corresp
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Fair Isaac Corporation |
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901 Marquette Avenue, Suite 3200 |
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Minneapolis, MN 55402 USA |
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T 612 758 5200 |
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F 612 758 5201 |
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www.fico.com |
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Make every decision count.TM |
August 31, 2010
BY EDGAR AND OVERNIGHT DELIVERY
U.S. Securities and Exchange Commission
100 F Street, N.E.
Washington, DC 20549-3561
Attention: Mr. H. Christopher Owings
Assistant Director
Re: |
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Fair Isaac Corporation
Form 10-K for Fiscal Year Ended September 30, 2009
Filed November 24, 2009
File No. 1-11689 |
Ladies and Gentlemen:
On behalf of Fair Isaac Corporation (FICO or the Company), I am pleased to submit this
response to the comments of the Staff on the above-referenced filings, as set forth in Mr. Owings
letter dated August 11, 2010.
If appropriate, it is our understanding that we will need to consider these comments, and
incorporate appropriate disclosure, in our future reports on Forms 10-Q and 10-K. For convenience,
the Staffs comment is set forth below, followed by Fair Isaacs response.
Fair Isaac hereby acknowledges that (i) it is responsible for the adequacy and accuracy of the
disclosure in the filing, (ii) Staff comments or changes to disclosure in response to Staff
comments in the filings reviewed by the Staff do not foreclose the Securities and Exchange
Commission from taking any action with respect to the filing and (iii) Fair Isaac may not assert
Staff comments as a defense in any proceeding initiated by the Securities and Exchange Commission
or any person under the federal securities laws of the United States.
To assist the staff in reviewing this letter, we will separately deliver to Mr. Owings and Mr.
Anderegg, by overnight mail, a copy of this letter.
Form 10-K for Fiscal Year Ended September 30, 2009
Managements Discussion and Analysis, page 30
Overview, page 30
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We have reviewed your response to comment one in our letter dated July 7, 2010.
We note that each quarter you estimate contractual revenues for all individual contracts
that are signed, and we note that these estimated bookings are disclosed in your filings
and in your earnings calls. Please explain to us in reasonable detail your methodology
for estimating bookings for a contract. To further illustrate your process for
calculating bookings, please provide us with three representative contracts from which
you estimated bookings, and provide us with your calculation of bookings for each of
those contracts, including a reasonably detailed explanation of each assumption used in
your calculation. Since it appears that the terms of your contracts may vary, to
provide us with meaningful illustrations of your methodology, please include at least
one contract with transactional-based fees and at least one contract with variable fees
based on hours incurred. Once we better understand how you estimate your bookings, we
may request additional disclosures be added to your filings to better clarify this
matter to your readers. |
Bookings represent contracts signed in the current reporting period that will generate future
revenue streams and are an indicator of business performance. For each new contract, the FICO
sales team and the customer establish general business terms to the contract, which includes scope
of work, use of the product, and ultimately the amount of the contract. When both parties agree to
these business terms, the booking value of the contract is derived. The value of our bookings is
approved by a cross-functional team including executives from our Product Management, Finance and
Sales organizations. We consider contract terms, knowledge of the marketplace and experience with
our customers, among other factors, when determining the value of contract bookings.
Bookings calculations have varying degrees of certainty, based on the type of revenue and
individual contract terms. Our primary revenue types are license and maintenance, consulting
services and transactional revenues. Some of our bookings calculations, such as those that include
license and maintenance, have a higher degree of certainty and are often based on terms specified
in the contract. However, a majority of our contracts involve transactional or unit-based pricing
and the corresponding bookings calculation requires us to make estimates about future activity
levels or volumes. The following paragraphs discuss how bookings are calculated and the amount of
subjectivity in the calculations.
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License and Maintenance
License and maintenance bookings have a high degree of certainty in their calculation because
the amounts are specified in the contract terms. Licenses are sold on a perpetual or term basis
and there are limited instances where the bookings will differ from the revenue recognized over the
contract term. Bookings of license revenues are equal to the amount stated in the contract.
Maintenance bookings are also based on terms in the contract and as a result have few differences
when compared to actual results.
Consulting Services
Bookings for consulting services range in subjectivity depending on if we contract the
services on a fixed price or time and materials basis. A fixed price contract specifies the
services we will perform and their cost. Bookings from fixed price arrangements are taken from the
contract and generally equal revenue recognized. A time and materials based contract has more
uncertainty than a fixed price contract. We calculate bookings as the estimated number of hours to
complete the service multiplied by the rate per hour. Bookings may differ from actual results
primarily due to revisions of how customers ultimately use our services. Differences typically
result from customers refining the mix of internal and FICO resources used in completing the
project.
Although not common, an alteration of a consulting services contract, such as a contract
termination, may have a large impact on actual revenue results achieved.
Transactional
Transactional or usage bookings contain the most subjectivity in their calculation.
Transactional or usage based contracts generally span multiple years where revenues are earned
based on minimum contractual amounts or on system usage that exceeds minimum contractual amounts.
Bookings are calculated as the total estimated volume of transactions or number of accounts under
contract, multiplied by the contractual rate. Estimated volumes are the most subjective measure in
our bookings measurement process. We develop estimates based on detailed discussions with our
customer, examinations of historical data, and discussions among our executives in the Product
Management, Finance and Sales organizations. One of the largest drivers of differences between
bookings and actual results is economic conditions. For example, if a customer purchases our
software to monitor an existing credit card portfolio, our fee is based on the number of active
credit cards. If economic conditions deteriorate and our customer reduces the number of active
credit cards in their portfolio, actual results may be less than our original bookings estimates.
Likewise, if economic conditions improve and our customer increases the number of active credit
cards in their portfolio, actual results may be more than our original bookings estimates. In
addition to economic factors, the performance of our customers versus their competitors will result
in variances between actual results and our bookings. When
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estimating bookings we also consider contractual minimums, however, these minimums are often
low enough to be perfunctory. Contractual minimums are not used to estimate bookings, unless no
other data is available to make a better estimate. We often offer tiered pricing with discounted
rates for higher volumes. Our bookings calculation uses the rate commensurate with the estimated
volumes.
Following are examples showing various bookings calculations. We have altered various terms
of the contracts for confidentiality reasons.
License, maintenance and services
Customer A purchased a product that included the following bookings components:
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Bookings |
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(in thousands) |
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License |
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$ |
700 |
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Maintenance |
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100 |
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Services |
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700 |
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Total |
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$ |
1,500 |
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All of these booking components have a high degree of certainty. License bookings were
specified in the contract. Maintenance bookings were also specified in the contract and we have
included one year of maintenance in the total. Services were a fixed price offering thus, bookings
were taken directly from the contract terms.
Services
Customer B contracted FICO for services to assist them on a project. Our professional
services personnel will be charging them on a time and materials basis. Based on our understanding
of the scope of the project, which is developed in coordination with customer personnel, we
estimated the number of hours to complete the project and multiplied them by the rate stated in the
contract. The following booking components were used.
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Hours |
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Rate |
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Bookings |
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(in thousands) |
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General Services |
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700 |
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$ |
405 |
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$ |
284 |
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Business Consulting |
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60 |
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$ |
450 |
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27 |
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Total |
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$ |
311 |
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We develop our estimates to complete a project based on our expertise and past experience
on similar projects. Actual revenue will vary depending on the extent the customer uses internal
resources versus FICOs resources.
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Transactional and services
Customer C entered into a five-year agreement for transactional-based software and related
services. Transactional bookings are calculated as an estimated number of transactions per year
times a rate per transaction. Services were a fixed price offering thus, bookings were taken
directly from the contract terms.
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Bookings |
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(in thousands) |
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Transactional |
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$ |
1,965 |
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Services |
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705 |
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Total |
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$ |
2,670 |
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Transactional bookings were developed from data obtained through discussions with the
customer regarding their anticipated usage of our product, other third party information and our
industry expertise. Transactional levels were reviewed and approved by FICO executives in our
Product Management, Finance and Sales organizations. Transactional bookings were calculated as
follows:
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Price Per |
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Number of |
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Transaction |
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Transactions |
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Bookings |
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(in thousands) |
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Year 1 |
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$ |
0.0375 |
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6,000,000 |
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$ |
225 |
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Year 2 |
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$ |
0.03 |
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10,000,000 |
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300 |
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Year 3 |
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$ |
0.03 |
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12,000,000 |
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360 |
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Year 4 |
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$ |
0.03 |
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16,000,000 |
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480 |
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Year 5 |
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$ |
0.03 |
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20,000,000 |
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600 |
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Total |
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$ |
1,965 |
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Although estimating the volume level of transactions at the time a contract is signed is
more subjective, and has greater uncertainty, we believe our estimates are reasonable based on our
industry experience, historical usage patterns of our key products, and our experience with our
customers. Actual volumes over the next five years will depend on economic factors affecting our
customer and their organizations performance as compared to their competitors.
Management uses bookings as an estimate of business performance of FICO. Although differences
do occur between our original bookings estimates and actual revenues we believe it is a reasonable
indicator of business health as of a specific point in time.
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In future filings, we will enhance our bookings disclosure to give users of our financial
statements an increased understanding of how we estimate our booking calculations. We intend to
focus our updated disclosure on transactional or usage bookings, which contain the most
subjectivity.
* * * * *
If we can facilitate the Staffs review of this letter, or if the Staff has any questions on any of
the information set forth herein, please telephone me at (612) 758-5221 or Michael Pung at (612)
758-5603. My fax number is (612) 758-5201.
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Sincerely,
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/s/ Thomas A. Bradley
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Thomas A. Bradley |
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Executive Vice President and
Chief Financial Officer |
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cc: |
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Dr. Mark N. Greene
Mark R. Scadina
W. Morgan Burns |
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