Note 4 – Revenue

As described in Note 2, the Company adopted Topic 606 Revenue from Contracts with Customers on January 1, 2018. As a result, the Company has changed its accounting policy for revenue recognition as detailed below.

The Company applied Topic 606 using the modified retrospective method under which the cumulative effect of initially applying Topic 606 is an adjustment to the opening balance of Accumulated Income at January 1, 2018. Therefore, the comparative information has not been adjusted and continues to be reported under Topic 605. The details of the significant changes and quantitative impact of the changes are set out below.

Term Licenses

For revenues generated from arrangements that included term licenses to our software, the Company previously recognized revenue ratably over the term of the contract when VSOE did not exist for all undelivered elements. Under Topic 606, these licenses are considered licenses of functional intellectual property, which requires recognition at the point in time all of the revenue recognition criteria per Topic 606 are met, which for the Company is generally when the customer is provided access to the software and the license term has commenced. We have established a stand-alone selling price (SSP) for all other performance obligations in the contract. Accordingly, the Company now recognizes revenue from these licenses, based on the residual approach due to highly variable pricing, at the beginning of the license period and recognizes the transaction price allocated to the other performance obligations in the contract (typically maintenance and support) over the period in which those performance obligations are satisfied. This is consistent with the method of recognizing revenue for perpetual licenses of intellectual property. Fees paid to third party software providers in term license arrangements are now recognized under Topic 606 when the term license revenues are recognized.

Sales Commissions

The Company incurs incremental costs related to commissions, which can be directly tied to obtaining a contract. For commissions earned by sales personnel, the Company previously recognized these amounts when they were earned by the employees. As a result of adopting Topic 606, the Company now capitalizes commissions associated with new customers and amortizes the costs over a period in which the Company is expected to benefit, which can be up to seven years. The amortization is reflected in Sales and Marketing in the statement of operations. For certain contracts, any commission that is subject to a service period, such as employment, is expensed as incurred within Sales and Marketing in the statement of operations.

Disaggregation of Revenues

The following tables present our revenues disaggregated by major products and services, geographical region and timing of revenue recognition.

Revenue by major products and services


	Three months ended June 30,				Six months ended June 30,
	2018		2017*		2018		2017*

Hardware products	$	24,576	$	25,256	$	42,067	$	47,000
Software licenses		10,410		9,216		26,413		19,032
Subscription		3,818		2,496		6,788		4,611
Professional services		1,157		1,070		2,121		2,031
Maintenance, support and other		9,593		7,656		17,597		14,984
Total Revenue	$	49,554	$	45,694	$	94,986	$	87,658

Revenue by location of customer for the three months ended June 30, 2018 and 2017


	EMEA			Americas			APAC			Total

Total Revenue:
2018	$	21,481		$	13,270		$	14,803		$	49,554
2017*	$	21,726		$	11,416		$	12,552		$	45,694

Percent of Total:
2018		43	%		27	%		30	%		100	%
2017*		48	%		25	%		27	%		100	%

Revenue by location of customer for the six months ended June 30, 2018 and 2017


	EMEA			Americas			APAC			Total

Total Revenue:
2018	$	39,867		$	29,191		$	25,928		$	94,986
2017*	$	40,096		$	23,540		$	24,022		$	87,658

Percent of Total:
2018		42	%		31	%		27	%		100	%
2017*		46	%		27	%		27	%		100	%

* Prior period amounts are presented under ASC 605 and ASC 985-605

Timing of revenue recognition


	Three months ended		Six months ended
	June 30, 2018		June 30, 2018

Products and Licenses transferred at a point in time	$	34,986	$	68,480
Services transferred over time		14,568		26,506
Total Revenue	$	49,554	$	94,986

Impacts on Financial Statements

The following tables summarize the impacts of adopting Topic 606 on the Company’s consolidated financial statements as of June 30, 2018, and for the three and six months ended June 30, 2018.

Balance Sheet


	June 30, 2018
	As Reported		Adjustments		Balances without the adoption of Topic 606
ASSETS
Current assets
Accounts receivable, net of allowance	$	41,704	$	(266)	$	41,438
Contract asset		4,915		(4,915)		-
Other current assets		7,978		(59)		7,919
Total current assets		176,812		(5,240)		171,572
Deferred income taxes		4,922		507		5,429
Contract asset - non-current		7,534		(7,534)		—
Other assets		6,649		(150)		6,499
Total assets	$	347,092	$	(12,417)	$	334,675
LIABILITIES AND STOCKHOLDERS' EQUITY
Current liabilities
Deferred revenue	$	30,675	$	2,820	$	33,495
Short-term income taxes payable		1,599		(2,689)		(1,090)
Other accrued expenses		10,680		(116)		10,564
Total current liabilities		60,894		15		60,909
Deferred revenue - non-current		6,947		1,751		8,698
Deferred income taxes		9,131		(424)		8,707
Total liabilities		96,176		1,342		97,518
Stockholders' equity
Accumulated income		169,317		(13,759)		155,558
Total stockholders' equity		250,916		(13,759)		237,157
Total liabilities and stockholders' equity	$	347,092	$	(12,417)	$	334,675

Statement of Operations


	Three months ended June 30, 2018						Six months ended June 30, 2018
	As Reported		Adjustments		Balances without the adoption of Topic 606		As Reported		Adjustments		Balances without the adoption of Topic 606
Revenue
Product and license	$	34,986	$	2,372	$	37,358	$	68,480	$	(75)	$	68,405
Services and other		14,568		(1,693)		12,875		26,506		(2,391)		24,115
Total revenue		49,554		679		50,233		94,986		(2,466)		92,520

Cost of goods sold
Product and license		10,391		141		10,532		18,576		534		19,110
Services and other		3,182		—		3,182		5,732		—		5,732
Total Cost of goods sold		13,573		141		13,714		24,308		534		24,842

Gross profit		35,981		538		36,519		70,678		(3,000)		67,678

Operating Costs
Sales and marketing		16,622		225		16,847		30,899		607		31,506
Total operating costs		38,592		225		38,817		71,641		607		72,248

Operating income (loss)		(2,611)		313		(2,298)		(963)		(3,607)		(4,570)

Income before taxes		(872)		313		(559)		1,549		(3,607)		(2,058)

Provision for income tax		130		(748)		(618)		759		(1,767)		(1,008)

Net income (loss)	$	(1,002)	$	1,061	$	59	$	790	$	(1,840)	$	(1,050)

Basic EPS	$	(0.03)			$	0.00	$	0.02			$	(0.03)
Diluted EPS	$	(0.03)			$	0.00	$	0.02			$	(0.03)

The adoption of Topic 606 did not impact total operating, investing or financing cash flows in the statement of cash flows.

Contract balances

The following table provides information about receivables, contract assets and contract liabilities from contracts with customers.


	January 1,			June 30,
	2018			2018
Receivables, inclusive of trade and unbilled	$	48,217	$		41,704
Contract Assets (current and non-current)	$	8,167	$		12,449
Contract Liabilities (Deferred Revenue current and non-current)	$	33,752	$		37,622

Contract assets relate primarily to multi-year term license arrangements and the remaining contractual billings. These contract assets are transferred to receivables when the right to billing occurs, which is normally over 3-5 years. The contract liabilities primarily relate to the advance consideration received from customers for subscription and maintenance services. Revenue is recognized for these services over time.

As a practical expedient, we do not adjust the promised amount of consideration for the effects of a significant financing component when we expect, at contract inception, that the period between our transfer of a promised product or service to a customer and when the customer pays for that product or service will be one year or less. We do not typically include extended payment terms in our contracts with customers.

During the six months ended June 30, 2018, the Company’s contract asset balances increased approximately $4.3 million, primarily due to new term contracts exceeding billings during the period, partially offset by transfers to accounts receivable. Deferred Revenue increased in the same period due to advanced payments from annual renewals, offset by a decrease of approximately $20.0 million associated with revenue recognized, additionally there was an increase in deferred revenue of $1.3 million from the Dealflo acquisition.

Transaction price allocated to the remaining performance obligations

The following table includes estimated revenue expected to be recognized in the future related to performance obligations that are unsatisfied (or partially unsatisfied) at the end of the reporting period.


	2018		2019		2020		Beyond 2020		Total

Future revenue related to current unsatisfied performance obligations	$	5,330	$	7,100	$	4,466	$	6,101	$	22,997

The Company applies practical expedients and does not disclose information about remaining performance obligations a) that have original expected durations of one year or less, or b) where revenue is recognized as invoiced.

Costs of obtaining a contract

The Company incurs incremental costs related to commissions, which can be directly tied to obtaining a contract. Under Topic 606, the Company capitalizes commissions associated with certain new contracts and amortizes the costs over a period of benefit based on the transfer of goods or services that we have determined to be up to seven years. The Amortization is reflected in Sales and Marketing in the Statement of Operations. We determined the period of benefit by taking into consideration our customer contracts, our technology and other factors, including customer attrition. Commissions are payable upon receipt of payment by the customer and requires the employee to be a current employee. For contracts with multiple year payment terms, as the commissions that are payable after year 1 are payable based on continue employment, they are expensed when incurred. Commissions and amortization expense is included in Sales and Marketing expenses on the consolidated statements of operations.

Applying the practical expedient, the Company recognizes the incremental costs of obtaining contracts as an expense when incurred if the amortization period for the assets that the Company otherwise would have recognized is one year or less. These costs are included in Sales and Marketing expense in the consolidated statement of operations.

The following tables provides information related to the capitalized costs and amortization recognized in the period:



in thousands				June 30, 2018
Capitalized costs to obtain contracts, current			$	303
Capitalized costs to obtain contracts, non-current			$	1,733


		Three months ended		Six months ended
in thousands		June 30, 2018		June 30, 2018
Amortization of capitalized costs to obtain contracts	$	60	$	125
Impairments of capitalized costs to obtain contracts	$	-	$	-