Fortinet, Inc.
FORTINET INC (Form: 10-Q, Received: 05/05/2011 14:46:47)
Table of Contents

 
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 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 March 31, 2011
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: 001-34511
 
 
 
 
FORTINET, INC.
(Exact name of registrant as specified in its charter)
 
 
 
 
 
Delaware
 
77-0560389
 
 
(State or other jurisdiction of
incorporation or organization)
 
(I.R.S. Employer
Identification No.)
 
 
1090 Kifer Road
 
 
 
 
Sunnyvale, California
 
94086
 
 
(Address principal executive offices)
 
(Zip Code)
 
 
(408) 235-7700
(Registrant's telephone number, including area code)
 
 
 
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 (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit and post such files).    Yes  [ ]    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.
Large accelerated filer
[ ]
 
Accelerated filer
[x]
 
 
 
 
 
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]
 
As of April 28, 2011 , there were 75,982,233 shares of the registrant's common stock outstanding.
 

Table of Contents

FORTINET, INC.
QUARTERLY REPORT ON FORM 10-Q
For the Quarter Ended March 31, 2011
Table of Contents
 
 
 
Page
 
Item 1.
Item 2.
Item 3.
Item 4.
 
Item 1.
Item 1A.
Item 2.
Item 6.
 
 

Table of Contents

Part I
 
ITEM 1. Financial Statements
 
FORTINET, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED BALANCE SHEETS
(Unaudited, in thousands, except per share amounts)
 
 
March 31,
2011
 
December 31,
2010
ASSETS
 
 
 
CURRENT ASSETS:
 
 
 
Cash and cash equivalents
$
68,981
 
 
$
66,859
 
Short-term investments
232,617
 
 
246,651
 
Accounts receivable, net of allowance for doubtful accounts of $232 and $303 at March 31, 2011 and December 31, 2010, respectively
71,326
 
 
72,336
 
Inventory—Net
12,125
 
 
13,517
 
Deferred tax asset
8,175
 
 
8,158
 
Prepaid expenses and other current assets
7,749
 
 
8,849
 
Deferred cost of revenues
3,168
 
 
3,788
 
Total current assets
404,141
 
 
420,158
 
PROPERTY AND EQUIPMENT—Net
7,098
 
 
7,056
 
DEFERRED TAX ASSET—Non-current
37,443
 
 
37,443
 
DEFERRED COST OF REVENUES
4,788
 
 
5,543
 
LONG-TERM INVESTMENTS
131,105
 
 
73,950
 
OTHER ASSETS
3,178
 
 
1,272
 
TOTAL ASSETS
$
587,753
 
 
$
545,422
 
 
 
 
 
LIABILITIES AND STOCKHOLDERS' EQUITY
 
 
 
CURRENT LIABILITIES:
 
 
 
Accounts payable
$
8,696
 
 
$
12,761
 
Accrued liabilities
19,640
 
 
16,303
 
Accrued payroll and compensation
20,071
 
 
19,670
 
Deferred revenue
187,517
 
 
169,648
 
Total current liabilities
235,924
 
 
218,382
 
DEFERRED REVENUE—Non-current
78,512
 
 
82,983
 
OTHER NON-CURRENT LIABILITIES
15,225
 
 
11,603
 
Total liabilities
329,661
 
 
312,968
 
COMMITMENTS AND CONTINGENCIES (Note 7)
 
 
 
STOCKHOLDERS' EQUITY:
 
 
 
Common stock, $0.001 par value - 300,000 shares authorized; 76,512 and 75,085 shares issued and 75,808 and 74,381 shares outstanding at March 31, 2011 and December 31, 2010, respectively
77
 
 
75
 
Additional paid-in-capital
263,394
 
 
251,920
 
Treasury stock
(2,995
)
 
(2,995
)
Accumulated other comprehensive income
2,756
 
 
2,181
 
Accumulated deficit
(5,140
)
 
(18,727
)
Total stockholders' equity
258,092
 
 
232,454
 
TOTAL LIABILITIES AND STOCKHOLDERS' EQUITY
$
587,753
 
 
$
545,422
 
 
See notes to condensed consolidated financial statements.
 

3

Table of Contents

FORTINET, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS
(Unaudited, in thousands, except per share amounts)
 
 
Three Months Ended
 
March 31,
2011
 
March 31,
2010
REVENUE:
 
 
 
Product
$
40,165
 
 
$
27,110
 
Services
48,686
 
 
38,625
 
Ratable product and services
4,415
 
 
4,060
 
Total revenue
93,266
 
 
69,795
 
COST OF REVENUE:
 
 
 
Product
14,075
 
 
11,314
 
Services
7,781
 
 
6,468
 
Ratable product and services
1,560
 
 
1,593
 
Total cost of revenue
23,416
 
 
19,375
 
GROSS PROFIT:
 
 
 
Product
26,090
 
 
15,796
 
Services
40,905
 
 
32,157
 
Ratable product and services
2,855
 
 
2,467
 
Total gross profit
69,850
 
 
50,420
 
OPERATING EXPENSES:
 
 
 
Research and development
14,421
 
 
11,934
 
Sales and marketing
32,718
 
 
26,723
 
General and administrative
5,266
 
 
5,059
 
Total operating expenses
52,405
 
 
43,716
 
OPERATING INCOME
17,445
 
 
6,704
 
INTEREST INCOME
793
 
 
268
 
OTHER INCOME (EXPENSE)—Net
(95
)
 
(250
)
INCOME BEFORE INCOME TAXES
18,143
 
 
6,722
 
PROVISION FOR INCOME TAXES
4,556
 
 
2,504
 
NET INCOME
$
13,587
 
 
$
4,218
 
Net income per share:
 
 
 
Basic
$
0.18
 
  
$
0.06
 
Diluted
$
0.17
 
  
$
0.06
 
Weighted-average shares outstanding:
 
 
 
Basic
75,154
 
 
67,181
 
Diluted
81,432
 
  
74,878
 
 
See notes to condensed consolidated financial statements
 

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Table of Contents

FORTINET, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(Unaudited, in thousands)
 
 
Three months ended
 
March 31,
2011
 
March 31,
2010
CASH FLOWS FROM OPERATING ACTIVITIES:
 
 
 
Net income
$
13,587
 
 
$
4,218
 
Adjustments to reconcile net income to net cash provided by operating activities:
 
 
 
Depreciation and amortization
1,678
 
 
1,375
 
Amortization of investment premiums
3,261
 
 
1,090
 
Stock-based compensation
3,070
 
 
2,148
 
Excess tax benefit from employee stock option plans
(1,115
)
 
(795
)
Changes in operating assets and liabilities:
 
 
 
Accounts receivable—net
1,009
 
 
3,236
 
Inventory
550
 
 
(27
)
Deferred tax assets
(17
)
 
(10
)
Prepaid expenses and other current assets
(1,130
)
 
(529
)
Deferred cost of revenues
1,375
 
 
379
 
Other assets
(1,904
)
 
3
 
Accounts payable
(4,225
)
 
(505
)
Accrued liabilities
2,389
 
 
(576
)
Accrued payroll and compensation
(23
)
 
839
 
Other Liabilities
3,623
 
 
 
Deferred revenue
13,398
 
 
9,607
 
Income taxes payable
4,650
 
 
1,363
 
Net cash provided by operating activities
40,176
 
 
21,816
 
CASH FLOWS FROM INVESTING ACTIVITIES:
 
 
 
Purchase of investments
(129,695
)
 
(73,903
)
Maturities and sales of investments
83,455
 
 
13,945
 
Purchases of property and equipment
(694
)
 
(1,014
)
Net cash used in investing activities
(46,934
)
 
(60,972
)
CASH FLOWS FROM FINANCING ACTIVITIES:
 
 
 
Proceeds from exercise of stock options and warrants
6,960
 
 
1,386
 
Offering costs paid in connection with Initial Public Offering
 
 
(872
)
Excess tax benefit from employee stock option plans
1,115
 
 
795
 
Net cash provided by financing activities
8,075
 
 
1,309
 
EFFECT OF EXCHANGE RATES ON CASH AND CASH EQUIVALENTS
805
 
 
(356
)
NET INCREASE (DECREASE) IN CASH AND CASH EQUIVALENTS
2,122
 
 
(38,203
)
CASH AND CASH EQUIVALENTS—Beginning of period
66,859
 
 
212,458
 
CASH AND CASH EQUIVALENTS—End of period
$
68,981
 
 
$
174,255
 
SUPPLEMENTAL DISCLOSURES OF CASH FLOW INFORMATION:
 
 
 
Cash paid (refunded) for income taxes
$
(767
)
 
$
302
 
NON-CASH INVESTING AND FINANCING ACTIVITIES:
 
 
 
Purchase of property and equipment not yet paid
$
225
 
 
$
572
 
 
See notes to condensed consolidated financial statements.

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Table of Contents

FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(Unaudited)
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
 
Business —Fortinet, Inc. (“Fortinet”) was incorporated in Delaware in November 2000 and is a leading provider of network security appliances and Unified Threat Management (UTM) network security solutions to enterprises, service providers and government entities worldwide. Fortinet's solutions are designed to integrate multiple levels of security protection, including firewall, virtual private networking, antivirus, intrusion prevention, web filtering, antispam and WAN acceleration.
 
Basis of Presentation and Preparation —The condensed consolidated financial statements include the accounts of Fortinet and its wholly owned subsidiaries (collectively, the “Company,” “we,” “us,” or “our”). All intercompany transactions and balances have been eliminated in consolidation. The accompanying condensed consolidated balance sheet as of March 31, 2011 , the condensed consolidated statements of operations for the three months ended March 31, 2011 and March 31, 2010 , and the condensed consolidated statements of cash flows for the three months ended March 31, 2011 and March 31, 2010 are unaudited. The condensed consolidated balance sheet data as of December 31, 2010 was derived from the audited consolidated financial statements which are included in our Annual Report on Form 10-K (“Form 10-K”). The accompanying statements should be read in conjunction with the audited consolidated financial statements and related notes contained in our Form 10-K.
 
The accompanying unaudited interim condensed consolidated financial statements for the three months ended March 31, 2011 and March 31, 2010 have been prepared on the same basis as the audited consolidated statements and reflect all adjustments, consisting of normal recurring adjustments which are, in the opinion of management, necessary for a fair presentation of our financial position, results of operations, and cash flows for the interim period presented. The statements have been prepared in accordance with accounting principles generally accepted in the United States of America (“U.S. GAAP” or “GAAP”) pursuant to the rules and regulations of the Securities and Exchange Commission (“SEC”). Accordingly, certain information and footnote disclosures normally included in financial statements prepared in accordance with U.S. GAAP have been condensed or omitted pursuant to such rules and regulations. The results of operations for the three months ended March 31, 2011 are not necessarily indicative of the operating results for any subsequent quarter, for the full year or any future periods.
 
Use of Estimates —The preparation of condensed consolidated financial statements in conformity with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities at the date of the condensed consolidated financial statements and the reported amounts of revenues and expenses during the reporting period. Such management estimates include implicit service periods for revenue recognition, litigation and settlement costs and other loss contingencies, sales returns and allowances, reserve for bad debt, inventory write-offs, reserve for warranty costs, stock-based compensation, valuation of deferred tax assets, and tangible and intangible assets. We base our estimates on historical experience and also on assumptions that we believe are reasonable. Actual results could differ from those estimates.
 
Certain Significant Risks and Uncertainties —We are subject to certain risks and uncertainties that could have a material adverse effect on our future financial position or results of operations, such as the following: changes in level of demand for our products and services, seasonality, the timing of new product introductions, price and sales competition and our ability to adapt to changing market conditions and dynamics, changes in the expenses caused, for example, by fluctuations in foreign currency exchange rates, management of inventory, internal control over financial reporting, market acceptance of our new products and services, demand for UTM products and services in general, failure of our channel partners to perform, the quality of our products and services, general economic conditions, challenges in doing business outside of the United States of America, changes in customer relationships, litigation, or claims against us based on intellectual property, patent, product regulatory or other factors (Note 7), product obsolescence, and our ability to attract and retain qualified employees.
 
We rely on sole suppliers and independent contract manufacturers for certain of our components and one third-party logistics company for distribution of some of our products. The inability of any of these parties to fulfill our supply and logistics requirements could negatively impact our future operating results.
 
Concentration of Credit Risk —Financial instruments that subject us to concentrations of credit risk consist primarily of cash, cash equivalents, short-term investments, and accounts receivable. We maintain our cash and cash equivalents in fixed income securities with major financial institutions, which our management assesses to be of high credit quality, in order to limit the exposure of each investment. Deposits held with banks may exceed the amount of insurance provided on such deposits.
 

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Table of Contents
 
FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

Credit risk with respect to accounts receivable in general is diversified due to the number of different entities comprising our customer base and their location throughout the world. We perform ongoing credit evaluations of our customers and generally do not require collateral on accounts receivable. We maintain reserves for estimated potential credit losses.
 
During the three months ended March 31, 2011 , no single customer accounted for more than 10% of total net revenue. During the three months ended March 31, 2010 , one distributor customer accounted for 11% of total net revenue.
 
At March 31, 2011 and December 31, 2010 , no single customer accounted for more than 10% of net accounts receivable.
 
Financial Instruments and Fair Value —We apply fair value accounting for all financial assets and liabilities and non-financial assets and liabilities that are recognized or disclosed at fair value in the financial statements on a recurring basis. Due to their short-term nature, the carrying amounts reported in the consolidated financial statements approximate the fair value for accounts receivable, accounts payable, accrued compensation, and other current liabilities.
 
Comprehensive Income —Financial Accounting Standards Board (FASB) Accounting Standards Codification (ASC) 220 (formerly referred to as SFAS No. 130, Reporting Comprehensive Income ) establishes standards for the reporting and displaying of comprehensive income and its components. Comprehensive income includes certain changes in equity from non-owner sources that are excluded from net income. Specifically, cumulative foreign currency translation adjustments and unrealized gains and losses on available-for-sale investments are included in comprehensive income in stockholders' equity.
 
Foreign Currency Translation —Assets and liabilities of foreign subsidiaries are translated into U.S. dollars using the exchange rates in effect at the balance sheet dates and revenue and expenses are translated using average exchange rates during the period. The resulting foreign translation adjustments are recorded in accumulated other comprehensive income. Foreign currency transaction losses of $0.1 million and $0.3 million , are included in other income (expense), net for the three months ended March 31, 2011 and March 31, 2010 , respectively.
 
Cash, Cash Equivalents and Investments —We consider all highly liquid investments, purchased with original maturities of three months or less, to be cash equivalents. Cash and cash equivalents consist of cash on-hand, balances with banks, and highly liquid investments in money market funds, commercial paper, government securities, certificates of deposit, municipal bonds and corporate debt securities.
 
We classify our investments as available-for-sale at the time of purchase since it is our intent that these investments are available for current operations, and include these investments on our balance sheet as either short-term or long-term investments depending on their maturity at the time of purchase. Investments with original maturities greater than three months that mature less than one year from the consolidated balance sheet date are classified as short-term investments. Investments with maturities greater than one year from the consolidated balance sheet date are classified as long-term investments.
 
Investments are considered to be impaired when a decline in fair value is judged to be other-than-temporary. We consult with our investment managers and consider available quantitative and qualitative evidence in evaluating potential impairment of our investments on a quarterly basis. If the cost of an individual investment exceeds its fair value, we evaluate, among other factors, general market conditions, the duration and extent to which the fair value is less than cost, and our intent and ability to hold the investment. Once a decline in fair value is determined to be other-than-temporary, an impairment charge is recorded and a new cost basis in the investment is established.
 
For debt securities in an unrealized loss position which are deemed to be other-than-temporary, the difference between the security's then-current amortized cost basis and fair value is separated into (i) the amount of the impairment related to the credit loss (i.e., the credit loss component) and (ii) the amount of the impairment related to all other factors (i.e., the non-credit loss component). The credit loss component is recognized in earnings. The non-credit loss component is recognized in accumulated other comprehensive loss.
 
Inventory —Inventory is recorded at the lower of cost (using the first-in, first-out method) or market, after we give appropriate consideration to obsolescence and inventory in excess of anticipated future demand. In assessing the ultimate recoverability of inventory, we are required to make estimates regarding future customer demand, the timing of new product introductions, economic trends and market conditions. If the actual product demand is significantly lower than forecasted, we could be required to record additional inventory write-downs, which could have an adverse impact on our gross margins and profitability.

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Table of Contents
 
FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

Deferred Cost of Revenues —Deferred cost of revenues represent the unamortized cost of products associated with ratable products and services revenue, which is based upon the actual cost of the hardware sold and is recognized over the service periods of the arrangements. Deferred cost of revenue associated with short-term deferred revenue is classified as short-term and deferred cost of revenue associated with long-term deferred revenue is classified as long-term.
 
Property and Equipment —Property and equipment are stated at cost. Depreciation is computed using the straight-line method over the estimated useful lives of the assets, generally one to three years. Evaluation units are transferred from inventory at cost and are amortized over one year from the date of transfer. Leasehold improvements are amortized over the shorter of the estimated useful lives of the improvements or the lease term.
 
Impairment of Long-Lived Assets —We evaluate events and changes in circumstances that could indicate carrying amounts of long-lived assets, including intangible assets, may not be recoverable. When such events or changes in circumstances occur, we assess the recoverability of long-lived assets by determining whether the carrying value of such assets will be recovered through undiscounted expected future cash flows. If the total of the future undiscounted cash flows is less than the carrying amount of those assets, we record an impairment charge in the period in which we make the determination. If such assets are considered to be impaired, the impairment to be recognized is measured by the amount by which the carrying amount of the assets exceeds the fair value of the assets.
 
Deferred Revenue —Deferred revenue consists of amounts that have been invoiced but that have not yet been recognized as revenue.
 
Income Taxes —We record income taxes using the asset and liability method, which requires the recognition of deferred tax assets and liabilities for the expected future tax consequences of events that have been recognized in our financial statements or tax returns. In estimating future tax consequences, generally all expected future events other than enactments or changes in the tax law or rates are considered. We assess the likelihood that some portion or all of our deferred tax assets will be recovered from future taxable income within the respective jurisdictions, and to the extent we believe that recovery does not meet the “more-likely-than-not” standard, based solely on its technical merits as of the reporting date, we establish a valuation allowance. We consider many factors when evaluating and estimating our tax positions and tax benefits, which may require periodic adjustments and which may not accurately anticipate actual outcomes.
 
We operate in various tax jurisdictions and are subject to audit by various tax authorities. We provide for tax contingencies whenever it is deemed more likely than not that a tax asset has been impaired or a tax liability has been incurred for events such as tax claims or changes in tax laws. Tax contingencies are based upon their technical merits, relevant tax law and the specific facts and circumstances as of each reporting period. Changes in facts and circumstances could result in material changes to the amounts recorded for such tax contingencies.
 
Stock-Based Compensation —We apply ASC 718 (formerly referred to as SFAS No. 123R) to our stock option grants, which requires compensation expense related to share-based transactions, including employee stock options, to be measured and recognized in the financial statements based on fair value. Under ASC 718, the fair value of each option award is estimated on the grant date using the Black-Scholes option pricing model.
 
Research and Development Costs —Research and development costs are expensed as incurred.
 
Software Development Costs —The costs to develop software have not been capitalized as we believe our current software development process is essentially completed concurrent with the establishment of technological feasibility.
 
Revenue Recognition —In October 2009, the FASB amended the ASC as summarized in Accounting Standards Update ("ASU") No. 2009-14, Software (Topic 985): Certain Revenue Arrangements That Include Software Elements , and ASU No. 2009-13, Revenue Recognition (Topic 605): Multiple-Deliverable Revenue Arrangements . ASU 2009-14 amends industry specific revenue accounting guidance for software and software related transactions to exclude from its scope tangible products containing software components and non-software components that function together to deliver the product's essential functionality. ASU 2009-13 amends the accounting for multiple-element arrangements to provide guidance on how the deliverables in an arrangement should be separated and eliminates the use of the residual method. ASU 2009-13 also requires an entity to allocate revenue using the relative selling price method. The standard establishes a hierarchy of evidence to determine the stand-alone selling price of a deliverable based on vendor-specific objective evidence ("VSOE"), third-party evidence ("TPE"), and the best estimate of selling price ("BESP"). If VSOE is available, it would be used to determine the

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

selling price of a deliverable. If VSOE is not available, the entity would determine whether TPE is available. If so, TPE must be used to determine the selling price. If TPE is not available, then the BESP would be used.
 
Effective January 1, 2011, the Company adopted the provisions of ASU 2009-13 and ASU 2009-14 for new and materially modified arrangements originating after December 31, 2010. The adoption of ASU 2009-13 and ASU 2009-14, increased revenues $3.3 million for the quarter ended March 31, 2011. The increase in revenue was due to recognition of revenue on products sold, which were recognized ratably under the previous accounting standards, and due to the change in the Company's allocation methodology for multiple element arrangements from the residual method to the relative selling price method as prescribed by the new revenue standards. The Company expects the adoption of ASU 2009-13 and ASU 2009-14 to have an impact on future periods; however, the Company cannot reasonably estimate the effect of adopting these standards on future financial periods as the impact will vary depending on the nature and volume of new or materially modified arrangements in any given period.
 
This guidance does not generally change the units of accounting for our revenue transactions. Most non-software products and services qualify as separate units of accounting because they have value to the customer on a standalone basis and our revenue arrangements generally do not include a right of return relative to delivered products.
 
The majority of our products are hardware appliances containing software components that function together to provide the essential functionality of the product, therefore, our hardware appliances are considered non-software deliverables and are no longer in scope of ASC 985-605 (formerly SOP 97-2, Software Revenue Recognition).
 
Our product revenue also includes software products that may operate on the hardware appliances, but are not considered essential to the functionality of the hardware and continue to be subject to the guidance at ASC 985-605, which remains unchanged. This includes the use of the residual method for multiple element arrangements. Certain of our software, when sold with our appliances, is considered essential to its functionality and as a result is no longer accounted for under ASC 985-605; however, this same software if sold separately is accounted for under the guidance at ASC 985-605.
 
For all transactions originating or materially modified after December 31, 2010, we recognize revenue in accordance with ASU 2009-13. Certain arrangements with multiple deliverables may continue to have software deliverables that are subject to ASC 985-605 along with non-software deliverables that are subject to the ASU 2009-13. When a sales arrangement contains multiple elements, such as hardware appliances, software, customer support services, and or professional services, we allocate revenue to each element based on the aforementioned selling price hierarchy. In multiple element arrangements where software is more-than-incidental, revenue is allocated to each separate unit of accounting for each of the non-software deliverables and to the software deliverables as a group using the relative selling prices of each of the deliverables in the arrangement based on the selling price hierarchy in ASU 2009-13.
     
VSOE of fair value for elements of an arrangement is based upon the normal pricing and discounting practices for those services when sold separately. In determining VSOE, we require that a substantial majority of the selling prices for a service fall within a reasonably narrow pricing range, generally evidenced by a substantial majority of such historical stand-alone transactions falling within a reasonably narrow range of the median rates. In addition, we consider major segments, geographies, customer classifications, and other variables in determining VSOE.
 
We are typically not able to determine TPE for our products or services. TPE is determined based on competitor prices for similar deliverables when sold separately. Generally, our go-to-market strategy differs from that of our peers and our offerings contain a significant level of differentiation such that the comparable pricing of products with similar functionality cannot be obtained. Furthermore, we are unable to reliably determine what similar competitor products' selling prices are on a stand-alone basis
 
For our hardware appliances we use Best Estimated Selling Price (BESP) as our selling price. For our support and services, we generally use VSOE as our selling price. When we are unable to establish a selling price using VSOE for our support and services, we use BESP in our allocation of arrangement consideration. The objective of BESP is to determine the price at which we would transact a sale if the product or service were sold on a stand-alone basis. We determine BESP for a product or service by considering multiple factors including, but not limited to, cost of products, gross margin objectives, pricing practices, geographies, customer classes and distribution channels. We will review our BESP estimates on a quarterly basis to coincide with our VSOE review process.
 

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

We recognize revenue for our software sales based on software revenue recognition guidance pursuant to ASC 985-605. Under ASC 985-605, we use the residual method to recognize revenue when a product agreement includes one or more elements to be delivered and VSOE of fair value for all undelivered elements exists. If evidence of the fair value of one or more undelivered elements does not exist, all revenue is generally deferred and recognized when delivery of those elements occurs or when fair value can be established. When the undelivered element for which we do not have VSOE of fair value is support, revenue for the entire arrangement is recognized ratably over the support period.
 
We derive revenue from sales of products, including appliances and software, and services, including subscription, support and other services. Our appliances include operating system software that is integrated into the appliance hardware and is deemed essential to its functionality. As a result, we account for revenue in accordance with ASC 985-605 and all related interpretations.
Revenue is recognized when all of the following criteria have been met:
 
Persuasive evidence of an arrangement exists. Binding contracts or purchase orders are generally used to determine the existence of an arrangement.
 
Delivery has occurred. Delivery occurs when we fulfill an order and title and risk of loss has been transferred or upon delivery of the service contract registration code.
 
The fee is fixed or determinable. We assess whether the fee is fixed or determinable based on the payment terms associated with the transaction. In the event payment terms differ from our standard business practices, the fees are deemed to be not fixed or determinable and revenue is recognized when the payments become due, provided the remaining criteria for revenue recognition have been met.
 
Collectability is probable. We assess collectability based primarily on creditworthiness as determined by credit checks and analysis, as well as payment history. Payment terms generally range from 30 to 90 days from invoice date.
 
For arrangements which include customer acceptance criteria, no revenue is recognized prior to acceptance. We recognize product revenue on sales to distributors that have no general right of return and end-customers upon shipment of the appliance, once all other revenue recognition criteria have been met. We also make sales through distributors under agreements that allow for rights of returns that we estimate and reduce revenue for under our sales returns and allowances. We recognize product revenue on sales made through such distributors upon sale by the distributor to the end-customer, at which time the rights of return lapse. Substantially all of our products have been sold in combination with services which consist of subscriptions and/or support. Subscription services provide access to our antivirus, intrusion prevention, web filtering, and anti-spam functionality. Support services include rights to unspecified software upgrades, maintenance releases and patches, telephone and Internet access to technical support personnel, and hardware support.
 
The subscription and support services start on the date the customer registers the appliance. The customer is then entitled to service for the stated contractual period beginning on the registration date.
 
We offer certain sales incentives to channel partners. We reduce revenue for estimates of sales returns and allowances. Additionally, in limited circumstances we may permit end-customers, distributors and resellers to return our products, subject to varying limitations, for a refund within a reasonably short period from the date of purchase. We estimate and record reserves for sales incentives and sales returns based on historical experience.
 
Accounts Receivable —Trade accounts receivable are recorded at the invoiced amount, net of allowances for doubtful accounts and reserves for sales returns and allowances. The allowance for doubtful accounts is based on our assessment of the collectability of customer accounts. We regularly review the allowance by considering factors such as historical experience, credit quality, age of the accounts receivable balances and current economic conditions that may affect a customer's ability to pay. The reserve for sales returns and allowances is based on specific criteria including agreements to provide rebates and other factors known at the time, as well as estimates of the amount of goods shipped that will be returned. To determine the adequacy of the reserves for sales returns and allowances, we analyze historical experience of actual rebates and returns as well as current product return information.
 

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

Warranties —We generally provide a one-year warranty on hardware products and a 90-day warranty on software. A provision for estimated future costs related to warranty activities is recorded as a component of cost of product revenues when the product revenues are recognized, based upon historical product failure rates and historical costs incurred in correcting product failures. In the event we change our warranty reserve estimates, the resulting charge against future cost of sales or reversal of previously recorded charges may materially affect our gross margins and operating results.
 
Accrued warranty activities are summarized as follows ($ amounts in 000's):
 
 
For The Three Months
Ended And As Of
 
For The Year
Ended And As Of
 
March 31, 2011
 
December 31, 2010
Accrued warranty balance - beginning of the period
1,878
 
 
2,257
 
Warranty costs incurred
(411
)
 
(1,337
)
Provision for warranty
246
 
 
1,069
 
Adjustments to previous estimates
(44
)
 
(111
)
Accrued warranty balance - end of the period
1,669
 
 
1,878
 
 
Foreign Currency Derivatives —Our sales contracts are primarily denominated in U.S. dollars and therefore substantially all of our revenue is not subject to foreign currency translation risk. However, a substantial portion of our operating expenses incurred outside the U.S. are denominated in foreign currencies and are subject to fluctuations due to changes in foreign currency exchange rates, particularly changes in the Canadian Dollar (CAD), Euro (EUR), British Pound (GBP), and Japanese Yen (JPY). To help protect against significant fluctuations in value and the volatility of future cash flows caused by changes in currency exchange rates, we engage in foreign currency risk management activities to hedge balance sheet items denominated in EUR, GBP, and CAD. We do not use these contracts for speculative or trading purposes. All of the derivative instruments are with high quality financial institutions and we monitor the creditworthiness of these parties. These contracts typically have maturities between one and three months. We account for our hedges under ASC 815, Derivatives and Hedging . We record changes in the fair value of forward exchange contracts related to balance sheet accounts as other income (expense), net in the condensed consolidated statement of operations.
 
Additionally, independent of any hedging activities, fluctuations in foreign currency exchange rates may cause us to recognize transaction gains and losses in our consolidated statements of operations. Our hedging activities are intended to reduce, but not eliminate, the impact of currency exchange rate movements. As our hedging activities are relatively short-term in nature, long-term material changes in the value of the U.S. dollar versus the EUR, GBP, CAD or JPY could adversely impact our operating expenses in the future.
The notional amount of forward exchange contracts to hedge balance sheet accounts as of March 31, 2011 was (amounts in 000's):
 
To hedge balance sheet accounts:
Buy/Sell
 
Notional
Currency
 
 
 
EUR
Buy
 
4,920
 
GBP
Buy
 
1,350
 
CAD
Buy
 
11,610
 
 
Recent Accounting Pronouncements
 
We adopted the new accounting standards for revenue recognition during the quarter, as described above.
 

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

2. INVESTMENTS AND FAIR VALUE MEASUREMENTS
 
The following table summarizes our investments in available-for-sale securities ($ amounts in 000's):
 
 
March 31, 2011
 
Amortized Cost
  
Unrealized Gains
  
Unrealized Losses
 
Estimated Fair Value
Available-for-sale securities:
 
  
 
  
 
 
 
U.S. government and agency securities
65,203
 
  
 
  
(68
)
 
65,135
 
Corporate debt securities
273,601
 
  
167
 
  
 
 
273,768
 
Commercial paper
4,793
 
  
2
 
  
 
 
4,795
 
Municipal bonds
11,032
 
 
24
 
 
 
 
11,056
 
Term deposits
8,969
 
 
 
 
(1
)
 
8,968
 
Total available-for-sale securities
363,598
 
  
193
 
  
(69
)
 
363,722
 
 
 
December 31, 2010
 
Amortized Cost
  
Unrealized Gains
  
Unrealized Losses
 
Estimated Fair Value
Available-for-sale securities:
 
  
 
  
 
 
 
U.S. government and agency securities
51,989
 
 
 
 
(46
)
 
51,943
 
Corporate debt securities
213,237
 
 
159
 
 
 
 
213,396
 
Commercial paper
38,914
 
 
5
 
 
 
 
38,919
 
Municipal bonds
11,069
 
 
11
 
 
 
 
11,080
 
Term deposits
5,263
 
 
 
 
 
 
5,263
 
Total available-for-sale securities
320,472
 
  
175
 
  
(46
)
 
320,601
 
 
The contractual maturities of our investments are as follows ($ amounts in 000's):
 
 
March 31,
2011
  
December 31,
2010
Due within one year
232,617
 
 
246,651
 
Due within one to two years
131,105
 
 
73,950
 
Total
363,722
 
  
320,601
 
 
Available-for-sale securities are reported at fair value, with unrealized gains and losses, net of tax, included as a separate component of stockholders' equity and in total comprehensive income. Realized gains and losses on available-for-sale securities are included in other income (expense), net in our consolidated statements of operations.
 
Realized gains or losses from the sale of available-for-sale securities were not significant for any period presented.
 
Fair Value Accounting —We apply ASC 820 which establishes a valuation hierarchy for disclosure of the inputs to fair value measurement. This hierarchy prioritizes the inputs into three broad levels as follows:
 
Level 1—Inputs are unadjusted quoted prices in active markets for identical assets or liabilities.
 
Level 2—Inputs are quoted prices for similar assets and liabilities in active markets or inputs that are observable for the assets or liabilities, either directly or indirectly through market corroboration, for substantially the full term of the financial instruments.
 
Level 3—Inputs are unobservable inputs based on our own assumptions used to measure assets and liabilities at fair value. The inputs require significant management judgment or estimation.

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

 
The valuation techniques we use to measure the fair value of money market funds were derived from quoted prices in active markets for identical assets or liabilities. The valuation techniques used to measure the fair value of all other financial instruments, all of which have counterparties with high credit ratings, were valued based on quoted market prices or model driven valuations using significant inputs derived from or corroborated by observable market data.
We classify investments within Level 1 if quoted prices are available in active markets.
 
We classify items in Level 2 if the investments are valued using quoted prices for identical assets in markets that are not active, using quoted prices for similar assets in an active market, or using model-based valuation techniques for which all significant assumptions are observable in the market or can be corroborated by observable market data for substantially the full term of the assets.
 
The following table presents the fair value of our financial assets as of March 31, 2011 and December 31, 2010 using the ASC 820 input categories ($ amounts in 000's):
 
 
March 31, 2011
  
December 31, 2010
 
Aggregate
Fair
Value
  
Quoted
Prices in
Active
Markets For
Identical
Assets
  
Significant
Other
Observable
Remaining
Inputs
  
Aggregate
Fair
Value
  
Quoted
Prices in
Active
Markets For
Identical
Assets
  
Significant
Other
Observable
Remaining
Inputs
 
 
  
(Level 1)
  
(Level 2)
  
 
  
(Level 1)
  
(Level 2)
Total cash, cash equivalents and available-for-sale securities:
 
  
 
  
 
  
 
  
 
  
 
U.S. government and agency securities
65,135
 
 
 
 
65,135
 
 
51,943
 
 
 
 
51,943
 
Corporate debt securities
273,768
 
 
 
 
273,768
 
 
213,396
 
 
 
 
213,396
 
Commercial paper
6,994
 
 
 
 
6,994
 
 
52,415
 
 
 
 
52,415
 
Municipal bonds
11,057
 
 
 
 
11,057
 
 
11,080
 
 
 
 
11,080
 
Term deposits
8,968
 
 
8,968
 
 
 
 
5,263
 
 
5,263
 
 
 
Money market funds
22,961
 
 
22,961
 
 
 
 
7,078
 
 
7,078
 
 
 
Foreign currency contracts
 
 
 
 
 
 
74
 
 
 
 
74
 
Total
388,883
 
 
31,929
 
 
356,954
 
 
341,249
 
 
12,341
 
 
328,908
 
Reported as:
 
 
 
 
 
 
 
 
 
 
 
Cash and cash equivalents
25,161
 
 
 
 
 
 
20,574
 
 
 
 
 
Short-term investments
232,617
 
 
 
 
 
 
246,651
 
 
 
 
 
Prepaid expenses and other current assets
 
 
 
 
 
 
74
 
 
 
 
 
Long-term investments
131,105
 
 
 
 
 
 
73,950
 
 
 
 
 
Total
388,883
 
 
 
 
 
 
341,249
 
 
 
 
 
 
We did not hold financial assets or liabilities which were recorded at fair value using inputs in the Level 3 category as of March 31, 2011 or December 31, 2010 .
 
3. INVENTORY
 
Inventory consisted of the following ($ amounts in 000's):
 

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March 31,
2011
  
December 31,
2010
Raw materials
2,939
 
 
2,593
 
Finished goods
9,186
 
 
10,924
 
Inventory
12,125
 
  
13,517
 
 
4. PROPERTY AND EQUIPMENT—Net
 
Property and equipment consisted of the following ($ amounts in 000's):
 
 
March 31,
2011
 
December 31,
2010
Evaluation units
11,208
 
 
10,607
 
Computer equipment and software
10,367
 
 
9,561
 
Furniture and fixtures
1,179
 
 
1,087
 
Leasehold improvements and tooling
4,682
 
 
4,548
 
Total property and equipment
27,436
 
 
25,803
 
Less: accumulated depreciation and amortization
(20,338
)
 
(18,747
)
Property and equipment—net
7,098
 
 
7,056
 
 
Depreciation expense was $1.6 million and $1.4 million for the three months ended March 31, 2011 and March 31, 2010 , respectively.
 
5. INCOME PER SHARE
 
Basic net income per share is computed by dividing net income by the weighted-average number of common shares outstanding during the period. Diluted net income per share is computed by dividing net income by the weighted-average number of common shares outstanding, plus the dilutive effects of stock options and warrants.
 
A reconciliation of the numerator and denominator used in the calculation of basic and diluted net income per share is as follows ($ and share amounts in 000's, except per share amounts):
 
 
Three Months Ended
 
March 31,
2011
  
March 31,
2010
Numerator:
 
  
 
Net income
13,587
 
 
4,218
 
 
 
 
 
Denominator:
 
 
 
Basic shares:
 
 
 
Weighted-average common shares outstanding - basic
75,154
 
 
67,181
 
 
 
 
 
Diluted shares:
 
 
 
Weighted-average common shares outstanding - basic
75,154
 
 
67,181
 
Effect of potentially dilutive securities:
 
 
 
Employee stock options
6,278
 
 
7,610
 
Warrants to purchase common stock
 
 
87
 
Weighted-average shares used to compute diluted net income per share
81,432
 
 
74,878
 
Net income per share:
 
 
 
Basic
0.18
 
 
0.06
 
Diluted
0.17
 
 
0.06
 
 
The following outstanding options were excluded from the computation of diluted net income per common share

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

applicable to common stockholders for the periods presented as their effect would have been antidilutive (in 000's):
 
 
Three Months Ended
 
March 31,
2011
  
March 31,
2010
Options to purchase common stock
1,208
 
  
723
 
 
6. DEFERRED REVENUES
 
Deferred revenues consisted of the following ($ amounts in 000's):
 
 
March 31,
2011
  
December 31,
2010
Product
4,646
 
  
4,466
 
Services
236,290
 
  
219,022
 
Ratable products and services
25,093
 
  
29,143
 
Total deferred revenues
266,029
 
  
252,631
 
Reported As:
 
  
 
Current
187,517
 
  
169,648
 
Non-current
78,512
 
  
82,983
 
Total deferred revenues
266,029
 
  
252,631
 
 
7. COMMITMENTS AND CONTINGENCIES
 
Leases and Minimum Royalties— We lease our facilities under various noncancelable operating leases, which expire through 2015. Rent expense was $1.9 million and $1.7 million for the three months ended March 31, 2011 and  March 31, 2010 , respectively. Rent expense is recognized using the straight-line method over the term of the lease.
 
We entered into a Settlement and Patent License Agreement with Trend Micro Incorporated ("Trend Micro") in January 2006 (see "Litigation" below). The aggregate future noncancelable minimum rental payments on operating leases and minimum royalties payable if we continued paying under the Trend Micro Settlement and License Agreement as of March 31, 2011 are as follows ($ amounts in 000's):
 
 
Rental
Payment
 
Royalty (1)
Fiscal Years:
 
 
 
2011 (remainder)
5,705
 
 
750
 
2012
5,519
 
 
1,000
 
2013
3,674
 
 
1,000
 
2014
2,416
 
 
500
 
2015
1,396
 
 
500
 
Total
18,710
 
 
3,750
 
-----------
 
 
 
(1) Consists of minimum royalties claimed by Trend Micro pursuant to the January 2006 settlement and license agreement between Trend Micro and Fortinet, which are subject to dispute (see "Litigation" below). The $750,000 listed in the chart above as the "2011 (remainder)" represents the minimum royalties, pursuant to the settlement and license agreement, for the second through fourth quarters of fiscal 2011. We have accrued a total payment including interest of $4.9 million as of March 31, 2011 , related to amounts under the settlement and license agreement with Trend Micro which have not been paid pursuant to the dispute.
 
Contract Manufacturer Commitments— Our independent contract manufacturers procure components and build our

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

products based on our forecasts. These forecasts are based on estimates of future demand for our products, which are in turn based on historical trends and an analysis from our sales and marketing organizations, adjusted for overall market conditions. In order to reduce manufacturing lead times and plan for adequate component supply, we may issue purchase orders to some of our independent contract manufacturers which may not be cancelable. As of March 31, 2011 , we had $6.1 million of open purchase orders with our independent contract manufacturers that may not be cancelable.
 
Litigation —In August 2009, Trend Micro filed a complaint against us in the Superior Court of the State of California for Santa Clara County alleging breach of contract and seeking a declaratory judgment that we are obligated to make certain royalty payments to Trend Micro pursuant to a settlement and license agreement entered into in January 2006. We maintain that the patents that are the basis for the royalty payments are invalid and consequently that we have no contractual obligation to pay the royalties. We filed an action in the U.S. District Court for the Northern District of California that is stayed pending the resolution of the state court action. We have continued to accrue expense based on the quarterly royalties provided for in the settlement and license agreement. In January 2011, in response to petitions for re-examination we filed with the U.S. Patent and Trademark Office (“PTO”), the PTO issued an initial office action that the Trend Micro patents allegedly forming the basis for the royalty payments are invalid. Trend Micro has responded disputing this initial office action. We cannot currently predict the outcome of this dispute nor determine the amount or a reasonable range of potential loss, if any.
 
In January 2009, we filed a complaint against Palo Alto Networks, Inc. (“PAN”) in the United States District Court for the Northern District of California alleging, among other claims, patent infringement. In November 2010, we filed a second complaint against PAN in the U. S. District Court for the Northern District of California alleging infringement of three additional patents. On January 20, 2011, we entered into a settlement and patent license agreement with PAN pursuant to which we agreed to license certain asserted patents and certain related patents in return for a settlement payment of $6 million, with $3 million upfront and ongoing quarterly payments of $250,000 over the next three years. The parties also agreed upon a three year covenant not to sue for patent related claims. We deferred the settlement income and are amortizing to "litigation settlement income” within operations over the three year covenant period.
 
In August 2009, Enhanced Security Research, LLC and Security Research Holdings LLC (collectively “ESR”), a non-practicing entity, filed a complaint against us in the United States District Court for the District of Delaware alleging infringement by us and other defendants of two patents. In June 2010, the Court granted our motion to stay pending the outcome of reexamination proceedings on both asserted patents. There is a related action that was dismissed by the Court, and that dismissal has been appealed by ESR to the Federal Circuit. We cannot currently predict the outcome of this dispute nor determine the amount or a reasonable range of potential loss, if any.
 
In July 2010, Network Protection Sciences, LLC ("NPS"), a non-practicing entity, filed a complaint in the United States District Court for the Eastern District of Texas alleging patent infringement by us and other defendants. Currently the case is in the early stages. We cannot currently predict the outcome of this dispute nor determine the amount or a reasonable range of potential loss, if any. In January 2011, we filed with the PTO a petition for re-examination of the patent asserted by NPS.
 
In April 2010, an individual, a former stockholder of Fortinet, filed a class action lawsuit against us in the Superior Court of the State of California for the County of Los Angeles alleging violation of various California Corporations' Code sections and related tort claims alleging misrepresentation and breach of fiduciary duty regarding the 2009 repurchase by Fortinet of shares of its stock while we were a privately-held company. In September 2010, the Court granted our motion to transfer the case to the California Superior Court for Santa Clara County and the plaintiff has filed an amended complaint in the Superior Court to add individual defendants, among other amendments. We cannot currently predict the outcome of this dispute nor determine the amount or a reasonable range of potential loss, if any.
 
In addition to the above matters, we are subject to other litigation in the ordinary course of business. The results of legal proceedings cannot be predicted with certainty. If we do not prevail in any of these legal matters, our operating results may be materially affected. At this time, we are unable to estimate the financial impact these actions will likely have on us.
 
Indemnification —Under the indemnification provisions of our standard sales contracts, we agree to defend our customers against third-party claims asserting infringement of certain intellectual property rights, which may include patents, copyrights, trademarks, or trade secrets, and to pay judgments entered on such claims. Our exposure under these indemnification provisions is generally limited to the total amount paid by our customer under the agreement. However, certain agreements include indemnification provisions that could potentially expose us to losses in excess of the amount received under the agreement. To date, there have been no claims under such indemnification provisions.

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NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

 
Table of Contents
 
FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

8. STOCKHOLDERS' EQUITY
 
Stock Plans —The Company grants equity compensation awards to acquire the Company's ordinary shares from three plans, and which collectively are referred to as the Company's stock plans below. For further discussion of these Plans, refer to the Note 11, "Stock Plans," of the Notes to Consolidated Financial Statements in the Company's Annual Report on Form 10-K for the year ended December 31, 2010.
 
Common Shares Reserved for Issuance —At March 31, 2011 , we had reserved 21.1 million shares of common stock for issuance.
 
Stock-based compensation under ASC 718 —Stock-based compensation is accounted for in accordance to ASC 718, which requires compensation costs related to share-based transactions, including employee stock options, to be recognized in the financial statements based on fair value. Under ASC 718, the fair value of each option award is estimated on the grant date using the Black-Scholes option pricing model. We determined weighted-average valuation assumptions as follows:
 
Expected Term —The expected term represents the period that our stock-based awards are expected to be outstanding. As we do not have sufficient historical experience for determining the expected term of the stock option awards granted, we have based our expected term on the simplified method available under ASC 718-10 (formerly referred to as Staff Accounting Bulletin 110).
 
Expected Volatility —The computation of expected volatility for the periods presented includes the historical and implied stock volatility of comparable companies from a representative peer group selected based on industry and market capitalization data and to a lesser extent, our weighted historical volatility following our IPO in November 2009.
 
Fair Value of Common Stock —The fair value of our common stock is the closing sales price of the Common Stock (or the closing bid, if no sales were reported) on the effective grant date.
 
Risk-Free Interest Rate —We base the risk-free interest rate used in the Black-Scholes valuation model on the implied yield available on U.S. Treasury zero-coupon issues with an equivalent remaining term.
 
Expected Dividend —The expected dividend weighted-average assumption is based on our current expectations about our anticipated dividend policy.
 
The following table summarizes the weighted-average assumptions relating to our stock options as follows:
 
 
Three Months Ended
 
March 31,
2011
 
March 31,
2010
Expected term in years
4.6
 
 
4.6
 
Volatility (%)
40.4
 
 
40.5
 
Risk-free interest rate (%)
1.8
 
 
2.4
 
Dividend rate (%)
 
 
 
 
Stock-based compensation expense is included in costs and expenses as follows ($ amounts in 000's):
 

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

 
Three Months Ended
 
March 31,
2011
 
March 31,
2010
Cost of product revenue
22
 
  
24
 
Cost of services revenue
198
 
  
208
 
Research and development
453
 
  
554
 
Sales and marketing
1,900
 
  
866
 
General and administrative
497
 
  
496
 
 
3,070
 
  
2,148
 
 
A summary of the option activity under our stock plans and changes during the reporting periods are presented below (in 000's, except per share amounts):
 
 
 
 
Options Outstanding
 
Shares
Available
For Grant
 
Number
Of Shares
 
Weighted-
Average
Exercise
Price ($)
  
Weighted-
Average
Remaining
Contractual
Life (Years)
  
Aggregate
Intrinsic
Value ($)
Balance-December 31, 2010
7,545
 
 
11,245
 
 
8.42
 
  
 
  
 
Authorized
3,719
 
 
 
 
 
 
 
 
 
Granted
(1,522
)
 
1,522
 
 
40.47
 
  
 
  
 
Forfeited
206
 
 
(206
)
 
15.51
 
  
 
  
 
Exercised (aggregate intrinsic value of $49,755)
 
 
(1,427
)
 
4.88
 
  
 
  
 
Balance—March 31, 2011
9,948
 
 
11,134
 
 
13.12
 
  
 
  
 
Options vested and expected to vest—March 31, 2011
 
 
10,517
 
 
12.85
 
  
4.97
 
  
329,172
 
Options exercisable—March 31, 2011
 
 
5,437
 
 
5.81
 
  
4.23
 
  
208,427
 
 
At March 31, 2011 , total compensation cost related to unvested stock-based awards granted to employees under our stock plans but not yet recognized was $41.1 million , net of estimated forfeitures. This cost is expected to be amortized on a straight-line basis over a weighted-average period of 2.67 years. Future option grants will increase the amount of compensation expense to be recorded in these periods.
 
The total fair value of awards vested under our stock plans was $3.5 million and $3.3 million for the three months ended March 31, 2011 and March 31, 2010 , respectively. The weighted-average fair value of options granted during the three months ended March 31, 2011 and March 31, 2010 was $14.50 and $6.28 per share, respectively.
 
Non-employees —During the three months ended March 31, 2011 , we granted 12,562 options to non-employees at an exercise price of $40.47 per share, in exchange for services. During the three months ended March 31, 2010, we issued options to purchase 9,400 shares of common stock, at an exercise price of $16.86 per share, to non-employees in exchange for services. These options vest over periods of up to 48 months, and in accordance with ASC 505-50 (formerly referred to as EITF Issue No. 96-18, Accounting for Equity Instruments that are Issued to Other Than Employees for Acquiring, or in Conjunction with Selling Goods or Services ), we accounted for these options as variable awards. The options were valued using the Black-Scholes option pricing model with the following weighted-average assumptions:
 
 
Three Months Ended
 
March 31,
2011
 
March 31,
2010
Expected term in years
4.2 - 6.3
 
 
5.1 - 6.8
Volatility (%)
40.4
 
 
40.5
Risk-free interest rate (%)
1.8
 
 
2.4
Dividend rate (%)
 
 

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

 
9. INCOME TAXES
 
The effective tax rate was 25.1% for the three months ended March 31, 2011 , compared to an effective tax rate of 37.3% for the three months ended March 31, 2010 . The provision for income taxes for the three months ended March 31, 2011 is comprised of foreign income taxes, U.S. federal and state taxes, and withholding tax. The provision for income taxes for the three months ended March 31, 2010 is comprised primarily of foreign income taxes, U.S. federal alternative minimum tax, state income taxes, and withholding tax.
 
As of March 31, 2011 and December 31, 2010 , unrecognized tax benefits determined in accordance with authoritative guidance on accounting for uncertainty in income taxes, approximated $15.9 million and $12.1 million, respectively. The total amount of unrecognized tax benefits, if recognized, would favorably impact the effective tax rate.
 
It is our policy to classify accrued interest and penalties related to unrecognized tax benefits in the provision for income taxes. As of March 31, 2011 , we had approximately $0.3 million accrued for estimated interest related to uncertain tax positions, and $0.2 million accrued as of December 31, 2010. Penalties related to unrecognized tax benefits for both March 31, 2011 and March 31, 2010 were immaterial. We do not expect any material unrecognized tax benefits to expire within the next twelve months.
 
10. EMPLOYEE BENEFIT PLAN
 
We have established a 401(k) tax-deferred savings plan (the “401(k) Plan”) which permits participants to make contributions by salary deduction pursuant to Section 401(k) of the Internal Revenue Code. Under the 401(k) Plan, participating employees may defer a portion of their pre-tax earnings, up to the IRS annual contribution limit ($16,500 for the calendar year 2011). In Canada, we have established a Group RRSP program (the "RRSP Plan") which permits participants to make tax deductible contributions up to the maximum RRSP contribution limits under the Income Tax Act. As of January 1, 2011, our board of directors approved 50% matching contributions on employee contributions, up to 4% of the employee's eligible earnings. Our matching contribution to the RRSP and 401(k) Plans were $366,214 during the first quarter of 2011.
 
11. SEGMENT INFORMATION
 
ASC 280 (formerly referred to as SFAS No. 131, Disclosures about Segments of an Enterprise and Related Information) establishes standards for reporting information about operating segments. Operating segments are defined as components of an enterprise about which separate financial information is available that is evaluated regularly by the chief operating decision maker in deciding how to allocate resources and in assessing performance. Our chief operating decision maker is our chief executive officer. Our chief executive officer reviews financial information presented on a consolidated basis, accompanied by information about revenue by geographic region for purposes of allocating resources and evaluating financial performance. We have one business activity, and there are no segment managers who are held accountable for operations, operating results and plans for levels or components below the consolidated unit level. Accordingly, we are considered to be in a single reportable segment and operating unit structure.
 
Revenue by geographic region is based on the billing address of the customer. The following tables set forth revenue, interest income and property and equipment by geographic region ($ amounts in 000's):
 
 
Three Months Ended
Revenue
March 31,
2011
  
March 31,
2010
Americas
35,645
 
  
23,817
 
Europe, Middle East and Africa (EMEA)
33,641
 
  
27,074
 
Asia Pacific and Japan (APAC)
23,980
 
  
18,904
 
Total revenue
93,266
 
  
69,795
 
 
 
 

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FORTINET, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS—(Continued)
(Unaudited)

Property and Equipment
March 31,
2011
  
December 31,
2010
Americas
5,526
 
  
5,585
 
EMEA
844
 
  
616
 
APAC
728
 
  
855
 
Total property and equipment—net
7,098
 
  
7,056
 
 
12. SUBSEQUENT EVENTS
 
On April 7, 2011, we completed the acquisition of certain technology assets of TalkSwitch, a privately-held company that develops VoIP telephone systems, for a cash payment of $2.6 million. We are currently in the process of finalizing the accounting for this transaction.
 
On April 27, 2011, we announced a two-for-one stock split of our outstanding shares of common stock to be effected in the form of a stock dividend. The stock split will entitle each stockholder of record at the close of business on May 9, 2011, to receive one additional share for every one share owned as of that date. The additional shares resulting from the stock split are expected to be distributed by the transfer agent on or about June 1, 2011. We currently estimate, that upon the completion of the stock split, we will have approximately 153 million shares of common stock outstanding. Information presented in our condensed consolidated financial statements and notes thereto has not been restated to reflect this authorized stock split.
 

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ITEM 2. Management's Discussion and Analysis of Financial Condition and Results of Operations
 
In addition to historical information, this Quarterly Report on Form 10-Q contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934. These statements include, among other things, statements concerning our expectations regarding:
 
growth in sales of multi-year support and subscription contracts;
 
the continued realization of efficiency gains in our sales and marketing organization as well as efficiency gains in our overall headcount measured by revenue per employee;
 
growth in our high-end business and further penetration in certain verticals;
 
the significance of stock compensation as an expense;
 
the proportion of our revenue that consists of our product and service revenues and future trends with respect to service revenue as we renew existing services contracts and expands our customer base;
 
our royalty payments to Trend Micro;
 
the impact of our product innovation strategy;
 
impact of the newly-adopted revenue recognition rules;
 
trends in product revenues, costs of services revenue, service gross margin and overall gross margin;
 
trends in our operating expenses, including personnel costs, research and development expense, sales and marketing expense and general and administrative expense;
 
investments in research and development and sales and marketing staff to address market opportunities and to position ourselves for future growth;
 
our effective tax rate;
 
the impact of seasonality on our business;
 
the sufficiency of our existing cash and cash equivalents to meet our cash needs for at least the next 12 months; and
 
the impact of inflation and foreign currency exchange rates;
 
as well as other statements regarding our future operations, financial condition and prospects and business strategies. These forward-looking statements are subject to certain risks and uncertainties that could cause our actual results to differ materially from those reflected in the forward-looking statements. Factors that could cause or contribute to such differences include, but are not limited to, those discussed in this Quarterly Report on Form 10-Q and, in particular, the risks discussed under the heading “Risk Factors” included elsewhere in this Quarterly Report on Form 10-Q and in our other Securities and Exchange Commission filings, including our Annual Report on Form 10-K for the year ended December 31, 2010, which was filed on February 25, 2011. We undertake no obligation to revise or publicly release the results of any revision to these forward-looking statements. Given these risks and uncertainties, readers are cautioned not to place undue reliance on such forward-looking statements.
 
Business Overview
 
We provide network security solutions, which enable broad, integrated and high performance protection against dynamic security threats while simplifying the IT security infrastructure for enterprises, service providers and government entities worldwide. As of March 31, 2011 , we had shipped over 700,000 appliances to more than 5,000 channel partners and to more than 100,000 end-customers worldwide, including a majority of the 2010 Fortune Global 100.
 
Our core UTM product line of FortiGate appliances ships with a set of security and networking capabilities, including

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firewall, VPN, antivirus, intrusion prevention, application control, Web filtering, antispam and WAN acceleration functionality. We derive a substantial majority of product sales from our FortiGate appliances, which range from the FortiGate-30, designed for small businesses and branch offices, to the FortiGate-5000 series for large enterprises and service providers. Our UTM solution also includes our FortiGuard security subscription services, which end-customers can subscribe to in order to obtain access to dynamic updates to the antivirus, intrusion prevention/application control, Web filtering and antispam functionality included in our appliances. End-customers can also choose to purchase FortiCare technical support services for our products. We complement our core FortiGate product line with other appliances and software that offer additional protection from security threats to other critical areas of the enterprise, such as messaging, Web application firewalls, databases, employee computers and mobile devices. Sales of these complimentary products have grown in recent quarters, although these products still represent less than 10% of our total revenue. During the fourth quarter of 2010, we began shipping virtual appliances for our FortiGate and FortiManager product lines, which help secure the end-customer's "cloud-based" network infrastructures with the same functionality as the traditional physical appliance in their respective product lines. In the first quarter of 2011, we expanded and enhanced our FortiGate UTM and FortiAP secure wireless access product lines.
 
Our sales strategy is based on a distribution model whereby we primarily sell our products and services directly to distributors who sell to resellers and service providers, who, in turn, sell to our end-customers. In certain cases, we sell directly to government-focused resellers, large service providers and major systems integrators, who have significant purchasing power and unique customer deployment requirements. Typically, FortiGuard security subscription services and FortiCare technical support services are purchased along with our appliances. We invoice at the time of our sale for the total price of the products and subscription and support services, and the invoice generally becomes payable within 30 to 90 days. We generally recognize product revenue up-front based on the allocated revenue value and defer revenue for the sale of new and renewal subscription and support services contracts. We recognize the related services revenue over the service period, which is typically one year from the date the end-customer registers for these services (the date on which the services can first be used by the customer); although, it could be longer as we are experiencing growth in sales of multi-year support and subscription contracts. Sales of new and renewal services increase our deferred revenue balance, which contributes significantly to our positive cash flow from operations. 
During the first quarter of 2011, we achieved strong growth in billings and revenues as a result of investments made in our sales infrastructure, especially the expansion of our Americas sales force and the build out of our vertical-focused sales team in the United States. Sales of FortiGate products continued to be generally balanced across entry-level (FortiGate-30 to -100 series), mid-range (FortiGate-200 to -800 series) and high-end (FortiGate-1000 to -5000 series) models with each product category representing approximately one-third of FortiGate sales. At times we do experience some degree of variability from year to year and between quarters. During the first quarter of 2011, we successfully executed our strategy to grow the high-end segment of our business, consisting of sales to large enterprises and service providers. The percentage of our FortiGate related billings from the high-end category increased to 37% in first quarter of 2011 from 27% in the first quarter of 2010, while the entry-level category decreased from 40% to 33%, and the mid-range category decreased from 33% to 30% over the same period.
 
We also believe continued product innovation, as evidenced by the increased demand for our recently introduced FortiGate appliance models such as the FortiGate-3040B, FortiGate-3140B, as well as our FortiAP secure wireless access devices, are reinforcing our competitive edge and driving market share gains. During the first quarter of 2011, we also continued to expand and enhance our sales teams, and focus on key verticals and emerging markets. We had continued traction in the enterprise and service provider verticals and made advances into the healthcare vertical. We believe these investments in both product innovation and the expansion of our sales team have allowed us to penetrate into larger enterprise and service provider accounts as evidenced by the increase in the number of deals involving sales greater than $100,000 and a sizable increase in the number of deals greater than $250,000 and $500,000 compared to the first quarter of 2010. We remain focused on investing in our sales and research and development resources in order to expand our reach into new high growth verticals and emerging markets.
 
Billings, a non-GAAP financial measure that we define as total revenue plus the change in deferred revenue (further described under "Non-GAAP Financial Measures"), were $106.7 million in the first quarter of 2011, an increase of 34% compared to the first quarter of 2010. Total revenue was $93.3 million for the first quarter of 2011, an increase of 34% compared to the first quarter of 2010. Revenue includes a $3.3 million, or 3.5%, positive impact related to the adoption of the new revenue recognition rules, as described in our "Summary of Significant Accounting Policies included in - Footnote 1 of our Condensed Consolidated Financial Statements." Product revenue was $40.2 million , an increase of 48% compared to the first quarter of 2010, and a greater percentage of total revenue ( 43% in the first quarter of 2011, compared to 39% in the first quarter of 2010). A factor in the product revenue growth was the introduction of new products over the past year, including some non-FortiGate products. Services revenue in the first quarter of 2011 was $48.7 million , an increase of 26% compared to the first quarter of 2010. Services revenue is important to our future revenue and profitability as it provides a source of recurring

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revenue for us, representing 52% and 55% of total revenue for the first quarter of 2011 and 2010, respectively. Ratable product and services revenue in the first quarter of 2011 was $4.4 million , an increase of 9% compared to the first quarter of 2010. Adoption of the new revenue recognition rules is expected to result in a decline in ratable revenue over time.
 
We are a global, geographically diversified business, with 61.8% of our total revenue generated outside of the Americas region in the first quarter of 2011. Our strong operating results were driven by an excellent performance across all geographies. During the quarter, $35.6 million , or 38% , of our total revenue was generated from the Americas, representing an increase of 50% from the first quarter of 2010. Europe, Middle East and Africa ("EMEA") generated $33.6 million , or 36% , of our total revenue during the first quarter of 2011, representing an increase of 24% from the first quarter of 2010. Asia Pacific and Japan ("APAC") generated $24.0 million , or 26% , of our total revenue during the first quarter of 2011, representing an increase of 27% from the first quarter of 2010.
 
Our total operating expenses were $52.4 million for the first quarter of 2011, an increase of 20% compared to the same period in the prior year. The 34% increase in revenues compared to the 22% increase in sales and marketing expense from the first quarter of 2010 (as discussed under "Results of Operations" below) demonstrates the leverage that we are achieving from the investment in our sales force during the past year. Despite the negative impact of foreign currency fluctuations experienced during the quarter, operating expenses as a percentage of revenue decreased to 56% from 63% during the first quarter last year. We are also seeing improvements in productivity and efficiencies in our overall headcount as our annualized first quarter 2011 revenue per employee, defined as quarterly revenue, annualized and divided by average headcount, reached $274,000, up from $226,000 for the first quarter of 2010. Headcount increased during the first quarter of 2011 from 1,336 at the end of 2010 to 1,389, as our pace of hiring picked up this quarter (particularly in sales), following a ramp up in our recruiting efforts over the past few months.
 
 
 
 

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Key Metrics
 
We monitor the key financial metrics set forth below on a quarterly basis to help us evaluate growth trends, establish budgets, measure the effectiveness of our sales and marketing efforts and assess operational efficiencies. Our total deferred revenue increased by $13.4 million from $252.6 million at December 31, 2010 to $266.0 million at March 31, 2011 . Revenue recognized plus the change in deferred revenue from the beginning to the end of the period is a useful metric that management identifies as billings. Billings for services drive deferred revenue, which is an important indicator of the health and visibility of our business, and has historically represented a majority of the quarterly revenue that we recognize. We also ended the first quarter of 2011 with $432.7 million in cash, cash equivalents and investments and have had positive cash flow from operations for every fiscal year since 2005. We discuss revenue, gross margin, and the components of operating income and margin below under “Components of Operating Results,” and we discuss our cash, cash equivalents, and investments under “Liquidity and Capital Resources.” Deferred revenue and cash flow from operations are discussed immediately below the following table.
 
 
For The Three Months Ended Or As Of
 
March 31, 2011
 
March 31, 2010
 
($ amounts in 000's)
Revenue
93,266
 
 
69,795
 
Gross margin
74.9
%
 
72.2
%
Operating income (1)
17,445
 
 
6,704
 
Operating margin
18.7
%
 
9.6
%
Total deferred revenue
266,029
 
 
211,537
 
Increase in total deferred revenue
13,398
 
 
9,607
 
Cash, cash equivalents and investments
432,703
 
 
280,937
 
Cash flows from operating activities
40,176
 
 
21,816
 
Free cash flow (2)
36,482
 
 
20,802
 
-----------
 
 
 
(1)    Includes:
 
 
 
 Stock-based compensation expense
3,070
 
 
2,148
 
 Patent settlement income
477
 
 
 
(2)    Free cash flow is a non-GAAP financial measure, which we define as cash flow from operations minus capital
    expenditures and income from the patent settlement, as further described below.
 
 
 
 
Deferred revenue. Our deferred revenue consists of amounts that have been invoiced but that have not yet been recognized as revenue. The majority of our deferred revenue balance consists of the unamortized portion of services revenue from subscription and support service contracts. We monitor our deferred revenue balance because it represents a significant portion of revenue to be recognized in future periods.
 
Cash flow from operations. We monitor cash flow from operations as a measure of our overall business performance. Our cash flow from operations is driven in large part by advance payments for both new and renewal contracts for subscription and support services, consistent with our billings for the period. Monitoring cash flow from operations enables us to analyze our financial performance excluding the non-cash effects of certain items such as depreciation, amortization and stock-based compensation expenses, thereby allowing us to better understand and manage the cash needs of our business. Our cash flow from operations was $40.2 million in the first quarter of 2011 , including $3 million received in connection with the patent settlement (discussed in "Footnote 7 - Commitments and Contingencies"), and $21.8 million in the first quarter of 2010 . In the first quarter of 2011 , free cash flow (a non-GAAP financial measure, described under “Non-GAAP Financial Measures” below) was $36.5 million , compared to $20.8 million in the first quarter of 2010 .
 
Non-GAAP Financial Measures
 
To supplement our condensed consolidated financial statements presented in accordance with U.S. GAAP, we consider certain financial measures that are not prepared in accordance with GAAP, including non-GAAP gross margin, non-GAAP income from operations and non-GAAP operating margin, non-GAAP operating expenses, non-GAAP net income and non-GAAP free cash flow. These non-GAAP financial measures are not based on any standardized methodology prescribed by GAAP and are not necessarily comparable to similar measures presented by other companies. Non-GAAP gross margin is gross margin as reported on our condensed consolidated statements of operations, excluding the impact of stock-based compensation

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expense, which is a non-cash charge. Non-GAAP income from operations is operating income, as reported on our condensed consolidated statements of operations, excluding the impact of stock-based compensation expense and the income from the patent settlement. Non-GAAP operating margin is non-GAAP income from operations divided by revenue. Non-GAAP operating expenses exclude the impact of stock-based compensation expense and the income from the patent settlement. Non-GAAP net income is net income, as reported on our condensed consolidated statements of operations, excluding the impact of stock-based compensation expense and the income from the patent settlement. Free cash flow, an alternative non-GAAP financial measure of liquidity, is defined as net cash provided by operating activities less capital expenditures and the upfront cash payment related to the patent settlement.
 
We use these non-GAAP financial measures internally in analyzing our financial results and believe they are useful to investors, as a supplement to GAAP measures, in evaluating our ongoing operational performance and enhancing an overall understanding of our past financial performance, as they help illustrate underlying trends in our business that could otherwise be masked by the effect of the expenses that we exclude in these non-GAAP financial measures. Furthermore, we use many of these measures to establish budgets and operational goals for managing our business and evaluating our performance. We also believe that the use of these non-GAAP financial measures provides an additional tool for investors to use in comparing our recurring core business operating results over multiple periods with other companies in our industry, many of which present similar non-GAAP financial measures to investors.
 
These non-GAAP financial measures should not be considered in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. There are a number of limitations related to the use of these non-GAAP financial measures versus the nearest GAAP equivalent of these financial measures. First, these non-GAAP financial measures exclude certain recurring, non-cash charges such as stock-based compensation expense and the patent settlement. Stock-based compensation has been, and will continue to be for the foreseeable future, a significant recurring expense in our business and is an important part of our employees' compensation that affects their performance. Second, the expenses that we exclude in our calculation of these non-GAAP financial measures may differ from the expenses, if any, that our peer companies may exclude when they report their results of operations. We compensate for these limitations by providing the nearest GAAP equivalents of these non-GAAP financial measures and describing these GAAP equivalents in our Results of Operations below.
 
The following tables reconcile GAAP gross margin, income from operations, operating margin, certain operating expenses and net income as reported on our condensed consolidated statements of operations to non-GAAP gross margin, non-GAAP income from operations, non-GAAP operating margin, certain non-GAAP operating expenses and non-GAAP net income for the first quarters of 2011 and 2010 .
 
 
Three Months Ended
 
March 31, 2011
 
March 31, 2010
 
Amount
  
% of
Revenue
 
Amount
  
% of
Revenue
 
($ amounts in 000's)
Total revenue
93,266
 
  
 
 
69,795
 
  
 
 
 
 
 
 
 
 
 
GAAP gross profit and margin
69,850
 
  
74.9
 
 
50,420
 
  
72.2
Stock-based compensation expense
220
 
 
0.2
 
 
232
 
 
0.4
Non-GAAP gross profit and margin
70,070
 
  
75.1
 
 
50,652
 
  
72.6
 
 
 
 
 
 
 
 
GAAP income from operations and margin
17,445
 
  
18.7
 
 
6,704
 
  
9.6
Stock-based compensation expense:
 
  
 
 
 
  
 
Cost of revenue
220
 
  
0.2
 
 
232
 
  
0.4
Research and development
453
 
  
0.5
 
 
554
 
  
0.8
Sales and marketing
1,900
 
  
2.1
 
 
866
 
  
1.2
General and administrative
497
 
  
0.5
 
 
496
 
  
0.7
Total stock-based compensation
3,070
 
  
3.3
 
 
2,148
 
  
3.1
Patent settlement
(477
)
 
(0.5
)
 
 
 
Non-GAAP income from operations and margin
20,038
 
  
21.5
 
 
8,852
 
  
12.7
 

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Three Months Ended
 
March 31, 2011
 
March 31, 2010
 
Amount
  
% of
Revenue
 
Amount
  
% of
Revenue
 
($ amounts in 000's)
Operating Expenses:
 
 
 
 
 
  
 
Research and development expenses:
 
 
 
 
 
  
 
GAAP research and development expenses
14,421
 
 
15.5
 
 
11,934
 
  
17.1
 
Stock-based compensation
(453
)
 
(0.5
)
 
(554
)
  
(0.8
)
Non-GAAP research and development expenses
13,968
 
 
15.0
 
 
11,380
 
  
16.3
 
 
 
 
 
 
 
 
 
Sales and marketing expenses:
 
 
 
 
 
  
 
GAAP sales and marketing expenses
32,718
 
 
35.1
 
 
26,723
 
  
38.3
 
Stock-based compensation
(1,900
)
 
(2.1
)
 
(866
)
  
(1.2
)
Non-GAAP sales and marketing expenses
30,818
 
 
33.0
 
 
25,857
 
  
37.1
 
 
 
 
 
 
 
 
 
General and administrative expenses:
 
 
 
 
 
  
 
GAAP general and administrative expenses
5,266
 
 
5.6
 
 
5,059
 
  
7.2
 
Stock-based compensation
(497
)
 
(0.5
)
 
(496
)
  
(0.7
)
Patent settlement
477
 
 
0.5
 
 
 
 
 
Non-GAAP general and administrative expenses
5,246
 
 
5.6
 
 
4,563
 
  
6.5
 
 
 
 
 
 
 
 
 
Total operating expenses:
 
 
 
 
 
  
 
GAAP operating expenses
52,405
 
 
56.2
 
 
43,716
 
  
62.6
 
Stock-based compensation
(2,850
)
 
(3.1
)
 
(1,916
)
  
(2.7
)
Patent settlement
477
 
 
0.5
 
 
 
 
 
Non-GAAP operating expenses
50,032
 
 
53.6
 
 
41,800
 
  
59.9
 
 
 
 
 
Three Months Ended
 
March 31, 2011
 
March 31, 2010
 
($ amounts in 000's)
Net Income:
 
 
 
GAAP net income
13,587
 
  
4,218
 
Stock-based compensation expense (1)
3,070
 
  
2,148
 
Patent settlement (2)
(477
)
 
 
Provision for income taxes (3)
4,556
 
  
2,504
 
Non-GAAP income before provision for income taxes
20,736
 
  
8,870
 
Tax effects related to non-GAAP adjustments (4)
(6,843
)
 
(3,105
)
Non-GAAP net income
13,893
 
  
5,765
 
 
 
 
 
Non-GAAP net income per share - diluted
0.17
 
 
0.08
 
 
 
 
 
Shares used in per share calculation - diluted
81,432
 
 
74,878
 
-----------
 
 
 
(1)    Stock-based compensation expense is added back to GAAP net income to reconcile to non-GAAP income before taxes.
(2)    The patent settlement income is removed from GAAP net income to reconcile to non-GAAP income before taxes.
(3)    Provision for income taxes is our GAAP provision that must be added to GAAP net income to reconcile to non-GAAP income before taxes.
(4)    Non-GAAP provision for income taxes reflects 33% and 35% non-GAAP effective tax rates in the first quarter of 2011 and 2010 , respectively. Based on the annual estimate for geographic split of income, as well as various tax credits we expect to achieve in various locations, we plan to use a 33% non-GAAP tax rate for the year, subject to discrete items that may occur in a particular quarter.

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Three Months Ended
 
March 31,
2011
 
March 31,
2010
 
($ amounts in 000's)
Billings:
 
 
 
Revenue
93,266
 
 
69,795
 
Increase in deferred revenue
13,398
 
 
9,607
 
Total Billings (Non-GAAP)
106,664
 
 
79,402
 
 
 
Three Months Ended
 
March 31,
2011
 
March 31,
2010
 
($ amounts in 000's)
Cash Flow:
 
 
 
Net cash provided by operating activities
40,176
 
 
21,816
 
Less purchases of property and equipment
(694
)
 
(1,014
)
Less patent settlement
(3,000
)
 
 
Free cash flow (Non-GAAP)
36,482
 
 
20,802
 
Net cash used in investing activities*
(46,934
)
 
(60,972
)
Net cash provided by financing activities
8,075
 
 
1,309
 
-----------
 
 
 
*    Includes purchases of property and equipment
 
Components of Operating Results
 
Revenue
 
We derive our revenue from sales of our products and subscription and support services. We recognize our revenue in accordance with the guidance in ASC 985-605 and all related interpretations , which is discussed in further detail in Footnote 1 “Summary of Significant Accounting Policies - Revenue Recognition.” Revenue is recognized when persuasive evidence of an arrangement exists, delivery has occurred, the price is fixed or determinable and collectability is probable.
 
Our total revenue is comprised of the following:
 
Product revenue . Product revenue is generated from sales of our appliances and software. The substantial majority of our product revenue has been generated by our FortiGate line of appliances, and we do not expect this to change in the foreseeable future. Product revenue also includes revenue derived from sales of FortiManager, FortiAnalyzer, FortiSwitch, FortiMail, FortiDB, FortiWeb, FortiAP, FortiScan, FortiCarrier, and FortiBridge appliances, and our FortiClient and virtual domain, or VDOM, software. We generally recognize revenue for products sold to distributors through the “sell-in” method upon shipment to the distributor, and for “sell-through” distributors, upon sale to their end-customer. As a percentage of total revenue, we expect our product revenue may vary from quarter-to-quarter based on seasonal and cyclical factors, but generally may remain at comparable levels or decline modestly over time, as services revenue becomes a larger portion of our business as our customers renew existing services contracts and we expand our customer base.
 
Services revenue . Services revenue is generated primarily from FortiCare technical support services for software updates, maintenance releases and patches, Internet access to technical content, telephone and Internet access to technical support personnel and hardware support, and FortiGuard security subscription services related to antivirus, intrusion prevention, Web filtering and antispam updates. We recognize revenue from subscription and support services over the service performance period. Our typical contractual support and subscription term is one year from the date of registration, although, it could be longer as we are experiencing growth in the sales of multi-year support and subscription contracts. We also generate a small portion of our revenue from professional services and training services, and we recognize this revenue as service is provided. As a percentage of total revenue, we expect our services revenue to remain at comparable levels or increase as our customers renew existing service contracts, as

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our services revenue growth rate depends significantly on our billings growth rate, and the growth of our customer base.
 
Ratable product and services revenue . Ratable product and services revenue is generated from sales of our products and services in cases where the fair value of the services being provided cannot be separated from the value of the entire sale. In these cases, the value of the entire sale is deferred and recognized ratably over the service performance period. See Footnote 1 “Summary of Significant Accounting Policies - Revenue Recognition” for more details. In the first quarters of 2011 and 2010, ratable product and service revenue represented approximately 4.7% to 5.9% of total revenue, respectively. Over time we expect this category to continue to decline due to the new revenue recognition rules, which allow us to use BESP in our allocation of arrangement consideration when we do not have VSOE.
 
Cost of revenue
 
Our total cost of revenue is comprised of the following:
 
Cost of product revenue. A substantial majority of the cost of product revenue consists of third-party manufacturing costs. Our cost of product revenue also includes product testing costs, write-offs for excess and obsolete inventory, royalty payments, amortization and any impairment of applicable acquired intangible assets, warranty costs, shipping and allocated facilities costs, stock-based compensation costs, and personnel costs associated with logistics and quality control. Personnel costs include cash-based personnel costs such as salaries, benefits and bonuses. Royalties reflect amounts related to Trend Micro since 2006, which Trend Micro claims are owed through 2015, as discussed in “Item 1 - Legal Proceedings.” For fiscal 2009, 2010 and the first quarter of 2011, this royalty represented approximately one percent of total revenue, and we do not expect this percentage to increase substantially in the foreseeable future.
 
Cost of services revenue. Cost of services revenue is primarily comprised of cash-based personnel costs associated with our FortiGuard Labs team and our technical support, professional services and training teams, as well as depreciation, supplies, data center, data communications, facility-related costs and stock-based compensation costs. We expect our cost of services revenue will increase as we continue to invest in subscription and support services to meet the needs of our growing customer base.
 
Cost of ratable product and services revenue . Cost of ratable product and services revenue is comprised primarily of deferred product costs and services-related costs.
 
Gross profit . Gross profit as a percentage of revenue, or gross margin, has been and will continue to be affected by a variety of factors, including the average sales price of our products, any excess inventory write-offs, manufacturing costs, the mix of products sold and the mix of revenue between products and services. We believe our overall gross margin for the near term will remain comparable (or decrease slightly) to that achieved through the first quarter of 2011.
 
Services revenue has historically increased as a percentage of total revenue since inception, and this trend has had a positive effect on our total gross margin given the higher services gross margins compared to product gross margins. We have generally maintained consistent services gross margins in 2010 and the first quarter of 2011.
 
Operating expenses . Our operating expenses consist of research and development, sales and marketing and general and administrative expenses. Personnel costs are the most significant component of operating expenses and consist of cash-based personnel costs such as salaries, benefits, bonuses and, with regard to the sales and marketing expense, sales commissions. They also include non-cash charges, specifically, stock-based compensation. We expect personnel costs to continue to increase in absolute dollars as we hire new employees.
 
Research and development. Research and development expense consists primarily of cash-based personnel costs. Additional research and development expenses include ASIC and system prototypes and certification-related expenses, depreciation of capital equipment, facility-related expenses and stock-based compensation expenses. The majority of our research and development is focused on both software development and the ongoing development of our hardware platform. We record all research and development expenses as incurred, except for capital equipment which is depreciated over time. Our development teams are primarily located in Canada, China, and California. We expect our spending for research and development to increase in absolute dollars but intend for research and development expenses to remain comparable to recent periods as a percentage of total revenue.
 

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Sales and marketing . Sales and marketing expense is the largest component of our operating expenses and primarily consists of cash-based personnel costs. Additional sales and marketing expenses include stock-based compensation, promotional and other marketing expenses, travel, depreciation of capital equipment and facility-related expenses. We intend to hire additional personnel focused on sales and marketing and expand our sales and marketing efforts worldwide in order to increase our presence in new geographic markets and enterprise verticals, add new customers and increase penetration within our existing customer base. Accordingly, we expect sales and marketing expenses to increase in absolute dollars and to continue to be our largest operating expense.
 
General and administrative . General and administrative expense consists of cash-based personnel costs as well as professional fees, stock-based compensation, depreciation of capital equipment and software, and facility-related expenses. General and administrative personnel include our executive, finance, human resources, information technology and legal organizations. Our professional fees principally consist of outside legal, auditing, accounting, information technology and other consulting costs. We expect that general and administrative expense will increase in absolute dollars as we hire additional personnel, make improvements to our information technology infrastructure, defend our intellectual property, and incur significant costs for the compliance requirements of operating as a public company, including the costs associated with SEC reporting, Sarbanes-Oxley Act compliance and insurance.
 
Interest income. Interest income consists of income earned on our cash, cash equivalents and investments. We have historically invested our cash in money market funds, commercial paper, corporate debt securities and U.S. government debt securities.
 
Other income (expense), net . Other income (expense), net consists primarily of foreign exchange and related hedging gains and losses. Foreign exchange gains and losses relate to foreign currency exchange re-measurement. The hedging gains and losses are related to our settled balance sheet hedges.
 
Provision for income taxes. Our income tax provision is based on our worldwide estimated annualized effective tax rate. We are subject to tax in the United States as well as other tax jurisdictions or countries in which we conduct business. Earnings from our non-U.S. activities are subject to local country income tax and may be subject to current U.S. income tax. Our effective tax rates differ from the statutory rate primarily due to foreign income subject to different tax rates than the U.S., research and development tax credits (when applicable), withholding tax, nondeductible compensation and adjustments related to our intercompany transfer pricing.
 
Critical Accounting Policies and Estimates
 
Our discussion and analysis of our financial condition and results of operations are based upon our financial statements, which have been prepared in accordance with U.S. GAAP. These principles require us to make estimates and judgments that affect the reported amounts of assets, liabilities, revenue and expenses, cash flow and related disclosure of contingent assets and liabilities. Our estimates include those related to revenue recognition, stock-based compensation, valuation of inventory, warranty liabilities and accounting for income taxes. We base our estimates on historical experience and on various other assumptions that we believe to be reasonable under the circumstances. Actual results may differ from these estimates. To the extent that there are material differences between these estimates and our actual results, our future financial statements will be affected.
 
We believe the accounting policies and estimates discussed under Item 7, “Management's Discussion and Analysis of Financial Condition and Results of Operations” in our Annual Report on Form 10-K for the fiscal year ended December 31, 2010 , reflect our more significant judgments and estimates used in the preparation of the consolidated financial statements. Effective January 1, 2011, we prospectively adopted the new accounting standards related to software revenue recognition for applicable transactions originating or materially modified after December 31, 2010, which is discussed in further detail in Footnote 1 to our Condensed Consolidated Financial Statements, “Summary of Significant Accounting Policies - Revenue Recognition.”
 

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Results of Operations
 
Three Months Ended March 31, 2011 and March 31, 2010
 
Revenue
 
 
Three Months Ended
 
 
  
 
 
March 31, 2011
 
March 31, 2010
 
 
  
 
 
Amount
  
% of
Revenue
 
Amount
  
% of
Revenue
 
$ Change
  
% Change
 
($ amounts in 000's)
Revenue:
 
  
 
 
 
  
 
 
 
  
 
Product
40,165
 
  
43.1
 
27,110
 
  
38.8
 
13,055
 
  
48.2
Services
48,686
 
  
52.2
 
38,625
 
  
55.3
 
10,061
 
  
26.0
Ratable product and services
4,415
 
  
4.7
 
4,060
 
  
5.9
 
355
 
  
8.7
Total revenue
93,266
 
  
100.0
 
69,795
 
  
100.0
 
23,471
 
  
33.6
 
 
 
 
 
 
 
 
 
 
 
 
Revenue by Geography:
 
  
 
 
 
  
 
 
 
  
 
Americas
35,645
 
  
38.2
 
23,817
 
  
34.1
 
11,828
 
  
49.7
EMEA
33,641
 
  
36.1
 
27,074
 
  
38.8
 
6,567
 
  
24.3
APAC
23,980
 
  
25.7
 
18,904
 
  
27.1
 
5,076
 
  
26.9
Total revenue
93,266
 
  
100.0
 
69,795
 
  
100.0
 
23,471
 
  
33.6
 
Total revenue increased $23.5 million , or 33.6% , in the first quarter of 2011 compared to the first quarter of 2010 . The adoption of the new revenue recognition rules contributed $3.3 million of the increase. The Americas region contributed the largest portion of this growth with increased sales to enterprise and service provider customers, while the APAC and EMEA regions demonstrated solid year-over-year growth as well. Product revenue increased $13.1 million , or 48.2% , compared to the first quarter of 2010 . The increase in product revenue was impacted by the $3.3 million increase due to the new revenue recognition rules and a greater mix of our high-end products due to increased sales to enterprise customers, exemplified by a 125% increase in the number of deals over $500,000 in the most recent quarter compared to the comparable prior year quarter. Services revenue increased $10.1 million , or 26.0% , in the first quarter of 2011 compared to the first quarter of 2010 due to recognition of revenue from our growing deferred revenue balance consisting of subscription and support contracts sold to a larger customer base. The growth in ratable product and services revenue was minor and over time, this category of revenue is expected to decline due to the new revenue recognition rules.
 
Cost of revenue and gross margin  
 
Three Months Ended
 
 
 
 
 
March 31,
2011
 
March 31,
2010
 
$ Change
 
% Change
 
($ amounts in 000's)
Cost of revenue:
 
 
 
 
 
 
 
Product
14,075
 
 
11,314
 
 
2,761
 
 
24.4
 
Services
7,781
 
 
6,468
 
 
1,313
 
 
20.3
 
Ratable product and services
1,560
 
 
1,593
 
 
(33
)
 
(2.1
)
Total cost of revenue
23,416
 
 
19,375
 
 
4,041
 
 
20.9
 
 
 
 
 
 
 
 
 
Gross margin (%):
 
 
 
 
 
 
 
Product
65.0
 
 
58.3
 
 
6.7
 
 
 
Services
84.0
 
 
83.3
 
 
0.7
 
 
 
Ratable product and services
64.7
 
 
60.8
 
 
3.9
 
 
 
Total gross margin
74.9
 
 
72.2
 
 
2.7
 
 
 
 
Total gross margin increased 2.7 percentage points in the first quarter of 2011 primarily due to improved product margins. Product gross margin increased 6.7 percentage points in the first quarter of 2011 compared to 2010 primarily due to an

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increase in the mix of high-end product sales to enterprise and service provider customers. High-end products accounted for 37% of our hardware billings during the quarter compared to 27% in the first quarter last year. The 0.7 percentage point increase in services gross margin was primarily due to our services business model and increased leverage in our cost structure. Services cost increased by $1.3 million primarily due to $1.1 million of higher cash-based personnel costs as we continued to scale our Americas support and FortiGuard global security research organizations. Travel, depreciation, and occupancy-related costs increased a combined $0.2 million. Ratable product and services gross margin increased 3.9 percentage points, relatively in line with product gross margins, as a result of leveraging our indirect product cost structure, such as manufacturing overhead, and lower direct product costs as a percentage of revenue.
 
Operating Expenses
 
 
Three Months Ended
 
 
  
 
 
March 31, 2011
 
March 31, 2010
 
 
  
 
 
Amount
  
% of
Revenue
 
Amount
  
% of
Revenue
 
$ Change
  
% Change
 
($ amounts in 000's)
Operating expenses:
 
  
 
 
 
  
 
 
 
  
 
Research and development
14,421
 
  
15.5
 
11,934
 
  
17.1
 
2,487
 
  
20.8
Sales and marketing
32,718
 
  
35.1
 
26,723
 
  
38.3
 
5,995
 
  
22.4
General and administrative
5,266
 
  
5.6
 
5,059
 
  
7.2
 
207
 
  
4.1
Total operating expenses
52,405
 
  
56.2
 
43,716
 
  
62.6
 
8,689
 
  
19.9
 
Research and development expense
 
Research and development expense increased $2.5 million , or 20.8% , in the first quarter of 2011 compared to the first quarter of 2010 primarily due to an increase of $2.2 million in cash-based personnel costs related to increased salaries as a result of increased headcount to support the development of new products and continued enhancements of our existing products, merit increases, higher benefits and payroll taxes. Product development and certification expenses increased $0.3 million. A 6% increase in the Canadian dollar exchange rate against the US dollar also significantly contributed to the increase in research and development expense.
 
Sales and marketing expense
 
Sales and marketing expense increased $6.0 million , or 22.4% , in the first quarter of 2011 compared to the first quarter of 2010 primarily due to cash-based personnel costs of $4.1 million including higher salaries and benefits from increased headcount in sales in order to expand our global footprint and merit increases, and higher commissions due to increased billings. We also incurred a $1.0 million increase in stock-based compensation expense, a $0.5 million increase in marketing activities, and a $0.4 million increase in travel expense. As a percentage of revenue, sales and marketing expenses decreased 3.2 percentage points due to the leverage we are achieving from the investment in our salesforce during the past year, as evidenced by our revenue growth of 33.6% outpacing our sales and marketing expenses growth of 22.4% . We do intend to continue to make investments in our sales resources and infrastructure, which are critical to support sustainable growth.
 
General and administrative expense
 
In the first quarter of 2011 , general and administrative expense increased $0.2 million , or 4.1% , compared to the first quarter of 2010 . The increase was primarily due to a $0.6 million increase in cash-based personnel costs, offset by $0.5 million related to patent settlement income.
 
Interest income and other income (expense), net
 
 
Three Months Ended
 
 
 
 
 
March 31,
2011
 
March 31,
2010
 
$ Change
 
% Change
 
($ amounts in 000's)
Interest income
793
 
 
268
 
 
525
 
 
195.9
 
Other income (expense), net
(95
)
 
(250
)
 
155
 
 
(62.0
)

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The $0.5 million increase in interest income in the first quarter of 2011 compared to the first quarter of 2010 was due to interest earned on higher invested balances. The change in other income (expense), net for the first quarter of 2011 when compared to the first quarter of 2010 was the result of lower foreign exchanges losses in the first quarter of 2011 compared to the first quarter of 2010.
 
Provision for income taxes
 
 
Three Months Ended
 
 
 
 
 
March 31,
2011
 
March 31,
2010
 
$ Change
 
% Change
 
($ amounts in 000's)
Provision for income taxes
4,556
 
 
2,504
 
 
2,052
 
 
81.9
 
Effective tax rate (%)
25.1
 
 
37.3
 
 
(12.2
)
 
(32.7
)
 
 
 
 
 
 
 
 
 
The effective tax rate was 25.1% for the quarter ended March 31, 2011 , compared with an effective tax rate of 37.3% for the quarter ended March 31, 2010 . The provision for income taxes for the quarter ended March 31, 2011 is comprised of foreign income taxes, U.S. federal and state taxes, withholding tax, and includes the benefit from adjustments in our intercompany transfer pricing associated with the benefit of stock options exercised by employees in various foreign subsidiaries.
 
The decrease in the effective tax rate for the quarter ended March 31, 2011 , compared with the same period in the prior year, is attributable primarily to the federal research tax credit and to adjustments in our intercompany transfer pricing associated with the benefit of stock options exercised by employees in various foreign subsidiaries.

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Liquidity and Capital Resources
 
 
March 31,
2011
 
December 31,
2010
 
($ amounts in 000's)
Cash and cash equivalents
68,981
 
 
66,859
 
Investments
363,722
 
 
320,601
 
Total cash, cash equivalents and investments
432,703
 
 
387,460
 
 
 
 
 
Working capital
168,217
 
 
201,776
 
 
 
Three months ended
 
March 31,
2011
 
March 31,
2010
 
($ amounts in 000's)
Cash provided by operating activities
40,176
 
 
21,816