three regions.

From a vertical market mix perspective, our total revenue was as follows; financial services 22%, telecommunications 13%, government 12%, energy 11% and manufacturing 8%. It's worth noting that life sciences and retail both came in just shy of 5%. We saw a year-over-year decline in financial services, but this was largely expected as we were up against a difficult comparison having had a particularly strong Q3 last year in this vertical. We continue to like our value provision in financial services both in retail and capital markets and we also continue to see good demand and a solid pipeline.

As the top line performance would suggest, other verticals continue to grow nicely this quarter. Energy grew 85%, telco grew almost 70%, retail continued its recent ascent with 42% growth over Q3 last year. We are up significantly in our government vertical where we closed a large deal scale for approximately $18 million of license revenue, a little over half of which was recognized this quarter and the rest will be recognized in Q4.

On a year-to-date basis, financial services is down 4% while transportation and logistics is up 72%, retail up 61%, energy up 59%, government up 51% and telco up 30%. We talked about growing mainstream appeal for our event-driven platform and we believe these results are testament to that fact.

Turning to our products, the breakdown of license revenue among our major product families was SOA of 60%, business optimization 29% and BPM 11%. We had broad-based performance across the portfolio this quarter. Business optimization grew 22% led by a very strong quarter from Spotfire. SOA grow 30% with a particularly strong performance for messaging and MDM. Year-to-date we've grown our MDM business by three times over last year.

Lastly, BPM grew 43% year-over-year for the quarter with a particular strong performance from ActiveMatrix BPM; tibbr, our enterprise social media product, had its best quarter yet. Given tibbr is such a new product, there is no year-over-year comparison, but it nearly tripled in revenues sequentially from last quarter.

Overall, we see strength across a variety of products even in small segments of our overall portfolio, but the key growth drivers continue to be in the areas of event processing, analytics, BPM, and MDM complemented by ongoing demand in our core messaging and SOA middleware.

Early this month we announced the acquisition of Nimbus Partners, a U.K. based provider of process discovery and analysis applications that help companies drive adoption of business process initiatives. While this is essentially a technology acquisition, we believe it adds some valuable new functionality to our platform. Whereas, TIBCO is traditionally focused on automation of data assistance and processes, Nimbus allows business users to collaboratively described and document all aspects of the business from operational best practices to organizational and system models.

Nimbus focuses on the large portion of most processes that is often not captured in enterprise applications and automated workflows and has found particular traction with business transformation, compliance and continuous improvement initiatives.

We welcome the team from Nimbus and think this combination creates some exciting synergies across our platform for the future.

With that, I'll turn it over to Sydney.

Sydney Carey - EVP and CFO: Thank you, Murray. First, I will provide additional details on our financial performance in Q3 and then I will provide comments on our financial outlook for Q4. I'll review our financials on both the GAAP and non-GAAP basis. A full reconciliation was included with our press release along with an explanation of our non-GAAP measures.

Some key performance data on our third quarter results are as follows; total revenue was $229 million, up 24% year-over-year or18% on a constant currency basis. License revenue was $90.9 million, up 29% year-over-year or 22% on a constant currency basis. Services revenue was $138.1 million, up 21% from last year or 16% on a constant currency basis. We had strong performance in professional services with growth of 36% from last year. With this growth we've seen professional services increase from about one-third of total services revenue to approximately 38% in Q3.

Non-GAAP gross margin for Q3 was 74%. Non-GAAP operating income was $57.6 million, up $13 million or 28% from the same period a year ago. This resulted in an operating margin of 25.2% versus 24.4% a year ago. Non-GAAP EPS was $0.23 versus $0.17 a year ago. Q3 cash flow from operations totaled $60.8 million.

Moving down the balance sheet, deferred revenue including both long and short-term components totaled $231 million, up $41 million from Q3 of last year and up about $4.5 million sequentially over Q2's ending balance. We saw a sequential increase in deferred this period primarily due to the large government transaction that closed in Q3 2011 as part of this transaction was not recognized in the period. We expect this deferred to be recognized as revenue in Q4 2011.

DSOs for Q3 came in at 68 days. Also during the quarter we repurchased approximately 2.6 million shares at an average price of $28.41.0020This leaves a $155 million available on the current authorized buyback program.

Looking forward to Q4 we continue to see strong demand across all geographies and continue to be focused on top line and earnings growth. We will continue to invest in sales, marketing and services in order to capitalize on the growth opportunity.

Our guidance for Q4 is as follows. We expect total revenues to be in the range of $278 million to $283 million. We expect license revenue to range between $132 million and $136 million. The non-GAAP operating margin is expected to be 30% to 31%.

The non-GAAP EPS for the quarter should range between $0.33 and $0.35. Note that this guidance assumes a 30% tax rate, however this can vary depending on the mix of foreign versus domestic profits.

GAAP EPS should range from $0.25 to $0.26 with an assumed tax rate of 30%.

For the full year 2011 this implies total revenue growth of 21% license revenue growth of 24% to 26%, non-GAAP operating profit growth of 23% to 24% and non-GAAP EPS of $0.93 to $0.94.

With that we'll be happy to take your questions.

Transcript Call Date 09/22/2011

Operator: Kash Rangan, Merrill Lynch.

Kash Rangan - Merrill Lynch: Good to see these results during times that the international markets are spooked by all kinds of things. My question on the vertical market exposure, it looks like government did particularly well. I am just curious to see, if this type of strength is sustainable, especially given the talk that we hear that the U.S. government is at least trying to be more cost conscious, and also financial services, tough comparisons, you completely see that, but how does the pipeline for financial services vertical look especially in light of some concerns in the financial services vertical? Sorry to point my questions among the concerning areas, but other than that the quarter looked really good and that's why I am not getting into the other things. Thank you.

Vivek Ranadive - Chairman and CEO: We're very excited about the government deals. What it was, was the cyber security deal. So, they're using us – the most secure parts of the government are using us for cyber security and we believe that in and of itself it's a huge opportunity where we think it's applicable to the commercial sector and we're seeing lots of opportunities. So within government, things like cyber security or things that involves cost reductions. So we're doing some work for the (indiscernible) by almost 50% and using our BPM for doing that. So, even within the government sector we're seeing lots of opportunities when it hits the sweet spot, things like cyber security or reducing – doing more with less. Financial services, we continue to see a lot of demand in that sector. I know that people were skeptical and we had – what we thought was a good quarter. We had a big deal a year ago that kind of skewed the number, but it was a strong quarter for us. We closed banks in Spain, banks in Italy, banks in other parts of Europe. So, we're continuing to see very, very strong demand across the board. We'd see lots of upside in the government and within banks, areas like retail are going to be big opportunities for us.

Operator: Derrick Wood, Susquehanna Investments Group.

Derrick Wood - SIG Susquehanna: Great quarter guys. Congratulations. I'll start up with what product was sold into the large government deal?

Vivek Ranadive - Chairman and CEO: So we're calling that a cyber security platform and so, and I don't know how much we're allowed to talk about it but basically what I can tell you what they're doing is they're using our event-driven backbone for looking at events and the approach that we are taking to cyber security is rather than trying to build a bigger and better lock, again, it's kind of the Two-Second Advantage, where we look at events and we try to help you find suspicious activity in the neighborhood by looking at those events. So, it's really our – it's kind of our backbone for looking at events.

Derrick Wood - SIG Susquehanna: So it's your business events product or is it multiple products that were sold into that large platform?

Vivek Ranadive - Chairman and CEO: I don't want to say too much into this. It's like the securities part of the government, but we are now taking this forward. By the way this is applicable across the board. So even if you are building a smart grid, you need this approach and so, we're working now with smart – we've got a smart grid deal on the East Coast, and we're helping do that, but then they are also interested in the cyber security platform, because you can easily hack and shut down building and shut down cities. So, this is a widely applicable area for us.

Derrick Wood - SIG Susquehanna: Then if I look at your deal composition, you had really big growth and deals over $1 million, a little bit of growth in deals over $100,000. So, I don't know if this is for Vivek or Murray, but I am curious, as you look at your pipeline over the next six months, are you seeing any changes in terms of composition of deal sizes or product sets or verticals, any kind of color you can give, maybe versus six months ago?

Murray Rode - COO: We are seeing a little bit of an increase some of the larger deals in the pipeline and we've taken that as a good indication about demand. That's been building incrementally for a while. The second thing is, we've talked about this in terms of the results themselves, but the vertical diversification is really good. So, we'd like the mix of business across the variety of verticals that we see in the pipeline.

Derrick Wood - SIG Susquehanna: Okay. Lastly, I just wanted to hone in on the MDM and the business events product. You know there's been some other competitors out there that have had trouble or made some comments around deal flow getting a little tougher or projects getting tougher to improve. So I am just curious what you guys are seeing with respect to those two specific products?

Vivek Ranadive - Chairman and CEO: Those areas are exploding for us Derek, so our MDM business actually tripled year-over-year, and we are just seeing a massive explosion in that area. We believe we have the goods; everybody needs multi-domain MDM, where you are able to look at product data, customer data, store data, shelf data and so on. In terms of eventing, that's become a wide – its gone mainstream and so it's not just for a few now. There isn't a company that doesn't need business events. So, we are seeing just massive opportunities in that area. I think over the next decade everyone will have a buzz and everybody will have an eventing engine, similar to everybody having a database and an app server.

Derrick Wood - SIG Susquehanna: Okay. If I could just squeeze one more, just on the pipeline again, where would you focus your efforts in terms of growth? Are you going to balance it between going after new customers or would you try in this little bit more uncertain environment to do more cross-selling into the installed base, or is that pretty weighed evenly?

Vivek Ranadive - Chairman and CEO: It's both. Historically, we still do a lot of business with our existing customers, but we're seeing lots of new opportunities. The other thing is tibbr has taken off like a rocket and so we're seeing customers starting to just sign onto that, and often they are tend to be brand new customers. Now with 4,000 customers, it's hard to say who's the new customer, but we're seeing opportunities across the board. We're not seeing the caution and the slowdown that people are seeing in other areas.

Operator: Mark Murphy, Piper Jaffray.

Mark Murphy - Piper Jaffray: I was interested, Sydney, if we could get your latest thoughts on this aspirational goal of reaching 30% operating margin by the time you reach $1 billion in revenue? I'm just wondering, first off, do you think you could reach the $1 billion milestone next fiscal year? And if so, are you deeply committed to trying to get to a 30% margin or is there a chance you would back off on that and may be make some incremental growth investments just based on the strong traction that you have here?

Vivek Ranadive - Chairman and CEO: Mark, in the last earnings call, we actually said that given the type of growth that we were seeing and given the massive demand that we were experiencing, we were going to not be held to that goal of having that milestone that when we did $1 billion, we're going to hit 30%. So last earnings call, we actually made that statement and we continue to feel that. So, we're investing massively in our field, in our sales organization and marketing and engineering.

Sydney Carey - EVP and CFO: Services organization.

Vivek Ranadive - Chairman and CEO: Our services organization has grown quite a bit. We have a user conference coming up, and we have a dramatic, dramatic increase in the number of attendees, and so we're investing, and so where we have said that we don't want to be held to $1 billion, 30%. We will still keep expanding our margins, but we don't want to have this artificial target of 30% of $1 billion. Sydney, do you want to add anything?

Sydney Carey - EVP and CFO: I mean just to reiterate that we look out as the growth was leveraged, so we will continue to expand the operating margin, but that stake in the ground of 30% at a $1 billion for us right now with the investments we can make just doesn't make sense. We are the making investments – we are making investments for growth.

Mark Murphy - Piper Jaffray: Thank you for clarifying and for the reminder. I guess the other part of the question was I know you haven't guided on next year, but I mean is there any reason to think that it will be difficult getting to a 10% or 11% growth rate that would you put at a $1 billion next year?

Vivek Ranadive - Chairman and CEO: I think the thing that we've said over the last year or two is that we believe that we can keep hitting 15% to 20% EPS growth year after year after year, and I don't think we've made any more commitments than that, right Sydney?

Sydney Carey - EVP and CFO: That's correct.

Mark Murphy - Piper Jaffray: Then Vivek, I also wanted to ask you just as you consider the competitive landscape including the, I guess, the vendors we all think of IBM, Oracle, Pegasystems, Informatica, et cetera. Obviously, you're winning a lot of business in the marketplace, but just from what you can see which of those vendors do you think are fading away versus ramping up? I was also curious if you see any signs ever of the some of the smaller emerging open source vendors that have gotten some funding recently?

Vivek Ranadive - Chairman and CEO: Okay, so just answering the question backwards, we don't see any of the smaller vendors. The company that we see constantly is IBM. SAP has faded away. Oracle, we're seeing less off. Informatica, we didn't ever really see, but now that we've aggressively gone after the MDM market, we are seeing them in MDM and quite honestly, we're crushing them in MDM. The other guys we see them here and there, but its IBM that is our big constant competitor.

Mark Murphy - Piper Jaffray: Then one last quick one, this is for Sydney. Wondering what type of close rates you're embedding into the Q4 guidance. Obviously the revenue guidance is above consensus and so just wondering, if you're applying a higher close rate than last year based on the recent success or is it more of a bigger pipeline with maybe a more conservative close rate assumption to reflect the possibility that the environment gets a little choppier?

Sydney Carey - EVP and CFO: We haven't changed our approach to guidance, but the close rates are in line with what we see in the past. We haven't changed our approach.

Operator: Nabil Elsheshai, Pacific Crest Securities

Nabil Elsheshai - Pacific Crest Securities: Just to follow-up a little bit on Mark's question about margins though. Obviously we are in an uncertain period going into next year, your customers are setting their budgets now and you guys have to plan, so just philosophically how are you guys, you've talked now about investing for growth, but if it looks like budgets are coming out weak next year, does that mean you'll pull back on some of those investments on the sales and go-to-market side?

Vivek Ranadive - Chairman and CEO: Nabil, if you look at our history, we tend to be very cautious and conservative. So if we see signs that our confidence is not based on what we're seeing then we'll change our approach. We have our User Conference starting on Monday and I'll see many of you over there. We've had a 50% to 70% increase in attendance, and I think like a 70% increase in paid attendance, almost doubling of support from partners who are going to be there. So, we're not seeing anything but demand for our products and services. Now if, over the course of the year, we see that something has changed then we'll act accordingly, but – Sydney, do you want to add to that?

Sydney Carey - EVP and CFO: Yeah, just to go back to an earlier point, we've committed 15% to 20% earnings growth and we watch our forecast and one of the levers is expense control and I would point back to 2009 where we did a very good job of controlling expenses and delivering earnings growth and a 400 basis point margin expansion. So I think we are very conservative and we will continue to monitor it.

Nabil Elsheshai - Pacific Crest Securities: Then real quick on, I guess, types of deals and how you guys are going to market as you pointed out, you're seeing a few more large deals. Is that a function of companies doing larger projects or is that a function of you guys having more success selling more of your products into those customers or types of deals?

Vivek Ranadive - Chairman and CEO: Yeah, I think what it is the market is kind of cleared and so the choices are limited. So if you're trying to do certain kind of things, then either we're the only game in town or we've already established credibility so that they're willing to make a firm-wide commitment, or they're buying us more of the platform and so it's a bigger deal. So, I think it's a variety of factors and people are – maybe they have fewer spending priorities, but they are putting a lot of wood behind the few priorities that they have and we tend to be one of those priorities, but I don't know Murray is there anything you want to add?

Murray Rode - COO: Well, the other thing I'd add is I think you kind of alluded to it, but the kinds of projects that we're supporting too are pretty critical to customers in terms of helping them either reduce expenses in what they might perceive to be a difficult environment or helping them generate new revenues at a time when customer loyalty and cross sell up-sell is a key driver. So, that I think is part of it as well.

Nabil Elsheshai - Pacific Crest Securities: Then just a couple of housekeeping, is there a revenue assumption in Q4 on Nimbus or an annualized number in terms of revenue run rate that you guys are going to?

Vivek Ranadive - Chairman and CEO: Yeah. That's largely a technology buy. So, we think in the future there will be a lot of opportunities as we incorporate it into our products and sell it, but Sydney if we don't really have any assumption?

Sydney Carey - EVP and CFO: We are not expecting yeah a lot of revenue from it in Q4.

Operator: John Difucci, JPMorgan.

John Difucci - JPMorgan: My first question has to do with financial services vertical – and (it seems) you've been close to this vertical for some time. It's typically an early adopter vertical. I've realized this quarter, you are up against difficult comp. But this vertical has always been a real heavy user of your flagship sort of low latency messaging solutions. Just curious if you're seeing this customer base broadened their interest in TIBCO beyond these products, and if you could even just roughly the percentage of the pipeline in the financial services vertical for – percentage of messaging versus percentage other than messaging might be helpful for us to sort of gauge the workings of the reaching out beyond your sort of flagship products?

Vivek Ranadive - Chairman and CEO: I don't know how much of that we breakdown, Sydney, but we're seeing obviously continuous strong demand for the messaging and low latency messaging. We are seeing demand for the eventing capability and a lot of demand across the board with the retail bank side of the business. So analytics, eventing, messaging, those are all areas. Some business process management, some ActiveMatrix BPM and so we're seeing banks that are shifting to a work full SOA platform and there are some large deals in that context. So it goes beyond just pure messaging and I don't think we break that out, but I would say that messaging component is probably less than half of what we do in the financial services. It's probably less than a third even if you at the financial services sector.

Sydney Carey - EVP and CFO: Yeah, we don't break out details around the pipeline and by products and by verticals but I would agree to that comment.

John Difucci - JPMorgan: Just a quick follow-up. In trying to get a gauge on the macro environment, you guys have continued to do an excellent job out there in the face of others struggling in good times and bad, and it's really good to see such breadth across your customer base again in regards to the industry vertical, but I did notice that transportation and logistics was not 5% or greater of revenue and just sort of wondering if you can share any thoughts around this because that sort of a vertical not necessarily specific to TIBCO, which is generally when we look out across the macro environment, it's often thought of as sort of a leading indicator. Just wondering what you saw in that vertical this quarter, and perhaps what it looks like going forward?

Vivek Ranadive - Chairman and CEO: You might read into it from other people, but I would not read anything into it from TIBCO. So we're seeing very strong interest from that vertical. The airlines are all very interested in becoming event driven. There's not a single airline that isn't interested in this kind of technology right now. I was in Dallas with executives of a big airline and they just – they were one of the few airlines that isn't a TIBCO customer and when they saw what was possible, they just wanted to move at lightning speed. So I wouldn't read anything into that from TIBCO's numbers. We've had large deals here and there that might have driven the percentages up and down, but that continues to be great, great vertical for us, and we expect that every transportation and logistics company, every airline is going to be event-driven over the next couple of years. It will be TIBCO that they use for that.

John Difucci - JPMorgan: A nice job. It's really nice to see especially on a day like today. Thanks.

Operator: Brad Zelnick, Macquarie.

Brad Zelnick - Macquarie Securities: Vivek, just turning back to that last government deal in the quarter, aside from the size, we were really surprised by the used case. We've always expected banks to be doing those types of large deals with TIBCO, but cyber security is something that's certainly new or the first thing that we're hearing about it?

Vivek Ranadive - Chairman and CEO: Again, that was the area and I don't to be specific about…

Brad Zelnick - Macquarie Securities: Yeah, I appreciate that.

Vivek Ranadive - Chairman and CEO: …because the government did. But what I can tell you is that, here is what a cyber security platform of the 21st century looks like. Most people are trying to build bigger and better locks, and the problem is you build a big lock and somebody finds a way to pick it, and our approach again is in keeping with the two second advantage. So, it's more like a neighborhood watch. So, we look for a suspicious activity in the neighborhood. So, we pick up events and we try to make sense out of those events and then if we see that that there is suspicious activity then we can shut everything down. So, this is what we believe that every company needs and the 20th century approach is to just try to keep building bigger and better locks and we are uniquely, uniquely positioned to do this, and we are talking to places where we are selling them smart grids, we're talking to just a whole variety of companies that – I don't think there is a company that doesn't need this kind of an approach. So, what we've learnt from that deal is a widely, widely applicable everywhere.

Brad Zelnick - Macquarie Securities: Thank you, Vivek, just but my question is really about the diversity of the pipeline and I know this question was asked by vertical or by product, but beyond that can you maybe speak to the diversity of the pipeline in terms of used cases, maybe even sharing some of the more exciting new used cases, things that perhaps the platform hadn't been applied to before that you're looking to do for customers as you look out the next quarter and beyond?

Vivek Ranadive - Chairman and CEO: We're just seeing, just as you point out, the diversity is actually even stunning to us. So, you might see a company that makes a vaccine that wants to become completely event driven, so that they can see, they can anticipate if the vaccine batch is going to turn out to be bad. So, we're seeing huge interest and applicability in the healthcare sector. We talked earlier about transportation in retail, there isn't a retailer that doesn't need to be able to out sell cross-sellers to customers and there isn't a retailer that doesn't want to tie its mass data through the whole value chain. Energy, we're seeing huge demand in the energy sector and we believe that just going beyond the trading side into the drilling side, the exploration side and tying all that together and using analytics, looking at events, there's huge, huge demand for that. So we're seeing it in government, we're seeing it in transportation, we're seeing it in energy, we're seeing it in banking, we're seeing it in healthcare, retail, everyone's become a retailer now. So that's the other thing. So there isn't a company that isn't touching consumers in some way including the government, when you walk through and get checked at a passport checkpoint, if you're walking in with a stolen passport then you are probably a bad guy. So you need to be able to detect that in a few seconds and if the information is sitting somewhere in a database then it does no good. So there is a wide, wide movement from databases. Database is where you store transactions, it's kind of like a landline, it's a phone that doesn't ring. And to operate in the 21st century you need the phone to ring and you need the buzz. So I could go on and on and on all day, so I don't want to take up your time, but you're absolutely right. The diversity of what we're seeing is pretty amazing.

Brad Zelnick - Macquarie Securities: Thanks, and Vivek, you are a visionary by many definitions of the word, and in many so many ways, when I think about your R&D investment going forward and you think about the pipeline, can you maybe just take a moment pure out for us, what is it today that we haven't yet even heard about that gets you very excited and might have future potential to really drive a meaningful impact to the financials, maybe three, five years out?

Vivek Ranadive - Chairman and CEO: I think it's when you start thinking about the explosion of data, if you can pick up that data at that right moment in time – in many ways my new book, the Two-Second Advantage talks about this and if you can pick up that data at the right moment, then you can actually prevent a lot of bad things from happening, and you can take advantage of opportunities. So we want to make the offer to you before you leave the aisle, not six months after you leave the store. In the data – I like to say that math is something science. So you don't really need to know why something is happening. You just need to know that if A and B happened then C will happen. We're giving you that ability to pick up the event, tie it back to the pattern, then do the exact right thing at the exact right moment in time. So we're just in the infancy. We have seen nothing here, but this is going to apply to the healthcare. It is going to apply to everything. You're going to know what's the status of your health is on an ongoing basis, and you're going to be able to be healthy and so there isn't an aspect of your life that this does not apply to and we believe that this is a staggering opportunity.

Brad Zelnick - Macquarie Securities: I now look forward to learning more next week. If I could sneak in one last one for Sydney. Sydney, with this $9 million in deferred license just to that one deal, it raises the question at least for us around deferred license revenue, and I appreciate it's not something that you have specifically disclosed in the past, but even qualitatively can you talk at all about deferred license revenue trends and how it is setup exiting Q3 and into Q4?

Sydney Carey - EVP and CFO: We do have a significant portion coming in from the government deal this quarter. In our deferred revenue, we always have a component of license in there, but the majority of it is maintenance. It varies from quarter to quarter. Items go on to deferred for a variety of reasons, applicability product features, cash back to customers and things like that. I don't want to waste too specific about how we are exiting. That deal isn't deferred as we exited Q3 and will be recognized in Q4.

Operator: Tim Klasell, Stifel Nicolaus.

Tim Klasell - Stifel Nicolaus: Congratulations on the quarter. Jer. Just a couple clicks metrics here. First, I couldn't hear the sales force target, how are you progressing towards your goal for the end of the year and maybe you could tell us where you were?

Sydney Carey - EVP and CFO: We ended the quarter at 220 quarter carrying reps. It's a little bit down, given the summer quarter, but we're still targeting to be between 230 and 240 by the end of the year.

Tim Klasell - Stifel Nicolaus: Then I just want to jump over to tibbr. You said that (indiscernible) now granted us off of a small base, but can you give us a little bit of color what's driving that? Is it more people doing initial pilot deployments or is it that been driven by installed base of pilots beginning to go viral? I know that can drive revenues on both sides.

Vivek Ranadive - Chairman and CEO: It's all of the above, Time. It is very, very easy to use and so literally, we can be up and running in an hour. When somebody says they want to try it out, you just load up the e-mail addresses and off you go. We are finding – can we talk about the retailers, I would like to mention that. We had a big retailer, a household name, and they put in like – they tried it on like 50 people and they came back a week later and they moved it to 50,000 and they put their entire business on it, every employee on it and we're seeing that kind of phenomenon repeat itself over and over again. There is absolutely nothing like this on the market and so with chatter, it has to be in the cloud and it's really for sales force data. The other solutions are more 20th century in nature and we come right out of the gate where we allow you to have it on premise or in the cloud. We come with adapters to all the internal systems and we allow you to follow subjects, we allow you to apply some logic to those subjects. We provide video capability with that, so you can have people jump on a videoconference and talk about it. So it's emerging as kind of the desktop for everyone and it's becoming the inbox and we are actually amazed at the ways that people are applying this, and in the government sector as well we're seeing wide applicability of this. So we expect that, I've said that I would be surprised if I didn't have 10 million people on it over the next few years.

Tim Klasell - Stifel Nicolaus: Got to beat the macro horse here one more time. Have you noticed any changes in the RFPs because with your sales cycles I am assuming you're not seeing much change in what you sold over the last quarter, but are you beginning to see any changes in what customers are asking for i.e. looking at, this is a way I can help reduce expenses or reduce risk versus maybe applications that are designed to drive revenues or something like that?

Vivek Ranadive - Chairman and CEO: Well, so last night I was at a dinner with the CEO of the biggest credit card company and I asked him and his executives point blank, what do you want, do you want us to reduce cost or do you want us to increase revenue and without hesitation he said increase revenue. We're not seeing any kind of an impact. We obviously look at the news and we see what people are saying, and if you look at just our User Conference, which many of you are coming to, we've had like a 60% - 70% increase and we shutdown and people are still signing up for it. We're going to end up having many, many, many more people than we had last year. Then when you look at the deals that we're doing, we're not seeing people putting them on hold, we're not seeing people saying that we need to analyze this more, we need yet another level of signature, we're not seeing that. We're seeing it from every sector, from every vertical and from every geography. We're as paranoid as the next person, and Sydney, Murray and I look at this all the time. And perhaps there's something out there that will come, but we are not seeing it.

Operator: Steve Koenig, Longbow Research.

Steve Koenig - Longbow Research: I'll start with one, and maybe then give you a follow-up. Clearly eventing is a big part of your message this quarter and for many quarters now, it's been a key part of our positioning. Revenue wise, it looks like business events for example is still just a fairly small part of revenue though. Can you talk to maybe how often does it is – is it in multi-element deals, does it lead to multi-product deals, what's the multiplier there that would probably be helpful or is it a vision that you see really becoming more significant over time, but a small part of the growth right now?

Vivek Ranadive - Chairman and CEO: Well, I don't know how look at it as a small part. It's almost a third of our business. We call it business optimization and much of what we do is driven round eventing and in some ways even the SOA is really event enabling the enterprise, and so the nervous system is part of SOA. The analytics analysis, the tools, is part of business optimization and then taking actions based on those events is part of BPM. So, we think of Oracle as kind of the platform for transaction and we are the platform for events. So, I don't know, Murray, am I missing something here that Steve is asking?

Murray Rode - COO: No. I think it's true that we probably point to the fact that it's a significant part of our revenue already and it is, as Vivek outlined there, a lynchpin component of a lot of those solutions that we are selling on. I think we've seen a pretty dramatic mainstreaming of business events as part of the solutions we are selling particularly as we came in 2011 and that's continued through the year.

Vivek Ranadive - Chairman and CEO: Yeah. There isn't another company that is everyone is talking about it. They might use different terms, but there isn't an enterprise software company. When SAP talks about in-memory and real-time events and that's the TIBCO message, when IBM talks about SmartPlanet that's all TIBCO. If you look at what Palmisano said in his last call it was all about eventing and SmartPlanet and making sense out of large amounts of data, it was all eventing. So I don't think is a player out there that hasn't jumped on this bandwagon.

Steve Koenig - Longbow Research: Then for a follow-up, I'd like to ask about you had really good SOA performance in the quarter. Clearly events, I believe, that that's a driver. Is that still – is your AMX platform driving that or there are some good large deals in the quarter, any sort of color you can provide there will be helpful? Then before I leave you, the last thing I would ask is, maybe you could give us a little piece around what we might expect from TUCON in terms of your roadmap. You had a great roadmap you laid out in TUCON 2010 last year that really seemed to help and so I am just wondering if you can help, if you want to give us any sort of preview there?

Vivek Ranadive - Chairman and CEO: Sure, it's become a must-have for people now. You have a database where you store your transactions and then you need a SOA platform as the way you move around events, and you need it both because you want to cut cost so that you don't have to keep building point-to-point interfaces and you also need it so that you can re-use applications and then you need it to become event enabled. So all of those three factors are coming into play, and so there isn't a company on the planet that is not going to have an SOA backbone. Every single company is going to move in that direction. They are moving in that direction. I think what you'll see at TUCON is that the whole message of the Two-Second Advantage is coming into its own and you'll have – unlike other companies who have conferences, you guys all our attendees pay to come to the conference and as I said our paid attendance has gone up dramatically, but we also don't higher paid speakers. We have customers talking, and we're going to just have a wide array of customers standing up and talking about how they're using the Two-Second Advantage and how they're using event enabling their companies to get that advantage and the amazing impact that it's had on their business. I think you're going to be blown away by that and what's going to emerge is that TIBCO is becoming that definitive platform for events and there is no other company that can even pretend to make that claim. The roadmap will sketch out that platform in detail and tie all the pieces together in a very comprehensive fashion. Murray, do you want to…

Murray Rode - COO: I think you covered this. We don't want to give too much away.

Operator: Ladies and gentlemen, we have reached the allotted time for questions. I would now like to turn the conference over back to Vivek for closing remarks.

Vivek Ranadive - Chairman and CEO: Okay. We'll conclude this call. Thank you all for joining us and have a great day.

Operator: Thank you for joining us. We will now conclude TIBCO's Q3 2011 earnings call. You may now disconnect.