Varonis Systems (VRNS) investor relations material

Strategic overview and industry trends

• Data security is increasingly critical due to rising insider threats, ransomware, and AI-driven attacks.

• AI adoption is transforming data access, making secure enablement of AI a top priority.

• Attackers are leveraging AI for more sophisticated phishing and social engineering.

• Only a small fraction of organizational data is currently connected to AI due to security concerns.

• The company’s platform addresses data, AI, and email security in an integrated manner.

Product innovation and differentiation

• The platform provides deep visibility into data, access, and usage across cloud and on-premises environments.

• Automated risk remediation and alerting for insider threats, ransomware, and AI abuse are core features.

• Recent acquisitions (AllTrue.ai/Atlas and SlashNext/Interceptor) expand AI and email security capabilities.

• Atlas offers full AI stack protection, including inventory, risk scanning, runtime protection, and compliance automation.

• Integration of data and AI security is a unique market differentiator.

SaaS transition and financial outlook

• The SaaS transition is nearly complete, with 90% of ARR from SaaS and full transition expected by year-end.

• On-prem subscriptions will end by December 31, 2026.

• SaaS ARR growth excluding conversions was 29% in Q1, leading to increased full-year guidance (20–21%).

• Most customer conversions are expected in Q4, with annual guidance provided due to timing variability.

• Focus is shifting from conversions to new business and upsell opportunities.