Bumble Inc (BMBL) 2022 Q2 法說會逐字稿

Good day, and thank you for standing by. Welcome to the Bumble Second Quarter 2020 Financial Results Conference Call. (Operator Instructions) Please be advised that today's conference is being recorded.

美好的一天，感謝您的支持。歡迎參加 Bumble 2020 年第二季度財務業績電話會議。 （操作員說明）請注意，今天的會議正在錄製中。

I would now like to hand the conference over to your speaker today, Cherryl Valenzuela, Vice President of Investor Relations. Please go ahead.

我現在想把會議交給你今天的演講者，投資者關係副總裁 Cherryl Valenzuela。請繼續。

Good afternoon, and thank you for joining us to discuss Bumble's second quarter financial results. With me today are Whitney Wolfe Herd, Founder and CEO; Tariq Shaukat, President; and Anu Subramanian, CFO of Bumble.

下午好，感謝您加入我們討論 Bumble 第二季度的財務業績。今天和我在一起的是創始人兼首席執行官 Whitney Wolfe Herd；塔里克·肖卡特，總統； Bumble 的首席財務官 Anu Subramanian。

Before we begin, I'd like to remind everyone that certain statements made on this call today are forward-looking statements. These forward-looking statements are subject to various risks and uncertainties and reflect our current expectations based on our beliefs, assumptions and information currently available to us. Although we believe these expectations are reasonable, we undertake no obligation to revise any statements to reflect changes that occur after this call.

在我們開始之前，我想提醒大家，今天在這次電話會議上所做的某些陳述是前瞻性陳述。這些前瞻性陳述受到各種風險和不確定性的影響，並反映了我們基於我們目前可獲得的信念、假設和信息的當前預期。儘管我們認為這些預期是合理的，但我們不承擔修改任何陳述以反映本次電話會議後發生的變化的義務。

Descriptions of these factors and other risks that could cause actual results to differ materially from these forward-looking statements are discussed in more detail in our earnings press release and filings with the SEC, including our annual report on Form 10-K for the year ended December 31, 2021, and our subsequent periodic filings.

這些因素和其他可能導致實際結果與這些前瞻性陳述產生重大差異的風險的描述在我們的收益新聞稿和提交給 SEC 的文件中進行了更詳細的討論，包括我們關於 10-K 表格的年度報告。 2021 年 12 月 31 日，以及我們隨後的定期文件。

During the call, we also refer to certain non-GAAP financial measures. These non-GAAP measures should be considered in reconciliation to and not as a substitute for or in isolation from our GAAP results. Reconciliations to the most comparable GAAP measures are available in today's earnings press release, which is available on the Investor Relations section of our website at ir.bumble.com.

在電話會議中，我們還提到了某些非公認會計原則的財務措施。這些非 GAAP 措施應與我們的 GAAP 結果相協調，而不是替代或孤立於我們的 GAAP 結果。今天的收益新聞稿中提供了與最具可比性的 GAAP 措施的對賬，該新聞稿可在我們網站 ir.bumble.com 的投資者關係部分獲得。

And with that, I'll turn it over to Whitney.

有了這個，我會把它交給惠特尼。

Thanks, Cherryl. Good afternoon, and thank you all for taking the time to join our call today. We delivered strong second quarter results, reflecting the power of our product, the relevance of our mission and the enduring human need for love and connection. We built on our momentum from last quarter into Q2, delivering total group revenue of $220 million, driven by strong growth in Bumble app revenue.

謝謝，謝麗爾。下午好，感謝大家今天抽出時間參加我們的電話會議。我們提供了強勁的第二季度業績，反映了我們產品的力量、我們使命的相關性以及人類對愛和聯繫的持久需求。在 Bumble 應用收入強勁增長的推動下，我們在上一季度到第二季度的勢頭基礎上實現了 2.2 億美元的集團總收入。

Total paying users across Bumble and Badoo apps reached over 3 million, with Bumble app adding over 149,000 paying users sequentially, a greater increase than in each of the past 2 quarters. We also reported adjusted EBITDA of $55 billion and nearly doubled free cash flow from last year, a strong bottom line result, reflecting both revenue growth and continued financial discipline. Bumble apps continue to power our overall growth with revenue up 33% year-over-year to $170 million, primarily driven by a 31% increase in paying users.

Bumble 和 Badoo 應用程序的付費用戶總數超過 300 萬，其中 Bumble 應用程序連續增加了超過 149,000 名付費用戶，增幅高於過去兩個季度的每個季度。我們還報告了調整後的 EBITDA 為 550 億美元，自由現金流比去年幾乎翻了一番，這是一個強勁的底線結果，反映了收入增長和持續的財務紀律。 Bumble 應用程序繼續為我們的整體增長提供動力，收入同比增長 33% 至 1.7 億美元，主要受付費用戶增長 31% 的推動。

Before we dive deeper, I wanted to provide some more context around the resilience we have seen so far within Bumble App. I founded bumble to make relationships better, safer and more equal for women. That remains our North Star, and it's as important now as at any time in our history because of the unprecedented challenges women are facing. We are grateful to be in the consumer business that helps people with one of their most fundamental needs, building kind and meaningful connections. That need exists, whether you are in a pandemic or in a high-inflation and recessionary environment. We believe Bumble App's unique brand and trust with our users, especially women, combined with our leadership and product innovation, is what's driving our success in the face of overlapping macro challenges. Our app provides tremendous value when you compare the cost of a monthly subscription with the cost of a typical first date, especially once you factor in the convenience, selection, discovery, fun and safety features that we offer.

在我們深入探討之前，我想提供一些關於我們迄今為止在 Bumble App 中看到的彈性的更多背景信息。我創立 bumble 是為了讓女性的關係變得更好、更安全、更平等。這仍然是我們的北極星，現在它與我們歷史上的任何時候一樣重要，因為女性面臨著前所未有的挑戰。我們很高興能夠從事消費者業務，幫助人們滿足他們最基本的需求之一，建立友好和有意義的聯繫。無論您是在大流行病中還是在高通脹和經濟衰退的環境中，這種需求都是存在的。我們相信，Bumble App 的獨特品牌和對我們用戶（尤其是女性）的信任，再加上我們的領導力和產品創新，是我們在面對重疊的宏觀挑戰時取得成功的動力。當您將每月訂閱的費用與典型的第一次約會的費用進行比較時，我們的應用程序提供了巨大的價值，尤其是當您考慮到我們提供的便利、選擇、發現、樂趣和安全功能時。

Turning back to our Q2 performance. We delivered strong results in Bumble App's traditional markets as well as its international growth market. According to third-party data sources, in the second quarter, we gained download share in almost all of our major markets, including the U.S., Canada and the U.K. Our authentic women first positioning and our products continue to resonate in both our core markets and internationally.

回到我們第二季度的表現。我們在 Bumble App 的傳統市場以及國際增長市場取得了強勁的業績。根據第三方數據來源，第二季度，我們在幾乎所有主要市場都獲得了下載份額，包括美國、加拿大和英國。我們的地道女性第一定位和我們的產品繼續在我們的核心市場和國際上。

In the U.S. and Canada, we are seeing existing users engage, retain and reengage at a high rate. Importantly, we are also seeing early signs that new users are coming into the fold now that COVID has become more endemic. Our marketing programs, including Bumble IRL, our expanded college program and our, It Started on Bumble success story platform are resonating with users and helping us increase brand awareness and user engagement.

在美國和加拿大，我們看到現有用戶的參與、保留和重新參與率很高。重要的是，我們也看到了新用戶加入的早期跡象，因為 COVID 變得更加流行。我們的營銷計劃，包括 Bumble IRL、我們擴大的大學計劃和我們的 It Started on Bumble 成功故事平台正在引起用戶的共鳴，並幫助我們提高品牌知名度和用戶參與度。

Outside of the U.S. and Canada, we are very pleased with our continued download share gains as well. As a reminder, our international market expansion, like our U.S. growth, is built on the back of our brand and is powered on the foundation of organic user demand. We amplified this demand through our decade-long experience in product localization, our best-in-class field marketing programs and through influencer and performance marketing. This approach ensures that we build sustainable growth and market depth, not just toeholds in each market.

在美國和加拿大之外，我們也對下載份額的持續增長感到非常滿意。提醒一下，我們的國際市場擴張，就像我們在美國的增長一樣，建立在我們品牌的基礎上，並以有機用戶需求為基礎。我們通過在產品本地化方面長達十年的經驗、一流的現場營銷計劃以及影響者和績效營銷，擴大了這一需求。這種方法可確保我們建立可持續增長和市場深度，而不僅僅是在每個市場中立足。

Let's talk about this by region. First, in Western Europe, our market expansion efforts continued to deliver strong results. We are seeing robust user growth across the region and even faster revenue growth. In Germany, Bumble was the #2 most downloaded dating app in Q2. The momentum continued into July, and we ended the month with Bumble as the #1 most downloaded dating app in Germany according to multiple third-party data sources. We are incredibly proud of this result, and believe it continues to demonstrate the power of our model. We expect to focus over the next several quarters on deepening our presence across our launch markets and expanding into other parts of Western Europe.

讓我們按地區來討論這個問題。首先，在西歐，我們的市場拓展工作繼續取得強勁成果。我們看到整個地區的用戶增長強勁，收入增長更快。在德國，Bumble 是第二季度下載量排名第二的約會應用程序。這種勢頭一直持續到 7 月，根據多個第三方數據源，我們在本月結束時 Bumble 成為德國下載量最大的約會應用程序第一名。我們為這一結果感到無比自豪，並相信它繼續展示我們模型的力量。我們預計在接下來的幾個季度中，我們將專注於深化我們在啟動市場的影響力，並擴展到西歐的其他地區。

Next, looking at Latin America. Mexico continues to perform well, and our recent launches in Brazil and Chile have established a strong initial market presence for us. We are continuing to build depth in these markets to drive both user and revenue growth, and we'll be extending our efforts to Colombia and Argentina in the second half of this year.

接下來，看看拉丁美洲。墨西哥繼續表現良好，我們最近在巴西和智利推出的產品為我們建立了強大的初始市場佔有率。我們將繼續深入這些市場，以推動用戶和收入的增長，我們將在今年下半年將我們的努力擴展到哥倫比亞和阿根廷。

Finally, turning to Asia. We are particularly excited by the traction we are seeing. A lot of activity this year has been focusing on improving the localization of our products in key markets, including for Japanese, Mandarin and Cantonese speakers, while amplifying organic demand in our launched markets. India, for example, is a market that continues to deliver for us. And our recent localization improvements and brand initiatives are delivering rapid user growth, with revenue more than doubling year-over-year. Similarly, our efforts last year in Southeast Asia, including Singapore, Indonesia and the Philippines, continue to perform well. Looking forward, we are particularly excited by the early results of our localization efforts in North Asia and expect the region to be a focus of our 2023 effort once the situation on the ground allow.

最後，轉向亞洲。我們對所看到的牽引力感到特別興奮。今年的許多活動都集中在提高我們產品在主要市場的本地化水平，包括日語、普通話和粵語使用者，同時擴大我們已推出市場的有機需求。例如，印度是一個持續為我們提供服務的市場。我們最近的本地化改進和品牌計劃正在實現用戶快速增長，收入同比增長一倍以上。同樣，我們去年在包括新加坡、印度尼西亞和菲律賓在內的東南亞地區的努力繼續表現良好。展望未來，我們對北亞本地化工作的早期成果感到特別興奮，並預計一旦當地情況允許，該地區將成為我們 2023 年工作的重點。

We are also very pleased with our team's execution against our product priorities for this year. We continue to take a thoughtful and user focused approach to product development, all centered on providing an experience that is designed with the needs of our women's customers top of mind.

我們也很高興我們的團隊對今年產品優先事項的執行情況。我們繼續採用深思熟慮和以用戶為中心的產品開發方法，所有這些都集中在提供一種以我們女性客戶的需求為首要考慮而設計的體驗。

We test our products extensively to make sure they lead to the right outcomes for our users. We then expand to the market to learn from our users and really understand how to land the product at scale. We then roll out to other markets at a fast but responsible pace.

我們對我們的產品進行了廣泛的測試，以確保它們為我們的用戶帶來正確的結果。然後我們擴展到市場向我們的用戶學習，並真正了解如何大規模落地產品。然後，我們以快速但負責任的步伐向其他市場推出。

In Q2, we brought a broad portfolio of discovery oriented products to market. We've been testing compliments our message before match offering in Australia and Germany. And based on the positive results we're seeing, we expanded the test earlier this month to select markets in the U.S. We've been encouraged with early results, which suggests that those who send compliments have better, higher-quality matches in conversations.

在第二季度，我們將廣泛的以發現為導向的產品組合推向市場。在澳大利亞和德國提供匹配服務之前，我們一直在測試我們的信息。基於我們看到的積極結果，我們在本月早些時候擴大了測試範圍以選擇美國市場。早期結果令我們感到鼓舞，這表明那些表達讚美的人在對話中具有更好、更高質量的匹配。

In some markets, we have also been testing a broader suite of product enhancements such as video and audio that provide our members with richer and more dynamic profile. We are encouraged by the engagement in these new product features and anticipate rolling these out to other markets in the future.

在一些市場，我們還一直在測試更廣泛的產品增強套件，例如視頻和音頻，為我們的會員提供更豐富、更動態的個人資料。我們對這些新產品功能的參與感到鼓舞，並預計將來會將這些功能推廣到其他市場。

To better serve our underrepresented communities on Bumble, we also launched substantial product enhancements for LGBTQIA+ people, and we began investing in features that will deliver a significantly improved experience for underrepresented ethnic and cultural background. These product initiatives are important for our mission and to our user base, especially Gen Z, and we'll continue to expand our addressable market.

為了更好地服務於 Bumble 上代表性不足的社區，我們還為 LGBTQIA+ 用戶推出了大量產品增強功能，並且我們開始投資能夠顯著改善代表性不足的種族和文化背景的體驗的功能。這些產品計劃對我們的使命和我們的用戶群，尤其是 Z 世代來說非常重要，我們將繼續擴大我們的潛在市場。

Finally, we are experimenting with new engagement models to better serve our women users and help drive matches. To that end, we recently launched a new weekly astrology-oriented event within Bumble app. With over 75% of active Bumble members in the U.S. adopting a Zodiac badge on their profile, this is something that our user base has asked for through the year. Astrology Tuesdays have led to increases in daily active users on those days and are an example of how we're working to expand the frequency of use on Bumble by designing through a women's lens, which enriches the experience for all.

最後，我們正在試驗新的參與模式，以更好地為女性用戶服務並幫助推動比賽。為此，我們最近在 Bumble 應用程序中推出了一項新的每周占星術活動。在美國，超過 75% 的活躍 Bumble 會員在他們的個人資料中採用了 Zodiac 徽章，這是我們的用戶群全年所要求的。占星術星期二導致那些日子每日活躍用戶的增加，並且是我們如何通過女性視角進行設計來擴大 Bumble 使用頻率的一個例子，這豐富了所有人的體驗。

We paired these engagement-driving features with our highly efficient and innovative monetization program. Q2 was focused on a number of paywall pricing optimizations to drive payer conversion. And as we look to the second half of this year, we have an exciting set of new monetization features being planned. We are just starting our monetization test for compliments, and we continue to be excited with tests around vertical goods. Later this year, we will start launching our segment-specific offering, starting with college students and women users.

我們將這些參與驅動功能與我們高效且創新的貨幣化計劃相結合。第二季度的重點是一些付費牆定價優化，以推動付款人轉換。展望今年下半年，我們計劃推出一系列令人興奮的新盈利功能。我們剛剛開始我們的讚美貨幣化測試，我們繼續對圍繞垂直商品的測試感到興奮。今年晚些時候，我們將開始推出針對特定細分市場的產品，從大學生和女性用戶開始。

Lastly, I'd like to spend a moment on Bumble BFF. As you know, we are building out our next-generation offering, which centers on helping people find platonic connections through small communities, which we are calling Hive. As we have shared before, our approach is built on the insight that people want to find friends, acquaintances, and connections through shared struggles and common joys: moving to a new city, navigating parenthood, finding a partner for hiking, or really anything else in between. We have recently expanded our alpha testing to the whole of the Greater Toronto area, and we are excited about the results we have seen. With no external promotions, BFF members have created thousands of Hives.

最後，我想花一點時間在 Bumble BFF 上。如您所知，我們正在構建我們的下一代產品，其中心是幫助人們通過我們稱之為 Hive 的小社區找到柏拉圖式的聯繫。正如我們之前所分享的，我們的方法建立在這樣一種洞察力之上：人們希望通過共同的奮鬥和共同的快樂來尋找朋友、熟人和聯繫：搬到一個新的城市、為父母做導航、尋找徒步旅行的伙伴，或者其他任何事情介於兩者之間。我們最近將 alpha 測試擴展到整個大多倫多地區，我們對所看到的結果感到興奮。在沒有外部促銷的情況下，BFF 成員已經創建了數千個 Hives。

Within these new ways to connect, we're seeing a deepening of engagement. We've seen the weekly average number of sessions for these members increase by 2/3, and their weekly time spent in app is up 16%. We are listening closely to feedback from our early adopters to continue to make it easier and more joyful to discover relevant Hives to join, get to know other members in your Hives, and coordinate events to spend time in person.

在這些新的聯繫方式中，我們看到了參與度的加深。我們看到這些成員的每周平均會話數增加了 2/3，他們每週花在應用程序上的時間增加了 16%。我們正在密切聽取早期採用者的反饋，以繼續讓發現相關 Hive 加入、結識 Hive 中的其他成員以及協調活動以親自花時間更容易和更快樂。

Now turning to our other dating apps, Badoo and other revenue, including Fruitz, totaled $51 million in Q2, down 14% year-over-year. It has been a challenging first half for Badoo. We, of course, exited Russia and Belarus earlier this year. As Badoo serves a more economically sensitive user base, it has also felt the effects of COVID and now the macro environment, much more than Bumble app. Despite these monetization headwinds, Badoo continues to be the second most downloaded dating app in the world with a very broad geographic footprint and a high proportion of long-tenured and highly engaged members.

現在轉向我們的其他約會應用程序、Badoo 和其他收入，包括 Fruitz，第二季度的總收入為 5100 萬美元，同比下降 14%。對於Badoo來說，上半年充滿挑戰。當然，我們今年早些時候退出了俄羅斯和白俄羅斯。由於 Badoo 服務於對經濟更敏感的用戶群，它也感受到了 COVID 和現在宏觀環境的影響，遠遠超過 Bumble 應用程序。儘管存在這些貨幣化不利因素，Badoo 仍然是世界上下載量第二多的約會應用程序，具有非常廣泛的地理足跡和高比例的長期和高度參與的成員。

We appointed a new General Manager for Badoo in Q2, and we are actively working on defining the go-forward product strategy and operating model for the business. In the immediate future, we are focused on simplifying our user experience to make the product easier to understand with the primary goal of driving higher adoption for our paid features. For example, we've been optimizing our consumable offerings such as shop for credits and extra shows, which enable users to message before a match and increase their overall activity. While it is early days in recent months, we have seen improving revenue trends in many markets and a return to revenue growth on a constant FX basis. In some of our large markets such as Poland and the Netherlands, given the Badoo's brand and scale and its organic traction in many long-tail markets such as Southeast Asia, where we have historically spent very little on product or marketing. We are going to take a more active approach to these by testing both localization and marketing efforts in countries within Southeast Asia.

我們在第二季度任命了一位新的 Badoo 總經理，我們正在積極制定業務的前進產品戰略和運營模式。在不久的將來，我們將專注於簡化用戶體驗，使產品更易於理解，主要目標是推動付費功能的更高采用率。例如，我們一直在優化我們的消耗品產品，例如購買積分和額外節目，這使用戶能夠在比賽前發送消息並增加他們的整體活動。雖然最近幾個月還處於初期，但我們已經看到許多市場的收入趨勢有所改善，並且在恆定的外匯基礎上恢復了收入增長。在我們的一些大型市場，如波蘭和荷蘭，鑑於 Badoo 的品牌和規模，以及它在東南亞等許多長尾市場的有機吸引力，我們歷來在產品或營銷上花費很少。我們將通過在東南亞國家測試本地化和營銷工作來採取更積極的方法來解決這些問題。

Finally, Q2 marked our first full quarter with Fruitz. Fruitz is aligned with Bumble Inc.'s mission by focusing on encouraging transparency and honesty and dating. It particularly resonates with Gen Z users in Western Europe and Canada. We are pleased with the progress of -- on integration. Fruitz is already leveraging the expertise of Bumble Inc. in areas such as safety and moderation and strengthening its monetization platform. It continues to be fueled almost entirely by organic demand and has established itself in a close competition for the most downloaded dating app in France.

最後，第二季度標誌著我們與 Fruitz 合作的第一個完整季度。 Fruitz 與 Bumble Inc. 的使命一致，專注於鼓勵透明度、誠實和約會。它特別引起了西歐和加拿大的 Z 世代用戶的共鳴。我們對整合方面的進展感到高興。 Fruitz 已經在利用 Bumble Inc. 在安全和適度等領域的專業知識，並加強其貨幣化平台。它繼續幾乎完全由有機需求推動，並在法國下載量最大的約會應用程序的激烈競爭中確立了自己的地位。

In closing, our business has been resilient, and I am proud of the execution and results our team has delivered. It really is an extraordinary time. We are grateful for the opportunity to earn the support and trust of our users, partners, teams and investors by focusing on our mission and customers through operational excellence and financial discipline. Now I will turn it over to Anu to talk about the financials.

最後，我們的業務一直很有彈性，我為我們團隊所交付的執行力和成果感到自豪。這真的是一個非凡的時刻。我們很高興有機會通過卓越運營和財務紀律專注於我們的使命和客戶，從而贏得用戶、合作夥伴、團隊和投資者的支持和信任。現在我將把它交給 Anu 來談談財務狀況。

Thank you, Whitney, and good afternoon, everyone. We delivered another strong set of results in Q2 with total revenue approaching the top end of our guide and adjusted EBITDA exceeding our guidance. I'll begin with a discussion of our second quarter trends and results before turning to our outlook for Q3 and the full year. Unless stated otherwise, the comparisons I will make refer to the second quarter of 2022 versus the second quarter of 2021.

謝謝惠特尼，大家下午好。我們在第二季度取得了另一套強勁的業績，總收入接近我們指南的上限，調整後的 EBITDA 超過了我們的指導。在轉向我們對第三季度和全年的展望之前，我將首先討論我們第二季度的趨勢和結果。除非另有說明，否則我將進行的比較是指 2022 年第二季度與 2021 年第二季度。

Total Bumble Inc. revenue in Q2 was $220 million up 18%, driven by strength in Bumble App. FX was a $9 million headwind to our top line this quarter with the continued strength of the U.S. dollar relative to the euro and British pound. We saw an additional $5 million of negative impact from our decision to discontinue operations in Russia and Belarus, primarily impacting Badoo App. In aggregate, FX and the Ukraine conflict impacted our Q2 year-over-year growth rate negatively by 8 percentage points.

Bumble Inc. 在第二季度的總收入為 2.2 億美元，增長 18%，這得益於 Bumble App 的實力。由於美元相對於歐元和英鎊持續走強，本季度外匯對我們的收入構成了 900 萬美元的阻力。由於我們決定停止在俄羅斯和白俄羅斯的運營，我們看到了額外 500 萬美元的負面影響，主要影響的是 Badoo App。總體而言，外彙和烏克蘭衝突對我們第二季度的同比增長率產生了 8 個百分點的負面影響。

At a group level, both paying users and our ARPPU contributed to our revenue growth with paying users up 3% to just over $3 million and ARPPU increasing 13% to $23.65, primarily driven by mix shift towards Bumble App.

在集團層面，付費用戶和我們的 ARPPU 都為我們的收入增長做出了貢獻，付費用戶增長 3% 至略高於 300 萬美元，ARPPU 增長 13% 至 23.65 美元，主要是由於向 Bumble App 的混合轉變。

As Whitney mentioned, we have seen strong gains in download share of Bumble App in Q2, and we are very pleased that this is translating to healthy revenue growth as well. Q2 revenue grew 33% to $170 million, above the high end of our guidance range. FX headwinds were approximately $5 million, which impacted our year-over-year growth rate negatively by 4 percentage points.

正如惠特尼所說，我們看到 Bumble App 在第二季度的下載份額強勁增長，我們很高興這也轉化為健康的收入增長。第二季度收入增長 33% 至 1.7 億美元，高於我們指導範圍的高端。外匯逆風約為 500 萬美元，這對我們的同比增長率造成了 4 個百分點的負面影響。

Paying users for Bumble App totaled $1.9 million, up 31% year-over-year. On a sequential basis, we added 149,000 paying users, marking the third consecutive quarter we've increased net adds. A number of factors contributed to the strong growth in paying users, including active user growth and product enhancements that drove payer conversion.

Bumble App 的付費用戶總額為 190 萬美元，同比增長 31%。在連續的基礎上，我們增加了 149,000 名付費用戶，這標誌著我們連續第三個季度增加了淨增加。許多因素促成了付費用戶的強勁增長，包括活躍用戶的增長和推動付費用戶轉換的產品增強。

Bumble App's ARPPU was $29.38, up 2%. ARPPU pool increased 1% sequentially, primarily due to pricing initiatives, partially offset by geographic mix shift as a result of our international expansion efforts and the negative impact from FX.

Bumble App 的 ARPPU 為 29.38 美元，增長 2%。 ARPPU 池環比增長 1%，主要是由於定價舉措，但由於我們的國際擴張努力和外彙的負面影響，地理組合轉移部分抵消了這一影響。

Now moving on to Badoo App and Other. Badoo App and Other revenue in Q2 was $51 million, down 14% year-over-year. We saw significant headwinds related to both FX and the Ukraine conflict, which amounted to approximately $10 million, which together impacted growth rates negatively by 16 percentage points. Excluding the impact of this, Badoo App and Other revenue would have seen modestly positive year-over-year growth.

現在轉到 Badoo App 和其他。第二季度 Badoo 應用和其他收入為 5100 萬美元，同比下降 14%。我們看到與外彙和烏克蘭衝突有關的重大不利因素，金額約為 1000 萬美元，共同對增長率造成了 16 個百分點的負面影響。排除此影響，Badoo App 和其他收入將出現適度的同比正增長。

Badoo App and Other paying users declined 25% to 1.1 million. Our total paying users decreased 136,000 sequentially in Q2 compared to the decrease of 106,000 in Q1. This included 128,000 impact from Russia, Ukraine, and Belarus, which was in line with the expectations we laid out in our prior outlook. Excluding these countries, Badoo and other paying users declined by 8,000 users compared to Q1 this year.

Badoo App 和其他付費用戶下降 25% 至 110 萬。我們的總付費用戶在第二季度環比減少了 136,000 人，而第一季度減少了 106,000 人。這包括來自俄羅斯、烏克蘭和白俄羅斯的 128,000 次影響，這符合我們在之前展望中提出的預期。不包括這些國家，Badoo 和其他付費用戶與今年第一季度相比減少了 8,000 名用戶。

Badoo App and Other ARPPU was $13.60, up 6% year-over-year and flat versus the prior quarter. The year-over-year increase in ARPPU was due to pricing optimization work and impact of 2 tier partially offset by FX headwinds. As a reminder, we currently include Fruitz revenue within Badoo app and other revenue, but exclude Fruitz paying users from Badoo app and other paying users while we complete the merger integration.

Badoo 應用和其他 ARPPU 為 13.60 美元，同比增長 6%，與上一季度持平。 ARPPU 的同比增長是由於定價優化工作和 2 層的影響部分被外匯逆風所抵消。提醒一下，我們目前將 Fruitz 收入包括在 Badoo 應用和其他收入中，但在我們完成合併整合時，不包括來自 Badoo 應用和其他付費用戶的 Fruitz 付費用戶。

Turning now to expenses. Total GAAP operating costs and expenses were $223 million for the quarter, up 14% year-over-year. On a non-GAAP basis, excluding stock-based comp and other noncash or onetime items, I'd note the following. Our total non-GAAP operating expenses were $166 million, up 23%. Cost of revenue was $62 million and grew 23% year-over-year. The increase was primarily driven by higher app store fees as revenues have grown. As a percentage of revenue, cost of revenue was 28% compared to 27% in the year ago period, reflecting adoption of Google Play billing in many of our markets starting in Q2.

現在轉向開支。本季度 GAAP 總運營成本和費用為 2.23 億美元，同比增長 14%。在非公認會計原則的基礎上，不包括基於股票的補償和其他非現金或一次性項目，我會注意以下幾點。我們的非公認會計原則運營費用總額為 1.66 億美元，增長 23%。收入成本為 6200 萬美元，同比增長 23%。這一增長主要是由於收入增長導致應用商店費用增加。作為收入的百分比，收入成本為 28%，而去年同期為 27%，這反映了從第二季度開始，我們的許多市場都採用了 Google Play 計費。

Sales and marketing expenses grew 22% year-over-year to $57 million. This represents 26% of revenue, up from 25% in the year-ago period. G&A expenses were $31 million or 14% of revenue compared to $21 million or 11% of revenue last year. Product development expenses were $15 million or 7% of revenue, and Q2 GAAP net loss was $6 million compared to a net loss of $11 million in the year ago period.

銷售和營銷費用同比增長 22% 至 5700 萬美元。這佔收入的 26%，高於去年同期的 25%。 G&A 費用為 3100 萬美元，佔收入的 14%，而去年為 2100 萬美元，佔收入的 11%。產品開發費用為 1500 萬美元，佔收入的 7%，第二季度 GAAP 淨虧損為 600 萬美元，而去年同期淨虧損為 1100 萬美元。

Q2 adjusted EBITDA was $55 million, up 6% year-over-year and represented a 25% margin. We generated $22 million of free cash flow this quarter compared to $12 million in the year ago period. We have a strong cash position and ended Q2 with total cash of $335 million. We continue to maintain financial discipline with regards to potential uses of cash.

第二季度調整後的 EBITDA 為 5500 萬美元，同比增長 6%，利潤率為 25%。本季度我們產生了 2200 萬美元的自由現金流，而去年同期為 1200 萬美元。我們擁有強大的現金頭寸，截至第二季度末現金總額為 3.35 億美元。對於現金的潛在用途，我們將繼續保持財務紀律。

Now moving on to our financial outlook for the full year and Q3. For full year 2022, we are revising our total revenue outlook to be between $920 million to $930 million which represents a growth rate of 21% year-over-year at the midpoint of the range. This includes headwinds related to FX and the conflict in Ukraine of approximately $36 million and $20 million, respectively. The current FX environment remains highly volatile, and if the current rates continue through the rest of the year, we estimate we will see an additional $8 million of FX headwind not anticipated during our prior earnings call. Excluding the impact of FX and the Ukraine conflict, our year-over-year revenue growth would be approximately 28% at the midpoint of the range.

現在繼續我們對全年和第三季度的財務展望。對於 2022 年全年，我們將總收入預期調整為 9.2 億美元至 9.3 億美元之間，在該範圍的中點，同比增長率為 21%。這包括與外彙和烏克蘭衝突有關的逆風，分別約為 3600 萬美元和 2000 萬美元。當前的外匯環境仍然高度波動，如果目前的匯率在今年剩餘時間內持續下去，我們估計我們將在之前的財報電話會議中看到額外的 800 萬美元的外匯逆風。排除外彙和烏克蘭衝突的影響，我們的收入同比增長將在該範圍的中點約為 28%。

For Bumble App, as Whitney noted, we made excellent progress on our product road map in Q2 and continue to be very excited about the plans in place for the rest of the year. Our revenue outlook reflects our latest view and timing of initiatives on our product and marketing road map as well as current seasonality trends.

正如 Whitney 所說，對於 Bumble App，我們在第二季度的產品路線圖上取得了出色的進展，並對今年剩餘時間的計劃感到非常興奮。我們的收入前景反映了我們對產品和營銷路線圖舉措的最新看法和時間安排以及當前的季節性趨勢。

We expect Bumble App revenue growth of 32% to 34% year-over-year. This includes $18 million of year-over-year FX headwinds, $7 million higher than at the time of our original guidance, and $3 million higher than our prior earnings call. Excluding FX, we expect the growth rate would be 35% to 37% year-over-year.

我們預計 Bumble App 收入將同比增長 32% 至 34%。這包括 1800 萬美元的同比外匯逆風，比我們最初指導時高出 700 萬美元，比我們之前的財報電話會議高出 300 萬美元。不包括外匯，我們預計增長率將同比增長 35% 至 37%。

We are maintaining our adjusted EBITDA margin outlook of between 24.5% to 25% of total revenue. This includes our updated views on FX impact and the previously communicated approximately $16 million of negative impact to our margin as a result of enforcement of Google Play billing.

我們將調整後的 EBITDA 利潤率預期維持在總收入的 24.5% 至 25% 之間。這包括我們對外匯影響的最新觀點，以及之前傳達的由於執行 Google Play 計費而對我們的保證金造成的大約 1600 萬美元的負面影響。

We continue to compete for talent in the global market, but are maintaining retire financial discipline as we strive to meet our hiring goals. We have not yet seen materially adverse effects on our spending due to growing inflation concerns in the broader market. This is an area we continue to keep a close eye on.

我們繼續在全球市場上爭奪人才，但在努力實現招聘目標時，我們會保持退休財務紀律。由於對更廣泛市場的通脹擔憂日益加劇，我們尚未看到對我們的支出產生重大不利影響。這是我們繼續密切關注的領域。

For Q3, we expect total revenue between $236 million and $240 million, representing a growth rate of 19% year-over-year at the midpoint of the range. Our outlook assumes $12 million of year-over-year FX headwind. Our outlook also assumes $6 million of year-over-year headwinds related to the conflict in Ukraine, primarily in Badoo. Excluding the impact of FX and the Ukraine conflict, our guidance for total revenue growth would have been 27% to 29% year-over-year.

對於第三季度，我們預計總收入在 2.36 億美元至 2.4 億美元之間，在該範圍的中點處同比增長 19%。我們的展望假設每年有 1200 萬美元的外匯逆風。我們的展望還假設與烏克蘭衝突（主要是 Badoo）相關的同比逆風為 600 萬美元。排除外彙和烏克蘭衝突的影響，我們對總收入增長的指導將同比增長 27% 至 29%。

We expect Bumble App revenue to be between $184 million and $187 million, representing a growth rate of 29% to 31% year-over-year, supported by continued growth in net paying user additions. The revenue outlook assumes a negative impact from FX of $6 million. Excluding FX headwinds, our guidance for Bumble revenue growth would be 33% to 36% year-over-year. We estimate adjusted EBITDA will be between $58 million and $60 million, representing 25% margin at the midpoint of the range. This includes our updated views on FX and the impact of expected changes to aggregator fees on our cost of revenue.

我們預計 Bumble App 的收入將在 1.84 億美元至 1.87 億美元之間，同比增長 29% 至 31%，這得益於淨付費用戶增加的持續增長。收入前景假設外匯產生 600 萬美元的負面影響。排除外匯逆風，我們對 Bumble 收入增長的預期將同比增長 33% 至 36%。我們估計調整後的 EBITDA 將在 5800 萬美元至 6000 萬美元之間，佔該範圍中點的 25% 的利潤率。這包括我們對外彙的最新觀點以及聚合商費用的預期變化對我們的收入成本的影響。

Throughout this ever-changing global environment, we remain intensely focused on delivering the best service to our users while delivering sustainable, profitable growth for our shareholders. We intend to realize the opportunity in front of us for quarters and years ahead by prioritizing the execution of our long-term growth strategy. We will do so with a sharp focus on operational and financial discipline we have consistently demonstrated.

在這個不斷變化的全球環境中，我們始終專注於為我們的用戶提供最好的服務，同時為我們的股東提供可持續的盈利增長。我們打算通過優先執行我們的長期增長戰略，在未來幾個季度和幾年內實現擺在我們面前的機會。我們將重點關注我們一貫表現出來的運營和財務紀律。

And with that, we can open it up for Q&A.

有了這個，我們可以打開它進行問答。

(Operator Instructions) Our first question will come from the line of Cory Carpenter from JPMorgan.

（操作員說明）我們的第一個問題將來自摩根大通的 Cory Carpenter。

Anu, I have 2, and they might both be for you. I was hoping, first, you could just expand on the drivers of the change in the Bumble App 2022 guidance, maybe flesh out how much is FX versus other items and what those other items are? And then secondly, just your expectations for Bumble App net adds and ARPU in the second half of the year.

Anu，我有 2 個，它們可能都適合你。我希望，首先，您可以擴展 Bumble App 2022 指南中變化的驅動因素，也許具體說明 FX 與其他項目相比有多少以及其他項目是什麼？其次，只是你對下半年 Bumble App 淨增和 ARPU 的預期。

Sure. Cory, I can take that. So let me start with Bumble App full year guidance first. So if you remember, when we gave our original guidance back in March, we had said we would be at about 34% to 36% growth rate. Obviously, we've seen significant pressure on the pound and the euro since then. So we've seen approximately $7 million of impact to our top line as a result of this, which is about 1.5% to the growth rate that we are talking about. So if the midpoint of the device changes, most of the reduction is really as a result of the FX. .

當然。科里，我可以接受。因此，讓我先從 Bumble App 全年指南開始。因此，如果您還記得，當我們在 3 月份給出最初的指導時，我們曾說過我們將保持 34% 到 36% 的增長率。顯然，自那時以來，我們已經看到英鎊和歐元面臨巨大壓力。因此，我們已經看到這對我們的收入產生了大約 700 萬美元的影響，這大約是我們所說的增長率的 1.5%。因此，如果設備的中點發生變化，則大部分減少實際上是由於 FX。 .

Additionally, as we've been working on the second half road map, we've been thinking about the timing of when some of these features will launch. And based on a lot of the testing and user feedback that we've done, we've moved some things around from between Q3 and Q4.

此外，由於我們一直在製定下半年路線圖，我們一直在考慮其中一些功能何時發布的時間。根據我們所做的大量測試和用戶反饋，我們在 Q3 和 Q4 之間移動了一些東西。

So to give you an example, we've talked a lot about college bundles, and we were originally hoping to launch college bundles before students were back on campus. But again, based on the feedback that we've received from the users, we believe that they will be better served to start getting these bundles once they've settled down on campus.

舉個例子，我們談了很多關於大學捆綁包的事情，我們最初希望在學生回到校園之前推出大學捆綁包。但同樣，根據我們從用戶那裡收到的反饋，我們相信一旦他們在校園里安頓下來，他們將得到更好的服務來開始獲得這些捆綁包。

So again, we're just moving some things on the road map, just again, based on what makes sense for the user. This is very normal course and par for what we do based on the test, iterate and expand approach that we take to our overall product road map. So that's largely what you see reflected in the new guidance range that you see for full year.

再說一次，我們只是在路線圖上移動一些東西，再一次，基於對用戶有意義的東西。這是非常正常的過程，對於我們根據我們對整體產品路線圖採取的測試、迭代和擴展方法所做的事情來說是很正常的。因此，這在很大程度上反映了您在全年看到的新指導範圍中所反映的內容。

And I want to reiterate what Whitney said in the earlier remarks, which is -- we continue to be very pleased with the top of the funnel growth and the download trends that we've been seeing in the business so far. So again, all of those are trending very much in the right direction. And we just want to make sure that we get the user experience right for our Bumble App users.

我想重申惠特尼在早些時候的講話中所說的話，那就是——我們仍然對漏斗增長的頂部以及我們迄今為止在業務中看到的下載趨勢感到非常滿意。同樣，所有這些都朝著正確的方向發展。我們只想確保為 Bumble App 用戶提供正確的用戶體驗。

And the full year guidance obviously translates into the split between Q3 and Q4 based on, again, the timing of the things that we are expecting on our road map that we talked about.

全年指導顯然轉化為第三季度和第四季度之間的劃分，再次基於我們在我們談到的路線圖上所期望的事情的時間安排。

And in terms of net adds, if you remember what I said back in March, the overall philosophy of where we expect to end for the end of the year hasn't changed at all. So for the second half, I still expect to end up in the same place in terms of overall net adds. Again, I think we may see a little bit of, again, puts and takes between Q3 and Q4. So you may see a slightly lower number for Q3 than maybe we had originally planned, and you'll see the number move into Q4. But again, if you look at the year in aggregate, I'm not expecting any major changes as a result of this.

就淨增加量而言，如果你還記得我在 3 月份所說的話，我們預計年底將在哪裡結束的總體理念根本沒有改變。因此，對於下半年，我仍然希望在整體淨增加量方面最終處於相同的位置。同樣，我認為我們可能會再次看到第三季度和第四季度之間的看跌期權。因此，您可能會看到第三季度的數字略低於我們最初計劃的數字，並且您會看到該數字進入第四季度。但同樣，如果你綜合來看這一年，我預計不會因此而發生任何重大變化。

Our next question comes from the line of Alexandra Steiger from Goldman Sachs.

我們的下一個問題來自高盛的 Alexandra Steiger。

Can you maybe give us a few more details on how Bumble PR growth has been trending in the different international markets? Any positive and/or negative surprises that you can share as you're expanding your geo footprint?

您能否詳細介紹一下 Bumble PR 在不同國際市場的發展趨勢？在擴大地理足跡時，您可以分享任何積極和/或消極的驚喜嗎？

And then I wanted to briefly touch on virtual goods. How do you think about the monetization potential of like virtual goods in the long term? And how do you feel about the current state of the offering? And also if we're still on track to launch beta this year.

然後我想簡單談談虛擬商品。您如何看待類似虛擬商品的長期貨幣化潛力？您如何看待產品的當前狀態？此外，如果我們今年仍有望推出測試版。

This is Tariq. Thanks for the question, Alexandra. So I'll maybe take those in turn. On the international markets, we are seeing very robust user growth, as Whitney mentioned. That's true in Western Europe. It's true in the markets in Latin America and in Southeast Asia. So we generally are seeing very, very strong reception to the brand proposition to the product to our marketing efforts in all of those markets.

這是塔里克。謝謝你的問題，亞歷山德拉。所以我可能會輪流接受這些。正如惠特尼所說，在國際市場上，我們看到了非常強勁的用戶增長。在西歐確實如此。在拉丁美洲和東南亞市場確實如此。因此，我們通常會看到對品牌主張、產品、我們在所有這些市場的營銷工作的強烈接受。

And I would say that if you look at most of those major markets that we have launched in, we are seeing revenue growth outpace user growth. There's a phase of these markets where we focus primarily on user growth to get this market to a certain scale. And then after that, we let users and revenue kind of grow with each other. And the reception on the monetization features, I would say, is quite high, really in the international markets that we've been prioritizing.

我想說，如果你看看我們已經推出的大多數主要市場，我們會看到收入增長超過用戶增長。在這些市場的某個階段，我們主要關注用戶增長，以使該市場達到一定規模。然後在那之後，我們讓用戶和收入相互增長。我想說的是，在我們一直優先考慮的國際市場上，貨幣化功能的接受度非常高。

So I wouldn't say there's any warning signs or places that we consider to be stumbles. We've talked about Germany, Western Europe as being a particularly bright spot that is continuing in Q2. And as Whitney mentioned, in Q3, where the momentum in Germany continues to be very strong. And then Latin America and India and Southeast Asia are also very positive.

所以我不會說有任何警告標誌或我們認為是絆腳石的地方。我們已經談到德國和西歐是第二季度持續的一個特別亮點。正如惠特尼所說，在第三季度，德國的勢頭仍然非常強勁。然後拉丁美洲和印度以及東南亞也非常積極。

On virtual goods, we mentioned in the last call that we're very pleased with the tests that we're doing. We're continuing to do the test. It is -- the offerings are continuing to resonate with Gen Z users that we're testing with. And in particular, they are not just engaging with the product, but they are kind of finding that it's leading to an enhanced engagement, more fun in the experience, which is really one of the goals. It's both a monetization feature and an engagement feature for us.

關於虛擬商品，我們在上次電話會議中提到，我們對正在進行的測試非常滿意。我們正在繼續進行測試。它是 - 這些產品繼續與我們正在測試的 Z 世代用戶產生共鳴。特別是，他們不僅與產品互動，而且發現它可以提高參與度，體驗更有趣，這確實是目標之一。對我們來說，這既是一種獲利功能，也是一種參與功能。

As we think about this moving forward, we are, I'd say, likely -- this is all subject to change as we look at our product road map, but likely going to be prioritizing virtual goods within the context of the college offerings that we talked about. At least we see there being a high appetite for it there. So some of the bundles will have -- as the school year progresses, in particular, we'll have virtual goods components to them. Still working out the exact details, but I think we're still on track for Q4, seeing those appear at a broader scale within these college bundles.

當我們考慮向前發展時，我想說，我們很可能 - 當我們查看我們的產品路線圖時，這一切都可能發生變化，但可能會在大學課程的背景下優先考慮虛擬商品我們談過的。至少我們看到那裡有很高的胃口。因此，隨著學年的進行，某些捆綁包將具有-特別是，我們將為它們提供虛擬商品組件。仍在製定確切的細節，但我認為我們仍然在第四季度的軌道上，看到這些在這些大學捆綁中以更廣泛的規模出現。

Our next question is come from the line of Andrew Marok from Raymond James.

我們的下一個問題來自 Raymond James 的 Andrew Marok。

You mentioned that Badoo customers are a bit more macro sensitive, which has been brought up in the past. But if that's the case, are there learnings that you can take from that user contingent that could help maybe insulate Bumble App from similar macro headwinds in case they get worse in some of the Bumble App core markets?

您提到過，Badoo 客戶對宏觀更敏感，這在過去已經提出。但如果是這種情況，您是否可以從該用戶隊伍中吸取教訓，以幫助 Bumble App 免受類似的宏觀不利因素的影響，以防它們在某些 Bumble App 核心市場變得更糟？

Thanks for the question, Andrew. We have, I think, consistently said that the Badoo user is more economically disadvantaged, more economically, sensitive tends to be sort of middle class and emerging middle class segment. And as Anu mentioned, we're starting to see some green shoots there sequentially month-over-month where we think that we are -- that some of the initiatives that we do have around our products, streamlining our products, some of the marketing activities that we're doing are really, like I said, starting to result in some green shoots there.

謝謝你的問題，安德魯。我認為，我們一直在說，Badoo 用戶在經濟上更弱勢、更經濟、更敏感，往往是中產階級和新興中產階級。正如 Anu 所提到的，我們開始逐月看到一些綠芽，我們認為這是我們認為的——我們確實圍繞我們的產品採取的一些舉措，簡化我們的產品，一些營銷就像我說的那樣，我們正在做的活動真的開始在那裡產生一些綠芽。

The customer base is quite different than the Bumble customer. And so while we operate a shared platform, we take learnings back and forth. I'm not sure that there's a tremendous amount of learning specifically around economic headwinds on Badoo that we would apply to Bumble. If I take an example of how different these customer bases are, if we look at travel behavior during the summer, we have found that the Badoo user is generally less likely to have traveled this summer than last summer, I think, reflecting some of the macro headwinds. We are seeing a substantial increase in the number of Bumble users in the U.S. who are spending days, weeks in Europe this summer. And so we think that speaks to the higher affluence of the Bumble user base and the much lower economic sensitivity that they have.

客戶群與 Bumble 客戶完全不同。因此，當我們運營一個共享平台時，我們會來回學習。我不確定是否有大量關於 Badoo 經濟逆風的專門知識可以應用於 Bumble。如果我以這些客戶群的不同為例，如果我們查看夏季的旅行行為，我們會發現 Badoo 用戶今年夏天旅行的可能性普遍低於去年夏天，我認為，這反映了一些宏觀逆風。我們看到今年夏天在歐洲度過數天、數週的美國 Bumble 用戶數量大幅增加。因此，我們認為這說明 Bumble 用戶群的富裕程度較高，而他們的經濟敏感性要低得多。

Our next question comes from the line of Shweta Khajuria from Evercore ISI.

我們的下一個問題來自 Evercore ISI 的 Shweta Khajuria。

Okay. First one is on compliments. Possible to please get a sense on where you are in terms of testing and scaling. And just to repeat what you said earlier in your prepared remarks, is a little bit more color on the back half, how you're thinking about the time line for that for scaling and then how you're thinking about monetizing that product as well? I guess that's the first question.

好的。第一個是關於讚美的。可能請您了解您在測試和擴展方面的位置。只是重複你之前在準備好的評論中所說的話，在後半部分增加一點顏色，你如何考慮擴展的時間線，然後你如何考慮將該產品貨幣化?我想這是第一個問題。

And then the second question is really around when we think about beyond product launches, just the macro environment, could you please go over how you're thinking about macro headwinds and tailwinds in the back half or maybe in the next, call it, quarter to 3 quarters as we look ahead?

然後第二個問題實際上是當我們考慮產品發布之外的宏觀環境時，請您回顧一下您是如何考慮後半部分或下半部分的宏觀逆風和順風的，稱之為季度我們展望未來的三個季度？

Thanks, Shweta. So maybe I'll take compliments, and then Whitney and I will tag team on the macro piece. So what we mentioned in the call -- or in the prepared remarks was that we've been live with compliments in Australia. We then followed that with Germany, and we recently -- I think it was early this month, maybe the last day of July, but early this month, launched in select markets in the U.S. .

謝謝，什維塔。所以也許我會接受讚美，然後惠特尼和我會在宏塊上標記團隊。因此，我們在電話中或在準備好的講話中提到的是，我們在澳大利亞一直受到稱讚。然後我們在德國緊隨其後，我們最近 - 我認為是本月初，也許是 7 月的最後一天，但本月初，在美國的特定市場推出。

The reception that we are seeing is exactly what we want to see. We are seeing an increase in activity related to compliments. Compliments are getting sent. These are the message before matches are getting sent. They're getting opened. We are finding that they are leading to higher levels of engagement generally. So we're very pleased to see those results. Part of the trick with all of this is making sure that the lessons you learn in a country like Australia or Germany is replicated in a country like the U.S. So we, again, are pretty cautious when we are launching products.

我們看到的接待正是我們想要看到的。我們看到與讚美相關的活動有所增加。恭維正在發送。這些是發送匹配之前的消息。他們正在被打開。我們發現它們通常會導致更高的參與度。所以我們很高興看到這些結果。所有這一切的部分技巧是確保您在澳大利亞或德國等國家學到的經驗在美國這樣的國家得到復制。因此，我們再次在推出產品時非常謹慎。

We hope -- so far, we're seeing similar results, so we're hoping that, that continues, and that will lead to a broader market rollout, I think, globally, if we do see that. So stay tuned for more on that.

我們希望 - 到目前為止，我們看到了類似的結果，所以我們希望這種情況繼續下去，如果我們確實看到的話，我認為這將導致更廣泛的市場推廣。因此，請繼續關注更多信息。

On the monetization front, we launched our first test on the monetization side earlier this week actually. And essentially, at the moment, you can think of it as you get a certain number of compliments for fee that you can send per day, and then you would have to pay for additional compliments, right?

在貨幣化方面，我們實際上在本週早些時候在貨幣化方面啟動了我們的第一次測試。從本質上講，目前，您可以將其視為每天可以發送一定數量的讚美，然後您必須為額外的讚美付費，對嗎？

It's really a sort of sender type of experience that would be a consumable offering at the moment. We're looking at different configurations of that if the test proved to be successful, it could be consumables and subscriptions in different ways. So more to come as we learn what's happening here. But we think the level of engagement we're seeing points to a very monetizable opportunity over time. Whitney, do you want to take some of the macro questions?

這實際上是一種發送者類型的體驗，目前將是一種消耗品。如果測試被證明是成功的，我們正在研究它的不同配置，它可能是消耗品和以不同方式訂閱。當我們了解這裡發生的事情時，還會有更多信息。但我們認為，隨著時間的推移，我們看到的參與度表明了一個非常可盈利的機會。惠特尼，你想回答一些宏觀問題嗎？

So as far as the outlook on the macro environment goes, I think it's important to note that we're very fortunate to be in a business really centered around this core human need and finding human connection ultimately. So people want that connection no matter what is happening with the economy. And remember, our apps are such a great value compared to many other ways of meeting.

因此，就宏觀環境的前景而言，我認為重要的是要注意，我們非常幸運能夠從事真正以人類核心需求為中心並最終找到人際關係的企業。因此，無論經濟狀況如何，人們都希望建立這種聯繫。請記住，與許多其他會議方式相比，我們的應用程序具有如此巨大的價值。

Our monthly subscription is quite literally cheaper than drinks in a nice bar in New York City on just one date. So the access you can get to our product is it's almost unparalleled. So for Bumble App, we are not noticing any impact on the business so far as it pertains to these macro moving trends. We tend to have a more affluent customer base on Bumble Apps. And the behaviors we have seen, to Tariq's point earlier, suggests that they are continuing as they always have.

我們的月度訂閱費比紐約市一家不錯的酒吧里的飲料便宜得多。因此，您可以訪問我們的產品幾乎是無與倫比的。因此，對於 Bumble App，就這些宏觀趨勢而言，我們沒有註意到對業務的任何影響。我們傾向於在 Bumble Apps 上擁有更富裕的客戶群。就塔里克之前的觀點而言，我們所看到的行為表明它們正在像往常一樣繼續存在。

So to borrow Tariq's example earlier, we've seen U.S. Bumble customers traveling to Europe much more this summer than they did last year. And of course, I want to be clear that on Badoo, we do have a more economically disadvantaged customer base who has struggled throughout the pandemic. So we're seeing some of those struggles continue with that audience. Their travel is slightly down, as Tariq said. But as we mentioned, we are starting to see some green shoots in that business as well as our new initiatives start to take hold.

因此，借用 Tariq 早些時候的例子，我們看到美國 Bumble 客戶今年夏天前往歐洲的次數比去年多得多。當然，我想明確一點，在 Badoo 上，我們確實有一個經濟上處於劣勢的客戶群，他們在整個大流行期間都在苦苦掙扎。因此，我們看到這些觀眾的一些鬥爭仍在繼續。正如塔里克所說，他們的旅行略有下降。但正如我們所提到的，我們開始看到該業務的一些萌芽以及我們的新舉措開始紮根。

So continue to, of course, watch this very closely as it continues to be a very evolving situation, but we are positive as it stands.

因此，當然，繼續密切關注這件事，因為它仍然是一個非常不斷變化的情況，但我們現在是積極的。

Our next question comes from the line of Lauren Schenk from Morgan Stanley.

我們的下一個問題來自摩根士丹利的 Lauren Schenk。

Great. Just a few quick ones. I guess you mentioned the Bumble App net adds in the third quarter might be probably below where you were expecting before. Are you still expecting sequential acceleration in net adds in the third quarter? And then second, how confident -- or how do you gain confidence in there being acceleration in the fourth quarter on the tougher comparison? And then lastly, any update on your conversations with Google on a potential Spotify-like deal?

偉大的。只是幾個快速的。我猜你提到第三季度的 Bumble App 淨增加量可能低於你之前的預期。您是否仍然期望第三季度的淨增量連續加速？其次，信心如何——或者說，在更嚴格的比較中，你如何對第四季度的加速有信心？最後，你與穀歌就潛在的類似 Spotify 的交易的對話有任何更新嗎？

Yes, sure. So just to be clear, for Q3, I'm still expecting net adds to be higher than what we had in Q2 of this quarter, right? Obviously, we had originally said that we may potentially have a hockey stick just given that some of our lower-priced bundles were going to launch in the earlier part of Q3. So now with that potentially shifting to the later part of Q3, we -- that hockey stick may be less of a hockey stick than we thought. But again, just to be clear, it will be more than what we saw in Q2.

是的，當然。所以要明確一點，對於第三季度，我仍然預計淨增加值會高於我們在本季度第二季度的水平，對吧？顯然，我們最初說過我們可能會擁有曲棍球棒，因為我們的一些低價捆綁包將在第三季度的早期推出。所以現在隨著這可能轉移到第三季度的後期，我們 - 曲棍球棒可能不像我們想像的那樣是曲棍球棒。但同樣，為了清楚起見，這將比我們在第二季度看到的要多。

In terms of Q4, again, remember, we are very methodical about how we test our products. And if you remember, even last year, we saw -- we had very specific product launches that we had coming up in Q4, and that's what we launched and we delivered on those. So again, we feel, based on extensive testing that we've done, that the stuff that we have in the pipeline for Q4 is all stuff that we feel very confident about. A lot of these will start launching in the latter part of Q3, and then we'll start to ramp up in Q4.

就第四季度而言，再次請記住，我們對如何測試我們的產品非常有條不紊。如果你還記得，即使在去年，我們也看到了——我們在第四季度推出了非常具體的產品，這就是我們推出的產品，我們交付了這些產品。因此，我們再次認為，基於我們已經完成的廣泛測試，我們為第四季度準備的所有東西都是我們非常有信心的東西。其中很多將在第三季度後期開始推出，然後我們將在第四季度開始增加。

And again, like we've said all throughout this year, we are taking a very sort of 360-degree approach to how we are planning to launch the products. It's not just us launching a product and letting it out in the wild, it's going to be accompanied by a very robust marketing program that will also accompany the product launch. So we, especially this year found, that, that 360-degree approach to product launch really works well for us and resonates with our users.

再說一次，就像我們在今年全年所說的那樣，我們正在採取一種非常 360 度的方法來計劃如何推出這些產品。這不僅僅是我們推出產品並在野外發布，它還將伴隨著一個非常強大的營銷計劃，該計劃也將伴隨產品推出。所以我們，尤其是今年發現，360 度的產品發布方法對我們非常有效，並與我們的用戶產生了共鳴。

So we are feeling really, really good about the stuff that's on our road map. And there are some really cool and fun and exciting things that are happening, so I think the teams are working very hard and feeling very good. And again, just overall, the strength that you're seeing from a top of the funnel perspective makes us pretty confident that we will achieve the numbers that we've set out for payers for the second half of the year.

所以我們對我們路線圖上的內容感覺非常非常好。並且有一些非常酷、有趣和令人興奮的事情正在發生，所以我認為團隊正在非常努力地工作並且感覺非常好。再說一次，總的來說，你從漏斗的頂部看到的力量讓我們非常有信心，我們將在下半年實現我們為付款人設定的數字。

And then with respect to Google, again, I'm sure all of you have been following the news as closely as we have. I think the latest news is the announcement that Google has made in the European economic area around allowing third-party payment providers. So that is definitely a change that is sort of new on the horizon. We are talking to Google about how that gets implemented.

然後關於谷歌，我相信你們所有人都像我們一樣密切關注新聞。我認為最新消息是谷歌在歐洲經濟領域宣布允許第三方支付提供商。所以這絕對是一個即將出現的新變化。我們正在與 Google 討論如何實施。

There is an approval process that you have to go through. So that is something that is likely going to come down the pipe. Just for everyone's benefit, that is largely going to still involve us paying 12% to Google, and then the balance to a third-party payment provider. So from a margin perspective, we don't expect to see any saving with respect to that, where that is beneficial is obviously this makes the user flow for our users, and it makes for a much better experience for them. So obviously, we're taking a close look at that.

您必須經過一個批准程序。所以這很可能會發生。只是為了每個人的利益，這在很大程度上仍然需要我們向谷歌支付 12%，然後將餘額支付給第三方支付提供商。因此，從利潤的角度來看，我們不希望看到任何節省，這顯然是有利的，這使用戶流向我們的用戶，並為他們帶來更好的體驗。顯然，我們正在仔細研究這一點。

And then around the larger user choice billing program, we are in active conversations with Google. And as we've always said, we have a good relationship with them. So when we can have something to say, obviously, we'll share it with everyone.

然後圍繞更大的用戶選擇計費計劃，我們正在與穀歌進行積極的對話。正如我們一直說的那樣，我們與他們的關係很好。因此，當我們有話要說時，顯然，我們會與大家分享。

Our next question is come from the line of Brad Erickson from RBC Capital Markets.

我們的下一個問題來自加拿大皇家銀行資本市場的 Brad Erickson。

So I think when you rolled out -- when you expanded the plans from 1 to 2, I think you said you saw 2/3 adoption to the higher price plan. Maybe just talk about your expectations for how that mix will look with the new lower-priced bundles. And I guess how much of the payer inflection you're pointing to in Q4 is expected to come from existing free users versus just attracting new users with this more attractive pricing?

所以我認為當你推出時 - 當你將計劃從 1 擴展到 2 時，我想你說你看到了更高價格計劃的 2/3 採用率。也許只是談談您對這種組合與新的低價捆綁包的外觀的期望。而且我猜您在第四季度指出的付款人變化有多少預計將來自現有的免費用戶，而不是僅僅以更具吸引力的價格吸引新用戶？

Yes. So it's likely to be a mix of both. I think we are always very, very conscious about making sure that when we launch new pricing programs, that we don't cannibalize existing payers in any way. So the way we are designing the college bundle is going to be, again, targeted towards students that are not paying for any of our paid programs.

是的。所以很可能兩者兼而有之。我認為我們總是非常非常有意識地確保當我們推出新的定價計劃時，我們不會以任何方式蠶食現有的支付者。因此，我們設計大學套餐的方式將再次針對不為我們的任何付費課程付費的學生。

So these will be both new college students that enter the dating ecosystem for the first time as well as existing students, whether they're in the senior or junior, that don't pay for anything today because they don't see value in the Bumble boost or Bumble premiums here, but they will start to see value in the sort of new college bundle that we put together.

因此，這些將是第一次進入約會生態系統的新大學生以及現有的學生，無論他們是大四學生還是大三學生，他們今天不支付任何費用，因為他們看不到約會的價值。大黃蜂提升或大黃蜂溢價在這裡，但他們將開始看到我們放在一起的那種新的大學捆綁包的價值。

So it is a mixed approach. We are always making sure that we continue to drive payer penetration up. But at the same time, we're also very focused on getting new users into the fold as part of this process as well.

所以這是一個混合的方法。我們始終確保我們繼續提高支付者的滲透率。但與此同時，我們也非常專注於讓新用戶參與進來，作為這一過程的一部分。

Got it. And then you're -- it sounds like you're rolling out the college plan, obviously, later in the year than you previously anticipated, but not really changing much of the full year revenue guidance. So is it fair to assume there really wasn't that much contemplated in the original guidance around that plan? And I guess, how should we think about that ramping over the next year, particularly maybe any color on the geos that lie beyond the U.S. and so forth?

知道了。然後你 - 聽起來你正在推出大學計劃，顯然，比你之前預期的要晚，但並沒有真正改變全年收入指導。那麼，是否可以公平地假設圍繞該計劃的原始指南中確實沒有太多考慮？而且我想，我們應該如何考慮明年的增長，尤其是美國以外的地理上的任何顏色等等？

Yes. I mean, you're right. So from an overall, what do we have planned for the year. I think other than the fact that we are moving some things between Q3 and Q4, really, there isn't any other change in terms of how we're thinking about the full year guide. Obviously, that means that it pushes some revenue from this year into the early part of next year. But again, from what we want to do and from an overall growth perspective, there's really no big change in the story other than that. Obviously, FX continues to go down. And so we've just incorporated that in our guidance for this year.

是的。我的意思是，你是對的。所以從總體上看，我們今年的計劃是什麼。我認為除了我們在第三季度和第四季度之間移動一些事情之外，真的，就我們如何考慮全年指南而言，沒有任何其他變化。顯然，這意味著它將今年的一些收入推到了明年年初。但同樣，從我們想做的事情和整體增長的角度來看，除此之外，故事實際上並沒有太大的變化。顯然，外匯繼續下跌。因此，我們剛剛將其納入今年的指導。

Tariq, I don't know if you want to talk about our international plan for how we are thinking about the first half of next year.

Tariq，我不知道你是否想談談我們對明年上半年的國際計劃。

Yes. I think if the question is around international growth, I think we are going to be really taking a methodical regional approach. So we've talked about the countries that we're in at the moment that we are excited about at the moment, countries like Germany, like France, like Benelux, Mexico, Chile, Brazil, et cetera. What you're going to see us really focusing on next year is both depth within those markets as well as expanding kind of methodically into new markets.

是的。我認為如果問題是圍繞國際增長，我認為我們將真正採取有條不紊的區域方法。因此，我們談到了我們目前感到興奮的國家，例如德國、法國、比荷盧經濟聯盟、墨西哥、智利、巴西等。您將看到我們明年真正關注的是這些市場的深度以及有條不紊地擴展到新市場。

We are very focused, getting the first marketing campaign going, and Germany was not the end of the story for us. It was really a lot of work on the ground to continue to build momentum and depth and get us to the place that we're at today. We still think there's a tremendous opportunity in the countries I just mentioned that we've launched in. So a lot of focus on that. We'll be adding countries. Whitney mentioned a number of them for the second half of the year. And I think that the one we're taking a close look at, at the moment, as you mentioned, is North Asia for some time in 2023. There are some challenges on the ground at the moment as it relates to COVID, et cetera. So we're just trying to pick our time carefully there.

我們非常專注，開始了第一次營銷活動，而德國並不是我們故事的結局。繼續建立勢頭和深度並讓我們達到今天的位置確實需要大量的工作。我們仍然認為在我剛剛提到的我們已經推出的國家/地區存在巨大的機會。因此，我們非常關注這一點。我們將添加國家/地區。惠特尼在下半年提到了其中的一些。而且我認為，正如你所提到的，目前我們正在密切關注的一個是 2023 年的一段時間內的北亞。目前在當地存在一些與 COVID 等相關的挑戰.所以我們只是想在那裡仔細挑選我們的時間。

One of the advantages about the segment-specific bundle capability that we are building and launching, and college is one example of that is it gives us the opportunity to do more local market bundles over time as well. So we know that in some markets, like say India, it may be better to do a locally tailored bundle, right, than what we have available globally. So that is something we'll be taking a harder look at in 2023 as well.

我們正在構建和推出的特定於細分市場的捆綁功能的優勢之一，大學就是其中的一個例子，它讓我們有機會隨著時間的推移做更多的本地市場捆綁。所以我們知道，在某些市場，比如印度，做一個本地定制的捆綁包可能比我們在全球範圍內提供的捆綁包更好。因此，這也是我們將在 2023 年更加認真地研究的事情。

Our next question comes from the line of Deepak Mathivanan from Wolfe Research.

我們的下一個問題來自 Wolfe Research 的 Deepak Mathivanan。

Great. So a couple of ones. First, your competitor noted that the inclination from first-time users to use dating products hasn't really returned to pre-pandemic levels yet. I'm not sure if you are seeing similar trends on top of the funnel. Any thoughts of you can provide on that would be very helpful.

偉大的。所以有幾個。首先，您的競爭對手指出，首次用戶使用約會產品的傾向尚未真正恢復到大流行前的水平。我不確定您是否在漏斗頂部看到了類似的趨勢。您可以提供的任何想法都會非常有幫助。

And then second, can you talk a little bit more about the marketing spend? It came in a little bit below us, and I believe you are hoping to ramp to spend ahead of summer. Is that due to maybe better ROIs you're seeing on advertising channels? Or is that due to kind of the delay in call it subscription to launch? Any color you can add there would be great.

其次，你能多談談營銷支出嗎？它比我們低一點，我相信你希望在夏天之前增加消費。這是因為您在廣告渠道上看到的可能更好的投資回報率？或者是因為訂閱啟動的延遲？您可以添加的任何顏色都會很棒。

Sure, Deepak. So on first-time users, I'll focus my answer on the U.S. as a sort of a very mature market for us. We are actually seeing, for the really first time since the pandemic started, we are seeing early signs that the user base is really coming back more actively, more like it was in pre-pandemic times. I think that we are very happy with the results of the marketing programs that we have rolled out in North America. This combination, as we've talked about before, of Bumble IRL really leaning into that hybrid experience online plus off-line, leaning into our success stories to generate word of mouth and really build that organic demand. So initiatives like that.

當然，迪帕克。所以對於初次使用的用戶，我將把我的答案集中在美國，因為它對我們來說是一個非常成熟的市場。實際上，自大流行開始以來，我們確實第一次看到了早期跡象，表明用戶群確實在更積極地回歸，更像是在大流行前時期。我認為我們對我們在北美推出的營銷計劃的結果感到非常滿意。正如我們之前談到的那樣，Bumble IRL 的這種組合真正傾向於在線和離線的混合體驗，依靠我們的成功故事來產生口碑並真正建立這種有機需求。所以像這樣的倡議。

And we are seeing that, that new user is, we think, got more spring in the step than it has historically. Reengaged users and existing users continuing to also perform strongly. So it's not that we're trading up one for the other. It very much is kind of a new ad that we think is both a macro point as the pandemic becomes endemic, but also a result of these very deliberate actions we've taken on the marketing and product side to tailor ourselves for the post-pandemic world, right, where people do want to go out and meet people in real life. So very pleased with that. Still pretty early days, but it was a very nice thing to see this quarter.

而且我們看到，我們認為，新用戶在這一步中獲得了比歷史上更多的春天。重新參與的用戶和現有用戶也繼續表現強勁。因此，我們並不是在用一個換另一個。這非常像是一種新廣告，我們認為它既是大流行病流行時的宏觀點，也是我們在營銷和產品方面採取的這些非常慎重的行動的結果，以適應大流行後的情況世界，對，人們確實想出去結識現實生活中的人。對此非常滿意。仍然很早，但看到這個季度是一件非常好的事情。

In terms of marketing spend, the -- there's a couple of things going on there. We are very disciplined ROI-oriented marketers. And so we are getting good ROIs. We are taking advantage of those wherever we find those opportunities. And I think that we are -- you'll see us leaning in certain markets, and then leaning back in other markets, depending on how the ROI trends are shaping up. We are finding that there's a lot of really good opportunities in some of the social platforms and iOS as an example at the moment and less so at this particular moment on Android. That's been a trend that's been happening for a little while now. So we are shifting our mix, always keeping that return on ad spend target in mind.

在營銷支出方面，有幾件事正在發生。我們是非常有紀律的以 ROI 為導向的營銷人員。所以我們得到了很好的投資回報率。無論我們在哪裡找到這些機會，我們都在利用這些優勢。而且我認為我們是 - 你會看到我們在某些市場傾斜，然後在其他市場傾斜，這取決於投資回報率趨勢的形成方式。我們發現，目前在某些社交平台和 iOS 中存在很多非常好的機會，而在 Android 的這個特定時刻則更少。這是一個已經發生了一段時間的趨勢。因此，我們正在改變我們的組合，始終牢記廣告支出回報率目標。

Part of how we spend our marketing dollars is to support new product launches. And so with some of the timeline shifts a couple of weeks here and there that Anu talked about, we have moved around some of the marketing dollars to make sure we're fully supporting the marketing -- the product activities, the product road map activities that we have. So that will be the other thing on the margin that you're seeing.

我們花費營銷資金的部分方式是支持新產品的發布。因此，隨著 Anu 談到的一些時間線的變化，我們已經轉移了一些營銷資金，以確保我們完全支持營銷——產品活動、產品路線圖活動我們有。所以這將是你看到的邊緣的另一件事。

Our next question will come from the line of Benjamin Black from Deutsche Bank.

我們的下一個問題將來自德意志銀行的 Benjamin Black。

Your competitor is obviously launching a product geared towards monetizing women. I guess the question here is, do you get the sense that competition is rising in the space? And how do you feel positioned competitively?

您的競爭對手顯然正在推出一款旨在通過女性獲利的產品。我想這裡的問題是，您是否感覺到該領域的競爭正在加劇？你覺得自己在競爭中的定位如何？

And then secondly, with the launch of student subscription tier complement, virtual goods, how should we be thinking about Bumble App ARPPU growth for the balance of the year and into next?

其次，隨著學生訂閱層補充、虛擬商品的推出，我們應該如何考慮 Bumble App ARPPU 在今年和明年的餘額增長？

Thank you so much for the question. I'll start with the competition piece. I'll break it down in 2 parts. I'll start just with the broader view on competition more generally, and then we'll take the women piece second, and then I'll turn it over to Anu on the last question.

非常感謝你的問題。我將從競賽部分開始。我將它分成兩部分。我將首先從更廣泛的競爭觀點開始，然後我們將把女性放在第二位，然後我將把最後一個問題交給 Anu。

So first and foremost, we're very happy with our performance versus our competition this quarter. Based on third-party data sources, we believe that we gained download share against our major competitors in almost all of our major markets. So as I mentioned in the prepared remarks, this momentum is continuing into July. And the same data sources are showing the Bumble is the #1 most downloaded dating app in a number of our major markets, including Germany.

因此，首先，我們對本季度與競爭對手的表現感到非常滿意。根據第三方數據源，我們相信我們在幾乎所有主要市場中都獲得了與主要競爭對手相比的下載份額。因此，正如我在準備好的講話中提到的那樣，這種勢頭將持續到 7 月。相同的數據源顯示，Bumble 是我們包括德國在內的許多主要市場中下載次數最多的約會應用程序排名第一的應用程序。

We believe that there is a number of reasons for this. So first of all, our brand promise, and this comes to the woman piece, which we'll get to in a second, but our brand promise to women continues to resonate. So according to Morning Consult, we've substantially gained in our net promoter scores within U.S. women more so than our competitors.

我們認為這有很多原因。因此，首先，我們的品牌承諾，這涉及到女士單品，我們稍後會談到，但我們對女性的品牌承諾繼續引起共鳴。因此，根據 Morning Consult 的說法，與我們的競爭對手相比，我們在美國女性中的淨發起人得分大幅提高。

And second, our product continues to see high and increasing engagement. This really reflects the success of our product and our marketing road maps, including our increasing focus on hybrid, that off-line and online approach to dating.

其次，我們的產品繼續保持高參與度並不斷增加。這確實反映了我們的產品和營銷路線圖的成功，包括我們越來越關注混合，即離線和在線約會方法。

And then lastly, we know that people are really successful on Bumble. We have a platform that we have called, It Started on Bumble, and this really celebrates this. So for example, we're seeing increasing integration of our brand into weddings. We receive a lot of wedding invites, engagement announcements and baby announcements at our office. This generates that word of mouth, which then, in turn, drives organic growth. So all of these have worked together to create what we believe is this unique ecosystem. That's all to say, we are really gaining market share in this organic way, and this is sustainable over the long term. This really resonates on a global level.

最後，我們知道人們在 Bumble 上真的很成功。我們有一個我們稱之為的平台，它始於 Bumble，這真的是在慶祝這一點。例如，我們看到我們的品牌越來越多地融入婚禮。我們在辦公室收到了很多婚禮邀請、訂婚通知和嬰兒通知。這會產生口碑，進而推動有機增長。所以所有這些共同創造了我們認為的這個獨特的生態系統。這就是說，我們確實以這種有機方式獲得了市場份額，而且從長遠來看這是可持續的。這在全球範圍內確實引起了共鳴。

So let's move to the women piece. We are, first and foremost, very grateful to see the larger Internet space taking an interest in making the Internet safer for women. We, of course, support that. That said, the safety of women on these platforms cannot just be a road map add-on or an afterthought.

因此，讓我們轉到女性部分。首先，我們非常感謝看到更大的互聯網空間對讓互聯網對女性更安全感興趣。我們當然支持這一點。也就是說，這些平台上女性的安全不能只是路線圖的附加內容或事後的想法。

So since starting this company in 2014, our consistent goal has been to make dating better kinder and safer for women, and this is truly at the foundation of everything we've done. Therefore, we've earned our stripes by being known as this woman-first brand. That is not something that can be replicated easily. And we don't believe it can be replicated at all. This is really why we have such a strong audience amongst women and a high propensity to pay, and an industry-leading NPS score with women.

因此，自 2014 年創辦這家公司以來，我們的一貫目標是讓約會對女性更友好、更安全，而這確實是我們所做一切的基礎。因此，我們以這個女性至上的品牌而聞名。這不是可以輕易複製的東西。而且我們根本不相信它可以被複製。這就是為什麼我們在女性中擁有如此強大的受眾群體、較高的付費傾向以及女性的 NPS 得分處於行業領先地位的原因。

So that all to say and to conclude, just turn it over to Anu, we have not seen a large impact to date from competitors' add-ons for women. And we believe that it's really what I just attribute that to is, that it's just not fundamentally focused in their DNA. So over to you, Anu, on the revenue bit.

因此，所有要說的和總結的，只是把它交給 Anu，到目前為止，我們還沒有看到競爭對手為女性提供的附加組件有很大的影響。我們相信這真的是我只是將其歸因於，它只是沒有從根本上集中在他們的 DNA 中。所以交給你，Anu，關於收入方面的問題。

Speaking on ARPPU, again, as I've said before, we largely expect it will be flat year-over-year on ARPPU. Obviously, FX will play a part in it, and then, again, some of the lower price offerings that we have will also play a part in it. So again, nothing has really changed fundamentally from what we've said before. On a full year basis, I expect Bumble will be around the flat ARPPU range that I had provided before. .

再次談到 ARPPU，正如我之前所說，我們在很大程度上預計 ARPPU 將與去年同期持平。顯然，外匯將在其中發揮作用，然後，我們擁有的一些低價產品也將在其中發揮作用。再說一次，與我們之前所說的相比，沒有什麼真正發生根本性的變化。在全年的基礎上，我預計 Bumble 將在我之前提供的平坦 ARPPU 範圍內。 .

Our next question comes from the line of John Blackledge from Cowen.

我們的下一個問題來自 Cowen 的 John Blackledge。

Great. Just curious if you could provide an update on the Fruitz acquisition? And more broadly, if you could discuss kind of how you're thinking about potential M&A opportunities? .

偉大的。只是好奇您能否提供有關 Fruitz 收購的最新信息？更廣泛地說，您是否可以討論一下您如何看待潛在的併購機會？ .

Sure. Thanks. I'll start with M&A and then I'll give you a quick update on fruits. So it's important to note that we remain really excited by our organic growth and the potential there. But as we've showed with our fruitz acquisition, quick update to come there in a moment, we are very open to M&A when it fits with our mission, our strategy and our shared technology and marketing platform.

當然。謝謝。我將從併購開始，然後我會給你一個關於水果的快速更新。因此，重要的是要注意，我們仍然對我們的有機增長和那裡的潛力感到非常興奮。但正如我們通過收購fruitz 所展示的那樣，很快就會進行快速更新，當併購符合我們的使命、戰略以及我們共享的技術和營銷平台時，我們對併購持非常開放的態度。

So I would say there's 5 key bullet points to keep in mind when we -- for you to keep in mind as we think about M&A. So #1 is mission alignment. Can this drive kind connections? Two, does it introduce a new engagement model, something that we don't already offer at scale? Three, does it capture a new geography or a hard-to-reach user group? Four, does it add tech/talent, equally both, while being financially accretive? And five, does it capture adjacencies close to our core dating and connection business, which would just extend TAM and LTV?

所以我想說，當我們考慮併購時，請記住 5 個關鍵要點。所以＃1是任務對齊。這可以驅動類連接嗎？第二，它是否引入了一種我們尚未大規模提供的新參與模式？三、它是否捕捉到了新的地域或難以觸及的用戶群？四，它是否增加了技術/人才，同時增加了財務？第五，它是否捕獲了與我們的核心約會和連接業務接近的鄰接，這將擴展 TAM 和 LTV？

So where we see attractive opportunity is we are open to actively exploring those, and we will be opportunistic. We have a strong balance sheet and a really strong resonance with founders. We believe that founders are really intrigued by what we do, by our mission alignment and our shared infrastructure to help them scale and find monetization and so on and so forth. So we definitely have capacity to do more. And as always, we'll, of course, be extremely disciplined in our approach to this.

因此，我們看到有吸引力的機會是我們願意積極探索這些機會，我們將是機會主義的。我們擁有強大的資產負債表，並與創始人產生了非常強烈的共鳴。我們相信，創始人對我們所做的事情、我們的使命一致性和我們共享的基礎設施非常感興趣，以幫助他們擴大規模並找到貨幣化等等。所以我們絕對有能力做更多的事情。和往常一樣，我們當然會在處理這個問題時非常自律。

So let's just turn to Fruitz really quickly. So Q2 marked our first full quarter with Fruitz since we acquired the app in January, and we have successfully and smoothly integrated it with our group. Fruitz is already leveraging the expertise of Bumble Inc. So focusing on foundational elements of its business like safety and content moderation, data science, AI, and monetization and so on.

因此，讓我們快速轉向 Fruitz。因此，自從我們在一月份收購該應用程序以來，第二季度標誌著我們與 Fruitz 的第一個完整季度，我們已成功且順利地將其與我們的集團整合。 Fruitz 已經在利用 Bumble Inc. 的專業知識。因此，專注於其業務的基本要素，如安全和內容審核、數據科學、人工智能和貨幣化等。

We are excited to see the potential for Fruitz. It is solidly the #2 most downloaded app in its home country of France as of May, and it competes actively for the top spot. So its growth continues to be almost all organic at this point, and we have good line of sight on how we can unlock more growth opportunities in the future. And just in case anyone is unclear on what Fruitz's key differentiator is, it's all about intentions and honesty and transparency when you date. So you select the fruit to indicate what your relationship intention is, and you can match accordingly. So it's very mission-aligned.

我們很高興看到 Fruitz 的潛力。截至 5 月，它在其祖國法國是下載次數最多的應用程序中排名第二的應用程序，並且它積極爭奪頭把交椅。因此，在這一點上，它的增長幾乎仍然是有機的，我們對如何在未來釋放更多增長機會有很好的看法。以防萬一有人不清楚 Fruitz 的主要區別是什麼，這一切都與約會時的意圖、誠實和透明有關。所以你選擇水果來表明你的關係意圖是什麼，你可以相應地匹配。所以它非常符合使命。

May I ask a follow-up?

可以問後續嗎？

Sure. Certainly.

當然。當然。

So would you or any of the offering to the Bumble app or Badoo?

那麼，您或任何提供給 Bumble 應用程序或 Badoo 的產品都願意嗎？

So it's very interesting, and this is part of the shared resource infrastructure that we have. We can really evaluate what certain features and functionalities are working in one product versus another. And there's always options to test and iterate on that and to try it in new markets, new audiences and even cross-platform. So there's definitely opportunities in the future to test on other products.

所以這很有趣，這是我們擁有的共享資源基礎設施的一部分。我們可以真正評估某些特性和功能在一種產品與另一種產品中的作用。並且總是有選項可以對其進行測試和迭代，並在新市場、新受眾甚至跨平台上進行嘗試。所以未來肯定有機會在其他產品上進行測試。

But right now, we're really exciting -- we're very excited with what we're seeing on that product, and we're excited to watch that journey to scale.

但是現在，我們真的很興奮——我們對我們在該產品上看到的東西感到非常興奮，我們很高興看到這個規模化的旅程。

Thank you. That is all the time we have for Q&A today. This concludes today's conference call. Thank you for participating. You may now disconnect. Everybody, have a great day.

謝謝你。這就是我們今天的問答時間。今天的電話會議到此結束。感謝您的參與。您現在可以斷開連接。大家，有一個美好的一天。