
	Year Ended January 31,
	2020						2019						2018
	Amount		% Revenue		Amount		% Revenue		Amount		% Revenue
	(in thousands, except percentages)
Channel Partners	$	331,279	69	%	$	172,141	69	%	$	81,308	68	%
Direct Customers	150,134		31	%	77,683		31	%	37,444		32	%
Total revenue	$	481,413	100	%	$	249,824	100	%	$	118,752	100	%

The Company uses channel partners to complement direct sales and marketing efforts. The partners place an order with the Company after negotiating the order directly with an end customer. The partners negotiate pricing with the end customer and in some rare instances are responsible for certain support levels directly with the end customer. The Company’s contract is with the partner and payment to the Company is not contingent on the receipt of payment from the end customer. The Company recognizes the contractual amount charged to the partners as revenue ratably over the term of the arrangement once access to the Company’s solution has been provided to the end customer.

The Company also uses referral partners who refer customers in exchange for a referral fee. The Company negotiates pricing and contracts directly with the end customer. The Company recognizes revenue from the sales to the end customers, ratably over the term of the contract, once access to the Company’s solution has been provided to the end customer.


	Year Ended January 31,
	2020						2019						2018
	Amount		% Revenue		Amount		% Revenue		Amount		% Revenue
	(in thousands, except percentages)
United States	$	356,513	74	%	$	192,057	77	%	$	99,209	84	%
Europe, Middle East, and Africa	67,428		14	%	29,721		12	%	8,924		8	%
Asia Pacific	37,672		8	%	17,213		7	%	7,966		6	%
Other	19,800		4	%	10,833		4	%	2,653		2	%
Total revenue	$	481,413	100	%	$	249,824	100	%	$	118,752	100	%

Contract liabilities consist of deferred revenue and include payments received in advance of performance under the contract. Such amounts are recognized as revenue over the contractual period. For the year ended January 31, 2020, the Company recognized revenue of $217.9 million that were included in the corresponding contract liability balance at the beginning of the period.

The Company receives payments from customers based upon contractual billing schedules. Accounts receivable are recorded when the right to consideration becomes unconditional. Payment terms on invoiced amounts are typically 30 - 60 days. Contract assets include amounts related to the contractual right to consideration for both completed and partially completed performance obligations that may not have been invoiced.

The Company’s subscription contracts with its customers have a typical term of one to three years and most subscription contracts are non-cancelable. Customers typically have the right to terminate their contracts for cause as a result of the Company’s failure to perform. As of January 31, 2020, the aggregate amount of the transaction price allocated to remaining performance obligations was $764.0 million. The Company expects to recognize 69% of the remaining performance obligations in the 12 months following January 31, 2020, with the remainder to be recognized thereafter.

The Company capitalizes referral fees paid to partners and sales commission and associated payroll taxes paid to internal sales personnel that are incremental to the acquisition of channel partner and direct customer contracts and would not have occurred absent the customer contract. These costs are recorded as deferred contract acquisition costs on the consolidated balance sheets.

Sales commissions for renewal of a contract are not considered commensurate with the commissions paid for the acquisition of the initial contract or follow-on upsell given the substantive difference in commission rates in proportion to their respective contract values. Commissions, including referral fees paid to channel partners, paid upon the initial acquisition of a contract or subsequent upsell are amortized over an estimated period of benefit of four years while commissions paid for renewal contracts are amortized over the contractual term of the renewals. Sales commissions associated with professional service contracts are amortized ratably over an estimated period of benefit of six months and included in sales and marketing expense in the consolidated statements of operations. In determining the period of benefit for commissions paid for the acquisition of the initial contract, the Company took into consideration the expected subscription term and expected renewals of customer contracts, the historical duration of relationships with customers, customer retention data, and the life of the developed technology. The Company periodically reviews the carrying amount of deferred contract acquisition costs to determine whether events or changes in circumstances have occurred that could impact the period of benefit of these deferred costs. The Company did not recognize any material impairment losses of deferred contract acquisition costs during the year ended January 31, 2020.


	Year Ended January 31,
	2020		2019
	(in thousands)
Beginning balance	$	38,765	$	22,334
Adjustment due to adoption of ASU 606	24,306		—
Capitalization of contract acquisition costs	86,594		45,073
Amortization of deferred contract acquisition costs	(35,459)		(28,642)
Ending balance	$	114,206	$	38,765

Deferred contract acquisition costs, current	$	42,971	$	28,847
Deferred contract acquisition costs, noncurrent	71,235		9,918
Total deferred contract acquisition costs	$	114,206	$	38,765