Tenable (TENB) Morgan Stanley Technology, Media & Telecom Conference 2026 summary

Strategic platform evolution and exposure management

• Early recognition of exposure management as a broader opportunity led to expansion beyond vulnerability management, including OT, cloud, and AI attack surfaces.

• Open platform approach with over 300 integrations enables ingestion of third-party security data, enhancing risk correlation and contextualization.

• Focus on orchestrated remediation and risk reduction, including bulk configuration changes and automated actions in multi-cloud environments.

• Unified platform delivers higher ASPs (30%-80% uplift), higher close rates, and is now 40% of new sales.

• Customers increasingly commit to multi-year strategic deals, with lower churn and higher loyalty among platform users.

AI and cloud security opportunities

• AI is viewed as a significant opportunity, enabling discovery of Shadow AI applications and monitoring of sensitive data usage in LLMs.

• Closed a seven-figure deal for AI exposure management, helping customers address board-level concerns about AI risk.

• AI capabilities are leveraged for both customer-facing solutions and internal efficiencies, including code generation and customer support.

• Differentiation from AI-native competitors is based on deep post-production infrastructure assessment and trusted customer relationships.

• Automated remediation with human-in-the-loop and guardrails is emphasized for safe risk reduction.

Platform adoption, expansion, and integration

• Tenable One adoption is in early stages, with 45% of new and expansion deals in Q4 and one-third of business on the platform.

• Two-thirds of enterprise customers have yet to migrate, representing significant future opportunity.

• Customer-friendly pricing and packaging changes are planned to reduce friction and incentivize platform adoption.

• Integrations with third-party tools drive higher visibility, actionability, and are linked to larger deals and higher expansion rates.

• Shift to platform-first sales and engineering focus, with tokenized access to increase utilization and adoption.