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Varonis Systems Barclays 23rd Annual Global Technology Conference summary
Complete event summary combining all related documents: earnings call transcript, report, and slide presentation.Barclays 23rd Annual Global Technology Conference summary10 Dec, 2025
Transition to SaaS and business segmentation
SaaS business is now the core focus, with 76% of ARR from SaaS, marking the transition milestone.
On-prem subscription business underperformed in Q3, with renewal rates below expectations.
End-of-life for on-prem announced a quarter earlier to provide clearer data for 2026 projections.
About $175M non-SaaS ARR remains, with $60M up for renewal in Q4; conversion rates will inform 2026 outlook.
By end of 2026, the business aims to be 100% SaaS.
Drivers of churn and renewal rates
Q3 churn was driven by single-threaded customers, sales execution issues, and increased deal scrutiny.
Federal business underperformed due to DOD factors, FedRAMP certification timing, and sales team execution.
Single-threaded customers often used the product for tactical, non-security use cases.
No significant increase in competitive losses; churn was not due to switching to other security vendors.
Q4 guidance assumes lower on-prem renewal rates and additional churn from the end-of-life announcement.
Competitive landscape and market positioning
Market for data security is expanding, with more RFPs and new competitors, especially in DSPM.
The platform differentiates by offering security outcomes beyond data discovery, integrating automation and monitoring.
Competitive win rates remain high when sales execution is strong.
Integration with Microsoft Purview deepens, supporting Copilot deployments and enhancing security outcomes.
No direct competition with Microsoft; integration accelerates value realization for customers.
How will 2026 guidance structure impact investor focus?
How do new capabilities differentiate Varonis from DSPM?
What operational benefits drive 2027 margin rebound?
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Next Varonis Systems earnings date
Q4 20253 Feb, 2026
Next Varonis Systems earnings date
Q4 20253 Feb, 2026
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Frequently asked questions
Varonis Systems, Inc. provides software products and services that allow enterprises to manage, analyze, alert, and secure enterprise data. The company's products include Varonis DatAdvantage for data discovery and protection, Varonis DatAdvantage for DLP to secure confidential data, Varonis System for big-data analysis of Enterprise File Data and File Sharing Data, Varonis Encryption Gateway for data encryption at rest and in transit, Varonis SIEM integration, and Varonis Enterprise File Synchronization and ShareFile to sync and share large amounts of files on a file server. The company also provides support subscriptions. It serves technology sector.
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