CrowdStrike Holdings Inc (CRWD) 2021 Q1 法說會逐字稿

Ladies and gentlemen, thank you for standing by, and welcome to the CrowdStrike Fiscal First Quarter 2021 Results Conference Call.

女士們，先生們，感謝您的支持，並歡迎參加 CrowdStrike 2021 年第一季度財報電話會議。

(Operator Instructions) Please be advised that today's conference is being recorded.

（操作員說明）請注意，今天的會議正在錄製中。

(Operator Instructions) Now it's my pleasure to turn the call to Maria Riley, CrowdStrike Investor Relations.

（操作員說明）現在我很高興將電話轉給 CrowdStrike 投資者關係部的 Maria Riley。

Good afternoon, and thank you for your participation today.

下午好，感謝您今天的參與。

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

與我通話的還有 CrowdStrike 的總裁兼首席執行官兼聯合創始人 George Kurtz；和首席財務官 Burt Podbere。

Before we get started, I would like to note that certain statements made during this conference call that are not historical facts, including those regarding our future plans, objectives and expected performance, including our outlook for the second quarter and fiscal year 2021, are forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995.

在我們開始之前，我想指出，在本次電話會議上發表的某些非歷史事實的陳述，包括關於我們未來計劃、目標和預期業績的陳述，包括我們對第二季度和 2021 財年的展望，都是前瞻性的- 1995 年《私人證券訴訟改革法案》含義內的陳述。

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

這些前瞻性陳述僅代表我們截至本次電話會議之日的展望。

While we believe any forward-looking statements we have made are reasonable, actual results could differ materially because the statements are based on current expectations and are subject to risks and uncertainties.

雖然我們認為我們所做的任何前瞻性陳述都是合理的，但實際結果可能存在重大差異，因為這些陳述是基於當前的預期並受到風險和不確定性的影響。

We do not undertake and expressly disclaim any obligation to update or alter our forward-looking statements, whether as a result of new information, future events or otherwise.

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

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

有關可能影響公司財務業績的這些和其他因素的更多信息包含在我們不時向 SEC 提交的文件中，包括我們向 SEC 提交的公司季度和年度報告中標題為風險因素的部分。

Additionally, unless otherwise stated, excluding revenue, all financial measures discussed on this call will be non-GAAP.

此外，除非另有說明，不包括收入，本次電話會議中討論的所有財務措施都將是非公認會計原則。

A discussion of why we use non-GAAP financial measures and a reconciliation schedule showing GAAP versus non-GAAP results is currently available in our press release, which may be found on the Investor Relations website at ir.crowdstrike.com or on our Form 8-K filed with the SEC today.

關於我們為何使用非 GAAP 財務指標的討論以及顯示 GAAP 與非 GAAP 結果的對賬時間表目前可在我們的新聞稿中找到，該新聞稿可在投資者關係網站 ir.crowdstrike.com 或我們的表格 8 上找到-K 今天向美國證券交易委員會提交了申請。

Finally, please note that in light of these unprecedented times as a result of the COVID-19 pandemic, management will provide additional information into our first quarter results and guidance assumptions.

最後，請注意，鑑於 COVID-19 大流行導致這些前所未有的時期，管理層將在我們的第一季度業績和指導假設中提供更多信息。

We do not intend to provide this additional information on an ongoing basis.

我們不打算持續提供這些額外信息。

Now I will 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.

謝謝你，瑪麗亞，謝謝大家今天加入我們。

We are once again hosting this call remotely and ask for your patience in the event we experience any technical difficulties.

我們再次遠程主持本次電話會議，如果我們遇到任何技術困難，請您耐心等待。

Let me begin by saying we hope you and your families are healthy.

首先讓我說，我們希望您和您的家人身體健康。

We extend our deepest thoughts to everyone affected by the COVID-19 outbreak.

我們向所有受 COVID-19 疫情影響的人致以最深切的思念。

I will start by summarizing 3 key points.

我將從總結3個關鍵點開始。

First, CrowdStrike delivered another exceptional quarter with results well exceeding our expectations across the board, including generating non-GAAP operating income for the first time.

首先，CrowdStrike 實現了另一個出色的季度，其業績全面超出我們的預期，包括首次產生非 GAAP 營業收入。

Our strong performance demonstrates our ability to execute at peak levels and protect our customers even in light of a global crisis.

我們的強勁表現證明了即使在全球危機的情況下，我們也有能力以最高水平執行並保護我們的客戶。

Second, we believe work from home and digital transformation are sustainable trends for our business.

其次，我們相信在家辦公和數字化轉型是我們業務的可持續發展趨勢。

It is mission-critical to protect workloads irrespective of where they are located on or off the corporate network.

無論工作負載位於公司網絡上還是外部，保護工作負載都是關鍵任務。

We believe these trends have helped increase our leadership in the security cloud category that we pioneered.

我們相信這些趨勢有助於提高我們在我們開創的安全雲類別中的領導地位。

And third, we continue to win new logos as companies are rapidly pivoting away from on-premise legacy technologies and moving to cloud-native architectures that provide prevention, visibility and control on a single platform.

第三，隨著公司迅速從內部部署的傳統技術轉向在單一平台上提供預防、可見性和控制的雲原生架構，我們將繼續贏得新的標識。

Additionally, the competitive environment has evolved to our favor as market share of the incumbents continues to erode.

此外，隨著現有企業的市場份額繼續下降，競爭環境已經向我們有利的方向發展。

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

現在讓我們討論我們的結果並更詳細地討論這些主題。

With strength in multiple areas of the business, we added $86 million in net new ARR in the first quarter, which was ahead of our expectations.

憑藉在多個業務領域的實力，我們在第一季度增加了 8600 萬美元的淨新 ARR，超出了我們的預期。

And year-over-year, we increased the number of net new subscription customers by 105%, achieving 89% subscription revenue growth and 85% total revenue growth.

與去年同期相比，我們的淨新訂閱客戶數量增加了 105%，訂閱收入增長了 89%，總收入增長了 85%。

We started and finished the quarter with strong momentum, even though many of the shelter-in-place orders in the U.S. were enacted midway through our quarter.

儘管美國的許多就地庇護令是在本季度中途頒布的，但我們以強勁的勢頭開始和結束了本季度。

Overall, we saw good deal flow among both large and SMB customers that span multiple industries as the secular tailwinds fueling our growth remain very strong.

總體而言，由於推動我們增長的長期順風仍然非常強勁，我們看到跨越多個行業的大型和 SMB 客戶之間的交易流量很好。

We continue to win business with large enterprises and closed the vast majority of this quarter's 7-figure deals in the second half of the quarter after the shelter-in-place orders were in effect, which is consistent with prior quarters.

我們繼續贏得與大型企業的業務，並在就地避難令生效後，在本季度下半年完成了本季度絕大多數 7 位數的交易，這與前幾個季度一致。

We also saw strong contributions across our key geographies, which included achieving our second largest quarter in EMEA.

我們還在主要地區看到了強勁的貢獻，其中包括在歐洲、中東和非洲地區實現了第二大季度。

Additionally, our gross retention rate remained consistently high, and our dollar-based net retention rate once again exceeded 120%.

此外，我們的總留存率一直保持在高位，以美元計算的淨留存率再次超過 120%。

We also continued to expand module adoption within new and existing customers.

我們還繼續擴大新客戶和現有客戶對模塊的採用。

This quarter, the percentage of all subscription customers with 4 or more modules increased to 55%, and those that adopted 5 or more cloud modules grew to more than 35% of our customer base.

本季度，擁有 4 個或更多模塊的所有訂閱客戶的百分比增加到 55%，採用 5 個或更多雲模塊的訂閱客戶增長到我們客戶群的 35% 以上。

We are partnering with our customers as they navigate a heightened threat environment and uncertain economic realities.

我們正在與客戶合作，幫助他們應對日益嚴重的威脅環境和不確定的經濟現實。

In the first quarter, this included extending special terms to a few customers and impacted industries.

在第一季度，這包括將特殊條款擴展到一些客戶和受影響的行業。

Another way we are helping customers is with the 2 initiatives we launched to help our customers quickly onboard new remote workers without sacrificing protection or having to worry about a procurement cycle as we discussed in March.

我們幫助客戶的另一種方式是我們推出了兩項舉措，以幫助我們的客戶快速加入新的遠程工作人員，而不會犧牲保護或不必擔心我們在 3 月份討論的採購週期。

This included a surge relief plan that allows our customers to surge the number of endpoints for a limited time.

這包括一個浪湧緩解計劃，允許我們的客戶在有限的時間內激增端點的數量。

Additionally, we launched a Falcon Prevent for Home Use program that allows company administrators to install Falcon Prevent on their employees' home systems.

此外，我們推出了 Falcon Prevent for Home Use 計劃，允許公司管理員在員工的家庭系統上安裝 Falcon Prevent。

These free-of-charge offerings have been well received with over 250 customers taking advantage of these work from home and surge programs, which have led to significant new opportunities for CrowdStrike.

這些免費產品受到了 250 多名客戶的好評，他們利用這些在家工作和激增計劃，為 CrowdStrike 帶來了重要的新機會。

Also discussed in March, we implemented several measures early on to help ensure the health and safety of our employees around the globe.

同樣在 3 月份進行了討論，我們在早期實施了幾項措施，以幫助確保我們全球員工的健康和安全。

This included restricting all travel and transitioning 100% of our workforce to be remote.

這包括限制所有旅行和將我們 100% 的員工轉移到遠程。

As we expected, this transition was seamless given that approximately 70% of our team is normally remote.

正如我們所預料的那樣，鑑於我們大約 70% 的團隊通常是遠程的，因此這種過渡是無縫的。

We remain on track with our hiring plans.

我們的招聘計劃仍在按計劃進行。

In fact, we had a record number of accepted offers and a surge in new applications.

事實上，我們接受的報價數量創歷史新高，新申請數量激增。

Customer engagement has remained high, and Mike Carpenter, CrowdStrike's President of Global Sales and Field Operations, and I kicked off our 100-by-100 international virtual customer tour.

客戶參與度一直很高，CrowdStrike 的全球銷售和現場運營總裁 Mike Carpenter 和我開始了我們的 100 x 100 國際虛擬客戶之旅。

The team's efforts are paying off as we saw a strong increase in new business meetings in the quarter compared to Q1 of last year, and we ended the quarter with a record pipeline.

與去年第一季度相比，我們看到本季度新的商務會議大幅增加，並且我們以創紀錄的管道結束了本季度，團隊的努力正在得到回報。

Overall, I could not be more pleased and inspired by the superior execution and dedication to our customers by every CrowdStriker.

總體而言，每個 CrowdStriker 的卓越執行力和對客戶的奉獻精神讓我感到非常高興和鼓舞。

Now more than ever, it is important that we step up, fight the good fight with our customers and stay ahead of the adversaries.

現在比以往任何時候都更重要的是，我們要挺身而出，與客戶打好仗，並保持領先於對手。

The COVID-19 pandemic has created a breeding ground for cybercrime.

COVID-19 大流行為網絡犯罪創造了溫床。

The past couple of months have represented one of the most active threat environments we have ever seen.

過去幾個月是我們見過的最活躍的威脅環境之一。

The threat environment is even more heightened for health care and frontline organizations as they contend with increased remote workers, limited staff and increased patient care needs.

醫療保健和一線組織面臨的威脅環境更加嚴重，因為他們要應對越來越多的遠程工作人員、有限的工作人員和不斷增加的患者護理需求。

We enable our customers to stay ahead of these threats, whether they are at home, in the office or in the cloud.

我們使我們的客戶能夠領先於這些威脅，無論他們是在家裡、辦公室還是在雲端。

I would like to take a moment to share a few quotes from customers on the front line that showcases how CrowdStrike is helping them navigate their new normal.

我想花點時間分享前線客戶的一些報價，展示 CrowdStrike 如何幫助他們駕馭新常態。

The CISO of a leading national health institute wrote, "Words cannot express how grateful I am that we have CrowdStrike Falcon deployed to our systems and that Falcon OverWatch has our back.

一家領先的國家衛生機構的首席信息安全官寫道：“我非常感激我們將 CrowdStrike Falcon 部署到我們的系統中，並且 Falcon OverWatch 得到了我們的支持。

As we face unprecedented attacks, one thing remains consistent, we're able to defend our public health mission because of CrowdStrike."

當我們面臨前所未有的攻擊時，有一件事是始終如一的，因為 CrowdStrike，我們能夠捍衛我們的公共衛生使命。”

And the CISO of a nonprofit health care system operating in 6 states said, "Big thanks to CrowdStrike and the OverWatch team for having our backs during this latest activity.

在 6 個州運營的非營利性醫療保健系統的首席信息安全官說：“非常感謝 CrowdStrike 和 OverWatch 團隊在這次最新活動中的支持。

Please pass along the kind words of our CEO and CFO to your folks as well as my appreciation for helping us avert a cyber incident during a hugely trying time for our health care system."

請轉達我們首席執行官和首席財務官的美言，以及我對在我們的醫療保健系統面臨巨大考驗期間幫助我們避免網絡事件的感激之情。”

Cybersecurity is mission-critical.

網絡安全是關鍵任務。

And even in this challenging macroeconomic backdrop, customers have continued to prioritize cybersecurity investments.

即使在這個充滿挑戰的宏觀經濟背景下，客戶仍繼續優先考慮網絡安全投資。

This includes those customers and industries most impacted by shelter-in-place orders such as airlines and hospitality.

這包括那些受就地庇護令影響最大的客戶和行業，例如航空公司和酒店業。

In addition to effective and superior cybersecurity, CIOs and CISOs are looking for a strategic partner to help them easily accommodate a remote workforce, simplify their operations, bridge the skills gap and reduce cost.

除了有效和卓越的網絡安全之外，CIO 和 CISO 還在尋找戰略合作夥伴，以幫助他們輕鬆適應遠程勞動力、簡化運營、縮小技能差距並降低成本。

To emphasize this point, I will share a quote from a Global 2000 customer in a highly impacted sector.

為了強調這一點，我將分享一位全球 2000 強客戶在一個受到高度影響的行業的報價。

"Our adversaries will be more motivated than ever to harm us now when they think we may not be paying attention.

“當我們的對手認為我們可能沒有註意時，他們現在將比以往任何時候都更有動力傷害我們。

We simply cannot afford to have an intrusion, and CrowdStrike is the most effective, most capable technology any of us have ever used or seen.

我們根本無法承受入侵，而 CrowdStrike 是我們任何人使用或見過的最有效、最強大的技術。

It's the linchpin of our security program."

這是我們安全計劃的關鍵。”

Additionally, IT and security teams are looking for ways to easily and remotely solve new problems inherent in work from home and hybrid models.

此外，IT 和安全團隊正在尋找方法來輕鬆遠程解決在家工作和混合模式中固有的新問題。

The security challenges associated with a remote or hybrid workforce are best solved by a cloud-native platform that aggregates and analyzes data in the cloud, operates at web scale, leverages network effects to produce superior outcomes and, importantly, is easy to deploy and simple to manage on a fully remote basis.

與遠程或混合勞動力相關的安全挑戰最好通過雲原生平台來解決，該平台在雲中聚合和分析數據，在網絡規模上運行，利用網絡效應產生卓越的結果，重要的是，易於部署和簡單在完全遠程的基礎上進行管理。

This describes the Security Cloud, a new category that we have pioneered.

這描述了安全雲，這是我們開創的一個新類別。

Because the Falcon platform is cloud native, and our lightweight agent does not require a reboot, customers can easily and remotely deploy, manage and protect their workloads at scale irrespective of where their employees are located.

由於 Falcon 平台是雲原生的，而且我們的輕量級代理不需要重新啟動，因此客戶可以輕鬆、遠程地大規模部署、管理和保護他們的工作負載，而不管他們的員工位於何處。

The real-time response capabilities in the Falcon Discover for IT operations module enable customers to remotely run a wide variety of commands on any endpoint or workload, which is now more important than ever.

Falcon Discover for IT 運營模塊中的實時響應功能使客戶能夠在任何端點或工作負載上遠程運行各種命令，這比以往任何時候都更加重要。

We're seeing demand for Falcon Discover from IT teams that are turning to CrowdStrike to remotely solve challenges such as configuration management, emergency patching and password resets.

我們看到 IT 團隊對 Falcon Discover 的需求正在轉向 CrowdStrike 以遠程解決配置管理、緊急修補和密碼重置等挑戰。

At the end of Q1, 45% of our customers have adopted Falcon Discover for IT operations.

在第一季度末，我們 45% 的客戶已將 Falcon Discover 用於 IT 運營。

Additionally, Falcon for Mobile has seen strength as major school districts look to secure mobile devices for remote education.

此外，隨著主要學區希望保護移動設備以進行遠程教育，Falcon for Mobile 的實力也得到了體現。

The CrowdStrike Falcon platform uniquely provides integrated and simplified protection across both enterprise and personally owned endpoint devices without having to rely on third-party elements.

CrowdStrike Falcon 平台獨特地為企業和個人擁有的端點設備提供集成和簡化的保護，而無需依賴第三方元素。

To help quickly onboard newly remote employees, some companies have spun up new corporate workspaces in the public cloud, creating new cloud workloads.

為了幫助新的遠程員工快速入職，一些公司在公共雲中開闢了新的企業工作空間，創造了新的雲工作負載。

Over the past year, CrowdStrike has seen an increase in the volume of transactions through AWS, which includes customers securing their cloud workloads as well as endpoints that reside on the customers' corporate network.

在過去的一年中，CrowdStrike 看到通過 AWS 的交易量有所增加，其中包括客戶保護其云工作負載以及駐留在客戶公司網絡上的端點。

We saw a 75% increase in ending ARR from business transacted via the AWS partnership compared to the prior quarter, Q4.

與上一季度第四季度相比，我們看到通過 AWS 合作夥伴交易的業務的期末 ARR 增加了 75%。

More broadly, on the partner front, we have continued to see significant demand.

更廣泛地說，在合作夥伴方面，我們繼續看到大量需求。

Partners across the globe are increasingly turning to CrowdStrike as their partner of choice as Symantec abandons large segments of the market and customers desperately need to protect their remote workforce.

隨著賽門鐵克放棄大部分市場並且客戶迫切需要保護他們的遠程員工，全球合作夥伴越來越多地將 CrowdStrike 作為他們的首選合作夥伴。

This is contributing to the strength of our pipeline with accepted deal registrations from partners increasing over 200% in Q1 compared with the same quarter last year.

與去年同期相比，第一季度合作夥伴接受的交易註冊數量增加了 200% 以上，這有助於增強我們的管道實力。

CrowdStrike's mission, platform and brand are clearly resonating with customers and partners as we continue to see a very favorable competitive landscape, as we discussed last quarter.

正如我們上個季度所討論的那樣，隨著我們繼續看到非常有利的競爭格局，CrowdStrike 的使命、平台和品牌顯然引起了客戶和合作夥伴的共鳴。

Let me share a couple of customer examples that demonstrate how the power of the Falcon platform translated into strategic customer wins and provided immediate value.

讓我分享幾個客戶示例，展示 Falcon 平台的力量如何轉化為戰略性客戶勝利並提供即時價值。

The first customer win is with a leading European logistics company that was looking to mature their security program beyond signature-based AV and to consolidate tools across their subsidiaries.

第一次贏得客戶的是一家領先的歐洲物流公司，該公司希望在基於簽名的 AV 之外完善其安全計劃，並在其子公司中整合工具。

CrowdStrike was able to provide both leading prevention capabilities and a simpler solution with a single agent.

CrowdStrike 能夠通過單一代理提供領先的預防功能和更簡單的解決方案。

One option this organization considered was to build out their own security operations center, but they quickly realized that by purchasing Falcon Complete, our fully managed and highly automated endpoint offering, the time to value was just 7 days as opposed to a minimum of 6 to 12 months.

該組織考慮的一個選擇是建立自己的安全運營中心，但他們很快意識到，通過購買我們完全託管和高度自動化的端點產品 Falcon Complete，實現價值的時間僅為 7 天，而不是至少 6 到12個月。

During the sales process, we prevented a ransomware incident on machines where we were installed and helped them remediate the incident across the organization on machines where we had not yet been deployed.

在銷售過程中，我們在安裝了我們的機器上阻止了勒索軟件事件，並幫助他們在整個組織中修復了我們尚未部署的機器上的事件。

This new CrowdStrike customer also took advantage of our COVID-19 relief Burst Licensing program as they needed to purchase and provision additional laptops to enable remote working.

這個新的 CrowdStrike 客戶還利用了我們的 COVID-19 救濟突發許可計劃，因為他們需要購買和配置額外的筆記本電腦以實現遠程工作。

This further validated the company's decision to purchase 7 modules that included security IT operations and threat hunting modules in a large ARR deal for our inside sales team.

這進一步驗證了公司決定在大型 ARR 交易中為我們的內部銷售團隊購買 7 個模塊，其中包括安全 IT 運營和威脅追踪模塊。

The next story demonstrates how CrowdStrike helped a major food conglomerate standardized on the Falcon platform replace 4 other vendors and significantly streamline their operations.

下一個故事展示了 CrowdStrike 如何幫助一家在 Falcon 平台上標準化的大型食品集團取代了其他 4 家供應商並顯著簡化了他們的運營。

The company has dozens of subsidiaries that were using different tools, and they were looking to consolidate, streamline and improve their security posture.

該公司有數十家子公司使用不同的工具，他們正在尋求整合、簡化和改善他們的安全狀況。

CrowdStrike stood out against an entrenched incumbent by demonstrating the Falcon platform's ease of use, increased level of protection and low impact to system performance.

CrowdStrike 展示了 Falcon 平台的易用性、更高的保護級別和對系統性能的低影響，從而在老牌老牌企業中脫穎而出。

With a large initial purchase, this customer adopted Falcon Prevent for next-gen AV, Falcon Insight for visibility and Falcon Discover for IT operations and is actively moving towards expanding into additional modules across IT operations use cases.

由於初始購買量很大，該客戶採用了 Falcon Prevent 用於下一代 AV，Falcon Insight 用於可見性，Falcon Discover 用於 IT 運營，並積極向 IT 運營用例中的其他模塊擴展。

Other notable deals this quarter included a land with one of the largest semiconductor chip manufacturers and an expansion with a major U.S. airline.

本季度其他值得注意的交易包括與最大的半導體芯片製造商之一的土地以及與美國主要航空公司的擴張。

These are just a few of our 6,261 subscription customers as of the end of the quarter that have selected CrowdStrike to help them stop breaches and simplify their security and IT operations stack with a single lightweight agent in our AI-powered Threat Graph.

截至本季度末，這些只是我們 6,261 名訂閱客戶中的一小部分，他們選擇了 CrowdStrike 來幫助他們阻止違規行為並通過我們人工智能驅動的威脅圖中的一個輕量級代理簡化他們的安全和 IT 運營堆棧。

We believe we are positioned to emerge as the structural winner and fundamental endpoint platform of the future.

我們相信我們有能力成為未來的結構贏家和基本端點平台。

With 11 modules and 11 app store partners, CrowdStrike offers unparalleled opportunities for customers to consolidate agents and reduce cost.

CrowdStrike 擁有 11 個模塊和 11 個應用商店合作夥伴，為客戶整合代理和降低成本提供了無與倫比的機會。

CrowdStrike routinely helps customers save money with some customers citing a 3x return on their CrowdStrike investment in as little as 3 months.

CrowdStrike 經常幫助客戶節省資金，一些客戶稱他們的 CrowdStrike 投資在短短 3 個月內就獲得了 3 倍的回報。

We believe this is a compelling value proposition in any economic environment.

我們相信，在任何經濟環境中，這都是一個引人注目的價值主張。

In conclusion, we believe that the rapid move to a remote or hybrid workforce is contributing to the already strong secular trend among companies to transition to cloud platforms.

總之，我們認為，快速遷移到遠程或混合勞動力正在推動公司向雲平台過渡的長期趨勢。

Cybersecurity is a basic need for organizations.

網絡安全是組織的基本需求。

And from our vantage point, investments by customers have remained strong.

從我們的角度來看，客戶的投資依然強勁。

However, we also fully recognize that we are in an uncertain macroeconomic backdrop.

然而，我們也充分認識到，我們處於不確定的宏觀經濟背景中。

It is our view that in times like this, the best companies continue to innovate, focus on customer success and emerge even stronger.

我們認為，在這樣的時代，最好的公司會繼續創新，專注於客戶成功並變得更加強大。

We believe CrowdStrike is positioned to thrive as we continue to focus on driving positive outcomes for our customers, execute on our growth plan and expand our lead over the competition.

我們相信，隨著我們繼續專注於為客戶帶來積極成果、執行我們的增長計劃並擴大我們在競爭中的領先地位，CrowdStrike 將蓬勃發展。

With that, I'll 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.

謝謝你，喬治，大家下午好。

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

快速提醒一下，除非另有說明，否則我今天在講話中提到的所有數字（收入除外）都是非公認會計原則。

We delivered another outstanding quarter with strength in multiple areas of the business.

我們在業務的多個領域都表現出色，又一個出色的季度。

In the first quarter, we delivered 88% ARR growth year-over-year to reach $686.1 million.

第一季度，我們實現了 88% 的 ARR 同比增長，達到 6.861 億美元。

We added $85.7 million in net new ARR, representing 65% year-over-year growth, which was well above our expectations.

我們增加了 8570 萬美元的淨新 ARR，同比增長 65%，遠高於我們的預期。

The growth in ARR was broad-based and driven by another strong quarter for new logo additions and expansion business, coupled with low contraction and churn, consistent with prior quarters.

ARR 的增長基礎廣泛，並受到新徽標添加和擴展業務的另一個強勁季度的推動，加上與前幾個季度一致的低收縮和流失率。

Moving to the P&L.

轉到損益表。

Total revenue grew 85% over Q1 of last year to reach $178.1 million.

總收入比去年第一季度增長 85%，達到 1.781 億美元。

Subscription revenue grew 89% over Q1 of last year to reach $162.2 million.

訂閱收入比去年第一季度增長 89%，達到 1.622 億美元。

Professional services revenue grew to a record $15.9 million as the vast majority of these services, including incident response, can easily be delivered remotely.

專業服務收入增長到創紀錄的 1590 萬美元，因為這些服務中的絕大多數，包括事件響應，都可以輕鬆地遠程交付。

This is important as companies with legacy technologies will continue to experience breaches, and we have the ability to quickly and remotely investigate and remediate the breach, and this often leads to new subscription business.

這一點很重要，因為擁有傳統技術的公司將繼續遭受違規行為，我們有能力快速遠程調查和修復違規行為，這通常會帶來新的訂閱業務。

We have been able to derive an average of about $3.73 of subscription ARR for every $1 spent on an initial incident response or proactive service engagement as of January 31, 2020.

截至 2020 年 1 月 31 日，我們在初始事件響應或主動服務參與上每花費 1 美元，就能獲得平均約 3.73 美元的訂閱 ARR。

In terms of geographic breakdown, approximately 73% of first quarter revenue was derived from customers in the U.S., 14% from Europe, Middle East and Africa markets, 8% from Asia Pacific and 5% from other markets.

按地域劃分，第一季度約 73% 的收入來自美國客戶，14% 來自歐洲、中東和非洲市場，8% 來自亞太地區，5% 來自其他市場。

We remain focused on building a long-term business with sustainable growth and compelling margins.

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。

In Q1, we recognized significant operating leverage in our SaaS model and the benefits of scale even as we increase investments in our global reach and cloud platform.

在第一季度，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 SaaS 模式具有顯著的運營槓桿作用和規模優勢。

First quarter non-GAAP gross margin improved to 75% from 70% a year ago.

第一季度非美國通用會計準則毛利率從一年前的 70% 提高到 75%。

Our non-GAAP subscription gross margin increased to 78% compared with 73% in Q1 of last year and 77% last quarter.

我們的非 GAAP 訂閱毛利率從去年第一季度的 73% 和上一季度的 77% 增加到 78%。

We are very pleased with our record subscription gross margin performance this quarter.

我們對本季度創紀錄的訂閱毛利率表現感到非常滿意。

But as a reminder, we expect gross margin to fluctuate quarter-to-quarter given the ramping of new data centers.

但提醒一下，鑑於新數據中心的增加，我們預計毛利率將逐季波動。

Total non-GAAP operating expenses in the first quarter were $133.0 million or 75% of revenue versus $89.2 million last year or 93% of revenue.

第一季度非美國通用會計準則運營費用總額為 1.33 億美元，佔收入的 75%，而去年為 8920 萬美元，佔收入的 93%。

We continued investing aggressively in our business during the quarter, including shifting sales and marketing spend from in-person activities to digital.

我們在本季度繼續大力投資於我們的業務，包括將銷售和營銷支出從面對面的活動轉移到數字化。

With a couple of our significant events such as sales kickoff and RSA occurring in the month of February, before the travel restrictions were implemented, we saw a modest $1.5 million decrease in travel and related expenses in comparison to the prior quarter, Q4.

在實施旅行限制之前，我們在 2 月份發生了一些重大事件，例如銷售啟動和 RSA，與上一季度第四季度相比，我們看到旅行和相關費用適度減少了 150 萬美元。

In the second quarter, we expect to realize over $5 million in savings as a result of travel restrictions.

在第二季度，由於旅行限制，我們預計將節省超過 500 萬美元。

Scaling our business efficiently remains a top priority, which is why we focus on our unit economics, including Magic Number.

有效地擴展我們的業務仍然是重中之重，這就是為什麼我們專注於我們的單位經濟學，包括幻數。

In Q1, we ended with a Magic Number of 1.2, which we consider to be very strong.

在第一季度，我們以 1.2 的幻數結束，我們認為這是非常強大的。

I'm also pleased to highlight that we reported non-GAAP operating income in Q1 for the first time in company history.

我也很高興地強調，我們在公司歷史上首次報告了第一季度的非公認會計原則營業收入。

Non-GAAP operating income was $1.2 million.

非美國通用會計準則營業收入為 120 萬美元。

As a result of our rapid top line growth, expanding gross margin profile and continued disciplined approach to investing in our business, we drove strong operating leverage in the quarter.

由於我們快速的收入增長、不斷擴大的毛利率狀況以及對我們業務投資的持續紀律性，我們在本季度推動了強勁的經營槓桿。

Our non-GAAP operating margin improved over 23 percentage points year-over-year.

我們的非美國通用會計準則營業利潤率同比增長超過 23 個百分點。

Q1 represents our sixth consecutive quarter of improving non-GAAP operating performance on both a dollar and a margin basis.

第一季度代表我們連續第六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 Q1 was $4.5 million or $0.02 on a diluted per share basis.

第一季度非 GAAP 淨收入為 450 萬美元或每股攤薄後 0.02 美元。

Given we reported non-GAAP income in the quarter, the weighted average common shares used to calculate first quarter non-GAAP EPS was on a diluted basis and totaled 229.8 million shares.

鑑於我們在本季度報告了非公認會計原則的收入，用於計算第一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，總計 2.298 億股。

Turning now to the balance sheet.

現在轉向資產負債表。

Cash and cash equivalents increased to over $1 billion.

現金和現金等價物增加到超過 10 億美元。

Our execution this quarter and record prior quarter sales performance led to strong cash flow.

我們本季度的執行和上一季度創紀錄的銷售業績帶來了強勁的現金流。

Cash flow from operations was approximately positive $99 million, and free cash flow was positive $87 million, reflecting improved operating leverage, growth in deferred revenue and strong collections.

運營現金流約為正 9900 萬美元，自由現金流為正 8700 萬美元，反映了經營槓桿的改善、遞延收入的增長和強勁的收款。

I would like to note that average weighted contract lengths remain consistent within the range of the past 4 quarters.

我想指出，平均加權合同期限在過去 4 個季度的範圍內保持一致。

From the results we are presenting today, you can see that we have a strong balance sheet, highly resilient SaaS model and proven history of disciplined investing with a thoughtful balance between generating top line growth and achieving operating leverage.

從我們今天展示的結果中，您可以看到我們擁有強大的資產負債表、高彈性的 SaaS 模型以及經過驗證的紀律投資歷史，在實現收入增長和實現運營槓桿之間取得了深思熟慮的平衡。

We intend to continue to hire aggressively and position the company to emerge from this unprecedented era even stronger and to create even more distance between CrowdStrike and the competition.

我們打算繼續積極招聘，讓公司在這個前所未有的時代變得更加強大，並在 CrowdStrike 和競爭對手之間拉開更大的距離。

Moving to our guidance for the second quarter.

轉到我們對第二季度的指導。

We expect total revenue to be in the range of $185.8 million to $190.3 million, reflecting a year-over-year growth rate of 72% to 76%, with subscription revenue being the dominant driver of growth.

我們預計總收入將在 1.858 億美元至 1.903 億美元之間，同比增長 72% 至 76%，訂閱收入是增長的主要驅動力。

We expect non-GAAP loss from operations to be in the range of $3.1 million to breakeven and non-GAAP net loss to be in the range of $3.8 million to $700,000.

我們預計非 GAAP 運營虧損將在 310 萬美元至盈虧平衡之間，非 GAAP 淨虧損將在 380 萬美元至 700,000 美元之間。

Utilizing weighted average shares used in computing non-GAAP net loss per share, basic and diluted, of 216 million, we expect non-GAAP net loss per share, basic and diluted, in the range of $0.02 to breakeven.

利用用於計算非公認會計原則每股基本和攤薄淨虧損的加權平均股數為 2.16 億股，我們預計非公認會計原則每股基本和攤薄淨虧損在 0.02 美元至盈虧平衡之間。

For modeling purposes, please note that if we report positive net income in Q2, we expect our share count to be 232 million fully diluted shares versus 216 million basic shares if we report a net loss.

出於建模目的，請注意，如果我們在第二季度報告正的淨收入，我們預計我們的股票數量將是 2.32 億股完全稀釋的股票，而如果我們報告淨虧損，我們的股票數量將是 2.16 億股。

Moving to our guidance for fiscal year 2021.

轉到我們對 2021 財年的指導。

We continue to remain optimistic about the demand for our offerings and the powerful secular trends fueling our growth.

我們繼續對我們產品的需求以及推動我們增長的強大長期趨勢保持樂觀。

Given the growth drivers of our business as well as our strong first quarter performance and momentum into the second quarter, we are raising our guidance for the fiscal year 2021.

鑑於我們業務的增長動力以及我們強勁的第一季度業績和進入第二季度的勢頭，我們正在提高對 2021 財年的指導。

At the same time, we are maintaining our pragmatic outlook regarding the uncertain global macroeconomic backdrop and have once again factored that into our fiscal year guidance.

與此同時，我們對不確定的全球宏觀經濟背景保持務實的看法，並再次將其納入我們的財政年度指導。

While we do not normally discuss the assumptions we make in preparing our guidance and do not intend to do so in the future, we would like to provide you with some transparency into the adjustments we have made to our guidance methodology to de-risk our guidance for the year.

雖然我們通常不會討論我們在準備指南時所做的假設，也不打算在未來這樣做，但我們希望為您提供一些透明度，讓您了解我們對指南方法所做的調整，以降低我們的指南風險一年。

First, while we do not specifically guide to ending ARR, we have added the Q1 ending ARR overperformance to our ARR expectation for the full year.

首先，雖然我們沒有具體指導結束 ARR，但我們已將第一季度結束 ARR 的超額表現添加到我們對全年 ARR 的預期中。

However, given the unseasonal strength of Q1 and uncertain economic environment, we are modifying our prior expectation that Q1 would be the low point for net new ARR for the year.

然而，鑑於第一季度的非季節性強度和不確定的經濟環境，我們正在修改我們之前的預期，即第一季度將是今年淨新 ARR 的低點。

Second, while we have not seen a significant increase in contraction and churn as a result of the COVID-19 outbreak, given the macroeconomic environment, we have prudently increased our assumed contraction and churn for the year.

其次，雖然我們沒有看到由於 COVID-19 爆發而導致收縮和流失的顯著增加，但鑑於宏觀經濟環境，我們謹慎地增加了我們假設的今年收縮和流失。

We currently intend to continue to hire aggressively.

我們目前打算繼續積極招聘。

And in some key areas such as R&D, we have increased our hiring plan for the year.

在研發等一些關鍵領域，我們增加了今年的招聘計劃。

This, along with the expectation that select essential travel will be allowed in the third quarter, we expect to see a step-up in operating expenses in Q3 from Q2.

加上預計第三季度將允許選擇必要的旅行，我們預計第三季度的運營費用將比第二季度增加。

We continue to expect to be non-GAAP operating income breakeven in the fourth quarter.

我們繼續預計第四季度非 GAAP 營業收入將達到收支平衡。

In Q1, we converted our marketable securities to cash and, as such, do not expect to report material interest income for the remainder of the year.

在第一季度，我們將有價證券轉換為現金，因此，預計不會在今年剩餘時間內報告重大利息收入。

And lastly, for cash flow, given the timing of expenses and seasonality of new hires, we expect to see slightly negative operating and free cash flow in the second quarter, and we are maintaining our guidance to be operating cash and free cash flow positive for the full year.

最後，對於現金流，考慮到新員工的支出時間和季節性，我們預計第二季度的運營和自由現金流將略微為負，我們將維持我們的指導，使運營現金和自由現金流為正全年。

For the full fiscal year 2021, we currently expect total revenue to be in the range of $761.2 million to $772.6 million, reflecting a growth rate of 58% to 60% over the 2020 fiscal year.

對於整個 2021 財年，我們目前預計總收入將在 7.612 億美元至 7.726 億美元之間，反映出 2020 財年的增長率為 58% 至 60%。

Non-GAAP loss from operations is expected to be between $19.2 million and $11.1 million.

非公認會計原則的運營損失預計在 1920 萬美元至 1110 萬美元之間。

We expect fiscal 2021 non-GAAP net loss to be between $18.1 million and $9.9 million.

我們預計 2021 財年非 GAAP 淨虧損將在 1810 萬美元至 990 萬美元之間。

Utilizing weighted average shares used in computing non-GAAP net loss per share, basic and diluted of 220 million, we expect non-GAAP net loss per share to be in the range of $0.08 to $0.05.

利用用於計算非 GAAP 每股淨虧損的加權平均股數，基本和稀釋後的 2.2 億股，我們預計非 GAAP 每股淨虧損將在 0.08 美元至 0.05 美元之間。

George and I will now take your questions.

喬治和我現在將回答你的問題。

(Operator Instructions) And our first question is from Sterling Auty with JPMorgan.

（操作員說明）我們的第一個問題來自摩根大通的 Sterling Auty。

Yes.

是的。

It sounds like everybody is healthy, which is fantastic.

聽起來每個人都很健康，這太棒了。

Maybe just to start off, when we look at the network security space, I think the expectation is that after this initial surge for remote access capacity that they're going to see kind of demand fade off.

也許只是開始，當我們審視網絡安全領域時，我認為預期是，在遠程訪問容量的最初激增之後，他們將看到某種需求消退。

When you think about endpoint in its totality, are you expecting something different or more durable in the demand?

當您從整體上考慮端點時，您是否期望需求有所不同或更持久？

Sterling, this is George.

斯特林，這是喬治。

So thanks for the question, and we're all safe.

所以謝謝你的問題，我們都很安全。

So thank you.

所以謝謝。

Yes.

是的。

I think what we've seen here, obviously, there's the work from home and I think, ultimately, a more into the work from anywhere, and there will be a hybrid model of people going back to work.

我認為我們在這裡看到的顯然是在家工作，我認為最終會更多地從任何地方工作，並且會出現人們重返工作崗位的混合模式。

But I think we all know that we're not going to continue in the same way that we had pre-COVID.

但我想我們都知道，我們不會像新冠疫情之前那樣繼續下去。

So -- and we see that as a long-term opportunity.

所以——我們認為這是一個長期的機會。

And really, I think if you take work from home and you encapsulate -- [encapsulize] it -- it's really part of digital transformation.

真的，我認為如果你在家工作並封裝——[封裝]它——它確實是數字化轉型的一部分。

And what we've seen directly just over the last couple of months is just digital transformation being accelerated, which means more people working outside of their corporate environment.

在過去幾個月中，我們直接看到的是數字化轉型正在加速，這意味著更多的人在公司環境之外工作。

It also means more cloud workloads, right?

這也意味著更多的雲工作負載，對吧？

And this digital transformation, which encompasses work from home, is really a longer-term trend that we're seeing.

這種包括在家工作的數字化轉型確實是我們所看到的長期趨勢。

In fact, on our 100 by 100, I was speaking with a CIO, and I said, tell me a little bit about your digital transformation program.

事實上，在我們的 100 x 100 中，我正在與 CIO 交談，我說，請告訴我一些關於您的數字化轉型計劃的信息。

And he said, well, we had a 2-year road map.

他說，嗯，我們有一個 2 年的路線圖。

And in 1 day, at the end of March, we executed on that.

在 1 天之內，也就是 3 月底，我們執行了此操作。

That just gives you an idea of how fast things have been accelerated.

這只是讓您了解事物的加速速度。

So we see that as a long-term secular trend and a tailwind that we're able to benefit from.

因此，我們認為這是一種長期的長期趨勢，也是我們能夠從中受益的順風。

Fantastic.

極好的。

And then maybe just on the -- follow-up on the go-to-market strategy.

然後也許只是對進入市場戰略的後續行動。

You talked about the partnership with AWS.

您談到了與 AWS 的合作關係。

Maybe from a high level, is your expectation that you want to go deeper and bigger with the existing partners versus going broader and bringing on a lot more partners?

也許從高層次來看，您的期望是與現有合作夥伴一起更深入、更大，而不是更廣泛並吸引更多合作夥伴？

I think that's always been our view, is to have bigger, deeper partners where we can spend more time and invest more dollars and effort as well as the partner.

我認為這一直是我們的觀點，是擁有更大、更深入的合作夥伴，我們可以花更多的時間和投入更多的金錢和精力，以及合作夥伴。

And we think that is a much better program than having many partners that aren't necessarily moving the needle for us.

我們認為這是一個比擁有許多不一定為我們推動工作的合作夥伴更好的計劃。

So a big part of it is deal registrations are up.

因此，其中很大一部分是交易註冊增加了。

A big part of it is people wanting to move off incumbents.

其中很大一部分是人們希望擺脫現任者。

And for us, we'd rather double down on the big partners, and AWS has been really a fantastic partner for us.

對我們來說，我們寧願在大合作夥伴身上加倍努力，AWS 對我們來說確實是一個很棒的合作夥伴。

You can see the results.

你可以看到結果。

And they really remove a lot of the friction in the sales process.

他們確實消除了銷售過程中的很多摩擦。

So we're excited about that, and we look forward to continuing that in the future.

所以我們對此感到興奮，我們期待在未來繼續這樣做。

Our next question is from Saket Kalia with Barclays Capital.

我們的下一個問題來自巴克萊資本的 Saket Kalia。

Okay.

好的。

Great.

偉大的。

Maybe first for you, George.

也許首先給你，喬治。

Can you just talk a little bit about Falcon for containers and AWS just sort of on that last point?

你能談談 Falcon 容器和 AWS 的最後一點嗎？

Realizing that it's still early here, I think you said in the prepared comments that ARR there was up about 75% over last quarter.

意識到現在還為時過早，我想你在準備好的評論中說過，ARR 比上一季度增長了約 75%。

Can you talk a little bit about what your customers are saying about this tool and who you're displacing in that sort of environment, if anyone?

你能談談你的客戶對這個工具的看法，以及你在那種環境中取代誰，如果有人的話？

Sure.

當然。

Great to connect, Saket.

偉大的連接，Saket。

I'll start with the latter part.

我將從後半部分開始。

There's not a lot to displace out there because it's really a greenfield opportunity when we think about container protection.

那裡沒有太多可以取代的地方，因為當我們考慮容器保護時，這確實是一個新的機會。

And the beauty of our model has always been the simplicity.

我們模型的美一直是簡單。

So the same lightweight agent can be used to protect many containers.

所以同一個輕量級代理可以用來保護很多容器。

And there's a big difference between what we do and what others do where they have to run inside of every container.

我們所做的與其他人必須在每個容器內運行的操作之間存在很大差異。

We can actually run outside the container at the operating system level and get visibility into every container.

我們實際上可以在操作系統級別的容器外部運行，並獲得對每個容器的可見性。

Now what's the benefit of that?

現在這樣做有什麼好處？

The benefit is it does not get in the way of the development cycle.

好處是它不會妨礙開發週期。

Developers and IT teams don't want -- and DevOps, they don't want any friction in the model.

開發人員和 IT 團隊不希望 - 而 DevOps，他們不希望模型中出現任何摩擦。

And we have a model that introduces like 0 friction.

我們有一個模型，它引入了 0 摩擦。

So it's been very well received.

所以受到了很大的歡迎。

In addition to that, we've added a ton of capabilities into that offering, including all kinds of additional prevention capabilities as well as understanding the container configurations and helping manage the containers -- the security of those containers in multi-cloud as well as on-premise very easily.

除此之外，我們還在該產品中添加了大量功能，包括各種額外的預防功能以及了解容器配置和幫助管理容器——這些容器在多雲中的安全性以及內部部署非常容易。

So it's been very well received.

所以受到了很大的歡迎。

And even as an extension to what we've done in containers, particularly in the cloud area, we've added much broader Discover capabilities.

甚至作為我們在容器中所做工作的擴展，特別是在雲領域，我們還添加了更廣泛的發現功能。

As you know, the IT teams are always struggling to figure out where their shadow IT is.

如您所知，IT 團隊一直在努力找出影子 IT 的位置。

We can help in those areas as well.

我們也可以在這些領域提供幫助。

Got it.

知道了。

That makes sense.

這就說得通了。

Burt, maybe for you for my follow-up.

伯特，也許是為了你我的後續行動。

Thanks for the historical data on that net revenue retention in the slide deck.

感謝幻燈片中有關淨收入保留的歷史數據。

I think you said CrowdStrike remained above the 120% sort of goal on net revenue retention.

我想你說 CrowdStrike 仍然高於 120% 的淨收入保留目標。

I guess the question is at what point do you foresee, clearly, some of the bigger lands that you're getting here with customers opting for 4 to 5 modules to perhaps start impacting that metric?

我想問題是，您清楚地預見到您將在什麼時候到達這裡，客戶選擇 4 到 5 個模塊可能會開始影響該指標？

And clearly, that's a good problem to have with bigger lands, but curious if that's something to consider for that metric as the platform approach sort of continues to resonate.

顯然，對於更大的土地來說，這是一個很好的問題，但很好奇這是否是該指標需要考慮的，因為平台方法會繼續引起共鳴。

Thanks, Saket, and thanks for the question.

謝謝，Saket，謝謝你的問題。

So as you know, we don't manage the net retention number.

如您所知，我們不管理淨保留數。

We still think that 120% is a good benchmark in a normalized environment.

我們仍然認為 120% 在標準化環境中是一個很好的基準。

And you're right, it did remain over 120% for this quarter.

你是對的，本季度它確實保持在 120% 以上。

I mean as you know, dollar-based net retention can fluctuate quarter-to-quarter, and it is a noisy metric.

我的意思是，如您所知，以美元為基礎的淨留存率會隨季度波動，這是一個嘈雜的指標。

Just because it goes down does not necessarily mean it's a bad thing and vice versa.

僅僅因為它下降並不一定意味著它是一件壞事，反之亦然。

We did see a trend up through Q4 where we were seeing larger lands, and that was certainly impacting our dollar-based net retention rate.

我們確實看到了第四季度的上升趨勢，我們看到了更大的土地，這肯定會影響我們基於美元的淨保留率。

And that was fine.

那很好。

And we think that going forward, we'll likely see some more larger lands given the fact that more and more customers are buying 4 or 5 of our modules.

而且我們認為，鑑於越來越多的客戶購買我們的 4 或 5 個模塊，我們可能會看到更多更大的土地。

Having said all that, as you think about SaaS companies and the traditional land and expand, over time, the expand might take over at some point.

說了這麼多，當您考慮 SaaS 公司和傳統土地並進行擴展時，隨著時間的推移，擴展可能會在某個時候接管。

And clearly, as we bring more and more value to our customers in terms of more modules, we can possibly see an uptick.

顯然，隨著我們通過更多模塊為客戶帶來越來越多的價值，我們可能會看到上升。

But my final comment on that is, today, we're still going after both.

但我對此的最後評論是，今天，我們仍在追求兩者。

We're still going after the large new lands, and we're still going after the expansion opportunities.

我們仍在尋找新的大片土地，我們仍在尋找擴張的機會。

And we're paying our sales force the same, whether or not they bring in a new logo or a new land or an expansion.

而且我們向我們的銷售人員支付相同的費用，無論他們是否引入了新標誌、新土地或擴張。

Our next question is from Gur Talpaz with Stifel.

我們的下一個問題來自 Gur Talpaz 和 Stifel。

Congrats to both of you on the strong results.

祝賀你們倆取得了不錯的成績。

George, I wanted to ask you if you were seeing a shift in appetite for nontraditional use cases in the current environment.

喬治，我想問你是否看到當前環境中對非傳統用例的興趣發生了轉變。

I think the market well understands that we've seen a shift here in EDR and NGAV, but are you finding yourself being deployed in other areas perhaps at a more aggressive rate these days given everything that's happening out there?

我認為市場很清楚我們已經看到了 EDR 和 NGAV 的轉變，但是鑑於目前正在發生的一切，您是否發現自己正在以更積極的速度部署到其他領域？

Gur, thank you for the question.

古爾，謝謝你的提問。

Absolutely.

絕對地。

I think this quarter was really a tipping point into use cases outside of just security.

我認為本季度確實是安全之外的用例的轉折點。

And we've been building our Discover module for several years, and a big part of that is focused on IT ops and security and IT, I should say, hygiene as well.

多年來，我們一直在構建 Discover 模塊，其中很大一部分關注 IT 運營和安全以及 IT，我應該說，還有衛生。

When we think about asset discovery and configuration, we talked about emergency patches and configuration management and pass-through resets.

當我們考慮資產發現和配置時，我們談到了緊急補丁和配置管理以及直通重置。

So this functionality drives a lot of automation into the IT stack.

因此，此功能推動了 IT 堆棧的大量自動化。

And just given COVID in the remote work environment, we had so many customers that were struggling and really in a panic mode, trying to figure out how are they going to understand these systems, how are they going to touch these systems remotely when they're sitting behind everyone's local firewall and cable modem.

剛剛在遠程工作環境中考慮到 COVID，我們有很多客戶在苦苦掙扎，真的處於恐慌模式，試圖弄清楚他們將如何理解這些系統，當他們遠程接觸這些系統時，他們將如何'重新坐在每個人的本地防火牆和電纜調製解調器後面。

And they actually turned to the security team because they had solved that problem.

他們實際上求助於安全團隊，因為他們已經解決了這個問題。

And they basically -- it was sort of an eye-opening experience for the IT folks in terms of our capabilities and what we can do.

他們基本上——就我們的能力和我們能做什麼而言，這對 IT 人員來說是一種令人大開眼界的體驗。

So I see it really as a tipping point, and when we think about our capabilities it goes well beyond just security.

所以我認為這確實是一個轉折點，當我們考慮我們的能力時，它遠遠超出了安全性。

And I think this particular environment with remote work from home is a perfect use case for how we can drive automation and save a lot of money for the IT teams.

而且我認為這種在家遠程工作的特殊環境是我們如何推動自動化並為 IT 團隊節省大量資金的完美用例。

That's super helpful.

這非常有幫助。

And then Burt, maybe one for you.

然後是伯特，也許給你一個。

Congrats again on the gross margin here.

再次恭喜這裡的毛利率。

Given your commentary around the rollout of new data centers, what's the right way to think about both the lower and upper thresholds year of gross margin over the next few quarters with the goal here to be appropriately conservative?

鑑於您對推出新數據中心的評論，在未來幾個季度的目標是適當保守的情況下，考慮毛利率下限和上限年度的正確方法是什麼？

Yes.

是的。

So -- hey, Gur.

所以——嘿，古爾。

Great question and one near and dear to my heart.

很好的問題，一個貼近我心的問題。

So gross margin expansion has been a focus of mine and my colleagues in the DevOps center.

因此，毛利率擴張一直是我和我在 DevOps 中心的同事關注的重點。

And to date, we've had great success in being able to expand our margins through obviously new modules coming to bear.

迄今為止，我們在通過明顯的新模塊來擴大利潤方面取得了巨大成功。

New modules mean more gross margin for us as well as opportunities within the data centers in terms of efficiency.

新模塊對我們來說意味著更多的毛利率以及數據中心在效率方面的機會。

But as we think about the future, we see opportunities to even -- to increase even more our gross margins with respect to lowering our long-term costs with respect to data centers, moving them to lower cost environments.

但是當我們考慮未來時，我們看到了機會——甚至更多地增加我們的毛利率，以降低我們在數據中心方面的長期成本，將它們轉移到成本更低的環境中。

But in the initial stages, it takes more to get those up and running.

但在初始階段，要讓它們啟動並運行起來需要更多的時間。

And so on a quarter-to-quarter basis, it might fluctuate but not materially.

以此類推，按季度計算，它可能會波動，但不會有實質性的波動。

We're already still smack dab in the middle of our long-term range, and we anticipate to stay there.

我們仍然處於長期範圍的中間，我們預計會留在那裡。

So the movements will be small in the next few quarters.

因此，未來幾個季度的走勢將很小。

Our next question comes from Brad Zelnick with Crédit Suisse.

我們的下一個問題來自瑞士信貸的 Brad Zelnick。

Congrats on all the great momentum and everything you're doing to keep the world safe.

恭喜您為保持世界安全而取得的所有巨大動力和所做的一切。

Guys, my question follows up on, I think, what Sterling asked.

伙計們，我想，我的問題跟斯特林問的有關。

Just trying to understand how much of the growth is coming from new endpoints.

只是想了解有多少增長來自新端點。

Clearly, you had a lot of laptops being sold as everyone was working from home over these last few months.

顯然，在過去的幾個月裡，由於每個人都在家工作，因此您出售了很多筆記本電腦。

And if -- maybe if you were to look at the mix of drivers, endpoint unit growth versus module adoption or maybe dollars per endpoint, said differently, how should we think about that mix in Q1 versus what you would typically see?

如果 - 也許如果您要查看驅動因素的組合，端點單位增長與模塊採用或每個端點的美元，換一種說法，我們應該如何看待第一季度的這種組合與您通常會看到的組合？

Brad, thanks for the question.

布拉德，謝謝你的提問。

I'll take the first part, and then I'll turn it over to Burt.

我會拿第一部分，然後我會把它交給伯特。

But if we just step back a little bit, and this is one of the areas that I'm always focused on, is when we talk about endpoint, certainly, that's our market we get lumped into, but I think it's a bit limiting.

但是，如果我們稍微退後一點，這是我一直關注的領域之一，當我們談論端點時，當然，這就是我們陷入的市場，但我認為這有點限制。

I think about endpoint as a PC and a server.

我將端點視為 PC 和服務器。

And really, what we're focused on is workload protection, right, which is all the cloud environments, all the containers, ephemeral workloads, IoT, mobile devices.

實際上，我們關注的是工作負載保護，對，它是所有云環境、所有容器、臨時工作負載、物聯網、移動設備。

So it's a much broader opportunity for us.

所以這對我們來說是一個更廣泛的機會。

So when you think about what happened with COVID, sure, you're going to have new laptops come online.

因此，當您考慮 COVID 發生的事情時，您肯定會有新的筆記本電腦上線。

And you're going to have people working from home.

而且您將讓人們在家工作。

That isn't going to change necessarily, and those aren't going to go away.

這不一定會改變，這些也不會消失。

In fact, I talked to a CIO just a couple of weeks ago, and they told me whenever they refresh their computers, they're only going to buy laptops as an example, right?

事實上，就在幾週前，我與一位 CIO 交談過，他們告訴我，每當他們更新電腦時，他們只會購買筆記本電腦作為示例，對吧？

They're going to go through a quicker refresh cycle because of that.

因此，他們將經歷更快的刷新周期。

And most people think that -- most people work on laptops, a lot of the folks I know.

大多數人認為——大多數人都在筆記本電腦上工作，我認識的很多人。

But people go in the office, they turn a computer on and off, and that's it.

但是人們走進辦公室，他們打開和關閉計算機，僅此而已。

So they need to account for those.

所以他們需要考慮這些。

So that's one piece of it.

所以這是其中的一部分。

But I think the broader element is really the digital transformation, which is how many of these workloads are going to the cloud.

但我認為更廣泛的元素實際上是數字化轉型，即有多少工作負載將轉移到雲端。

And obviously, the computers they're buying are not going away.

顯然，他們購買的計算機不會消失。

But at the end of the day, it's really about this digital transformation and having a cloud architecture, which we've seen accelerate, people moving away from legacy technologies because of this new environment.

但歸根結底，這真的是關於這種數字化轉型和擁有云架構，我們已經看到這種架構正在加速，人們因為這種新環境而遠離傳統技術。

And I think that's more of the longer-term piece of it, is it's not just the work from home or work from anywhere.

而且我認為這更像是長期的一部分，不僅僅是在家工作或在任何地方工作。

It's how people are transforming that environment as well as their move to the cloud.

這就是人們如何改變環境以及遷移到雲的方式。

Burt, maybe you have comments on the other piece.

伯特，也許你對另一篇文章有意見。

Brad, yes, great question.

布拉德，是的，很好的問題。

So the other thing that goes along with that transformation at the same time from the long-term perspective is also the increased modules, right?

所以從長遠來看，與這種轉變同時發生的另一件事也是增加的模塊，對吧？

So as you have more modules, it gives the opportunity of the sales team to introduce new things to customers and be able to increase their overall footprint with us from a security perspective.

因此，當您擁有更多模塊時，它使銷售團隊有機會向客戶介紹新事物，並能夠從安全角度增加他們與我們的整體足跡。

So just by giving that, we know that that's part of -- one of the growth drivers that we're looking at, looking into the future.

因此，僅通過提供這一點，我們就知道這是我們正在關注的增長驅動力之一，著眼於未來。

It's obviously accelerated by what George was talking about, digital transformation.

喬治所說的數字化轉型顯然加速了這一進程。

But the opportunity is well in front of us in terms of all the different types of workloads that customers are looking to have protection on.

但就客戶希望獲得保護的所有不同類型的工作負載而言，機會就在我們面前。

Whether it's work-from-home type of units or whether it's in the network or in the cloud, all of them are accelerating for us.

無論是在家工作類型的單元，還是在網絡或云中，所有這些都在為我們加速。

And we think that that's a huge opportunity for the growth that we'll see in the future.

我們認為這是我們未來將看到的增長的巨大機會。

Maybe if I could just follow up with one.

也許如果我能跟進一個。

As I think many have been concerned rightfully about customers' desire to preserve capital and perhaps shrinking duration and extending payment terms, you guys had a blockbuster cash flow quarter, I think your best ever, $87 million in free cash.

正如我認為許多人對客戶保留資本的願望以及可能縮短期限和延長付款期限的擔憂一樣，你們有一個驚人的現金流季度，我認為是有史以來最好的，8700 萬美元的自由現金。

But at the same time, CapEx was a lot lower at least than what the Street was modeling.

但與此同時，資本支出至少比華爾街建模的要低得多。

Can you walk us through how you're able to deliver such a strong cash flow result despite being flexible with some customers?

儘管對某些客戶很靈活，您能否向我們介紹一下您如何能夠提供如此強勁的現金流結果？

And also, why did CapEx come down a bit?

而且，為什麼資本支出有所下降？

Was it intentional or maybe something supply chain-related?

是故意的還是與供應鏈相關的？

Good question.

好問題。

So obviously, we are very focused on cash.

所以很明顯，我們非常關注現金。

For us, coming off such a strong Q4 and even Q1, that obviously propelled the opportunity to collect.

對我們來說，從第四季度甚至第一季度的強勁表現中脫穎而出，顯然推動了收集機會。

So strong collections was a result of the strong performance.

如此強勁的收藏是強勁表現的結果。

So that's part of it.

所以這是其中的一部分。

CapEx, part 2 of your question.

資本支出，您問題的第 2 部分。

CapEx, we're trying to be managed throughout the year.

資本支出，我們正在努力全年進行管理。

If you look at our CapEx overall, you're going to find that we're going to spend roughly around 8% of CapEx as a percentage of revenue with the majority coming in the back end.

如果你看一下我們的整體資本支出，你會發現我們將花費大約 8% 的資本支出作為收入的百分比，其中大部分來自後端。

And that's just a function of how we see the capacity in our data centers and how much more we need to add and build into them to be able to keep up with our growth.

這只是我們如何看待數據中心容量以及我們需要在其中添加和構建多少才能跟上我們的增長的功能。

That's how I would think about it.

我就是這麼想的。

Our next question is from Alex Henderson with Needham.

我們的下一個問題來自李約瑟的 Alex Henderson。

Going to ask you if you've gotten a call from Cleveland.

會問你是否接到了克利夫蘭的電話。

Obviously, you're going to go into the rock star hall of fame with these kinds of numbers.

顯然，您將帶著這些數字進入搖滾明星名人堂。

But I thought instead I would ask something more mundane along the lines of the free onboarding and the Falcon home products.

但我想相反，我會問一些更普通的問題，比如免費入職和 Falcon 家用產品。

Could you talk a little bit about the magnitude of that opportunity down the line when those people run off of the time line for the free subscriptions and then end up being signed on?

當這些人超出免費訂閱的時間線然後最終簽約時，您能否談談這個機會的重要性？

Is that a meaningful opportunity to upsell them to the platform?

這是一個向平台追加銷售的有意義的機會嗎？

Well, I think in general, we think work from home and work from anywhere is a meaningful opportunity.

好吧，我認為總的來說，我們認為在家工作和在任何地方工作是一個有意義的機會。

Obviously, we were flexible with our licensing, which we thought was the right thing to do from our customers, and that's still running out.

顯然，我們在許可方面很靈活，我們認為這是我們的客戶應該做的正確的事情，但現在仍然不多。

We've had a lot of customers take advantage of that and saw a lot of over deployment, which helped them.

我們已經有很多客戶利用了這一點，並且看到了很多過度部署，這對他們有所幫助。

And ultimately, our goal is to be able to go back and true them up and move them into a paying program.

最終，我們的目標是能夠回過頭來驗證它們並將它們轉移到付費計劃中。

So we continue to evaluate that opportunity.

所以我們繼續評估這個機會。

I think it's one opportunity that we have, and it continues to move forward.

我認為這是我們擁有的一個機會，並且會繼續向前發展。

And the feedback that we've gotten so far has been fantastic.

到目前為止，我們得到的反饋非常棒。

In fact, we have customers asking for a permanent work-from-home program for their home users.

事實上，我們有客戶要求為他們的家庭用戶提供永久的在家工作計劃。

And if you think about in today's environment, lots of people use their own computer at home.

而且，如果您考慮一下當今的環境，很多人在家中使用自己的計算機。

They try to connect it with a VPN.

他們嘗試將其與 VPN 連接。

Customers need to be a little bit more flexible depending on their industry.

客戶需要更靈活一點，具體取決於他們的行業。

So having the home users protected, which are often exposed to something that they could bring into the corporate network, which again is disappearing, is important for many of these large institutions.

因此，讓家庭用戶受到保護，這些用戶經常會接觸到他們可以帶入企業網絡的東西，而這些東西又正在消失，這對許多大型機構來說很重要。

So I do think there's some good opportunities going forward as we look to close out those programs.

因此，我確實認為在我們希望結束這些計劃時會有一些很好的機會。

If I could shift the gears slightly.

如果我能稍微換檔。

You guys have spent a lot of time and energy on dealing with the Kubernetes environments.

你們花了很多時間和精力來處理 Kubernetes 環境。

You've clearly got a very differentiated product that goes into the run time side of Kubernetes.

您顯然已經獲得了一個非常差異化的產品，它進入了 Kubernetes 的運行時方面。

Can you talk about your ability to feed that back into the CI/CD pipeline process back into the predeployment side and to what extent you think you can move into the full process flow there?

您能否談談您將其反饋到 CI/CD 管道流程中的能力，以及您認為您可以在多大程度上進入那裡的完整流程流程？

Well, yes, that's certainly an ongoing journey for us, and I think we've made substantial progress in all the above.

嗯，是的，這對我們來說肯定是一個持續的旅程，我認為我們在上述所有方面都取得了實質性進展。

Obviously, we're very strong in run time security.

顯然，我們在運行時安全方面非常強大。

And we have customers using the visibility element of what we're doing to really help them understand what should be deployed, what is deployed, what should be approved.

我們有客戶使用我們正在做的事情的可見性元素來真正幫助他們了解應該部署什麼，部署什麼，應該批准什麼。

And if it's deployed, is it vulnerable, things of that nature.

如果它被部署，它是否容易受到攻擊，這種性質的東西。

So I do think there is a lot of future opportunities to continue to streamline in that pipeline.

因此，我確實認為未來有很多機會可以繼續精簡該管道。

And it's kind of -- it gets back to what I said earlier in the call, it's so easy to deploy.

它有點——它回到了我之前在電話會議中所說的，它很容易部署。

It's so easy to use.

它很容易使用。

It doesn't add a lot of friction.

它不會增加很多摩擦。

So now it's about adding more value back into the developer pipeline as well as being able to solve some of the security use cases and the outcomes that the security teams are looking for.

因此，現在的重點是為開發人員管道增加更多價值，以及能夠解決一些安全用例和安全團隊正在尋找的結果。

So we continue to focus on -- we had a huge release just a couple of weeks ago.

所以我們繼續關注——幾週前我們發布了一個巨大的版本。

We have one of the most mature Linux versions with coverage for many different operating systems, and that's been a differentiator for us, particularly in winning cloud workload protection business.

我們擁有最成熟的 Linux 版本之一，涵蓋了許多不同的操作系統，這對我們來說是一個差異化因素，特別是在贏得云工作負載保護業務方面。

Our next question is from Tal Liani with Bank of America.

我們的下一個問題來自美國銀行的 Tal Liani。

I wanted to ask you about competitive displacement, and I want to -- just to discuss 2 things.

我想問你關於競爭性置換的問題，我想 - 只是討論兩件事。

Number one is, what was the experience this quarter with displacing Symantec specifically?

第一個問題是，本季度具體取代賽門鐵克的經歷是什麼？

And second, we also see that you're displacing next-gen players.

其次，我們還看到你們正在取代下一代玩家。

And the question is, why?

問題是，為什麼？

What are the deficiencies in their products?

他們的產品有哪些不足之處？

Or what kind of added value do you provide that allows you to displace also next-gen players?

或者你提供什麼樣的附加值可以讓你也取代下一代玩家？

Sure.

當然。

Well, we start with the first one.

好吧，我們從第一個開始。

We continue to displace Symantec customers, again, for a lot of the reasons that we've talked about in the past.

再次，我們繼續取代賽門鐵克客戶，原因有很多我們在過去談到的。

People are looking for platforms and they're looking for technologies that actually work and stop breaches.

人們正在尋找平台，他們正在尋找真正有效並阻止違規行為的技術。

Ransomware has been a huge driver, and signature-based AV is really not capable of dealing with sophisticated ransomware, right?

勒索軟件一直是一個巨大的驅動力，而基於簽名的 AV 真的無法處理複雜的勒索軟件，對吧？

So people are looking to get off that not as a matter of security, I mean that's certainly an element, but as a matter of business resiliency.

因此，人們希望擺脫這一點不是出於安全問題，我的意思是這肯定是一個因素，而是出於業務彈性問題。

And in today's environment, if we think about the health care community, the last thing anyone would want would be a ransomware attack in the middle of a pandemic.

在今天的環境中，如果我們考慮醫療保健社區，任何人最不想要的就是在大流行期間遭受勒索軟件攻擊。

So that's one.

所以這是一個。

Two is on the next-gen players.

二是關於下一代球員。

Again, we spent the time and effort to build the platform out from the ground up, right?

同樣，我們花了時間和精力從頭開始構建平台，對吧？

It's the same Salesforce, Workday, ServiceNow, CrowdStrike.

同樣是 Salesforce、Workday、ServiceNow、CrowdStrike。

We don't have an on-premise version because that's not our model.

我們沒有本地版本，因為那不是我們的模型。

So a lot of our competitors built on-premise versions.

因此，我們的許多競爭對手都構建了本地版本。

They tried to move it to the cloud and call it a cloud offering.

他們試圖將其移至雲端，並將其稱為雲產品。

Their data is still on each endpoint.

他們的數據仍在每個端點上。

The value is being able to aggregate this data at scale, which we figured out with our Threat Graph.

價值在於能夠大規模聚合這些數據，這是我們通過威脅圖計算出來的。

And effectively, that creates a data moat, plus the module expansion allows customers to add more modules, not agents, right?

並且有效地創建了數據護城河，加上模塊擴展允許客戶添加更多模塊，而不是代理，對嗎？

And even our next-gen competitors, they still have 3 and 4 different agents because of their acquisitions.

即使是我們的下一代競爭對手，由於他們的收購，他們仍然擁有 3 和 4 個不同的代理。

So people want something that's simple, want something that works and want something that's future-proof and ultimately stops the breach.

所以人們想要一些簡單的東西，想要一些有效的東西，想要一些面向未來並最終阻止違規的東西。

Great.

偉大的。

And that includes also next-gen players?

這也包括下一代球員？

That was specifically directed at next-gen players, yes.

那是專門針對下一代玩家的，是的。

Got it.

知道了。

I have a follow-up question about your platform.

我有一個關於您的平台的後續問題。

Can you discuss traction for -- with opening up the platform to third-party applications?

您能否討論對第三方應用程序開放平台的牽引力？

Are you starting to see traction with third parties?

您是否開始看到第三方的吸引力？

And what kind of applications are being offered or being demanded?

提供或需要什麼樣的應用程序？

Yes, we are.

是的我們是。

We opened up the platform a number of years back, and we continue to add partners.

幾年前，我們開放了該平台，並繼續增加合作夥伴。

I think we're up to 11 now.

我想我們現在已經 11 歲了。

And again, our goal is higher quality.

同樣，我們的目標是更高的質量。

It isn't an Apple App Store, right?

這不是蘋果應用商店，對吧？

It's really about having high-quality vetted partners in there.

這真的是關於在那裡擁有高質量的審查合作夥伴。

And again, it gets to the pain point of customers don't want more agents.

再一次，它達到了客戶不想要更多代理的痛點。

They want less of them.

他們想要的更少。

And I do think that is an underappreciated fact in the industry, is how painful more agents are.

而且我確實認為這是業內一個被低估的事實，那就是更多的代理商是多麼痛苦。

So when we look at the opportunity that we have in the store, we continue to add apps around patch management.

因此，當我們看到商店中的機會時，我們會繼續圍繞補丁管理添加應用程序。

We continue to add apps around white listing.

我們繼續圍繞白名單添加應用程序。

We continue to add apps in the OT space.

我們繼續在 OT 領域添加應用程序。

So those are all being built out or built out, and we keep adding more partners, and we keep announcing new partners.

所以這些都在擴建或擴建，我們不斷增加更多的合作夥伴，我們不斷宣布新的合作夥伴。

And it's been a real strategic, I think, weapon for us because none of our competitors have a store quite like that, and people love the flexibility that we're offering them.

我認為，這對我們來說是一種真正的戰略武器，因為我們的競爭對手都沒有像這樣的商店，人們喜歡我們為他們提供的靈活性。

Collect once, reuse many and allowing that flexibility to our customers really saves them a lot of time and money in their operational overhead of their endpoints.

一次收集，多次重複使用，並為我們的客戶提供這種靈活性，確實為他們在端點的運營開銷上節省了大量時間和金錢。

(Operator Instructions) Our next question is from Joel Fishbein with SunTrust.

（操作員說明）我們的下一個問題來自 SunTrust 的 Joel Fishbein。

Congrats on a great quarter.

祝賀一個偉大的季度。

George, I wanted to follow up on the vendor consolidation story that seems to be accelerating here for you guys.

喬治，我想跟進供應商整合的故事，這似乎對你們來說正在加速。

Cloud module adoption is just fantastic, and Burt had talked about more investment in R&D.

雲模塊的採用真是太棒了，Burt 談到了更多的研發投資。

Can you talk a little bit about some of the new modules that you're working on that are coming out?

你能談談你正在開發的一些新模塊嗎？

And when we should start to see them, DLP, firewall management, maybe firmware protection, some of the other stuff that you guys are working on to sort of grow that 10, 11 number, to continue to grow that?

當我們應該開始看到它們時，DLP，防火牆管理，也許是固件保護，以及你們正在研究的其他一些東西，以增加 10、11 個數字，繼續增長？

Sure.

當然。

Thanks, Joel.

謝謝，喬爾。

If we look at the modules today, we've got 11.

如果我們今天查看這些模塊，我們有 11 個。

We do have firewall management.

我們確實有防火牆管理。

We do have firmware protection, which is already in the product.

我們確實有固件保護，這已經在產品中了。

As you might imagine, we don't talk about the future modules that we're going to come out with, but we are always working on new modules and getting feedback from customers.

正如您可能想像的那樣，我們不會談論我們將要推出的未來模塊，但我們一直在開發新模塊並從客戶那裡獲得反饋。

We're spending a lot of time again looking at various use cases and how it can help customers with insider threats and use cases that again go beyond just core security.

我們再次花費大量時間研究各種用例，以及它如何幫助客戶應對內部威脅和再次超越核心安全的用例。

A big focus this quarter for us was our Discover module and the ability to help IT teams.

本季度我們的一個重點是我們的發現模塊和幫助 IT 團隊的能力。

And there are a lot of use cases that have come back in terms of what people are looking for above and beyond just security.

就人們在安全之外尋找的東西而言，有很多用例又回來了。

So we continue to look to enhance the modules we have because we're never done with them.

因此，我們繼續尋求增強我們擁有的模塊，因為我們從未完成過它們。

We're always updating them.

我們一直在更新它們。

That's the beauty of the platform.

這就是平台的美妙之處。

And I've had customers tell us we log in 1 day.

我有客戶告訴我們我們登錄 1 天。

And the next day, there's just tons of new stuff that shows up, and we don't have to do anything.

第二天，就會有大量新東西出現，我們不需要做任何事情。

There's nothing they need to do.

他們不需要做什麼。

It's just there.

它就在那裡。

And that's the beauty of the platform.

這就是平台的美妙之處。

So we are rapidly working on new technologies and new modules.

因此，我們正在快速開發新技術和新模塊。

And obviously, we're bringing on new store partners.

顯然，我們正在引入新的商店合作夥伴。

So as we have new modules, we'll be sure to bring everybody current with them.

因此，當我們有新模塊時，我們一定會讓每個人都了解它們。

And our next question is from Matt Hedberg with RBC Capital Markets.

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

At RSA, it was great to see Spotlight in action.

在 RSA，很高興看到 Spotlight 的實際應用。

I wonder if you can dig into that product a little bit more, that module, maybe some of the competitive wins you're seeing against traditional vulnerability management peers.

我想知道您是否可以更深入地研究該產品，該模塊，也許是您在傳統漏洞管理同行中看到的一些競爭勝利。

Yes.

是的。

Thanks.

謝謝。

The module adoption was up this quarter for Spotlight.

本季度 Spotlight 的模塊採用率有所上升。

It shouldn't be a surprise given the fact that everybody is working remotely from home.

鑑於每個人都在家遠程工作，這不足為奇。

And guess what, compliance mandates don't really care if you're at home or in the office, right?

你猜怎麼著，合規要求並不關心你是在家還是在辦公室，對吧？

So customers have a compliance mandate, which is they have to understand what their vulnerabilities are on their systems.

因此，客戶有一個合規性要求，即他們必須了解他們的系統上存在哪些漏洞。

And to have real-time visibility into your vulnerabilities irrespective of where that endpoint of workload is, is huge for customers.

無論工作負載的端點在哪裡，都可以實時了解您的漏洞，這對客戶來說意義重大。

So we saw that being rolled out pretty rapidly.

所以我們看到它正在迅速推出。

And with a click of a button, people have visibility.

只需單擊一個按鈕，人們就可以看到。

I think again it goes back to the consolidation play.

我認為這又回到了整合遊戲。

People don't want yet another agent.

人們不想要另一個代理。

Some of the VM players have pushed their cloud agents.

一些虛擬機玩家已經推送了他們的雲代理。

And at the end of the day, these are just kind of scanning technologies that add a lot of overhead to the endpoint.

歸根結底，這些只是一種掃描技術，會給端點增加大量開銷。

And the beauty of our model again is the fact that we've already collected the data.

我們模型的美妙之處再次在於我們已經收集了數據。

We're not putting extra burden on the endpoint from a performance perspective, and we're not waiting for a scan to happen.

從性能的角度來看，我們不會給端點增加額外的負擔，也不會等待掃描發生。

It's always real time.

它總是實時的。

Our next question is from Sarah Hindlian-Bowler with Macquarie.

我們的下一個問題來自麥格理的 Sarah Hindlian-Bowler。

I wanted to ask -- I actually have a couple of questions, but I'll just go right to you, George, and I'll follow up with Burt in a bit.

我想問——我實際上有幾個問題，但我會直接問你，George，稍後我會跟進 Burt。

But this was clearly a phenomenal quarter, and I know your strength is being driven by digital transformation.

但這顯然是一個非凡的季度，我知道您的實力正受到數字化轉型的推動。

But if I can dig a little bit down deeper, how do I think about the upside and what's driving it the most between all of these major trends you have driving these results, work from home, competitive positioning versus incumbents and even your new products?

但是，如果我可以更深入地挖掘，我如何看待推動這些結果的所有這些主要趨勢、在家工作、競爭定位與現有企業甚至你的新產品之間的上升空間以及推動它的最大動力是什麼？

Is there any way you can give me a sense of the mix and if it's evenly distributed or skewed to one or the other?

有什麼方法可以讓我了解混合情況，以及它是均勻分佈還是偏向其中一個？

Thanks, Sarah.

謝謝，莎拉。

Good to hear from you.

很高興聽到你的消息。

And it's a hard question to answer because each customer is a bit different.

這是一個很難回答的問題，因為每個客戶都有點不同。

You have certain customers that have too much complexity.

您的某些客戶過於復雜。

And again, they just want to simplify.

再一次，他們只是想簡化。

Others have suffered breaches under different technologies, and they're looking for something that's more effective.

其他人在不同的技術下遭受了破壞，他們正在尋找更有效的東西。

Others are looking for force multipliers like Falcon Complete, where they just don't have the head count.

其他人正在尋找像 Falcon Complete 這樣的力量倍增器，他們只是沒有人數。

That has been a huge opportunity for us this past quarter.

在上個季度，這對我們來說是一個巨大的機會。

So when you put all that together, I mean, there's a lot of tailwinds, as you talked about.

所以當你把所有這些放在一起時，我的意思是，正如你所說，有很多順風。

You've got the incumbents losing market share and abandoning the market.

你讓老牌企業失去了市場份額並放棄了市場。

You've got work from home.

你有在家工作。

You've got cloud adoption, digital transformation.

您已經採用雲計算、數字化轉型。

There's a lot of opportunity for us.

我們有很多機會。

And some of it is white space.

其中一些是空白。

The cloud workload is total greenfield opportunity.

雲工作負載是全新的機會。

There's just nobody there in those cloud workloads.

這些雲工作負載中沒有人。

And the fact that we've tied in with metered billing makes it easy for people to adopt.

我們與計量計費掛鉤的事實使人們很容易採用。

So it gets down to it just works, it's simple, it's easy to use, and people can consume it the way they want to consume it.

所以它歸結為它只是工作，它很簡單，很容易使用，人們可以按照他們想要的方式消費它。

And that has really benefited us.

這確實使我們受益。

And one of the things that we talked about in the call as well is the mobile piece.

我們在電話會議中談到的其中一件事就是移動端。

I think that gets underrepresented sometimes.

我認為這有時會被低估。

And we saw some really nice wins because of work from home.

由於在家工作，我們看到了一些非常好的勝利。

And we're one of the leaders really in EDR, endpoint for mobile.

我們是移動終端 EDR 領域的真正領導者之一。

We kind of developed that from scratch, that category, and we've seen some really great traction in that area as well.

我們從頭開始開發了該類別，並且我們在該領域也看到了一些非常大的吸引力。

Phenomenal.

現象級的。

Burt, I just really -- I really appreciated the update on guidance and how you built out the year.

伯特，我真的 - 我真的很感激關於指導的更新以及你如何建立這一年。

It was really helpful.

這真的很有幫助。

I just wanted to ask you one quick thing.

我只是想問你一件事。

Should I expect to see any increase in churn as a result of just these kind of current frozen economic conditions?

由於當前這種凍結的經濟狀況，我是否應該期望看到客戶流失率增加？

Or are workloads and device growth enough within the existing customer base to help to offset that?

還是現有客戶群中的工作負載和設備增長足以幫助抵消這一點？

Great to hear voice as well, Sarah.

很高興聽到聲音，莎拉。

So we are assuming more churn and contraction in our guidance.

因此，我們在指導中假設更多的流失和收縮。

While we have -- the thing is that we have not yet seen a meaningful impact to contraction and churn as a result of COVID-19 given the impact of the broader macro economy.

雖然我們有——但鑑於更廣泛的宏觀經濟的影響，我們還沒有看到 COVID-19 對收縮和流失產生有意義的影響。

So taking that in consideration, we have prudently increased our assumptions for contraction and churn in the quarter.

因此，考慮到這一點，我們謹慎地增加了對本季度收縮和流失的假設。

This is one way, as we pointed out, we derisked our guidance in the year and as we disclosed it in the prepared remarks.

正如我們所指出的，這是一種方式，我們在這一年中取消了我們的指導，正如我們在準備好的評論中所披露的那樣。

So that's how we're thinking about contraction and churn.

這就是我們考慮收縮和流失的方式。

Congratulations.

恭喜。

Amazing results.

驚人的結果。

And our last question is from Gray Powell with BTIG.

我們的最後一個問題來自 BTIG 的 Gray Powell。

A lot of the questions have been asked already, but maybe I'll -- just a high-level question.

很多問題已經被問過了，但也許我會——只是一個高層次的問題。

So when things get back to something closer to normal and the economy fully reopens, how will things be different at CrowdStrike?

因此，當事情恢復到更接近正常的水平並且經濟完全重新開放時，CrowdStrike 的情況將有何不同？

Will you all travel as much and do as many face-to-face meetings as you were doing previously?

你們會像以前一樣多地出差，參加盡可能多的面對面會議嗎？

Or do you see a permanent change to the way that you run your business?

或者您是否看到您經營業務的方式發生了永久性變化？

Well, it's a great question, and I'll try to be brief, but we haven't been more productive.

嗯，這是一個很好的問題，我會盡量簡明扼要，但我們並沒有提高效率。

Mike Carpenter and I are having meeting after meeting after meeting.

邁克·卡彭特（Mike Carpenter）和我一次又一次地開會。

Customers are available.

客戶可用。

They're not traveling.

他們不是在旅行。

And it's been very productive.

它非常富有成效。

It's a little bit like Groundhog's Day sometimes, as you might imagine.

正如您可能想像的那樣，有時它有點像土撥鼠節。

I'm sure everybody feels that.

我相信每個人都有這種感覺。

But we've been able to get to the customers.

但我們已經能夠接觸到客戶。

We've been able to get to the CIOs.

我們已經能夠接觸到 CIO。

And more importantly, we've been able to close the deals.

更重要的是，我們已經能夠完成交易。

And that's what matters.

這才是最重要的。

And it's just the new normal.

這只是新常態。

So certainly, there'll be a hybrid.

所以當然，會有一個混合體。

We'll travel where customers will accept us and where it's safe, but I think it's a different way of doing business and enterprise selling in the SaaS world.

我們將前往客戶會接受我們並且安全的地方，但我認為這是在 SaaS 世界中開展業務和企業銷售的另一種方式。

Thank you.

謝謝你。

And I will turn the call back to George for his final thoughts.

我將把電話轉回給喬治，詢問他的最終想法。

Well, thanks, everyone, for the call and their time and attention.

好吧，謝謝大家的電話和他們的時間和注意力。

We hope to see you next quarter.

我們希望在下個季度見到你。

And of course, in today's environment, we hope everyone stays safe.

當然，在當今的環境下，我們希望每個人都保持安全。

And we hope you have a great day.

我們希望你有一個美好的一天。

Thank you so much.

非常感謝。

And with that, ladies and gentlemen, we thank you for participating in today's program.

女士們，先生們，我們感謝你們參加今天的節目。

You may now disconnect.

您現在可以斷開連接。