NTCT-2014.09.30-10Q
Table of Contents

UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, DC 20549
 
FORM 10-Q
 
 
(Mark One)
x
QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended September 30, 2014
OR
¨
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from                     to                     
Commission file number 0000-26251
 
NETSCOUT SYSTEMS, INC.
(Exact Name of Registrant as Specified in Its Charter)
 
Delaware
 
04-2837575
(State or Other Jurisdiction of
Incorporation or Organization)
 
(IRS Employer
Identification No.)
310 Littleton Road, Westford, MA 01886
(978) 614-4000
 
Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.    YES  x    NO  ¨
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files.)    YES  x    NO  ¨
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting company. See the definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2 of the Exchange Act. (Check one):
Large accelerated filer
 
x
Accelerated filer
 
¨
 
 
 
 
 
 
Non-accelerated filer
 
¨  (Do not check if a smaller reporting company)
Smaller reporting company
 
¨
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). YES  ¨    NO  x
The number of shares outstanding of the registrant’s common stock, par value $0.001 per share, as of October 22, 2014 was 41,191,313.



Table of Contents

NETSCOUT SYSTEMS, INC.
FORM 10-Q
FOR THE QUARTER ENDED SEPTEMBER 30, 2014
TABLE OF CONTENTS
 
 
 
 
 
Item 1.
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
Item 2.
 
 
 
Item 3.
 
 
 
Item 4.
 
 
 
 
 
 
 
Item 1.
 
 
 
Item 1A.
 
 
 
Item 2.
 
 
 
Item 6.
 
 
 
 
 
 
 
 



Table of Contents

PART I: FINANCIAL INFORMATION
Item 1. Unaudited Financial Statements
NetScout Systems, Inc.
Consolidated Balance Sheets
(In thousands, except share and per share data)
 
 
September 30,
2014
 
March 31,
2014
Assets
(Unaudited)
 
 
Current assets:
 
 
 
Cash and cash equivalents
$
78,986

 
$
102,076

Marketable securities
90,783

 
75,234

Accounts receivable, net of allowance for doubtful accounts of $181 and $313 at September 30, 2014 and March 31, 2014, respectively
49,786

 
60,518

Inventories
14,505

 
12,580

Prepaid income taxes
6,742

 
1,012

Deferred income taxes
14,372

 
15,846

Prepaid expenses and other current assets
9,052

 
11,496

Total current assets
264,226

 
278,762

Fixed assets, net
21,721

 
23,098

Goodwill
201,457

 
203,446

Intangible assets, net
54,465

 
58,513

Long-term marketable securities
47,542

 
41,484

Other assets
2,130

 
2,460

Total assets
$
591,541

 
$
607,763

Liabilities and Stockholders’ Equity
 
 
 
Current liabilities:
 
 
 
Accounts payable
$
10,193

 
$
11,541

Accrued compensation
30,891

 
34,901

Accrued other
9,349

 
6,430

Income taxes payable

 
791

Deferred revenue
95,022

 
109,301

Total current liabilities
145,455

 
162,964

Other long-term liabilities
2,225

 
2,370

Deferred tax liability
2,708

 
2,757

Accrued long-term retirement benefits
1,584

 
1,581

Long-term deferred revenue
22,540

 
24,639

Contingent liabilities, net of current portion
4,407

 
4,291

Total liabilities
178,919

 
198,602

Commitments and contingencies (Note 11)

 

Stockholders’ equity:
 
 
 
Preferred stock, $0.001 par value:
 
 
 
5,000,000 shares authorized; no shares issued or outstanding at September 30, 2014 and March 31, 2014

 

Common stock, $0.001 par value:
 
 
 
150,000,000 shares authorized; 50,665,227 and 49,922,959 shares issued and 41,181,526 and 41,165,784 shares outstanding at September 30, 2014 and March 31, 2014, respectively
51

 
50

Additional paid-in capital
287,795

 
273,574

Accumulated other comprehensive income
196

 
2,772

Treasury stock at cost, 9,483,701 and 8,757,175 shares at September 30, 2014 and March 31, 2014, respectively
(148,696
)
 
(117,802
)
Retained earnings
273,276

 
250,567

Total stockholders’ equity
412,622

 
409,161

Total liabilities and stockholders’ equity
$
591,541

 
$
607,763

The accompanying notes are an integral part of these consolidated financial statements.

1

Table of Contents

NetScout Systems, Inc.
Consolidated Statements of Operations
(In thousands, except per share data)
(Unaudited)
 
 
Three Months Ended
 
Six Months Ended
 
September 30,
 
September 30,
 
2014
 
2013
 
2014
 
2013
Revenue:
 
 
 
 
 
 
 
Product
$
57,953

 
$
52,357

 
$
122,319

 
$
95,334

Service
45,646

 
39,740

 
89,132

 
78,568

Total revenue
103,599

 
92,097

 
211,451

 
173,902

Cost of revenue:
 
 
 
 
 
 
 
Product
12,939

 
11,810

 
26,705

 
21,583

Service
8,656

 
7,894

 
17,486

 
15,043

Total cost of revenue
21,595

 
19,704

 
44,191

 
36,626

Gross profit
82,004

 
72,393

 
167,260

 
137,276

Operating expenses:
 
 
 
 
 
 
 
Research and development
19,241

 
16,638

 
38,008

 
32,603

Sales and marketing
32,196

 
31,559

 
69,468

 
63,759

General and administrative
11,067

 
7,457

 
19,820

 
14,438

Amortization of acquired intangible assets
856

 
857

 
1,718

 
1,711

Total operating expenses
63,360

 
56,511

 
129,014

 
112,511

Income from operations
18,644

 
15,882

 
38,246

 
24,765

Interest and other income (expense), net:
 
 
 
 
 
 
 
Interest income
98

 
57

 
202

 
144

Interest expense
(196
)
 
(187
)
 
(390
)
 
(377
)
Other income (expense), net
(445
)
 
71

 
(486
)
 
101

Total interest and other income (expense), net
(543
)
 
(59
)
 
(674
)
 
(132
)
Income before income tax expense
18,101

 
15,823

 
37,572

 
24,633

Income tax expense
6,868

 
5,940

 
14,863

 
9,497

Net income
$
11,233

 
$
9,883

 
$
22,709

 
$
15,136

Basic net income per share
$
0.27

 
$
0.24

 
$
0.55

 
$
0.37

Diluted net income per share
$
0.27

 
$
0.24

 
$
0.54

 
$
0.36

Weighted average common shares outstanding used in computing:
 
 
 
 
 
 
 
Net income per share - basic
41,060

 
41,392

 
41,071

 
41,398

Net income per share - diluted
41,652

 
41,950

 
41,732

 
42,004

The accompanying notes are an integral part of these consolidated financial statements.

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Table of Contents

NetScout Systems, Inc.
Consolidated Statements of Comprehensive Income
(In thousands)
(Unaudited)
 
 
Three Months Ended
 
Six Months Ended
 
September 30,
 
September 30,
 
2014
 
2013
 
2014
 
2013
Net income
$
11,233

 
$
9,883

 
$
22,709

 
$
15,136

Other comprehensive income:
 
 
 
 
 
 
 
Cumulative translation adjustments
(1,675
)
 
928

 
(2,107
)
 
1,219

Changes in market value of investments:
 
 
 
 
 
 
 
Changes in unrealized (losses) gains
(23
)
 
39

 
21

 
4

Total net change in market value of investments
(23
)
 
39

 
21

 
4

Changes in market value of derivatives:
 
 
 
 
 
 
 
Changes in market value of derivatives, net of (benefits) taxes of ($360), $76, ($272) and $1
(603
)
 
124

 
(467
)
 
2

Reclassification adjustment for net gains (losses) included in net income, net of taxes (benefits) of $51, $71, ($14) and $103
81


113


(23
)

186

Total net change in market value of derivatives
(522
)
 
237

 
(490
)
 
188

Other comprehensive (loss) income
(2,220
)
 
1,204

 
(2,576
)
 
1,411

Comprehensive income
$
9,013

 
$
11,087

 
$
20,133

 
$
16,547

The accompanying notes are an integral part of these consolidated financial statements.

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Table of Contents

NetScout Systems, Inc.
Consolidated Statements of Cash Flows
(In thousands)
(Unaudited)
 
Six Months Ended
 
September 30,
 
2014
 
2013
Cash flows from operating activities:
 
 
 
Net income
22,709

 
15,136

Adjustments to reconcile net income to cash provided by operating activities, net of the effects of acquisitions:
 
 
 
Depreciation and amortization
9,753

 
9,512

Loss on disposal of fixed assets

 
37

Deal related compensation expense and accretion charges
76

 
73

Share-based compensation expense associated with equity awards
7,797

 
6,742

Net change in fair value of contingent and contractual liabilities
(9
)
 
(278
)
Deferred income taxes
1,760

 
1,823

Other losses (gains)
85

 
(7
)
Changes in assets and liabilities
 
 
 
Accounts receivable
10,684

 
18,271

Inventories
(2,871
)
 
(4,946
)
Prepaid expenses and other assets
(3,367
)
 
(340
)
Accounts payable
(1,226
)
 
(1,511
)
Accrued compensation and other expenses
672

 
(5,881
)
Income taxes payable
(791
)
 
(114
)
Deferred revenue
(16,282
)
 
(11,416
)
                Net cash provided by operating activities
28,990

 
27,101

Cash flows from investing activities:
 
 
 
Purchase of marketable securities
(57,790
)
 
(43,750
)
Proceeds from maturity of marketable securities
36,204

 
33,383

Purchase of fixed assets
(4,016
)
 
(6,355
)
Purchase of intangible assets
(92
)
 
(153
)
Decrease in deposits
101

 
38

                Net cash used in investing activities
(25,593
)
 
(16,837
)
Cash flows from financing activities:
 
 
 
Issuance of common stock under stock plans
67

 
315

Payment of contingent consideration

 
(841
)
Treasury stock repurchases
(30,894
)
 
(16,349
)
Excess tax benefit from share-based compensation awards
4,033

 
1,733

                Net cash used in financing activities
(26,794
)
 
(15,142
)
Effect of exchange rate changes on cash and cash equivalents
307

 
(135
)
Net decrease in cash and cash equivalents
(23,090
)
 
(5,013
)
Cash and cash equivalents, beginning of period
102,076

 
99,930

Cash and cash equivalents, end of period
$
78,986

 
$
94,917

Supplemental disclosures:
 
 
 
Cash paid for income taxes
$
15,587

 
$
7,922

Non-cash transactions:
 
 
 
Transfers of inventory to fixed assets
$
940

 
$
1,781

Additions to property, plant and equipment included in accounts payable
$
120

 
$
(64
)
Gross decrease in contractual liability relating to fair value adjustment
$
(49
)
 
$
(98
)
Gross increase (decrease) in contingent consideration liability relating to fair value adjustment
$
40

 
$
(180
)
Issuance of common stock under employee stock plans
$
2,760

 
$
2,230

The accompanying notes are an integral part of these consolidated financial statements.

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Table of Contents

NetScout Systems, Inc.
Notes to Consolidated Financial Statements
(Unaudited)
NOTE 1 – BASIS OF PRESENTATION
The accompanying unaudited interim consolidated financial statements have been prepared by NetScout Systems, Inc., or NetScout or the Company. Certain information and footnote disclosures normally included in financial statements prepared under generally accepted accounting principles (GAAP) have been condensed or omitted pursuant to the rules and regulations of the Securities and Exchange Commission (SEC). In the opinion of management, the unaudited interim consolidated financial statements include all adjustments, consisting of normal recurring adjustments, necessary for a fair statement of the Company’s financial position, results of operations and cash flows. The year-end consolidated balance sheet data was derived from audited financial statements, but does not include all disclosures required by accounting principles generally accepted in the United States of America. The results reported in these consolidated financial statements are not necessarily indicative of results that may be expected for the entire year. These consolidated financial statements should be read in conjunction with the audited consolidated financial statements, including the notes thereto, included in the Company’s Annual Report on Form 10-K for the fiscal year ended March 31, 2014.
Recent Accounting Pronouncements
In May 2014, the Financial Accounting Standards Board (FASB) issued Accounting Standards Update No. 2014-09, Revenue from Contracts with Customers (Topic 606) (ASU 2014-09), which supersedes the revenue recognition requirements in ASC 605, Revenue Recognition.  ASU 2014-09 is based on the principle that revenue is recognized to depict the transfer of goods or services to customers in an amount that reflects the consideration to which the entity expects to be entitled in exchange for those goods or services.  ASU 2014-09 also requires additional disclosure about the nature, amount, timing and uncertainty of revenue and cash flows arising from customer contracts, including significant judgments and changes in judgments and assets recognized from costs incurred to obtain or fulfill a contract. This new guidance is effective for annual reporting periods (including interim reporting periods within those periods) beginning after December 15, 2016 (April 1, 2017 for the Company); early adoption is not permitted. Entities have the option of using either a full retrospective or a modified approach to adopt the guidance. The Company has not determined the potential effects on the consolidated financial statements.
NOTE 2 – CONCENTRATION OF CREDIT RISK AND SIGNIFICANT CUSTOMERS
Financial instruments that potentially subject us to concentration of credit risk consist primarily of investments, trade accounts receivable and accounts payable. Our cash, cash equivalents, and marketable securities are placed with financial institutions with high credit standings.
At September 30, 2014, the Company had no indirect channel partner or direct customer which accounted for more than 10% of the accounts receivable balance. At March 31, 2014, one direct customer accounted for more than 10% of the accounts receivable balance, while no indirect channel partner accounted for more than 10% of the accounts receivable balance.
During the three months ended September 30, 2014, no direct customer or indirect channel partner accounted for more than 10% of our total revenue. During the six months ended September 30, 2014, two direct customers each accounted for more than 10% of our total revenue, while no indirect channel partner accounted for more than 10% of our total revenue. During the three months ended September 30, 2013, no direct customer or indirect channel partner accounted for more than 10% of our total revenue. During the six months ended September 30, 2013, one direct customer accounted for more than 10% of total revenue, while no indirect channel partner accounted for more than 10% of our total revenue.
Historically, the Company has not experienced any significant failure of its customers to meet their payment obligations nor does the Company anticipate material non-performance by its customers in the future; accordingly, the Company does not require collateral from its customers. However, if the Company’s assumptions are incorrect, there could be an adverse impact on its allowance for doubtful accounts.


5

Table of Contents

NOTE 3 – SHARE-BASED COMPENSATION
The following is a summary of share-based compensation expense including restricted stock units and employee stock purchases made under our employee stock purchase plan (ESPP) based on estimated fair values within the applicable cost and expense lines identified below (in thousands):
 
Three Months Ended
 
Six Months Ended
 
September 30,
 
September 30,
 
2014
 
2013
 
2014
 
2013
Cost of product revenue
$
93

 
$
68

 
$
153

 
$
112

Cost of service revenue
314

 
226

 
542

 
372

Research and development
1,490

 
1,263

 
2,516

 
2,159

Sales and marketing
1,235

 
1,163

 
2,198

 
2,008

General and administrative
1,363

 
1,210

 
2,388

 
2,091

 
$
4,495

 
$
3,930

 
$
7,797

 
$
6,742

Employee Stock Purchase Plan – The Company maintains an ESPP for all eligible employees as described in the Company’s Annual Report on Form 10-K for the year ended March 31, 2014. Under the ESPP, shares of the Company’s common stock may be purchased on the last day of each bi-annual offering period at 85% of the fair value on the last day of such offering period. The offering periods run from March 1 through August 31 and from September 1 through February 28 of each year. During the six months ended September 30, 2014, employees purchased 59,897 shares under the ESPP and the value per share was $46.07.
NOTE 4 – CASH, CASH EQUIVALENTS AND MARKETABLE SECURITIES
The Company considers all highly liquid investments purchased with an original maturity of three months or less to be cash equivalents and those investments with original maturities greater than three months to be marketable securities. Cash and cash equivalents consisted of money market instruments and cash maintained with various financial institutions at September 30, 2014 and March 31, 2014.
Marketable Securities
The following is a summary of marketable securities held by NetScout at September 30, 2014 classified as short-term and long-term (in thousands):
 
Amortized
Cost
 
Unrealized
Gains (Losses)
 
Fair
Value
Type of security:
 
 
 
 
 
U.S. government and municipal obligations
$
71,586

 
$
39

 
$
71,625

Commercial paper
15,982

 
5

 
15,987

Corporate bonds
3,170

 
1

 
3,171

Total short-term marketable securities
90,738

 
45

 
90,783

U.S. government and municipal obligations
44,651

 
4

 
44,655

Corporate bonds
2,890

 
(3
)
 
2,887

Total long-term marketable securities
47,541

 
1

 
47,542

Total marketable securities
$
138,279

 
$
46

 
$
138,325


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Table of Contents

The following is a summary of marketable securities held by NetScout at March 31, 2014, classified as short-term and long-term (in thousands):
 
Amortized
Cost
 
Unrealized
Gains (Losses)
 
Fair
Value
Type of security:
 
 
 
 
 
U.S. government and municipal obligations
$
53,854

 
$
26

 
$
53,880

Commercial paper
14,581

 

 
14,581

Corporate bonds
6,772

 
1

 
6,773

Total short-term marketable securities
75,207

 
27

 
75,234

U.S. government and municipal obligations
37,875

 
2

 
37,877

Corporate bonds
3,611

 
(4
)
 
3,607

Total long-term marketable securities
41,486

 
(2
)
 
41,484

Total marketable securities
$
116,693

 
$
25

 
$
116,718

Contractual maturities of the Company’s marketable securities held at September 30, 2014 and March 31, 2014 were as follows (in thousands):

September 30,
2014

March 31,
2014
Available-for-sale securities:



Due in 1 year or less
$
90,783


$
75,234

Due after 1 year through 5 years
47,542


41,484


$
138,325


$
116,718


NOTE 5 – FAIR VALUE MEASUREMENTS
The fair value hierarchy has three levels based on the reliability of the inputs used to determine fair value. Level 1 refers to fair values determined based on quoted prices in active markets for identical assets. Level 2 refers to fair values estimated using significant other observable inputs, and Level 3 includes fair values estimated using significant non-observable inputs. The following tables present the Company’s financial assets and liabilities measured on a recurring basis using the fair value hierarchy as of September 30, 2014 and March 31, 2014 (in thousands).

Fair Value Measurements at
 
September 30, 2014
 
Level 1

Level 2

Level 3

Total
ASSETS:

 

 



Cash and cash equivalents
$
78,986

 
$

 
$

 
$
78,986

U.S. government and municipal obligations
40,887

 
75,393

 


116,280

Commercial paper

 
15,987

 


15,987

Corporate bonds
6,058

 

 


6,058

Derivative financial instruments

 
103

 


103


$
125,931

 
$
91,483

 
$


$
217,414

LIABILITIES:

 

 



Contingent purchase consideration
$

 
$

 
$
(4,407
)

$
(4,407
)
Derivative financial instruments

 
(735
)
 


(735
)

$

 
$
(735
)
 
$
(4,407
)

$
(5,142
)

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Table of Contents


Fair Value Measurements at
 
March 31, 2014
 
Level 1

Level 2

Level 3

Total
ASSETS:

 

 



Cash and cash equivalents
$
82,079

 
$
19,997

 
$


$
102,076

U.S. government and municipal obligations
21,992

 
69,765

 


91,757

Commercial paper

 
14,581

 


14,581

Corporate bonds
10,380

 

 


10,380

Derivative financial instruments

 
368

 


368


$
114,451


$
104,711


$


$
219,162

LIABILITIES:

 

 



Contingent purchase consideration
$

 
$

 
$
(4,291
)

$
(4,291
)
Contingent contractual non-compliance liability

 

 
(49
)

(49
)
Derivative financial instruments

 
(139
)
 


(139
)

$


$
(139
)

$
(4,340
)

$
(4,479
)
This hierarchy requires the Company to use observable market data, when available, and to minimize the use of unobservable inputs when determining fair value. On a recurring basis, the Company measures certain financial assets and liabilities at fair value, including marketable securities and derivative financial instruments.
The Company’s Level 1 investments are classified as such because they are valued using quoted market prices or alternative pricing sources with reasonable levels of price transparency.
The Company’s Level 2 investments are classified as such because fair value is being calculated using data from similar but not identical sources, or a discounted cash flow model using the contractual interest rate as compared to the underlying interest yield curve. The Company's derivative financial instruments consist of forward foreign exchange contracts and are classified as Level 2 because the fair values of these derivatives are determined using models based on market observable inputs, including spot prices for foreign currencies and credit derivatives, as well as an interest rate factor. The Company classifies municipal obligations as level 2 because the fair values are determined using quoted prices from markets the Company considers to be inactive. Commercial paper is classified as Level 2 because the Company uses market information from similar but not identical instruments and discounted cash flow models based on interest rate yield curves to determine fair value. For further information on the Company's derivative instruments refer to Note 8.
The Company’s contingent purchase consideration at September 30, 2014 and March 31, 2014 was classified as Level 3 in the fair value hierarchy. The contingent contractual non-compliance liability was also classified as Level 3 at March 31, 2014. As of September 30, 2014, the balance is $0. The contingent contractual obligation has been reduced to zero as NetScout has either settled those liabilities or believes that because of the passage of time that the probability of a future negative settlement is essentially zero. These liabilities are valued by probability weighting expected payment scenarios and then applying a discount based on the present value of the future cash flow streams. They are classified as Level 3 because the probability weighting of future payment scenarios is based on assumptions developed by management.
The following table sets forth a reconciliation of changes in the fair value of the Company’s Level 3 financial liabilities for the six months ended September 30, 2014 (in thousands):

Contingent
Purchase
Consideration

Contingent
Contractual
Non-compliance
Liability
Balance at beginning of period
$
(4,291
)

$
(49
)
(Increase) / decrease in fair value and accretion expense (included within research and development expense)
(116
)

49

Balance at end of period
$
(4,407
)

$

The Company has updated the probabilities used in the fair value calculation of the contingent liabilities at September 30, 2014 which reduced the liability by $9 thousand and is included as part of earnings for the six months ended September 30, 2014. Key assumptions include a 3.3% discount rate, and a percent weighted-probability of the settlement of the contingent contractual non-compliance liability. Deal related compensation expense, accretion charges and changes related to settlements

8

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of contractual non-compliance liabilities for the six months ended September 30, 2014 was $76 thousand and was included as part of earnings.
NOTE 6 – INVENTORIES
Inventories are stated at the lower of actual cost or net realizable value. Cost is determined by using the first in, first out (FIFO) method. Inventories consist of the following (in thousands):

September 30,
2014
 
March 31,
2014
Raw materials
$
8,312

 
$
6,025

Work in process
125

 
161

Finished goods
6,068

 
6,394


$
14,505

 
$
12,580

NOTE 7 – GOODWILL AND INTANGIBLE ASSETS
Goodwill
The Company has two reporting units: (1) Unified Service Delivery and (2) Test Optimization. As of September 30, 2014 and March 31, 2014, goodwill attributable to the Unified Service Delivery reporting unit was $199.1 million and $201.0 million, respectively. Goodwill attributable to the Test Optimization reporting unit was $2.4 million as of September 30, 2014 and March 31, 2014. Goodwill is tested for impairment at a reporting unit level at least annually, or on an interim basis if an event occurs or circumstances change that would, more likely than not, reduce the fair value of the reporting unit below its carrying value.
The change in the carrying amount of goodwill for the six months ended September 30, 2014 is due to the impact of foreign currency translation adjustments related to asset balances that are recorded in currencies other than the U.S. Dollar.
The changes in the carrying amount of goodwill for the six months ended September 30, 2014 are as follows (in thousands):

Six Months Ended
 
September 30, 2014
Balance at March 31, 2014
$
203,446

Foreign currency translation impact
(1,989
)
Balance as of September 30, 2014
$
201,457

Intangible Assets
The net carrying amounts of intangible assets were $54.5 million and $58.5 million as of September 30, 2014 and March 31, 2014, respectively. Intangible assets acquired in a business combination are recorded under the acquisition method of accounting at their estimated fair values at the date of acquisition. The Company amortizes intangible assets over their estimated useful lives, except for the acquired trade name which resulted from the Network General Central Corporation (Network General) acquisition, which has an indefinite life and thus is not amortized. The carrying value of the indefinite lived trade name is evaluated for potential impairment annually or more frequently if events or changes in circumstances indicate that the asset might be impaired.
During the fiscal year ended March 31, 2014, the Company acquired certain rights to Accanto Systems, S.r.l. (Accanto) software not previously purchased as part of the acquisition transaction in fiscal year 2013 for $500 thousand.  This amount is included within developed technology and is being amortized using the economic benefit method and a useful life of 6.3 years.
During the fiscal year ended March 31, 2014, the Company acquired a certain technology license for $300 thousand. This amount is included within developed technology as of March 31, 2014 and is being amortized using the economic benefit method and a useful life of 3 years.

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Intangible assets include an indefinite lived trade name with a carrying value of $18.6 million and the following amortizable intangible assets as of September 30, 2014 (in thousands):

Cost

Accumulated
Amortization

Net
Developed technology
$
31,588

 
$
(24,670
)

$
6,918

Customer relationships
38,701

 
(15,513
)

23,188

Distributor relationships
1,872

 
(684
)

1,188

Core technology
7,421

 
(3,224
)

4,197

Non-compete agreements
329

 
(329
)


Other
861

 
(487
)

374


$
80,772


$
(44,907
)

$
35,865

Intangible assets include an indefinite lived trade name with a carrying value of $18.6 million and the following amortizable intangible assets as of March 31, 2014 (in thousands):

Cost

Accumulated
Amortization

Net
Developed technology
$
31,946

 
$
(23,524
)

$
8,422

Customer relationships
38,801

 
(14,046
)

24,755

Distributor relationships
2,014

 
(568
)

1,446

Core technology
7,572

 
(2,701
)

4,871

Non-compete agreements
355

 
(295
)

60

Other
769

 
(410
)

359


$
81,457

 
$
(41,544
)

$
39,913

Amortization of software and core technology included as cost of product revenue was $923 thousand and $1.9 million for the three and six months ended September 30, 2014, respectively. Amortization of other intangible assets included as operating expense was $856 thousand and $1.7 million for the three and six months ended September 30, 2014, respectively.
Amortization of software and core technology included as cost of product revenue was $824 thousand and $1.6 million for the three and six months ended September 30, 2013, respectively. Amortization of other intangible assets included as operating expense was $884 thousand and $1.8 million for the three and six months ended September 30, 2013, respectively.
The following is the expected future amortization expense as of September 30, 2014 for the years ended March 31 (in thousands):
2015 (remaining six months)
$
3,522

2016
6,518

2017
5,921

2018
5,053

2019
4,070

Thereafter
10,781


$
35,865

The weighted average amortization period of developed technology and core technology is 6.7 years. The weighted average amortization period for customer and distributor relationships is 13.3 years. The weighted average amortization period for amortizing all intangible assets is 10.1 years.

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NOTE 8 – DERIVATIVE INSTRUMENTS AND HEDGING ACTIVITIES
NetScout operates internationally and, in the normal course of business, is exposed to fluctuations in foreign currency exchange rates. The exposures result from costs that are denominated in currencies other than the U.S. Dollar, primarily the Euro, British Pound, Canadian Dollar, and Indian Rupee. The Company manages its foreign cash flow risk by hedging forecasted cash flows for operating expenses denominated in foreign currencies for up to twelve months, within specified guidelines through the use of forward contracts. The Company enters into foreign currency exchange contracts to hedge cash flow exposures from costs that are denominated in currencies other than the U.S. Dollar. These hedges are designated as cash flow hedges at inception.
All of the Company’s derivative instruments are utilized for risk management purposes, and the Company does not use derivatives for speculative trading purposes. These contracts will mature over the next twelve months and are expected to impact earnings on or before maturity.
The notional amounts and fair values of derivative instruments in the consolidated balance sheets as of September 30, 2014 and March 31, 2014 were as follows (in thousands):
 
Notional Amounts (a)

Other Current Assets

Accrued Other Liabilities
 
September 30,
2014

March 31,
2014
 
September 30,
2014
 
March 31,
2014
 
September 30,
2014
 
March 31,
2014
Derivatives Designated as Hedging Instruments:











Forward contracts
$
18,211

 
$
17,483

 
$
103

 
$
368

 
$
735

 
$
139

 
(a)
Notional amounts represent the gross contract/notional amount of the derivatives outstanding.
The following table provides the effect foreign exchange forward contracts had on other comprehensive income (loss) (OCI) and results of operations for the three months ended September 30, 2014 and 2013 (in thousands):
Derivatives in Cash
Flow Hedging
Relationships
Effective Portion

   Ineffective Portion                    
Gain (Loss) Recognized in
OCI on Derivative
(a)

Gain (Loss) Reclassified from
Accumulated OCI into Income
(b)

Gain (Loss) Recognized in Income (Amount
Excluded from Effectiveness Testing)
(c)
September 30, 2014
 
September 30, 2013

Location

September 30, 2014

September 30, 2013

Location

September 30, 2014
 
September 30, 2013
Forward contracts
$
(963
)
 
$
200


Research and
development

$
11

 
$
(169
)

Research and
development

$
38

 
$
(7
)





Sales and
marketing

(143
)
 
(15
)

Sales and
marketing

12

 
28


$
(963
)

$
200




$
(132
)

$
(184
)



$
50


$
21

(a)
The amount represents the change in fair value of derivative contracts due to changes in spot rates.
(b)
The amount represents reclassification from other comprehensive income to earnings that occurs when the hedged item affects earnings.
(c)
The amount represents the change in fair value of derivative contracts due to changes in the difference between the spot price and forward price that is excluded from the assessment of hedge effectiveness and therefore recognized in earnings. No gains or losses were reclassified as a result of discontinuance of cash flow hedges.

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Table of Contents

The following table provides the effect foreign exchange forward contracts had on OCI and results of operations for the six months ended September 30, 2014 and 2013 (in thousands):
Derivatives in Cash
Flow Hedging
Relationships
Effective Portion
 
   Ineffective Portion                    
Gain (Loss) Recognized in
OCI on Derivative
(a)
 
Gain (Loss) Reclassified from
Accumulated OCI into Income
(b)
 
Gain (Loss) Recognized in Income (Amount
Excluded from Effectiveness Testing)
(c)
September 30, 2014
 
September 30, 2013
 
Location
 
September 30, 2014
 
September 30, 2013
 
Location
 
September 30, 2014
 
September 30, 2013
Forward contracts
$
(739
)
 
$
3

 
Research and
development
 
$
22

 
$
(184
)
 
Research and
development
 
$
101

 
$
97

 
 
 
 
 
Sales and
marketing
 
15

 
(105
)
 
Sales and
marketing
 
16

 
(6
)
 
$
(739
)
 
$
3

 
 
 
$
37

 
$
(289
)
 
 
 
$
117

 
$
91

(a)
The amount represents the change in fair value of derivative contracts due to changes in spot rates.
(b)
The amount represents reclassification from other comprehensive income to earnings that occurs when the hedged item affects earnings.
(c)
The amount represents the change in fair value of derivative contracts due to changes in the difference between the spot price and forward price that is excluded from the assessment of hedge effectiveness and therefore recognized in earnings. No gains or losses were reclassified as a result of discontinuance of cash flow hedges.
NOTE 9 – LONG-TERM DEBT
On November 22, 2011, the Company entered into a credit facility (the Credit Agreement) with a syndicate of lenders led by KeyBank National Association (KeyBank) providing the Company with a $250 million revolving credit facility, which may be increased to $300 million at any time up to 90 days before maturity. The revolving credit facility includes a swing line loan sub-facility of up to $10 million and a letter of credit sub-facility of up to $10 million. The credit facility under the Credit Agreement matures on November 21, 2016. As of September 30, 2014, there were no amounts outstanding under this credit facility.
At the Company’s election, revolving loans under the Credit Agreement bear interest at either (a) a rate per annum equal to the highest of (1) KeyBank’s prime rate, (2) 0.50% in excess of the federal funds effective rate, or (3) one hundred (100.00) basis points in excess of the London Interbank Offered Rate (LIBOR) for one-month interest periods, or the Base Rate; or (b) the one-, two-, three-, or six-month per annum LIBOR, as selected by the Company, multiplied by the statutory reserve adjustment, or collectively, the Eurodollar Rate, in each case plus an applicable margin. Swing line loans will bear interest at the Base Rate plus the applicable Base Rate margin. The applicable margin depends on the Company’s leverage ratio, ranging from 100 basis points for Base Rate loans and 200 basis points for Eurodollar Rate loans if the Company’s consolidated leverage ratio is 2.50 to 1.00 or higher, down to 25 basis points for Base Rate loans and 125 basis points for Eurodollar Rate loans if the Company’s consolidated leverage ratio is 1.00 to 1.00 or less.
The Company may prepay loans under the Credit Agreement at any time, without penalty, subject to certain notice requirements. Debt is recorded at the amount drawn on the revolving credit facility plus interest based on floating rates reflective of changes in the market which approximates fair value.
The loans are guaranteed by each of the Company’s domestic subsidiaries and are collateralized by all of the assets of the Company and its domestic subsidiaries, as well as 65% of the capital stock of the Company’s foreign subsidiaries directly owned by the Company and its domestic subsidiaries. The Credit Agreement generally prohibits any other liens on the assets of the Company and its subsidiaries, subject to certain exceptions as described in the Credit Agreement. The Credit Agreement contains certain covenants applicable to the Company and its subsidiaries, including, without limitation, limitations on additional indebtedness, liens, various fundamental changes (including material mergers and dispositions of assets), dividends and distributions, capital expenditures, investments (including material acquisitions and investments in foreign subsidiaries), transactions with affiliates, sale-leaseback transactions, hedge agreements, payment of junior financing, material changes in business, and other limitations customary in senior secured credit facilities. In addition, the Company is required to maintain certain consolidated leverage and interest coverage ratios as well as a minimum liquidity amount. As of September 30, 2014, the Company was in compliance with all of these covenants.

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Table of Contents

NOTE 10 – RESTRUCTURING CHARGES
During the fiscal year ended March 31, 2013, the Company restructured part of its international sales organization related to an overlap of personnel acquired as part of the Accanto acquisition. The Company recorded $1.2 million of restructuring charges related to severance costs.
The following table provides a summary of the activity related to these restructuring plans and the related liability included as accrued compensation on the Company's consolidated balance sheet (in thousands):

Three months ended

Six Months Ended
Employee Severance:
September 30, 2014

September 30, 2014
Balance at beginning of period
$
71


$
71

Other adjustments



Cash payments
(71
)

(71
)
Balance as of September 30, 2014
$


$

NOTE 11 – COMMITMENTS AND CONTINGENCIES
Acquisition related The Company recorded two contingent liabilities related to the acquisition of Simena, LLC (Simena), one relates to future consideration to be paid to the former owner which had an initial fair value of $8.0 million at the time of acquisition and another relates to contractual non-compliance liabilities incurred by Simena with an initial fair value of $1.6 million at the time of acquisition. At September 30, 2014, the present value of the future consideration was $4.4 million and the contractual non-compliance liability was $0. The contingent contractual obligation has been reduced to zero as NetScout has either settled those liabilities or believes that because of the passage of time that the probability of a future negative settlement is essentially zero.
Legal – From time to time, NetScout is subject to legal proceedings and claims in the ordinary course of business. In the opinion of management, the amount of ultimate expense with respect to any current legal proceedings and claims, if determined adversely, will not have a significant adverse effect on the Company’s financial condition, results of operations or cash flows.
NOTE 12 – TREASURY STOCK
On September 17, 2001, the Company announced an open market stock repurchase program to purchase up to one million shares of outstanding Company common stock, subject to market conditions and other factors. Any purchases under the Company’s stock repurchase program may be made from time to time without prior notice. On July 26, 2006, the Company announced that it had expanded the existing open market stock repurchase program to enable the Company to purchase up to an additional three million shares of the Company’s outstanding common stock, bringing the total number of shares authorized for repurchase to four million shares. Through June 30, 2014, the Company had repurchased a total of 4,000,000 shares of common stock through the open market stock repurchase program. The Company repurchased 243,300 shares for $9.4 million under this program during the six months ended September 30, 2014. As of June 30, 2014, all authorized shares under this stock repurchase program have been repurchased.
On April 22, 2014, the Company's board of directors approved an additional stock repurchase program. This program authorizes management to make additional repurchases of NetScout outstanding common stock of up to $100 million. The share repurchase authorization does not have an expiration date and the pace and timing of repurchases will depend on factors such as cash generation from operations, cash requirements for acquisitions, economic and market conditions, stock price and legal and regulatory requirements. Through September 30, 2014, the Company has repurchased 256,700 shares totaling $11.5 million in the open market under this stock repurchase plan. At September 30, 2014, $88.5 million of common stock remained available to be purchased under the plan.
In connection with the vesting and release of the restriction on previously vested shares of restricted stock units, the Company repurchased 226,526 shares for $10.0 million related to minimum statutory tax withholding requirements on these restricted stock units during the six months ended September 30, 2014. These repurchase transactions do not fall under the repurchase program described above, and therefore do not reduce the amount that is available for repurchase under that program.

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Table of Contents

NOTE 13 – NET INCOME PER SHARE
Calculations of the basic and diluted net income per share and potential common shares are as follows (in thousands, except for per share data):

Three Months Ended

Six Months Ended
 
September 30,

September 30,
 
2014

2013

2014

2013
Numerator:







Net income
$
11,233

 
$
9,883

 
$
22,709

 
$
15,136

Denominator:
 
 
 
 
 
 
 
Denominator for basic net income per share - weighted average common shares outstanding
41,060

 
41,392

 
41,071

 
41,398

Dilutive common equivalent shares:
 
 
 
 
 
 
 
      Weighted average stock options
11

 
76

 
14

 
81

      Weighted average restricted stock units
581

 
482

 
647

 
525

Denominator for diluted net income per share - weighted average shares outstanding
41,652

 
41,950

 
41,732

 
42,004

Net income per share:
 
 
 
 
 
 
 
Basic net income per share
$
0.27

 
$
0.24

 
$
0.55

 
$
0.37

Diluted net income per share
$
0.27

 
$
0.24

 
$
0.54

 
$
0.36

The following table sets forth restricted stock units excluded from the calculation of diluted net income per share, since their inclusion would be antidilutive (in thousands):

Three Months Ended

Six Months Ended
 
September 30,

September 30,
 
2014

2013

2014

2013
Restricted stock units

 
123

 

 
201

Basic EPS is calculated by dividing net income by the weighted average number of shares outstanding during the period. Unvested restricted shares, although legally issued and outstanding, are not considered outstanding for purposes of calculating basic earnings per share. Diluted EPS is calculated by dividing net income by the weighted average number of shares outstanding plus the dilutive effect, if any, of outstanding stock options, restricted shares and restricted stock units using the treasury stock method. The calculation of the dilutive effect of outstanding equity awards under the treasury stock method includes consideration of proceeds from the assumed exercise of stock options, unrecognized compensation expense and any tax benefits as additional proceeds.
NOTE 14 – INCOME TAXES
Our effective income tax rates were 37.9% and 37.5% for the three months ended September 30, 2014 and 2013, respectively.  Generally, the effective tax rates differ from statutory rates due to the impact of the domestic production activities deduction, research and development credits if enacted, the impact of state taxes, income generated in jurisdictions that have a different tax rate than the U.S. statutory rate, and losses not benefited in certain foreign jurisdictions. The effective tax rate for the three months ended September 30, 2014 is higher than the effective rate for the three months ended September 30, 2013 primarily due to an increase in certain foreign losses for which a benefit cannot be realized, offset by decreases to the state tax rate.

Our effective tax rates were 39.6% and 38.6% for the six months ended September 30, 2014 and 2013, respectively. At this time, the effective tax rate is higher than the comparable year primarily due to an increase in certain foreign losses for which a benefit cannot be realized.
NOTE 15 – SEGMENT AND GEOGRAPHIC INFORMATION
The Company reports revenues and income under one reportable segment. The consolidated financial information is used by the chief operating decision maker in deciding how to allocate resources and in assessing performance.

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Table of Contents

The Company manages its business in the following geographic areas: United States, Europe, Asia and the rest of the world. In accordance with United States export control regulations, the Company does not sell or do business with countries subject to economic sanctions and export controls.
Total revenue by geography is as follows (in thousands):

Three Months Ended

Six Months Ended
 
September 30,

September 30,
 
2014

2013

2014

2013
United States
$
79,337

 
$
66,853

 
$
165,355

 
$
129,625

Europe
11,005

 
12,654

 
20,051

 
21,593

Asia
4,672

 
6,850

 
11,389

 
10,753

Rest of the world
8,585

 
5,740

 
14,656

 
11,931


$
103,599


$
92,097


$
211,451


$
173,902

The United States revenue includes sales to resellers in the United States. These resellers fulfill customer orders and may subsequently ship the Company’s products to international locations. The Company reports these shipments as United States revenue since the Company ships the products to a United States location. A majority of revenue attributable to locations outside of the United States is a result of export sales. Substantially all of the Company’s identifiable assets are located in the United States.
NOTE 16 – SUBSEQUENT EVENTS
On October 13, 2014, NetScout announced that it has entered into a definitive agreement to acquire the Communications business of Danaher Corporation (Danaher), comprising Tektronix Communications, Arbor Networks, and certain parts of Fluke Networks. Under the terms of the transaction, Danaher shareholders will receive approximately 62.5 million shares of NetScout common stock, which values the transaction at $2.1 billion based on NetScout’s closing price of $34.12 on October 22, 2014. The transaction is expected to increase NetScout’s scale and broaden its customer base in both the service provider and enterprise markets, while accelerating NetScout’s entry into the Cyber Intelligence market.  The transaction is subject to shareholder and regulatory approval; it is expected to close in the first half of NetScout’s fiscal year 2016.

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Table of Contents


Item 2.  Management’s Discussion and Analysis of Financial Condition and Results of Operations

In addition to historical information, the following discussion and other parts of this Quarterly Report contain forward-looking statements under Section 21E of the Exchange Act and other federal securities laws. These forward looking statements involve risks and uncertainties. These statements relate to future events or our future financial performance and are identified by terminology such as “may,” “will,” “could,” “should,” “expects,” “plans,” “intends,” “seeks,” “anticipates,” “believes,” “estimates,” “potential” or “continue,” or the negative of such terms or other comparable terminology. These statements are only predictions. You should not place undue reliance on these forward-looking statements. Actual events or results may differ materially due to competitive factors and other factors referred to in Part I, Item 1A. Risk Factors in our Annual Report on Form 10-K for our fiscal year ended March 31, 2014 and elsewhere in this Quarterly Report. These factors may cause our actual results to differ materially from any forward-looking statement.
Overview
NetScout was founded in 1984 and is headquartered in Westford, Massachusetts. We are an industry leader for advanced network, application and service assurance solutions, providing high-quality performance analytics and operational intelligence solutions that facilitate the evolution toward new computing paradigms, such as virtualization, mobility and cloud. We design, develop, manufacture, market, license, sell and support these products focused on assuring service delivery quality, performance and availability for some of the world’s largest, most demanding and complex internet protocol (IP) based service delivery environments. We manufacture and market these products in integrated hardware and software solutions that are used by commercial enterprises, large governmental agencies and telecommunication service providers worldwide. We have a single operating segment and substantially all of our identifiable assets are located in the United States.
Our operating results are influenced by a number of factors, including, but not limited to, the mix and quantity of products and services sold, pricing, costs of materials used in our products, growth in employee related costs, including commissions, and the expansion of our operations. Factors that affect our ability to maximize our operating results include, but are not limited to, our ability to introduce and enhance existing products, the marketplace acceptance of those new or enhanced products, continued expansion into international markets, development of strategic partnerships, competition, successful acquisition integration efforts, our ability to achieve expense reductions and make structural improvements and current economic conditions.
Our key objectives have been to continue to gain market share in the wireless service provider market and to accelerate our enterprise growth by extending into the application performance management segment. A common component of both initiatives has been the acceptance of our unified services delivery management strategy. This strategy has been bolstered by our acquisitions and integration of both voice/video and packet flow or monitoring switch technology.
On October 13, 2014, we announced that we had entered into a definitive agreement to acquire the Communications business of Danaher Corporation (Danaher), comprising Tektronix Communications, Arbor Networks, and certain parts of Fluke Networks. Under the terms of the transaction, Danaher shareholders will receive approximately 62.5 million shares of NetScout common stock, which values the transaction at $2.1 billion based on NetScout’s closing price of $34.12 on October 22, 2014. The transaction is expected to increase our scale and broaden our customer base in both the service provider and enterprise markets, while accelerating our entry into the Cyber Intelligence market.  The transaction is subject to shareholder and regulatory approval; it is expected to close in the first half of our fiscal year 2016.
Results Overview

We saw continued growth during the quarter ended September 30, 2014, with product revenue growth of 11% and overall revenue growth of 12% compared to the same period in the prior year.

Our business maintained strong gross profit margins. Our gross profit for the quarter ended September 30, 2014 increased by $9.6 million, or 13%, when compared to the quarter ended September 30, 2013. The gross profit percentage remained flat at 79% during the quarters ended September 30, 2014 and 2013.

We continue to maintain strong liquidity. At September 30, 2014, we had cash, cash equivalents and marketable securities of $217.3 million. This represents a decrease of $1.5 million from March 31, 2014.

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Table of Contents

Use of Non-GAAP Financial Measures
We supplement the generally accepted accounting principles (GAAP) financial measures we report in quarterly and annual earnings announcements, investor presentations and other investor communications by reporting the following non-GAAP measures: non-GAAP revenue, non-GAAP net income and non-GAAP net income per diluted share. Non-GAAP revenue eliminates the GAAP effects of acquisitions by adding back revenue related to deferred revenue revaluation. Non-GAAP net income includes the foregoing adjustment and also removes expenses related to the amortization of acquired intangible assets, share-based compensation, restructuring, certain expenses relating to acquisitions including compensation for post-combination services and business development charges, net of related income tax effects. Non-GAAP diluted net income per share also excludes these expenses as well as the related impact of all these adjustments on the provision for income taxes.
These non-GAAP measures are not in accordance with GAAP, should not be considered an alternative for measures prepared in accordance with GAAP (revenue, net income and diluted net income per share), and may have limitations in that they do not reflect all our results of operations as determined in accordance with GAAP. These non-GAAP measures should only be used to evaluate our results of operations in conjunction with the corresponding GAAP measures. The presentation of non-GAAP information is not meant to be considered superior to, in isolation from, or as a substitute for results prepared in accordance with GAAP.
Management believes these non-GAAP financial measures enhance the reader's overall understanding of our current financial performance and its prospects for the future by providing a higher degree of transparency for certain financial measures and providing a level of disclosure that helps investors understand how we plan and measure our business. We believe that providing these non-GAAP measures affords investors a view of our operating results that may be more easily compared to our peer companies and also enables investors to consider our operating results on both a GAAP and non-GAAP basis during and following the integration period of our acquisitions. Presenting the GAAP measures on their own may not be indicative of our core operating results. Furthermore, management believes that the presentation of non-GAAP measures when shown in conjunction with the corresponding GAAP measures provide useful information to management and investors regarding present and future business trends relating to our financial condition and results of operations.

The following table reconciles revenue, net income and net income per share on a GAAP and non-GAAP basis for the three and six months ended September 30, 2014 and 2013 (in thousands, except for per share amounts):
 
Three Months Ended
 
Six Months Ended
 
September 30,
 
September 30,
 
2014
 
2013
 
2014
 
2013
GAAP revenue
$
103,599

 
$
92,097

 
$
211,451

 
$
173,902

Deferred revenue fair value adjustment

 
139

 
18

 
279

Non-GAAP revenue
$
103,599

 
$
92,236

 
$
211,469

 
$
174,181

GAAP net income
$
11,233

 
$
9,883

 
$
22,709

 
$
15,136

Deferred revenue fair value adjustment

 
139

 
18

 
279

Share based compensation expense
4,495

 
3,930

 
7,797

 
6,742

Amortization of acquired intangible assets
1,779

 
1,681

 
3,575

 
3,354

Business development and integration expense
1,477

 
234

 
1,477

 
404

Compensation for post combination services
545

 
711

 
1,081

 
1,155

Income tax adjustments
(2,908
)
 
(2,308
)
 
(4,818
)
 
(4,093
)
Non-GAAP net income
$
16,621

 
$
14,270

 
$
31,839

 
$
22,977

GAAP diluted net income per share
$
0.27

 
$
0.24

 
$
0.54

 
$
0.36

Per share impact of non-GAAP adjustments identified above
0.13

 
0.10

 
0.22

 
0.19

Non-GAAP diluted net income per share
$
0.40

 
$
0.34

 
$
0.76

 
$
0.55

Critical Accounting Policies

 Our discussion and analysis of our financial condition and results of operations are based upon our consolidated financial statements, which have been prepared in accordance with accounting principles generally accepted in the United States of America consistently applied. The preparation of these consolidated financial statements requires us to make significant estimates and judgments that affect the amounts reported in our consolidated financial statements and the accompanying notes.

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Table of Contents

These items are regularly monitored and analyzed by management for changes in facts and circumstances, and material changes in these estimates could occur in the future. Changes in estimates are recorded in the period in which they become known. We base our estimates on historical experience and various other assumptions that we believe to be reasonable under the circumstances. Actual results may differ from our estimates.

While all of our accounting policies impact the consolidated financial statements, certain policies are viewed to be critical. Critical accounting policies are those that are both most important to the portrayal of our financial condition and results of operations and that require management's most subjective or complex judgments and estimates. We consider the following accounting policies to be critical in fully understanding and evaluating our financial results:
marketable securities;
revenue recognition;
valuation of goodwill, intangible assets and other acquisition accounting items; and
share-based compensation.
Please refer to the critical accounting policies set forth in our Annual Report on Form 10-K for the fiscal year ended March 31, 2014, filed with the Securities and Exchange Commission (SEC) on May 20, 2014, for a description of all of our critical accounting policies.
Three Months Ended September 30, 2014 and 2013
Revenue
Product revenue consists of sales of our hardware products and licensing of our software products. Service revenue consists of customer support agreements, consulting and training. During the three months ended September 30, 2014, no direct customer or indirect channel partner accounted for more than 10% of our total revenue. During the three months ended September 30, 2013, no direct customer or indirect channel partner accounted for more than 10% of our total revenue.

Three Months Ended

Change
 
September 30,


(Dollars in Thousands)

 
2014

2013

 
 

% of
Revenue

 

% of
Revenue

$

%
Revenue:
 
 
 
 
 
 
 
 
 
 
 
Product
$
57,953

 
56
%
 
$
52,357

 
57
%
 
$
5,596

 
11
%
Service
45,646

 
44

 
39,740

 
43

 
5,906

 
15
%
Total revenue
$
103,599

 
100
%
 
$
92,097

 
100
%
 
$
11,502

 
12
%
Product. The 11%, or $5.6 million, increase in product revenue was due to a $5.2 million increase in revenue from our government enterprise sector, and a $3.2 million increase in our general enterprise sector. These increases were partially offset by a $2.8 million decrease from our service provider sector. Compared to the same period in the prior year, we realized a 5% increase in units shipped and a 4% increase in the average selling price per unit of our products.

We expect continued growth in our service provider sector through the year ended March 31, 2015.
Service. The 15%, or $5.9 million, increase in service revenue was due to a $4.6 million increase in revenue from new maintenance contracts and renewals from a growing support base and a $1.3 million increase in premium support contracts. We expect continued service revenue growth to be generated by product revenue growth which increases our installed base and therefore our related maintenance contracts.

18

Table of Contents

Total product and service revenue from direct and indirect channels are as follows:
 
Three Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
Indirect
$
58,041

 
56
%
 
$
48,959

 
53
%
 
$
9,082

 
19
%
Direct
45,558

 
44

 
43,138

 
47

 
2,420

 
6
%
Total revenue
$
103,599

 
100
%
 
$
92,097

 
100
%
 
$
11,502

 
12
%
The 19%, or $9.1 million, increase in indirect channel revenue is the result of the increase in sales to our government enterprise sector in the United States as well as in our general enterprise sector. Sales to customers outside the United States are export sales typically through channel partners, who are generally responsible for distributing our products and providing technical support and service to customers within their territories. Our sales to the U.S. government are typically sold through channel partners as well. Our reported international revenue does not include any revenue from sales to customers outside the United States that are shipped to our United States-based indirect channel partners. These domestic resellers fulfill customer orders based upon joint selling efforts in conjunction with our direct sales force and may subsequently ship our products to international locations; however, we report these shipments as United States revenue since we ship the products to a domestic location. The 6%, or $2.4 million, increase in direct revenue is primarily the result of increased domestic revenue from our general enterprise sector.
Total revenue by geography is as follows:
 
Three Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
United States
$
79,337

 
77
%
 
$
66,853

 
73
%
 
$
12,484

 
19
 %
International:
 
 
 
 
 
 
 
 

 

Europe
11,005

 
11

 
12,654

 
14

 
(1,649
)
 
(13
)%
Asia
4,672

 
4

 
6,850

 
7

 
(2,178
)
 
(32
)%
Rest of the world
8,585

 
8

 
5,740

 
6

 
2,845

 
50
 %
Subtotal international
24,262

 
23

 
25,244

 
27

 
(982
)
 
(4
)%
Total revenue
$
103,599

 
100
%
 
$
92,097

 
100
%
 
$
11,502

 
12
 %
United States revenues increased 19%, or $12.5 million, primarily due to gains within the general enterprise and government sectors, offset by a decrease in the service provider sector. The 4%, or $1.0 million, decrease in international revenue is due to decreases across all sectors. We expect revenue from sales to customers outside the United States to continue to account for a significant portion of our total revenue in the future. In accordance with United States export control regulations we do not sell to, or do business with, countries subject to economic sanctions and export controls.
Cost of Revenue and Gross Profit
Cost of product revenue consists primarily of material components, manufacturing personnel expenses, manuals, packaging materials, overhead and amortization of capitalized software, acquired software and core technology. Cost of service revenue consists primarily of personnel, material, overhead and support costs.

19

Table of Contents

 
Three Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
Cost of revenue
 
 
 
 
 
 
 
 
 
 
 
Product
$
12,939

 
13
%
 
$
11,810

 
13
%
 
$
1,129

 
10
%
Service
8,656

 
8

 
7,894

 
8

 
762

 
10
%
Total cost of revenue
$
21,595

 
21
%
 
$
19,704

 
21
%
 
$
1,891

 
10
%
Gross profit:
 
 
 
 
 
 
 
 
 
 
 
Product $
$
45,014

 
43
%
 
$
40,547

 
44
%
 
$
4,467

 
11
%
Product gross profit %
78
%
 
 
 
77
%
 
 
 
 
 
 
Service $
$
36,990

 
36
%
 
$
31,846

 
35
%
 
$
5,144

 
16
%
Service gross profit %
81
%
 
 
 
80
%
 
 
 
 
 
 
Total gross profit $
$
82,004

 
 
 
$
72,393

 
 
 
$
9,611

 
13
%
Total gross profit %
79
%
 
 
 
79
%
 
 
 
 
 
 
Product. The 10%, or $1.1 million, increase in cost of product revenue was primarily due to the 11%, or $5.6 million, increase in product revenue during the three months ended September 30, 2014. In addition, there was a $178 thousand increase in obsolescence charges, and a $100 thousand increase in amortization of software and core technology included as cost of product revenue for the three months ended September 30, 2014. The product gross profit percentage increased by one percentage point to 78% during the three months ended September 30, 2014 as compared to the three months ended September 30, 2013. The 11%, or $4.5 million, increase in product gross profit corresponds with the 11%, or $5.6 million, increase in product revenue, offset by the 10%, or $1.1 million, increase in cost of product revenue. Average headcount in manufacturing was 31 and 32 for the three months ended September 30, 2014 and 2013, respectively.
Service. The 10%, or $762 thousand, increase in cost of service revenue was primarily due to a $1.3 million increase in employee related expenses resulting in part from headcount to support our growing installed base as well as increased compensation related items. These increases were partially offset by a $270 thousand decrease in allocated overhead, and a $240 thousand decrease in the cost of materials used to support customers under service contracts. The service gross profit percentage increased by one percentage point to 81% for the three months ended September 30, 2014 as compared to the three months ended September 30, 2013. The 16%, or $5.1 million, increase in service gross profit corresponds with the 15%, or $5.9 million, increase in service revenue, offset by the 10%, or $762 thousand, increase in cost of services. Average service headcount was 165 and 144 for the three months ended September 30, 2014 and 2013, respectively.
Gross profit. Our gross profit increased 13%, or $9.6 million. This increase is attributable to our increase in revenue of 12%, or $11.5 million, partially offset by a 10%, or $1.9 million, increase in cost of revenue. The gross profit percentage remained flat at 79% for the three months ended September 30, 2014 as compared to the three months ended September 30, 2013. Overall, we expect our gross profit percentage to remain relatively flat in future periods with increased sales volumes offset by corresponding increases in product and service costs.
Operating Expenses
 
Three Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
Research and development
$
19,241

 
18
%
 
$
16,638

 
18
%
 
$
2,603

 
16
 %
Sales and marketing
32,196

 
31

 
31,559

 
34

 
637

 
2
 %
General and administrative
11,067

 
11

 
7,457

 
8

 
3,610

 
48
 %
Amortization of acquired intangible assets
856

 
1

 
857

 
1

 
(1
)
 
 %
Total operating expenses
$
63,360

 
61
%
 
$
56,511

 
61
%
 
$
6,849

 
12
 %

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Table of Contents

Research and development. Research and development expenses consist primarily of personnel expenses, fees for outside consultants, overhead and related expenses associated with the development of new products and the enhancement of existing products.
The 16%, or $2.6 million, increase in research and development expenses is due to a $2.4 million increase in employee related expenses due to compensation related items and other employee related costs, a $325 thousand increase in depreciation expense, a $291 thousand increase in consulting expenses, and a $252 thousand increase in allocated overhead. These increases were partially offset by a $167 thousand decrease in non-recurring engineering expenses, a $166 thousand decrease in deal related compensation expenses, and an $82 thousand decrease in travel expenses. Average headcount in research and development was 358 and 354 for the three months ended September 30, 2014 and 2013, respectively.
Sales and marketing. Sales and marketing expenses consist primarily of personnel expenses and commissions, overhead and other expenses associated with selling activities and marketing programs such as trade shows, seminars, advertising, and new product launch activities.
The 2%, or $637 thousand, increase in total sales and marketing expenses was due a $1.8 million increase in employee related expenses due to increased headcount and other employee related costs. In addition, there was a $401 thousand increase in allocated overhead, a $389 thousand increase related to the NetScout user conference, and a $225 thousand increase in recruiting costs. These increases were partially offset by a $1.3 million decrease in commissions, a $660 thousand decrease in advertising expenses, and a $224 thousand decrease in depreciation expenses. Average headcount in sales and marketing was 373 and 358 for the three months ended September 30, 2014 and 2013, respectively.
General and administrative. General and administrative expenses consist primarily of personnel expenses for executive, financial, legal and human resource employees, overhead and other corporate expenditures.
The 48%, or $3.6 million, increase in general and administrative expenses was due to a $1.6 million increase in employee related expenses due to compensation related items and other employee related costs, a $1.2 million increase in business development expenses, a $532 thousand increase in legal expenses, and a $283 thousand increase in consulting expenses. Average headcount in general and administrative was 122 and 119 for the three months ended September 30, 2014 and 2013, respectively.
Amortization of acquired intangible assets. Amortization of acquired intangible assets consists primarily of amortization of customer relationships related to the acquisitions of ONPATH Technologies, Inc. (ONPATH), Accanto, Simena, LLC (Simena), Fox Replay BV (Replay), Psytechnics, Ltd (Psytechnics) and Network General.

Interest and Other Income (Expense), Net. Interest and other income (expense), net includes interest earned on our cash, cash equivalents and marketable securities, interest expense and other non-operating gains or losses.
 
Three Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
Interest and other expense, net
$
(543
)
 
(1
)%
 
$
(59
)
 
 %
 
$
(484
)
 
(820
)%
The 820%, or $484 thousand, increase in interest and other expense was due to a $528 thousand increase in foreign currency exchange expense and a $9 thousand increase in interest expense. This increase to interest and other expense, net was partially offset by a $41 thousand increase in interest income received on investments and a $14 thousand decrease in loss on sale of equipment.

21

Table of Contents

Income Tax Expense. Our effective income tax rates were 37.9% and 37.5% for the three months ended September 30, 2014 and 2013, respectively.  Generally, the effective tax rates differ from statutory rates due to the impact of the domestic production activities deduction, research and development credits if enacted, the impact of state taxes, income generated in jurisdictions that have a different tax rate than the U.S. statutory rate, and losses not benefited in certain foreign jurisdictions. The effective tax rate for the three months ended September 30, 2014 is higher than the comparable prior year period primarily due to the exclusion of larger losses of foreign entities for which a benefit cannot be realized, offset by decreases to the state tax rate.
 
Three Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
Income tax expense
$
6,868

 
7
%
 
$
5,940

 
6
%
 
$
928

 
16
%
Six months ended September 30, 2014 and 2013
Revenue
During the six months ended September 30, 2014, two direct customers each accounted for more than 10% of our total revenue, while no indirect channel partner accounted for more than 10% of our total revenue. During the six months ended September 30, 2013, one direct customer accounted for more than 10% of our total revenue, while no indirect channel partner accounted for more than 10% of our total revenue.
 
Six Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
Revenue:
 
 
 
 
 
 
 
 
 
 
 
Product
$
122,319

 
58
%
 
$
95,334

 
55
%
 
$
26,985

 
28
%
Service
89,132

 
42
%
 
78,568

 
45
%
 
10,564

 
13
%
Total revenue
$
211,451

 
100
%
 
$
173,902

 
100
%
 
$
37,549

 
22
%
Product. The 28%, or $27.0 million, increase in product revenue was due to an $18.2 million increase in revenue from our service provider sector, a $5.6 million increase in revenue from our government enterprise sector, and a $3.2 million increase in revenue from our general enterprise sector. Compared to the same period in the prior year, we realized a 25% increase in units shipped and a 3% increase in the average selling price per unit of our products.
Service. The 13%, or $10.6 million, increase in service revenue was due to an $8.2 million increase in revenue from maintenance contracts due to increased new maintenance contracts and renewals from a growing support base and a $2.4 million increase in premium support contracts. These were partially offset by a $161 thousand decrease in consulting revenue.
Total product and service revenue from direct and indirect channels are as follows:
 
Six Months Ended
 
Change
 
September 30,
 
 
(Dollars in Thousands)
 
 
2014
 
2013
 
 
 
 
% of
Revenue
 
 
 
% of
Revenue
 
$
 
%
Indirect
$
100,144

 
47
%
 
$
88,489

 
51
%
 
$
11,655

 
13
%
Direct
111,307

 
53

 
85,413