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

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使用警語:中文譯文來源為 Google 翻譯,僅供參考,實際內容請以英文原文為主

  • Operator

    Operator

  • 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,感謝大家的支持,並歡迎參加 CrowdStrike 第四季和 2021 財年財務業績電話會議。 (操作員指示)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.

    我現在想將會議交給今天的發言人、CrowdStrike 投資者關係部門的 Maria Riley。請繼續。

  • Maria Riley - Senior Director of IR

    Maria Riley - Senior Director of IR

  • 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。和我一起參加電話會議的是 CrowdStrike 總裁兼執行長兼聯合創始人 George Kurtz;和財務長伯特·波德貝爾。

  • 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,本次電話會議期間所做的某些陳述並非歷史事實,包括有關我們未來計劃、目標、增長和預期業績的陳述,包括我們對第一季和2022 財年的展望。雖然我們相信我們所做的任何前瞻性陳述都是合理的,但實際結果可能會存在重大差異,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。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,無論是由於新資訊、未來事件或其他原因。有關這些因素和其他可能影響公司財務表現的因素的更多資​​訊包含在我們不時向 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,本次電話會議討論的所有財務指標都將是非公認會計原則的。目前,我們的新聞稿中提供了有關我們為何使用非GAAP 財務指標的討論,以及顯示GAAP 與非GAAP 結果的對帳表,您可以在我們的投資者關係網站ir.crowdstrike.com 或我們的網站上找到該新聞稿。

  • 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資訊。我們不打算持續提供這些附加資訊。

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

    現在我將把電話轉給喬治開始。

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

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

    謝謝瑪麗亞,也謝謝大家今天加入我們。我們還有很多工作要做。

  • 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.

    我今天的討論主要集中在3個要點。首先,我們第四季的業績表現出色,全面超出了我們的預期,因為各種規模的客戶越來越多地選擇 CrowdStrike 作為他們記錄的安全雲平台。

  • 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 SUNBURST 軟體供應鏈攻擊等最近發生的事件所強調的那樣,阻止違規行為不再只是保護端點。它還包括雲端工作負載安全性和身分保護。我們繼續增強我們的能力並在所有這些領域進行投資,包括我們及時收購了 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 是我們推動長期成長策略的關鍵要素。我們正在共同建立我們認為最快、最具成本效益且可擴展的雲端資料平台,該平台將為安全性提供一流的可見性以及 IT 營運的可觀察性。

  • 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。第四季為 CrowdStrike 的輝煌一年畫上了圓滿的句號,我們實現了規模上的非凡增長,顯著提高了利潤率,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,比去年成長 75%。我們相信,這使我們成為繼同業 Salesforce 和 Zoom 之後,ARR 達到 10 億美元的第三快的雲端原生 SaaS 公司。我們已經討論過 Zoom 成為 CrowdStrike 客戶,我們很高興在第四季度將 Salesforce 加入名單。

  • 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 團隊的卓越執行力使這一重要里程碑成為現實。我對我們作為一個團隊的奉獻精神和成功感到無比自豪,我們利用雲端的速度、敏捷性和可見性對他們的安全進行數位化改造,幫助客戶實現並保持相對於對手的優勢。我想親自感謝每一位 CrowdStriker 的堅定支持,並祝賀團隊的 ARR 首次達到 10 億美元。

  • 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,我們第四季的業績遠遠超出了我們的預期。本季度,新訂閱客戶淨成長較去年同期加速至 70%。我們的淨新 ARR 增加了創紀錄的 1.43 億美元,訂閱收入成長了 77%。

  • 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.

    我們也繼續看到模組的快速採用。採用 4 個或以上模組、5 個或以上模組、6 個或以上模組的 CrowdStrike 訂閱客戶分別增加至 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,並加速轉向現代雲端原生技術,以滿足當今威脅情勢的需求,確保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.

    我們的進入市場策略是在各個方面執行,以抓住我們在市場上看到的強勁的長期順風和機會。本季我們新增了 1,480 名訂閱客戶,創下了創紀錄的紀錄,現在我們自豪地為全球 9,896 名訂閱客戶提供服務,這展示了我們銷售引擎和土地擴張策略的力量。我們在大型企業和小型企業中都獲得了令人難以置信的動力。今年共有 4,465 位淨新客戶選擇了 Falcon。我今天將與您分享的重要客戶案例凸顯了我們在大型企業中日益增長的領導地位,其中包括財富50 強、財富100 強和財富500 強的公司。季度的勝利,但考慮到客戶交付計劃,ARR貢獻將於第一季度開始,進一步反映了我們第四季度出色的淨新 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,我很高興地向您報告,生物製藥公司和 COVID-19 疫苗研究領域的領導者輝瑞 (Pfizer) 是 CrowdStrike 的新客戶。輝瑞選擇 CrowdStrike 來幫助強化其安全態勢,最初購買了 7 個 Falcon 模組。

  • 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.

    我想與大家分享的下一個勝利是寶潔公司。在執行數位轉型計畫時,寶潔公司意識到他們需要轉變安全性。 Procter & Gamble 被 CrowdStrike 緊密整合的雲端原生單代理架構所吸引。我們與 EY 和 AWS 的策略夥伴關係對於 Procter & Gamble 選擇 CrowdStrike 發揮了重要作用。

  • 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.

    我還想強調與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開發和生產環境中的雲端工作負載。除了功效問題之外,SentinelOne 不是可擴展的解決方案,並且會顯著降低端點效能,從而導致不穩定並影響開發人員的工作效率。鑑於 Falcon 平台的有效性、廣度和深度,我們選擇了 CrowdStrike;跨作業系統(包括 Mac 和 Windows 工作站以及 Linux 伺服器)的效能和可擴充性。

  • 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.

    我們也獲得了聯邦領域的一個基礎客戶,一個主要國防承包商在其內部基礎設施上採用 CrowdStrike 進行標準化,這比與傳統 AV 供應商以及下一代 EDR 供應商的長期合作關係更勝一籌。 Falcon 平台被選為數位轉型計畫的一部分,旨在提高效率、增強視覺性、大規模提高效能並整合整個環境中的代理商。

  • 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。今年稍早以新客戶身分利用 Falcon for Humio 計畫後,以色列領先的銀行 Leumi 選擇 CrowdStrike 來保護其端點並實施零信任模型,以確保其安全架構面向未來。在確定其解決方案無法充分保護多個版本的 Windows 或無法匹配 Falcon 平台的效能和速度後,CrowdStrike 在競爭對手中脫穎而出。

  • 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.

    作為在長期成為民族國家行為者和電子犯罪目標的行業和國家中最受尊敬的安全組織之一,他們專注於選擇一個新的安全合作夥伴,該合作夥伴擁有能夠防止定向攻擊、保護其現代化解決方案的新安全合作夥伴。透過 Falcon 零信任以及更多模組進行擴展,國民銀行正在利用 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得到了我們在中端市場和中小企業客戶方面的實力的補充,這一點反映在我們的新客戶淨增長率在本季度加速。除了投資我們一流的銷售團隊之外,我們有效擴大市場份額和領導地位的策略的一個關鍵支柱是透過我們的合作夥伴生態系統、試用支付平台和 CrowdStrike 商店擴大我們的市場路線。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。 2021 財年,我們從合作夥伴那裡獲得了巨大的影響力,全球合作夥伴數量增加了 85%,合作夥伴來源的交易量增加了一倍。我們與 AWS 的合作關係非常出色,受合作夥伴影響的交易以及透過 AWS Marketplace 完成的交易全年都顯著成長。 2021 財年,透過 AWS Marketplace 交易的期末 ARR 較去年成長 650%,交易量成長超過 300%。我們也看到了與安永的新聯盟的積極勢頭,該聯盟已經影響了多項交易,因為他們的客戶尋求現代雲端原生安全性來實現他們的數位轉型計劃。

  • 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.

    對手並沒有對端點上的目標資料與雲端環境上的目標資料進行太多區分,組織也不應該如此。我們營運和保護最大的雲端之一,即我們的安全雲,並且我們自然地將所有這些經驗融入我們的產品中。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動能。在我們去年宣布的雲端工作負載模組的基礎上,我們最近擴展了功能,為客戶提供從建置到運行時的更大控制和可見性。 Falcon Cloud 工作負載保護模組現在能夠使用新的 Falcon 容器感測器來保護應用程序,該感測器經過獨特設計,可作為 Pod 中的非特權容器運作。即使在 AWS Fargate 等託管容器環境中(客戶無法運行核心模式感測器),這也為容器運行時安全性帶來了廣泛的支援。我們的雲端安全態勢管理解決方案 Falcon Horizo​​n 的新功能之一,現在為 Azure AD 提供端對端可見性。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和轉型的迫切需求。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相匹敵。雖然衡量 SUNBURST 等事件可能產生的特定管道影響具有挑戰性,但我們認為它並不是我們第四季度強勁業績的重要貢獻者。我們確實相信,它提高了董事會層面的認識,並且從長遠來看將成為該行業的額外推動力。此外,我們也看到 Microsoft 客戶群內部因 SUNBURST 及其最新的 Exchange 零時差漏洞而引發信任危機,據報道,該漏洞影響了全球 25 萬名客戶。客戶希望透過選擇 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,我們發現客戶越來越關注保護其雲端目錄(例如 Azure AD)。這激發了人們對身分保護技術的興趣,例如我們因收購 Preempt 而推出的零信任產品。

  • 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.

    正如我上個月向參議院情報委員會傳達的那樣,SUNBURST 進一步強調了零信任態度的重要性。組織需要納入以身分驗證為重點的新安全保護,以顯著減少或防止妥協期間的橫向移動和權限升級。

  • 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,將工作負載安全性與身分保護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,並整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。我們的 Preempt 整合初始階段已步入正軌,目標是在第一季末完成,我們對最初的客戶響應參與感到非常鼓舞。我們相信 CrowdStrike 有機會成為主要受益者,因為公司希望轉型並加強其安全防禦,以領先對手的進步。

  • 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,我們在市場上的領先地位將透過幾週前收購的 Humio 進一步加強。無論您想要保護傳統端點還是雲端工作負載,可見性和資料都至關重要。安全效能與收集資料的數量和品質以及即時分析資料的能力直接相關。

  • 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 領域的先驅,我們在過去十年中一直在豐富的端點資料的基礎上添加更多的網路可見性和來自所有工作負載的遙測,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儲存在一個地方,即威脅圖,我們在整個客戶群中對這些數據進行分析,提供即時保護和社區免疫力。透過使用我們專有的智慧過濾技術將遙測資料串流傳輸到雲端,我們相信我們比大多數供應商擁有基本的時間和效能優勢。如今,Threat Graph 每週處理超過 5 兆個安全相關事件。

  • 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,我們現在透過一個涵蓋端點、身分、應用程式、網路邊緣和雲端的平台重新定義下一代 XDR,CrowdStrike 正在建立統一的資料層,為下一代企業安全和 IT 提供動力。 Humio 使我們能夠擴展資料湖並即時解決更多安全和非安全用例。在應用於安全用例時,我無法充分強調無索引資料攝取的強大功能,因為它允許我們在攝取資料時即時查詢資料。

  • 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 的功能將內建在我們的 Falcon OverWatch、完整的威脅情報模組以及我們的專業服務產品的結構中,為 CrowdStrike 提供相對於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 的資料攝取和分析引擎與提供作業系統和應用程式進程級遙測、自省功能和智慧過濾的 CrowdStrike 代理技術相結合,將創建一個速度和效率達到新水平的強大資料平台。這可能是變革性的,並提供了有可能顛覆日誌管理和可觀測性市場的根本優勢。

  • 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 建立在我們透過 Falcon Spotlight 和 Falcon Discover 已經取得的勢頭的基礎上,透過解決傳統安全之外更廣泛的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,到 2023 年,光是這個市場的規模就預計達到 49 億美元。這還不包括任何潛在的鄰接關係,例如龐大的可觀測市場。

  • 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 業務部門有更宏偉的計劃。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 開闢大量新的 TAM,為未來的成長提供一條跑道,並最終在與我們的安全業務相當。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,並非常高興地歡迎團隊的加入。

  • 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.

    在將電話轉給伯特之前,我想藉此機會特別讚揚我們專業服務團隊的出色工作,他們創造了創紀錄的季度業績。這些傑出的專業人士在業界受到廣泛尊重,成為市場上的2支精英法醫專家團隊之一。我們的防禦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 SolarWinds 委託調查 SUNBURST 攻擊後,該團隊捲起袖子,不懈地努力,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,這是一個免費的社群工具,可協助其他組織快速輕鬆地檢查其 Azure AD 環境中的過多權限,確定設定缺陷並降低風險。我們與工程、產品情報、《鬥陣特攻》和整個團隊分享從事件應變工作中獲得的情報和經驗教訓,進一步增強我們保護整個客戶群的能力。我們相信,這是 CrowdStrike 相對於對手和競爭對手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業績中看到的那樣,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成長之旅的早期階段。 CrowdStrike 致力於延續我們的發展勢頭,並進一步擴大我們的領導地位,在我們取得成功的基礎上不斷擴大我們的平台能力,並將我們的業務範圍拓展到新的和鄰近的市場。

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

    這樣,我就把電話轉給伯特。

  • Burt W. Podbere - CFO

    Burt W. Podbere - CFO

  • 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除收入之外的所有數字均為非公認會計原則。

  • 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.

    我們又交付了出色的季度和財年。我們創紀錄的業績凸顯了我們持續卓越的執行力和快速擴展業務的能力,同時保持一流的營運。

  • 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.

    2021 財年,我們實現了 82% 的營收成長、7% 的營業利潤率和 2.93 億美元的自由現金流(佔營收的 33%)。我們將以創紀錄的第四季結束這一年,其中包括創紀錄的目標模型高端的訂閱毛利率和創紀錄的 9,700 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,我們看到了多個業務領域的廣泛需求和實力,發生了多筆大型交易,但沒有一筆交易規模太大。與上季類似,新客戶和擴張業務之間以及大型企業與中端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,我們相信這表明了未來成長的堅實基礎。

  • 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,我們的 ARR 年增 75%,達到 10.5 億美元。快速的新客戶獲取以及現有客戶的業務擴展推動了本季度的大幅增長,再次創造了新季度淨新 ARR 的紀錄,達到 1.427 億美元。不包括第三季報告的收購的淨新 ARR,淨新 ARR 環比增長約 30%,這比我們去年看到的趨勢有所增長。

  • 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.

    我們仍然對土地擴張策略的成功感到非常高興。截至年底,我們的毛保留率仍然很高,達到 98%,是同類中最好的。我們全年以美元計算的淨留存率超過了 120% 的基準。截至 21 財年末,淨留存率從 20 財年末的 124% 增至 125%。在 21 財年中期季度中,第三季的淨留存率為 128%,第二季為 131%,第一季為 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.

    轉向損益表。總營收比去年第四季成長 74%,達到 2.649 億美元。訂閱收入比去年第四季成長 77%,達到 2.447 億美元。專業服務收入為 2,030 萬美元,連續第二季創下新紀錄,年增 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 平台強大的潛在客戶生成引擎。在 2019 年 2 月 1 日後首次成為專業服務客戶的組織中,初始事件回應或主動服務參與每花費 1 美元獲得的平均訂閱 ARR 增長至 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.

    就我們第四季的地域表現而言,我們繼續看到美國和國際市場的強勁成長。第四季約 71% 的營收來自美國客戶; 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維持長期成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 財年取得成效,歐洲、中東和非洲地區的營收成長了 84%,亞太地區的營收比去年成長了一倍多,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成長和令人矚目的利潤率的長期業務。在第四季度,儘管我們增加了對全球影響力和雲端平台的投資,但我們認識到 SaaS 模式的巨大營運槓桿和規模效益。

  • 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.

    第四季非 GAAP 毛利率提高至創紀錄的 77%,比去年第四季成長 380 個基點。我們的非 GAAP 訂閱毛利率從去年第四季的 77% 增加到 80%。訂閱毛利率達到了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」策略的業務優勢。

  • 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.

    第四季非 GAAP 營運支出總額為 1.703 億美元,佔營收的 64%,去年為 1.184 億美元,佔營收的 78%。本季我們繼續積極投資於我們的業務。有效擴展我們的業務仍然是首要任務,這就是為什麼我們高度關注我們的單位經濟效益,包括 Magic Number。在第四季度,我們以 1.3 的神奇數字結束,這個數字仍然非常高。我們將此歸因於我們無摩擦的進入市場引擎,包括我們的數位潛在客戶開發和自助電子商務功能,同時在較小程度上,有些人受益於 COVID-19 限製而導致的旅行減少。

  • 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.

    我們在本季和財年提高了槓桿率。 21 財年,總營運費用佔收入的百分比提高了 17 個百分點,研發和一般行政費用都符合我們的目標營運模式。我們今年產生的影響力證明了我們模式的效率,使我們能夠增加對新技術、新國際地區和其他行銷計劃的投資,並繼續積極招募。我們相信這將帶來長期持續成長。我們期待在定於 4 月 8 日舉行的下一次投資者網路研討會上分享有關我們模型的更多詳細資訊。

  • 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.

    第四季非 GAAP 營業收入達到創紀錄的 3,440 萬美元,營業利潤率比去年第四季提高 17 個百分點,達到 13%。第四季是我們以美元和利潤率計算的非公認會計原則營運表現連續第九個季度改善。

  • 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.

    第四季非 GAAP 淨利為 3,120 萬美元,攤薄後每股淨利為 0.13 美元。我們用於計算第四季非 GAAP 每股盈餘的加權平均普通股是稀釋後的,總計 2.367 億股。這使得我們 2021 財年的非 GAAP 淨利潤達到 6,260 萬美元,即使用 2.344 億股稀釋每股收益 0.27 美元。

  • 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。現金及現金等價物總計約19億美元。我們的現金餘額反映了 1 月發行的 7.5 億美元優先無擔保票據的約 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,使 CrowdStrike 能夠在不稀釋股東權益的情況下獲得額外資本。第四季營運現金流成長至 1.145 億美元,自由現金流成長至 9,740 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.

    在我們開始指導之前,我想做一些建模筆記。就淨新 ARR 而言,正如軟體公司的典型情況一樣,與去年類似,我們預計從第四季到第一季會出現季節性。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 日完成。

  • 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 的現金部分提供了資金。扣除所收購現金後的 3.52 億美元現金支付將反映在我們 22 財年第一季的現金餘額中。

  • 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 億美元優先無擔保票據和 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 2,260 萬美元,不包括債務發行成本和折扣的攤銷。

  • 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成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,我們預計總營收將在 2.878 億美元至 2.921 億美元之間,年成長率為 62% 至 64%,其中訂閱收入是成長的主要驅動力。

  • 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 營運收入將在 1,850 萬美元至 2,170 萬美元之間,非 GAAP 淨利潤將在 1,080 萬美元至 1,390 萬美元之間。我們預計,根據 2.38 億股的加權平均股數,稀釋後的非公認會計準則每股淨利潤將在 0.05 美元至 0.06 美元之間。

  • 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 2022 年整個財年,我們目前預計總營收將在 13.104 億美元至 13.207 億美元之間,較上一財年增長 50% 至 51%。非 GAAP 營運收入預計在 9,480 萬美元至 1.025 億美元之間。我們預計 2022 財年非 GAAP 淨利潤將在 6,380 萬美元至 7,140 萬美元之間。利用計算非 GAAP 攤薄每股淨利 2.4 億股時使用的加權平均股,我們預計非 GAAP 每股淨利將在 0.27 美元至 0.30 美元之間。我們的非 GAAP 每股盈餘指引的中位數包括 Humio 每股約 0.08 美元的額外營運費用和我們之前討論的債務的每股 0.09 美元的額外利息費用。

  • George and I will now take your questions.

    喬治和我現在將回答你們的問題。

  • Operator

    Operator

  • (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。

  • Saket Kalia - Senior Analyst

    Saket Kalia - Senior Analyst

  • 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.

    有很多東西要講,但是喬治,也許我會把注意力集中在公有雲和 Falcon Horizo​​n 上。問題是,當客戶看到 Falcon Horizo​​n 和其他公有雲安全工具時,您能否談談您能夠將這些工具交叉銷售到現有客戶群中多少?也許您與新客戶的對話正在圍繞 Falcon Horizo​​n 和其他公有雲安全工具進行,這還為時過早。

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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,顯然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。當你看看Horizo​​​​n 時,你會發現這是我們交叉銷售這些雲端工作負載的絕佳機會,正如我們所指出的,隨著所有公司進行數位轉型,這些工作負載對於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,我們已經收到了大量回饋。顯然,Horizo​​​​n 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,但它已經是一項經過驗證的技術。到目前為止,它受到了我們的客戶的好評,我們也得到了一些很好的支持。

  • 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,我們也指出了 Linux 模組中的一些額外更新,我們可以在 Fargate 環境中執行作為範例。總的來說,在雲端工作負載、運行時保護和可見性領域提供了非常強大的產品,我們將繼續建構它,並且隨著時間的推移,我們將繼續建構它。

  • Saket Kalia - Senior Analyst

    Saket Kalia - Senior Analyst

  • 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,也許對於我的後續行動來說,我們不會指導明年的 ARR,也許其中一個組成部分,我想將每個客戶的 ARR 歸零。顯然,這是一個很難預測的指標,因為其中有許多不同的驅動因素。

  • 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?

    但當您廣泛展望時,您如何看待 22 財年每客戶的 ARR 趨勢?對此會有哪些看跌期權和拿取期權?

  • Burt W. Podbere - CFO

    Burt W. Podbere - CFO

  • 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,好問題,很高興聽到你的聲音。因此,當我們考慮每個客戶的 ARR 時,您可以看到正在發生混合轉變。我的意思是,我們在淨新標誌中看到的加速成長證明了這一點,而這實際上是由中端市場和中小企業空間所推動的。

  • 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個客戶的 ARR 時,您會發現帳戶正在擴大,我們 125% 的淨保留率就證明了這一點。最後,當您考慮我們的淨新徽標的整體成功以及我們在淨新徽標方面所看到的速度時,您會發現我們能夠向大大小小的客戶銷售。這是很難做到的。從我們的客戶那裡獲得極大的滿意度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力。就新徽標的數量而言,您已經從較小的中端市場人員那裡獲得了速度,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。

  • Operator

    Operator

  • Our next question comes from Sterling Auty with JPMorgan.

    我們的下一個問題來自摩根大通的斯特林·奧蒂。

  • Sterling Auty - Senior Analyst

    Sterling Auty - Senior Analyst

  • 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.

    感謝透過 AWS 揭露的銷售情況,但我只是想知道您是否可以定量或定性地讓我們了解本季甚至全年淨新 ARR 的百分比實際上來自保護雲工作負載?這樣我們就可以了解端點用例與傳統用例的差異。

  • Burt W. Podbere - CFO

    Burt W. Podbere - CFO

  • 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.

    史特林,我是伯特,仍然是非常非常好的問題。因此,請記住,我認為,首先,我們認為 AWS 市場的季度表現強勁。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.

    我認為您真正需要考慮的一件事是,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新的雲端模組具有良好的吸引力。

  • 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.

    喬治談到了我們保護了多少貨櫃,這是一個很大的數字。我認為,當您將其與我們保護的近 20% 以上的伺服器都位於雲端中結合起來時,我認為您已經開始將圖片放在一起了。

  • 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,我們在保護雲端工作負載方面仍然擁有未開發的機會。我們確實非常領先於市場上的任何其他公司。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 經常談論我們如何使用 AWS 完成流程的速度。我認為,就他們的管理合約或全球合約而言,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,那麼流程就會加快 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,他們透過市場作為一種途徑購買它。因此,我想再次強調,我們認為這對我們來說是一個全新的機會。

  • Sterling Auty - Senior Analyst

    Sterling Auty - Senior Analyst

  • Got it. Makes sense.

    知道了。有道理。

  • 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,當您想到 XDR 時,您會如何描述 XDR 和 SIM 之間的差異?這是第一步嗎?或者您認為這些是同樣的機會嗎?換句話說,隨著時間的推移,您會成為一家成熟的 SIM 提供者嗎?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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。結果是發現高階威脅。而且您不想創建更大的針堆,對嗎?您希望能夠找到那裡的那些金塊。您想要利用我們所建構的大量人工智慧技術。

  • 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.

    我們甚至在 Humio 之前就已經建立了許多技術,這些技術在查看不同的網路流量和連接方面類似於 XDR。所以我們對這項技術感覺非常好。我們已經研究了幾乎所有其他的東西,我們對這項技術的運行速度、無索引攝取以及它將帶來的東西感到震驚。

  • 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,它將在我指出的多個領域提供幫助,甚至是 CrowdStrike Store 來引入額外的整合。當我們鞏固整合計劃時,您會聽到更多相關信息,但您會感到非常興奮。

  • Operator

    Operator

  • Our next question comes from Fatima Boolani with UBS.

    我們的下一個問題來自瑞銀集團的法蒂瑪·布爾尼。

  • Fatima Aslam Boolani - Associate Director and Equity Research Associate Technology-Software

    Fatima Aslam Boolani - Associate Director and Equity Research Associate Technology-Software

  • 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,也許我會先談談 Humio。您確實談論了很多與 Humio 相關的收入機會。我想知道您是否可以擴展成本/收益機會。在某種程度上,我們可以考慮 CrowdStrike 在 Humio 上重新建立後端平台,如果這是您正在考慮的一條路徑,因為它與資本支出、毛利率以及您考慮自己的後端的方式有關 -結束基礎設施?如果可以的話,我還有伯特的後續報道。

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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.

    嗯,當然,這將是一項將在整個 CrowdStrike 平台上使用的技術。您可以看到我們的毛利率處於範圍的高端。所以我認為這可能是一個很小的影響,但我會讓伯特評論更多的事情。

  • 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。它具有壓縮資料的能力,而實際上無需對其進行再水化。所以我的意思是,即使以非常壓縮的格式,您也可以搜索所有這些信息,這在行業中是非常獨特的。我認為這肯定會對各方面都有幫助,當我們深入研究時我們會了解更多。

  • Burt W. Podbere - CFO

    Burt W. Podbere - CFO

  • 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,這是一個很好的問題,法蒂瑪。我認為就喬治的觀點而言,我的意思是我們的訂閱毛利率已經處於有利位置。關於 Humio 將會有一些幫助。因此,我們確實預計會因此而增加利潤率擴張的機會,但也由於其他原因,例如我們將添加到我們的平台中的更多模組和更多優化。

  • Fatima Aslam Boolani - Associate Director and Equity Research Associate Technology-Software

    Fatima Aslam Boolani - Associate Director and Equity Research Associate Technology-Software

  • 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。伯特,請講一下喬治在劇本中圍繞 ARR 發表的一些言論,這些言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型交易勢頭與您向我們指出的 22 財年的一些季節性預期相協調?這真的很有幫助。

  • Burt W. Podbere - CFO

    Burt W. Podbere - CFO

  • 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 中看到業務的季節性。我們去年看到,或與去年類似,我們看到從第四季到第一季的下降。我認為情況還會再次出現。

  • 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,本季沒有發生大規模交易。我們有很多大額交易。因此,當我們考慮我們繼續達成許多大型交易的能力時,這對我們是有利的。

  • 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.

    喬治就進入第一季的 ARR 所做的一些評論確實與一些訂閱開始日期有關。因此,我們仍然會將它們放在第四季度,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。我們有很多很多交易顯然會在本季落地,並且也在本季開始訂閱開始日期。

  • 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.

    我認為另一件事是它確實取決於客戶的部署計劃,對吧?我們隨時準備出發,對吧,但我們要確保客戶做好準備。因此,這就是為什麼我們考慮在一個季度進行大額交易或小額交易,但在另一個季度進行訂閱開始日期。

  • Operator

    Operator

  • Our next question comes from Brian Essex with Goldman Sachs.

    我們的下一個問題來自高盛的布萊恩·艾塞克斯。

  • Brian Lee Essex - Equity Analyst

    Brian Lee Essex - Equity Analyst

  • 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談談胡米奧。我猜他們通常會看到競爭環境,他們與縮放器相似嗎?和/或者這可能會採取他們的技術並重新利用他們通常的方向,或者我猜,戰略上一致的方向完全不同?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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.

    嗯,我認為 SIM 和日誌管理領域的普通玩家會被視為競爭對手。關於他們的技術,為什麼它與眾不同,我確實談到了無索引攝取,事實上他們可以在記憶體中做很多事情,這就是令人驚訝的技術效率。當我們測試它並將其連接到我們的後端時,它會處理我們向它輸入的所有資料。

  • 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資料模型時,您會發現它與其他可以從雲端操作的產品不同。你將在不同的地方擁有數據,數據主權。所以我認為這給了我們很大的彈性。

  • 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.

    然後當你將它與我們的代理結合時,我們的代理不僅僅是資料轉發器。它是一個非常聰明的代理,可以進行內省、系統呼叫分析、提供資訊、可觀察性訊息,這些資訊對於 IT 部門(同樣在安全之外)非常有價值。因此,當您將我們的代理、智慧過濾與大規模即時獲取資料的能力結合時,我們確實認為這是一個成功的組合。

  • Brian Lee Essex - Equity Analyst

    Brian Lee Essex - Equity Analyst

  • 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,您在準備好的評論中提到了 Microsoft 客戶群內部的信任危機。

  • 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?

    您能否提供一些相關背景資訊?我的意思是嚴格意義上來說是關於終點嗎?或者您看到跨身分識別管理、電子郵件與最近的 Exchange 伺服器攻擊?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?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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。我們正在看到它。我們從 CISO 那裡聽到了這樣的說法。我們從首席資訊長那裡聽到了這樣的說法。董事會對此表示擔憂。當您查看有關 SUNBURST 的最新漏洞以及 Exchange 零日漏洞時,您會發現我們所做的幾乎每個事件回應都涉及 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.

    顯然,我們專注於保護它,但有很多客戶看到這一點並說:“嘿,我們需要消除環境風險,我們需要另一個提供者。”俗話說:「我不要狐狸看守雞舍」。我認為就在過去的幾個月裡,真正凸顯了在安全性和作業系統上使用單一文化的風險。

  • Operator

    Operator

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

    我們的下一個問題來自安德魯·諾溫斯基 (Andrew Nowinski) 和 D.A.戴維森。

  • Andrew James Nowinski - MD & Senior Research Analyst

    Andrew James Nowinski - MD & Senior Research Analyst

  • 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?

    恭喜您始終如一的強大執行力,這在這種環境下並不容易。因此,我想從您在 Salesforce 準備好的演講中提到的關於勝利的問題開始。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?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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.

    謝謝,安迪。這是下一代供應商。其中一個在投資界引起了很大的轟動。他們選擇我們是因為我們的平台可擴展、影響小且有效率。

  • 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.

    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,易用性和價值實現時間都令人難以置信。我們已經與一些大型金融服務公司合作,這是他們所見過的最順利的推出。它確實有效,而且與我們的競爭對手相比,我們擁有的知名度令人難以置信。

  • 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.

    因此,很多事情可能聽起來和看起來都一樣,但當您真正了解技術和平台時,您會發現這是按比例構建的。隨著時間的推移,我們已經開創了許多此類技術。其他人試圖模仿我們,但糟糕的模仿仍然是模仿。

  • Andrew James Nowinski - MD & Senior Research Analyst

    Andrew James Nowinski - MD & Senior Research Analyst

  • 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,也許只是後續行動,因為它與您競爭的傳統供應商有關,我認為出售麥克菲企業業務對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?那麼您認為您在從賽門鐵克手中奪取份額方面處於哪一局呢?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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。我們仍然在搶佔份額。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取份額的絕佳機會。我認為我們將繼續與麥克菲在企業業務領域合作。每當你看到所有者之間出現幹擾時,特別是當它是財務贊助商時,我們相信並且我認為這已經隨著時間的推移而得到證明,你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.

    再說一遍,您從一個遺留的架構開始。因此,還有很多工作要做,我們認為這是我們繼續在該領域分享份額的絕佳機會。

  • Operator

    Operator

  • (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 Alex Henderson 和 Needham。

  • Alexander Henderson - Senior Analyst

    Alexander Henderson - Senior Analyst

  • 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.

    我想談談管道的指標。您說您看到了創紀錄的管道。我認為您顯然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?

    您能談談關於完成交易時間的一些指標嗎?您看到該時間軸有任何變化嗎?首次追加銷售的時間是怎麼樣的?然後,在這種情況下,當您現在已到年底並展望新的一年時,您能否告訴我們您對銷售人員在新財年推動該通路建設的期望?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

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

    是的。是喬治。謝謝你的提問。

  • 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.

    因此,我們通常不會給出統計數據,坦白說,很難為您提供一致的數據。你看看事件回應參與,對於大型企業交易來說可能需要一週的時間。你看看其他一些大型金融服務,可能是 6 個月,也可能是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,當我們進入價值證明時,我們就贏得了它。人們正在看到易用性。部署起來超簡單。因此我們可以很快地將其推出,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所見過的最糟糕的。當然,董事會對此的認識也越來越高,希望確保他們已經鎖定了一切。

  • 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.

    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、整合代理商、證明真正的投資回報率方面做得很好。有時,當我們放棄現有的其他技術時,我們的技術需要 3 到 6 個月才能收回成本。

  • 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?

    在模組擴充方面,正如我們過去談到的,我們進行了應用程式內試用。我們有很多客戶嘗試新模組,即使他們沒有購買它們,然後自我選擇,說:“嘿,我想要那個。”這顯然造就了非常有效率的銷售模式。伯特,有什麼要補充的嗎?

  • Burt W. Podbere - CFO

    Burt W. Podbere - CFO

  • 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。關於你關於僱用足夠的銷售人員來追求今年創紀錄的管道的評論,所以就像我已經談論了一段時間一樣,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 的神奇數字感到非常滿意。但我認為我們還有一些空間繼續積極投資於銷售和行銷工作,因為我們清楚地看到了擺在我們面前的機會。

  • Operator

    Operator

  • Our next question comes from Joel Fishbein with Truist.

    我們的下一個問題來自 Truist 的 Joel Fishbein。

  • Joel P. Fishbein - Research Analyst

    Joel P. Fishbein - Research Analyst

  • 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.

    再次恭喜本季的出色執行。喬治,對你來說,我想強調安永。上個季度您談到了這一點。系統整合商似乎在數位轉型和安全轉型中發揮更大的作用,而您顯然是其中的一大部分。

  • 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?

    我想知道您是否能詳細說明一下安永合作夥伴關係的進展?那麼我們是否應該期望看到其他類似的系統整合商圍繞 CrowdStrike 制定上市策略?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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整合商合作夥伴關係。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.

    當你仔細觀察安永時,你會發現他們一直是我們偉大的合作夥伴。我提到的寶潔交易,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.

    如您所知,他們在董事會層面運作。他們有著深厚而長久的關係。正如我多次說過的那樣,當他們幫助公司進行數位轉型時,您也需要進行安全轉型。他們是緊密相連的。

  • 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.

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

  • Operator

    Operator

  • 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。

  • Robbie David Owens - MD & Senior Research Analyst

    Robbie David Owens - MD & Senior Research Analyst

  • 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?

    喬治,我想談談最後一個答案。我想相對於國際機會,也許 GSI 可能是巨大的加速器。雖然我認為成長速度與整體成長同步,但如果你考慮長期混合,是否有任何與達到 50-50 的比例相關的控制因素或門控因素?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,您能看到相同類型的組合嗎?或者有什麼可以阻止這種情況嗎?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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.

    嗯,從長遠來看,我當然可以看到這種混合。例如,我們繼續逐季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。但在許多地區,進入市場的唯一途徑實際上是透過合作關係。

  • 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,當您看到世界各地的 EY、AWS 以及全球範圍內的廣泛影響力時,我們將繼續擴大這一範圍。我們還有許多其他全球合作夥伴。它們對我們來說當然非常具有戰略意義。

  • 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,我們現在看到的是合作夥伴社群的強大客戶吸引力,對吧?因此,擁有合作夥伴網絡是一回事。當你有客戶時,情況又是另一回事了——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。”

  • Operator

    Operator

  • Our next question comes from Gray Powell with BTIG.

    我們的下一個問題來自 BTIG 的 Gray Powell。

  • Gray Wilson Powell - Director & Security and Analytics Software Analyst

    Gray Wilson Powell - Director & Security and Analytics Software Analyst

  • 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?

    恭喜本季。因此,我認為在準備好的發言中,您提到您沒有將 SolarWinds 視為第四季度 ARR 的實質驅動因素。但我確實認為每個人可能都同意 EDR 領域應該會因 2021 年的洩漏而出現增長。那麼,除了 EDR 之外,您認為 SolarWinds 漏洞導致哪些模組的需求增量最大?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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推動力。當你看看發生的事情時,我的意思是,這個特殊事件可能是我近 30 年來的安全職業生涯中見過的最重要的事件。因此,這將推動客戶尋求更好的技術和更高的可見性來推動 EDR 和 XDR 的長期趨勢。所以這一切都很好,我們也看到了。

  • 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.

    當您查看我們認為真正可以使我們的零信任和搶佔技術等真正受益的模組時,我們談到身份非常重要。顯然,你有 EDR,而且有很多技術可以發現不好的東西。但身份是保護組織(無論是在本地還是在雲端)的重要因素。鑑於現在發生的事情,我想不出比 Preempt 更合時宜的收購了。因此,我們與大型企業進行的所有對話都涉及身份,具體來說,我們在端點和工作負載上進行操作,並且在端點上再次實現零信任和工作量。

  • Gray Wilson Powell - Director & Security and Analytics Software Analyst

    Gray Wilson Powell - Director & Security and Analytics Software Analyst

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

    知道了。好的。那麼漏洞管理或 IT 衛生方面有什麼嗎?

  • George R. Kurtz - Co-Founder, CEO, President & Director

    George R. Kurtz - Co-Founder, CEO, President & Director

  • 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,從微軟的角度來看,漏洞方面,很多都是由本週的漏洞驅動的。因此,人們很難處理所有的漏洞,無論它們在哪裡,都需要修補。如果有補丁的話,真的是最新的嗎?固定了嗎?

  • 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,並且受到客戶的好評。我認為,這其實也是我們所看到的,也得到了很好的接受。

  • Operator

    Operator

  • 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。我們的問答環節到此結束。我現在想將電話轉回給喬治·庫爾茨,請他發表結束語。

  • 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。我們的問答環節到此結束。我現在想將電話轉回喬治·庫爾茨以徵求進一步意見。

  • Maria Riley - Senior Director of IR

    Maria Riley - Senior Director of IR

  • 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,我們繼續結束通話吧。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。

  • Operator

    Operator

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

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