Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 1 of 66
`Case 4:18-cv-07229—YGR Document 100-6 Filed 09/04/20 Page 1 of 66
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`EXHIBIT 6
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`EXHIBIT 6
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 2 of 66
`
`QUALYS SECURITY CONFERENCE 2020
`
`Driving Sustainable Long-Term Profitable
`Growth in a Changing Industry
`
`Philippe Courtot, Chairman & CEO
`Sumedh Thakar, President & Chief Product Officer
`Melissa Fisher, Chief Financial Officer
`Laurie MacCarthy, EVP, Worldwide Field Operations
`
`Analyst & Investor Luncheon – QSC San Francisco, February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 3 of 66
`
`Safe Harbor
`
`This presentation includes forward-looking statements within the meaning of the federal securities laws. Forward-looking statements
`generally relate to future events or our future financial or operating performance. Forward-looking statements in this presentation
`include, but are not limited to, the following list:
`- our business and financial performance and expectations for future periods, including the rate of growth of our business and market
`share gains;
`- our ability to sell additional solutions to our customer base and the strength of demand for those solutions;
`- our plans regarding the development of our technology and its expected timing;
`- our expectations regarding the capabilities of our platform and solutions;
`-
`the anticipated needs of our customers;
`- our strategy, the scalability of our strategy, our ability to execute our strategy and our expectations regarding our market position;
`-
`the expansion of our platform and our delivery of new solutions;
`-
`the expansion of our partnerships and the related benefits of those partnerships; and
`- our ability to effectively manage our costs
`Our expectations and beliefs regarding these matters may not materialize, and actual results in future periods are subject to risks and
`uncertainties that could cause actual results to differ materially from those projected. These risks include those set forth in our filings
`with the Securities and Exchange Commission, including our latest Form 10-Q and 10-K. The forward-looking statements in this
`presentation are based on information available to us as of today, and we disclaim any obligation to update any forward-looking
`statements, except as required by law.
`We also remind you that this presentation will include a discussion of GAAP and non-GAAP financial measures. The non-GAAP financial
`measures are not intended to be considered in isolation or as a substitute for results prepared in accordance with GAAP.
`
`2
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 4 of 66
`
`Agenda
`
`Welcome and Agenda Review
`Melissa Fisher, Chief Financial Officer, Qualys
`
`Driving Sustainable Long-Term Profitable Growth in a Changing Industry
`Philippe Courtot, Chairman and CEO, Qualys
`
`The Evolution of the Qualys Platform and What is Next: Introducing Next-Gen VM, Data Lake/SIEM and EDR
`Initiatives
`Sumedh Thakar, President and Chief Product Officer, Qualys
`
`Qualys Scalable Sales Model
`Laurie MacCarthy, EVP of Worldwide Field Operations, Qualys
`
`Break
`
`Qualys Scalable Business Model
`Melissa Fisher, Chief Financial Officer, Qualys
`
`Closing Remarks and Q&A
`Philippe Courtot, Chairman and CEO, Qualys
`
`3
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 5 of 66
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`QUALYS SECURITY CONFERENCE 2020
`
`Security at a Crossroads
`The Role Qualys Plays in it and Where are We
`Going?
`
`By Philippe Courtot,
`Chairman and CEO, Qualys Inc.
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 6 of 66
`
`Welcome to the Cloud-Based Computing Era
`
`Internet + 5G
`Cloud Platforms
`Open Source Tools
`DevOps
`
`55
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 7 of 66
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`The DevOps Revolution
`
`Embedding
`Security into
`the DevOps
`Cycle
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`66
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 8 of 66
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`What Does This Mean For Security?
`
`Security now Can
`and Must be built-in
`Bringing in its wake
`drastic and rapid
`changes to our
`industry as a whole
`
`77
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 9 of 66
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`The Role Qualys Plays in it
`
`Providing unprecedented real-time
`visibility across the global hybrid
`IT environment
`Natively embedding security into
`cloud platforms
`Integrating our solutions with
`DevOps tools
`Expanding our Platform capabilities
`from Detection to Response
`
`
`
`88
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 10 of 66
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`Introducing VMDR
`
`Not a bundle of solutions – It is in
`fact many years in the making
`It is the Foundation for a true
`Risk-Based Vulnerability
`Management approach
`It is the Foundation for our
`forthcoming Next-Gen Incidence
`Response and EDR offerings
`coming later this year
`
`
`
`99
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 11 of 66
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`QUALYS SECURITY CONFERENCE 2020
`
`Thank You
`
`Philippe Courtot
`pc@qualys.com
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 12 of 66
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`QUALYS SECURITY CONFERENCE 2020
`
`Unveiling VMDR: A Game Changer
`for Vulnerability Management
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`Sumedh Thakar
`President & Chief Product Officer, Qualys, Inc
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 13 of 66
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`T T R
`
`Time To Remediate
`
`12
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 14 of 66
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`Time Organization is left exposed to risk
`
`13
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 15 of 66
`
`WannaCry Timeline and Remediation
`
`MS17-010 Patch Release
`
`Authenticated Scan / Agent Detection
`
`EternalBlue
`Exploit
`
`Flat
`Remediation
`
`WannaCry
`
`“ E
`
`m
`
`e rg e n c y ”
`P atc hin g
`
`New Remote Detection
`
`Remediation from
`VM/Patch processes
`
`3/21
`
`3/28
`
`4/4
`
`4/11
`
`4/18
`
`4/25
`
`5/2
`
`5/9
`
`5/16
`
`5/23
`
`700
`
`600
`
`500
`
`400
`
`300
`
`200
`
`100
`
`THOUSANDS
`
`0
`3/14
`
`14
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 16 of 66
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`Effective Vulnerability Management Program
`
`Asset Inventory
`
`Do you know what all your assets
`are and where they are?
`
`Patch
`Management
`How can you deploy patches to close
`high-impact vulnerabilities?
`
`15
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`Vulnerability &
`Config Assessment
`
`Do you know the type and
`amount of open vulnerabilities?
`
`Threat Risk and
`Prioritization
`Can you prioritize remediation
`based on threat intelligence?
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 17 of 66
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`Asset Management Today
`
`Rapid Expansion of IT infrastructure
`
`Highly Dynamic environments with
`enterprise discovery tools make it hard to
`keep on top of up-to-date asset inventory
`
`CMDBs are out-of-date
`
`Manual grouping and classification of
`assets doesn’t scale
`
`16
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 18 of 66
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`Vulnerability Management
`
`More devices more vulnerabilities
`
`Prioritization needs real-time Threat
`Intelligence & asset context
`
`Risk based approach is lacking
`
`17
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 19 of 66
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`Remediation Response
`
`More than just patching
`
`Struggle to find right mitigation
`
`Decentralized IT tools & teams
`
`18
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 20 of 66
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`True Risk Based Vulnerability Management
`
`19
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 21 of 66
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`One solution to Discover, Assess, Prioritize and Fix critical vulnerabilities
`
`20
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 22 of 66
`
`Qualys VMDR – A Game Changer
`
`Discover & Inventory all managed
`& unmanaged assets – Global AI
`
`Auto Organize assets with
`dynamic rule-based tagging
`
`Continuous Vulnerability
`Assessment with Cloud Agents
`
`Instant threat prioritization with
`new context engine
`
`Rapid Response with built-in
`Remediation
`
`21
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 23 of 66
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`Quick Demo
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 24 of 66
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`23
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 25 of 66
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`VMDR - simple asset-based model
`
`Includes Cloud Agents
`Unlimited Virtual Scanners
`Unlimited Passive Inv Sensors
`Certificate Inventory
`Cloud Inventory
`Container Inventory
`Mobile Device Inventory
`
`Asset Categorization
`Asset Normalization
`Vulnerability Management
`Configuration Assessment
`CIS Benchmarks
`Continuous Monitoring
`Patch Detection and CVE Correlation
`CI/CD DevOps Integration
`
`Available March 2020
`
`24
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 26 of 66
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`VMDR Experience UI Upgrade
`
`25
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 27 of 66
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`Cloud Platform Architecture
`
`26
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 28 of 66
`
`Qualys Sensor Platform
`Scalable, self-updating & centrally managed
`
`Physical
`
`Virtual
`
`Cloud/Container
`
`Cloud Agents
`
`Passive
`
`Legacy data centers
`
`Private cloud infrastructure
`
`Corporate infrastructure
`
`Virtualized Infrastructure
`
`Continuous security and
`compliance scanning
`
`Continuous security and
`compliance scanning
`
`Commercial IaaS & PaaS
`clouds
`
`Pre-certified in market place
`
`Fully automated with API
`orchestration
`
`Continuous security and
`compliance scanning
`
`Light weight, multi-platform
`
`On premise, elastic
`cloud & endpoints
`
`Real-time data collection
`
`Continuous evaluation on
`platform for security and
`compliance
`
`Passively sniff on network
`
`Real-time device discovery &
`identification
`
`Identification of APT network
`traffic
`
`Extract malware files from
`network for analysis
`
`API
`
`Integration with Threat Intel
`feeds
`
`CMDB Integration
`
`Log connectors
`
`27
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 29 of 66
`
`Qualys Cloud Platform
`
`19+ products providing comprehensive
`suite of security solutions
`15,700+ customers
`
`8 shared cloud platforms across North
`America, Europe & Asia
`95+ private clouds platforms deployed
`globally... on-prem, AWS, Azure, GCP
`19+ PB storage and 27,000 cores
`
`28
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 30 of 66
`
`Qualys Cloud Platform
`
`3+ billion IP scans/Audits per year
`50,000+ Scanner Appliances
`30+ million Cloud Agents
`2+ trillion security events annually
`
`5+ billion messages daily across Kafka
`clusters
`3.2+ trillion data points indexed in our
`Elasticsearch clusters
`
`29
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 31 of 66
`
`Continued Platform
`Expansion
`
`ICS OT Environments
`
`SaaS Security & Compliance
`
`30
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 32 of 66
`
`More DRs coming 2020
`
`Endpoint Detection & Response
`Cloud Detection & Response
`Container Detection & Response
`Mobile Device Detection & Response
`SaaS Security Detection & Response
`
`31
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 33 of 66
`
`Security Analytics,
`Correlation & Data Lake
`
`Powerful cloud-based correlation
`and analytics of Known & Unknown
`Threats
`Qualys built-in!
`Plug-n-Play Analytics
`
`32
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 34 of 66
`
`Correlation and Data Platform Architecture
`
`Visualization
`
`Threat
`Hunting
`
`Orchestration
`Automation
`
`APIs
`
`Batch Processing
`
`Security Data Lake
`
`Machine Learning
`
`Real-time Stream Processing
`
`Normalization and Enrichment
`
`Qualys Streaming Data Backbone
`
`Qualys Apps
`
`CA
`
`VM
`
`AI
`
`WAS
`
`PC
`
`IOC
`
`FIM
`
`WAF
`
`Third Party Sources
`
`Apps
`
`Firewall
`
`Users
`
`IoT
`
`Cloud
`
`IPS
`
`33
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 35 of 66
`
`QUALYS SECURITY CONFERENCE 2020
`
`Thank You
`
`Sumedh Thakar
`sthakar@qualys.com
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 36 of 66
`
`QUALYS SECURITY CONFERENCE 2020
`
`Qualys Global Sales Model
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`Laurie MacCarthy
`EVP, Worldwide Field Operations
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 37 of 66
`
`Agenda
`
`Bringing VMDR to Market for
`General Availability
`Asset Based Pricing Model
`Customer Transition and Interest
`Case Studies (3 unique scenarios)
`Growing into 2020
`
`36
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`February 26, 2020
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`

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`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 38 of 66
`
`What makes our pricing model scalable?
`
`Qualys has now transitioned to a per
`asset licensing model that is consistent
`across all employer/customer sizes.
`•
`Small Business
`• Medium Enterprise
`•
`
`Enterprise
`
`37
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`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 39 of 66
`
`2020 Key Revenue Drivers
`
`We are the ONLY solution
`in our space that provides:
`• Global Visibility
`•
`Entire VM lifecycle
`• Consolidates multiple enterprise
`security and compliance solutions
`• Built Security into the Digital
`Transformation
`
`38
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 40 of 66
`
`Initial Customer Transition
`
`As Qualys prepares for the GA release in
`March of 2020, we are already seeing
`demand and heightened interest.
`•
`24 Customers that have transitioned
`generating total bookings of $7.3M
`• Currently have provided 576 quotes
`with total bookings of approximately
`$24.8M
`
`39
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 41 of 66
`
`Case Study (Customer Transition– Healthcare)
`
`• Engaged in a head to head bake off with
`Rapid7 and Tenable at a large non-profit
`health care company with 70,000 assets
`
`• Why Qualys VMDR won?:
`• The per asset pricing model
`• Less restriction on sensor
`infrastructure
`• Global Asset Inventory functionality
`• The logic-based workflow built into
`the VMDR Platform
`
`40
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 42 of 66
`
`Case Study (Customer Transition– Financial)
`
`• Customer M&A which caused a need to standardize on
`one platform which resulted in a displacement of
`Rapid7
`• How we came out on top:
`• Cloud based and SaaS deliver model- the client
`was seeking to virtualize their entire environment
`• FedRAMP Certified Platform
`• Inherent built-in threat intelligence and
`prioritization
`• Excess budget based on VMDR pricing allowed
`for the purchase of additional modules
`(FIM,CSA,WAS, and CS)
`• Doubled annual bookings from $1.2M to $2.4M
`
`41
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 43 of 66
`
`Case Study (New Logo C2C Consumer Web App)
`
`• Competitive vs Tenable.io and Rapid7
`with 5,000 assets and growing
`• Why was Qualys the better choice?:
`• Single pane of glass perspective
`with VMDR and Container Security
`• Integrated patch management
`workflow
`• AWS and Azure asset identification
`and inventory
`• Future requirement for
`configuration management
`
`42
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`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 44 of 66
`
`In summary....
`
`• Per asset licensing
`• Unlimited sensor licensing
`• Global visibility
`• The only all-in-one cloud-based
`app that fully automates the entre
`VM lifecycle across your entire
`environment
`• Qualys has listened to our clients
`and is meeting their needs...
`
`43
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`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 45 of 66
`
`Thank You
`
`lmaccarthy@qualys.com
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 46 of 66
`
`QUALYS SECURITY CONFERENCE 2020
`
`Qualys Scalable Business Model
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`Melissa Fisher
`CFO, Qualys, Inc.
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 47 of 66
`
`Scalable Business Model
`Strong and Consistent Performance
`
`44%
`
`27%
`
`18%
`
`Revenue
`
`Adj. EBITDA
`
`FCF
`
`2016-2019 CAGR
`
`Note: 2017 & 2019 non-GAAP Free cash flow margin normalized for headquarters office facility costs (net)
`
`46
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 48 of 66
`
`Qualys’ Balanced Customer Mix
`
`Enterprise
`20%
`
`SME
`23%
`
`SME
`80%
`
`Enterprise
`77%
`
`2019 Customers
`
`2019 Revenues
`
`Note: Excludes revenues and customer count of those with only PCI or scanner subscriptions and those from consultants/MSSPs with limited end customer information
`
`47
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`February 26, 2020
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`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 49 of 66
`
`Qualys’ Diversified End Markets
`
`Healthcare &
`Pharma
`6%
`Manufacturing &
`Government
`Chemicals
`5%
`3% Insurance
`3%
`Media &
`Communications
`6%
`
`Other
`12%
`
`Financial Services
`19%
`
`Education
`4%
`
`Technology
`14%
`
`Retail &
`Consumer
`Products
`8%
`
`Services & Consulting
`19%
`
`Healthcare &
`Pharma
`6%
`
`Government
`3%
`
`Financial Services
`26%
`
`Insurance
`6%
`
`Manufacturing &
`Chemicals
`5%
`
`Media &
`Communications
`8%
`
`Education
`2%
`
`Technology
`15%
`
`Other
`9%
`
`Retail &
`Consumer
`Products
`9%
`
`Services &
`Consulting
`10%
`
`2019 Customers
`
`2019 Revenues
`
`Note: Excludes revenues and customer count of those with only PCI or scanner subscriptions and those from consultants/MSSPs with limited end customer information
`
`48
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`Analyst and Investor Luncheon at QSC20 San Francisco
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`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 50 of 66
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`Multiple Levers of Revenue Growth
`
`49
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 51 of 66
`
`Expanding Market Opportunity
`
`(1) 2017 to 2021E period
`(2) 2015 to 2020E period
`Source: IDC
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`50
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 52 of 66
`
`Strong Organic Revenue Growth
`Outperforming Market and Gaining Share
`
`18%
`CAGR
`
`$279
`
`$322
`
`$198
`
`$231
`
`($ in millions)
`
`Revenues
`
`2016
`
`2017
`
`2018
`
`2019
`
`51
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 53 of 66
`
`Significant Opportunity Remains for Cross-sell
`and Upsell…
`
`% Customer Penetration
`
`100%
`
`80%
`
`60%
`
`40%
`
`20%
`
`0%
`
`63%
`
`46%
`
`24%
`
`18%
`
`VM
`
`WAS
`
`CAP-VM
`
`TP
`
`52
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`12%
`
`PC
`
`11%
`
`6%
`
`1%
`
`CM
`
`CAP-PC
`
`SAQ
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 54 of 66
`
`…As Well as to Grow Our Customer Base
`
`Qualys is only 4% of
`Global Enterprise Market
`
`Qualys is only 1% of
`Global SME Market
`
`Global Enterprise
`Company Count 38K
`
`Global SME
`Company Count 1.5M
`
`Note: Global Enterprise company count includes companies with more than 5,000 employees or more than $1B in LTM revenues; Global SME company count includes companies
`with less than 5,000 employees and more than $1M but less than $1B LTM Revenues; Source: Morgan Stanley
`February 26, 2020
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`53
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 55 of 66
`
`Multi-Solution Adoption Increasing
`
`72%
`
`48%
`
`28%
`
`15%
`
`70% 72%
`
`66%
`
`61%
`
`48%
`
`41%
`
`32%
`
`26%
`
`28%
`
`15% 21%
`
`8%
`
`Q4
`Q4
`Q4
`Q4
`FY16
`FY17
`FY18
`FY19
`2+ Solutions
`
`Q4
`Q4
`Q4
`Q4
`FY16
`FY17
`FY18
`FY19
`3+ Solutions
`
`Q4
`Q4
`Q4
`Q4
`FY16
`FY17
`FY18
`FY19
`4+ Solutions
`
`3%
`
`6%
`
`10% 15%
`
`Q4
`Q4
`Q4
`Q4
`FY16
`FY17
`FY18
`FY19
`5+ Solutions
`
`% of Enterprise customers with select number of solutions
`
`54
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 56 of 66
`
`Cloud Agents Driving Adoption of New Solutions
`
`27.9
`
`30.7
`
`23.6
`
`17.9
`
`Number of Cloud Agents Sold
`
`LTM
`Q1 2019
`
`LTM
`Q2 2019
`
`LTM
`Q3 2019
`
`LTM
`Q4 2019
`
`55
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 57 of 66
`
`Multiproduct Adoption Drives Increased
`Stickiness…
`
`97%
`
`98%
`
`99%
`
`94%
`
`2 Products
`
`3 Products
`4 Products
`2019 Enterprise Gross
`Dollar Retention Rate
`
`5 Products
`
`Note: Dollar Retention Rate is the retention rate of prior year Enterprise ARR (excluding upsell and downsell) averaged over the last four quarters
`
`56
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 58 of 66
`
`…And Higher ARPU
`Enterprise Customers with 4+ solutions spend over 5x that of 1-solution customers
`
`$273
`
`$200
`
`$266
`$212
`
`$273
`$223
`
`5+X
`of 1-solution
`average
`
`$49
`
`$52
`
`LTM
`Q4 2017
`
`LTM
`Q4 2018
`
`$48
`
`LTM
`Q4 2019
`
`$207
`$164
`
`$52
`
`LTM
`Q4 2016
`
`$300
`
`$200
`
`$100
`
`$0
`
`Avg. LTM revenues
`
`per customer
`
`Enterprise customers with 1 solution
`Enterprise customers with 4+ solutions
`
`Enterprise customers with 3+ solutions
`
`57
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 59 of 66
`
`Multiple Levers for Expanding Margins…
`
`27%
`CAGR
`
`40%
`
`$112
`
`37%
`
`$85
`
`44%
`
`$141
`
`50%
`
`45%
`
`40%
`
`35%
`
`30%
`
`25%
`
`20%
`
`15%
`
`10%
`
`5%
`
`0%
`
`34%
`
`$68
`
`$200
`
`$150
`
`$100
`
`$50
`
`$0
`
`2016
`
`2017
`
`2018
`
`2019
`
`Adjusted EBITDA
`
`Adjusted EBITDA margin (%)
`
`58
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 60 of 66
`
`…and Driving Strong Cash Flow Generation
`
`$200
`
`$180
`
`$160
`
`$140
`
`$120
`
`$100
`
`$80
`
`$60
`
`$40
`
`$20
`
`$0
`
`23%
`$45
`
`2016
`
`44%
`CAGR
`
`35%
`
`$80
`
`36%
`
`$101
`
`42%
`
`$135
`
`45%
`
`40%
`
`35%
`
`30%
`
`25%
`
`20%
`
`15%
`
`10%
`
`5%
`
`0%
`
`2017
`
`2018
`
`2019
`
`Free cash flow
`
`Free cash flow margin (%)
`
`Note: 2017 & 2019 non-GAAP Free cash flow normalized for headquarters office facility costs (net)
`February 26, 2020
`Analyst and Investor Luncheon at QSC20 San Francisco
`59
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 61 of 66
`
`Cloud Platform Drives Operational Efficiencies
`
`21%
`4%
`
`17%
`
`2016
`
`21%
`4%
`
`17%
`
`2017
`
`22%
`4%
`
`18%
`
`2018
`
`19%
`3%
`
`16%
`
`2019
`
`23%
`
`Peer Median
` 2019
`
`Operations % of Revenue
`
`Support as % of Revenue
`
`COGS % of Revenue
`
`60
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 62 of 66
`
`Scalable R&D Model
`Platform Leverage & Strong Engineering Presence in India
`
`% of R&D Headcount in
`India
`
`R&D as % of Revenue
`
`79%
`
`72%
`
`63%
`
`47%
`
`17%
`
`R&D as % of Revenue:
`PF for all US Team
`
`42%
`
`2016
`2017
`2018
`2019
`Attracting Top & Loyal Talent
`
`2019
`
`2019
`
`High R&D Leverage
`
`Note: ‘PF for all US Team’ represents the estimated cost as % of revenue if India R&D headcount were employed in US based on average cost of
`U.S.-based employees in R&D; % of Headcount in India as of year-end
`
`61
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 63 of 66
`
`High Sales Leverage
`
`$1.2M
`
`$1.0M
`
`2015
`
`2019
`
`Revenue Per S&M
`Headcount
`
`Platform as
`Distribution Channel
`
`62
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 64 of 66
`
`Delivering the Best In Class Operating Model
`
`Expense as a % of Revenue
`
`# of Products
`
`G&A
`
`S&M
`
`R&D
`
`COGS
`
`8%
`11%
`
`21%
`
`17%
`19%
`
`19%
`23%
`
`38%
`
`Qualys
`Peer Median
`Note: 2019 Expenses as % of revenue (Non-GAAP); Source: Morgan Stanley excluding OneSpan
`
`63
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`19
`
`6
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 65 of 66
`
`Industry Leading Margins
`
`QLYS
`47%
`
`Q3 CY2019 Adjusted EBITDA margin vs.
`select Security and SaaS peers
`
`Security
`
`SaaS
`
`Peer Median: 13%
`
`VEEV
`
`PAYC
`
`FTNT
`
`CYBR
`
`TEAM
`
`OSPN
`
`PCTY
`
`CSOD
`
`NEWR
`
`PANW
`
`MIME
`
`PFPT
`
`SPLK
`
`FEYE
`
`SAIL
`
`RNG
`
`HUBS
`
`BOX
`
`ZEN
`
`ZS
`
`SHOP
`
`RPD
`
`SCWX
`
`TWLO
`
`MOBL
`
`FSCT
`
`OKTA
`
`VRNS
`
`TENB
`
`64
`
`Analyst and Investor Luncheon at QSC20 San Francisco
`
`February 26, 2020
`
`

`

`Case 4:18-cv-07229-YGR Document 100-6 Filed 09/04/20 Page 66 of 66
`
`QUALYS SECURITY CONFERENCE 2020
`
`Melissa Fisher
`mfisher@qualys.com
`
`