CrowdStrike Holdings Inc (CRWD) 2023 Q2 法說會逐字稿

Thank you for standing by, and welcome to CrowdStrike's Financial Fiscal Second Quarter 2023 Results Conference Call. (Operator Instructions) As a reminder, today's program may be recorded.

感謝您的支持，歡迎參加 CrowdStrike 2023 財年第二季財務業績電話會議。 （操作員指示）提醒一下，今天的節目可能會被錄製。

And now I'd like to introduce your host for today's program, Maria Riley, Vice President, Investor Relations. Please go ahead.

現在我想介紹今天節目的主持人、投資者關係副總裁瑪麗亞·萊利 (Maria Riley)。請繼續。

Good afternoon, and thank you for your participation today. With me on the call are George Kurtz, President and Chief Executive Officer and Co-Founder of CrowdStrike; and Burt Podbere, Chief Financial Officer.

下午好，感謝您今天的參與。與我一起參加電話會議的還有 CrowdStrike 總裁兼執行長兼聯合創始人 George Kurtz；以及財務長 Burt Podbere。

Before we get started, I would like to note that certain statements made during this conference call that are not historical facts, including those regarding our future plans, objectives, growth and expected performance, including our outlook for the third quarter and fiscal year 2023, are forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking statements represent our outlook only as of the date of this call.

在我們開始之前，我想指出的是，本次電話會議中所作的某些陳述並非歷史事實，包括有關我們未來計劃、目標、增長和預期業績的陳述，包括我們對 2023 年第三季度和財年的展望，均屬於《1995 年私人證券訴訟改革法案》所定義的前瞻性陳述。這些前瞻性陳述僅代表我們截至本次電話會議之日的展望。

While we believe any forward-looking statements we make are reasonable, actual results could differ materially because the statements are based on current expectations and are subject to risks and uncertainties. We do not undertake and expressly disclaim any obligation to update or alter our forward-looking statements whether as a result of new information, future events or otherwise. Further information on these and other factors that could affect the company's financial results is included in the filings we make with the SEC from time to time, including the section titled Risk Factors in the company's quarterly and annual reports.

雖然我們相信我們所做的任何前瞻性陳述都是合理的，但實際結果可能存在重大差異，因為這些陳述是基於當前預期，並受風險和不確定性的影響。我們不承擔並明確否認任何因新資訊、未來事件或其他原因而更新或修改我們的前瞻性陳述的義務。有關這些因素以及其他可能影響公司財務表現的因素的更多資​​訊包含在我們不時向美國證券交易委員會提交的文件中，包括公司季度和年度報告中標題為「風險因素」的部分。

Additionally, unless otherwise stated, excluding revenue, all financial measures discussed on this call will be non-GAAP. A discussion of why we use non-GAAP financial measures and a reconciliation schedule showing GAAP versus non-GAAP results is currently available in our earnings press release, which may be found on our Investor Relations website at ir.crowdstrike.com or on our Form 8-K filed with the SEC.

此外，除非另有說明，除收入外，本次電話會議討論的所有財務指標均為非公認會計準則 (GAAP)。關於我們為何使用非 GAAP 財務指標的討論以及顯示 GAAP 與非 GAAP 結果的調整表目前可在我們的收益新聞稿中找到，該新聞稿可在我們的投資者關係網站 ir.crowdstrike.com 或我們向美國證券交易委員會提交的 8-K 表格中找到。

With that, I will now turn the call over to George to begin.

現在，我將把發言權交給喬治。

Thank you, Maria, and thank you all for joining us. The CrowdStrike team delivered a strong second quarter headlined by record net new ARR of $218 million as growth accelerated to 45% year-over-year, record net new customer additions and record non-GAAP operating profit.

謝謝你，瑪麗亞，也謝謝大家加入我們。 CrowdStrike 團隊在第二季表現強勁，其淨新 ARR 達到創紀錄的 2.18 億美元，成長率年增 45%，新增淨客戶數量創歷史新高，非 GAAP 營業利潤也創歷史新高。

We achieved several additional milestones in the quarter. Ending ARR grew to $2.14 billion on a 59% year-over-year growth rate. We believe this makes us the second fastest software company reported to reach the $2 billion ARR milestone. Ending ARR for our emerging products grew to $219 million, up 129% year-over-year. This included record-setting net new ARR for both Identity Protection and Humio, and we also achieved record net new ARR for modules deployed in a public cloud.

我們在本季又取得了幾個里程碑。期末 ARR 成長至 21.4 億美元，年增 59%。我們相信，這使我們成為第二家最快達到 20 億美元 ARR 里程碑的軟體公司。我們新興產品的期末 ARR 成長至 2.19 億美元，年增 129%。其中包括身分保護和 Humio 創下的淨新 ARR 記錄，我們也為部署在公有雲中的模組實現了淨新 ARR 記錄。

Quarterly revenue exceeded $500 million for the first time. We added over 1,700 net new customers, another first for the company. Gross retention climbed to a new record for the second consecutive quarter, and dollar-based net retention reached its highest level in 7 quarters. We achieved these results while also driving record non-GAAP operating profit of $87 million, a 147% increase over Q2 of last year, and growing free cash flow of 84%.

季度營收首度突破5億美元。我們新增了超過 1,700 位淨新客戶，這對公司來說又是第一次。總留存率連續第二季攀升至新高，以美元計算的淨留存率達到 7 季以來的最高水準。我們在取得這些成果的同時，也實現了創紀錄的 8,700 萬美元非公認會計準則營業利潤，比去年第二季成長 147%，自由現金流成長 84%。

As Burt will discuss in a few minutes, we are raising our revenue guidance for the year and remain committed to delivering non-GAAP operating leverage and 30% or greater free cash flow margin for the year while investing in key initiatives that will further widen the gap between CrowdStrike and the competition.

正如伯特幾分鐘後將要討論的那樣，我們正在提高今年的收入預期，並將繼續致力於實現非公認會計準則的經營槓桿和 30% 或更高的自由現金流利潤率，同時投資於將進一步擴大 CrowdStrike 與競爭對手之間差距的關鍵舉措。

Moving to our markets. The competitive environment remains favorable, and our win rates remain consistent. We continue to see strong demand even as organizations responded to macroeconomic conditions. For CrowdStrike, this primarily manifested in the form of increased levels of required approvals on some deals as companies evaluated investment priorities, which can extend the time it takes to close deals. However, cybersecurity is not a discretionary line item.

轉向我們的市場。競爭環境仍有利，我們的勝率保持穩定。即使各組織對宏觀經濟狀況做出了反應，我們仍然看到強勁的需求。對於 CrowdStrike 而言，這主要表現為在公司評估投資優先順序時某些交易所需的審批等級增加，這可能會延長完成交易所需的時間。然而，網路安全並不是一項可自由支配的項目。

Cybersecurity is a priority for CIOs, CEOs and CFOs and Boards of Directors, and our value proposition resonates strongly with these stakeholders. Deals committed to close in the quarter did close in the quarter, and we entered Q3 with a record pipeline.

網路安全是資訊長、執行長、財務長和董事會的首要任務，我們的價值主張與這些利害關係人產生了強烈共鳴。承諾在本季完成的交易確實在本季完成了，我們以創紀錄的成交量進入第三季。

Over the past several months, I have had many discussions with CIOs, and the message is clear. They are looking to consolidate on a platform like Falcon. They want fewer point products, fewer agents and technologies that consume fewer resources. They need to reduce complexity and simplify operations in their security and IT stack.

在過去的幾個月裡，我與 CIO 進行了多次討論，訊息很明確。他們希望在 Falcon 這樣的平台上實現整合。他們想要更少的點產品、更少的代理商以及消耗更少資源的技術。他們需要降低複雜性並簡化安全性和 IT 堆疊中的操作。

Complexity is the enemy of security, efficiency and TCO. This business imperative is even more crucial in times when budgets are tightening, which accelerates standardization on trusted platforms that deliver immediate ROI and lower TCO such as CrowdStrike's Falcon platform. We believe that with increased scrutiny comes increased opportunity for CrowdStrike over the long term given the Falcon platform empowers customers to consolidate technologies and achieve better protection with less time, fewer resources and lower total cost. This differentiates us from others in the market and we believe positions us well for continued success even in the current macro environment.

複雜性是安全性、效率和 TCO 的敵人。在預算緊縮的時期，這項業務需求變得更加重要，它加速了可信賴平台的標準化，這些平台可提供即時的投資回報並降低總體擁有成本 (TCO)，例如 CrowdStrike 的 Falcon 平台。我們相信，隨著審查力度的加大，CrowdStrike 的長期發展機會也將隨之增加，因為 Falcon 平台能夠幫助客戶整合技術，以更少的時間、更少的資源和更低的總成本實現更好的保護。這使我們在市場上脫穎而出，我們相信，即使在當前的宏觀環境下，我們也能繼續取得成功。

And we are seeing this dynamic in our business as the #1 vendor by market share in both IDC's 2021 worldwide corporate endpoint security and modern endpoint security categories. Customers are increasingly standardizing on the Falcon platform, driving module adoption, greater wallet share and larger customers, the trademark characteristics of a generational platform.

我們的業務呈現出這種動態，我們是 IDC 2021 年全球企業端點安全和現代端點安全類別中市場份額排名第一的供應商。客戶越來越多地在 Falcon 平台上進行標準化，從而推動模組採用、更大的錢包份額和更大的客戶，這是一代平台的標誌性特徵。

Q2 subscription customers with 5 or more, 6 or more and 7 or more modules were 59%, 36% and 20%, respectively. This represents a 70%, 84% and 105% year-over-year increase in these respective module adoption cohorts. As customers adopt more modules, Falcon is increasingly embedded in their operations and workflows, which we believe leads to higher retention rates and even more opportunities for future expansion.

Q2 擁有 5 個或以上、6 個或以上和 7 個或以上模組的訂閱客戶分別為 59%、36% 和 20%。這意味著這些模組採用群體的年增長率分別為 70%、84% 和 105%。隨著客戶採用更多模組，Falcon 越來越多地嵌入他們的營運和工作流程中，我們相信這會帶來更高的保留率和更多的未來擴展機會。

Customer retention is also driven by advanced capabilities built into the platform such as Fusion, our customizable security automation and remediation engine. Utilization of Fusion by customers has continued to increase since its launch. And in just 1 year, approximately 35% of our customers now use Fusion workflows.

客戶保留也受到平台內建的高級功能（例如 Fusion、我們的可自訂安全自動化和修復引擎）的推動。自推出以來，客戶對 Fusion 的使用率持續增加。僅僅一年時間，我們約有 35% 的客戶現在使用 Fusion 工作流程。

In the quarter, momentum was strong among customers of all sizes from large enterprises to medium-sized businesses and smaller accounts. We believe our diversified customer base adds to our resiliency and our ability to deliver durable ARR growth over the long term. Ending ARR growth from our $1 million or more ARR customers accelerated in Q2 and continued to grow faster than our corporate average. These larger customers are standardizing on Falcon, consolidating vendors and prioritizing expansion projects that represent sizable cross-sell and upsell opportunities that are moving forward even under uncertain macro conditions.

本季度，從大型企業到中型企業和小型客戶，各種規模的客戶都表現強勁。我們相信，多元化的客戶群增強了我們的彈性以及長期實現持久 ARR 成長的能力。我們 100 萬美元或以上 ARR 客戶的期末 ARR 成長在第二季加速，並且繼續以高於我們公司平均的速度成長。這些較大的客戶正在對 Falcon 進行標準化，整合供應商，並優先考慮代表大量交叉銷售和追加銷售機會的擴展項目，即使在不確定的宏觀條件下，這些項目也在向前發展。

We are also seeing increased strength in the public sector, which, in Q2, was driven by record sled performance and wins within the U.S. federal and international government agencies. To date, 20 of the 37 U.S. states that our CrowdStrike customers as well as the District of Columbia have standardized on Falcon. One noteworthy development in Q2 was with the state of New York, which is exclusively using Falcon EDR for the newly established joint security operations center.

我們也看到公共部門實力的增強，這得益於第二季度創紀錄的雪橇性能以及美國聯邦和國際政府機構的勝利。到目前為止，我們的 CrowdStrike 客戶所在的 37 個美國州中的 20 個州以及哥倫比亞特區已經採用 Falcon 進行標準化。第二季一個值得注意的發展是紐約州，該州新成立的聯合安全營運中心專門使用 Falcon EDR。

As part of the shared services initiative, New York's cities and counties in the program will be protected by Falcon. The JSOC program is designed to house cybersecurity assets for multiple levels of government under 1 roof to protect against attacks across New York's interconnected network and IT services. We believe this is a model program that other states will look to emulate as their communities grapple with the heightened threat environment and cybersecurity skills gap.

作為共享服務計劃的一部分，參與該計劃的紐約城市和縣將受到 Falcon 的保護。 JSOC 計劃旨在將多層級政府的網路安全資產集中在一個屋簷下，以防範針對紐約互聯網和 IT 服務的攻擊。我們相信這是一個示範項目，其他州在應對日益嚴重的威脅環境和網路安全技能差距時將會效仿。

The second quarter was also a record quarter for our e-commerce sales engine, which is a key factor in our strategy to efficiently reach and serve the small business community at scale. To further support small businesses, during the quarter, we launched our newest bundle, Falcon Go. This starter package is specifically designed as a landing point for smaller businesses with 100 endpoints or less that may be more price-sensitive and looking to transact through our e-commerce or trial program.

第二季度也是我們電子商務銷售引擎創紀錄的一個季度，這是我們有效接觸和服務小型企業社群策略的關鍵因素。為了進一步支持小型企業，我們在本季推出了最新的套餐 Falcon Go。此入門包專門設計為具有 100 個或更少端點的小型企業的登陸點，這些企業可能對價格更敏感，並希望透過我們的電子商務或試用計劃進行交易。

We also serve small businesses through the MSSP channel. The Falcon platform empowers MSSPs to stop breaches for their customers, simplify operations and drive cost efficiencies. MSSPs are a rapidly growing component of our partner ecosystem, with Q2 year-over-year ending ARR increasing more than 150% and a rapidly growing customer base that is excluded from our reported logo metrics.

我們也透過 MSSP 管道為小型企業提供服務。 Falcon 平台使 MSSP 能夠阻止客戶的違規行為、簡化操作並提高成本效率。 MSSP 是我們合作夥伴生態系統中快速成長的組成部分，其第二季的 ARR 年成長超過 150%，其客戶群快速成長，但並未計入我們報告的商標指標中。

In Q2, we added over 1,700 net new customers, bringing the total number of reported customers that rely on Falcon to protect their business to 19,686, a 51% increase year-over-year. I'm especially proud to announce one of our new customers this quarter included a leading incident response firm that purchased Falcon for their internal use. We are also pleased with our strong module performance across the Falcon platform.

在第二季度，我們新增了超過 1,700 名淨客戶，使依靠 Falcon 保護其業務的報告客戶總數達到 19,686 名，年增 51%。我特別自豪地宣布，本季我們的一位新客戶是一家領先的事件回應公司，該公司購買了 Falcon 供內部使用。我們也對 Falcon 平台上強大的模組效能感到滿意。

I'd like to highlight a few standouts in Q2. First is Falcon Complete, which has continued to gain strong momentum in the market as companies look to address the growing cybersecurity imperative and contend with the cybersecurity skill shortage. Over 1,000 customers have adopted Falcon Complete since the start of the fiscal year. By leveraging the advanced automation in the platform, Falcon Complete offers customers and partners a way to quickly and cost effectively scale and fortify their cyber defenses with gold standard expertise and technology while lowering their total cost of ownership. As we add modules to the Falcon Complete lineup, customers are standardizing on Complete. An example in Q2 is a payments company that adopted our full suite of Falcon Complete offerings, which includes managed identity and managed cloud workload protection.

我想強調第二季的幾個突出特點。首先是 Falcon Complete，隨著企業尋求解決日益增長的網路安全需求並應對網路安全技能短缺問題，該公司在市場上繼續保持強勁發展勢頭。自本財年開始以來，已有超過 1,000 名客戶採用了 Falcon Complete。透過利用平台中的先進自動化技術，Falcon Complete 為客戶和合作夥伴提供了一種方法，使他們能夠利用黃金標準的專業知識和技術快速且經濟高效地擴展和加強網路防禦，同時降低整體擁有成本。隨著我們為 Falcon Complete 系列添加模組，客戶正在對 Complete 進行標準化。第二季的一個例子是一家支付公司，它採用了我們的全套 Falcon Complete 產品，其中包括託管身分和託管雲端工作負載保護。

Next is our emerging product category that solves use cases outside of traditional endpoint protection but are rapidly becoming core in the minds of customers. This category includes our Discover, Spotlight and Identity Protection modules as well as Humio. We delivered record net new ARR from our emerging products, propelling the ending ARR for this category to $219 million, up 129% year-over-year.

接下來是我們新興的產品類別，它解決了傳統端點保護以外的用例，但正迅速成為客戶心目中的核心。此類別包括我們的 Discover、Spotlight 和 Identity Protection 模組以及 Humio。我們的新興產品實現了創紀錄的淨新 ARR，推動該類別的期末 ARR 達到 2.19 億美元，年增 129%。

Our Identity Protection lineup achieved a record quarter and quickly grew to become the largest contributor to ARR within our emerging category. In Q2, the number of customers subscribing to our Identity Protection modules grew more than 100% quarter-over-quarter driven in part by a new logo attach rate that tripled, with close to 80% of cyber attacks leveraging identity-based tactics to compromise legitimate credentials and use techniques like lateral movement to quickly evade detection. Identity Protection is core to stopping breaches.

我們的身份保護產品線創下了季度紀錄，並迅速成長為新興類別中 ARR 的最大貢獻者。在第二季度，訂購我們的身分保護模組的客戶數量環比增長了 100% 以上，部分原因是新徽標附加率增加了兩倍，近 80% 的網路攻擊利用基於身分的策略來破壞合法憑證並使用橫向移動等技術快速逃避偵測。身分保護是阻止違規行為的核心。

We see many parallels between this new market and the early days of the EDR market, including a massive greenfield opportunity with an estimated $3.7 billion TAM in calendar year 2022 and a sizable uplift to ASP, which can be north of 30%. With our early and growing momentum, we believe CrowdStrike is well on the way to defining and leading the identity protection category. CrowdStrike Falcon Identity Threat Protection is unique in the industry as it can detect and stop in real time identity-based attacks. And with one easy-to-deploy agent, the Falcon platform can respond to modern attacks with endpoint, identity and workload context without the multi-platform complexity and post-processing other solutions require.

我們發現這個新市場與早期的 EDR 市場有許多相似之處，包括一個巨大的綠地機遇，預計 2022 年 TAM 將達到 37 億美元，ASP 將大幅提升，增幅可達 30% 以上。憑藉我們早期不斷增長的勢頭，我們相信 CrowdStrike 正在順利定義和引領身分保護類別。 CrowdStrike Falcon Identity Threat Protection 在業界獨樹一幟，因為它可以即時偵測並阻止基於身分的攻擊。透過一個易於部署的代理，Falcon 平台可以回應具有端點、身分和工作負載上下文的現代攻擊，而無需其他解決方案所需的多平台複雜性和後處理。

Humio had a record Q2 as we secured wins across multiple verticals, including financial services, health care, retail, manufacturing, transportation and professional services. Notable wins included a multinational financial services firm with ingestion requirements of up to 4 terabytes a day that adopted Humio to displace its legacy provider whose query speeds and data ingestion capabilities were inferior and an IT and security services provider in APAC that is now leveraging Humio as the engine to collect and store security and observability data from its growing customer base.

Humio 在第二季度創下了紀錄，我們在金融服務、醫療保健、零售、製造、運輸和專業服務等多個垂直領域取得了勝利。值得注意的成功案例包括一家跨國金融服務公司，該公司每天的資料攝取需求高達 4 TB，該公司採用 Humio 取代了查詢速度和資料攝取能力較差的傳統供應商；還有一家亞太地區的 IT 和安全服務供應商，該公司現在利用 Humio 作為引擎來收集和儲存來自其不斷增長的客戶群的安全性和可觀察性資料。

Moving from a module perspective to a deployment environment view. Our public cloud business delivered a record Q2 with ending ARR growth accelerating quarter-over-quarter for the second consecutive quarter to reach $174 million. Building on the cloud-native application protection platform or CNAPP capabilities we introduced last quarter, this quarter, we announced new CNAPP capabilities to extend support within AWS Fargate to Amazon's Elastic Container Service, introduced the first AI-powered indicators of attack, comprehensive fileless attack prevention and enhanced visibility for cloud intrusions and introduced Falcon OverWatch cloud threat hunting, the first stand-alone cloud threat hunting service for threats originating, operating or persisting in cloud environments.

從模組視角轉向部署環境視圖。我們的公有雲業務在第二季創下了紀錄，期末 ARR 成長連續第二季環比加速，達到 1.74 億美元。基於上個季度推出的雲端原生應用程式保護平台或 CNAPP 功能，本季度，我們宣布了新的 CNAPP 功能，將 AWS Fargate 內的支援擴展到亞馬遜的彈性容器服務，推出了首個由 OverWatch 驅動的攻擊指標、全面的無檔案攻擊預防和增強的雲入侵雲端執行性，並推出了 Falcon OverWatch 所威脅針對的獨立空間攻擊預防和增強的雲入侵雲端。

Cloud is another evolving market where we believe we can significantly expand our share, especially as CIOs look to consolidate vendors and move away from point products. As we discussed last quarter, CrowdStrike's cloud capabilities stand alone in the market by delivering agent-based and agentless solutions natively from the Falcon platform in a single user interface with a shared data back-end in threat graph. The combination of agent-based and agentless capabilities in the cloud enables prerun time and run time protection whereas agentless-only solutions can only offer partial visibility and cannot provide run time security.

雲端運算是另一個不斷發展的市場，我們相信我們可以顯著擴大我們的份額，特別是當 CIO 尋求整合供應商並擺脫點產品時。正如我們在上個季度所討論的那樣，CrowdStrike 的雲端功能在市場上獨樹一幟，它透過單一使用者介面從 Falcon 平台原生提供基於代理和無代理的解決方案，並在威脅圖中具有共享資料後端。雲端中基於代理程式和無代理程式功能的組合可實現預運行時間和運行時保護，而僅無代理程式的解決方案只能提供部分可見性，而無法提供運行時安全性。

Taking a moment to summarize and put everything we have shared with you today into context. Customers want a trusted platform that seamlessly unifies endpoint, cloud, identity and data, redefining what core cybersecurity means. CrowdStrike is leading this replatforming with Falcon, and we see no other competitor with a comparable offering.

花一點時間總結我們今天與您分享的所有內容。客戶想要一個可信任的平台，無縫統一端點、雲端、身分和數據，重新定義核心網路安全的含義。 CrowdStrike 正透過 Falcon 引領這項平台轉型，我們認為沒有其他競爭對手能夠提供類似的產品。

I believe the CISO of a county on the East Coast said it best, and I quote, "It's hard to remember the days when I didn't have immediate 24/7 remediation, vulnerability reports on every device, discovery of every asset on my network and a clear understanding of every account login, but I'm never going back."

我認為東海岸某縣的 CISO 說得最好，我引用他的話，“我很難記得沒有立即進行全天候補救、沒有每台設備上的漏洞報告、沒有發現網絡上每項資產、沒有清楚了解每個帳戶登錄情況的日子，但我永遠不會回頭了。”

I want to thank each and every CrowdStriker for your passionate focus to make us the best in the business. It is your work that earned CrowdStrike's recognition as a winner in the Best Security Company category for the 2022 SC Awards U.S. and Falcon XDR as a winner in the Best Emerging Technology category for the SC Awards Europe 2022.

我要感謝每一位 CrowdStriker，感謝你們的熱情關注，讓我們成為業界佼佼者。正是你們的工作讓 CrowdStrike 獲得了 2022 年 SC 美國獎最佳安全公司獎，讓 Falcon XDR 獲得了 2022 年 SC 歐洲獎最佳新興技術獎。

Before I turn it over to Burt, I would like to invite our investors and analysts to join us at Falcon in Las Vegas in September. Similar to last year, in conjunction with the event, we will hold an investor briefing featuring conversations with customers, partners and industry experts. To join in person, please contact our IR team for the registration information. The briefing will also be webcast live on our IR website.

在將時間交給伯特之前，我想邀請我們的投資者和分析師在 9 月來拉斯維加斯的 Falcon 與我們共度時光。與去年類似，配合此次活動，我們將舉辦投資人說明會，與客戶、合作夥伴和產業專家進行對話。如需親自參加，請聯絡我們的 IR 團隊以取得註冊資訊。此次簡報會也將在我們的 IR 網站上進行現場直播。

With that, I will turn the call over to Burt to discuss our financial results in more detail.

說完這些，我將把電話轉給伯特，讓他更詳細地討論我們的財務表現。

Thank you, George, and good afternoon, everyone. As a quick reminder, unless otherwise noted, all numbers, except revenue, mentioned during my remarks today are non-GAAP.

謝謝你，喬治，大家下午好。快速提醒一下，除非另有說明，今天我在演講中提到的除收入之外的所有數字都是非 GAAP 的。

We delivered another outstanding quarter, exceeding the high end of our guidance on all metrics. Strength in multiple areas of the business and superb execution by the CrowdStrike team translated to rapid growth at an increased scale, record non-GAAP operating profit and strong cash generation.

我們又一個季度表現出色，所有指標都超出了我們的預期上限。 CrowdStrike 團隊在多個業務領域的優勢和出色的執行力轉化為規模的快速成長、創紀錄的非公認會計準則營業利潤和強勁的現金產生能力。

In the second quarter, we continued to maintain very high unit economics, drive leverage and remain very capital-efficient. We also continued to execute on our investment plan for the year, fueling innovation on the Falcon platform, expansion into new markets and growing the CrowdStrike team.

在第二季度，我們繼續保持非常高的單位經濟效益，提高槓桿率，並保持非常高的資本效率。我們也持續執行今年的投資計劃，推動 Falcon 平台的創新、拓展新市場並擴大 CrowdStrike 團隊。

Our second quarter results are a testament to the resilience of our markets, value of our platform and the ongoing durability of our SaaS business model that provides excellent visibility and enables us to deliver high growth with strong profitability and free cash flow.

我們第二季的業績證明了我們市場的彈性、我們平台的價值以及我們 SaaS 業務模式的持續耐用性，該模式提供了出色的可見性，使我們能夠以強勁的盈利能力和自由現金流實現高增長。

In the quarter, ending ARR grew 59% year-over-year to surpass the $2 billion milestone. Net new ARR growth accelerated to 45% year-over-year. We delivered a record $218.1 million in net new ARR, representing our strong momentum in the market. The composition of net new ARR in Q2 was very well balanced across deal size with no outsized contribution from any 1 deal.

本季度，期末 ARR 年增 59%，突破 20 億美元大關。淨新ARR成長率年增45%。我們實現了創紀錄的 2.181 億美元的淨新 ARR，代表了我們在市場上的強勁勢頭。第二季淨新 ARR 的組成在交易規模上非常均衡，沒有任何一筆交易的貢獻太大。

Our dollar-based net retention rate was above our benchmark, reaching its highest level since Q3 in fiscal 2021. Gross retention reached a new record for the third consecutive quarter, demonstrating our strong commitment to stopping the breach, delivering value to customers and restoring trust to the security posture of companies worldwide.

我們的美元淨留存率高於基準，達到 2021 財年第三季以來的最高水準。總留存率連續第三個季度創下新高，彰顯了我們堅定致力於阻止違規行為、為客戶提供價值並恢復全球公司對安全態勢的信任。

As George mentioned, we are also seeing more customers standardize on the Falcon platform and adopt more modules. We believe these trends will create an enduring business opportunity for the years to come.

正如喬治所提到的，我們也看到越來越多的客戶在 Falcon 平台上標準化並採用更多模組。我們相信這些趨勢將為未來幾年創造持久的商機。

Moving to the P&L. Total revenue grew 58% over Q2 of last year to reach $535.2 million. Subscription revenue grew 60% over Q2 of last year to reach $506.2 million. Professional services revenue was $29.0 million, setting a new record for the eighth consecutive quarter and representing 32% year-over-year growth.

轉到損益表。總營收比去年第二季成長 58%，達到 5.352 億美元。訂閱收入比去年第二季成長了 60%，達到 5.062 億美元。專業服務收入為 2,900 萬美元，連續第八個季度創下新高，年增 32%。

In terms of our geographic performance in Q2, we continued to see strong growth in the U.S. at 53% and international revenue growth at 73% year-over-year. Second quarter total and subscription non-GAAP gross margins remained relatively consistent at 76% and 78%, respectively. As we continue to invest for growing demand, we are pleased with our strong subscription gross margin performance, which remains within our target model range.

就第二季的地區表現而言，美國持續保持強勁成長，年成長 53%，國際營收年增 73%。第二季總和訂閱非 GAAP 毛利率保持相對穩定，分別為 76% 和 78%。隨著我們繼續投資以滿足不斷增長的需求，我們對強勁的訂閱毛利率表現感到滿意，這仍然在我們的目標模型範圍內。

During the quarter, we executed on our plan to invest in new technologies, international geographies and marketing programs. We are also executing our 2023 hiring plan and pleased to report that we added a record number of net new hires for the second consecutive quarter. Bringing on and retaining top talent is a cornerstone to supporting our product road map, future growth and market share gains in new markets. We believe the investments we are making today will lead to sustained growth over the long term and maintain our position as a trusted security partner of choice.

本季度，我們執行了對新技術、國際地區和行銷計劃的投資計劃。我們也正在執行 2023 年招聘計劃，並高興地報告，我們連續第二個季度新增了創紀錄數量的淨員工。引進和留住頂尖人才是支持我們的產品路線圖、未來成長和新市場市佔率成長的基石。我們相信，我們今天所做的投資將帶來長期的持續成長，並保持我們作為值得信賴的首選安全合作夥伴的地位。

Given our strong top line, disciplined approach to investing and efficient sales motion, we were able to make these investments while also driving increased leverage and profit. Total non-GAAP operating expenses in the second quarter were approximately $321.4 million or 60% of revenue versus $222.4 million last year or 66% of revenue.

鑑於我們強勁的營收、嚴謹的投資方式和高效的銷售動力，我們能夠進行這些投資，同時提高槓桿率和利潤。第二季非公認會計準則總營運費用約為 3.214 億美元，佔營收的 60%，去年同期為 2.224 億美元，佔營收的 66%。

In Q2, our Magic Number was 1.3, reflecting the phenomenal efficiency of our go-to-market engine. We believe a Magic Number in excess of 1.0 indicates very favorable go-to-market efficiency and supports our current investment plan.

在第二季度，我們的神奇數字是 1.3，反映了我們的行銷引擎的驚人效率。我們相信，超過 1.0 的神奇數字表明上市效率非常有利，並支持我們目前的投資計劃。

Second quarter non-GAAP operating income more than doubled, growing 147% year-over-year to reach a record $87.3 million. And operating margin improved by 6 percentage points year-over-year to reach 16%.

第二季非公認會計準則營業收入成長一倍多，年增 147%，達到創紀錄的 8,730 萬美元。營業利益率年增6個百分點，達到16%。

Looking at the first half of fiscal year 2023. Non-GAAP operating income grew 162% year-over-year to reach $170.3 million and 17% of revenue. Non-GAAP net income attributable to CrowdStrike in Q2 also more than tripled over the prior year, growing to a record $85.9 million or $0.36 on a diluted per share basis. Our weighted average common shares used to calculate second quarter non-GAAP EPS attributable to CrowdStrike was on a diluted basis and totaled approximately 239 million shares.

展望2023財年上半年，非公認會計準則營業收入較去年同期成長162%，達到1.703億美元，佔營收的17%。第二季度，CrowdStrike 的非公認會計準則淨收入也比前一年增長了兩倍多，達到創紀錄的 8,590 萬美元，即每股攤薄收益 0.36 美元。我們用於計算第二季歸屬於 CrowdStrike 的非 GAAP 每股盈餘的加權平均普通股是按稀釋基礎計算的，總計約 2.39 億股。

We ended the second quarter with a strong balance sheet. Cash and cash equivalents increased to approximately $2.32 billion. Cash flow from operations grew 94% year-over-year to $209.9 million. Free cash flow grew 84% year-over-year to $135.8 million or 25% of revenue and reflects our planned increased capital investments, which more than doubled year-over-year.

我們以強勁的資產負債表結束了第二季。現金和現金等價物增加至約 23.2 億美元。經營現金流較去年同期成長94%至2.099億美元。自由現金流年增 84%，達到 1.358 億美元，佔收入的 25%，這反映了我們計劃增加的資本投資，同比增長了一倍多。

Moving to our outlook. Given the growth drivers of our business as well as our strong second quarter performance, record pipeline and record gross retention rate, we are raising our revenue guidance for the fiscal year 2023. At the same time, we have factored in what we believe is an appropriately pragmatic view with respect to the current global macroeconomic backdrop.

轉向我們的展望。鑑於我們業務的成長動力以及我們強勁的第二季業績、創紀錄的銷售管道和創紀錄的總留存率，我們上調了 2023 財年的收入預期。同時，我們也考慮了我們認為在當前全球宏觀經濟背景下適當務實的觀點。

While we do not guide to net new ARR, given the unseasonal strength in net new ARR delivered in both Q1 and Q2 of this fiscal year, we believe it is prudent to assume less pronounced quarter-to-quarter seasonality in the back half in comparison to prior years.

雖然我們沒有對淨新 ARR 進行指引，但考慮到本財年第一季和第二季淨新 ARR 均呈現非季節性強勢，我們認為，與前幾年相比，下半年季度間季節性波動較小是明智之舉。

Also, as a reminder, we suggest that investors adjust their seasonality expectations to exclude the impact of significant large deals such as the 2 approximately 8-figure accounts we discussed in Q4 of last year.

另外，提醒一下，我們建議投資者調整季節性預期，以排除重大交易的影響，例如我們去年第四季度討論的 2 個約 8 位數的帳戶。

On the bottom line, we are also raising our guidance for fiscal year 2023. And as our guidance reflects, we remain committed to deliver non-GAAP operating margin leverage for the year while continuing to invest in the business. We also remain committed to achieving 30% or more free cash flow margin for the year.

最重要的是，我們也提升了 2023 財年的績效指引。正如我們的指引所反映的那樣，我們將繼續致力於在繼續投資業務的同時，實現本年度的非 GAAP 營業利潤率槓桿。我們也將持續致力於實現今年30%或更高的自由現金流利潤率。

For the third quarter of FY '23, we expect total revenue to be in the range of $569.1 million to $575.9 million, reflecting a year-over-year growth rate of 50% to 52%, with subscription revenue being the dominant driver of growth. We expect non-GAAP income from operations to be in the range of $72.7 million to $77.7 million and non-GAAP net income attributable to CrowdStrike to be in the range of $73.0 million to $78.0 million. We expect diluted non-GAAP net income per share attributable to CrowdStrike to be in the range of $0.30 to $0.32, utilizing a weighted average share count of 241 million shares on a diluted basis.

對於 23 財年第三季度，我們預計總營收將在 5.691 億美元至 5.759 億美元之間，年增 50% 至 52%，其中訂閱收入是成長的主要動力。我們預計非公認會計準則營業收入將在 7,270 萬美元至 7,770 萬美元之間，歸屬於 CrowdStrike 的非公認會計準則淨收入將在 7,300 萬美元至 7,800 萬美元之間。我們預計，以稀釋後股數 2.41 億股計算，CrowdStrike 每股非 GAAP 淨收益將在 0.30 美元至 0.32 美元之間。

For the full fiscal year 2023, we currently expect total revenue to be in the range of $2,223.0 million to $2,232.0 million, reflecting a growth rate of 53% to 54% over the prior fiscal year. Non-GAAP income from operations is expected to be between $321.8 million and $328.5 million.

對於 2023 財年全年，我們目前預計總營收將在 22.23 億美元至 22.32 億美元之間，比上一財年成長 53% 至 54%。非公認會計準則營業收入預計在 3.218 億美元至 3.285 億美元之間。

We expect fiscal 2023 non-GAAP net income attributable to CrowdStrike to be between $313.7 million and $320.5 million, utilizing 240 million weighted average shares on a diluted basis. We expect non-GAAP net income per share attributable to CrowdStrike to be in the range of $1.31 to $1.33.

我們預計 2023 財年歸屬於 CrowdStrike 的非 GAAP 淨收入將在 3.137 億美元至 3.205 億美元之間，以稀釋後加權平均股數計算為 2.4 億股。我們預計 CrowdStrike 的非 GAAP 每股淨利潤將在 1.31 美元至 1.33 美元之間。

George and I will now take your questions.

喬治和我現在將回答你們的問題。

(Operator Instructions) And our first question comes from the line of Saket Kalia from Barclays.

（操作員指示）我們的第一個問題來自巴克萊銀行的 Saket Kalia。

George, a lot of great stuff to talk about, but maybe the one that I'd love to hone in on is the higher attach rate on identity. Can you just remind us whether the identity module here is displacing something else within your customer base? And what do you think is driving that higher attach rate to new logos?

喬治，有很多好東西可以談，但也許我最想關注的是身份的更高附加率。您能否提醒我們這裡的身份模組是否會取代客戶群中的其他東西？您認為是什麼原因推動了新標誌的採用率上升？

Yes. Great, Saket. Thanks for the question. It's not displacing anything because nothing else exists. And that was one of the things that we really got ahead of with our Preempt acquisition well before anyone else in the market. And when we think about the sort of attacks that are out there, 80% of the attacks leverage compromised identities and lateral movement, which is a big part of how breaches occur.

是的。太好了，Saket。謝謝你的提問。它沒有取代任何東西，因為沒有其他東西存在。這是我們透過收購 Preempt 真正領先市場上其他任何人的舉措之一。當我們思考存在的攻擊類型時，80％的攻擊利用了受損身分和橫向移動，這是違規行為發生的重要原因。

So when we think about our identity module, which is baked into our agent, single agent, it's much differentiated from everything else that's out there. It works with Active Directory and Azure AD. It's been a real game changer for customers. And I continue to see customer feedback even during the proof of value stage that they've never seen this level of visibility in their identity and Active Directory infrastructure, and they continue to find many, many weaknesses.

因此，當我們考慮我們的身分模組時，它融入了我們的代理、單一代理，它與其他所有東西都有很大的區別。它與 Active Directory 和 Azure AD 搭配使用。對於客戶來說，這確實是一個改變。即使在價值證明階段，我仍不斷看到客戶回饋，他們從未在其身分和 Active Directory 基礎設施中看到過這種程度的可見性，而且他們不斷發現許多弱點。

So to me, it's a real game changer, and I think it can be as big as XDR. And it's going to be a core module going forward.

所以對我來說，這是一個真正的遊戲規則改變者，我認為它可以和 XDR 一樣大。它將成為未來的核心模組。

Our next question comes from the line of Andrew Nowinski from Wells Fargo.

我們的下一個問題來自富國銀行的安德魯·諾溫斯基。

Congrats on another great quarter. I just wanted to ask about your new logo adds. It looks like you added 4 Fortune 100 customers this quarter, which I presume were larger deals, even though you said there were no outsized deals in the quarter. I'm wondering, your new logo adds in total only increased maybe mid-single digits. But I'm wondering if you're just focusing on larger customers now or if you're seeing more customers starting the initial deal with more modules like Preempt and Humio, et cetera, that might -- whereas it might have been a smaller initial land a year or 2 ago.

恭喜您又一個出色的季度。我只是想詢問一下您的新標誌添加情況。看起來你們本季增加了 4 家財富 100 強客戶，我推測這些是較大的交易，儘管你們說過本季沒有超大交易。我想知道，您的新標誌總共只增加了大約個位數。但我想知道您現在是否只專注於大客戶，或者您是否看到更多客戶開始使用更多模組（如 Preempt 和 Humio 等）進行初始交易，這可能——而一兩年前可能還是一個較小的初始領域。

Andy, it's Burt. Thanks for the question. So first and foremost, we're very pleased with the net new logo count of 1,741, a new record for us. And we're pleased with what we've seen in the makeup of the 1,741 new logos.

安迪，我是伯特。謝謝你的提問。因此，首先，我們對新標誌淨數量達到 1,741 個感到非常高興，這對我們來說是一個新紀錄。我們對這 1,741 個新標誌的組成感到非常滿意。

I think that when we go through the various details with respect to the new logos, we found that, hey, we got new logos coming in from large companies. We have new logos coming in from smaller companies. And as typical, the velocity is driven more by mid-market and SMB.

我認為，當我們仔細研究有關新標誌的各種細節時，我們發現，嘿，我們從大公司獲得了新標誌。我們從一些小公司獲得了新的標誌。通常情況下，速度會更多地受到中端市場和中小企業的推動。

It's also worthy to note that we do have a very strong MSSP business. We talked about the fact that it's grown 150% year-over-year, and that is not reflected in the 1,741 in terms of net new logos.

另外值得注意的是，我們的 MSSP 業務確實非常強大。我們談到了它同比增長 150% 的事實，但這並沒有反映在 1,741 個新標誌的淨增長上。

So overall, we are very pleased with the Q2 performance. We think that we have great opportunities to go after new logos and to continue to gain new business, especially when you think of the backdrop in terms of what's available to us, sure, just under 20,000 logos to date. That's great, and we're very pleased about that. But when you think about the overall market that's available to us, that's a very small number. And so we think that we're still in the very early innings in terms of net new logos that we can go after.

整體而言，我們對第二季的表現非常滿意。我們認為，我們有很好的機會去追求新的標誌並繼續獲得新的業務，特別是當你考慮到我們現有的背景時，當然，到目前為止，我們已經有近 20,000 個標誌。這太棒了，我們對此感到非常高興。但當你考慮到我們可利用的整體市場時，這個數字就非常小了。因此，我們認為，就我們可以追求的新淨標誌而言，我們仍處於非常早期的階段。

Our next question comes from the line of John DiFucci from Guggenheim Partners.

我們的下一個問題來自古根漢合夥公司的約翰‧迪福奇 (John DiFucci)。

Listen, George and Burt, really impressive results here, especially given the macro backdrop. But George, you mentioned that security is not discretionary, and that makes sense. But when you win, you're displacing someone at least for your core products in our observation because we're old, I guess. If this becomes a prolonged and even perhaps deeper macro slowdown, what we've seen is that customers start to freeze. It's almost as if they've gotten by with what they have up until now, and then they don't want to introduce any more change, which brings risk. And there's enough risk in the macro environment.

聽著，喬治和伯特，這裡的結果確實令人印象深刻，尤其是考慮到宏觀背景。但是喬治，你提到安全不是可自由支配的，這是有道理的。但是當你獲勝時，你至少會取代某些人的核心產品，因為在我們的觀察中我們已經老了，我想。如果這變成一場長期的、甚至可能是更深層的宏觀經濟放緩，我們看到的是客戶開始變得冷漠。這幾乎就像他們已經靠著目前所擁有的東西過活了，然後他們不想再引入任何變化，這會帶來風險。宏觀環境也存在足夠的風險。

I'm just wondering, how do you see this developing going forward? Because you've avoided this up until now, for sure. But how do you think it happens going forward, not only for CrowdStrike, but even for the broader security, IT security space? Because a lot of your brethren have sort of held up really well in this, too.

我只是想知道，您認為未來會如何發展？因為到目前為止你肯定已經避免了這一點。但是您認為未來會發生什麼事？不僅對於 CrowdStrike，而且對於更廣泛的安全、IT 安全領域也是如此。因為你們的許多兄弟在這方面也表現得非常好。

Well, I think it goes to the durability of security and the business model that we've built and certainly the platform play. And I think if you're a point product, your comments will resonate. I think when you look at a true platform like CrowdStrike, the conversations that we are having, and I've had many of them with CIOs, Board members, CEOs over the last quarter -- couple of quarters, and it really was about how do we do more with CrowdStrike, we want to consolidate. So we didn't necessarily see them freezing. We saw them thinking about how they could spend more with CrowdStrike and reduce their overall spend in security.

嗯，我認為這與安全性的持久性和我們建立的商業模式以及平台的運作有關。我認為如果你是一個重點產品，你的評論會引起共鳴。我認為，當你看到像 CrowdStrike 這樣的真正的平台時，我們正在進行的對話，以及過去幾個季度我與 CIO、董事會成員、CEO 進行的許多對話，實際上是關於我們如何利用 CrowdStrike 做更多的事情，我們希望進行整合。因此我們不一定會看到它們凍結。我們看到他們正在思考如何利用 CrowdStrike 增加支出並減少在安全方面的整體支出。

And as we've talked about before, we spend a lot of time in value selling and something we call our business value assessment where we actually compute an ROI, which typically is 150% within the first year. So that's the kind of strategic conversations that we're having up and down the stack.

正如我們之前所討論的，我們花費大量時間進行價值銷售，我們稱之為業務價值評估，我們實際上計算投資回報率，通常第一年的投資回報率為 150%。這就是我們在整個過程中所進行的策略對話。

And then when you think about the macro environment, people don't want to add heads. Falcon Complete is a game changer for them. They couldn't do what we do for the price that we charge. I mean they need an army of internal people to try to do what we do, and it's just not possible with the level of expertise. So we look at the macros and opportunity at CrowdStrike to further consolidate in our customer base.

然後，當你考慮宏觀環境時，人們不想增加人頭。 Falcon Complete 對他們來說是一個改變遊戲規則的產品。以我們收取的價格，他們無法提供我們所做的事情。我的意思是，他們需要一支內部人員隊伍來嘗試做我們所做的事情，但以他們的專業水平來說這是不可能的。因此，我們研究 CrowdStrike 的宏觀和機會，以進一步鞏固我們的客戶群。

(Operator Instructions) Our next question comes from the line of Rudy Kessinger from D.A. Davidson.

（操作員指示）我們的下一個問題來自 D.A. 的 Rudy Kessinger。戴維森。

Certainly, a lot to like here given the macro backdrop. I guess if I narrow in on 1 -- maybe 1 metric, the customers with 6-plus and 7-plus modules, that stepped up 1 point from Q1. But the customers -- percentage of customers with 5-plus was flat at 59%. We've seen that figure go up 2 to 3 points a quarter for the last several years now.

當然，考慮到宏觀背景，這裡有很多值得喜歡的地方。我想如果我縮小到 1 — — 也許是 1 個指標，那麼擁有 6 個以上和 7 個以上模組的客戶，比第一季度上升了 1 個百分點。但擁有 5 部以上電影的顧客比例持平於 59%。我們看到，在過去幾年裡，這一數字每季上升 2 到 3 個百分點。

Anything to note there? Did you see any customers on the new logo front that maybe -- just given the macro, maybe took 1 or 2 fewer modules to start out? And if so, obviously, identity sounds like that attach rate is increasing nicely. But any modules in particular that saw maybe a bit more of an impact to demand than others?

有什麼需要注意的嗎？您是否看到任何新徽標方面的客戶可能 - 僅給出宏，可能一開始就需要少 1 或 2 個模組？如果是這樣，顯然，身份聽起來就像附加率正在穩步上升。但是，哪些模組對需求的影響可能比其他模組更大一些？

This is Burt. So great question. So when we think about the module, that has been doing really well. We go back to the April 7 webinar when we talked about the hyper growth modules, and these are modules that have year-over-year growth rates that are significantly higher than the overall customer growth. And we zoom in on a few of them. There are things that we've been talking about for a long time like Spotlight. That's our vulnerability management product module, and that's gone really well. We think about some of our cloud modules, whether they're our Cloud Workload Protection or Horizon, these are getting traction.

這是伯特。這個問題問得真好。因此，當我們考慮模組時，它的表現確實很好。我們回顧 4 月 7 日的網路研討會，當時我們討論了超速成長模組，這些模組的年成長率明顯高於整體客戶成長率。我們放大其中的幾個。有些事情我們已經討論了很久了，像是 Spotlight。這是我們的漏洞管理產品模組，運作非常順利。我們考慮了我們的一些雲端模組，無論是我們的雲端工作負載保護還是 Horizo​​n，它們都得到了關注。

But also the Identity Threat Detection. George just talked about it. We're really excited about how that's been taken up by not only the existing customer base, but by new customers that are coming in and enjoying all the benefits of attaching themselves to a true cloud-native platform.

還有身份威脅偵測。喬治剛才談到了這一點。我們非常高興，不僅現有客戶群採用了這個解決方案，新客戶也紛紛加入，享受到加入真正的雲端原生平台帶來的所有好處。

And so I think that there are a lot of opportunities to go in terms of more module adoption with customers. As you said, we've had an uptick on both the 7-plus and 6-plus. And I think that we're going to continue to see customers come in and land with more modules in the future and certainly as we continue to come out with new modules.

因此我認為在讓客戶採用更多模組方面還有很多機會。正如您所說，7-plus 和 6-plus 的銷量都有所上升。我認為，未來我們將繼續看到客戶採用更多的模組，我們肯定會繼續推出新的模組。

So we're excited about those module adoption rates, and I think they're best in class, and we're glad to see that we saw the uptick of the -- in the 6 and 7. And remember, we got rid of the 4 category, which is amazing. That was over and above that 70% benchmark. So that was exciting and encouraging just in and of itself. Good question, though. Thank you.

因此，我們對這些模組採用率感到非常興奮，我認為它們是同類中最好的，我們很高興看到 6 和 7 的採用率有所上升。記住，我們擺脫了 4 類別，這太棒了。這已經超出了 70% 的基準。這本身就令人興奮和鼓舞。不過，這個問題問得好。謝謝。

And our next question comes from the line of Matt Hedberg from RBC.

我們的下一個問題來自 RBC 的 Matt Hedberg。

George, for you, the other thing, obviously, we've been talking about Humio for a while. It's great to see it had another record quarter. When you think about your expansion motion, what are...

喬治，對你來說，另一件事，顯然，我們已經談論 Humio 有一段時間了。很高興看到它又創下了季度記錄。當您考慮擴張運動時，什麼是…

(technical difficulty)

（技術難度）

Instrument things like Kubernetes clusters when you look at the ability to flow data into something like an Elastic, they're certainly looking for alternatives. And Humio's flexibility is the fact that it can take data from anywhere, and it can do that ingestion-free. It doesn't need an index, and it's very, very efficient from a cost perspective.

當您考慮將資料流入 Elastic 之類的東西時，請對 Kubernetes 叢集之類的東西進行檢測，他們肯定在尋找替代方案。 Humio 的靈活性在於它可以從任何地方獲取數據，並且可以無需提取即可完成。它不需要索引，而且從成本角度來看非常有效率。

So we continue to get pulled into security and nonsecurity deals. We had a record Humio quarter with some great wins. We see frustration with incumbent vendors across the SIEM space as well as the observability space. And a lot of times, companies will -- they'll try to roll their own. They'll go to open source and try to pull in different stacks. And it's really complex. And they just love the ease of use and the flexibility that Humio provides.

因此，我們繼續涉足安全和非安全交易。我們創下了 Humio 本季的記錄，並取得了一些重大勝利。我們看到 SIEM 領域以及可觀察性領域的現有供應商感到沮喪。很多時候，公司都會嘗試自己做事。他們會轉向開源並嘗試引入不同的堆疊。這確實很複雜。他們非常喜歡 Humio 提供的易用性和靈活性。

So we continue to be extremely bullish on Humio and its various use cases, which are security, nonsecurity-related. And we had some great wins in both SIEM replacement, in log management as well as observability.

因此，我們繼續非常看好 Humio 及其各種與安全和非安全相關的用例。我們在 SIEM 替換、日誌管理以及可觀察性方面都取得了重大勝利。

And our next question comes from the line of Rob Owens from Piper Sandler.

我們的下一個問題來自 Piper Sandler 的 Rob Owens。

Sorry, my phone cut out there. George, I would love for you to expand around your comments on consolidation. And we've seen a few cycles, obviously, maybe not as many as Mr. DiFucci, who admitted to his age earlier. But that being said, why here and now given we've had platform plays before? And do you think this is economic, this is technical, part of the problem set?

抱歉，我的電話斷線了。喬治，我希望你能進一步闡述你對合併的看法。而且我們已經看到了幾個週期，顯然，可能沒有 DiFucci 先生那麼多，他早些時候承認了自己的年齡。但話雖如此，既然我們之前已經有過平台遊戲，為什麼現在要這麼做呢？您是否認為這是經濟問題、技術問題或問題的一部分？

Sure. I think now is the time given the current macro. And when we think about platform plays, we're both probably showing our age, but there aren't a whole bunch of platform plays out there in security, and I think that's one of the things that we've really focused on from a CrowdStrike perspective, to be that foundational cloud platform that you think about in other spaces.

當然。我認為，考慮到當前的宏觀形勢，現在是時候了。當我們考慮平台運作時，我們可能都顯示出了我們的年齡，但在安全領域還沒有大量的平台運作，我認為這是我們從 CrowdStrike 角度真正關注的事情之一，成為您在其他領域考慮的基礎雲端平台。

So now that a true platform company is out there covering 22 modules, it really is the perfect opportunity with the current macro backdrop. And it certainly has stimulated the conversations in our ability to reduce costs and complexity for large and small companies. And then when you combine that with a very unique offering again with Falcon Complete, customers are -- they're not interested in adding a bunch of heads, right? So they want to take advantage of the offerings that we have in that area where we can do it much more cost effectively and efficient than they ever can with a better outcome.

因此，現在有一家真正的平台公司涵蓋 22 個模組，這在當前的宏觀背景下確實是一個絕佳的機會。它確實激發了我們關於如何降低大公司和小公司的成本和複雜性的討論。然後，當您將其與 Falcon Complete 的獨特產品結合時，客戶就不會對添加一堆頭感興趣了，對嗎？因此，他們希望利用我們在該地區提供的服務，我們可以比他們更經濟、更有效率地完成任務，並獲得更好的結果。

So I think it's really a combination of a robust platform with many, many modules in multiple categories as well as some of the very unique offerings like Falcon Complete that has really driven the conversation home with customers. Again, better outcome, but we're having that financial discussion at the right levels with many large and small customers. Thank you, Rob.

因此，我認為它實際上是一個強大的平台與多個類別的眾多模組的組合，以及一些非常獨特的產品（如 Falcon Complete），真正引起了與客戶的對話。再次，結果更好，但我們正在與許多大大小小的客戶進行適當的財務討論。謝謝你，羅布。

Our next question comes from the line of Alex Henderson from Needham.

我們的下一個問題來自尼德姆的亞歷克斯·亨德森。

So a lot of people have, over time, thought of you guys as an endpoint company. Obviously, we've always thought of you as a platform. The first thing you ever told me was you're a platform, and I totally agree with it. And there's been a lot of conversation about price pressure. As an endpoint company, I've seen price pressure or some churn. And I think the statistics here strongly suggest that you're not seeing either.

因此，隨著時間的推移，很多人都認為你們是一家終端公司。顯然，我們一直將您視為一個平台。你告訴我的第一件事就是你是一個平台，我完全同意這一點。關於價格壓力的討論已經很多了。作為一家終端公司，我看到了價格壓力或一些客戶流失。我認為這裡的統計數據強烈表明你也沒有看到這些。

I was hoping you could talk a little bit about the proof points that, a, you're not seeing any pricing pressure; and b, there's no evidence of any customer churn. I think your gross retention being at a record is a pretty good indicator of that as well as the GMs and the net retention rates. But could you talk to those 2 issues a little bit?

我希望您能稍微談談證據點，a，您沒有看到任何定價壓力； b、沒有任何客戶流失的證據。我認為，總留存率達到創紀錄水準是一個很好的指標，總經理和淨留存率也是如此。但是您能稍微談談這兩個問題嗎？

Sure. And I think I'll start with the latter comments you made. If you look at our gross retention, at a record, if you look at net retention, just how well we've done, and obviously, we'll put that out at the end of the year, what it means is customers like our technology, they stay with us and they buy more from us. .

當然。我想我將從您後面的評論開始。如果你看一下我們的總留存率，創下了紀錄，如果你看一下淨留存率，就會知道我們做得有多好，顯然，我們會在年底公佈這一數據，這意味著客戶喜歡我們的技術，他們會繼續使用我們的產品，並從我們這裡購買更多產品。 。

In a market like ours, there's always going to be companies like to compete on price because they're AV only. And I think you've got to look at our platform and say, well, you've got AV, which is differentiated, but it's 1 module. And if companies are trying to compete on price there, at the end of the day, what we're selling is prevention of breaches, right? It's not just malware prevention, which we've seen a lot of companies, legacy and nonlegacy, just try to focus on that. And if that's where they started as an AV company or next-gen AV, and then it pulls other things on, it really isn't a true platform.

在我們這樣的市場中，總是會有一些公司喜歡在價格上競爭，因為他們只做 AV。我認為你必須看看我們的平台，然後說，好吧，你有 AV，它是有區別的，但它是一個模組。如果公司試圖在價格上競爭，那麼歸根結底，我們銷售的是預防違規行為，對嗎？這不僅僅是惡意軟體預防，我們已經看到很多公司，無論是傳統的還是非傳統的，都試圖關注這一點。如果他們以此為基礎開始作為一家 AV 公司或下一代 AV，然後又加入其他東西，那麼它實際上並不是一個真正的平台。

And I think the genius and the beauty of what we built here is probably the most scale way, using cloud architecture on the planet in terms of our ability to ingest, no reboots, you deploy it immediate time to value, and it just works. So even if there was pricing pressure in 1 module, which we don't always see, I mean, obviously, there's competition out there, when we put together all of the modules, our ability to consolidate, our TCO play with a real ROI, this is very compelling for customers large and small.

我認為我們在這裡構建的東西的天才之處和美妙之處可能是最具規模的方式，使用地球上的雲架構，就我們的攝取能力而言，無需重啟，您可以立即部署它以達到價值，它就可以正常工作。因此，即使 1 個模組有定價壓力（我們並不總是看到這種情況），我的意思是，顯然存在競爭，當我們將所有模組、我們的整合能力、我們的 TCO 與實際 ROI 結合時，這對大大小小的客戶來說都非常有吸引力。

So again, there's always been lots of companies in our space. And I think to your point, we've proven that while our form factor is agent cloud, we're doing many more things in a different way that go beyond just traditional endpoint protection.

所以，我們的領域一直有很多公司。我認為正如您所說，我們已經證明，雖然我們的形態是代理雲，但我們正在以不同的方式做更多的事情，而不僅僅是傳統的端點保護。

Our next question comes from the line of Fatima Boolani from Citi.

我們的下一個問題來自花旗銀行的 Fatima Boolani。

George, maybe this one is for you. Just with respect to some of the traction and sort of the hyper growth trajectory you're seeing with capabilities that are embedded in Falcon Complete and even OverWatch, I think one of the things that some of your competitors, your peers in the past have stumbled into is sort of the rules of engagement with the channel. And yet you disclosed doing MSSP business that was up 150% year-over-year.

喬治，也許這個適合你。就您所看到的 Falcon Complete 和 OverWatch 所嵌入功能的一些吸引力和超高成長軌跡而言，我認為您的一些競爭對手和同行過去遇到的一個問題是與管道互動的規則。但您卻透露，MSSP 業務年增了 150%。

So I'd love to kind of get your perspective on how you're sort of threading that needle between staying cooperative without getting too competitive and really driving triple-digit growth in modules and capabilities that otherwise on the surface would seem to sort of encroach into some of your partners' business and franchises.

因此，我很想聽聽您的觀點，您是如何在保持合作而不產生過度競爭，並真正推動模組和功能的三位數增長之間找到平衡的，否則從表面上看，這些模組和功能似乎會侵犯您的一些合作夥伴的業務和特許經營權。

Sure. That's a good question. And I think there's a lot of fud from our competitors out there because they don't have anything like Falcon Complete, as an example, which is absolutely top of the industry. And when you look at what we've done, we try to make it a win-win. You look at a partnership like what we have with Mandiant. Obviously, we've got these capabilities in certain areas, but they're leveraging our technology. And that's the key area.

當然。這是個好問題。我認為我們的競爭對手有很多問題，因為他們沒有像 Falcon Complete 這樣絕對處於行業領先地位的產品。當你看到我們所做的一切時，你會發現我們試圖實現雙贏。您可以看看我們與 Mandiant 之間的合作關係。顯然，我們在某些​​領域擁有這些能力，但他們正在利用我們的技術。這就是關鍵領域。

Can they leverage our technology as they bring us into account? Fantastic. We're happy with that. Or in some managed service providers, they'll take our offering and then -- and kind of rebundle it into a broader offering that might cover network or other areas, and we're happy with that, too. And as a manufacturer, we are experts in what we do.

他們能否利用我們的科技讓我們參與？極好的。我們對此感到高興。或者在一些託管服務提供者中，他們會採用我們的產品，然後將其重新捆綁成可能覆蓋網路或其他領域的更廣泛的產品，我們對此也很滿意。作為製造商，我們是各自領域的專家。

So we try to make it a win-win, and that's the reason why our MSSP business has grown so dramatically, a, it's the best technology, and the rules of engagement have been really important. There are [deal edges]. We protect the account. And then we also focus on leveraging our services as part of a broader service that an MSSP have -- has. And at the end of the day, the numbers don't lie in terms of our success there. So that's what we're focused on, the facts, not the fiction.

因此，我們試圖實現雙贏，這就是為什麼我們的 MSSP 業務如此迅猛增長的原因，它是最好的技術，而且交戰規則非常重要。有[交易優勢]。我們保護帳戶。然後，我們也專注於利用我們的服務作為 MSSP 所擁有的更廣泛服務的一部分。最終，數字並不能證明我們在那裡取得了成功。所以，我們關注的是事實，而不是虛構。

Our next question comes from the line of Roger Boyd from UBS.

我們的下一個問題來自瑞銀的羅傑·博伊德。

Congrats on the impressive results. Wanted to go back to cloud security. Really impressive growth there. I think you've done a really good job of proving out the need for a tightly integrated agent plus agentless technology, but I was curious if you could talk a little bit about the reception you've seen specifically to the Horizon product and how you think that backs up against the pure plays out there.

恭喜您取得如此驕人的成績。想回到雲端安全。那裡的成長確實令人印象深刻。我認為您已經很好地證明了緊密整合的代理和無代理技術的必要性，但我很好奇您是否可以談談您所看到的 Horizo​​​​n 產品的反響，以及您認為它與純粹的遊戲相比有何優勢。

Sure. We're absolutely excited about Horizon as well as the combination of Cloud Workload Protection, and we think it stacks up very well. And more importantly, where is the differentiation? The differentiation is in things like the ability to actually protect the workload and the infrastructure, right? So you've got agentless in Horizon, and you've got our Cloud Workload Protection, which we have tremendous capabilities there.

當然。我們對 Horizo​​n 以及 Cloud Workload Protection 的組合感到非常興奮，我們認為它非常出色。更重要的是，差異化在哪裡？差別在於實際保護工作負載和基礎設施的能力，對嗎？因此，您在 Horizo​​n 中擁有無代理功能，並且擁有我們的雲端工作負載保護，我們在那裡擁有強大的功能。

This is what customers want. If you look at the pure plays out there, they're just covering agentless. And candidly, that's the easiest thing to do because you just plug into APIs. We've got to build some workflows around it, and there's certainly some good competitors in the market.

這正是顧客想要的。如果你看那些純粹的戲劇，你會發現它們只是覆蓋無代理人的。坦白說，這是最簡單的事情，因為您只需插入 API 即可。我們必須圍繞它建立一些工作流程，而且市場上肯定有一些好的競爭對手。

At the end of the day, it's really the combination of an agentless on a platform that's going to give you visibility in the cloud as well as in your hybrid data centers. And that's what we're seeing. We continue to add many, many capabilities. We've added OverWatch threat hunting for cloud. We've got dynamic container analysis and image assessment. So we continue to build in those areas, and we're seeing a great reception.

歸根結底，它實際上是平台上無代理程式的組合，可讓您在雲端以及混合資料中心中獲得可視性。這就是我們所看到的。我們將繼續添加許多功能。我們新增了針對雲端的 OverWatch 威脅搜尋。我們進行了動態容器分析和影像評估。因此，我們繼續在這些地區建設，並且看到了熱烈的反響。

And I think when you look at our heritage of threat intelligence and things like indicators of attack, a lot of our competitors are just doing sort of policy misconfigurations and not really -- they're not really able to understand if they're under attack or where an attack might be possible. And we've applied that indicator of attack knowledge from our endpoints into the cloud.

我認為，當你回顧我們的威脅情報傳統和攻擊指標等時，你會發現我們的許多競爭對手只是在進行某種策略錯誤配置，而實際上他們無法真正了解自己是否受到攻擊或在哪裡可能發生攻擊。我們已經將來自我們端點的攻擊知識指標應用到雲端。

So we feel really good about that. Obviously, everyone is in the early innings in the cloud journey, which is exciting because it's a greenfield opportunity. And we feel like we've got the right products and the right go-to-market motion around it.

所以我們對此感到非常高興。顯然，每個人都處於雲端運算之旅的早期階段，這令人興奮，因為這是一個全新的機會。我們覺得我們已經擁有了正確的產品和正確的上市策略。

Our next question comes from the line of Joe Gallo from Jefferies.

我們的下一個問題來自 Jefferies 的 Joe Gallo。

Just a follow-up to John's earlier question. No comment on his age, by the way. George, on those extra levels of scrutiny, any incremental context? Were they SMB or enterprise? Any geolocation specifically? And are these deals pure cyber? Or are they broader with Humio and other infrastructure aspects? And then, Burt, are you including any extra conservatism in your guidance because of those?

這只是約翰先前問題的後續回答。順便說一句，對於他的年齡沒有評論。喬治，對於這些額外的審查層面，有任何增量背景嗎？他們是 SMB 還是大型企業？有具體的地理位置嗎？這些交易是純粹的網路交易嗎？或者它們與 Humio 和其他基礎設施方面的關係更為廣泛？那麼，伯特，由於這些原因，您是否在您的指導中加入了額外的保守主義？

Yes. I think if you look across either geographies or segments, I mean there's nothing that really stands out. It's really company-dependent and industry-dependent. And again, you would expect an additional level of scrutiny. The beauty is as I called out in the report and the script is the fact the deals that we forecast post close, right? And I think that's really important when we think about the current macro backdrop.

是的。我認為，如果你縱觀地域或領域，你會發現沒有什麼真正突出的東西。這確實依賴公司和行業。再次，你會期望額外級別的審查。美妙之處在於，正如我在報告中所說的那樣，腳本就是我們預測的交易結束後的事實，對嗎？我認為當我們考慮當前的宏觀背景時，這一點非常重要。

And what we're doing is really, from a sales perspective, make sure we're getting ahead of it, right, through our BVA process, making sure that we've got all of who we need and understand the accounts and who has to sign off because there's additional sign-off that has to happen. So that's sort of my commentary on that. I don't know, Burt, if you want to add to it.

而我們實際上正在做的是從銷售角度出發，確保我們透過 BVA 流程領先一步，確保我們擁有所有需要的人員並了解帳戶以及誰必須簽字，因為必須進行額外的簽字。這就是我對此的評論。伯特，我不知道你是否想補充一點。

Yes. Just on the guide, I mean I think we've stuck to our guns. We guide to what we see, not to what we don't see. And we took an appropriately pragmatic view on the macro. And that's how we looked at the guide for this year.

是的。僅就指南而言，我的意思是我認為我們堅持了自己的立場。我們引導看到的事物，而不是看不見的事物。我們對宏觀採取了適當務實的看法。這就是我們對今年指南的看法。

Our next question comes from the line of Ittai Kidron from Oppenheimer.

我們的下一個問題來自奧本海默的伊泰·基德倫 (Ittai Kidron)。

Great quarter. A couple for me. George, you haven't talked about XDR, the XDR Alliance and how's traction moving along there. Maybe you can give us an update. And then for Burt, FX, you haven't mentioned that at all in the quarter. Can you talk about the impact to your business on FX and how it's impacting you globally?

很棒的一個季度。對我來說是一對。喬治，你還沒有談論 XDR、XDR 聯盟以及那裡的進展。也許您可以向我們提供最新消息。然後對於 Burt、FX，您在本季根本沒有提到這一點。您能談談外匯對您的業務的影響以及它對您在全球範圍內的影響嗎？

Yes. Perfect. I'll start. When we think about XDR, it's going very well. And in fact, we've got some, I think, great announcements at Falcon. So we talked about that in our script of making sure that people attend that or even our investor event virtually. So we continue to build out our alliance. We've actually also partnered with AWS in some of the efforts that they have to standardize on open formats, which I think is good for the industry. We continue to add integrations. And again, when you look at our XDR approach, it starts with the best EDR and our ability to add third-party information into our decision-making. So, so far, so good.

是的。完美的。我先開始。當我們考慮 XDR 時，一切進展順利。事實上，我認為我們在 Falcon 上發布了一些很棒的公告。因此，我們在腳本中討論了這一點，以確保人們能夠虛擬地參與該活動或我們的投資者活動。因此我們將繼續拓展我們的聯盟。實際上，我們也與 AWS 合作，共同努力實現開放格式的標準化，我認為這對產業有利。我們將繼續添加整合。再說一次，當您查看我們的 XDR 方法時，它始於最佳的 EDR 以及我們將第三方資訊添加到決策中的能力。所以，到目前為止，一切都很好。

I think us included as well as the rest of the industry, it's still an emerging category and there's a lot of marketing hype around it. And we're focused on delivering the best technology outcome for customers and really extending that experience that we have with our Insight product, which is, in our opinion, the best EDR in the market and extending that to third party. So the workflows are similar, and we're looking for additional detections that are outside of just the endpoint domain. So that's a little bit about XDR.

我認為，對於我們以及業內其他公司來說，這仍然是一個新興類別，並且圍繞著它有很多行銷炒作。我們專注於為客戶提供最佳的技術成果，並真正擴展我們在 Insight 產品方面的體驗，我們認為這是市場上最好的 EDR，並將其擴展到第三方。因此工作流程是相似的，我們正在尋找端點域之外的其他偵測。這就是有關 XDR 的一些資訊。

Yes. I'll jump in, George, leaning on the FX question. I think there was nothing material or we would have talked about it. We primarily invoice in U.S. dollars, but we do have expenses incurred in currencies out of the U.S. But on the deal side, it goes back to what George has been talking about. It's the platform play. It's lowering TCO. It's all those things that we're able to bring to bear that nobody else can.

是的。喬治，我來談談外匯問題。我認為沒有什麼實質的東西，否則我們就會談論它。我們主要以美元開立發票，但我們確實有一些以美國境外貨幣產生的費用。但在交易方面，這又回到了喬治一直在談論的問題。這是平台遊戲。它正在降低 TCO。這些都是我們能夠做到的，而其他人卻做不到。

Our next question comes from the line of Hamza Fodderwala from Morgan Stanley.

我們的下一個問題來自摩根士丹利的 Hamza Fodderwala。

Just a quick one for Burt. I was wondering if you could give more context on your comments around second half seasonality. I think normally, Q4, generally stronger. Q3, you do see a little bit of lighter seasonality, although you do have the Fed vertical really take off during that quarter. So can you give us a sense of how the net new ARR pattern should be? Should it be similar to last year, year before that? Just any color you could give us would be really helpful.

對伯特來說這只是一個簡短的回答。我想知道您是否可以就下半年季節性問題提供更多背景資訊。我認為通常情況下，第四季度總體會更加強勁。第三季度，你確實會看到季節性稍微減弱一些，儘管聯準會垂直走勢在那個季度確實開始起飛。那麼，您能為我們介紹一下淨新 ARR 模式應該是怎麼樣的嗎？應該跟去年、前年類似吧？只要您提供任何顏色，我們都會非常有幫助。

Sure. Take a step back and just look at the current quarter, we have outperformed our expectations for, really, the full first half of the year. I'm really pleased with our strong start to the year with record pipe.

當然。回顧一下當前季度，我們的業績確實超出了我們對整個上半年的預期。我對我們今年憑藉唱片管道取得的良好開局感到非常高興。

We just posted $218 million in net new ARR, and of course, really pleased about that. And we expect to see a seasonal build throughout the year, albeit less pronounced quarter-to-quarter seasonality in comparison to what we've seen in the prior years. So that's how I would frame it.

我們剛剛公佈了 2.18 億美元的淨新 ARR，當然，我們對此感到非常高興。我們預計全年都會出現季節性成長，儘管與前幾年相比，季度間的季節性變化不那麼明顯。這就是我的構思方式。

Our next question comes from the line of Shaul Eyal from Cowen.

我們的下一個問題來自 Cowen 的 Shaul Eyal。

Congrats on the solid performance. George, last quarter, Preempt grew 30% quarter-over-quarter. This quarter, it's accelerating to 100%. In recent months, we've witnessed an accelerated level of consolidation, specifically within the identity category, paying SailPoint to name a few. How is that impacting Preempt's business in the context of both displacement and greenfield opportunities?

恭喜您出色的表現。喬治，上個季度，Preempt 環比增長了 30%。本季度，這一數字將加速至 100%。近幾個月來，我們見證了整合的加速，特別是在身分類別中，支付 SailPoint 等等。這對 Preempt 的業務在置換和綠地機會方面有何影響？

Well, a good question, and I'll reiterate again as I do, I think, on every call that we partnered with Ping and Okta and others, right? And our identity product is really specific to the endpoints and active directory in terms of identity threat protection and detection. So we continue to work with them.

嗯，這是一個好問題，我想，在我們與 Ping、Okta 和其他公司合作的每次電話會議上，我都會再次重申這一點，對嗎？就身分威脅防護和偵測而言，我們的身分產品確實針對端點和活動目錄。因此我們繼續與他們合作。

And I think when you look at the environment today, there's just a continued demand for having a handle on identity. And we're 1 piece of it on the endpoints of servers and the direct restructures. And there's other players in the market that handle identity access brokering, et cetera.

我認為，當你觀察當今的環境時，你會發現，對身分識別的需求仍然存在。我們是伺服器端點和直接重組的一部分。市場上還有其他參與者負責處理身分訪問經紀等業務。

So from our standpoint, we, as I reiterated, continue to see very, very strong demand with a very differentiated technology. As you pointed out, 100% quarter-over-quarter growth. New logo attach rate tripled quarter-over-quarter. And the answer is why it gets back to the architecture, the single lightweight agent, very easy for us to activate it, very easy for us to activate it at scale and trials. And a lot of times, what we'll see is when there is high threat environments, customers will activate and get immediate value, and then we can convert them over into paying customers.

因此，從我們的角度來看，正如我重申的那樣，我們繼續看到對差異化技術的非常強勁的需求。正如您所指出的，季度環比增長 100%。新識別附加率比上一季增加了兩倍。答案就是為什麼它會回到架構，單一輕量級代理，我們可以輕鬆地激活它，我們可以輕鬆地在規模和試驗中激活它。很多時候，我們會看到，當環境威脅較高時，客戶會啟動並獲得即時價值，然後我們可以將他們轉換為付費客戶。

So again, this is, I think, going to be a standout for us, a, in terms of the acquisition we did and also in terms of the integration and our ability to go to market with it.

所以，我認為，就我們所做的收購而言，以及就整合和進入市場的能力而言，這對我們來說都將是一件傑出的事情。

And our final question for today comes from the line of Gregg Moskowitz from Mizuho.

我們今天的最後一個問題來自瑞穗的 Gregg Moskowitz。

Congrats on a very good ARR performance. I did want to ask about RPO, which historically has risen by double digits sequentially in Q2 period, although this quarter went up mid-single digits. Were there any changes to average duration? Is this perhaps somewhat reflective of the increased levels of approval that you noted earlier? Or is there anything else that you would call out?

恭喜 ARR 取得如此出色的表現。我確實想問 RPO 的問題，從歷史上看，RPO 在第二季度期間連續增長了兩位數，儘管本季度增長了中等個位數。平均持續時間有變化嗎？這是否在某種程度上反映了您之前提到的認可度的提高？或者您還有什麼要說的嗎？

Gregg, thanks for the question. So really, I think the focus really is on net new. That really -- net new ARR, that's really the one that tells the health of the business as opposed to RPO or as opposed to billings or what have you. And we're excited about the fact that we're going in with a record pipeline.

格雷格，謝謝你的提問。所以實際上，我認為重點確實在於網路新內容。這實際上 — — 淨新 ARR，這才是真正能說明業務健康狀況的指標，而不是 RPO 或帳單或其他指標。我們對於即將創下紀錄的進入感到十分興奮。

We've just posted the strongest net new ARR quarter in company history. So I think that when you think about reaching a record $218 million in net new with any outsized deals, you're really showing strong health in the business. And so overall, we're just really pleased with the results. And that's the metric that we zoom in on. That's the metric that our whole company is rallying around, and that's the focus for us.

我們剛剛公佈了公司歷史上最強勁的淨新 ARR 季度。因此，我認為，當你想到透過任何超大規模交易達到創紀錄的 2.18 億美元淨新值時，你就真正展現了業務的強勁健康狀況。總的來說，我們對結果非常滿意。這就是我們放大的指標。這是我們整個公司所遵循的標準，也是我們關注的重點。

Thank you. This does conclude the question-and-answer session of today's program. I'd like to hand the program back to George Kurtz for any further remarks.

謝謝。今天節目的問答環節到此結束。我想將節目單交還給喬治·庫爾茨，以便他可以做進一步的評論。

Great. Thank you. Well, I certainly want to thank all of you for your time today. We appreciate your interest and look forward to seeing you in person at our upcoming Falcon conference and our Investor Day via webcast. Thank you so much. And that concludes the call.

偉大的。謝謝。好吧，我當然要感謝大家今天抽出時間。我們感謝您的關注，並期待在我們即將舉行的 Falcon 會議和投資者日透過網路直播與您見面。太感謝了。通話到此結束。

Thank you, ladies and gentlemen, for your participation in today's conference. This does conclude the program. You may now disconnect. Good day.

女士們、先生們，感謝各位參加今天的會議。該計劃確實就此結束。您現在可以斷開連線。再會。