CrowdStrike Holdings Inc (CRWD) 2021 Q4 法說會逐字稿

Ladies and gentlemen, thank you for standing by, and welcome to the CrowdStrike Fourth Quarter and Fiscal Year 2021 Financial Results Conference Call. (Operator Instructions) Please be advised that today's conference is being recorded. (Operator Instructions)

女士們，先生們，感謝您的支持，並歡迎參加 CrowdStrike 第四季度和 2021 財年財務業績電話會議。 （操作員說明）請注意，今天的會議正在錄製中。 （操作員說明）

I would now like to hand the conference over to your speaker today, Maria Riley, Investor Relations for CrowdStrike. Please go ahead.

我現在想把會議交給你今天的演講者，CrowdStrike 投資者關係部的 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 first quarter and fiscal year 2022 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. While we believe any forward-looking statements we have made 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 filings we make with the SEC from time to time, including the section titled Risk Factors in the company's quarterly and annual report that we filed with the SEC.

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，包括我們對第一季度和 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。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。雖然我們認為我們所做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，並且受到風險和不確定性的影響。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。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 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 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.

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 或我們的今天向美國證券交易委員會提交了 8-K 表格。

Please also note that in light of our recent acquisition of Humio, management will provide additional information into our guidance assumptions. We do not intend to provide this additional information on an ongoing basis.

另請注意，鑑於我們最近收購了 Humio，管理層將在我們的指導假設中提供更多信息。我們不打算持續提供這些額外信息。

Now I'll turn the call over to George to begin.

現在我將把電話轉給喬治開始。

Thank you, Maria, and thank you all for joining us today. We have a lot of ground to cover.

謝謝你，瑪麗亞，謝謝大家今天加入我們。我們有很多地方要覆蓋。

I will focus today's discussion on 3 key points. First, we delivered a phenomenal fourth quarter with results exceeding our expectations across the board, as customers of all sizes are increasingly choosing CrowdStrike as their security cloud platform of record.

我將今天的討論集中在三個關鍵點上。首先，隨著各種規模的客戶越來越多地選擇 CrowdStrike 作為其記錄的安全雲平台，我們在第四季度的表現非常出色，其結果全面超出了我們的預期。

Second, as recent events such as the SUNBURST software supply chain attack highlight, stopping the breach is no longer just about protecting end points. It also encompasses cloud workload security and identity protection. We continue to enhance our capabilities and invest in all these areas, including our timely acquisition of Preempt. And as a result, we are driving strong momentum with customers.

其次，正如最近發生的 SUNBURST 軟件供應鏈攻擊等事件所凸顯的那樣，阻止違規不再只是保護端點。它還包括雲工作負載安全和身份保護。我們將繼續增強我們的能力並在所有這些領域進行投資，包括我們及時收購 Preempt。因此，我們正在與客戶一起推動強勁的勢頭。

Third, our recent acquisition of Humio is a key element of our strategy to drive long-term growth. Together we are building what we believe will be the fastest, most cost-efficient and extensible cloud data platform that will deliver best-in-class visibility for security as well as observability for IT operations.

第三，我們最近收購 Humio 是我們推動長期增長戰略的關鍵要素。我們正在共同構建我們認為最快、最具成本效益和可擴展的雲數據平台，該平台將為 IT 運營提供一流的安全可見性和可觀察性。

Now let's discuss our results and get into these topics in more detail. The fourth quarter tops off a banner year for CrowdStrike in which we delivered exceptional growth at scale, significantly improved our margins, and generated meaningful positive free cash flow for the year. We reached a significant new milestone, with ARR surpassing $1 billion, up 75% over last year. We believe this makes us the third-fastest cloud-native SaaS company reported to reach $1 billion in ARR following fellow pioneers, Salesforce and Zoom. We already talked about Zoom being a CrowdStrike customer, and we are pleased to also add Salesforce to the roster in Q4.

現在讓我們討論我們的結果並更詳細地討論這些主題。第四季度是 CrowdStrike 標誌性的一年，我們實現了大規模的非凡增長，顯著提高了我們的利潤率，並在今年產生了有意義的正自由現金流。我們達到了一個重要的新里程碑，ARR 超過 10 億美元，比去年增長 75%。我們相信，這使我們成為繼其他先驅 Salesforce 和 Zoom 之後，ARR 達到 10 億美元的第三快的雲原生 SaaS 公司。我們已經談到 Zoom 是 CrowdStrike 的客戶，我們很高興在第四季度也將 Salesforce 添加到名單中。

The exceptional execution of the CrowdStrike team made reaching this significant milestone a reality. I could not be more proud of our dedication and success as a team in helping customers achieve and maintain an advantage over adversaries as we leverage the cloud speed, agility and visibility to digitally transform their security. I would like to personally thank every CrowdStriker for their unwavering support and congratulate the team on reaching our first $1 billion in ARR.

CrowdStrike 團隊的出色執行使實現這一重要里程碑成為現實。當我們利用雲速度、敏捷性和可見性以數字方式轉變他們的安全性時，我們作為一個團隊在幫助客戶實現並保持對對手的優勢方面的奉獻精神和成功讓我感到無比自豪。我要親自感謝每一位 CrowdStriker 的堅定支持，並祝賀團隊達到我們的第一個 10 億美元的 ARR。

Across the board, our fourth quarter results well exceeded our expectations. During the quarter, net new subscription customer growth accelerated to 70% year-over-year. We added a record $143 million in net new ARR and achieved 77% subscription revenue growth.

總體而言，我們第四季度的業績遠遠超出了我們的預期。本季度，新訂閱客戶淨增長同比加速至 70%。我們增加了創紀錄的 1.43 億美元的淨新 ARR，並實現了 77% 的訂閱收入增長。

We also continued to see rapid module adoption. CrowdStrike subscription customers that have adopted 4 or more modules, 5 or more modules, and 6 or more modules increased to 63%, 47% and 24%, respectively. Organizations around the world are shedding legacy and inferior next-gen security technologies and accelerating their move to modern cloud-native technologies to meet the demands of today's threat landscape, future-proof their security architecture and adopt a zero trust security model.

我們還繼續看到快速的模塊採用。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 CrowdStrike 訂閱客戶分別增加到 63%、47% 和 24%。世界各地的組織正在擺脫傳統和劣質的下一代安全技術，並加速轉向現代云原生技術，以滿足當今威脅形勢的需求，使其安全架構面向未來並採用零信任安全模型。

Our go-to-market strategy is executing on all fronts to seize on the strong secular tailwinds and opportunities we see in the market. Demonstrating the power of our sales engine and our land-and-expand strategy, we added a record 1,480 net new subscription customers in the quarter, and now proudly serve 9,896 subscription customers worldwide. We have gained incredible momentum with both marquee enterprise and small businesses alike. In total for the year, 4,465 net new customers chose Falcon. The marquee customer stories that I will share with you today highlight our growing leadership among large enterprises and include companies in the Fortune 50, Fortune 100 and Fortune 500. I would like to note that while these are Q4 wins, given customer delivery schedules, ARR contribution will begin in Q1, further reflecting our exceptional Q4 net new ARR performance.

我們的進入市場戰略正在各個方面執行，以抓住我們在市場上看到的強大的長期順風和機遇。展示了我們的銷售引擎和我們的土地和擴張戰略的力量，我們在本季度新增了創紀錄的 1,480 名新訂閱客戶，現在自豪地為全球 9,896 名訂閱客戶提供服務。無論是大型企業還是小型企業，我們都獲得了令人難以置信的發展勢頭。全年共有 4,465 名淨新客戶選擇了獵鷹。我今天將與您分享的重要客戶故事突出了我們在大型企業中日益增長的領導地位，包括財富 50 強、財富 100 強和財富 500 強中的公司。我想指出，雖然這些是第四季度的勝利，但考慮到客戶交付時間表，ARR貢獻將在第一季度開始，進一步反映了我們出色的第四季度淨新 ARR 表現。

First, I am pleased to report that Pfizer, a biopharmaceutical company and leader in COVID-19 vaccine research, is a new CrowdStrike customer. Pfizer selected CrowdStrike to help fortify its security posture with an initial purchase of 7 Falcon modules.

首先，我很高興地報告輝瑞，一家生物製藥公司和 COVID-19 疫苗研究的領導者，是 CrowdStrike 的新客戶。輝瑞最初購買了 7 個 Falcon 模塊，因此選擇了 CrowdStrike 來幫助加強其安全態勢。

The next win I'd like to share with you is Procter & Gamble. In executing their digital transformation plans, Procter & Gamble recognized they needed to transform security. Procter & Gamble was attracted to CrowdStrike's tightly integrated, cloud-native single-agent architecture. Our strategic partnerships with EY and AWS were instrumental in Procter & Gamble choosing CrowdStrike.

我想與您分享的下一個勝利是寶潔公司。在執行他們的數字化轉型計劃時，寶潔公司意識到他們需要轉變安全性。寶潔公司被 CrowdStrike 緊密集成的雲原生單代理架構所吸引。我們與安永和 AWS 的戰略合作夥伴關係對寶潔選擇 CrowdStrike 起到了重要作用。

I'd also like to highlight a win with a large technology company, where we are replacing SentinelOne. This customer was eager to find a true security partner to protect its end points as well as its cloud workloads across both its development and production environments. In addition to efficacy issues, SentinelOne was not a scalable solution, and dramatically degraded performance on the end point, causing instability and impacting developer productivity. CrowdStrike was selected given our proven efficacy, breadth and depth of the Falcon platform; performance and scalability across operating systems, including Mac and Windows workstations and Linux servers.

我還想強調一家大型科技公司的勝利，我們正在取代 SentinelOne。該客戶渴望找到一個真正的安全合作夥伴來保護其端點以及其開發和生產環境中的雲工作負載。除了效率問題，SentinelOne 不是一個可擴展的解決方案，並且極大地降低了端點的性能，導致不穩定並影響開發人員的工作效率。 CrowdStrike 之所以被選中，是因為我們已經證明了 Falcon 平台的功效、廣度和深度；跨操作系統的性能和可擴展性，包括 Mac 和 Windows 工作站以及 Linux 服務器。

We also secured a foundational customer in the federal space with a major defense contractor standardizing on CrowdStrike for their internal infrastructure, outshining a long-standing relationship with a legacy AV vendor as well as the next-gen EDR vendor. The Falcon platform was selected as part of their digital transformation initiative to increase efficiency, enhance visibility, improve performance at scale, and consolidate agents across their environment.

我們還與一家主要國防承包商在聯邦領域獲得了一個基礎客戶，該承包商將 CrowdStrike 標準化為他們的內部基礎設施，超越了與傳統 AV 供應商以及下一代 EDR 供應商的長期合作關係。 Falcon 平台被選為他們數字化轉型計劃的一部分，以提高效率、增強可見性、大規模提高性能並在整個環境中整合代理。

Our next customer story takes us to Israel. After leveraging the Falcon for Humio's program earlier this year as a new customer, Bank Leumi, a leading bank in Israel, selected CrowdStrike to protect their end points and implement a zero trust model to future-proof their security architecture. CrowdStrike was chosen over the competition after determining their solution was unable to adequately protect multiple versions of Windows or match the performance and speed of the Falcon platform.

我們的下一個客戶故事將我們帶到以色列。在今年早些時候作為新客戶利用 Falcon for Humio 的計劃後，以色列領先的銀行 Bank Leumi 選擇了 CrowdStrike 來保護他們的端點並實施零信任模型以確保其安全架構面向未來。在確定他們的解決方案無法充分保護 Windows 的多個版本或與 Falcon 平台的性能和速度相匹配後，CrowdStrike 在競爭中被選中。

As one of the most respected security organizations operating in both an industry and country that have long been targets for nation-state actors and e-crime, they focused on selecting a new security partner with a modern solution capable of preventing targeted attacks, protecting their active directory, and supporting their remote workers with the scale and performance of the cloud. Expanding with Falcon zero trust along with several more modules, Bank Leumi is taking advantage of the extensive functionality offered by the Falcon platform and single-agent architecture to protect its critical infrastructure.

作為在行業和國家運營的最受尊敬的安全組織之一，長期以來一直是民族國家行為者和電子犯罪的目標，他們專注於選擇具有現代解決方案的新安全合作夥伴，該解決方案能夠防止有針對性的攻擊，保護他們的Active Directory，並通過雲的規模和性能支持他們的遠程工作人員。通過 Falcon 零信任以及更多模塊進行擴展，Bank Leumi 正在利用 Falcon 平台和單代理架構提供的廣泛功能來保護其關鍵基礎設施。

Our outstanding performance in the enterprise sector was complemented by our strength with mid-market and SMB customers as reflected in our net new customer growth rate, which accelerated in the quarter. In addition to investing in our best-in-class sales team, a key pillar of our strategy to efficiently grow our market share and leadership is to expand our routes to market through our partner ecosystem, trial-to-pay platform, and CrowdStrike store. We are seeing our investments in these areas over the past few years to deliver meaningful results. In fiscal 2021, we gained significant leverage from our partners, growing our partnership count by 85% worldwide and doubling our partner-sourced transactions. Our partnership with AWS is a standout with both partner-influenced deals and transactions fulfilled through the AWS Marketplace growing significantly throughout the year. In fiscal 2021, ending ARR transacted through the AWS Marketplace grew 650% over the last year, and transaction volume grew over 300%. We are also seeing positive momentum from our new alliance with EY, which is already influencing multiple deals as their clients look for modern cloud-native security to enable their digital transformation plans.

我們在企業領域的出色表現與我們在中型市場和中小企業客戶方面的實力相輔相成，這反映在我們的淨新客戶增長率在本季度加速。除了投資於我們一流的銷售團隊之外，我們有效增加市場份額和領導力的戰略的一個關鍵支柱是通過我們的合作夥伴生態系統、試用支付平台和 CrowdStrike 商店擴展我們的市場路線.我們看到過去幾年我們在這些領域的投資取得了有意義的成果。在 2021 財年，我們從合作夥伴那裡獲得了巨大的影響力，使我們在全球範圍內的合作夥伴數量增加了 85%，並且我們的合作夥伴採購交易增加了一倍。我們與 AWS 的合作非常出色，受合作夥伴影響的交易和通過 AWS Marketplace 完成的交易在全年都顯著增長。 2021 財年，通過 AWS Marketplace 交易的期末 ARR 比去年增長了 650%，交易量增長了 300% 以上。我們還從與安永的新聯盟中看到了積極的勢頭，隨著他們的客戶尋求現代云原生安全性來實現他們的數字化轉型計劃，該聯盟已經影響了多項交易。

Adversaries do not draw much of a distinction between targeting data on an end point versus a cloud environment, and neither should organizations. We operate and protect one of the largest clouds, our security cloud, and we naturally incorporate all this experience into our products. We have been investing and innovating in this area for a number of years, and as a result are also driving momentum with customers. Building on the cloud workload module we announced last year, we recently expanded the capabilities to provide customers greater control and visibility from build to run time. The Falcon Cloud Workload Protection module now has the ability to secure applications with the new Falcon container sensor that is uniquely designed to run as an unprivileged container in a pod. This brings broad support to container runtime security even in managed container environments such as AWS Fargate, where the customer cannot run a Kernel mode sensor. And one of the new capabilities in Falcon Horizon, our Cloud Security Posture Management solution, now provides end-to-end visibility to Azure AD. This is an important tool to quickly identify privileged permissions and misconfigurations in Azure AD, which is notoriously difficult to administer and protect. Securing this threat vector can help limit attacks like SUNBURST. SUNBURST highlights the urgent need for organizations to modernize and transform their security. It should serve as a wake-up call to organizations that rely on legacy technology, because legacy tech is no match for today's adversaries. While it is challenging to measure specific pipeline effects events like SUNBURST may have, we do not believe it was a significant contributor to our strong Q4 results. We do believe it has raised awareness at the Board level and will serve as an additional tailwind to the industry over the long term. Furthermore, we are seeing a crisis of trust within the Microsoft customer base driven by SUNBURST and their more recent zero-day vulnerabilities in Exchange that has been reported to affect 250,000 customers worldwide. Customers are looking to derisk their security architecture by choosing an alternative vendor to Microsoft.

對手並沒有在端點上的目標數據與雲環境之間做出太大的區分，組織也不應該如此。我們運營和保護最大的雲之一，即我們的安全雲，我們自然地將所有這些經驗融入到我們的產品中。多年來，我們一直在這一領域進行投資和創新，因此也推動了客戶的發展勢頭。基於我們去年宣布的雲工作負載模塊，我們最近擴展了功能，為客戶提供從構建到運行時的更大控制和可見性。 Falcon Cloud Workload Protection 模塊現在能夠使用新的 Falcon 容器傳感器保護應用程序，該傳感器經過獨特設計，可作為 pod 中的非特權容器運行。這為容器運行時安全性帶來了廣泛的支持，即使在 AWS Fargate 等客戶無法運行內核模式傳感器的託管容器環境中也是如此。 Falcon Horizon 的一項新功能是我們的雲安全態勢管理解決方案，現在可以提供對 Azure AD 的端到端可見性。這是快速識別 Azure AD 中的特權權限和錯誤配置的重要工具，眾所周知，Azure AD 很難管理和保護。保護此威脅向量有助於限制 SUNBURST 等攻擊。 SUNBURST 強調了組織對其安全性進行現代化改造和轉型的迫切需要。它應該為依賴傳統技術的組織敲響警鐘，因為傳統技術無法與當今的對手匹敵。雖然衡量像 SUNBURST 這樣的特定管道影響事件可能具有的挑戰性，但我們認為它不是我們強勁的第四季度業績的重要貢獻者。我們確實相信它已經提高了董事會層面的意識，並將在長期內為該行業提供額外的推動力。此外，我們看到了由 SUNBURST 及其最近的 Exchange 中的零日漏洞驅動的 Microsoft 客戶群中的信任危機，據報導影響全球 250,000 名客戶。客戶希望通過選擇 Microsoft 的替代供應商來降低其安全架構的風險。

Additionally, following the SUNBURST campaign, we have seen customers become increasingly concerned about protecting their cloud directories such as Azure AD. This is driving interest for identity protection technologies such as our zero trust offerings derived from our acquisition of Preempt.

此外，在 SUNBURST 活動之後，我們看到客戶越來越關注保護他們的雲目錄，例如 Azure AD。這推動了對身份保護技術的興趣，例如我們通過收購 Preempt 獲得的零信任產品。

As I communicated to the Senate Intelligence Committee last month, SUNBURST further highlights the importance of a zero trust posture. Organizations need to incorporate new security protections focused on authentication in order to significantly reduce or prevent lateral movement and privilege escalation during a compromise.

正如我上個月與參議院情報委員會溝通的那樣，SUNBURST 進一步強調了零信任姿態的重要性。組織需要結合以身份驗證為重點的新安全保護措施，以顯著減少或防止入侵期間的橫向移動和特權升級。

With Preempt Security, CrowdStrike is leading the charge in delivering a zero trust solution focused on end points and workloads. We believe combining workload security with identity protection is foundational for establishing true zero trust environments. Preempt expands CrowdStrike's zero trust capabilities and incorporates critical identity behavior data and analysis to help customers fortify their defenses and prevent identity-based attacks and insider threats. Our initial phase of integration of Preempt is on track and targeted for the end of Q1, and we are very encouraged by initial customer response engagement. We believe CrowdStrike has the opportunity to be a key beneficiary as companies look to transform and bolster their security defenses in order to stay ahead of adversary advancements.

憑藉 Preempt Security，CrowdStrike 在提供專注於端點和工作負載的零信任解決方案方面處於領先地位。我們相信將工作負載安全與身份保護相結合是建立真正的零信任環境的基礎。 Preempt 擴展了 CrowdStrike 的零信任功能，並結合了關鍵的身份行為數據和分析，以幫助客戶加強防禦並防止基於身份的攻擊和內部威脅。我們對 Preempt 的初始集成階段正在按計劃進行，目標是在第一季度末進行，我們對最初的客戶響應參與感到非常鼓舞。我們相信 CrowdStrike 有機會成為關鍵受益者，因為公司希望轉變和加強其安全防禦以保持領先於對手的進步。

We believe our pole position in the market is further strengthened with Humio, a leading provider of high-performance cloud log management and observability technology that we acquired several weeks ago. Whether you're looking to secure traditional end points or cloud workloads, visibility and data are vital. Security efficacy is directly related to the quantity and quality of data collected and the ability to analyze it in real time.

我們相信，我們幾週前收購的高性能雲日誌管理和可觀察性技術的領先供應商 Humio 進一步鞏固了我們在市場上的領先地位。無論您是要保護傳統端點還是雲工作負載，可見性和數據都至關重要。安全效能與收集的數據的數量和質量以及實時分析數據的能力直接相關。

As a pioneer in EDR, we have spent the last decade building upon rich end point data by adding more network visibility and telemetry from all workloads regardless if they are on-premise, in the cloud or deployed in container. All the data we collect is stored in one place, the Threat Graph, where it's analyzed across our entire customer base, providing real-time protection and community immunity. By streaming the telemetry to the cloud with our proprietary smart filtering technology, we believe we have a fundamental time and performance advantage over most vendors. Today, Threat Graph processes over 5 trillion security-related events per week.

作為 EDR 的先驅，我們在過去十年中通過增加來自所有工作負載的更多網絡可見性和遙測來構建豐富的端點數據，無論它們是在本地、雲端還是部署在容器中。我們收集的所有數據都存儲在一個地方，即威脅圖，在那裡對我們的整個客戶群進行分析，提供實時保護和社區免疫。通過使用我們專有的智能過濾技術將遙測數據流式傳輸到雲端，我們相信與大多數供應商相比，我們擁有基本的時間和性能優勢。如今，Threat Graph 每周處理超過 5 萬億個安全相關事件。

With Humio, we are now redefining next-gen XDR through a platform that spans end points, identities, applications, the network edge and the cloud, CrowdStrike is building a unified data layer to power the next generation of enterprise security and IT. Humio provides us the ability to expand our data lake and to solve more security and nonsecurity use cases in real time. I can't emphasize enough the power of index-free data ingestion when applied to security use cases, as it allows us to query the data in real time as it's being ingested.

借助 Humio，我們現在正在通過一個跨越端點、身份、應用程序、網絡邊緣和雲的平台重新定義下一代 XDR，CrowdStrike 正在構建一個統一的數據層，以支持下一代企業安全和 IT。 Humio 為我們提供了擴展數據湖並實時解決更多安全和非安全用例的能力。當應用於安全用例時，我無法充分強調無索引數據攝取的強大功能，因為它允許我們在攝取數據時實時查詢數據。

Additionally, Humio's capabilities will be built into the fabric of our Falcon OverWatch, complete and threat intelligence modules as well as our professional services offerings, providing CrowdStrike with a greater time advantage over the competition and the adversary.

此外，Humio 的功能將內置到我們的 Falcon OverWatch、完整和威脅情報模塊以及我們的專業服務產品的結構中，為 CrowdStrike 提供比競爭對手和對手更大的時間優勢。

We believe that combining Humio's data ingestion and analysis engine with the CrowdStrike agent technology which provides OS- and application process-level telemetry, introspection capabilities and smart filtering, will create a powerful data platform with a new level of speed and efficiency. This can be transformative and provide a fundamental advantage that has the potential to disrupt the log management and observability markets.

我們相信，將 Humio 的數據攝取和分析引擎與提供操作系統和應用程序進程級遙測、內省功能和智能過濾的 CrowdStrike 代理技術相結合，將創建一個速度和效率更高的強大數據平台。這可以是變革性的，並提供有可能破壞日誌管理和可觀察性市場的基本優勢。

Humio builds on the momentum we have already achieved with Falcon Spotlight and Falcon Discover to grow our total addressable market by solving broader use cases outside of traditional security. On day 1, Humio broadens our reach into the log management market. This market alone is forecasted to be $4.9 billion in 2023 based upon IDC estimates. And that does not include any potential adjacencies, such as the massive observability market.

Humio 建立在我們已經通過 Falcon Spotlight 和 Falcon Discover 實現的勢頭的基礎上，通過解決傳統安全之外的更廣泛用例來擴大我們的整體潛在市場。第一天，Humio 將我們的業務範圍擴大到日誌管理市場。根據 IDC 的估計，僅這個市場在 2023 年就預計將達到 49 億美元。這不包括任何潛在的鄰接，例如龐大的可觀察性市場。

Looking forward, we have even greater plans for this new CrowdStrike business unit. While it will take some time and investment to deliver this powerful combination to the market, we believe it has the potential to open up massive new TAM for CrowdStrike, provide a runway for growth well into the future, and ultimately create another line of business on par with our security business. As you can probably tell, we are very excited about the future opportunities and prospects Humio brings to CrowdStrike and are thrilled to welcome the team on board.

展望未來，我們對這個新的 CrowdStrike 業務部門有更大的計劃。雖然將這種強大的組合推向市場需要一些時間和投資，但我們相信它有潛力為 CrowdStrike 開闢大規模的新 TAM，為未來的增長提供一條跑道，並最終在與我們的安全業務相提並論。正如您可能知道的那樣，我們對 Humio 為 CrowdStrike 帶來的未來機會和前景感到非常興奮，並很高興歡迎團隊加入。

Before turning the call over to Burt, I would like to take this opportunity to specifically applaud the outstanding work of our professional services team, which resulted in a record quarter. These outstanding professionals are widely respected across the industry as one of 2 elite forensic expert teams in the market. Our team of defenders are laser-focused on helping organizations survive a breach and prepare for the next attack. After being engaged by SolarWinds to investigate the SUNBURST attack, this team rolled up their sleeves and worked tirelessly to protect customers in a dynamic threat environment. Shortly thereafter, our services team released the CrowdStrike Reporting Tool for Azure, a free community tool to help other organizations quickly and easily review excessive permissions in their Azure AD environments, determine configuration weaknesses and mitigate risk. We share the intelligence and learnings we derive from our incident response work with our engineering, product intelligence, OverWatch and complete teams, further enhancing our ability to protect our entire customer base. We believe this is another factor that provides CrowdStrike a unique advantage over the adversaries and the competition.

在將電話轉給 Burt 之前，我想藉此機會特別讚揚我們專業服務團隊的出色工作，他們創造了一個創紀錄的季度。這些優秀的專業人士作為市場上2個精英法醫專家團隊之一，在整個行業中廣受推崇。我們的防御者團隊專注於幫助組織在漏洞中倖存下來並為下一次攻擊做好準備。在被 SolarWinds 委託調查 SUNBURST 攻擊後，該團隊捲起袖子，不知疲倦地工作，在動態威脅環境中保護客戶。此後不久，我們的服務團隊發布了適用於 Azure 的 CrowdStrike 報告工具，這是一個免費的社區工具，可幫助其他組織快速輕鬆地審查其 Azure AD 環境中的過多權限，確定配置弱點並降低風險。我們與我們的工程、產品智能、OverWatch 和完整的團隊分享我們從事件響應工作中獲得的情報和學習，進一步增強我們保護整個客戶群的能力。我們相信這是使 CrowdStrike 在對手和競爭對手中具有獨特優勢的另一個因素。

In closing, as you can see from the exceptional results we reported today, our Falcon platform is increasingly recognized as a mainstream market choice for enterprises of all sizes around the world. We believe we are still in the early innings of our growth journey. CrowdStrike is positioned to continue our momentum and further expand our leadership as we build on our success, expand our platform capabilities and extend our reach into new and adjacent markets.

最後，正如您從我們今天報告的出色結果中看到的那樣，我們的 Falcon 平台越來越被認為是全球各種規模企業的主流市場選擇。我們相信我們仍處於增長之旅的早期階段。 CrowdStrike 的定位是繼續我們的勢頭並進一步擴大我們的領導地位，因為我們在成功的基礎上再接再厲，擴大我們的平台能力，並將我們的影響力擴展到新的和鄰近的市場。

With that, I will turn the call over to Burt.

有了這個，我會把電話轉給伯特。

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，否則我今天講話中提到的收入以外的所有數字都是非公認會計原則。

We delivered another outstanding quarter and fiscal year. Our record performance highlights our continued exceptional execution and ability to rapidly scale our business, while at the same time maintaining best-in-class operations.

我們又交付了一個出色的季度和財政年度。我們創紀錄的業績突顯了我們持續卓越的執行力和快速擴展業務的能力，同時保持一流的運營。

In fiscal year 2021, we delivered 82% revenue growth, 7% operating margin, and $293 million in free cash flow or 33% of revenue. We are exiting the year with a record fourth quarter, which includes record subscription gross margin at the high end of our target model and record free cash flow of $97 million.

在 2021 財年，我們實現了 82% 的收入增長、7% 的營業利潤率和 2.93 億美元的自由現金流或收入的 33%。我們以創紀錄的第四季度結束了今年，其中包括我們目標模型高端的創紀錄訂閱毛利率和創紀錄的 9700 萬美元的自由現金流。

In the fourth quarter, we saw broad-based demand and strength in multiple areas of the business with multiple large deals, none being outsized. Similar to last quarter, demand for our solutions was well balanced between new customers and expansion business and between large enterprises and mid-market and smaller accounts. We once again ended the quarter with a record pipeline, which we believe indicates a strong foundation for future growth.

在第四季度，我們在多個業務領域看到了廣泛的需求和實力，有多個大宗交易，沒有一個是超大交易。與上一季度類似，新客戶與擴展業務之間以及大型企業與中型市場和小型客戶之間對我們解決方案的需求得到了很好的平衡。我們再次以創紀錄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 fourth quarter, we delivered 75% ARR growth year-over-year to reach $1.05 billion. Rapid new customer acquisition as well as expansion business within existing customers drove substantial growth in the quarter, once again resulting in another quarter of record net new ARR, which came in at $142.7 million. Excluding the acquired net new ARR reported in Q3, net new ARR grew approximately 30% quarter-over-quarter, which is an increase from the trend we saw last year.

第四季度，我們實現了 75% 的 ARR 同比增長，達到 10.5 億美元。新客戶的快速獲取以及現有客戶業務的擴張推動了本季度的大幅增長，再次創造了另一個創紀錄的淨新 ARR，達到 1.427 億美元。不包括第三季度報告的收購淨新 ARR，淨新 ARR 環比增長約 30%，這比我們去年看到的趨勢有所增加。

We continue to be very pleased with the success of our land-and-expand strategy. Our gross retention rate remains high and best in class at 98% at year-end. Our dollar-based net retention rate exceeded the 120% benchmark throughout the year. Net retention increased to 125% as of the end of FY '21, up from 124% at the end of FY '20. For the interim FY '21 quarters, net retention was 128% in Q3, 131% in Q2 and 126% in Q1.

我們繼續對我們的土地和擴張戰略的成功感到非常高興。我們的總保留率在年底保持在 98% 的高水平和一流水平。我們以美元為基礎的淨保留率全年超過了 120% 的基準。截至 21 財年末，淨留存率從 20 財年末的 124% 增加到 125%。在 21 財年中期，第三季度的淨留存率為 128%，第二季度為 131%，第一季度為 126%。

Moving to the P&L. Total revenue grew 74% over Q4 of last year to reach $264.9 million. Subscription revenue grew 77% over Q4 of last year to reach $244.7 million. Professional service revenue was $20.3 million, setting a new record for the second consecutive quarter and representing 49% year-over-year growth. In addition to providing valuable breach remediation and forensic services to organizations around the world, our professional services are a strong lead generation engine for the Falcon platform. Among organizations who first became a professional services customer after February 1, 2019, the average subscription ARR derived for every $1 spent on initial incident response or proactive service engagement grew to $5.51. This is up significantly when compared to $3.73 reported last year.

轉到損益表。總收入比去年第四季度增長 74%，達到 2.649 億美元。訂閱收入比去年第四季度增長 77%，達到 2.447 億美元。專業服務收入為 2030 萬美元，連續第二個季度創下新紀錄，同比增長 49%。除了為世界各地的組織提供有價值的違規補救和取證服務外，我們的專業服務還是 Falcon 平台的強大潛在客戶生成引擎。在 2019 年 2 月 1 日之後首次成為專業服務客戶的組織中，用於初始事件響應或主動服務參與的每 1 美元的平均訂閱 ARR 增長到 5.51 美元。與去年報告的 3.73 美元相比，這一數字顯著上升。

In terms of our geographic performance in Q4, we continue to see strong growth in the U.S. as well as international markets. Approximately 71% of fourth quarter revenue was derived from customers in the U.S.; 14% from Europe, Middle East and Africa markets; 10% from Asia Pacific; and 5% from other markets. Growing our international business is a key component to our plan to sustain growth over the long term. We were pleased to see our investments in these markets deliver in fiscal 2021, with EMEA posting 84% growth and APAC revenue more than doubling at 113% over last year.

就我們第四季度的地域表現而言，我們繼續看到美國和國際市場的強勁增長。第四季度約 71% 的收入來自美國客戶； 14% 來自歐洲、中東和非洲市場； 10% 來自亞太地區； 5% 來自其他市場。發展我們的國際業務是我們長期保持增長計劃的關鍵組成部分。我們很高興看到我們在這些市場的投資在 2021 財年交付，歐洲、中東和非洲地區實現了 84% 的增長，亞太地區的收入比去年增長了一倍多，達到 113%。

We remain focused on building a long-term business with sustainable growth and compelling margins. In Q4, we recognized significant operating leverage in our SaaS model and the benefits of scale even as we increased investments in our global reach and cloud platform.

我們仍然專注於建立具有可持續增長和可觀利潤的長期業務。在第四季度，即使我們增加了對全球影響力和雲平台的投資，我們也認識到我們的 SaaS 模式具有顯著的運營槓桿作用和規模優勢。

Fourth quarter non-GAAP gross margin improved to a record 77%, a 380 basis point increase from Q4 of last year. Our non-GAAP subscription gross margin increased to 80% compared with 77% in Q4 of last year. Subscription gross margin reached the high end of our target range, reinforcing the business advantage of our "collect data once and reuse many times" strategy.

第四季度非美國通用會計準則毛利率提高到創紀錄的 77%，比去年第四季度增加 380 個基點。我們的非 GAAP 訂閱毛利率從去年第四季度的 77% 增加到 80%。訂閱毛利率達到我們目標範圍的高端，強化了我們“一次收集數據，多次重複使用”戰略的業務優勢。

Total non-GAAP operating expenses in the fourth quarter were $170.3 million or 64% of revenue versus $118.4 million last year or 78% of revenue. We continued investing aggressively in our business during the quarter. Scaling our business efficiently remains a top priority, which is why we intensely focus on our unit economics, including Magic Number. In Q4, we ended with a Magic Number of 1.3, which remains very high. We attribute this to our frictionless go-to-market engine, including our digital lead generation and self-service e-commerce capabilities, and while to a lesser degree, some benefit from reduced travel due to COVID-19 restrictions.

第四季度非美國通用會計準則運營費用總額為 1.703 億美元，佔收入的 64%，而去年為 1.184 億美元，佔收入的 78%。我們在本季度繼續積極投資於我們的業務。有效地擴展我們的業務仍然是重中之重，這就是為什麼我們非常關注我們的單位經濟，包括幻數。在第四季度，我們以 1.3 的幻數結束，這仍然非常高。我們將此歸因於我們的無摩擦進入市場引擎，包括我們的數字潛在客戶生成和自助電子商務功能，雖然在較小程度上，由於 COVID-19 限制，一些人受益於旅行減少。

We drove strong leverage in the quarter and fiscal year. For FY '21, total operating expenses as a percentage of revenue improved by 17 percentage points with both R&D and G&A within our target operating model. The leverage we generated this year demonstrates the efficiency in our model and enables us to step up investments in new technologies, new international geographies and other marketing programs as well as continue to hire aggressively. We believe this will lead to sustained growth over the long term. We look forward to sharing additional details about our model on our next investor webinar scheduled for April 8.

我們在本季度和財年推動了強大的槓桿作用。對於 21 財年，在我們的目標運營模式內，研發和 G&A 的總運營費用佔收入的百分比提高了 17 個百分點。我們今年產生的影響力證明了我們模式的效率，使我們能夠加大對新技術、新國際地區和其他營銷計劃的投資，並繼續積極招聘。我們相信這將導致長期的持續增長。我們期待在定於 4 月 8 日舉行的下一次投資者網絡研討會上分享有關我們模型的更多細節。

Fourth quarter non-GAAP operating income was a record $34.4 million, and operating margin improved 17 percentage points over Q4 of last year to reach 13%. Q4 represents our ninth consecutive quarter of improving non-GAAP operating performance on both a dollar and margin basis.

第四季度非美國通用會計準則營業收入達到創紀錄的 3440 萬美元，營業利潤率比去年第四季度提高 17 個百分點，達到 13%。第四季度是我們連續第九個季度在美元和利潤率基礎上改善非公認會計原則的經營業績。

Non-GAAP net income in Q4 was $31.2 million or $0.13 on a diluted per share basis. Our weighted average common shares used to calculate fourth quarter non-GAAP EPS was on a diluted basis and totaled 236.7 million shares. This brings our non-GAAP net income for fiscal 2021 to $62.6 million or $0.27 on a per share diluted basis using 234.4 million shares.

第四季度非美國通用會計準則淨收入為 3120 萬美元或每股攤薄後 0.13 美元。我們用於計算第四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 2.367 億股。這使我們在 2021 財年的非公認會計原則淨收入達到 6260 萬美元或每股 0.27 美元，使用 2.344 億股稀釋後的每股收益。

We ended the fourth quarter with a strong balance sheet. Cash and cash equivalents totaled approximately $1.9 billion. Our cash balance reflects approximately $740 million in net proceeds from the $750 million senior unsecured notes issued in January. We also expanded our revolving credit facility to $750 million, providing CrowdStrike access to additional capital without diluting our shareholders. Cash flow from operations in the fourth quarter grew to $114.5 million, and free cash flow increased to $97.4 million, setting new records for both measures.

我們以強勁的資產負債表結束了第四季度。現金和現金等價物總計約 19 億美元。我們的現金餘額反映了 1 月份發行的 7.5 億美元高級無抵押票據的約 7.4 億美元淨收益。我們還將循環信貸額度擴大到 7.5 億美元，為 CrowdStrike 提供了獲得額外資金的途徑，而不會稀釋我們的股東。第四季度運營現金流增至 1.145 億美元，自由現金流增至 9740 萬美元，兩項指標均創下新紀錄。

Before we move to our guidance, I would like to make a few modeling notes. With respect to net new ARR, as is typical for software companies and similar to last year, we expect to see seasonality as we move from Q4 to Q1. Our guidance includes the impact of our recent acquisition of Humio, which closed on March 5, 2021. We currently expect the acquired net new ARR contribution from Humio to be approximately $2 million in the first quarter.

在我們轉向我們的指導之前，我想做一些建模筆記。關於淨新 ARR，這是軟件公司的典型情況，與去年類似，我們預計從第四季度到第一季度會出現季節性變化。我們的指導包括我們最近收購 Humio 的影響，該收購於 2021 年 3 月 5 日結束。我們目前預計第一季度從 Humio 獲得的淨新 ARR 貢獻約為 200 萬美元。

We funded the cash portion of the Humio acquisition with cash on hand. The $352 million cash payment, net of cash acquired, will be reflected in our Q1 FY '22 cash balance.

我們用手頭現金為收購 Humio 的現金部分提供資金。 3.52 億美元的現金支付（扣除獲得的現金）將反映在我們 22 財年第一季度的現金餘額中。

We expect interest expense and fees from the issuance of $750 million in senior unsecured notes and the $750 million undrawn credit facility combined to be approximately $22.6 million per year, excluding amortization of debt issuance costs and discount.

我們預計發行 7.5 億美元高級無抵押票據和 7.5 億美元未提取信貸額度的利息支出和費用合計約為每年 2260 萬美元，不包括債務發行成本的攤銷和貼現。

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

轉向我們的指導。我們繼續對我們的產品需求、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。

For the first quarter of FY '22, we expect total revenue to be in the range of $287.8 million to $292.1 million, reflecting a year-over-year growth rate of 62% to 64%, with subscription revenue being the dominant driver of growth.

對於 22 財年第一季度，我們預計總收入將在 2.878 億美元至 2.921 億美元之間，同比增長 62% 至 64%，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 $18.5 million to $21.7 million and non-GAAP net income to be in the range of $10.8 million to $13.9 million. We expect diluted non-GAAP net income per share to be in the range of $0.05 and $0.06, utilizing a weighted average share count of 238 million shares.

我們預計非 GAAP 運營收入將在 1850 萬美元至 2170 萬美元之間，非 GAAP 淨收入將在 1080 萬美元至 1390 萬美元之間。我們預計攤薄後的非公認會計原則每股淨收益將在 0.05 美元至 0.06 美元之間，加權平均股數為 2.38 億股。

For the full fiscal year 2022, we currently expect total revenue to be in the range of $1,310.4 million to $1,320.7 million, reflecting a growth rate of 50% to 51% over the prior fiscal year. Non-GAAP income from operations is expected to be between $94.8 million and $102.5 million. We expect fiscal 2022 non-GAAP net income to be between $63.8 million and $71.4 million. Utilizing weighted average shares used in computing diluted non-GAAP net income per share of 240 million, we expect non-GAAP net income per share to be in the range of $0.27 to $0.30. The midpoint of our non-GAAP EPS guidance includes approximately $0.08 per share in added operating expense for Humio and $0.09 per share in added interest expense for the debt we previously discussed.

對於整個 2022 財年，我們目前預計總收入將在 13.104 億美元至 13.207 億美元之間，比上一財年增長 50% 至 51%。非公認會計原則的運營收入預計在 9480 萬美元至 1.025 億美元之間。我們預計 2022 財年非 GAAP 淨收入將在 6380 萬美元至 7140 萬美元之間。利用用於計算稀釋後的非公認會計原則每股淨收益的加權平均股份為 2.4 億美元，我們預計非公認會計原則的每股淨收益將在 0.27 美元至 0.30 美元之間。我們的非公認會計原則每股收益指導的中點包括每股約 0.08 美元的 Humio 增加運營費用和我們之前討論的債務增加的每股 0.09 美元的利息費用。

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 with Barclays.

（操作員說明）我們的第一個問題來自巴克萊銀行的 Saket Kalia。

A lot to sort of run through, but George, maybe I'll zero in on the public cloud and Falcon Horizon. The question is as customers take a look at Falcon Horizon and your other security tools for the public cloud, can you just talk about how much you're able to cross-sell those into your existing customer base? And maybe how your conversations, understanding it's early, with new customers are trending around Falcon Horizon and the other public cloud security tools.

有很多事情要經過，但喬治，也許我會在公共雲和 Falcon Horizon 上歸零。問題是當客戶查看 Falcon Horizon 和您的其他公共雲安全工具時，您能否談談您能夠將這些工具交叉銷售到現有客戶群中的程度？也許你的對話，了解它是早期的，與新客戶的對話是如何圍繞 Falcon Horizon 和其他公共雲安全工具進行的。

Sure. Thanks, Saket. Yes, obviously if you look at our model, we've done a great job of being able to cross-sell our technologies. And when you look at Horizon, it's a perfect opportunity for us to cross-sell into those cloud workloads, which as we've pointed out, are increasingly becoming more and more important for all the companies as they digitally transform.

當然。謝謝，薩凱特。是的，很明顯，如果你看看我們的模型，我們在交叉銷售我們的技術方面做得很好。當您查看 Horizon 時，這是我們交叉銷售這些雲工作負載的絕佳機會，正如我們所指出的，隨著所有公司的數字化轉型，這些工作負載對所有公司來說變得越來越重要。

We've gotten tremendous feedback so far. Obviously still early days on Horizon, but again that's something that we had built for ourselves over many years. So while it's new to the market, it's been a proven technology. And it's been very well received so far by our customers, and we've gotten some nice traction with it.

到目前為止，我們已經收到了巨大的反饋。顯然，Horizon 還處於早期階段，但這也是我們多年來為自己打造的東西。因此，雖然它對市場來說是新事物，但它已成為一項經過驗證的技術。到目前為止，我們的客戶非常歡迎它，並且我們已經獲得了一些不錯的牽引力。

So we also pointed out some additional updates in the Linux modules where we can run in a Fargate environment as an example. So overall, very strong offering in the cloud workload, runtime protection and visibility space, and we continue to build that out and we'll continue to build that out over time.

因此，我們還指出了可以在 Fargate 環境中運行的 Linux 模塊中的一些額外更新作為示例。因此，總體而言，在雲工作負載、運行時保護和可見性空間方面提供了非常強大的產品，我們將繼續構建它，並且隨著時間的推移我們將繼續構建它。

Got it. That's really helpful.

知道了。這真的很有幫助。

Burt, maybe for you for my follow-up, understanding we don't guide to ARR for next year, maybe one component of that, that I wanted to zero in on is that ARR per customer. Obviously, a tough metric to forecast because there are just so many different drivers inside of it.

Burt，也許是為了我的後續行動，了解我們不會在明年指導 ARR，也許其中一個組成部分，我想歸零的是每個客戶的 ARR。顯然，這是一個難以預測的指標，因為其中有太多不同的驅動因素。

But as you look forward just broad brush, how do you think about that ARR per customer sort of trending in fiscal '22? And what are going to be some of the puts and takes to that?

但是，當您向前看時，您如何看待 22 財年每個客戶的 ARR 趨勢？什麼將是一些看跌期權？

Saket, great question, great to hear your voice. So when we think about ARR per customer, you can see that there's a mix shift that is happening. I mean that's evidenced by the accelerated growth we saw in net new logos, and that was really driven by the mid-market and SMB space.

Saket，很好的問題，很高興聽到你的聲音。因此，當我們考慮每位客戶的 ARR 時，您會看到正在發生混合轉變。我的意思是，我們在淨新標識中看到的加速增長證明了這一點，這實際上是由中型市場和 SMB 空間推動的。

And as a reminder, when you think about our ARR per customer across the board, accounts are expanding, and that's evidenced by our 125% net retention rate. And then finally when you think about the overall success of our net new logos and the velocity that we're seeing with respect to our net new logos, you're seeing that we're able to sell to customers large and small. This is very hard to do. And getting great satisfaction from our customers we're -- across the board is something that we absolutely strive to.

提醒一下，當您全面考慮我們每位客戶的 ARR 時，賬戶正在擴大，我們 125% 的淨保留率證明了這一點。最後，當您考慮我們的網絡新徽標的整體成功以及我們看到的網絡新徽標的速度時，您會看到我們能夠向大大小小的客戶銷售產品。這很難做到。並且從我們的客戶那裡獲得極大的滿意度——全面是我們絕對努力的目標。

So there are a lot of different dynamics that go into that equation. You've got the velocity from the smaller mid-market folks in terms of the volume of new logos, but you're also seeing us still be able to land those bigger deals. So excited about the opportunity and certainly excited about our expansion opportunities.

所以這個方程中有很多不同的動態。就新徽標的數量而言，您已經從較小的中型市場人士那裡獲得了速度，但您也看到我們仍然能夠達成那些更大的交易。對這個機會感到非常興奮，當然也對我們的擴張機會感到興奮。

Our next question comes from Sterling Auty with JPMorgan.

我們的下一個問題來自摩根大通的 Sterling Auty。

Appreciate the disclosure on the sales through AWS, but I'm just wondering if you can, either quantitatively or qualitatively, give us a sense of what percent of the net new ARR in the quarter or even the year actually came from protecting cloud workloads? Just so we can get a sense of that use case for end point versus traditional ones.

感謝有關通過 AWS 進行銷售的披露，但我只是想知道您是否可以在數量或質量上讓我們了解本季度甚至一年中淨新 ARR 的百分之幾實際上來自保護雲工作負載？這樣我們就可以了解端點與傳統用例的用例。

Sterling, it's Burt, still -- very, very good question. So remember I think that, first of all, we feel that it was a strong quarter through AWS marketplace. I think it's growing into a really meaningful number.

Sterling，是 Burt，仍然——非常非常好的問題。所以請記住，我認為，首先，我們認為這是 AWS 市場表現強勁的一個季度。我認為它正在成長為一個非常有意義的數字。

I think that one of the things you want to really put into perspective is that we're probably one of the most transaction-ed ISVs on the marketplace. And I think the key is that we're seeing good pull for our new cloud modules.

我認為您要真正考慮的一件事是，我們可能是市場上交易最多的 ISV 之一。我認為關鍵是我們看到了對新雲模塊的良好拉動。

George talked about how many containers we secure, and it's a big number. And I think that when you combine that with almost more than 20% of our servers we protect are in the cloud, I think that you're starting to put the picture together.

George 談到了我們保護了多少容器，這是一個很大的數字。而且我認為，當您將其與我們保護的近 20% 的服務器都在雲中結合起來時，我認為您開始將圖片放在一起。

The better news is that we still have the greenfield opportunity with respect to protecting cloud workloads. And we're really, really ahead of anybody else that's out there in the marketplace. The marketplace is really a great vehicle for transacting business with both large and small customers.

更好的消息是，在保護雲工作負載方面，我們仍然擁有新的機會。我們真的，真的領先於市場上的任何其他人。市場確實是與大客戶和小客戶進行業務交易的絕佳工具。

And George often talks about the speed in terms of how we close the process with AWS. I think that with respect to their governing contracts or their global contracts, I think that this has been a real advantage for us. If both the buyer and seller agree to this standard contract, that just speeds up the process by 80%.

George 經常談到我們如何使用 AWS 關閉流程方面的速度。我認為就他們的管理合同或全球合同而言，我認為這對我們來說是一個真正的優勢。如果買賣雙方都同意這個標準合同，那隻會將流程加快 80%。

At the end of the day, companies want our tech, and they're buying it through the Marketplace as one avenue. So we see this as -- again, I want to highlight, we see this as a greenfield opportunity for us.

歸根結底，公司想要我們的技術，他們通過市場購買它作為一種途徑。所以我們認為這是 - 我想再次強調，我們認為這對我們來說是一個新的機會。

Got it. Makes sense.

知道了。說得通。

And then just the other question on Humio, George, when you think about XDR, how would you kind of characterize any differences between XDR and SIM? Is this kind of the first step? Or do you see those as the same opportunity? So in other words, are you going to become more of a full-blown SIM provider over time?

然後是關於 Humio 的另一個問題，George，當您考慮 XDR 時，您會如何描述 XDR 和 SIM 之間的任何差異？這是第一步嗎？或者你認為這些是同樣的機會？換句話說，隨著時間的推移，你會成為一個成熟的 SIM 提供商嗎？

Well, I think you have to look at the outcome. The outcome is to find advanced threats. And you don't want to create just bigger needle stacks, right? You want to be able to find those nuggets that are out there. You want to leverage the vast artificial intelligence technologies that we've built.

好吧，我認為你必須看看結果。結果是發現高級威脅。而且您不想創建更大的針堆，對嗎？您希望能夠找到那些存在的掘金。您想利用我們構建的大量人工智能技術。

And we've been, even prior to Humio, I mean we've built a lot of technology, which would be XDR-like in terms of looking at different network flows and connectivities. So we feel really good about the technology. We've looked at just about everything else that's out there, and we were just blown away about how fast the technology works, index-free ingestion and what it's going to bring.

甚至在 Humio 之前，我們就已經構建了很多技術，在查看不同的網絡流和連接性方面，這些技術類似於 XDR。所以我們對這項技術感覺很好。我們已經研究了幾乎所有其他東西，我們只是對技術的運行速度、無索引攝取以及它將帶來什麼感到震驚。

And as I pointed out in the script, it's going to help in multiple areas across the board that I pointed out, even the CrowdStrike Store to pull additional integrations in. So I think it's a real foundational technology for us. You'll hear more about it as we solidify the integration plans, but very excited.

正如我在腳本中指出的那樣，它將在我指出的多個領域提供幫助，甚至是 CrowdStrike 商店也可以引入額外的集成。所以我認為這對我們來說是一項真正的基礎技術。當我們鞏固集成計劃時，您會聽到更多關於它的信息，但非常興奮。

Our next question comes from Fatima Boolani with UBS.

我們的下一個問題來自瑞銀的 Fatima Boolani。

George, maybe I'll start with you just with respect to Humio. You did talk a lot about the revenue opportunity associated with Humio. I'm wondering if you can expand upon the cost/benefit opportunities. And to the extent we can think about CrowdStrike re-platforming the back end on Humio, and if that's a path that you're thinking about as it relates to CapEx, gross margin and just the way you're thinking about your own back-end infrastructure? And then I have a follow-up for Burt, if I may.

喬治，也許我會從你開始談談 Humio。您確實談到了與 Humio 相關的收入機會。我想知道您是否可以擴大成本/收益機會。在某種程度上，我們可以考慮 CrowdStrike 在 Humio 上重新構建後端平台，如果這是您正在考慮的與資本支出、毛利率以及您考慮自己的後端的方式相關的路徑-結束基礎設施？如果可以的話，我會對伯特進行跟進。

Well, certainly, it will be a technology that will be used throughout the CrowdStrike platform. You could see we're at the high end of our range for gross margins. So I think it could be a small impact, but I'll let Burt comment on anything further than that.

好吧，當然，這將是一項將在整個 CrowdStrike 平台上使用的技術。您可以看到我們處於毛利率範圍的高端。所以我認為這可能是一個很小的影響，但我會讓伯特對除此之外的任何事情發表評論。

But overall it's going to be foundational technology for us. Its ability to compress data is without actually having to rehydrate it. So I mean you can search all this information even in a very compressed format, which is very unique in the industry. I think it's certainly going to help across the board, and we'll know more when we get into it.

但總的來說，它將成為我們的基礎技術。它壓縮數據的能力實際上不必重新水化它。所以我的意思是你甚至可以以非常壓縮的格式搜索所有這些信息，這在行業中是非常獨特的。我認為它肯定會全面提供幫助，當我們進入它時我們會知道更多。

Yes, it's a good question, Fatima. I think that to George's point, I mean we're already in a good spot with respect to our subscription gross margin. There's going to be a little help with respect to Humio. And so we do anticipate an opportunity for increased margin expansion due to that, but also due to other things like more modules that we're going to add to our platform and more optimization.

是的，這是個好問題，法蒂瑪。我認為就喬治而言，我的意思是，就訂閱毛利率而言，我們已經處於一個不錯的位置。關於 Humio 會有一點幫助。因此，我們確實預計會因此而增加利潤增長的機會，但也由於其他事情，例如我們將添加到我們的平台和更多優化的更多模塊。

Fair enough. And Burt, since I have you, just with respect to some of the remarks George made around ARR in the script where there might be some spillover into the first fiscal quarter.

很公平。還有伯特，因為我有你，就喬治在劇本中圍繞 ARR 發表的一些評論可能會影響到第一財季。

Can you just reconcile that and some of the large deal momentum you saw in this quarter, versus some of the seasonality expectations that you pointed us towards for fiscal '22? That would be really helpful.

您能否將這一點以及您在本季度看到的一些大筆交易勢頭與您為我們指出的 22 財年的一些季節性預期相協調？那真的很有幫助。

Sure. First, let me comment on seasonality. So I think that we typically see seasonality in our business in ARR. And we saw last year, or similar to last year, we saw a dip from Q4 to Q1. And I think that's going to be the case again.

當然。首先，讓我評論一下季節性。因此，我認為我們通常會在 ARR 中看到我們業務的季節性。我們看到去年或與去年類似，我們看到了從第四季度到第一季度的下降。我認為這種情況會再次發生。

The good news is, again, there were no outsized deals in the quarter. We had a lot of large deals. And so that was beneficial for us when we think about our ability to continue to land many large deals.

好消息是，本季度再次沒有超額交易。我們有很多大筆交易。因此，當我們考慮到我們有能力繼續達成許多大宗交易時，這對我們是有益的。

And some of the things, some of the remarks that George made with respect to ARR going into Q1, that really relates to some of the subscription start dates. So we would still land them in Q4, but the subscription start date would take place in the following quarter, and that happens in every quarter. And we have many, many, many deals that obviously land in the quarter and also start their subscription start date in the quarter as well.

有些事情，George 關於 ARR 進入第一季度的一些評論，確實與一些訂閱開始日期有關。所以我們仍然會在第四季度登陸它們，但訂閱開始日期將在下一個季度進行，並且每個季度都會發生。而且我們有很多很多很多交易顯然在本季度登陸，並且也在本季度開始訂閱開始日期。

And I think that the other thing is it really is dependent on the customer's deployment schedule, right? We're ready to go anytime, right, but we want to make sure that the customer is ready. And so that's why we think about large deals or small deals landing in one quarter, but the subscription start date in another.

而且我認為另一件事是它確實取決於客戶的部署計劃，對嗎？我們隨時準備出發，對，但我們要確保客戶已準備好。這就是為什麼我們認為大交易或小交易在一個季度登陸，而訂閱開始日期在另一個季度。

Our next question comes from Brian Essex with Goldman Sachs.

我們的下一個問題來自高盛的 Brian Essex。

George, I was wondering maybe if you could touch on Humio again a little bit. I guess could they typically see competitively an environment, are they similar to scaler? And/or is this maybe taking their technology and repurposing in a completely different direction than what they were typically, or I guess, strategically aligned for?

喬治，我想知道你是否可以再次接觸一下 Humio。我想他們通常會看到競爭環境嗎，它們類似於縮放器嗎？和/或這可能會採用他們的技術並重新利用與他們通常的方向完全不同的方向，或者我猜，在戰略上對齊？

Well, I think you've got the normal players in the SIM and log management space that are out there that they would consider competitors. With respect to their technology, why it's differentiated, I really did talk about the index-free ingestion, the fact that there's a lot of things that they can do in memory, which is just it's amazingly how efficient the technology is. And when we put it through its paces and hooked it up to our back-end, it handled all the data that we threw at it.

好吧，我認為您在 SIM 和日誌管理領域擁有普通玩家，他們會認為是競爭對手。關於他們的技術，為什麼它的差異化，我確實談到了無索引攝取，事實上他們可以在內存中做很多事情，這就是令人驚訝的技術效率。當我們通過它的步伐並將它連接到我們的後端時，它會處理我們扔給它的所有數據。

So when you look at its flexible architecture and data models, it's different than others where you can operate it from the cloud. You're going to have data in different places, data sovereignty. So I think it gives us a lot of flexibility.

因此，當您查看其靈活的架構和數據模型時，您會發現它與其他可以從雲中操作的不同。你將在不同的地方擁有數據，數據主權。所以我認為它給了我們很大的靈活性。

And then when you combine it with our agent, our agent is more than just a forwarder of data. It's a very intelligent agent that does introspection, the system call analysis, provides information, observability information that can be extremely valuable to IT departments, again outside of security. So when you combine our agent, our smart filtering with their ability at scale to ingest data in real time, we really think it's a winning combination.

然後，當您將它與我們的代理結合使用時，我們的代理不僅僅是數據轉發器。它是一個非常智能的代理，可以進行自省、系統調用分析、提供信息、可觀察性信息，這些信息對 IT 部門來說非常有價值，但又超出了安全範圍。因此，當您將我們的代理、我們的智能過濾與其大規模實時採集數據的能力結合起來時，我們真的認為這是一個成功的組合。

Got it. That's super helpful. And maybe as a follow-up, you mentioned in your prepared remarks a crisis of trust within the Microsoft customer base.

知道了。這非常有幫助。也許作為後續行動，你在準備好的評論中提到了微軟客戶群中的信任危機。

Could you provide a little bit of context around that? I mean is it strictly with regard to end point? Or do you see that across identity management, e-mail with the recent Exchange server attack? I mean how pervasive do you think it is? And how might that affect not just your business, but others across the ecosystem?

你能提供一些關於這個的背景嗎？我的意思是嚴格意義上的終點？或者您是否看到過身份管理、電子郵件與最近的 Exchange 服務器攻擊？我的意思是你認為它有多普遍？這不僅會影響您的業務，還會影響整個生態系統中的其他業務嗎？

I think it's across the board. We're seeing it. We're hearing it from CISOs. We're hearing it from CIOs. Boards are concerned. When you look at the latest breaches around SUNBURST and you look at the Exchange zero-day vulnerabilities, just about every incident response we do involves Microsoft technology.

我認為這是全面的。我們看到了。我們從首席信息安全官那裡聽到了。我們從首席信息官那裡聽到了。董事會感到擔憂。當您查看圍繞 SUNBURST 的最新漏洞和 Exchange 零日漏洞時，我們所做的幾乎所有事件響應都涉及 Microsoft 技術。

So obviously we're focused on being able to protect it, but there's a lot of customers that are looking at this and saying, "Hey, we need to derisk our environment, and we need another provider." The proverbial, "I don't want the fox guarding the henhouse." And I think just over the last couple of months has really highlighted the risk in using sort of a monoculture for both security and operating systems.

所以很明顯，我們專注於保護它，但是有很多客戶看到這個並說，“嘿，我們需要降低我們的環境風險，我們需要另一個供應商。”諺語說：“我不要狐狸看守雞舍。”而且我認為就在過去的幾個月裡，確實突出了在安全和操作系統上使用某種單一文化的風險。

Our next question comes from Andrew Nowinski with D.A. Davidson.

我們的下一個問題來自 Andrew Nowinski 和 D.A.戴維森。

Congrats on the consistently strong execution, which is not easy in this environment. So I wanted to start with a question on a win you mentioned in your prepared remarks at Salesforce. Was the incumbent vendor that you displaced a legacy or a next-gen provider? And why did they select CrowdStrike?

祝賀始終如一的強大執行力，這在這種環境下並不容易。所以我想從一個關於你在 Salesforce 準備好的評論中提到的勝利的問題開始。您取代的現有供應商是傳統供應商還是下一代供應商？他們為什麼選擇 CrowdStrike？

So thanks, Andy. It was a next-gen vendor. One has been making a lot of noise in the investment community. And they chose us because of the scalable platform, low impact, and efficacy.

所以謝謝，安迪。它是下一代供應商。一個人在投資界引起了很大的轟動。他們之所以選擇我們，是因為平台可擴展、影響小、效率高。

And I think that's across the board, that's what we're seeing, whether it's a next-gen vendor or whether it's an incumbent vendor, is the ease of use, time to value is incredible. We've done some massive financial services companies, and it's been the smoothest rollout that they've seen. It just works, and the amount of visibility that we have is it's unbelievable compared to our competitors.

而且我認為這是全面的，這就是我們所看到的，無論是下一代供應商還是現有供應商，易用性，價值實現時間令人難以置信。我們已經完成了一些大型金融服務公司，這是他們所見過的最順利的推出。它只是有效，與我們的競爭對手相比，我們擁有的可見度令人難以置信。

So a lot of things may sound and seem the same, but when you actually get into the technology and the platform, this was built to scale. And we've pioneered a lot of these technologies over time. Others have tried to copy us, but a bad copy is still a copy.

所以很多事情聽起來和看起來都是一樣的，但是當你真正進入技術和平台時，這是為了擴展而構建的。隨著時間的推移，我們已經開創了很多這些技術。其他人試圖複製我們，但糟糕的副本仍然是副本。

Okay. And then maybe just a follow-up as it relates to the legacy vendors that you compete against, I'd imagine the sale of the McAfee enterprise business is a potential churn event for their customers. So just wondering if you could comment on that? And then what inning do you think you're in with regard to taking share from Symantec?

好的。然後可能只是與您競爭的傳統供應商有關的後續行動，我認為 McAfee 企業業務的出售對於他們的客戶來說是一個潛在的流失事件。所以只是想知道你是否可以對此發表評論？那麼你認為你在從賽門鐵克那裡獲得份額方面處於什麼階段？

Well, yes, maybe I'll start with the later one -- the latter one. We still are taking share. Just how the sales tactics work and how the renewals work, it's really a great opportunity for us to continue to take share from Symantec. And I think that sort of play is again we'll continue with McAfee in the enterprise business. And whenever you see a disruption between owners, and particularly if it's a financial sponsor, we believe and I think that's been proven over time, you're not going to see a lot of innovation on the R&D side.

嗯，是的，也許我會從後一個開始——後一個。我們仍在分享。就銷售策略如何運作以及續訂如何運作而言，這確實是我們繼續從賽門鐵克那裡獲得份額的絕佳機會。而且我認為我們將再次在企業業務中繼續使用 McAfee。每當您看到所有者之間的中斷時，特別是如果它是財務贊助商，我們相信並且我認為隨著時間的推移已經證明，您不會在研發方面看到很多創新。

And again, you're starting with an architecture that's just legacy. So there's a lot of work that would have to be done, and we think it's a great opportunity for us to continue to take share in that area.

再一次，你從一個只是遺留的架構開始。所以有很多工作要做，我們認為這是一個很好的機會，讓我們繼續在該領域分享。

(Operator Instructions) Our next question comes from Alex Henderson with Needham.

（操作員說明）我們的下一個問題來自李約瑟的 Alex Henderson。

I wanted to talk a little bit about the metrics around the pipeline. You stated that you saw a record pipeline. I think you're clearly seeing record deal sizes.

我想談談管道周圍的指標。你說你看到了一個創紀錄的管道。我認為您清楚地看到了創紀錄的交易規模。

Can you talk a little bit about some of the metrics around time to close deals? Are you seeing any change in that time line? And what does the time to first upsell look like? And then in that context, as you are now at the end of the year and looking into the new year, can you give us some sense of what your expectations are around the sales staff build to drive that pipeline over the course of the new fiscal year?

你能談談完成交易時間的一些指標嗎？你看到那個時間線有什麼變化嗎？首次追加銷售的時間是什麼樣的？然後在這種情況下，由於您現在正處於年底並展望新的一年，您能否讓我們了解一下您對銷售人員的期望是什麼，以在新財政年度推動該管道年？

Yes. It's George. Thanks for the question.

是的。是喬治。謝謝你的問題。

So we don't normally give the stats out, and candidly it's difficult to give you something that's consistent. You look at an incident response engagement, it could be a week for a massive enterprise deal. You look at some of the other big financial services, it could be 6 months, and everything in between.

所以我們通常不會給出統計數據，坦率地說，很難給你一些一致的東西。您查看事件響應參與，可能需要一周的時間來處理大型企業交易。你看看其他一些大型金融服務，可能是 6 個月，以及介於兩者之間的一切。

So I think what's consistent is that when we get into a proof of value, we're winning it. People are seeing the ease of use. It's super easy to deploy. So we can get it out there very quickly, and that does accelerate the sales cycle.

所以我認為一致的是，當我們獲得價值證明時，我們正在贏得它。人們看到了易用性。它非常容易部署。所以我們可以很快把它拿出來，這確實加快了銷售週期。

I talked about the threat environment being the worst that I've ever seen. And certainly the heightened awareness around that from Boards wanted to make sure they had things locked down.

我談到威脅環境是我見過的最糟糕的環境。當然，董事會對這一點的高度認識希望確保他們將事情鎖定。

So overall, it's very variable, but I think we've done a good job of consistently proving value to our customers, consolidating agents, proving a real ROI. Sometimes, it's a 3- to 6-month payback on our technology as we rip out other technologies that are there.

所以總的來說，這是非常多變的，但我認為我們在持續向客戶證明價值、整合代理、證明真正的投資回報率方面做得很好。有時，當我們淘汰現有的其他技術時，我們的技術需要 3 到 6 個月的時間才能獲得回報。

And in terms of module expansion, as we talked about in the past, we've got in-app trials. We've got a lot of customers trying new modules even if they didn't buy them and then self-selecting, saying, "Hey, I want that." And that obviously makes for very efficient sales model. Burt, anything to add?

在模塊擴展方面，正如我們過去所說，我們有應用內試用。我們有很多客戶嘗試新模塊，即使他們沒有購買，然後自行選擇，說：“嘿，我想要那個。”這顯然是一種非常有效的銷售模式。伯特，有什麼要補充的嗎？

Yes. On your comment about hiring enough salespeople to go after that record pipeline going into the year, so like I've been talking about for a while, Alex, we're constantly looking at our opportunities. And we're going to invest aggressively when we see them. And we clearly see them now.

是的。關於您關於僱用足夠的銷售人員來完成進入這一年的創紀錄管道的評論，所以就像我一直在談論的那樣，亞歷克斯，我們一直在尋找我們的機會。當我們看到它們時，我們將積極投資。我們現在清楚地看到了它們。

Obviously, it's -- we're really happy with our Magic Number at 1.3. But I think we have some room there to continue to aggressively invest in the sales and marketing efforts because we clearly see the opportunity in front of us.

顯然，我們對 1.3 的幻數非常滿意。但我認為我們有一些空間可以繼續積極投資於銷售和營銷工作，因為我們清楚地看到了擺在我們面前的機會。

Our next question comes from Joel Fishbein with Truist.

我們的下一個問題來自 Joel Fishbein 和 Truist。

Congrats again on a phenomenal execution in the quarter. George, for you, I mean I want to highlight on EY. You talked about it a little bit last quarter. System integrators seem to be playing a much bigger role in this digital transformation and security transformation, which you're obviously a large part of.

再次祝賀本季度的出色執行。喬治，對你來說，我的意思是我想強調安永。你在上個季度談到了一點。系統集成商似乎在這種數字化轉型和安全轉型中發揮了更大的作用，而您顯然是其中的一員。

I wanted to see if you would elaborate a little bit on what's happening with the E&Y partnership? And then if we should expect to see other system integrators like that develop go-to-market strategies around CrowdStrike?

我想看看你是否能詳細說明一下安永的合作夥伴關係正在發生什麼？然後，我們是否應該期望看到像這樣的其他系統集成商圍繞 CrowdStrike 制定進入市場的策略？

Thanks, Joel. And I'll start with the latter one. Obviously, we continue to build out the system integrator partnerships. So you'll see more over time.

謝謝，喬爾。我將從後一個開始。顯然，我們將繼續建立系統集成商合作夥伴關係。所以隨著時間的推移，你會看到更多。

When you look specifically at EY, they've been great partners for us. The P&G deal that I called out, great relationships there.

當您特別關注安永時，他們一直是我們的重要合作夥伴。我提出的寶潔交易，那裡的關係很好。

And as you very well know, they're operating at the Board level. They've got deep and long relationships. And as they're helping companies digitally transform, as I've said many times, you need to go through a security transformation as well. And they're hand in glove.

眾所周知，他們在董事會層面運作。他們有著深厚而長久的關係。正如我多次說過的，當他們幫助公司進行數字化轉型時，您還需要進行安全轉型。他們手牽手。

So we're very excited about that relationship. Obviously, it's a worldwide relationship. And I think we're only in the beginning of that. And as that begins to ramp across the globe, we're excited about the potential opportunities that brings.

所以我們對這種關係感到非常興奮。顯然，這是一種全球性的關係。我認為我們才剛剛開始。隨著這開始在全球範圍內蔓延，我們對帶來的潛在機會感到興奮。

Our next question comes from Rob Owens of Piper Sandler.

我們的下一個問題來自 Piper Sandler 的 Rob Owens。

I wanted to touch a little bit on that last answer, George. I guess relative to the international opportunity, and maybe the GSIs could be the great accelerator. And while growth has paced I guess with overall growth, if you think about mix longer term, is there any governing factor or gating factor relative to getting to kind of a 50-50? If I look historically at companies in this space, they had half revenue domestic, half international. Could you see that same type of mix longer term? Or is there anything that might prevent that?

我想稍微談談最後一個答案，喬治。我想相對於國際機會，也許 GSI 可能是偉大的加速器。雖然增長已經與整體增長同步，但如果你考慮長期混合，是否有任何控制因素或門控因素相對於達到 50-50 的程度？如果我從歷史上看這個領域的公司，他們的收入一半是國內的，一半是國際的。從長遠來看，你能看到同樣類型的混合嗎？或者有什麼可以阻止的嗎？

Well, I certainly could see that mix longer term. We continue quarter over quarter to expand rest of world outside of North America as an example. We continue to build the partnerships, and the partnerships are very important outside -- well, they're important everywhere. But in many geographic locales, that's really the only way to go to market is through partnerships.

好吧，我當然可以長期看到這種組合。例如，我們將繼續按季度擴大北美以外的世界其他地區。我們繼續建立夥伴關係，夥伴關係在外部非常重要——嗯，它們在任何地方都很重要。但在許多地理區域，真正進入市場的唯一途徑是通過合作夥伴關係。

So we'll continue to expand that out when you look at the EYs, AWS of the world, the broad reach across the globe. We've got many other worldwide partners. And they're certainly very strategic for us.

因此，當您查看 EY、世界的 AWS 以及全球範圍內的廣泛影響力時，我們將繼續擴展這一點。我們還有許多其他全球合作夥伴。他們當然對我們來說非常具有戰略意義。

And what we're seeing right now, Rob, is a strong customer pull to the partner community, right? So it's one thing to have a partner network. It's another thing when you have a customer -- their customers saying, "We want CrowdStrike. We want it as our system of record."

Rob，我們現在看到的是對合作夥伴社區的強大客戶拉動，對嗎？因此，擁有合作夥伴網絡是一回事。當您有客戶時，這是另一回事 - 他們的客戶說，“我們想要 CrowdStrike。我們想要它作為我們的記錄系統。”

Our next question comes from Gray Powell with BTIG.

我們的下一個問題來自 BTIG 的 Gray Powell。

Congratulations on the quarter. So I think in the prepared remarks, you mentioned that you did not see SolarWinds as a material driver to ARR in Q4. But I do think that everyone probably agrees that there should be a tailwind of growth in the EDR space from the breach in 2021. So I guess how should we think about that this year? And then beyond just EDR, what modules do you see the SolarWinds breach driving the most incremental demand for?

祝賀本季度。所以我認為在準備好的評論中，您提到您沒有將 SolarWinds 視為第四季度 ARR 的重要驅動因素。但我確實認為每個人都可能同意，從 2021 年的違規行為開始，EDR 領域應該會出現增長的順風。所以我想今年我們應該如何看待這一點？然後除了 EDR，您認為 SolarWinds 的哪些模塊違規推動了最大的增量需求？

Sure. So we certainly see it as a sustainable tailwind. When you look at what happened, I mean this particular event was probably the most significant I've seen in almost 30 years in my security career. So that's going to drive a long-term trend in terms of customers that want better technologies, that want greater visibility that drive EDR and XDR. So that's all good, and we see that.

當然。因此，我們當然將其視為可持續的順風。當你看到發生的事情時，我的意思是這個特殊事件可能是我近 30 年來在我的安全職業生涯中看到的最重要的事件。因此，就需要更好技術的客戶而言，這將推動一個長期趨勢，他們需要更大的可見性來推動 EDR 和 XDR。所以這一切都很好，我們看到了。

When you look at the modules that we think could really benefit something like our zero trust and really our Preempt technology, we talked about identity being incredibly important. Obviously, you have EDR and there's a lot of technologies that find bad things. But identity is a big element of protecting organizations, both on-prem and in the cloud. And I couldn't think of a more well-timed acquisition than Preempt because of what's happening right now. So we've got -- there isn't a conversation we're having with a large enterprise that doesn't involve identity, specifically, again, where we operate on the end points and workloads, and zero trust again on the end points and the workloads.

當您查看我們認為可以真正使我們的零信任和我們的 Preempt 技術等真正受益的模塊時，我們談到了身份非常重要。顯然，您擁有 EDR，並且有很多技術可以發現不好的東西。但身份是保護組織的重要元素，無論是在本地還是在雲中。由於現在正在發生的事情，我想不出比 Preempt 更適時的收購了。所以我們有 - 我們與大型企業進行的對話不涉及身份，特別是再次，我們在端點和工作負載上進行操作，並且在端點上再次零信任和工作量。

Got it. Okay. And then anything on the vulnerability management side or IT Hygiene?

知道了。好的。然後是漏洞管理方面或 IT 衛生方面的任何事情？

Well, yes, the vulnerability side, a lot of it is driven by the vulnerability of the week from the Microsoft perspective. So people are having a hard time just dealing with all the vulnerabilities, where they are, they patched. If it's patched, is it really the latest? Is it fixed?

嗯，是的，漏洞方面，從微軟的角度來看，很多都是由本週的漏洞驅動的。因此，人們很難處理所有漏洞，他們在哪裡修補。如果打了補丁，真的是最新的嗎？是固定的嗎？

And our VM Spotlight product is -- has really, really matured and is very well received by our customers. And that's actually been one that we've seen, I think, really good uptake on as well.

我們的 VM Spotlight 產品已經非常非常成熟，並且受到我們客戶的好評。我認為，這實際上是我們已經看到的，也非常受歡迎。

Thank you. And that concludes our Q&A session. I would now like to turn the call back over to George Kurtz for any closing remarks.

謝謝你。我們的問答環節到此結束。我現在想把電話轉回給喬治·庫爾茨（George Kurtz），以獲得任何結束語。

Thank you. That concludes our Q&A session. I would now like to turn the call back over to George Kurtz for any further remarks.

謝謝你。我們的問答環節到此結束。我現在想將電話轉回給 George Kurtz 以獲取任何進一步的評論。

Operator, let's go ahead and conclude the call. And I'd like to thank everybody for joining us today. And we look forward to seeing you virtually at our upcoming events. Thank you.

接線員，讓我們繼續並結束通話。我要感謝大家今天加入我們。我們期待在即將舉行的活動中與您見面。謝謝你。

Thank you. Ladies and gentlemen, this concludes today's conference call. Thank you for participating. You may now disconnect.

謝謝你。女士們，先生們，今天的電話會議到此結束。感謝您的參與。您現在可以斷開連接。