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，並歡迎參加 CrowdStrike 的 2023 年第二季度財務業績電話會議。 （操作員說明）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.

現在我想介紹一下今天節目的主持人，投資者關係副總裁 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。與我通話的還有 CrowdStrike 的總裁兼首席執行官兼聯合創始人 George Kurtz；和首席財務官 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，在本次電話會議上所做的某些陳述並非歷史事實，包括關於我們未來計劃、目標、增長和預期業績的陳述，包括我們對第三季度和 2023 財年的展望，是 1995 年《私人證券訴訟改革法案》含義內的前瞻性陳述。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.

雖然我們相信我們做出的任何前瞻性陳述都是合理的，但實際結果可能會存在重大差異，因為這些陳述是基於當前的預期並受到風險和不確定性的影響。無論是由於新信息、未來事件或其他原因，我們不承擔並明確拒絕更新或更改我們的前瞻性陳述的任何義務。有關可能影響公司財務業績的這些和其他因素的更多信息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，不包括收入，本次電話會議中討論的所有財務措施都將是非公認會計原則。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 結果的對賬時間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 或我們的表格中找到向美國證券交易委員會提交的 8-K。

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

有了這個，我現在將把電話轉給喬治開始。

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，謝謝大家加入我們。 CrowdStrike 團隊實現了強勁的第二季度，其中創紀錄的淨新 ARR 為 2.18 億美元，同比增長加速至 45%，創紀錄的淨新客戶增加和創紀錄的非 GAAP 營業利潤。

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.

我們在本季度實現了幾個額外的里程碑。期末 ARR 增長至 21.4 億美元，同比增長 59%。我們相信這使我們成為報告中達到 20 億美元 ARR 里程碑的第二快軟件公司。我們新興產品的期末 ARR 增長至 2.19 億美元，同比增長 129%。這包括身份保護和 Humio 的創紀錄的淨新 ARR，我們還為部署在公共雲中的模塊實現了創紀錄的淨新 ARR。

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%.

季度收入首次超過 5 億美元。我們增加了超過 1,700 名淨新客戶，這是公司的又一個首創。總留存率連續第二個季度攀升至新紀錄，以美元計算的淨留存率達到 7 個季度以來的最高水平。我們取得了這些成果，同時還推動了創紀錄的 8700 萬美元的非公認會計準則營業利潤，比去年第二季度增長了 147%，自由現金流增長了 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 Burt 將在幾分鐘內討論的那樣，我們正在提高今年的收入指導，並繼續致力於提供非 GAAP 運營槓桿和 30% 或更高的自由現金流利潤率，同時投資於將進一步擴大收入的關鍵舉措CrowdStrike 與競爭對手之間的差距。

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.

轉移到我們的市場。競爭環境依然有利，我們的勝率保持一致。即使組織對宏觀經濟狀況做出反應，我們仍然看到強勁的需求。對於 CrowdStrike 而言，這主要表現為隨著公司評估投資優先級而增加對某些交易所需的批准水平，這可能會延長完成交易所需的時間。但是，網絡安全不是一個可自由支配的項目。

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.

網絡安全是首席信息官、首席執行官和首席財務官以及董事會的首要任務，我們的價值主張與這些利益相關者產生了強烈的共鳴。承諾在本季度完成的交易確實在本季度完成，我們以創紀錄的管道進入第三季度。

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，傳達的信息很明確。他們希望在 Falcon 這樣的平台上進行整合。他們需要更少的單點產品、更少的代理和消耗更少資源的技術。他們需要降低複雜性並簡化其安全和 IT 堆棧中的操作。

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。在預算緊縮的情況下，這一業務需求變得更加重要，這加速了可信平台的標準化，這些平台可提供即時的投資回報率和更低的總擁有成本，例如 CrowdStrike 的 Falcon 平台。我們認為，鑑於 Falcon 平台使客戶能夠整合技術並以更少的時間、更少的資源和更低的總成本實現更好的保護，從長遠來看，隨著審查的增加，CrowdStrike 的機會也會增加。這將我們與市場上的其他公司區分開來，我們相信即使在當前的宏觀環境下，我們也能很好地保持持續成功。

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.

作為 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，我們在業務中看到了這種動態。客戶在 Falcon 平台上越來越標準化，推動模塊採用、更大的錢包份額和更大的客戶，這是一代平台的商標特徵。

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.

擁有 5 個或更多、6 個或更多和 7 個或更多模塊的第二季度訂閱客戶分別為 59%、36% 和 20%。這代表這些各自的模塊採用群體同比增長 70%、84% 和 105%。隨著客戶採用更多模塊，Falcon 越來越多地嵌入到他們的運營和工作流程中，我們相信這會帶來更高的保留率和更多未來擴展的機會。

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.

客戶保留還受到平台內置的高級功能的推動，例如我們可定制的安全自動化和補救引擎 Fusion。自推出以來，客戶對 Fusion 的使用持續增加。在短短 1 年內，我們大約 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賬戶的各種規模客戶的勢頭強勁。我們相信，我們多元化的客戶群增加了我們的彈性和長期實現持久 ARR 增長的能力。我們 100 萬美元或更多 ARR 客戶的最終 ARR 增長在第二季度加速，並繼續以高於我們公司平均水平的速度增長。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擴展項目，這些項目代表了相當大的交叉銷售和追加銷售機會，即使在不確定的宏觀條件下也能向前發展。

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.

我們還看到公共部門的實力有所增強，這在第二季度受到了美國聯邦和國際政府機構創紀錄的雪橇業績和勝利的推動。迄今為止，美國 37 個州中有 20 個州表示我們的 CrowdStrike 客戶以及哥倫比亞特區已對 Falcon 進行了標準化。第二季度的一個值得注意的發展是紐約州，該州專門將 Falcon EDR 用於新成立的聯合安全行動中心。

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，該計劃中的紐約市和縣將受到 Falcon 的保護。 JSOC 計劃旨在為多級政府提供統一的網絡安全資產，以防止對紐約互連網絡和 IT 服務的攻擊。我們相信這是一個示範項目，其他州在其社區努力應對日益加劇的威脅環境和網絡安全技能差距時將效仿。

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季度，這是我們有效地大規模接觸和服務小型企業社區的戰略的關鍵因素。為了進一步支持小型企業，我們在本季度推出了最新的捆綁包 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著陸點，這些企業可能對價格更加敏感，並希望通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.

我們還通過 MSSP 渠道為小型企業提供服務。 Falcon 平台使 MSSP 能夠為其客戶阻止違規行為、簡化運營並提高成本效率。 MSSP 是我們合作夥伴生態系統中快速增長的組成部分，第二季度結束時的 ARR 同比增長超過 150%，並且快速增長的客戶群被排除在我們報告的徽標指標之外。

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 家淨新客戶，使報告的依賴 Falcon 保護其業務的客戶總數達到 19,686 家，同比增長 51%。我特別自豪地宣布，我們本季度的一位新客戶包括一家領先的事件響應公司，該公司購買了 Falcon 供其內部使用。我們也對我們在 Falcon 平台上強大的模塊性能感到滿意。

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.

我想強調第二季度的一些突出表現。首先是 Falcon Complete，隨著公司尋求解決日益增長的網絡安全需求並應對網絡安全技能短缺，它在市場上繼續獲得強勁勢頭。自本財年開始以來，已有 1,000 多家客戶採用了 Falcon Complete。通過利用平台中的高級自動化，Falcon Complete 為客戶和合作夥伴提供了一種方法，可以通過黃金標準的專業知識和技術快速、經濟地擴展和加強他們的網絡防禦，同時降低他們的總擁有成本。隨著我們向 Falcon Complete 系列添加模塊，客戶正在對 Complete 進行標準化。第二季度的一個例子是一家支付公司採用了我們的全套 Falcon Complete 產品，其中包括託管身份和託管雲工作負載保護。

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之外的用例，但正在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 模塊以及 Humio。我們的新興產品實現了創紀錄的淨新 ARR，推動該類別的最終 ARR 達到 2.19 億美元，同比增長 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季度記錄，並迅速成長為我們新興類別中 ARR 的最大貢獻者。在第二季度，訂閱我們的身份保護模塊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% 的網絡攻擊利用基於身份的策略進行入侵合法憑證並使用橫向移動等技術快速逃避檢測。身份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.

我們看到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會，預計 2022 年 TAM 為 37 億美元，以及 ASP 大幅提升，可能超過 30%。憑藉我們早期和不斷增長的勢頭，我們相信 CrowdStrike 正在定義和引領身份保護類別。 CrowdStrike Falcon Identity Threat Protection 在業界是獨一無二的，因為它可以實時檢測和阻止基於身份的攻擊。通過一個易於部署的代理，Falcon 平台可以響應具有端點、身份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.

由於我們在金融服務、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，Humio 在第二季度取得了創紀錄的成績。值得注意的勝利包括一家跨國金融服務公司，其每天的數據攝取需求高達 4 TB，該公司採用 Humio 取代了其查詢速度和數據攝取能力較差的傳統提供商，以及亞太地區的一家 IT 和安全服務提供商，該公司現在利用 Humio 作為該引擎從其不斷增長的客戶群中收集和存儲安全性和可觀察性數據。

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.

從模塊視角移動到部署環境視圖。我們的公共雲業務在第二季度實現了創紀錄的 ARR 增長，連續第二個季度環比增長，達到 1.74 億美元。基於我們上個季度推出的雲原生應用程序保護平台或 CNAPP 功能，本季度，我們宣布了新的 CNAPP 功能，將 AWS Fargate 內的支持擴展到 Amazon 的 Elastic Container Service，引入了第一個 AI 支持的攻擊指標，全面的無文件攻擊預防和增強對雲入侵的可見性，並推出了 Falcon OverWatch 雲威脅追踪，這是第一個針對在雲環境中發起、運行或持續存在的威脅的獨立雲威脅追踪服務。

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，尤其是在 CIO 尋求整合供應商並擺脫單點產品的情況下。正如我們上個季度所討論的那樣，CrowdStrike 的雲功能在市場上獨樹一幟，通過在單一用戶界面中從 Falcon 平臺本地提供基於代理和無代理的解決方案，並在威脅圖中共享數據後端。雲中基於代理和無代理功能的組合支持運行前和運行時保護，而僅無代理解決方案只能提供部分可見性，不能提供運行時安全性。

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.

花點時間總結一下我們今天與您分享的所有內容。客戶需要一個可以無縫統一端點、雲、身份和數據的可信平台，重新定義核心網絡安全的含義。 CrowdStrike 正在與 Falcon 一起領導這一平台重構，我們看到沒有其他競爭對手提供可比的產品。

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."

我相信東海岸一個縣的 CISO 說得最好，我引用的話：“很難記住我沒有立即進行 24/7 修復、每台設備上的漏洞報告、發現我的每一項資產的日子。網絡和對每個帳戶登錄的清晰了解，但我永遠不會回去。”

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 的熱情專注，使我們成為行業中的佼佼者。正是您的工作讓 CrowdStrike 獲得了 2022 年美國 SC 獎的最佳安全公司類別的認可，以及 Falcon XDR 獲得了 2022 年歐洲 SC 獎的最佳新興技術類別的獎。

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.

在我把它交給伯特之前，我想邀請我們的投資者和分析師加入我們九月份在拉斯維加斯的獵鷹。與去年類似，結合此次活動，我們將舉行投資者簡報會，與客戶、合作夥伴和行業專家進行對話。如需親自加入，請聯繫我們的 IR 團隊以獲取註冊信息。簡報也將在我們的投資者關係網站上進行網絡直播。

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

有了這個，我將把電話轉給 Burt，以更詳細地討論我們的財務業績。

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，否則我今天在講話中提到的所有數字（收入除外）都是非公認會計原則。

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.

我們又交付了一個出色的季度，超過了我們對所有指標的指導的高端。 CrowdStrike 團隊在多個業務領域的實力和出色的執行力轉化為規模擴大的快速增長、創紀錄的非 GAAP 營業利潤和強勁的現金生成。

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。我們還繼續執行本年度的投資計劃，推動 Falcon 平台的創新，拓展新市場並壯大 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.

我們第二季度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 同比增長 59%，超過 20 億美元的里程碑。淨新 ARR 同比增長加速至 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。第二季度淨新 ARR 的構成在交易規模上非常平衡，任何一筆交易都沒有做出過大的貢獻。

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.

我們以美元計算的淨留存率高於我們的基準，達到 2021 財年第三季度以來的最高水平。總留存率連續第三個季度創下新紀錄，表明我們對阻止違規行為、為客戶創造價值和恢復信任的堅定承諾全球公司的安全態勢。

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 George 提到的，我們還看到更多客戶在 Falcon 平台上進行標準化並採用更多模塊。我們相信這些趨勢將在未來幾年創造持久的商業機會。

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。總收入比去年第二季度增長 58%，達到 5.352 億美元。訂閱收入比去年第二季度增長 60%，達到 5.062 億美元。專業服務收入為 2900 萬美元，連續第八個季度創下新紀錄，同比增長 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.

就我們第二季度的地域表現而言，我們繼續看到美國的強勁增長達到 53%，國際收入同比增長 73%。第二季度總毛利率和訂閱非 GAAP 毛利率分別保持在 76% 和 78% 的相對穩定水平。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車型範圍內。

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.

在本季度，我們執行了投資新技術、國際地理和營銷計劃的計劃。我們還在執行我們的 2023 年招聘計劃，並高興地報告我們連續第二個季度增加了創紀錄的淨新員工數量。引進和留住頂尖人才是支持我們的產品路線圖、未來增長和在新市場中獲得市場份額的基石。我們相信，我們今天所做的投資將帶來長期的持續增長，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.

鑑於我們強大的收入、嚴謹的投資方法和高效的銷售行動，我們能夠在進行這些投資的同時提高槓桿率和利潤。第二季度非美國通用會計準則運營費用總額約為 3.214 億美元，佔收入的 60%，而去年為 2.224 億美元，佔收入的 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，我們的幻數為 1.3，反映了我們的上市引擎的非凡效率。我們相信超過 1.0 的幻數表明非常有利的上市效率並支持我們當前的投資計劃。

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%.

第二季度非美國通用會計準則營業收入翻了一番多，同比增長 147%，達到創紀錄的 8730 萬美元。營業利潤率同比提高 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 GAAP 營業收入同比增長 162%，達到 1.703 億美元，佔收入的 17%。第二季度歸屬於 CrowdStrike 的非 GAAP 淨收入也比上年增長了兩倍多，增長到創紀錄的 8590 萬美元或攤薄後每股 0.36 美元。我們用於計算歸屬於 CrowdStrike 的第二季度非公認會計原則每股收益的加權平均普通股是在稀釋的基礎上計算的，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度。現金及現金等價物增至約 23.2 億美元。運營現金流同比增長 94% 至 2.099 億美元。自由現金流同比增長 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，同比增長一倍以上。

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。鑑於我們業務的增長動力以及我們強勁的第二季度業績、創紀錄的管道和創紀錄的總保留率，我們正在提高我們對 2023 財年的收入指導。同時，我們已經考慮了我們認為的對當前全球宏觀經濟背景的適當務實觀點。

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.

雖然我們不指導淨新 ARR，但鑑於本財年第一季度和第二季度交付的淨新 ARR 的非季節性強度，我們認為謹慎的做法是假設下半年的季度季節性季節性較不明顯到前幾年。

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.

此外，作為提醒，我們建議投資者調整他們的季節性預期，以排除重大大型交易的影響，例如我們在去年第四季度討論的 2 個大約 8 位數的賬戶。

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.

歸根結底，我們還提高了對 2023 財年的指導。正如我們的指導所反映的那樣，我們將繼續致力於提供非公認會計原則的營業利潤率槓桿，同時繼續投資該業務。我們還繼續致力於在今年實現 30% 或更多的自由現金流量利潤率。

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，我們預計總收入將在 5.691 億美元至 5.759 億美元之間，同比增長 50% 至 52%，訂閱收入是增長的主要驅動力.我們預計非 GAAP 運營收入將在 7270 萬美元至 7770 萬美元之間，而 CrowdStrike 的非 GAAP 淨收入將在 7300 萬美元至 7800 萬美元之間。我們預計 CrowdStrike 的攤薄後非公認會計原則每股淨收益將在 0.30 美元至 0.32 美元之間，使用攤薄後 2.41 億股的加權平均股數。

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.

對於整個 2023 財年，我們目前預計總收入將在 22.23 億美元至 22.32 億美元之間，比上一財年增長 53% 至 54%。非公認會計原則的運營收入預計在 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 財年非公認會計原則歸屬於 CrowdStrike 的淨收入將在 3.137 億美元至 3.205 億美元之間，使用稀釋後的 2.4 億股加權平均股份。我們預計 CrowdStrike 的非公認會計原則每股淨收益將在 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的問題。

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

（操作員說明）我們的第一個問題來自 Barclays 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，有很多很棒的東西要談，但也許我想磨練的是身份認同率更高。您能否提醒我們這裡的身份模塊是否正在取代您客戶群中的其他東西？您認為是什麼推動了新徽標的更高附加率？

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，薩凱特。謝謝你的問題。它沒有取代任何東西，因為沒有其他東西存在。這是我們在收購 Preempt 時真正領先於市場上其他任何人的事情之一。當我們考慮存在的那種攻擊時，80% 的攻擊利用受損的身份和橫向移動，這是違規發生方式的重要組成部分。

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份模塊時，它被嵌入到我們的代理中，單一代理，它與外面的所有其他東西有很大的不同。它適用於 Active Directory 和 Azure AD。這對客戶來說是一個真正的遊戲規則改變者。即使在價值證明階段，我也繼續看到客戶反饋，他們從未在其身份和 Active Directory 基礎架構中看到這種級別的可見性，並且他們繼續發現許多許多弱點。

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，它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塊。

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 Andrew Nowinski。

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.

祝賀另一個偉大的季度。我只是想問一下您添加的新徽標。看起來您本季度增加了 4 個財富 100 強客戶，我認為這是較大的交易，儘管您說本季度沒有超額交易。我想知道，您的新徽標總共增加了可能只有中個位數。但是我想知道您現在是否只關注更大的客戶，或者您是否看到更多客戶開始使用更多模塊（如 Preempt 和 Humio 等）開始初始交易，這可能 - 而它可能是一個較小的初始一年或兩年前登陸。

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，是伯特。謝謝你的問題。因此，最重要的是，我們對 1,741 的淨新徽標數量感到非常滿意，這對我們來說是一項新紀錄。我們對 1,741 個新徽標的構成感到滿意。

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，當我們查看有關新徽標的各種細節時，我們發現，嘿，我們收到了來自大公司的新徽標。我們有來自小公司的新標誌。通常情況下，速度更多地是由中型市場和 SMB 驅動的。

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.

還值得注意的是，我們確實擁有非常強大的 MSSP 業務。我們談到了它同比增長 150% 的事實，而這並沒有反映在 1,741 的淨新徽標中。

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.

所以總的來說，我們對第二季度的表現非常滿意。我們認為我們有很大的機會去追求新的標誌並繼續獲得新的業務，特別是當你想到我們可用的背景時，當然，迄今為止只有不到 20,000 個標誌。這太好了，我們對此感到非常高興。但是，當您考慮可供我們使用的整個市場時，這是一個非常小的數字。所以我們認為，就我們可以追求的全新徽標而言，我們仍處於早期階段。

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

我們的下一個問題來自 Guggenheim Partners 的 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，George 和 Burt，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，你提到安全不是隨意的，這是有道理的。但是，當您獲勝時，在我們的觀察中，您至少會因為您的核心產品而取代某人，因為我們已經老了，我猜。如果這成為長期甚至可能更深的宏觀放緩，我們所看到的是客戶開始凍結。就好像他們已經過著他們到目前為止所擁有的，然後他們不想再引入任何變化，這會帶來風險。宏觀環境中存在足夠的風險。

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，您如何看待這種發展？因為到現在為止你已經避免了這種情況，這是肯定的。但是，您認為它會如何向前發展，不僅對於 CrowdStrike，甚至對於更廣泛的安全性 IT 安全空間？因為你的很多弟兄在這方面也表現得很好。

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，我認為這取決於安全性的持久性和我們建立的商業模式，當然還有平台遊戲。而且我認為，如果您是重點產品，您的評論會引起共鳴。我認為，當您查看像 CrowdStrike 這樣的真正平台時，我們正在進行的對話，我在上個季度與 CIO、董事會成員、首席執行官進行了許多對話——幾個季度，這真的是關於如何我們是否在 CrowdStrike 上做得更多，我們想要鞏固。所以我們不一定看到他們凍結。我們看到他們在思考如何在 CrowdStrike 上花費更多，並減少他們在安全方面的總體支出。

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.

正如我們之前談到的，我們在價值銷售和我們稱之為業務價值評估的事情上花費了大量時間，我們在其中實際計算投資回報率，通常在第一年內達到 150%。這就是我們在堆棧上下進行的那種戰略對話。

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，人們不想加人頭。 Falcon Complete 改變了他們的遊戲規則。他們不能按照我們收取的價格做我們所做的事情。我的意思是，他們需要一支內部人員大軍來嘗試做我們所做的事情，而以專業水平來說這是不可能的。因此，我們著眼於 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.

（操作員說明）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 1 - 可能是 1 個指標，即擁有 6 個以上和 7 個以上模塊的客戶，比第一季度提高 1 個百分點。但客戶——5 歲以上的客戶比例持平於 59%。在過去的幾年裡，我們已經看到這個數字每季度上升 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?

那裡有什麼要注意的嗎？您是否在新徽標正面看到任何客戶可能 - 剛剛給出宏，可能需要減少 1 或 2 個模塊來啟動？如果是這樣，顯然，身份聽起來像附加率正在增加。但是，任何特別是對需求的影響可能比其他模塊更大的模塊？

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。這麼好的問題。所以當我們考慮這個模塊時，它一直做得很好。我們回到 4 月 7 日的網絡研討會，當時我們談到了超增長模塊，這些模塊的年增長率明顯高於整體客戶增長。我們放大了其中的一些。有些事情我們已經談論了很長時間，比如 Spotlight。那是我們的漏洞管理產品模塊，而且做得非常好。我們考慮了我們的一些雲模塊，無論它們是我們的 Cloud Workload Protection 還是 Horizon，這些都受到了關注。

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.

還有身份威脅檢測。喬治剛剛談到它。我們真的很高興不僅現有的客戶群，而且新的客戶正在接受並享受將自己附加到真正的雲原生平台的所有好處，這讓我們感到非常興奮。

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，我認為在客戶採用更多模塊方面有很多機會。正如你所說，我們的 7+ 和 6+ 都有所上升。而且我認為我們將繼續看到客戶在未來進入並登陸更多模塊，當然隨著我們繼續推出新模塊。

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.

所以我們對這些模塊的採用率感到興奮，我認為它們是同類中最好的，我們很高興看到我們看到了 - 在 6 和 7 中的上升。記住，我們擺脫了4大類，厲害了。這超出了 70% 的基準。所以這本身就是令人興奮和鼓舞的。不過，好問題。謝謝你。

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，我們談論 Humio 已經有一段時間了。很高興看到它有另一個創紀錄的季度。當你考慮你的擴張運動時，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.

當您看到將數據流入 Elastic 之類的東西的能力時，他們肯定會尋找替代方案，比如 Kubernetes 集群。 Humio 的靈活性在於它可以從任何地方獲取數據，並且無需攝取即可完成。它不需要索引，從成本的角度來看，它非常非常有效。

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，我們繼續參與安全和非安全交易。我們取得了創紀錄的 Humio 季度，取得了一些巨大的勝利。我們看到 SIEM 領域和可觀察性領域的現有供應商感到沮喪。很多時候，公司會 - 他們會嘗試推出自己的產品。他們會去開源並嘗試引入不同的堆棧。這真的很複雜。他們只是喜歡 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、非安全相關的用例。我們在 SIEM 替換、日誌管理和可觀察性方面都取得了一些巨大的成功。

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?

對不起，我的手機在那裡斷線了。喬治，我希望您能圍繞您對合併的評論進行擴展。顯然，我們已經看到了幾個週期，可能不如 DiFucci 先生那麼多，他承認自己的年齡更早。但是話雖這麼說，為什麼現在和現在我們以前有過平台遊戲？你認為這是經濟問題，這是技術問題，是問題集的一部分嗎？

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。我認為現在是給定當前宏的時候了。當我們考慮平台遊戲時，我們可能都在展示我們的年齡，但在安全方面並沒有一大堆平台遊戲，我認為這是我們真正關注的事情之一CrowdStrike 的觀點，成為您在其他領域考慮的基礎雲平台。

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.

所以現在一個真正的平台公司已經覆蓋了 22 個模塊，在當前的宏觀背景下，這確實是一個絕佳的機會。它肯定激發了我們在降低大小公司成本和復雜性方面的對話。然後，當您將其與 Falcon Complete 再次提供非常獨特的產品相結合時，客戶——他們對添加一堆頭部不感興趣，對吧？因此，他們希望利用我們在該領域提供的產品，我們可以比以往任何時候都更經濟高效地做到這一點，從而獲得更好的結果。

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.

所以我認為它確實是一個強大的平台與多個類別的許多模塊以及一些非常獨特的產品（如 Falcon Complete）的結合，真正推動了與客戶的對話。同樣，更好的結果，但我們正在與許多大小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 Needham 的 Alex Henderson。

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端點公司。顯然，我們一直將您視為一個平台。你告訴我的第一件事是你是一個平台，我完全同意。並且有很多關於價格壓力的討論。作為一家終端公司，我看到了價格壓力或一些流失。我認為這裡的統計數據強烈表明你也沒有看到。

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?

我希望你能談談證明點，a，你沒有看到任何定價壓力； b，沒有任何客戶流失的證據。我認為您的總留存率以及 GM 和淨留存率是一個很好的指標。但是你能談談這兩個問題嗎？

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。我想我將從您發表的後面的評論開始。如果您查看我們的總留存率，記錄，如果您查看淨留存率，我們做得有多好，顯然，我們將在今年年底推出，這意味著像我們這樣的客戶技術，他們留在我們身邊，他們從我們這裡購買更多。 .

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.

在像我們這樣的市場中，總會有公司喜歡在價格上競爭，因為它們只是 AV。而且我認為你必須看看我們的平台，然後說，你有 AV，它是有區別的，但它是 1 個模塊。如果公司試圖在那裡進行價格競爭，歸根結底，我們賣的是防止違規，對嗎？這不僅僅是惡意軟件預防，我們已經看到很多公司，無論是傳統的還是非傳統的，都試圖專注於這一點。如果這就是他們作為 AV 公司或下一代 AV 開始的地方，然後它會拉動其他東西，那它真的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.

而且我認為我們在這裡構建的天才和美麗可能是最大規模的方式，就我們的攝取能力而言，使用地球上的雲架構，無需重新啟動，您可以立即部署它以實現價值，它就可以工作。因此，即使 1 個模塊存在定價壓力（我們並不總是看到），我的意思是，顯然存在競爭，當我們將所有模塊放在一起時，我們的整合能力，我們的 TCO 以真正的投資回報率發揮作用，這對於大大小小的客戶來說都是非常有吸引力的。

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.

再說一次，我們的空間裡總是有很多公司。我認為就您的觀點而言，我們已經證明，雖然我們的外形是代理雲，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 甚至 OverWatch 中嵌入的功能所帶來的一些牽引力和某種超增長軌跡而言，我認為您的一些競爭對手，您過去的同行已經絆倒的事情之一into 是一種與渠道互動的規則。然而，您披露的 MSSP 業務同比增長 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，我很想了解您如何在保持合作而又不變得過於競爭和真正推動模塊和功能的三位數增長之間穿梭，否則表面上看起來有點蠶食進入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。而且我認為我們的競爭對手有很多挫敗感，因為他們沒有像 Falcon Complete 這樣的例子，這絕對是行業的佼佼者。當您看到我們所做的事情時，我們會努力實現雙贏。您會看到我們與 Mandiant 的合作夥伴關係。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.

他們能在考慮我們的同時利用我們的技術嗎？極好的。我們對此感到高興。或者在一些託管服務提供商中，他們會接受我們的產品，然後將其重新打包成可能涵蓋網絡或其他領域的更廣泛的產品，我們也對此感到滿意。作為製造商，我們是我們工作的專家。

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，我們努力實現雙贏，這就是我們的 MSSP 業務發展如此迅猛的原因，a，它是最好的技術，參與規則非常重要。有[交易優勢]。我們保護帳戶。然後我們還專注於利用我們的服務作為 MSSP 擁有的更廣泛服務的一部分。歸根結底，這些數字並不取決於我們在那裡的成功。所以這就是我們所關注的，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.

祝賀令人印象深刻的結果。想回到雲安全。那裡的增長確實令人印象深刻。我認為您在證明對緊密集成的代理和無代理技術的需求方面做得非常好，但我很好奇您能否談談您對 Horizon 產品的特別歡迎以及您如何認為這可以支持那裡的純戲劇。

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 Horizon 以及 Cloud Workload Protection 的組合感到非常興奮，我們認為它非常適合。更重要的是，差異化在哪裡？區別在於實際保護工作負載和基礎設施的能力，對吧？因此，您在 Horizon 中獲得了無代理，並且您獲得了我們的 Cloud Workload Protection，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.

這就是客戶想要的。如果你看看那裡的純戲劇，他們只是在報導無代理。坦率地說，這是最容易做的事情，因為您只需插入 API。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很好的競爭對手。

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，它實際上是無代理在平台上的結合，它將為您提供在雲中以及在混合數據中心中的可見性。這就是我們所看到的。我們繼續添加許多許多功能。我們為雲添加了 OverWatch 威脅搜尋。我們有動態容器分析和圖像評估。因此，我們繼續在這些領域進行建設，我們看到了很好的反應。

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.

而且我認為，當您查看我們的威脅情報遺產和攻擊指標之類的東西時，我們的許多競爭對手只是在進行某種策略錯誤配置，而不是真的-他們無法真正了解自己是否受到攻擊或可能發生攻擊的地方。我們已經將來自端點的攻擊知識指標應用到雲中。

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.

所以我們對此感覺非常好。顯然，每個人都處於雲之旅的早期階段，這令人興奮，因為這是一個新的機會。而且我們覺得我們已經有了正確的產品和正確的市場營銷運動。

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?

只是約翰先前問題的後續行動。順便說一句，他的年齡沒有評論。喬治，在這些額外的審查層面，有什麼增量背景嗎？他們是中小企業還是企業？有具體的地理位置嗎？這些交易是純粹的網絡交易嗎？或者它們在 Humio 和其他基礎設施方面是否更廣泛？然後，伯特，你是否因為這些而在你的指導中加入了任何額外的保守主義？

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，如果您查看地理位置或細分市場，我的意思是沒有什麼特別突出的。這真的取決於公司和行業。再一次，你會期待額外的審查。正如我在報告中所說的那樣美麗，劇本是我們預測的交易完成後的事實，對吧？當我們考慮當前的宏觀背景時，我認為這非常重要。

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.

我們正在做的實際上是，從銷售的角度來看，確保我們領先於它，對，通過我們的 BVA 流程，確保我們擁有所有我們需要的人並了解客戶以及擁有簽署，因為必須進行額外的簽署。這就是我對此的評論。我不知道，Burt，如果你想添加它。

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。就在指南上，我的意思是我認為我們已經堅持了自己的立場。我們引導我們看到的東西，而不是我們沒有看到的東西。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 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?

很棒的季度。給我一對。喬治，您還沒有談到 XDR、XDR 聯盟以及那裡的牽引力如何發展。也許你可以給我們一個更新。然後對於 Burt，FX，您在本季度根本沒有提到這一點。您能否談談外匯對您的業務的影響以及它在全球範圍內對您的影響？

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。我會開始的。當我們想到 XDR 時，它進展順利。事實上，我認為，我們在 Falcon 發布了一些很棒的公告。所以我們在我們的腳本中談到了這一點，以確保人們虛擬地參加那個甚至我們的投資者活動。所以我們繼續建立我們的聯盟。實際上，我們還與 AWS 合作開展了一些他們必須對開放格式進行標準化的工作，我認為這對行業有利。我們繼續添加集成。同樣，當您查看我們的 XDR 方法時，它始於最佳 EDR 以及我們將第三方信息添加到我們的決策制定中的能力。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.

我認為我們包括該行業的其他人，它仍然是一個新興的類別，圍繞它有很多營銷炒作。我們專注於為客戶提供最佳技術成果，並真正擴展我們對 Insight 產品的體驗，在我們看來，這是市場上最好的 EDR，並將其擴展到第三方。所以工作流程是相似的，我們正在尋找端點域之外的其他檢測。這就是關於 XDR 的一點點。

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。我會跳進去，喬治，靠在外匯問題上。我認為沒有什麼實質性的東西，否則我們會談論它。我們主要以美元開具發票，但我們確實在美國以外的貨幣中產生了費用。但在交易方面，它可以追溯到喬治一直在談論的內容。就是平台玩法。它正在降低 TCO。這是我們能夠承擔的所有其他人無法承擔的事情。

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.

對伯特來說只是一個快速的。我想知道您是否可以就下半年季節性的評論提供更多背景信息。我認為通常情況下，第四季度通常會更強。第三季度，您確實看到了一些較輕的季節性，儘管您確實在該季度確實讓美聯儲垂直起飛。那麼你能告訴我們淨新 ARR 模式應該是怎樣的嗎？應該和去年、前年一樣嗎？你能給我們的任何顏色都會很有幫助。

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。退後一步，看看當前季度，我們在整個上半年的表現都超出了我們的預期。我真的很高興我們以創紀錄的管道在今年的強勁開端。

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，對此非常高興。我們預計全年都會出現季節性增長，儘管與前幾年相比，季度間的季節性不那麼明顯。所以這就是我將如何構建它。

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?

恭喜您的出色表現。喬治，上個季度，Preempt 環比增長 30%。本季度，它正在加速到 100%。最近幾個月，我們目睹了加速的整合，特別是在身份類別中，支付 SailPoint 僅舉幾例。在置換和綠地機會的背景下，這對 Preempt 的業務有何影響？

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，一個很好的問題，我想我會在每次與 Ping 和 Okta 以及其他人合作的電話中再次重申，對嗎？在身份威脅保護和檢測方面，我們的身份產品確實特定於端點和活動目錄。所以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.

而且我認為，當您查看當今的環境時，對於處理身份的需求持續存在。我們是服務器端點和直接重組的一部分。市場上還有其他參與者處理身份訪問代理等。

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，我們繼續看到非常非常強勁的需求以及非常差異化的技術。正如您所指出的，環比增長 100%。新徽標的附加率環比增長了兩倍。答案是為什麼它回到架構上，單一的輕量級代理，我們很容易激活它，很容易在規模和試驗中激活它。很多時候，我們會看到當存在高威脅環境時，客戶會激活並立即獲得價值，然後我們可以將他們轉化為付費客戶。

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，我認為這對我們來說將是一個突出的，a，就我們所做的收購而言，就我們的整合和我們進入市場的能力而言。

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 表現非常出色。我確實想問一下 RPO，它在歷史上在第二季度連續增長了兩位數，儘管本季度上升了中個位數。平均持續時間是否有任何變化？這是否可能在一定程度上反映了您之前提到的批准水平的提高？或者你還有什麼要說的嗎？

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，謝謝你的問題。所以說真的，我認為重點真的是全新的。這真的 - 淨新 ARR，這真的是告訴業務健康的一個，而不是 RPO 或與帳單或你有什麼相反。而且我們對我們正在進入創紀錄的管道這一事實感到興奮。

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.

我們剛剛發布了公司歷史上最強勁的淨新 ARR 季度。因此，我認為，當您考慮通過任何超額交易達到創紀錄的 2.18 億美元的新淨額時，您的業務確實表現出強勁的健康狀況。總的來說，我們對結果非常滿意。這就是我們放大的指標。這是我們整個公司都在團結的指標，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.

謝謝你。這確實結束了今天節目的問答環節。我想把程序交還給 George Kurtz 以作進一步的評論。

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。謝謝你。好吧，我當然要感謝你們今天的時間。我們感謝您的關注，並期待通過網絡直播在我們即將舉行的獵鷹會議和投資者日與您見面。太感謝了。這結束了通話。

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，感謝你們參加今天的會議。這確實結束了程序。您現在可以斷開連接。再會。