CrowdStrike Holdings Inc (CRWD) 2022 Q3 法說會逐字稿

Thank you for standing by, and welcome to the CrowdStrike Holdings, Inc.

感謝您的支持，歡迎來到 CrowdStrike Holdings, Inc.

Q3 2022 Financial Results Conference Call.

2022 年第三季度財務業績電話會議。

(Operator Instructions) As a reminder, today's conference call is being recorded.

（操作員說明）作為提醒，今天的電話會議正在錄音中。

I would now like to turn the conference to your host, Ms. Maria Riley, Vice President of Investor Relations.

我現在想把會議轉給您的主持人，投資者關係副總裁 Maria Riley 女士。

Please go ahead.

請繼續。

Good afternoon, and thank you for your participation today.

下午好，感謝您今天的參與。

With me on the call are George Kurtz, President and Chief Executive Officer and Co-Founder of CrowdStrike; and Burt Podbere, Chief Financial Officer.

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 fourth quarter and fiscal year 2022 are forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995.

在我們開始之前，我想指出，在本次電話會議上發表的某些非歷史事實的陳述，包括關於我們未來計劃、目標、增長和預期業績的陳述，包括我們對第四季度和 2022 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。

These forward-looking statements represent our outlook only as of the date of this call.

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.

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。

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.

我們不承擔並明確否認任何更新或更改我們的前瞻性陳述的義務，無論是由於新信息、未來事件或其他原因。

Further information on these and other factors that could affect the company's financial results is included in filings we make with the SEC from time to time, including the section titled Risk Factors in the company's quarterly and annual reports that we file with the SEC.

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 SEC 提交的文件中，包括我們向 SEC 提交的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 included on this call will be non-GAAP.

此外，除非另有說明，不包括收入，本次電話會議中包含的所有財務指標都將是非公認會計原則。

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 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 today.

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 8 上找到-K 今天向美國證券交易委員會提交了申請。

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

有了這個，我將把電話轉給喬治開始。

Thank you, Maria, and thank you all for joining us.

謝謝你，瑪麗亞，謝謝大家加入我們。

I will start today's call by summarizing 3 key points.

我將從總結 3 個關鍵點開始今天的電話會議。

First, we delivered an outstanding third quarter, headlined by an acceleration in net new ARR growth, strong execution across the market, from large enterprises to small businesses and expansion within the U.S. federal government.

首先，我們實現了出色的第三季度，主要是淨新 ARR 增長加速、從大型企業到小型企業的整個市場的強勁執行以及美國聯邦政府內部的擴張。

Second, we are seeing an inflection in new products with growing demand for our identity protection and Zero Trust, Humio and cloud security modules.

其次，隨著對我們的身份保護和零信任、Humio 和雲安全模塊的需求不斷增長，我們看到了新產品的變化。

And third, the competitive and pricing environment remains favorable to CrowdStrike.

第三，競爭和定價環境仍然有利於 CrowdStrike。

We continue to expand our lead over legacy and next-gen vendors because of our scalability, efficacy and differentiated offerings such as Falcon Complete.

由於我們的可擴展性、功效和差異化產品（例如 Falcon Complete），我們繼續擴大我們對傳統和下一代供應商的領先優勢。

Now let's discuss our results and get into the topics in more detail.

現在讓我們討論我們的結果並更詳細地討論主題。

We delivered a robust third quarter with net new ARR growth accelerating and ending ARR growing 67% to surpass the $1.5 billion milestone.

我們實現了強勁的第三季度，淨新 ARR 增長加速，最終 ARR 增長 67%，超過 15 億美元的里程碑。

We added $170 million in net new ARR, which was ahead of our expectations and gained over 1,600 net new subscription customers for the second consecutive quarter.

我們增加了 1.7 億美元的淨新 ARR，超出了我們的預期，連續第二個季度淨新增訂閱客戶超過 1,600 名。

We proudly serve 14,687 subscription customers.

我們自豪地為 14,687 名訂閱客戶提供服務。

In addition to accelerating net new ARR growth, we delivered record bottom line results and free cash flow, reaching a new high watermark of $124 million.

除了加速淨新 ARR 增長外，我們還實現了創紀錄的底線業績和自由現金流，達到了 1.24 億美元的新高水位。

In the third quarter, we saw broad-based strength in multiple areas of the business and among SMB mid-market and large enterprises.

第三季度，我們在多個業務領域以及中小企業中型市場和大型企業中看到了廣泛的實力。

Our outstanding results this quarter reflect continued strong customer adoption of our core products, growing success with our newer product initiatives, including identity protection, log management and cloud, and our growing leadership in the market with a continued groundswell of customers turning to CrowdStrike as their trusted platform of record with our 21 modules.

我們本季度的出色業績反映了客戶對我們核心產品的持續強勁採用，我們的新產品計劃（包括身份保護、日誌管理和雲）不斷取得成功，以及我們在市場上的領先地位不斷提高，客戶將 CrowdStrike 作為他們的值得信賴的記錄平台，包含我們的 21 個模塊。

We also gained significant momentum and delivered a record quarter in the public sector, including wins with educational institutions, states and local governments and the U.S. federal government.

我們還獲得了顯著的動力，並在公共部門實現了創紀錄的季度業績，包括與教育機構、州和地方政府以及美國聯邦政府的合作。

Our performance on this front is highlighted by a large win with CISA, the Cybersecurity and Infrastructure Security Agency, to secure a significant portion of endpoints and workloads for multiple federal agencies as they operationalize the White House executive order to improve the nation's cyber resiliency.

我們在這方面的表現突出於與網絡安全和基礎設施安全局 CISA 的巨大勝利，在多個聯邦機構實施白宮行政命令以提高國家網絡彈性的過程中，為多個聯邦機構保護大部分端點和工作負載。

This win represents the culmination of our dedication and hard work over the course of several years on our public sector strategy and government certifications.

這次勝利代表了我們多年來在公共部門戰略和政府認證方面的奉獻和辛勤工作的結晶。

We believe this significant win will create new opportunities and unlock additional business within the massive U.S. federal government.

我們相信，這一重大勝利將在龐大的美國聯邦政府中創造新的機會並釋放更多的業務。

For additional information, please visit my new post to the CrowdStrike blog.

有關更多信息，請訪問我在 CrowdStrike 博客上的新帖子。

Moving to the competitive environment.

轉向競爭環境。

We continue to believe we have a significant technology lead with no competitor matching our scalability, performance, ease of use and commitment to customers.

我們仍然相信我們擁有顯著的技術領先優勢，沒有競爭對手能夠與我們的可擴展性、性能、易用性和對客戶的承諾相匹敵。

I could not be more excited by our opportunity, which has continued to grow.

我們的機會一直在增長，我對此感到無比興奮。

This quarter, our win rates increased across the board, and we saw a record number of wins against both legacy and next-gen vendors with SMB, mid-market and large enterprise customers.

本季度，我們的勝率全面上升，我們看到與 SMB、中型市場和大型企業客戶的傳統和下一代供應商的勝率創下歷史新高。

We also landed a record number of wins and displacements over a recently public next-gen vendor, SentinelOne.

與最近公開的下一代供應商 SentinelOne 相比，我們還獲得了創紀錄的勝利和排位。

To be clear, we define a displacement as removing an incumbent's product and replacing it with Falcon.

為了清楚起見，我們將置換定義為移除現有產品並用 Falcon 替換它。

Let me share a recent example with one of the largest nonprofit hospital systems in the U.S. which had initially chosen the recently public next-gen vendor based on price and promised features that were never delivered.

讓我與美國最大的非營利性醫院系統之一分享最近的一個例子，該系統最初根據價格和承諾從未交付的功能選擇了最近公開的下一代供應商。

Just a few months into their multiyear contract with the other vendor, this organization realized the product failed to scale, caused major performance issues, prohibited critical processes from functioning properly and drove significant friction within the organization and its subsidiaries.

與另一家供應商簽訂多年合同後僅幾個月，該組織就意識到產品無法擴展，導致重大性能問題，禁止關鍵流程正常運行，並在組織及其子公司內部引發重大摩擦。

That is when they turned to CrowdStrike, purchased multiple modules in a multimillion dollar ARR deal and realized immediate improvement, gaining up to 30% performance increase on their servers alone and greater efficacy without intrusive false positives.

就在那時，他們轉向 CrowdStrike，以數百萬美元的 ARR 交易購買了多個模塊並實現了立竿見影的改進，僅在他們的服務器上就獲得了高達 30% 的性能提升，並且在沒有侵入性誤報的情況下提高了效率。

Another marquee win this quarter included Qualtrics, a leader in experience management.

本季度的另一項重大勝利包括體驗管理領域的領導者 Qualtrics。

Customer focus and trust are key parts of Qualtrics' DNA.

客戶關注和信任是 Qualtrics DNA 的關鍵部分。

Therefore, it was critical for them to adopt best-of-breed security capable of fortifying their entire estate of traditional endpoints and cloud workloads without sacrificing end-user experience.

因此，對於他們來說，採用能夠在不犧牲最終用戶體驗的情況下加強其傳統端點和雲工作負載的全部資產的同類最佳安全性至關重要。

Qualtrics moved off the next-gen endpoint security provider to Falcon in order to have a single solution that can be easily deployed and scaled along with their fast-growing business.

Qualtrics 將下一代端點安全提供商轉移到 Falcon，以便擁有一個可以隨著其快速增長的業務輕鬆部署和擴展的單一解決方案。

We look forward to continuing our relationship with Qualtrics as their trusted security partner.

我們期待繼續與 Qualtrics 作為其值得信賴的安全合作夥伴的關係。

We continue to see success winning new customers among our larger competitors as well.

我們繼續看到在我們更大的競爭對手中贏得新客戶的成功。

Take for example a leading health care system that was using a combination of 2 legacy vendors, Microsoft and Symantec when it was hit with a massive ransomware attack that disrupted their business.

以一個領先的醫療保健系統為例，該系統使用微軟和賽門鐵克這兩家傳統供應商的組合，但遭到大規模勒索軟件攻擊，導致其業務中斷。

This organization turned to CrowdStrike's renowned incident response services team to remediate the breach.

該組織求助於 CrowdStrike 著名的事件響應服務團隊來修復漏洞。

They also came to realize that while Microsoft attempts to check most of the boxes on paper and appeal to the CFO office, in reality, when every second counts, they needed CrowdStrike and standardized on Falcon Complete.

他們還開始意識到，雖然微軟試圖在紙上檢查大多數方框並呼籲首席財務官辦公室，但實際上，當每一秒都很重要時，他們需要 CrowdStrike 並在 Falcon Complete 上進行標準化。

With our leading technology, unmatched platform and adversary-focused approach to stopping breaches, we continue to eclipse our competitors and extend our leadership, which was once again recognized by industry analysts and third-party testing agencies, including IDC which named CrowdStrike, a leader in IDC Marketscape worldwide modern endpoint security for enterprise 2021 vendor assessment.

憑藉我們領先的技術、無與倫比的平台和以對手為中心的方法來阻止違規行為，我們繼續超越競爭對手並擴大我們的領導地位，這再次得到了行業分析師和第三方測試機構的認可，其中包括 IDC，將 CrowdStrike 命名為領導者在 IDC Marketscape 全球現代端點安全企業 2021 供應商評估中。

Enterprise Management Associates, EMA, granted Humio their top 3 award in log management and observability.

Enterprise Management Associates, EMA 授予 Humio 在日誌管理和可觀察性方面的前三名。

Humio was recognized for its index research and its ability to ingest structured and unstructured data at real time and at scale.

Humio 因其索引研究以及實時和大規模提取結構化和非結構化數據的能力而獲得認可。

Last month, SE Labs recognized CrowdStrike as the best endpoint detection and response product for the second year in a row.

上個月，SE Labs 連續第二年將 CrowdStrike 評為最佳端點檢測和響應產品。

And just this week, CrowdStrike earned the highest rating in the October 2021 Gartner Peer Insights 'Voice of the Customer': Endpoint Protection Platforms.

就在本週，CrowdStrike 在 2021 年 10 月 Gartner Peer Insights“客戶之聲”：端點保護平台中獲得了最高評價。

Cyber adversaries are increasingly attempting to accomplish their objectives without using malware.

網絡對手越來越多地嘗試在不使用惡意軟件的情況下實現其目標。

As we cited in our 2021 Threat Hunting Report, based on recent customer data indexed by Threat Graph, 68% of detections analyzed were not malware-based.

正如我們在 2021 年威脅追踪報告中所引用的那樣，根據 Threat Graph 索引的近期客戶數據，所分析的檢測中有 68% 不是基於惡意軟件的。

This is why companies need to employ a holistic breach prevention strategy rather than overly relying on malware prevention, regardless if it's legacy or next gen.

這就是為什麼公司需要採用整體的違規預防策略，而不是過度依賴惡意軟件預防，無論它是傳統的還是下一代的。

This increasing trend in the adversary landscape is driving a generational shift to Zero Trust technologies, including CrowdStrike Falcon.

對手領域的這種增長趨勢正在推動一代人轉向零信任技術，包括 CrowdStrike Falcon。

We are seeing this trend play out in our modular adoption metrics which have continued to increase.

我們在不斷增加的模塊化採用指標中看到了這一趨勢。

Our module adoption rates demonstrate the flywheel effect of our platform in motion with subscription customers that have adopted 4 or more modules, 5 or more modules and 6 or more modules increasing to 68%, 55% and 32%, respectively, in the third quarter.

我們的模塊採用率顯示了我們平台的飛輪效應，第三季度採用 4 個或更多模塊、5 個或更多模塊和 6 個或更多模塊的訂閱客戶分別增加到 68%、55% 和 32% .

We believe high adoption rates of our modules drive high retention rates and reflect our growing position as the trusted platform of record with the average number of modules per customer also increasing quarter after quarter.

我們相信，我們模塊的高采用率推動了高保留率，並反映了我們作為值得信賴的記錄平台日益增長的地位，每個客戶的平均模塊數量也在逐季增加。

Our results have proven quarter after quarter that transformational differentiation built into the Falcon platform continues its technology dominance over legacy and next-gen vendors alike, delivering strong results in the field.

我們的結果一個季度一個季度地證明，Falcon 平台內置的轉型差異繼續其對傳統和下一代供應商的技術主導地位，在該領域取得了強勁的成果。

On the cloud front, our footprint continues to grow even faster than our overall server endpoint growth with over 25% of the servers we protect now in the public cloud.

在雲方面，我們的足跡繼續增長，甚至比我們的整體服務器端點增長還要快，我們現在保護的服務器中有超過 25% 位於公共雲中。

CrowdStrike has redefined the approach to cloud security.

CrowdStrike 重新定義了雲安全的方法。

With Falcon Horizon, we are selling into and enabling DevOps teams to improve decision-making and innovate faster.

借助 Falcon Horizon，我們正在向 DevOps 團隊推銷並使他們能夠改進決策並更快地進行創新。

Falcon Horizon is API-driven and agentless, enabling customers to scan configurations and workloads across multiple cloud environments.

Falcon Horizon 由 API 驅動且無代理，使客戶能夠跨多個雲環境掃描配置和工作負載。

Falcon Horizon provides continuous control plane threat detection and machine learning and indicator of attack detection as well as guided remediation for all cloud accounts, services and users across the cloud estate.

Falcon Horizon 為整個雲資產中的所有云帳戶、服務和用戶提供持續的控制平面威脅檢測和機器學習和攻擊檢測指標以及指導性修復。

During the quarter, we extended Falcon Horizon to support Google Cloud environments now supporting the 3 largest clouds.

在本季度，我們擴展了 Falcon Horizon 以支持現在支持 3 個最大雲的 Google Cloud 環境。

We also deepened our partnership with AWS with new features that work hand-in-hand with services from AWS to further protect customers from growing ransomware threats and increasingly complex cyberattacks.

我們還深化了與 AWS 的合作夥伴關係，推出了與 AWS 服務協同工作的新功能，以進一步保護客戶免受日益增長的勒索軟件威脅和日益複雜的網絡攻擊。

Moving to the partner front.

轉移到合作夥伴面前。

As our leadership in the market increases, our partnerships grow and deepen with large name brand system integrators, VARs and MSSPs alike, building revenue streams for their businesses with Falcon.

隨著我們在市場上的領先地位的提高，我們與大型品牌系統集成商、VAR 和 MSSP 等的合作夥伴關係不斷發展和深化，從而為他們與 Falcon 的業務建立了收入來源。

The third quarter was a breakout quarter for our MSSP ecosystem with our MSSP business growing more than 30% quarter-over-quarter and triple digits year-over-year.

第三季度是我們 MSSP 生態系統的一個突破性季度，我們的 MSSP 業務環比增長超過 30%，同比增長三位數。

We also expanded our relationship with Google by joining their Work Safer program, which is designed to protect organizations, including small businesses, enterprises and public sector institutions against modern cyberattacks.

我們還通過加入他們的 Work Safer 計劃擴大了與 Google 的關係，該計劃旨在保護包括小型企業、企業和公共部門機構在內的組織免受現代網絡攻擊。

Just as we ushered the industry into a new era when we launched EDR and pioneered Zero Trust for the endpoint with deep visibility, we are leading the industry forward and once again, redefining security by focusing on the greatest source of enterprise risk and friction.

正如我們在推出 EDR 並開創了具有深度可見性的端點零信任時將行業帶入了一個新時代一樣，我們正在引領行業前進，並再次通過關注企業風險和摩擦的最大來源來重新定義安全性。

Unlike any other competitor in the market today, our identity protection modules give customers the ability to prevent the spread of ransomware and stop lateral movement when credentials are stolen.

與當今市場上的任何其他競爭對手不同，我們的身份保護模塊使客戶能夠防止勒索軟件的傳播並在憑證被盜時阻止橫向移動。

This is a major advantage to winning deals in the field and increasing deal sizes.

這是在該領域贏得交易和增加交易規模的主要優勢。

The third quarter marks the 1-year anniversary of our acquisition of Preempt and in this one quarter alone, we generated more net new ARR from our Zero Trust modules than in the history of Preempt before the acquisition.

第三季度是我們收購 Preempt 的一周年紀念日，僅在這一季度，我們從零信任模塊中產生的淨新 ARR 就超過了收購前 Preempt 的歷史。

Large identity-driven deals in the quarter included AIA Insurance, one of the largest public insurers in the Asia Pacific region; multiple major airlines; and a Fortune 100 manufacturer.

本季度的大型身份驅動交易包括亞太地區最大的公共保險公司之一友邦保險；多家主要航空公司；和財富 100 強製造商。

CrowdStrike already natively enforces Zero Trust protection at the device layer and the identity layer.

CrowdStrike 已經在設備層和身份層本地實施零信任保護。

By harnessing technology from our recent acquisition of SecureCircle, we plan to take data protection to a new level by enforcing Zero Trust at the data layer.

通過利用我們最近收購 SecureCircle 的技術，我們計劃通過在數據層實施零信任，將數據保護提升到一個新的水平。

Legacy point products like DLP are aging, brittle, prone to false positives and require a high reliance on human intervention.

像 DLP 這樣的傳統點產品老化、脆弱、容易出現誤報，並且需要高度依賴人工干預。

Based on IDC estimates, we believe the market for DLP and related technologies to be approximately $3 billion in calendar year 2022.

根據 IDC 的估計，我們認為 DLP 和相關技術的市場在 2022 日曆年約為 30 億美元。

Our innovative approach to data protection will put power back into the hands of customers without changing the way users work.

我們創新的數據保護方法將在不改變用戶工作方式的情況下將權力交還給客戶。

Moreover, after we combine SecureCircle's technology with CrowdStrike Zero Trust modules, customers will gain even more fine grain visibility and control as well as continuous risk monitoring to detect and respond to threats, whether they manifest at the device, identity or data layer.

此外，在我們將 SecureCircle 的技術與 CrowdStrike 零信任模塊相結合後，客戶將獲得更細粒度的可見性和控制以及持續的風險監控，以檢測和響應威脅，無論威脅體現在設備、身份還是數據層。

While the acquisition just closed and it will take some time to integrate into the Falcon platform, we have already received a tremendous response from customers that would like to replace their legacy DLP products from the likes of Symantec with Falcon's data protection module delivered through our single lightweight agent.

雖然收購剛剛結束，整合到 Falcon 平台還需要一些時間，但我們已經收到了客戶的強烈反應，他們希望用 Falcon 的數據保護模塊替換賽門鐵克等公司的傳統 DLP 產品輕量級代理。

CrowdStrike is the only platform in the market to connect the machine to identity and to data.

CrowdStrike 是市場上唯一將機器與身份和數據連接起來的平台。

It has been an unparalleled year of innovation at CrowdStrike.

這是 CrowdStrike 無與倫比的創新年。

At this year's Fal.

在今年的秋季。

Con User Conference, we showcased our thought leadership, newest innovations and continued commitment to providing customers gold standard protection to stay ahead of adversaries today and in the future.

在 Con 用戶大會上，我們展示了我們的思想領導力、最新的創新以及為客戶提供黃金標准保護的持續承諾，以在今天和未來保持領先於對手。

Our new Falcon XDR module headlined the event.

我們新的 Falcon XDR 模塊成為此次活動的頭條新聞。

Falcon XDR leverages the technology we acquired from Humio and extends CrowdStrike's industry-leading endpoint detection and response capabilities to deliver real-time detection and automated response across the entire security stack.

Falcon XDR 利用我們從 Humio 獲得的技術，擴展了 CrowdStrike 行業領先的端點檢測和響應能力，在整個安全堆棧中提供實時檢測和自動響應。

We also launched the CrowdXDR Alliance, which is a groundbreaking partnership with industry leaders including Google Cloud, Okta, ServiceNow, Zscaler, Proofpoint and Mimecast, among others.

我們還發起了 CrowdXDR 聯盟，這是與行業領導者的開創性合作夥伴關係，包括 Google Cloud、Okta、ServiceNow、Zscaler、Proofpoint 和 Mimecast 等。

We invite you to learn more about XDR and our other new capabilities as well as hear discussions with our partners, AWS and Accenture, and our customer Zoom by tuning into our Fal.

我們邀請您了解有關 XDR 和我們其他新功能的更多信息，並通過收聽我們的 Fal 來聆聽與我們的合作夥伴 AWS 和埃森哲以及我們的客戶 Zoom 的討論。

Con Investor Briefing, which is accessible on our Investor Relations website.

騙局投資者簡報，可在我們的投資者關係網站上訪問。

Turning to Humio.

轉向 Humio。

Q3 was a record quarter, and we see increasing momentum in the log management space that has exceeded our expectations.

第三季度是創紀錄的季度，我們看到日誌管理領域的增長勢頭超出了我們的預期。

In addition to the 7-figure new customer land with the DevOps team of a financial services company, we mentioned on our last call, Humio wins in the third quarter included a Fortune 150 food brand, a leading European cloud-based e-commerce platform company and Mimecast, a leader in cloud-based e-mail management and security and a CrowdStrike technology partner.

除了與一家金融服務公司的 DevOps 團隊獲得 7 位數的新客戶土地外，我們在上次電話會議中提到，Humio 在第三季度的勝利還包括一個財富 150 強的食品品牌，一個歐洲領先的基於雲的電子商務平台公司和 Mimecast，基於雲的電子郵件管理和安全領域的領導者和 CrowdStrike 技術合作夥伴。

We are also seeing strong uptake for our recently announced Humio Community Edition, which gives users 16 gigabytes of streaming data ingestion per day with 7-day retention for free.

我們還看到我們最近發布的 Humio 社區版的強勁使用，它為用戶提供每天 16 GB 的流數據攝取，並免費保留 7 天。

In less than 6 weeks since our launch, we have already reached 100% of our 6-month customer registration goal.

自推出以來不到 6 週，我們已經實現了 6 個月客戶註冊目標的 100%。

Humio's log management platform is unmatched in speed, performance and storage abilities.

Humio 的日誌管理平台在速度、性能和存儲能力方面無與倫比。

Humio Community Edition offers customers unprecedented access to best-in-class log management that they won't see anywhere else.

Humio 社區版為客戶提供前所未有的一流日誌管理訪問權限，這是他們在其他任何地方都看不到的。

We expect this program to be a strong avenue for lead generation as customers experience the power of Humio.

隨著客戶體驗到 Humio 的強大功能，我們預計該計劃將成為產生潛在客戶的強大途徑。

Before closing, I would like to announce that we are promoting Jim Seidel to Chief Sales Officer, and he will be responsible for global sales.

在結束之前，我想宣布我們將提拔 Jim Seidel 為首席銷售官，他將負責全球銷售。

Jim has been with CrowdStrike for over 8 years.

Jim 已經在 CrowdStrike 工作了 8 年多。

And for the past 5 years, he has done an outstanding job leading our Americas sales team, our largest region and contributor to United States revenue, which accounts for 73% of our total revenue.

在過去的 5 年裡，他在領導我們的美洲銷售團隊方面做得非常出色，這是我們最大的地區和美國收入的貢獻者，占我們總收入的 73%。

During Jim's tenure, Americas revenue has grown significantly and exceeded my expectations quarter after quarter.

在吉姆任職期間，美洲地區的收入大幅增長，一個季度一個季度都超出了我的預期。

And for the past 4 months, while Mike Carpenter was on leave to welcome the arrival of his child, Jim has served as acting Head of Global Sales and Field Operations.

在過去的 4 個月裡，當 Mike Carpenter 休假迎接他的孩子的到來時，Jim 一直擔任全球銷售和現場運營的代理主管。

And true to form, as you can see from the results we published today, Jim delivered an exceptional third quarter on a global basis.

正如您從我們今天發布的結果中所看到的那樣，Jim 在全球範圍內實現了出色的第三季度。

Mike is transitioning to an advisory role until his departure from the company to spend more time with his family.

邁克正在過渡到顧問角色，直到他離開公司以花更多時間與家人相處。

We are very grateful to Mike for his years of service and contributions to building a world-class sales organization.

我們非常感謝 Mike 多年來為建立世界一流的銷售組織所做的服務和貢獻。

Mike, it has been a great partnership, and I can't thank you enough.

邁克，這是一次很棒的合作，我非常感謝你。

We wish you all the best.

我們希望你一切順利。

In closing, we delivered an outstanding third quarter that can be characterized by phenomenal execution across the board and accelerated net new ARR growth.

最後，我們交付了一個出色的第三季度，其特點是全面執行驚人，並加速了淨新 ARR 增長。

We continue to see a very favorable competitive environment today and into the future.

我們繼續看到今天和未來非常有利的競爭環境。

We continue to expand our leadership and rapidly innovate as we once again redefine security.

隨著我們再次重新定義安全性，我們將繼續擴大我們的領導地位并快速創新。

Looking forward, I could not be more excited about our future opportunities for growth.

展望未來，我對我們未來的增長機會感到無比興奮。

We have built a best in SaaS platform that not only significantly expands our reach beyond the core endpoint market, but also unifies the opportunity across cloud security, log management and identity protection.

我們已經構建了一個最好的 SaaS 平台，不僅顯著擴展了我們在核心端點市場之外的覆蓋範圍，而且還統一了雲安全、日誌管理和身份保護方面的機會。

We see a long runway ahead in displacing legacy and next-gen point product vendors.

我們看到在取代傳統和下一代單點產品供應商方面還有很長的路要走。

And the fourth quarter is off to a great start.

第四節開局不錯。

It already includes a notable land with one of the world's largest financial institutions.

它已經包括擁有世界上最大的金融機構之一的著名土地。

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.

謝謝你，喬治，大家下午好。

As a quick reminder, unless otherwise noted, all numbers, except revenue mentioned during my remarks today, are non-GAAP.

快速提醒一下，除非另有說明，否則除我今天講話中提到的收入外，所有數字都是非公認會計原則。

We once again delivered exceptional results.

我們再次取得了非凡的成績。

In addition to strong growth at scale with accelerated net new ARR growth, we continued to maintain very high unit economics, drive leverage and generate strong operating and free cash flow.

除了強勁的規模增長和加速的淨新 ARR 增長外，我們繼續保持非常高的單位經濟效益，推動槓桿並產生強勁的運營和自由現金流。

We also continued to perform at a high level well in excess of the SaaS industry's Rule of 40 benchmark, achieving a Rule of 77 and when calculated on a free cash flow basis, a Rule of 96 at scale with over $1.5 billion in ARR.

我們還繼續保持高水平的表現，遠遠超過 SaaS 行業的 40 條基準，達到 77 條規則，按自由現金流計算，達到 96 條規則，ARR 超過 15 億美元。

We believe our continued outstanding execution speaks to our ability to rapidly and efficiently scale across the business, our customer first and mission-driven culture and our highly differentiated platform, all of which we believe set us apart from others in the market and are difficult to replicate.

我們相信，我們持續出色的執行力證明了我們在整個業務中快速有效地擴展的能力、我們的客戶至上和使命驅動的文化以及我們高度差異化的平台，我們相信所有這些都使我們在市場上脫穎而出，並且很難複製。

Demand in the quarter was broad-based and well balanced, fueled by strength in multiple areas of the business as we expanded our leadership across the market from large enterprises to small businesses.

本季度的需求基礎廣泛且平衡良好，這得益於我們將在整個市場的領導地位從大型企業擴展到小型企業的多個業務領域的實力。

We once again ended the quarter with our strongest pipeline to date, which we believe indicates a strong foundation for future growth.

我們再次以迄今為止最強大的管道結束了本季度，我們認為這為未來的增長奠定了堅實的基礎。

In the quarter, we delivered 67% ARR growth year-over-year to exceed $1.51 billion, a new milestone.

本季度，我們實現了 67% 的 ARR 同比增長超過 15.1 億美元，這是一個新的里程碑。

Rapid new customer acquisition as well as expansion business within existing customers fueled an acceleration in net new ARR growth on both an organic and as-reported basis.

新客戶的快速獲取以及現有客戶業務的擴張推動了新 ARR 淨增長的加速，無論是在有機基礎上還是在報告的基礎上。

Net new ARR grew 55% on an organic basis and 46% on a reported basis to reach a new all-time high of $170.0 million, with no outsized contribution from any one deal.

淨新 ARR 在有機基礎上增長 55%，在報告基礎上增長 46%，達到 1.700 億美元的歷史新高，沒有任何一筆交易產生過大的貢獻。

It was a standout quarter for large deals as we derived a record amount of net new ARR from million-dollar deals.

對於大型交易來說，這是一個出色的季度，因為我們從百萬美元的交易中獲得了創紀錄的淨新 ARR。

We believe this reflects our continued leadership in the enterprise segment, expanding deal sizes and the pricing leverage attributable to our distinct product differentiation.

我們認為，這反映了我們在企業領域的持續領先地位、不斷擴大的交易規模以及我們獨特的產品差異化帶來的定價槓桿。

As George mentioned, we signed a large deal with CISA in the quarter, which will make the U.S. federal government one of our top customers.

正如喬治所說，我們在本季度與 CISA 簽署了一項大協議，這將使美國聯邦政府成為我們的主要客戶之一。

However, given this win covers multiple agencies, each with their own deployment schedules, the contribution to net new ARR was not notable in Q3, and we will see it steadily fold into ARR over the coming quarters.

然而，鑑於這次勝利涵蓋了多個機構，每個機構都有自己的部署時間表，對淨新 ARR 的貢獻在第三季度並不顯著，我們將看到它在未來幾個季度穩步納入 ARR。

Our dollar-based net retention rate was once again above our benchmark.

我們基於美元的淨保留率再次高於我們的基準。

Our gross retention rate remained consistently high with prior quarters, and contraction and churn decreased on both a dollar basis and percent of ARR.

與前幾個季度相比，我們的總保留率一直保持在較高水平，收縮和流失率在美元基礎上和 ARR 百分比上都有所下降。

Moving to the P&L.

轉到損益表。

Total revenue grew 63% over Q3 of last year to reach $380.1 million.

總收入比去年第三季度增長 63%，達到 3.801 億美元。

Subscription revenue grew 67% over Q3 of last year to reach $357.0 million.

訂閱收入比去年第三季度增長 67%，達到 3.57 億美元。

Professional services revenue was $23.0 million, setting a new record for the fifth consecutive quarter and representing 22% year-over-year growth.

專業服務收入為 2300 萬美元，連續第五個季度創下新紀錄，同比增長 22%。

The geographic mix of third quarter revenue consisted of approximately 73% from the U.S.; 13% from Europe, Middle East and Africa; 10% from the Asia Pacific region; and approximately 4% from other markets.

第三季度收入的地域組合包括約 73% 來自美國； 13% 來自歐洲、中東和非洲； 10% 來自亞太地區；大約 4% 來自其他市場。

Third quarter non-GAAP gross margin was 76%, consistent with Q3 of last year.

第三季度非美國通用會計準則毛利率為 76%，與去年第三季度一致。

Our non-GAAP subscription gross margin was 79% and in line with Q3 of last year.

我們的非 GAAP 訂閱毛利率為 79%，與去年第三季度持平。

We continue to be pleased with our strong subscription gross margin performance as we continue to invest for growing demand.

隨著我們繼續投資以滿足不斷增長的需求，我們繼續對我們強勁的訂閱毛利率表現感到滿意。

As planned, we continued investing aggressively in our business during the quarter, including increasing investments in new technologies, international geographies and marketing programs while driving increased operating profit.

按照計劃，我們在本季度繼續積極投資於我們的業務，包括增加對新技術、國際地理和營銷計劃的投資，同時推動增加營業利潤。

Total non-GAAP operating expenses in the third quarter were approximately $239.0 million or 63% of revenue versus $157.0 million last year or 68% of revenue.

第三季度非美國通用會計準則運營費用總額約為 2.39 億美元，佔收入的 63%，而去年為 1.57 億美元，佔收入的 68%。

We believe the investments we are making today will lead to sustained growth over the long term and maintain our pole position as the trusted security partner of choice.

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領先地位。

In Q3, we ended with a magic number of 1.3 as we continued to ramp investments to capture more of the market opportunity at hand and expand globally.

在第三季度，我們以 1.3 的神奇數字結束，因為我們繼續加大投資以抓住更多手頭的市場機會並在全球擴張。

Our continued exceptional unit economics speaks to the efficiency of our go-to-market engine and our ability to rapidly onboard and support customers of all sizes.

我們持續卓越的單位經濟性說明了我們進入市場的引擎的效率以及我們快速加入和支持各種規模客戶的能力。

We also believe that a magic number of 1.3 continues to indicate that we should increase investments even more given the massive market opportunity.

我們還認為，1.3 的神奇數字繼續表明，鑑於巨大的市場機會，我們應該更多地增加投資。

Third quarter non-GAAP operating income grew 168% year-over-year to reach a record $50.7 million, and operating margin improved 5 percentage points over Q3 of last year to exceed 13%.

第三季度非 GAAP 營業收入同比增長 168%，達到創紀錄的 5070 萬美元，營業利潤率比去年第三季度提高 5 個百分點，超過 13%。

Non-GAAP net income attributable to CrowdStrike in Q3 was $41.1 million or $0.17 on a diluted per share basis.

第三季度歸屬於 CrowdStrike 的非 GAAP 淨收入為 4110 萬美元或每股攤薄後的 0.17 美元。

Our weighted average common shares used to calculate third quarter non-GAAP EPS attributable to CrowdStrike was on a diluted basis and totaled approximately 239 million shares.

我們用於計算歸屬於 CrowdStrike 的第三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 third quarter with a strong balance sheet.

我們以強勁的資產負債表結束了第三季度。

Cash and cash equivalents increased to approximately $1.91 billion.

現金及現金等價物增至約 19.1 億美元。

Cash flow from operations in the third quarter was $159.1 million, and free cash flow grew to a new record of $123.5 million or 32% of revenue.

第三季度的運營現金流為 1.591 億美元，自由現金流增長至創紀錄的 1.235 億美元，佔收入的 32%。

Before we move to guidance, I'd like to cover a few modeling notes.

在我們轉向指導之前，我想介紹一些建模說明。

First, while we do not specifically guide to ending or net new ARR, we continue to expect seasonality in net new ARR to be less pronounced relative to prior years as we move from Q3 into Q4, given our steady climb at a much higher scale in recent quarters and outstanding performance throughout this fiscal year.

首先，雖然我們沒有具體指導結束或淨新 ARR，但我們繼續預計，隨著我們從第三季度進入第四季度，淨新 ARR 的季節性相對於往年不那麼明顯，因為我們在更高的規模上穩步攀升。最近幾個季度和整個財年的出色表現。

Our guidance includes the impact of our recent acquisition of SecureCircle, which closed on Monday.

我們的指導包括我們最近收購 SecureCircle 的影響，該收購於週一結束。

We currently expect the acquired net new ARR contribution from SecureCircle to be less than $1 million in the fourth quarter.

我們目前預計第四季度從 SecureCircle 獲得的淨新 ARR 貢獻將低於 100 萬美元。

Additionally, the $70 million IP transfer tax expenses related to the Humio acquisition will be reflected in the fourth quarter, which will impact operating and free cash flow results.

此外，與收購 Humio 相關的 7000 萬美元 IP 轉讓稅費用將反映在第四季度，這將影響運營和自由現金流結果。

Lastly, we funded the acquisition of SecureCircle, with cash.

最後，我們用現金資助了對 SecureCircle 的收購。

The approximately $61 million cash payment, net of cash acquired, will be reflected in our Q4 cash balance.

扣除獲得的現金後，大約 6100 萬美元的現金支付將反映在我們的第四季度現金餘額中。

Moving to our guidance.

轉向我們的指導。

We remain optimistic about the demand for our offerings, record pipeline and the powerful secular trends fueling our growth.

我們對我們產品的需求、創紀錄的管道以及推動我們增長的強大長期趨勢保持樂觀。

Given the growth drivers of our business as well as our exceptional third quarter performance and momentum into the fourth quarter, we are once again raising our guidance for the fiscal year 2022.

鑑於我們業務的增長動力以及我們出色的第三季度業績和進入第四季度的勢頭，我們再次提高了對 2022 財年的指導。

For the fourth quarter of FY '22, we expect total revenue to be in the range of $406.5 million to $412.3 million, reflecting a year-over-year growth rate of 53% to 56%, with subscription revenue being the dominant driver of growth.

對於 22 財年第四季度，我們預計總收入將在 4.065 億美元至 4.123 億美元之間，同比增長 53% 至 56%，訂閱收入是增長的主要驅動力.

We expect non-GAAP income from operations to be in the range of $55.2 million to $59.5 million and non-GAAP net income attributable to CrowdStrike to be in the range of $45.2 million to $49.4 million.

我們預計非 GAAP 運營收入將在 5520 萬美元至 5950 萬美元之間，而 CrowdStrike 的非 GAAP 淨收入將在 4520 萬美元至 4940 萬美元之間。

We expect diluted non-GAAP net income per share attributable to CrowdStrike to be in the range of $0.19 to $0.21, utilizing a weighted average share count of 241 million shares on a diluted basis.

我們預計 CrowdStrike 的攤薄後非公認會計原則每股淨收益將在 0.19 美元至 0.21 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 2022, we currently expect total revenue to be in the range of $1,427.1 million to $1,432.9 million, reflecting a growth rate of 63% to 64% over the prior fiscal year.

對於整個 2022 財年，我們目前預計總收入將在 14.271 億美元至 14.329 億美元之間，比上一財年增長 63% 至 64%。

Non-GAAP income from operations is expected to be between $171.0 million and $175.3 million.

非公認會計原則的運營收入預計在 1.71 億美元至 1.753 億美元之間。

We expect fiscal 2022 non-GAAP net income attributable to CrowdStrike to be between $135.4 million and $139.7 million.

我們預計可歸屬於 CrowdStrike 的 2022 財年非美國通用會計準則淨收入將在 1.354 億美元至 1.397 億美元之間。

Utilizing 238 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 $0.57 to $0.59.

在稀釋後使用 2.38 億股加權平均股，我們預計 CrowdStrike 的非公認會計原則每股淨收益將在 0.57 美元至 0.59 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) Our first question comes from Saket Kalia of Barclays Capital.

（操作員說明）我們的第一個問題來自 Barclays Capital 的 Saket Kalia。

Yes.

是的。

Burt, maybe I'll start with you, just to sort of knock this out first.

伯特，也許我會從你開始，只是為了先解決這個問題。

I was wondering if you could speak to the pricing environment a little bit and whether you feel like competitors are having an impact here with potentially lower price strategies.

我想知道你是否可以談談定價環境，以及你是否覺得競爭對手正在通過潛在的低價策略在這裡產生影響。

Does that make sense?

那有意義嗎？

It's a good question.

這是個好問題。

But in regards to pricing and it's been the same way for quite some time, discounting has remained consistent with prior quarters.

但在定價方面，很長一段時間以來一直如此，折扣與前幾個季度保持一致。

And I think it highlights the differentiation of our platform and the value we bring to customers.

我認為它突出了我們平台的差異化以及我們為客戶帶來的價值。

We talk about value selling for quite some time.

我們談論價值銷售已經有一段時間了。

So it's allowing customers to center on us and take off other vendors, and that allows us to offer our customers lower total cost of ownership.

因此，它允許客戶以我們為中心並擺脫其他供應商，這使我們能夠為客戶提供更低的總擁有成本。

And that really matters.

這真的很重要。

In terms of the platform, I'll turn it over to George to talk a little bit about that.

在平台方面，我將把它交給喬治來談談。

As Burt said, a big part of what we're doing is being able to consolidate other vendors.

正如伯特所說，我們所做的很大一部分是能夠整合其他供應商。

Agent consolidation, agent fatigue is a big issue that's out there.

代理整合，代理疲勞是一個很大的問題。

And obviously, we have a broad platform that's differentiated and works, and that's the key aspect of the platform that it actually works.

顯然，我們有一個廣泛的平台，它與眾不同且有效，這是該平台實際運作的關鍵方面。

And you've seen in the transcript that there was a large nonprofit hospital that went with a next-gen vendor on price and 2 months later was back with us and deploying because it didn't work.

您在成績單中看到，有一家大型非營利性醫院在價格上與下一代供應商合作，2 個月後又回到我們身邊並進行部署，因為它不起作用。

And I think that's a big part of it.

我認為這是其中很大一部分。

You also have to look at things like identity, look at things like Falcon Complete.

您還必須查看身份等內容，查看 Falcon Complete 等內容。

These are truly differentiated services.

這些是真正的差異化服務。

And when you look at the breadth of what we're doing, obviously, we're way more than just an endpoint company when you look at what we're focused on and the value we're delivering.

當你看到我們正在做的事情的廣度時，很明顯，當你看到我們關注的內容和我們提供的價值時，我們不僅僅是一家終端公司。

And that's how we continue to win and drive the right pricing for us, and obviously, good value for our customers.

這就是我們如何繼續為我們贏得併推動正確的定價，顯然，為我們的客戶帶來良好的價值。

That makes a lot of sense.

這很有意義。

George, maybe just a follow-up for you.

喬治，也許只是你的後續行動。

Congrats on the CISA contract.

祝賀 CISA 合同。

I was wondering if you could just dig into that just 1 level deeper and maybe talk a little bit more broadly about how much opportunity you feel like CrowdStrike has within the federal government on the whole.

我想知道您是否可以更深入地研究 1 個級別，或者更廣泛地談論您覺得 CrowdStrike 在整個聯邦政府內部有多少機會。

Sure.

當然。

Well, we're really proud of that win.

好吧，我們真的為這場胜利感到自豪。

And I think it really is a signature win given the directives that came out of the U.S. government.

鑑於美國政府的指示，我認為這確實是一個標誌性的勝利。

We're certainly proud to protect the U.S. government.

我們當然為保護美國政府感到自豪。

When you look at Falcon as a whole in the platform, it was tailor-made to help protect the government, an adversary focused approach using next-gen technologies, AI powered, very broad in what we're doing.

當您在平台中將 Falcon 視為一個整體時，它是為幫助保護政府而量身定制的，這是一種使用下一代技術、人工智能驅動的以對手為中心的方法，在我們正在做的事情中非常廣泛。

And again, at the end of the day, our goal is to stop breaches.

同樣，歸根結底，我們的目標是阻止違規行為。

Again, a truly differentiated offering that we have is our intelligence.

同樣，我們擁有的真正差異化產品是我們的智能。

Most vendors don't have what we have, certainly not the next-gen vendors, and that's a key aspect of what we do and part of the whole data element to CrowdStrike.

大多數供應商都沒有我們擁有的東西，當然下一代供應商也沒有，這是我們所做工作的一個關鍵方面，也是 CrowdStrike 整個數據元素的一部分。

So we're excited about this win.

所以我們對這場胜利感到興奮。

We believe it is a big opportunity for us.

我們相信這對我們來說是一個巨大的機會。

Obviously, we've got this win, but there's more expansion capabilities and deployments.

顯然，我們已經贏得了這場胜利，但還有更多的擴展能力和部署。

And I think it will really showcase how we can protect the U.S. government as well as many governments around the world.

我認為這將真正展示我們如何保護美國政府以及世界各地的許多政府。

Our next question comes from Sterling Auty of JPMorgan.

我們的下一個問題來自摩根大通的 Sterling Auty。

Just one question from my side.

我這邊只有一個問題。

Can you give us a sense of what percentage of the net new ARR that you added in the quarter really came from protecting cloud workloads?

您能否告訴我們您在本季度增加的淨新 ARR 中有多少百分比真正來自保護雲工作負載？

And how does that compare to what it looked like maybe a year ago?

這與一年前的情況相比如何？

So I'll start.

所以我要開始了。

Sterling, so when we think about our Cloud Workload Protection, so right now, what we can tell you is that it's growing, it's continuing to grow, and we've seen growth in the amount of opportunities that are available to us in the cloud.

Sterling，所以當我們考慮我們的雲工作負載保護時，現在，我們可以告訴您的是，它正在增長，而且還在繼續增長，我們已經看到雲中可用的機會數量有所增長.

Right now, we -- what we do talk about is the fact that 25% of our servers that we protect are in the cloud.

現在，我們談論的是我們保護的服務器中有 25% 位於雲中。

So that's just giving you an indication of where we're going.

所以這只是告訴你我們要去哪裡。

Maybe George has a couple of other comments on that.

也許喬治對此還有其他一些評論。

Yes.

是的。

And the 25% is up, as we've talked about in prior calls.

正如我們在之前的電話會議中談到的那樣，25% 的比例上升了。

So when we think about Cloud Workload Protection or cloud security it has 2 pieces to it, and we have both.

因此，當我們考慮雲工作負載保護或云安全時，它有兩部分，我們兩者都有。

One is workload protection, and that is really runtime protection visibility across virtual environments, containers, et cetera.

一個是工作負載保護，這實際上是跨虛擬環境、容器等的運行時保護可見性。

The second one is Cloud Security Posture Management, if you will, Falcon Horizon, which we continue to really drive innovation through, and that's an agentless technology that ties into many of the APIs as a cloud provider.

第二個是雲安全態勢管理，如果你願意的話，Falcon Horizon，我們將繼續真正推動創新，這是一種無代理技術，作為雲提供商與許多 API 相關聯。

So now we cover all 3 cloud providers.

所以現在我們涵蓋了所有 3 個雲提供商。

It drives a lot of value very quickly.

它非常迅速地推動了很多價值。

And again, we have a unique offering because it combines the visibility from an API perspective with runtime protection with a lot -- which is differentiated from a lot of the other competitors, including the private companies that are out there.

再說一次，我們有一個獨特的產品，因為它結合了 API 角度的可見性和運行時保護，這與許多其他競爭對手不同，包括那裡的私營公司。

So we feel really good about it, and we continue to drive and sell into the DevOps space.

所以我們對此感覺非常好，我們繼續推動和銷售 DevOps 領域。

And I think we've really honed our skills in being able to sell value into that space and get people up to speed without a lot of friction.

我認為我們已經真正磨練了我們的技能，能夠將價值推銷到那個領域，讓人們在沒有太多摩擦的情況下跟上進度。

(Operator Instructions) Our next question comes from Alexander Henderson, Needham.

（操作員說明）我們的下一個問題來自李約瑟的 Alexander Henderson。

Spectacular results again.

再次取得驚人的成績。

I wanted to get a little bit clearer on the concept of XDR.

我想更清楚地了解 XDR 的概念。

It seems to me that you guys have been pigeonholed by many people as an endpoint company, but you're really a platform.

在我看來，你們被很多人歸類為端點公司，但實際上你們是一個平台。

And to the extent that, that platform allows you to then extend into other niches that have historically been seen as separate end markets, a lot of the companies that are in those end markets have turned around and redefined themselves as XDR realizing that they needed to be a platform.

在某種程度上，該平台允許您擴展到其他歷來被視為獨立終端市場的利基市場，這些終端市場中的許多公司已經轉過身來，將自己重新定義為 XDR，意識到他們需要成為一個平台。

But taking the term XDR and [plug it] in front of the, say, SIEM companies product does not make it a platform.

但是，在 SIEM 公司的產品前面加上 XDR 和 [plug it] 一詞並不能使其成為一個平台。

So can you talk a little bit about that FUD that's out there and whether that confusion is spreading to any of your customers or whether they see through that issue and understand the importance of the expense of the platform and the breadth of your product line?

那麼，您能否談談現有的 FUD，以及這種困惑是否正在蔓延到您的任何客戶，或者他們是否看穿了該問題並了解平台費用和產品線廣度的重要性？

Well, thanks, Alex.

好吧，謝謝，亞歷克斯。

It's a great question.

這是一個很好的問題。

And I think if folks are looking at us as just an endpoint company, pigeonholed-endpoint company, they're really missing the big picture.

而且我認為，如果人們只將我們視為一家端點公司，分類端點公司，他們真的錯過了大局。

I mean that's as simple as I could say it.

我的意思是這就像我能說的一樣簡單。

We've proven that we are a platform company.

我們已經證明我們是一家平台公司。

As I said before, the Salesforce of Security, 21 modules, you can look at the attach rates.

正如我之前所說，安全的 Salesforce，21 個模塊，您可以查看附加費率。

And when you talk to customers and if folks really do their homework, and they talk to customers, they will see the value, and they see how we're consolidating there.

當你與客戶交談時，如果人們真的做功課，他們與客戶交談，他們會看到價值，他們會看到我們如何在那裡整合。

So when we think about XDR, you have to start with the best EDR in the market, which is ours.

因此，當我們考慮 XDR 時，您必須從市場上最好的 EDR 開始，這是我們的。

It's been validated by Gartner and others and IDC, I mean, down the list.

它已經過 Gartner 和其他公司以及 IDC 的驗證，我的意思是，在列表中。

And the extension of EDR is XDR, right?

而且EDR的擴展名是XDR，對吧？

And as a company who pretty much pioneered cloud-delivered endpoint security with Threat Graph and the massive data moat that we have, by combining that with some of the technology we acquired from Humio and our Threat Graph, I think we're in a unique position to be able to drive additional threat detection outcomes as well as the declaration of the threat narrative, right, the attack narrative.

作為一家幾乎率先使用 Threat Graph 和我們擁有的海量數據護城河的雲交付端點安全的公司，通過將其與我們從 Humio 和我們的 Threat Graph 獲得的一些技術相結合，我認為我們處於一個獨特的能夠推動額外的威脅檢測結果以及威脅敘述的聲明，對，攻擊敘述。

And that's independent of Humio as a stand-alone log management observability platform.

這獨立於 Humio 作為獨立的日誌管理可觀察性平台。

So we're really driving a lot of innovation in this area.

所以我們真的在這個領域推動了很多創新。

And to your point, if you are just kind of a SIEM vendor and now trying to glom on to XDR as an acronym, it's not going to work.

就您的觀點而言，如果您只是一個 SIEM 供應商，並且現在試圖將 XDR 作為首字母縮略詞，那麼它是行不通的。

You have to start with the best EDR in the world.

您必須從世界上最好的 EDR 開始。

And in my opinion, that's CrowdStrike.

在我看來，這就是 CrowdStrike。

Our next question is from Brent Thill of Jefferies.

我們的下一個問題來自 Jefferies 的 Brent Thill。

You have Joe on for Brent.

你讓喬換布倫特。

I really appreciate the question.

我真的很感激這個問題。

Burt, can you just walk through the puts and takes of margin?

伯特，你能簡單地了解一下保證金的看跌期權嗎？

I think guidance implied 150 points of contraction in that 4Q.

我認為指導意味著第四季度收縮了 150 個點。

Is that acquisition-related travel investment?

那是與收購相關的旅遊投資嗎？

And then maybe just how we should think about leverage going forward on an annual basis.

然後也許我們應該如何考慮每年的槓桿率。

Yes.

是的。

So first, let me start with operating margin in total.

首先，讓我從總體營業利潤率開始。

So we're really proud of where we came in this quarter, over 13%.

因此，我們為我們在本季度取得的成績感到非常自豪，超過 13%。

And a lot of that is attributable, obviously, to the unit economics that we were able to garner certainly on the sales side.

很明顯，這在很大程度上歸功於我們在銷售方面能夠獲得的單位經濟學。

So whether you pick magic number, where you pick Rule of 40 that we talked about in the prepared remarks, that's driving a lot of that operating margin.

因此，無論您選擇幻數，您選擇我們在準備好的評論中談到的 40 規則，這都會推動很多營業利潤率。

When we think about the future, I think about a few things.

當我們考慮未來時，我會想到一些事情。

One is that we have opportunity starting at the gross margin level.

一是我們有機會從毛利率水平開始。

I think that we -- not long ago, I raised the long-term range of our gross margin expansion capabilities and opportunities, and I think that we have an opportunity to do that, and we're investing to do that.

我認為我們 - 不久前，我提高了我們的毛利率擴張能力和機會的長期範圍，我認為我們有機會這樣做，我們正在投資這樣做。

And then as you go down the rest of the P&L, I think that as we continue to grow in scale, we're looking for opportunities to continue to leverage our strong model.

然後，當您查看損益表的其餘部分時，我認為隨著我們的規模不斷擴大，我們正在尋找機會繼續利用我們強大的模型。

But at the same time, we want to invest aggressively.

但與此同時，我們希望積極投資。

We're not going to move away from that strategy.

我們不會放棄這種策略。

And then in R&D, I think investing in innovation is key and core to who we are.

然後在研發方面，我認為投資創新是我們的關鍵和核心。

So I think that we're going to continue to keep our eye on that and invest in exactly what I talked about to be able to go after that massive opportunity that we see ahead of us.

所以我認為我們將繼續關注這一點，並投資於我所說的，以便能夠抓住我們看到的巨大機遇。

So that's how we think about it.

所以我們就是這麼想的。

Our next question comes from Matt Hedberg of RBC Capital Markets.

我們的下一個問題來自 RBC Capital Markets 的 Matt Hedberg。

George, FileVantage for file integrity monitoring, it looks like a great addition to the platform.

George，FileVantage 用於文件完整性監控，它看起來像是該平台的一個很好的補充。

Can you talk about sort of what customers are saying?

你能談談客戶在說什麼嗎？

I know it was just launched, but sort of why is that such an important piece of a CISO sort of like data security fabric in sort of this new post-COVID world?

我知道它剛剛推出，但在這種新的後 COVID 世界中，為什麼它是 CISO 中如此重要的一部分，類似於數據安全結構？

Yes.

是的。

Thanks, Matt.

謝謝，馬特。

It's a good question, and we're excited about this technology.

這是一個很好的問題，我們對這項技術感到興奮。

And again, it goes to our strategy of consolidating agents and getting rid of other technologies that are costly and complex and weigh the system down.

再一次，這涉及到我們的戰略，即整合代理並擺脫其他昂貴且複雜並拖累系統的技術。

When you think about FIM, it's pure and simple compliance requirement.

當您考慮 FIM 時，它是純粹而簡單的合規性要求。

When you think about things like PCI and, in the financial services industry, you have to understand what files change and who changed them and implement controls around that.

當您考慮諸如 PCI 之類的事情時，以及在金融服務行業中，您必須了解哪些文件發生了更改以及誰更改了這些文件，並圍繞它實施控制。

So we've been able to do a lot of that for a long time.

所以很長一段時間以來，我們已經能夠做很多這樣的事情。

We've enhanced some features, put it into a module.

我們增強了一些功能，將其放入一個模塊中。

And it's been extremely well received because it is literally a check box for just about any company that's out there, given the current regulatory frameworks and the various standards that exist.

鑑於當前的監管框架和現有的各種標準，它非常受歡迎，因為它實際上是幾乎所有公司的複選框。

Our next question comes from Roger Boyd of UBS.

我們的下一個問題來自瑞銀的羅傑博伊德。

A follow-up on the CISA contract.

CISA合同的後續行動。

Can you talk a little more about the selection process here, how competitive it was?

你能多談談這裡的選拔過程嗎，競爭有多激烈？

And really, the role -- you mentioned threat intelligence, but the role that, that and incident response played in helping achieve this, especially if the federal government gets more collaborative through programs like JCDC.

真的，角色 - 你提到了威脅情報，但那個角色，那個和事件響應在幫助實現這一目標方面發揮的作用，特別是如果聯邦政府通過 JCDC 等項目獲得更多合作。

Yes.

是的。

Anything in the federal government is competitive, as you know.

如您所知，聯邦政府中的任何事情都具有競爭力。

Just -- that's by design, that's the way to do it and certainly believe in great partnership with them.

只是 - 這是設計使然，這就是這樣做的方式，當然相信與他們建立良好的合作關係。

And we believe it's a great technology choice and a proven technology choice and something that I've been saying for a long time that the government needs.

我們相信這是一個很好的技術選擇，也是一個經過驗證的技術選擇，也是我長期以來一直在說的政府需要的東西。

So we're excited about the early partnership here.

因此，我們對這裡的早期合作夥伴關係感到興奮。

And when you think about threat intelligence, again, having a very unique group, there's maybe one other company that has an intelligence capability as robust as ours.

當您再次考慮威脅情報時，擁有一個非常獨特的團隊，可能還有另一家公司擁有與我們一樣強大的情報能力。

And they're not in the endpoint security space anymore.

而且它們不再存在於端點安全空間中。

So from my perspective, it drives value, not only for the U.S. government, but it really is a differentiator across all of our customers, right?

因此，從我的角度來看，它不僅為美國政府帶來了價值，而且它確實是我們所有客戶的差異化因素，對吧？

We understand what the adversary is doing.

我們了解對手在做什麼。

We understand how to identify these sort of attacks.

我們了解如何識別此類攻擊。

We program that into our AI technologies.

我們將其編程到我們的人工智能技術中。

And again, taking an adversary-focused approach is important to stopping breaches.

同樣，採取以對手為中心的方法對於阻止違規行為很重要。

And then you combine that with other services that we have and some of the managed services, again, very differentiated and I think going to be a great outcome for the government.

然後你將它與我們擁有的其他服務和一些託管服務結合起來，再次非常差異化，我認為這對政府來說將是一個很好的結果。

Our next question comes from Brian Essex of Goldman Sachs.

我們的下一個問題來自高盛的 Brian Essex。

Maybe George, if I could just have us unpack the new logo adds a little bit.

也許喬治，如果我能讓我們打開包裝，新標誌會增加一點。

It looks like a nice increase in new ARR.

看起來新的 ARR 增加了很多。

It looks like the landed cost of the logos that you added were a bit higher.

看起來您添加的徽標的到岸成本有點高。

Was it better strength from upmarket a little bit?

來自高端市場的力量會更好嗎？

Was it better, I guess, breadth of sale into the pipeline?

我猜，管道銷售的廣度更好嗎？

Maybe if you could help us understand a little bit of behind the drivers and what drove kind of the larger average customer ARR in the quarter.

也許如果你能幫助我們了解一點背後的驅動因素，以及是什麼推動了本季度更大的平均客戶 ARR。

Brian, it's Burt.

布賴恩，是伯特。

I'll take that one.

我會拿那個。

So first, we're really pleased with the -- we are very pleased with the net new logo adds in the quarter.

因此，首先，我們對本季度新增的新徽標感到非常滿意。

It's also, I think, the fact that we were able to show acceleration in net new ARR was a big deal for us.

我認為，我們能夠在淨新 ARR 中顯示加速這一事實對我們來說也很重要。

Over 1,600 new logos, that's the second time we hit that high watermark.

超過 1,600 個新徽標，這是我們第二次達到這一高水位。

Again, really excited about the performance on the net new logos.

再次，對網絡新徽標的表現感到非常興奮。

In terms of where they came in on, I think that we had exceptional performance across the board.

就他們的表現而言，我認為我們在各個方面都有出色的表現。

If I was to kind of highlight anything in particular, we saw some strength in the enterprise and the mid-market as well as MSSP.

如果我要特別強調任何事情，我們在企業和中端市場以及 MSSP 中看到了一些優勢。

And so when you put that all together, along with some of the prepared remarks on the increase in the $1 million deals, you were able to see the performance that we were able to put on the board.

因此，當您將所有這些放在一起時，連同一些準備好的關於增加 100 萬美元交易的評論，您就能看到我們能夠在董事會上展示的業績。

And remember, I talked about the fact that we had no outsized -- no oversized or outsized deals that contributed to this quarter.

請記住，我談到了一個事實，即我們沒有對本季度做出貢獻的超大型或超大型交易。

And that's the -- that, again, talks to the strength of the platform and the broad-based success that we had this quarter.

這就是 - 再次談到平台的實力和我們本季度取得的廣泛成功。

Our next question comes from Rob Owens of Piper Stanley (sic) [Sandler].

我們的下一個問題來自 Piper Stanley (sic) [Sandler] 的 Rob Owens。

This is [Justin Roche] on for Rob.

這是 Rob 的 [Justin Roche]。

Just wanted to follow up around the cloud security solutions like your CSPM and CWP.

只是想跟進您的 CSPM 和 CWP 等雲安全解決方案。

Have you guys seen any increase in competitive pressures in this area given the number of players coming out of it from both the network and the endpoint side?

鑑於來自網絡和端點方面的玩家數量，你們是否看到該領域的競爭壓力有所增加？

Or do you guys still view this as a largely greenfield opportunity?

還是你們仍然認為這是一個主要的綠地機會？

I think it's a largely greenfield opportunity.

我認為這在很大程度上是一個新的機會。

Obviously, you have a lot of early-stage companies out there, but this is so early in the life cycle, and it's a massive opportunity for all the players that are out there.

顯然，你有很多處於早期階段的公司，但這還處於生命週期的早期，對於所有參與者來說，這是一個巨大的機會。

We think we're in a great position because a lot of the players actually don't have the runtime protection, which is important.

我們認為我們處於一個很好的位置，因為很多玩家實際上沒有運行時保護，這很重要。

You have to tie those 2 together.

你必須把這兩個綁在一起。

Just -- it isn't just about connecting, getting information from APIs, right?

只是——這不僅僅是連接、從 API 獲取信息，對嗎？

And although we do that in a differentiated way because we've basically ported some of our indicator of attack technology across that agentless technology, tying them together, I think, is really important for customers.

儘管我們以差異化的方式做到這一點，因為我們基本上已經將我們的一些攻擊技術指標移植到無代理技術中，但我認為將它們捆綁在一起對客戶來說非常重要。

A lot of these big wins involve cloud wins.

許多這些重大勝利都涉及雲勝利。

Burt talked about the number of servers that we have.

Burt 談到了我們擁有的服務器數量。

So tying together CSPM with Cloud Workload Protection and things even like vulnerability management, we have that technology.

因此，將 CSPM 與 Cloud Workload Protection 以及漏洞管理之類的東西結合在一起，我們就擁有了這項技術。

Yes, it works against desktops, but we can be inserted in the CI/CD pipeline.

是的，它適用於桌面，但我們可以插入 CI/CD 管道。

We can look for vulnerabilities that are in images, we can prevent them from being deployed.

我們可以查找映像中的漏洞，我們可以阻止它們被部署。

So these are all key elements of creating a technology that's widely adopted by DevOps.

因此，這些都是創建被 DevOps 廣泛採用的技術的關鍵要素。

Our next question comes from Jonathan Ruykhaver of Baird.

我們的下一個問題來自 Baird 的 Jonathan Ruykhaver。

Congrats on that strong execution.

恭喜你的強大執行力。

You've talked about the benefits of Humio as it relates to data ingestion and just the additive nature to Threat Graph and obviously, the push into a broader XDR use case.

您已經談到了 Humio 的好處，因為它與數據攝取有關，只是對 Threat Graph 的附加性質，顯然，它推動了更廣泛的 XDR 用例。

And George, you touched on this in your comments, but just wondered if you could talk a little bit more around what you see around the log management observability use case and how you see that contributing to the overall platform near term and longer term?

George，您在評論中談到了這一點，但只是想知道您是否可以多談談您在日誌管理可觀察性用例中看到的內容，以及您如何看待近期和長期對整個平台的貢獻？

Well, we've had some big wins this past quarter with Humio, even outside security.

好吧，我們在上個季度使用 Humio 取得了一些重大勝利，甚至在外部安全方面也是如此。

Certainly, security is a use case, but observability and telemetry, it really is a telemetry platform.

當然，安全性是一個用例，但可觀察性和遙測，它確實是一個遙測平台。

And if you think about today's environment, all the various technologies out there, all the information they're gathering, you have to have a telemetry platform like Humio to make sense of it all at scale.

如果你想想今天的環境，所有的各種技術，他們收集的所有信息，你必須有一個像 Humio 這樣的遙測平台才能大規模地理解這一切。

So it's been an amazing opportunity for us since acquiring the company.

因此，自從收購該公司以來，這對我們來說是一個了不起的機會。

I think we underappreciated what a huge opportunity it is out there, particularly a lot of dissatisfaction with current vendors, and how open people are to wanting to switch into a technology like Humio.

我認為我們低估了它存在的巨大機會，尤其是對當前供應商的很多不滿，以及人們對切換到像 Humio 這樣的技術的開放程度。

We've got a lot of customers that we're working with right now.

我們現在有很多客戶正在與之合作。

And I see that, as I said before, really as a shining star, as a massive business opportunity and revenue driver for us in the future.

正如我之前所說，我認為這確實是一顆閃亮的明星，是我們未來的巨大商機和收入驅動力。

When you say that, is that including Falcon XDR?

當你這麼說的時候，包括 Falcon XDR 嗎？

Is that more on the log management and observability use case?

更多的是關於日誌管理和可觀察性用例嗎？

Well, it's a good question.

嗯，這是個好問題。

Falcon XDR is going to give you essentially a threat detection outcome and some visibility into an attack scenario that starts beyond the endpoint.

Falcon XDR 本質上將為您提供威脅檢測結果以及對超出端點的攻擊場景的一些可見性。

When you think about a Humio, you can log everything.

當您考慮使用 Humio 時，您可以記錄所有內容。

You can store it pretty much forever.

您幾乎可以永久存儲它。

You can connect it to whatever you want to connect it to, and you can drive observability information from things that are outside just core security, things like connecting it to your HR system, to your performance management systems, to all the various workflows in your environment.

您可以將它連接到您想要連接的任何東西，並且您可以從核心安全之外的事物中獲取可觀察性信息，例如將其連接到您的人力資源系統、績效管理系統，以及您的所有各種工作流程。環境。

That's not the use case of XDR.

這不是 XDR 的用例。

Security use cases of XDR and Humio goes way beyond that.

XDR 和 Humio 的安全用例遠不止於此。

Our next question comes from Patrick Colville, Deutsche Bank.

我們的下一個問題來自德意志銀行的 Patrick Colville。

Can you just talk about partnerships?

你能談談夥伴關係嗎？

I mean, you helpfully shared a statistic in the kind of opening remarks around, if I'm not mistaken, 30% sequential growth in partner-sourced deals.

我的意思是，如果我沒記錯的話，你在開場白中分享了一個統計數據，如果我沒記錯的話，合作夥伴採購的交易連續增長 30%。

I guess, is that right?

我想，是這樣嗎？

I'm just hoping to understand that the kind of partnership dynamic.

我只是希望了解這種夥伴關係動態。

And I guess the reason I ask because I know that some of the investors have a concern that other next-gen EDR vendors are more partner-friendly.

我猜我問的原因是因為我知道一些投資者擔心其他下一代 EDR 供應商對合作夥伴更友好。

So kind of any color you can give around CrowdStrike and partnerships and kind of try to quantify the trend you're seeing there would be very helpful.

因此，您可以圍繞 CrowdStrike 和合作夥伴提供任何顏色，並嘗試量化您所看到的趨勢，這將非常有幫助。

Sure.

當然。

Sure.

當然。

Let me just clarify to be very specific.

讓我澄清一下，非常具體。

It was 30% quarter-over-quarter on MSSP growth and triple digits year-over-year.

MSSP 增長環比增長 30%，同比增長三位數。

So we're extremely partner-friendly.

所以我們對合作夥伴非常友好。

I think there's a lot of noise in the system, and people probably should talk to some of the larger partners that are out there because that's where we are sourcing our business from.

我認為系統中有很多噪音，人們可能應該與那裡的一些較大的合作夥伴交談，因為那是我們從那裡採購業務的地方。

Our partner opportunities are up.

我們的合作夥伴機會增加了。

Our partners are making a lot of money jointly with us.

我們的合作夥伴與我們一起賺了很多錢。

And our goal is to be a partner-first company.

我們的目標是成為合作夥伴至上的公司。

So -- and that's what we've done.

所以——這就是我們所做的。

We've been very consistent with that.

我們對此非常一致。

And as you said, it's -- and you rightly pointed out, it's a lot of FUD that's in the environment.

正如你所說，這是 - 你正確地指出，環境中有很多 FUD。

Our next question comes from Joshua Tilton of Wolfe Research.

我們的下一個問題來自 Wolfe Research 的 Joshua Tilton。

This is Strecker on for Josh.

這是 Josh 的 Strecker。

I just have one for Burt.

我只有一個給伯特。

So you mentioned the net new seasonality -- net new ARR seasonality will be less pronounced, and that makes sense.

所以你提到了淨新季節性——淨新 ARR 季節性將不那麼明顯，這是有道理的。

But as we start to model next year and the net new ARR seasonality, I'm not looking for guidance, but is there any -- is there a year we should look to as framework?

但是當我們明年開始建模和淨新的 ARR 季節性時，我不是在尋找指導，但有沒有——我們應該把一年作為框架嗎？

This year, we had a sequential increase from 4Q to 1Q.

今年，我們從第 4 季度到第 1 季度連續增長。

We're not expecting that again.

我們不會再期待了。

But just any color or goalpost you'll provide looking out to next year will be very helpful.

但是，您將在明年提供的任何顏色或球門柱都會非常有幫助。

Sure.

當然。

So first, let me start with that Q4 is off to a great start.

首先，讓我從第四季度的一個良好開端開始。

We've got the record pipeline, a record momentum, and we already landed a notable financial -- a large financial -- global financial institution.

我們擁有創紀錄的管道，創紀錄的勢頭，我們已經獲得了一家著名的金融機構——一家大型金融機構——全球金融機構。

So off to a great start in Q4.

因此，在第四季度有了一個良好的開端。

But again, we're coming off of a record Q3 at $170 million net new ARR.

但同樣，我們在第三季度創下 1.7 億美元的淨新 ARR 的記錄。

Super proud of that record and obviously really strong throughout this year.

為這一記錄感到非常自豪，並且顯然在今年全年都非常強大。

So when you -- when we look at comps, obviously, my comments are more to the fact that when we guide into -- we're guiding to revenue, we don't guide to running the tables.

因此，當您 - 當我們查看比賽時，顯然，我的評論更多的是當我們指導時 - 我們指導收入，我們不指導運行表格。

We guide to what we know, not to what we don't know.

我們引導我們知道的，而不是我們不知道的。

And so that comment just wanted to put everything into perspective for us.

因此，該評論只是想讓我們了解所有內容。

The numbers are getting bigger and bigger, and that's great for us.

數字越來越大，這對我們來說很好。

But as you know, when you think about the law of large numbers, then you're going to have -- and you don't guide to running the tables, that's why I put that comment in there.

但如您所知，當您考慮大數定律時，您將擁有——並且您不指導運行表格，這就是我將評論放在那裡的原因。

Our next question comes from Mike Walkley of Canaccord Genuity.

我們的下一個問題來自 Canaccord Genuity 的 Mike Walkley。

This is Daniel on for Mike.

這是邁克的丹尼爾。

So the prepared remarks, you noted that your identity modules generated more net new ARR than Preempt did previously while they were standalone.

因此，在準備好的註釋中，您注意到您的身份模塊產生的淨新 ARR 比 Preempt 之前在獨立時所做的要多。

Are there any notable customer segments you're seeing the strength in?

您是否看到了任何顯著的客戶群？

Or was the demand pretty broad-based across the board?

或者需求是非常廣泛的？

Demand is broad-based across the board, and it really hit an inflection point.

需求是廣泛的，它確實達到了一個拐點。

We've seen massive growth in it, as we said, more than all what Preempt did, they had as a stand-alone company.

正如我們所說，我們已經看到了它的巨大增長，超過了 Preempt 所做的一切，他們作為一家獨立的公司擁有。

And the thing is we took the time and effort to do the integration right.

問題是我們花費了時間和精力來正確地進行集成。

Customers see the value of a single, integrated agent.

客戶看到了單個集成代理的價值。

They understand that identity is critical to security.

他們明白身份對安全至關重要。

And we're the company that's putting together runtime protection visibility with identity.

我們是一家將運行時保護可見性與身份結合在一起的公司。

And now with data protection, it's that triumvirate, that 3-legged stool, and customers love it.

現在有了數據保護，它就是三足鼎立的三足凳，客戶喜歡它。

So we've seen some massive wins in retail, in financial services, in manufacturing.

因此，我們在零售、金融服務和製造業中看到了一些巨大的勝利。

It is a massive problem across the board for any company.

對於任何公司來說，這都是一個全面的大問題。

And as we pointed out, over 60% of the breaches don't even use malware.

正如我們所指出的，超過 60% 的違規行為甚至沒有使用惡意軟件。

They're using things like identity, which when you look at the SUNBURST attack from last year, obviously, that was a key contributor.

他們正在使用諸如身份之類的東西，當您查看去年的 SUNBURST 攻擊時，顯然這是一個關鍵貢獻者。

So people are looking to shore that up.

因此，人們正在尋求支持這一點。

And it's actually a key element to stopping ransomware, above and beyond any malware prevention that's out there.

它實際上是阻止勒索軟件的關鍵因素，超越了現有的任何惡意軟件預防措施。

So customers understand the value of it, and they understand that we have and then others don't, and it's been a big driver for us.

所以客戶了解它的價值，他們明白我們有，而其他人沒有，這對我們來說是一個很大的推動力。

Our next question comes from Shaul Eyal of Cowen Company.

我們的下一個問題來自 Cowen 公司的 Shaul Eyal。

Congrats on the quarterly results and guidance.

祝賀季度業績和指導。

George, I know there was a prior question about partnerships.

喬治，我知道之前有一個關於夥伴關係的問題。

My question is actually about the alliances that CrowdStrike has been leading and joining over the course of the past, I think 12 to 18 months, give or take.

我的問題實際上是關於 CrowdStrike 在過去的過程中一直領導和加入的聯盟，我認為 12 到 18 個月，給予或接受。

Is that beginning to have some impact on revenue and on net new customer additions, specifically in light of the fact that you have been adding 1,600 customers 2 quarters in your row now?

這是否開始對收入和淨新客戶增加產生一些影響，特別是考慮到您現在連續兩個季度增加了 1,600 名客戶？

Shaul, it's Burt.

肖爾，是伯特。

Can you just repeat the main bulk of your question because it got garbled a little bit?

你可以重複你的問題的主要部分，因為它有點亂碼嗎？

Sure.

當然。

Sure.

當然。

Apologies.

道歉。

A question about alliances that you've been leading, joining over the past 12, 18 months.

一個關於你在過去 12、18 個月中一直領導的聯盟的問題。

Is that, Burt, beginning to have some impact on revenue and net new customer additions?

Burt，這是否開始對收入和淨新客戶增加產生一些影響？

I'm asking, specifically given the 1,600 customers additions over the course of the past 2 quarters, now actually in a row.

我在問，特別是考慮到在過去兩個季度中增加了 1,600 名客戶，現在實際上是連續的。

Well, it has.

嗯，它有。

And when you look at some of the companies that we've talked about in the past, I mean, there's a lot.

當您查看我們過去討論過的一些公司時，我的意思是，有很多。

I'm sure I can't single everyone out, but I think Zscaler is a good example.

我敢肯定我不能把每個人都挑出來，但我認為 Zscaler 是一個很好的例子。

You look at that partnership, you look at what we're doing, you look at what they're doing on the network side, the integrations that we're able to share data, what we're doing with -- from an XDR perspective, and it makes sense.

你看看這種合作關係，你看看我們在做什麼，你看看他們在網絡端做了什麼，我們能夠共享數據的集成，我們正在做的事情——來自 XDR觀點，而且是有道理的。

We're pulling them into deals.

我們正在拉動他們進行交易。

They're pulling us into deals, and we're meeting in the field and adding value to the customers and obviously gaining a lot of traction with those customers.

他們拉著我們參與交易，我們在現場會面並為客戶增加價值，顯然在這些客戶中獲得了很大的吸引力。

And that's just one example.

這只是一個例子。

We're doing that across the board in our technology alliance partnerships.

我們在我們的技術聯盟合作夥伴關係中全面做到這一點。

And our last question comes from Gray Powell with BTIG.

我們的最後一個問題來自 BTIG 的 Gray Powell。

Great.

偉大的。

So yes, I know you've talked about how you're more of a platform company than just an endpoint provider, but I'm going to ask an endpoint question, if that's okay.

所以，是的，我知道您已經談到您如何更像是一家平台公司，而不僅僅是一個端點提供商，但我要問一個端點問題，如果可以的話。

So just high level, the last 2 years in the endpoint space, it's just been really strong.

所以只是高水平，過去兩年在端點領域，它真的很強大。

I'd call it almost like a near-perfect storm.

我幾乎可以稱之為近乎完美的風暴。

How do you feel about the demand environment for the market as a whole, looking into next year just on a relative basis?

您如何看待整個市場的需求環境，僅在相對基礎上展望明年？

Like do you think 2022 would be the same, better or worse than 2021 for the market?

就像您認為 2022 年市場會與 2021 年一樣、更好還是更差？

I see it extremely strong.

我看到它非常強大。

And when you look at the market in its totality, right, you have things like cloud adoption, cloud expansion, massive opportunity, and we've proven that with servers and what we're doing there.

當你從整體上看市場時，你會發現雲採用、雲擴展、巨大的機會等東西，我們已經通過服務器以及我們在那裡所做的事情證明了這一點。

When you look at the legacy players that are out there, the replacements, the Symantecs, the McAfees, Microsofts, et cetera, massive opportunity for us.

當您查看現有的傳統玩家時，替代者，賽門鐵克，邁克菲，微軟等，對我們來說是巨大的機會。

That's a long tail.

那是一條長尾巴。

You don't do that in 1 year.

你不會在 1 年內這樣做。

So we see that as a big driver for next year.

所以我們認為這是明年的一大推動力。

And as I pointed out, even -- I mean, it's a smaller base, but even the next-gen players, we see those as opportunities as customers get dissatisfied, as I pointed, out with some of the players that are out there.

正如我所指出的，即使——我的意思是，它的基數較小，但即使是下一代玩家，我們也將這些視為機會，因為正如我所指出的，客戶對一些玩家不滿意。

So -- and you got to bifurcate a bit into pure endpoint and cloud, and I see both as massive opportunities because, again, if you look at our overall customer count, it's fantastic, but it's still small in the grand scheme of customers that are out there.

所以——你必須把它分成純粹的端點和雲，我認為這兩者都是巨大的機會，因為，如果你再看一下我們的整體客戶數量，這太棒了，但在客戶的宏偉計劃中它仍然很小在那裡。

And there's still a lot of legacy technologies that are out there that are and will be displaced.

而且仍然有很多遺留技術已經並且將會被取代。

Thank you.

謝謝你。

I'm showing no further questions at this time.

我現在沒有進一步的問題。

I'd like to turn the call back over to George Kurtz for any closing remarks.

我想將電話轉回給 George Kurtz 以獲取任何結束語。

I want to thank all of you for your time today, and we certainly appreciate your interest and look forward to seeing you virtually at our upcoming investor events.

我要感謝你們今天的時間，我們當然感謝你們的興趣，並期待在我們即將舉行的投資者活動中與你們見面。

Thanks again.

再次感謝。

Be safe, and we'll see you soon.

請注意安全，我們很快就會見到你。

Ladies and gentlemen, this does conclude today's conference.

女士們，先生們，今天的會議到此結束。

Thank you all for participating.

謝謝大家的參與。

You may now disconnect.

您現在可以斷開連接。

Have a great day.

祝你有美好的一天。