數據狗 (DDOG) 2022 Q1 法說會逐字稿

Welcome to the Datadog First Quarter 2022 Financial Results Conference Call. (Operator Instructions) Please also note, this event is being recorded.

歡迎參加 Datadog 2022 年第一季度財務業績電話會議。 （操作員說明）另請注意，此事件正在記錄中。

And I would now like to turn the conference over to Yuka Broderick, Head of Investor Relations. Please go ahead.

我現在想把會議交給投資者關係主管 Yuka Broderick。請繼續。

Thank you, Tom. Good morning, everyone, and thank you for joining us to review Datadog's first quarter 2022 financial results, which we announced in our press release issued this morning. Joining me on the call today are Olivier Pomel, Datadog's Co-Founder and CEO; and David Obstler, Datadog's CFO.

謝謝你，湯姆。大家早上好，感謝您加入我們審查 Datadog 的 2022 年第一季度財務業績，我們在今天上午發布的新聞稿中宣布了該業績。今天和我一起參加電話會議的是 Datadog 的聯合創始人兼首席執行官 Olivier Pomel；和 Datadog 的首席財務官 David Obstler。

During this call, we will make forward-looking statements, including statements related to our future financial performance, our outlook for the second quarter and the fiscal year 2022, our gross margins and operating margins including from the impact of R&D, go-to-market, CapEx and increased office activity and marketing, our strategy, our product capabilities, our ability to capitalize on market opportunities and the closing of acquisitions.

在本次電話會議中，我們將做出前瞻性陳述，包括與我們未來財務業績、我們對第二季度和 2022 財年的展望、我們的毛利率和營業利潤率（包括來自研發、go-to-市場、資本支出和增加的辦公室活動和營銷、我們的戰略、我們的產品能力、我們利用市場機會的能力和收購的完成。

The words anticipate, believe, continue, estimate, expect, intend, will and similar expressions are intended to identify forward-looking statements or similar indications of future expectations. These statements reflect our views only as of today and are subject to a variety of risks and uncertainties that could cause actual results to differ materially.

預期、相信、繼續、估計、期望、打算、將和類似的表達方式旨在識別前瞻性陳述或未來預期的類似跡象。這些陳述僅反映我們截至今天的觀點，並受到各種風險和不確定性的影響，這些風險和不確定性可能導致實際結果存在重大差異。

For a discussion of the material risks and other important factors that could affect our actual results, please refer to our Form 10-K for the year ended December 31, 2021. Additional information will be made available in our upcoming Form 10-Q for the quarter ended March 31, 2022, and other filings and reports that we may file with the SEC. These filings are available on the Investor Relations section of our website along with a replay of this call.

有關可能影響我們實際結果的重大風險和其他重要因素的討論，請參閱我們截至 2021 年 12 月 31 日止年度的 10-K 表格。更多信息將在我們即將發布的 10-Q 表格中提供截至 2022 年 3 月 31 日的季度，以及我們可能向 SEC 提交的其他文件和報告。這些文件可在我們網站的投資者關係部分以及本次電話會議的重播中找到。

We will also discuss non-GAAP financial measures, which are reconciled to their most directly comparable GAAP financial measures in the tables in our earnings release, which is available at investors.datadoghq.com.

我們還將討論非 GAAP 財務指標，這些指標與我們收益發布中表格中最直接可比的 GAAP 財務指標相一致，可在investors.datadoghq.com 上獲取。

With that, I'd like to turn the call over to Olivier.

有了這個，我想把電話轉給 Olivier。

Thanks, Yuka, and thank you all for joining us this morning. I'll start by saying that we are pleased with our execution in Q1 as we continue to drive high revenue growth, along with strong profitability and strong cash generation. To quickly summarize our Q1 financial performance, revenue was $363 million an increase of 83% year-over-year and above the high end of our guidance range. We had about 19,800 customers, up from about 15,200 in the year ago quarter. We ended the quarter with about 2,250 customers with ARR of $100,000 or more, up from 1,406 in the year ago quarter. These customers generated about 85% of our ARR.

謝謝，Yuka，感謝大家今天早上加入我們。我首先要說的是，我們對第一季度的執行感到滿意，因為我們繼續推動高收入增長，以及強勁的盈利能力和強勁的現金產生。為了快速總結我們第一季度的財務業績，收入為 3.63 億美元，同比增長 83%，高於我們指導範圍的高端。我們有大約 19,800 名客戶，高於去年同期的約 15,200 名。我們在本季度末有大約 2,250 名客戶，ARR 為 100,000 美元或更多，高於去年同期的 1,406 名。這些客戶產生了我們大約 85% 的 ARR。

We are seeing strong efficiencies in our business model with free cash flow of $130 million and free cash flow margin of 36%. And our dollar-based net retention rate continued to be over 130% as customers increased their usage and adopted our newer products.

我們的商業模式效率很高，自由現金流為 1.3 億美元，自由現金流利潤率為 36%。隨著客戶增加使用量並採用我們的新產品，我們基於美元的淨保留率繼續超過 130%。

At a high level, we saw positive business trends in Q1. Usage growth from existing customers was strong and consistent with historical trends as customers continued on their cloud migration and digital transformation journeys, and the Datadog platform continue to expand and deliver more value.

在較高的層面上，我們在第一季度看到了積極的業務趨勢。隨著客戶繼續進行雲遷移和數字化轉型之旅，以及 Datadog 平台繼續擴展並提供更多價值，現有客戶的使用增長強勁且符合歷史趨勢。

New logo ARR was very robust and churn remained low and in line with historical rates. All these factors together led to another strong quarter of ARR added. It was, in fact, our second best quarter of ARR added aside from Q4 of 2021.

新標識的 ARR 非常穩健，客戶流失率保持在低水平，與歷史比率一致。所有這些因素共同導致增加了另一個強勁的季度 ARR。事實上，這是我們除 2021 年第四季度外增加的第二個最佳 ARR 季度。

Next, our platform strategy continues to resonate in the market. As of the end of Q1, 81% of customers were using 2 or more products, up from 75% a year ago. 35% of customers were using 4 or more products, up from 25% a year ago. And 12% of our customers were using 6 or more products, up from 4% last year.

接下來，我們的平台戰略繼續在市場上引起共鳴。截至第一季度末，81% 的客戶使用 2 種或更多產品，高於一年前的 75%。 35% 的客戶使用 4 種或更多產品，高於一年前的 25%。 12% 的客戶使用 6 種或更多產品，高於去年的 4%。

We saw strong growth across the products in our platform in Q1. For example, infrastructure monitoring continues to grow at a rapid [click] and exceeded 3/4 of a billion dollars in ARR in Q1. Our APM suite and log management products had a strong quarter and are in hyper growth mode. As a reminder, our APM suite includes core APM, synthetic studies on monitoring and continues on hire.

我們在第一季度看到了我們平台上所有產品的強勁增長。例如，基礎設施監控繼續快速 [click] 增長，並在第一季度超過 10 億美元的 ARR 的 3/4。我們的 APM 套件和日誌管理產品季度表現強勁，並處於高速增長模式。提醒一下，我們的 APM 套件包括核心 APM、監控綜合研究和繼續租用。

We're also very pleased with the growth of our user experience product, which are Synthetics and Real User Monitoring more specifically. These products together exceeded $100 million in ARR in Q1. And in security, we are seeing very rapid growth. It's still early days, and we're growing off a smaller base, but we continue to see strong adoption with thousands of customers getting security coverage through the Datadog platform.

我們也對我們的用戶體驗產品的增長感到非常高興，更具體地說，這些產品是 Synthetics 和 Real User Monitoring。這些產品在第一季度的 ARR 合計超過 1 億美元。在安全方面，我們看到了非常快速的增長。現在還處於早期階段，我們正在從較小的基礎發展壯大，但我們繼續看到強大的採用率，成千上萬的客戶通過 Datadog 平台獲得安全覆蓋。

Now let's move on to products and R&D, where our teams delivered another strong quarter of innovation. Just 12 months after we acquired Sqreen, we are pleased to announce the general availability of application security monitoring last week. Some applications and APIs are some of the most common sources of data [breaching], yet companies typically have no ways to effectively detect attacks, so they could be less than code for days or weeks. Some other approaches to application security aim to find vulnerabilities before code reaches production. But these solutions offer and slow down development cycles and overwhelm teams with force positives with no easy way to prioritize these issues.

現在讓我們繼續討論產品和研發，我們的團隊在這些領域又實現了強勁的創新。在我們收購 Sqreen 僅 12 個月後，我們很高興地宣布上周全面推出應用程序安全監控。一些應用程序和 API 是一些最常見的數據 [洩露] 來源，但公司通常無法有效檢測攻擊，因此它們可能在數天或數週內都少於代碼。其他一些應用程序安全方法旨在在代碼投入生產之前發現漏洞。但是這些解決方案提供並減慢了開發週期，並以積極的力量壓倒了團隊，沒有簡單的方法來確定這些問題的優先級。

The Datadog Application security monitoring product leverages the full execution context of applications running e-production. This all those teams to focus on attacks that actually matter and provides an immediately actionable remediation path. Application security monitoring is the 14th product in the Datadog platform, and this is the fourth product within our cloud security platform alongside Cloud Team, Cloud Workload Security and Cloud Security Posture Management. With this, Datadog now provides security insights across metrics, traces and logs, and we consider these altogether as version 1 of our Cloud Security platform.

Datadog 應用程序安全監控產品利用運行電子生產的應用程序的完整執行上下文。所有這些團隊都專注於真正重要的攻擊，並提供立即可操作的補救路徑。應用安全監控是 Datadog 平台的第 14 款產品，也是我們雲安全平台中除 Cloud Team、Cloud Workload Security 和 Cloud Security Posture Management 之外的第四款產品。有了這個，Datadog 現在提供跨指標、跟踪和日誌的安全見解，我們將這些完全視為我們雲安全平台的版本 1。

Remember that we are still in early stages with our security efforts and have much to do to further build out this product, but we are pleased with our progress so far and the usage we are getting from our customers.

請記住，我們的安全工作仍處於早期階段，在進一步構建此產品方面還有很多工作要做，但我們對迄今為止的進展以及客戶的使用情況感到滿意。

Last month, we also announced that we expanded our Watchdog AI capabilities to include Root Cause Analysis and Log Anomaly Detection. Root Cause Analysis automatically identifies causal relationships between different systems across infrastructure and services -- sorry, across infrastructure and services, and pinpoints their root causes.

上個月，我們還宣布我們擴展了 Watchdog AI 功能，包括根本原因分析和日誌異常檢測。根本原因分析自動識別跨基礎架構和服務的不同系統之間的因果關係——對不起，跨基礎架構和服務，並查明其根本原因。

Watchdog also automatically identifies the business impact of any given issue, is in data from a release of data management products. This means not only identifying which mobile applications are impacted, but also the exact users that are affected. This new capability often sold in minutes, the problem that would otherwise take hours (inaudible) by specialists in customers' organizations.

Watchdog 還可以自動識別任何給定問題對業務的影響，即來自數據管理產品發布的數據。這意味著不僅要確定受影響的移動應用程序，還要確定受影響的確切用戶。這種新功能通常會在幾分鐘內售出，否則客戶組織中的專家會花費數小時（聽不清）來解決這個問題。

Log Anomaly Detection on the other hand automatically understands and baselines novel patterns in logs and proactively discovers anomalies such as new patterns, meaningful changes in negative patterns and other error outliers. By surfacing these unusual log patterns, Log Anomaly Detection have seem fine and fix issues faster. In addition to this Watchdog announcement, our engineers released dozens of features and expanded product capabilities in Q1.

另一方面，日誌異常檢測會自動理解日誌中的新模式並建立基線，並主動發現異常，例如新模式、負模式的有意義變化和其他錯誤異常值。通過顯示這些不尋常的日誌模式，日誌異常檢測似乎很好並且可以更快地解決問題。除了此 Watchdog 公告外，我們的工程師在第一季度發布了數十項功能並擴展了產品功能。

To give a couple of examples, in Real User Monitoring, we announced the general availability of iOS crash reports and error tracking, as well as a number of improvements to help customers analyze and understand the users performance. In Cloud Security Posture Management, we added support for the Azure platform, enabling customers to understand their compliance both across AWS and Azure in one place.

舉幾個例子，在 Real User Monitoring 中，我們宣布了 iOS 崩潰報告和錯誤跟踪的普遍可用性，以及一些幫助客戶分析和了解用戶性能的改進。在雲安全狀態管理中，我們增加了對 Azure 平台的支持，使客戶能夠在一個地方了解他們在 AWS 和 Azure 上的合規性。

In continuous profile, we now support all commonly used languages, including C, C++, RASP, PHP and .NET. And across Datadog, numerous addition of rules, data sources and integrations are enabling our customers to solve their problems from end to end without leaving the Datadog platform.

在連續配置文件中，我們現在支持所有常用語言，包括 C、C++、RASP、PHP 和 .NET。在 Datadog 中，規則、數據源和集成的大量添加使我們的客戶能夠在不離開 Datadog 平台的情況下從端到端解決他們的問題。

Finally, this morning, we announced that we signed an agreement to acquire Hdiv. Hdiv is an application security product, which provides a highly accurate vulnerability detection at run-time. It offers interactive application security testing capabilities, which tie vulnerabilities to exact file in line numbers in the code.

最後，今天早上，我們宣布我們簽署了收購 Hdiv 的協議。 Hdiv 是一種應用程序安全產品，可在運行時提供高度準確的漏洞檢測。它提供交互式應用程序安全測試功能，將漏洞與代碼中行號中的確切文件聯繫起來。

And unlike other solutions in this area, Hdiv's rate of false positive is very low, enabling customers to focus on vulnerabilities that actually matter. We believe Hdiv's capabilities and strong team will be an excellent part of our Cloud Security platform, and we're looking forward to integrating the capability into Datadog as soon as this acquisition closes when regulatory requirements are met.

與該領域的其他解決方案不同，Hdiv 的誤報率非常低，使客戶能夠專注於真正重要的漏洞。我們相信 Hdiv 的能力和強大的團隊將成為我們雲安全平台的優秀組成部分，我們期待在滿足監管要求後，一旦此次收購完成，我們就會將該能力整合到 Datadog 中。

Access to our product update this quarter. I want to thank our engineering and product teams for their continued hard work. There are so many new features coming up, and I can only highlight a few of them in this call.

訪問我們本季度的產品更新。我要感謝我們的工程和產品團隊一直以來的辛勤工作。有很多新功能即將推出，我只能在這次電話會議中強調其中的一些。

Now moving on to sales and marketing, our sales team continued to execute and have delivered a strong quarter. Let's discuss some of our wins in Q1. First, we signed an 8-figure upsell with a next-gen fintech company which was our largest ever deal on an ARR basis. This customer is experiencing explosive growth in demand for its products, and availability and performance of their system is critical to avoid loss of revenue. These customers started with us 3 years ago with just Infrastructure Monitoring, and its expansion now includes 6 of our products.

現在轉向銷售和營銷，我們的銷售團隊繼續執行並交付了一個強勁的季度。讓我們討論一下我們在第一季度的一些勝利。首先，我們與一家下一代金融科技公司簽署了一筆 8 位數的追加銷售，這是我們在 ARR 基礎上有史以來最大的一筆交易。該客戶的產品需求正經歷爆炸式增長，其係統的可用性和性能對於避免收入損失至關重要。這些客戶在 3 年前開始與我們一起使用基礎設施監控，現在其擴展包括我們的 6 種產品。

Next, we had a high 6-figure upsell with a global shipping company. This customer is expanding with Datadog to help them move forward with their Azure migration. In addition to using 5 Datadog products, they are now working with our new services team to help implement best practices on a number of business initiatives that involve increased Datadog adoption. This customer expects to consolidate 10 (inaudible) monitoring tools as they expand their use of Datadog.

接下來，我們與一家全球航運公司進行了高達 6 位數的追加銷售。該客戶正在使用 Datadog 進行擴展，以幫助他們推進 Azure 遷移。除了使用 5 種 Datadog 產品外，他們現在還與我們的新服務團隊合作，幫助在一些涉及增加 Datadog 採用率的業務計劃中實施最佳實踐。該客戶希望在擴展 Datadog 的使用時整合 10 個（聽不清）監控工具。

Next, we had a 7-figure upsell with a U.S. Federal entity. We were able to deepen our relationship with this customer after we achieve federal moderate status. Before Datadog, this customer had siloed infrastructures, applications, networks, database and customer experience monitoring this caused blind spots and long time to resolution. With this expansion, they are replacing both homegrown and commercial observability tools and are enabling DevSecOps cultures with a visibility across the full stack and a single source of truth.

接下來，我們與一家美國聯邦實體進行了 7 位數的追加銷售。在我們獲得聯邦溫和地位後，我們能夠加深與該客戶的關係。在 Datadog 之前，該客戶擁有孤立的基礎設施、應用程序、網絡、數據庫和客戶體驗監控，這導致了盲點和解決問題的時間很長。通過這種擴展，他們正在取代本土和商業可觀察性工具，並使 DevSecOps 文化具有跨整個堆棧的可見性和單一的事實來源。

Next, we signed a 7-figure upsell with a leading payment company. Earlier this year, these customers open source logging tool went down making them blind, but they were able to regain visibility by getting Datadog log management up and running within a few hours of that crash. Not only did this customer regain log visibility very quickly. They were also able to use the Datadog platform to scrub personally identifiable information to meet security and compliance requirements. And as they have expanded with Datadog, they have been able to cut the number of engineers who maintain homegrown and print solutions in half and reassign engineers to other products to work in the organization. With this renewal, this customer now uses 13 products from Datadog.

接下來，我們與一家領先的支付公司簽訂了 7 位數的追加銷售協議。今年早些時候，這些客戶的開源日誌記錄工具出現故障，導致他們失明，但他們能夠通過在崩潰後的幾個小時內啟動並運行 Datadog 日誌管理來重新獲得可見性。該客戶不僅很快恢復了日誌可見性。他們還能夠使用 Datadog 平台清理個人身份信息，以滿足安全性和合規性要求。隨著他們使用 Datadog 進行擴展，他們能夠將維護本土和打印解決方案的工程師人數減少一半，並將工程師重新分配到其他產品以在組織中工作。通過此次更新，該客戶現在使用了 Datadog 的 13 種產品。

Next, we had a 6-figure land with a major U.S. hotel company. This company lost half of its engineering team during COVID and needed to use its staff more efficiently. At the same time, it was embarking on an AWS migration and its existing tools were not providing the visibility it needed. By consolidating Datadog, this customer expects to future-proof its cloud strategy and move towards unified end-to-end management across their on-prem and AWS environment.

接下來，我們擁有一家美國主要酒店公司的 6 位數土地。這家公司在 COVID 期間失去了一半的工程團隊，需要更有效地使用員工。與此同時，它正在著手進行 AWS 遷移，其現有工具無法提供所需的可見性。通過整合 Datadog，該客戶希望其云戰略面向未來，並在其本地和 AWS 環境中實現統一的端到端管理。

And finally, we had a 7-figure land with a major European car manufacturer. This customer was frustrated with its existing monitoring tools, which left them with limited visibility into incidents sometimes impacting millions of users globally. As they were trialing Datadog, they were able to solve within minutes issue that used to take them days. With Datadog, this customer expects to consolidate multiple commercial and open source tools across AWS and on-prem stacks.

最後，我們擁有一家歐洲主要汽車製造商的 7 位數土地。該客戶對其現有的監控工具感到沮喪，這使他們對有時影響全球數百萬用戶的事件的可見性有限。當他們試用 Datadog 時，他們能夠在幾分鐘內解決過去需要幾天時間的問題。借助 Datadog，該客戶希望跨 AWS 和本地堆棧整合多個商業和開源工具。

That's it for this quarter's highlights. I want to thank our go-to-market teams for their hard work in delivering a strong start to 2022 after a very busy end of the year. I also want to give a special shout out to our tech solutions and support teams for making our customers successful and enabling them to expand with our own platform.

這就是本季度的亮點。我要感謝我們的上市團隊在非常忙碌的一年結束後為 2022 年的良好開端所做的辛勤工作。我還想特別向我們的技術解決方案和支持團隊大聲疾呼，以幫助我們的客戶取得成功，並使他們能夠通過我們自己的平台進行擴展。

Moving on, we feel very good about the demand environment. And as we look over the medium- and long-term, our outlook hasn't changed. We remain confident that cloud migration and digital transformation are drivers of our long-term opportunities and our multiyear trends that are still early in their life cycles.

繼續前進，我們對需求環境感覺非常好。從中期和長期來看，我們的前景沒有改變。我們仍然相信，雲遷移和數字化轉型是我們的長期機遇和仍處於生命週期早期的多年趨勢的驅動力。

We believe it is increasingly critical for companies to embark on these journeys in order to move faster create competitive differentiation, enable strategic change and serve their customers. And we believe we can help customers manage the complexity as it comes with this transformation. And that Datadog unified platform is more than ever critical to understand, improve and secure their modern stacks in businesses.

我們認為，企業開始這些旅程以更快地創造競爭差異化、實現戰略變革並為客戶服務變得越來越重要。我們相信我們可以幫助客戶管理這種轉型帶來的複雜性。 Datadog 統一平台對於理解、改進和保護他們在企業中的現代堆棧比以往任何時候都更加重要。

With that, I will turn the call over to our CFO, for a review of our financial performance and guidance. David?

有了這個，我將把電話轉給我們的首席財務官，以審查我們的財務業績和指導。大衛？

Thanks, Olivier, and good morning to everyone. To summarize, we delivered strong financial performance in Q1. Revenue was $363 million, up 83% year-over-year and up 11% quarter-over-quarter. Usage growth with our existing customers was strong once again in this quarter. And new logo ARR growth was healthy, particularly given the typical slowness that we see in Q1.

謝謝，奧利維爾，大家早上好。總而言之，我們在第一季度實現了強勁的財務業績。收入為 3.63 億美元，同比增長 83%，環比增長 11%。我們現有客戶的使用增長在本季度再次強勁。新標誌的 ARR 增長是健康的，特別是考慮到我們在第一季度看到的典型緩慢。

Let's go into some more detail. First, growth of existing customers was strong in Q1, and our dollar-based net retention remained above 130% for the 19th consecutive quarter. Usage growth was strong across the Datadog platform and in line with historical trends. We also saw strong ARR growth in each geographical region, and growth was similar across geographies including EMEA. In early Q2, we began shutting off service to customers in Russia and Belarus. We have about 200 customers in these 2 countries and their contributions to revenue is immaterial.

讓我們更詳細地介紹一下。首先，第一季度現有客戶增長強勁，我們的美元淨留存率連續第 19 個季度保持在 130% 以上。 Datadog 平台的使用增長強勁，符合歷史趨勢。我們還看到每個地理區域的 ARR 增長強勁，包括 EMEA 在內的各個地區的增長相似。在第二季度初，我們開始關閉對俄羅斯和白俄羅斯客戶的服務。我們在這兩個國家有大約 200 名客戶，他們對收入的貢獻並不重要。

Our go-to-market teams delivered another strong quarter. Total customers grew 30% year-over-year and customers with $100,000 or more of ARR grew 60% year-over-year. In addition, we saw strong growth in million-dollar customers. We are pleased to be serving more customers and believe we are still early -- in the early stages of our opportunity in worldwide customer acquisition.

我們的上市團隊又交付了一個強勁的季度。客戶總數同比增長 30%，ARR 為 100,000 美元或以上的客戶同比增長 60%。此外，我們看到百萬美元客戶的強勁增長。我們很高興為更多客戶提供服務，並相信我們還處於早期階段——我們在全球客戶獲取機會的早期階段。

New logo ARR was very robust, particularly given that our sales teams participate in sales kickoff and other planning processes at the beginning of Q1. Remember that given our usage-based revenue model, new logo wins generally do not immediately transfer into meaningful revenue. Our platform strategy continues to resonate with customers, with 81% of our customers now using 2 or more products, 35% using 4 or more products, and 12% using 6 or more products at the end of Q1.

新徽標 ARR 非常強大，特別是考慮到我們的銷售團隊在第一季度開始時就參與了銷售啟動和其他計劃流程。請記住，鑑於我們基於使用的收入模式，新徽標的獲勝通常不會立即轉化為有意義的收入。我們的平台戰略繼續與客戶產生共鳴，我們 81% 的客戶現在使用 2 種或更多產品，35% 使用 4 種或更多產品，12% 使用 6 種或更多產品在第一季度末。

Finally, churn has remained low. Our dollar-based gross retention rate continues to be in the mid- to high 90s and was stable quarter-to-quarter. And it's similar across our customer segments and major products.

最後，客戶流失率一直很低。我們以美元為基礎的總保留率繼續保持在 90 年代中期至高位，並且季度間保持穩定。我們的客戶群和主要產品也是如此。

Billings were $444 million -- $445 million, up 103% year-over-year. Billings duration in Q1 was similar to the year ago quarter and within the range we've seen historically. We closed several large deals in Q1, including the largest deal by ARR that Olivier discussed earlier, which led to billings growth being higher than revenue growth in Q1. Remaining performance obligations, or RPO, was $858 million, up 85% year-over-year, and contract duration was similar to the year ago quarter. Current RPO growth was in the mid-80s year-over-year. We continue to believe revenue is a better indicator of our business trends than billings or RPO as those can fluctuate relative to revenue based on the timing of invoicing and the duration of customer contracts.

賬單為 4.44 億美元——4.45 億美元，同比增長 103%。第一季度的賬單持續時間與去年同期相似，並且在我們歷史上看到的範圍內。我們在第一季度完成了幾筆大宗交易，包括 Olivier 之前討論過的 ARR 的最大交易，這導致第一季度的賬單增長高於收入增長。剩餘履約義務或 RPO 為 8.58 億美元，同比增長 85%，合同期限與去年同期相似。當前的 RPO 同比增長在 80 年代中期。我們仍然認為收入比賬單或 RPO 更能反映我們的業務趨勢，因為這些可能會根據開票時間和客戶合同期限而相對於收入波動。

Now let's review some key income statement results. Unless otherwise noted, all metrics are non-GAAP. We have provided a reconciliation of GAAP to non-GAAP financials in our earnings release. Gross profit in the quarter was $292 million, representing a gross margin of 80%. This compares to a gross margin of 80% in the last quarter and 77% in the year ago quarter. We continue to experience efficiencies in cloud costs reflected in our cost of goods sold this quarter. In the mid- to long-term, we continue to expect gross margin to be in the high 70s range.

現在讓我們回顧一些主要的損益表結果。除非另有說明，否則所有指標均為非公認會計原則。我們在收益發布中提供了 GAAP 與非 GAAP 財務數據的對賬。本季度毛利潤為 2.92 億美元，毛利率為 80%。相比之下，上一季度的毛利率為 80%，去年同期為 77%。我們繼續體驗云成本的效率，這反映在本季度的銷售商品成本中。從中長期來看，我們繼續預計毛利率將保持在 70 年代的高位。

Operating income was $84 million or a 23% operating margin compared to operating income of $20 million or a 10% margin in the year ago quarter. We are experiencing significant business efficiencies on strong revenue growth. And in Q1, we had not yet returned fully to in-person meetings, events or are fully back in the office.

營業收入為 8400 萬美元，營業利潤率為 23%，而去年同期的營業收入為 2000 萬美元，營業利潤率為 10%。我們正在經歷強勁的收入增長帶來的顯著業務效率。在第一季度，我們還沒有完全回到面對面的會議、活動中，也沒有完全回到辦公室。

Turning to the balance sheet and cash flow statements, we ended the quarter with $1.7 billion in cash, cash equivalents restricted cash and marketable securities. Cash flow from operations was $147 million in the quarter. After taking into consideration capital expenditures and capitalized software, free cash flow was $130 million with a free cash flow margin of 36%.

轉向資產負債表和現金流量表，我們在本季度末擁有 17 億美元的現金、現金等價物限制性現金和有價證券。本季度運營現金流為 1.47 億美元。考慮資本支出和資本化軟件後，自由現金流為 1.3 億美元，自由現金流利潤率為 36%。

Now for our outlook for the second quarter in the fiscal year 2022. We remain optimistic about our long-term growth opportunities. We continue to see cloud migration and digital transformation as trends that are still in relatively early stages, and we are investing aggressively and are successfully executing against these long-term opportunities.

現在是我們對 2022 財年第二季度的展望。我們對我們的長期增長機會保持樂觀。我們繼續將雲遷移和數字化轉型視為仍處於相對早期階段的趨勢，我們正在積極投資並成功利用這些長期機遇。

With the usual conservatism applied, our outlook is as follows: For the second quarter, we expect revenue to be in the range of $376 million to $380 million which represents 62% growth year-over-year at the midpoint. Non-GAAP operating income is expected to be in the range of $49 million to $53 million, and non-GAAP net income per share is expected to be in the range of $0.13 to $0.15 per share on an approximately 347 million weighted average diluted shares outstanding. For the full fiscal year 2022, we expect revenue to be in the range of $1.6 billion to $1.62 billion, which represents 56% year-over-year growth at the midpoint. Non-GAAP operating income is expected to be in the range of $240 million to $260 million and non-GAAP net income per share is expected to be in the range of $0.70 to $0.77 per share on an approximate 349 million weighted average diluted shares.

採用通常的保守主義，我們的前景如下：對於第二季度，我們預計收入將在 3.76 億美元至 3.8 億美元之間，中點同比增長 62%。非 GAAP 營業收入預計在 4900 萬美元至 5300 萬美元之間，非 GAAP 每股淨收入預計在每股 0.13 美元至 0.15 美元之間，加權平均攤薄流通股約為 3.47 億美元.對於整個 2022 財年，我們預計收入將在 16 億美元至 16.2 億美元之間，中點同比增長 56%。非 GAAP 營業收入預計在 2.4 億美元至 2.6 億美元之間，非 GAAP 每股淨收入預計在約 3.49 億股加權平均攤薄後每股 0.70 美元至 0.77 美元之間。

Now some notes on our guidance. First, when providing guidance, as usual, we use more conservative assumptions than historical performance. Second, our strategic focus remains to invest aggressively in R&D and go-to-market to optimize for long-term growth. In Q1, we are pleased to have had our best-ever quarter of hiring, and we plan to continue hiring aggressively throughout 2022. Our North America and EMEA employees returned to the office at the end of Q1, and our APAC employees are returning to office during Q2. In addition, trade shows and other events are picking up in Q2, as is employee travel. In the past, we have framed the benefit of stopping in-person T&E and marketing events during COVID as 300 to 400 basis points of margin impact. We expect our return to office and increased in-person marketing events, as well as our headcount growth to more fully impact margins in Q2 relative to Q1. And even as we embark on these investments and our return from COVID, we remain solidly profitable, as indicated by our guidance.

現在對我們的指導做一些說明。首先，在提供指導時，像往常一樣，我們使用比歷史表現更保守的假設。其次，我們的戰略重點仍然是大力投資研發和進入市場，以優化長期增長。在第一季度，我們很高興錄得有史以來最好的招聘季度，我們計劃在 2022 年繼續積極招聘。我們的北美和 EMEA 員工在第一季度末返回辦公室，我們的亞太地區員工正在返回Q2期間的辦公室。此外，貿易展覽和其他活動在第二季度有所回升，員工旅行也是如此。過去，我們將在 COVID 期間停止現場 T&E 和營銷活動的好處定義為 300 到 400 個基點的利潤率影響。我們預計我們的重返辦公室和增加的面對面營銷活動以及我們的員工人數增長將比第一季度更全面地影響第二季度的利潤率。正如我們的指導所示，即使我們開始進行這些投資並從 COVID 中獲得回報，我們仍然保持穩定的盈利能力。

Next, regarding income tax expenses in Q2, we will have a provision of about $3 million related to the Sqreen acquisition as well as our typical provision, mainly related to our international entities. Finally, as we discussed last quarter, we are catching up on office build-outs in 2022 and expect CapEx as a percent of sales to roughly double compared to 2021.

接下來，關於第二季度的所得稅費用，我們將準備約 300 萬美元與收購 Sqreen 以及我們的典型準備金，主要與我們的國際實體有關。最後，正如我們上個季度所討論的，我們正在趕上 2022 年的辦公室建設，並預計資本支出佔銷售額的百分比將比 2021 年翻一番。

In conclusion, we are very pleased with our results in Q1. We continue to attract more customers to the Datadog platform. We are broadening our platform's capabilities and observability and we launched application security monitoring in Q1. We are working very hard to execute against our opportunities, and I want to conclude by thanking Datadog's worldwide for their efforts.

總之，我們對第一季度的業績感到非常滿意。我們繼續吸引更多客戶使用 Datadog 平台。我們正在擴大我們平台的功能和可觀察性，並在第一季度推出了應用程序安全監控。我們正在努力把握機遇，最後我要感謝全球 Datadog 的努力。

With that, we'll open the call for questions. Operator, let's begin the Q&A.

有了這個，我們將打開問題的電話。接線員，我們開始問答吧。

(Operator Instructions) The first question comes from Raimo Lenschow with Barclays.

（操作員說明）第一個問題來自巴克萊銀行的 Raimo Lenschow。

Congrats as well, an amazing first quarter. I wanted to ask a question that I get a lot from investors, Olivier. If you think about your efforts around security, how do you see that playing out in the long run against like the pure-play security players? Is that complementary? Are you kind of moving to say turf? Is it like (inaudible)? How do -- how should we think about that? And then second thing is on the ongoing investments into R&D, et cetera. Can you talk a little bit about the benefit you're getting from being just a pure cloud provider and hence, your speed of innovation potentially could just move quicker than other players that have to work in on-premise and on the cloud environment?

也恭喜，一個驚人的第一季度。我想問一個我從投資者那裡得到很多的問題，奧利維爾。如果您考慮一下您在安全方面所做的努力，您如何看待與純粹的安全玩家一樣的長期表現？那是互補的嗎？你是不是有點想說草皮？像（聽不清）嗎？怎麼做——我們應該怎麼想？然後第二件事是對研發等的持續投資。您能否談談您從純粹的雲提供商中獲得的好處，因此，您的創新速度可能會比其他必須在本地和雲環境中工作的參與者更快？

So on security, -- So First of all, the way we see ourselves in the ecosystem is we don't compete with everyone in the field there like security is very wide. There's many different categories and subcategories in there where we want to play a major role in securing the production, the applications and production environment and all of the life cycles that relate to that in terms of development operations and iterative changes to these environments. So that's where we're starting. We expect to compete with others there. We come from a different place in that we come from having all of the observability data already being deployed end-to-end on those systems and having active users, the integrality of the development and operations teams in these companies, and we think that's what gives us strength there.

所以關於安全性，-- 首先，我們在生態系統中看待自己的方式是，我們不會與該領域的每個人競爭，因為安全性非常廣泛。那裡有許多不同的類別和子類別，我們希望在保護生產、應用程序和生產環境以及與開發操作和對這些環境的迭代更改相關的所有生命週期方面發揮重要作用。這就是我們開始的地方。我們希望在那裡與其他人競爭。我們來自不同的地方，因為我們已經在這些系統上端到端部署了所有可觀察性數據並擁有活躍用戶，這些公司的開發和運營團隊的完整性，我們認為這就是在那裡給了我們力量。

To the other point you brought up around the speed of iteration, we definitely benefit a lot from being cloud-native and from being SaaS-only. We actually get a lot of information about what customers do with our product and we see immediately what's being used not and what's working or not.

另一方面，您提到了迭代速度，我們肯定會從雲原生和純 SaaS 中受益良多。我們實際上獲得了很多關於客戶對我們的產品做了什麼的信息，我們可以立即看到哪些沒有使用，哪些有效或無效。

So that helps us iterate very fast. We also benefit from having a lot of users. I mentioned that in the first part of my answer, but we're being used every single day by every single developer and person. That's a lot more than what you see on the typical security products. And so that gives you a lot more information about what you can do and what you can do better. It also gives you more leverage when it comes to actually solving the issues at the 6-year level. And that's part of the value prop we give to our customers.

所以這有助於我們快速迭代。我們還受益於擁有大量用戶。我在回答的第一部分中提到了這一點，但是每個開發人員和個人每天都在使用我們。這比您在典型安全產品上看到的要多得多。因此，這為您提供了更多關於您可以做什麼以及您可以做得更好的信息。在實際解決 6 年級別的問題時，它還為您提供了更多的籌碼。這是我們為客戶提供的價值支柱的一部分。

The next question comes from Kash Rangan with Goldman Sachs.

下一個問題來自高盛的 Kash Rangan。

Congratulations on a phenomenal quarter. Olivier, I'm curious to get your take on the hyperscalers. And given the broadening product suite that Datadog is undertaking. How are these conversations changing with the hyperscalers? And one for you, David. As the economic environment and the outlook for GDP growth continues to be a little bit wobbly with higher rates, how should we think about the defensibility of the Datadog consumption business?

祝賀一個驚人的季度。奧利維爾，我很想知道你對超大規模的看法。鑑於 Datadog 正在擴大產品組合。這些對話與超大規模企業有何變化？還有一個給你的，大衛。隨著經濟環境和 GDP 增長前景繼續有點不穩定，利率上升，我們應該如何看待 Datadog 消費業務的防禦性？

So on the question about hyperscalers. So we work hand-in-hand with hyperscalers more and more. So we cover a lot more of the, I would say, the management surface for our customers who are also their customers. We help their customers be more successful and move to the cloud faster. And so as such, we help generate revenue for the hyperscalers, and that's why this partnership works so well with them. We keep improving on those partnerships and developing them. I think we've announced this quarter some improvements to our Azure partnership, for example, where we are now part of the -- I would say, the Golden Pass presented by Azure for migrating to the cloud. And we're seeing some great customers onboarding, thanks to that. David, you want to take the other question?

所以關於超大規模的問題。因此，我們越來越多地與超大規模生產商攜手合作。因此，我們會為我們的客戶（也是他們的客戶）覆蓋更多的管理表面。我們幫助他們的客戶取得更大的成功並更快地遷移到雲端。因此，我們幫助超大規模企業創造收入，這就是為什麼這種夥伴關係與他們如此合作的原因。我們不斷改進和發展這些夥伴關係。我認為我們在本季度宣布了對 Azure 合作夥伴關係的一些改進，例如，我們現在是 Azure 提供的用於遷移到雲的 Golden Pass 的一部分。多虧了這一點，我們看到了一些很棒的客戶。大衛，你想回答另一個問題嗎？

Sure, thanks, Kash. We believe that digital and cloud projects are still very high priority and are not being deprioritized. We haven't seen that. We think we're still early on. So with the data we have so far, we think there will be continued strong investment. There is always some volatility across our customer base. Our customer base is very well diversified across industries, and we benefited from that over time. So whereas we're not macro forecasters, and there may well be some sensitivity. We believe the long-term trends in digital migration and cloud will still be very strong throughout that cycle.

當然，謝謝，卡什。我們認為，數字和雲項目仍然是非常重要的，並且沒有被降低優先級。我們還沒有看到。我們認為我們還處於早期階段。因此，根據我們目前掌握的數據，我們認為將會有持續強勁的投資。我們的客戶群總是存在一些波動。我們的客戶群在各個行業都非常多樣化，隨著時間的推移，我們從中受益。因此，儘管我們不是宏觀預測者，但很可能存在一些敏感性。我們相信，數字遷移和雲計算的長期趨勢在整個週期內仍將非常強勁。

The next question comes from Fatima Boolani with Citi.

下一個問題來自花旗的 Fatima Boolani。

Oli, one quick one for you, just as it relates to the deeper strategic and technical penetration within the DevSecOps arena. I mean, it sounds like your thesis is very much because you have the critical massive data and the data gravity as it relates to your observability use cases, you're able to parlay that in a more meaningful way for security. And I'm wondering why not partner with some of your peers in that space versus kind of go at it alone? And then a quick follow-up for David, please.

Oli，給你一個快速的，就像它與 DevSecOps 領域內更深層次的戰略和技術滲透有關。我的意思是，聽起來您的論文非常重要，因為您擁有與可觀察性用例相關的關鍵海量數據和數據引力，您可以以更有意義的方式利用它來確保安全。而且我想知道為什麼不與該領域的一些同行合作，而不是單打獨鬥？然後請對大衛進行快速跟進。

Yes, so that's a good question. So there's 2 things we bring to the table in security. One is we have, as you mentioned, the gravity and we're in the path of data for pretty much everything that relates to our customers infrastructure applications and their own users, which is obviously fantastic.

是的，所以這是一個很好的問題。因此，我們在安全方面提出了兩件事。一個是，正如您所提到的，我們擁有重力，我們正在為幾乎所有與我們的客戶基礎設施應用程序和他們自己的用戶相關的數據傳輸數據，這顯然很棒。

The other thing we bring is we have -- we're being used all day by everyone in development and in operations. And that's not typically something that the other security products -- or the typical security products are built for. So it's actually hard if you wanted to partner, it's hard to find a product that's built for those people. Most security products are purely built for security teams. So that's why we've been building a lot of that. Of course, we still partner with a lot of the other players in the industry. But we embarked on this journey because we think we have come from a different spot. We think we have different take on the problem that in the end, is -- offers us and our customers a lot more leverage in that actual chance at solving the 6 day issues, not just throwing software and resources at it. So this is where we come from.

我們帶來的另一件事是我們擁有 - 我們被開發和運營中的每個人整天使用。這通常不是其他安全產品或典型安全產品的構建目標。因此，如果您想合作，實際上很難，很難找到專為這些人打造的產品。大多數安全產品純粹是為安全團隊構建的。所以這就是為什麼我們一直在建造很多這樣的東西。當然，我們仍然與業內許多其他參與者合作。但我們開始了這段旅程，因為我們認為我們來自不同的地方。我們認為我們對這個問題有不同的看法，最終，我們和我們的客戶在解決 6 天問題的實際機會中提供了更多的槓桿作用，而不僅僅是將軟件和資源投入其中。所以這就是我們的來源。

And David, just with respect to that delta between reported revenue growth in billings, it's probably one of the bigger deltas we've seen in relation to recent quarters. And given your commentary around invoicing duration having stayed stable. I believe that would be -- that would imply 7 to 8 months. I'm still curious as to why you'd see such a meaningful acceleration in billings head and shoulders above revenue growth. If you could just unpack that for us a little bit and when you expect that divergence to narrow.

大衛，就報告的收入增長之間的差異而言，這可能是我們在最近幾個季度看到的更大的差異之一。並鑑於您對發票持續時間的評論保持穩定。我相信那將是 - 這將意味著 7 到 8 個月。我仍然很好奇為什麼你會看到比收入增長如此有意義的增長。如果您可以為我們解開一點，並且當您期望這種差異縮小時。

And I have to -- as I mentioned, there is variability in billing and RPO versus revenue based on when bills go out. We still have, for the most part, in our larger contracts pretty much annual billing. So the sending out of a large annual bill might move the duration a little bit, but not a lot. And the strong performance, the billing was very strong and indicative of the business. it was complemented by the fact that in this quarter, we sent out the bill for some large contracts upfront annual billing and the timing of that causes the variability. Over the average and over the course of the year, that balances out with the timing of the billing, and we believe that billing converges with revenue growth. We remind everybody that revenue growth and implied ARR growth is a better metric of the progress of the business.

而且我必須 - 正如我所提到的，計費和 RPO 與基於賬單何時發出的收入之間存在差異。在大多數情況下，我們的較大合同中仍然有幾乎每年的賬單。因此，發送大額年度賬單可能會稍微改變持續時間，但不會改變很多。並且表現強勁，計費非常強勁，表明了業務。補充說的是，在本季度，我們為一些大型合同的年度賬單發出了賬單，而該賬單的時間導致了可變性。平均而言，在一年中，這與計費時間相平衡，我們認為計費與收入增長趨於一致。我們提醒大家，收入增長和隱含的 ARR 增長是衡量業務進展的更好指標。

The next question comes from Sanjit Singh with Morgan Stanley.

下一個問題來自摩根士丹利的 Sanjit Singh。

Olivier, in your script, you mentioned a Fed ramp. I should have brought on kind of another topic that we were sort of hearing about from your partners, which is penetration observability in some of the under-penetrated industries. From your perspective, if you look at the different industries that Datadog participates in, which of the industries do you see can become greater adopters of observability versus some of the kind of traditional technology e-commerce for the (inaudible).

奧利維爾，在你的劇本中，你提到了美聯儲的斜坡。我應該提出另一個我們從你的合作夥伴那裡聽到的話題，那就是在一些滲透率較低的行業中的滲透可觀察性。從您的角度來看，如果您查看 Datadog 參與的不同行業，與某些傳統技術電子商務相比，您認為哪些行業可以成為更大的可觀察性採用者（聽不清）。

Well, look, we've seen pretty much every single industry shows some signs of moving to the cloud already, I think. The order in which this industry has moved really depends on their appetite for being at the leading edge of technology changes and their exposure to interacting with their users online. So what we see, what we saw first, obviously, was the -- so finance, for example, which is ahead in technology in general, or in things like e-commerce, online media, that sort of thing. Today, we actually see the full range of categories in the industries coming to the cloud.

好吧，我認為，我們已經看到幾乎每個行業都顯示出一些遷移到雲的跡象。這個行業的發展順序實際上取決於他們對處於技術變革前沿的興趣以及他們與在線用戶互動的機會。所以我們看到的，我們首先看到的，顯然是——例如金融，它在一般技術或電子商務、在線媒體之類的事情上處於領先地位。今天，我們實際上看到了各個行業的所有類別都在上雲。

For example, we mentioned an auto manufacturer in (inaudible), we mentioned in hotel chain, we mentioned in the previous calls, we mentioned plumbing supplies companies, pretty much every single part of the economy is coming there. You're right, though, in your comment that some of those are late to the game than others. And so there's less penetration, I would say, in the more traditional less tech focused -- less tech-focused parts of the industry, but we're confident and everybody is coming to that part.

例如，我們在（聽不清）中提到了一家汽車製造商，我們在連鎖酒店中提到了，我們在之前的電話中提到過，我們提到了管道用品公司，幾乎所有經濟領域都在發展。不過，您是對的，在您的評論中，其中一些人比其他人遲到了。因此，我想說，在更傳統的、較少關注技術的行業中，較少關注技術的部分，但我們有信心，每個人都在走向那部分。

It's also the case in regulated industries, government, in particular, where not only the moves are a little bit more conservative in terms of technology transitions, but also this part of the industry are also more limited in what they can purchase, which is why it was very important for us to get FedRAMP-certified, which is also why we keep investing in more FedRAMP and more similar certifications, so we can go into more of these categories in more geographies.

受監管的行業也是如此，尤其是政府，不僅在技術轉型方面的舉措更加保守，而且這部分行業的購買能力也更加有限，這就是為什麼獲得 FedRAMP 認證對我們來說非常重要，這也是我們不斷投資更多 FedRAMP 和更多類似認證的原因，因此我們可以在更多地區進入更多此類類別。

Makes total sense. And then just 1 follow-up on one of the wins that you guys called out, I think it was a European manufacturer who I think was sort of engineering talent sort of constrained and they moved off of their DIY solution. And so we take out the topic more broadly, because you think that the demand for talent and as a new talent is probably going to get worse, and so in terms of the DIY observability market converting to more commercial out-of-the-box value like a Datadog provide? How much of an opportunity do you think that could be for the business?

完全有道理。然後只是對你們所說的其中一個勝利進行了一次跟進，我認為這是一家歐洲製造商，我認為他們的工程人才有點受限，他們放棄了自己的 DIY 解決方案。所以我們更廣泛地提出了這個話題，因為你認為對人才和作為新人才的需求可能會變得更糟，所以就 DIY 可觀察性市場而言，轉向更多的商業開箱即用Datadog 提供的價值？您認為這對企業來說有多大的機會？

Well, I think that's part of our -- it's always been part of opportunity, and that's really what makes the value prop even more attractive in the future. As you correctly pointed out, there's not going to be as many software engineers in general as the market will need. There's not this year, there's not going to be -- I think it's going to be even less the case 2 years, 3 years, 5 years, 10 years from now. So what our customers will need is a way for their existing staff to be more productive and a way to direct them to what is actually going to be differentiating for them as opposed to building and differentiated infrastructure.

嗯，我認為這是我們的一部分——它一直是機會的一部分，這就是讓價值支柱在未來更具吸引力的真正原因。正如您正確指出的那樣，一般來說，軟件工程師的數量不會像市場需要的那樣多。沒有今年，不會有——我認為從現在開始的 2 年、3 年、5 年、10 年情況會更糟。因此，我們的客戶需要的是一種讓他們現有員工更有效率的方法，以及一種將他們引導到真正對他們來說是差異化的方法，而不是構建和差異化的基礎設施。

So we clearly play -- this is a trend that benefits us in the end. The other thing to bring up is that software in general is deflationary in nature. And that's also the case for us. We help our customers make more with what they have. We have them automate. We have them make people more productive. We have them (inaudible) user infrastructure better. We help them ship projects that help them interact with their own customers better. So that's where we play.

所以我們顯然在玩——這是一個最終有利於我們的趨勢。要提出的另一件事是，軟件通常具有通貨緊縮的性質。這也是我們的情況。我們幫助客戶利用他們所擁有的東西創造更多價值。我們讓它們自動化。我們讓他們提高人們的生產力。我們擁有更好的（聽不清）用戶基礎設施。我們幫助他們發布項目，幫助他們更好地與自己的客戶互動。所以這就是我們玩的地方。

Next question comes from Brent Thill with Jefferies.

下一個問題來自 Jefferies 的 Brent Thill。

David, in your guidance, I know you mentioned you're not really seeing the macro issues, but are you assuming a similar close rate on your pipeline? Are you taking a more conservative close as it relates to the back half of what you're guiding to for the year?

大衛，在你的指導中，我知道你提到你並沒有真正看到宏觀問題，但你是否假設你的管道有類似的關閉率？你是否採取更保守的收盤方式，因為它與你今年指導的後半部分有關？

Like all -- as we've talked about, like all of our guidance, we tend to take more conservative close rates, i.e., new logos and more conservative usage than we've experienced historically. So that principle continues with our guidance and is consistent with what we've done in the past.

像所有人一樣——正如我們所談到的，就像我們所有的指導一樣，我們傾向於採取更保守的收盤率，即比我們以往經歷過的新標識和更保守的使用。因此，該原則在我們的指導下得以延續，並且與我們過去所做的一致。

Okay great. And Olivier, that $10 million upsell, can you just speak to the pipeline of these larger transactions, what you're seeing as your customers expand?

好，太棒了。 Olivier，那 1000 萬美元的追加銷售，你能談談這些更大交易的管道嗎？隨著客戶的擴大，你看到了什麼？

Well, we see many more customers in that range, right? So customers are writing this adoption curve with us, where we saw the bigger and bigger problem for them, they use more and more of our products. They move more and more of the infrastructure in the cloud to start with, and they themselves are scaling. So these are all multiplayers that end up increasing our footprint with them. So we have a healthy pipeline of those. We mentioned we hand pick a few in every one of those calls, but that's definitely not an isolated case. And that customer is actually in the tens of millions and it's a -- I think, we don't expect that to be an isolated case.

好吧，我們在這個範圍內看到更多的客戶，對吧？所以客戶正在和我們一起寫下這條採用曲線，我們看到了他們面臨的越來越大的問題，他們越來越多地使用我們的產品。他們開始在雲中移動越來越多的基礎設施，並且他們自己也在擴展。所以這些都是多人遊戲，最終會增加我們的足跡。所以我們有一個健康的管道。我們提到我們在每個電話中都挑選了一些，但這絕對不是一個孤立的案例。那個客戶實際上是數千萬，這是一個 - 我認為，我們不認為這是一個孤立的案例。

And I think we mentioned the strong continued growth of 100,000-plus and mentioned, even though we don't give out the 1 million customers every quarter, mentioned continued strong growth in millions. And that's indicative of that. We have many customers who are graduating from smaller lands to the 100,000, the 500,000 class and the 1 million class and above as our model has been all along.

而且我認為我們提到了 100,000 多個的強勁持續增長，並提到，即使我們沒有每個季度給出 100 萬客戶，也提到了數百萬的持續強勁增長。這表明了這一點。我們有很多客戶從小土地畢業到10萬級、50萬級和100萬級以上，我們的模式一直如此。

The next question comes from comes from Kamil Mielczarek with William Blair.

下一個問題來自 Kamil Mielczarek 和 William Blair。

Congrats on the great quarter. A question on pricing, as your largest customer scale and standardize on Datadog, can you talk about how conversations have changed around pricing? And are there any particular modules where you're seeing relatively higher levels of pushback on cost given the rapid growth in data recently and the pricing changes made by some of your competitors in the last 2 years?

祝賀偉大的季度。關於定價的問題，作為您最大的客戶規模並在 Datadog 上標準化，您能否談談圍繞定價的對話發生了怎樣的變化？鑑於最近數據的快速增長以及您的一些競爭對手在過去 2 年中做出的定價變化，是否有任何特定的模塊在成本方面相對較高？

Yes, so the -- look, any time you -- somebody is paying you tens of millions of dollars a year there's going to be a conversation about price because this is a line item that shows up. Typically, the -- what's going to be the most negotiated as part of that is the biggest part of the deal, which for some customers in infrastructure, for some other APM, for many customers is logs because that's the 1 where data can grow in a way that's somewhat decorrelated from the size of the accompanying infrastructure or the value of the accompanying applications. And our approach there really is to give as much flexibility as possible to customers so they can align with their pay with the value they get. And we've shipped in the past many, many new features around that to give them more tiers for storing data, more ways of doing just in time sampling, archiving, bringing back data from archive, give them more controls, more levers, and we expect to do more of that in the future. But it's a very healthy conversation. We do expect that when customers at fully at scale with us, the -- we get more and more of a wallet share from them. But at the same time, the revenue we get won't grow linearly with the data volumes they send to us. That's natural. That's healthy.

是的，所以 - 看，任何時候 - 有人每年向你支付數千萬美元，就會有關於價格的對話，因為這是一個出現的項目。通常，作為交易的一部分，協商最多的部分是交易的最大部分，對於基礎架構中的一些客戶，對於其他一些 APM，對於許多客戶來說，日誌是日誌，因為這是數據可以增長的地方一種與隨附基礎設施的大小或隨附應用程序的價值有些脫節的方式。我們的方法確實是為客戶提供盡可能多的靈活性，以便他們可以將他們的薪酬與他們獲得的價值保持一致。在過去，我們已經發布了很多很多新功能，為他們提供更多的數據存儲層，更多的方式進行即時採樣、歸檔、從歸檔中恢復數據，給予他們更多的控制、更多的槓桿，以及我們希望在未來做更多這樣的事情。但這是一次非常健康的談話。我們確實希望，當客戶與我們完全規模化時，我們會從他們那裡獲得越來越多的錢包份額。但與此同時，我們獲得的收入不會隨著他們發送給我們的數據量而線性增長。這很自然。這很健康。

That's helpful. And if I could just follow up on free cash flow, generation has been very strong, 36% margin in the quarter, and I think, 28% for last year. How are you thinking about managing free cash flow margin going forward? Is the strength just a function of better-than-expected growth and maybe a tight labor market? Or do you see high 20s, 30% at a sustainable level?

這很有幫助。如果我能跟進自由現金流，發電量非常強勁，本季度利潤率為 36%，我認為去年為 28%。您如何考慮管理未來的自由現金流利潤率？實力是否只是增長好於預期以及勞動力市場吃緊的結果？還是您認為 20 多歲、30% 處於可持續水平？

I think we've experienced long-term free cash flow to be slightly higher than EBIT. So correlate it with our EBIT, we have -- it is indicative of the growth of the business. and the efficiency of the business. As we mentioned, we will be returning, we believe, in Q2 to more investments, whether it be marketing events in the office, et cetera. So where we expect it to continue to evidence the efficiency in the business, it would be as it has been correlated to be slightly higher than the EBIT performance.

我認為我們的長期自由現金流略高於息稅前利潤。因此，將它與我們的息稅前利潤相關聯，我們有 - 它表明了業務的增長。和業務的效率。正如我們所提到的，我們相信，我們將在第二季度回歸更多投資，無論是辦公室的營銷活動等等。因此，我們預計它將繼續證明業務效率，因為它與息稅前利潤的表現相關聯略高。

The next question comes from Matt Hedberg with RBC Capital Markets.

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

Oli, I wanted to go back to security. You've obviously had a lot of success there and you're adding Hdiv this quarter. How do you see your sales force evolving over time? And maybe even the thought of a security overlay team at some point?

奧利，我想回到保安處。您顯然在那裡取得了很大的成功，並且您將在本季度添加 Hdiv。您如何看待您的銷售隊伍隨著時間的推移而發展？甚至可能在某個時候想到一個安全覆蓋團隊？

Yes, so we're open to anything there. We haven't made any drastic changes to that. We're still focus right now on getting in front of our existing customers with these products and getting them to adopt the products and writing the maturity clause of those products with us to make sure they are as broadly as clickable as possible before we accelerate on the go-to-market for them. And we're very happy with where we are. We're exactly where we want to be.

是的，所以我們對那裡的任何事情都持開放態度。我們沒有對此做出任何重大改變。我們現在仍然專注於用這些產品吸引現有客戶，讓他們採用這些產品，並與我們一起編寫這些產品的成熟條款，以確保它們在我們加速之前盡可能廣泛地可點擊為他們進入市場。我們對我們所處的位置非常滿意。我們正是我們想去的地方。

Actually, we get a lot of paying customers with skin in the game and a lot of eyes on the products and a great amount of letters in terms of development. We are expecting to test a few things on the go-to-market side in the -- I would say, in the coming few quarters, and then we'll see what this leaves us. Where -- we see some successes today already with our mobility. We think it might actually try to for different things might accelerate things a little bit, but it's still early to tell.

實際上，我們在遊戲中獲得了很多有皮膚的付費客戶，對產品有很多關注，在開發方面也有大量的來信。我們期待在未來幾個季度在上市方面測試一些東西，然後我們會看看這會給我們留下什麼。在哪裡 - 我們今天已經看到我們的機動性取得了一些成功。我們認為它實際上可能會嘗試針對不同的事情可能會加快一些事情，但現在說還為時過早。

And then you guys have always had a very services-light model so easy to use. As you continue to scale up in the G2K, are there additional steps you can do to maybe even enable more synergies within a GSI community?

然後你們總是有一個非常易於使用的服務輕模型。隨著您在 G2K 中繼續擴大規模，您是否可以採取其他步驟來實現 GSI 社區內的更多協同效應？

Yes, so there's 2 things we're doing. So one is we're investing in our partnerships with GSI and with the channel in general. So we're doing more there. And we also started productizing some service offerings. We actually called one out in one of the customers we see in the call. We have a small services team today that has a few packaged offerings that mostly revolve around accelerating adoption of Datadog and making sure we help customers that need that help, transform their businesses around the way things are running Datadog. So we're investing on both sides. I mean, obviously, whatever we package ourselves with our own team, will then be scaled through third-party partners, GSIs and others.

是的，所以我們正在做兩件事。因此，我們正在投資與 GSI 以及整個渠道的合作夥伴關係。所以我們在那裡做得更多。我們還開始生產一些服務產品。實際上，我們在電話中看到的其中一位客戶中就有人打了電話。我們今天有一個小型服務團隊，提供一些打包產品，主要圍繞加速 Datadog 的採用，並確保我們幫助需要幫助的客戶，圍繞 Datadog 的運行方式轉變他們的業務。所以我們在雙方都投資。我的意思是，很明顯，無論我們用自己的團隊打包什麼，都將通過第三方合作夥伴、GSI 和其他人進行擴展。

Congrats on a strong Q1.

祝賀第一季度強勁。

The next question comes from Michael Turits with KeyBanc.

下一個問題來自 KeyBanc 的 Michael Turits。

Geat quarter. The -- i want it first -- to Oli, first, you're doing more application security and you've announced some things for observability in developer pipeline. Can you talk about how far you will be going in terms of a shift left towards more of the development side of things, including possibly around static code or source code. And as I said, just that shift left towards developers?

季度。 - 我首先想要它 - Oli，首先，你正在做更多的應用程序安全性，你已經宣布了一些關於開發人員管道中的可觀察性的事情。您能否談談在向更多開發方面的轉變方面您將走多遠，包括可能圍繞靜態代碼或源代碼。正如我所說，只是向開發人員的轉變？

So that's a great question. We definitely are doing more and more on the shift left and developer side. Obviously, we've talked about security quite a bit, and a big part of that is application security, which is a bit of a known category. So it's there, I think it's a little bit different in how we approach it, a little bit different in the cloud. but the category has been there before. We're also investing in new categories, and you mentioned the CICD observability. That's a brand-new category. I wasn't there before. And we actually have a product in the market today that we started charging for. And we don't have any numbers to share today, but we are actually very, very pleased with the way this product is being received by customers. So overall, we think we're going in the right direction there. There will be any more we'll want to do. I mean you brought up Hdiv, which also brings a bit more around closer to the source code and vulnerability management and things like that. There's more we'll want to do there, but we don't have anything to announce today.

所以這是一個很好的問題。我們肯定在左移和開發人員方面做得越來越多。顯然，我們已經討論了很多安全性，其中很大一部分是應用程序安全性，這是一個眾所周知的類別。所以它就在那裡，我認為我們處理它的方式有點不同，在雲中有點不同。但是該類別以前就存在過。我們也在投資新的類別，你提到了 CICD 的可觀察性。那是一個全新的類別。我以前不在那裡。實際上，我們今天在市場上有一種產品，我們開始收費。我們今天沒有任何數字可以分享，但我們實際上對客戶收到這款產品的方式非常非常滿意。所以總的來說，我們認為我們正朝著正確的方向前進。我們還會有更多想做的事情。我的意思是你提出了 Hdiv，這也使更多地接近源代碼和漏洞管理等。我們還想在那裡做更多的事情，但我們今天沒有任何要宣布的事情。

And can I just ask, I think an expansion or take to Matt's question in terms of facilitating your broader product line. Anything in the customer success area that has to be changed or post production engineering or professional services as you have a more broader and more complex offering?

我可以問一下，我認為擴展或回答馬特的問題，以促進您更廣泛的產品線。客戶成功領域有什麼需要改變或後期製作工程或專業服務，因為您有更廣泛和更複雜的產品？

Yes. So we're scaling those teams quite a bit, and we're constantly also refining the way those teams are segmented so they can target specific types of customers in some situations, not many situations also seen type of product. So we -- that's part of scaling the teams on the customer success on the tech solutions on the support side. So we're investing quite heavily there. I gave those teams to shot up because really, they've been doing a fantastic job at helping our customers scale and adopt a very broad product portfolio today. And I think there will be more successes to come there.

是的。因此，我們對這些團隊進行了相當大的擴展，並且我們也在不斷改進這些團隊的細分方式，以便他們可以在某些情況下針對特定類型的客戶，在很多情況下也沒有看到產品類型。所以我們 - 這是在支持方面的技術解決方案上擴大客戶成功團隊的一部分。因此，我們在那裡進行了大量投資。我讓這些團隊振作起來，因為真的，他們在幫助我們的客戶擴展和採用非常廣泛的產品組合方面做得非常出色。而且我認為那裡會有更多的成功。

The next question comes from Brad Reback with Stifel.

下一個問題來自 Brad Reback 和 Stifel。

Oli, as the sales force and the marketing team are return to face-to-face events, any reason to think that we shouldn't see some level of acceleration in upsells to the larger part of the installed base as well as the potential to land even bigger with new deals?

Oli，隨著銷售人員和營銷團隊重返面對面的活動，有任何理由認為我們不應該看到對大部分已安裝基礎的追加銷售出現某種程度的加速以及潛在的通過新交易獲得更大的土地？

It's possible. I mean, look, we definitely have return to investment in some things that we were not doing for the past 2 years that we're doing again in in-person events in particular. I would say it's too early to tell whether it's it gives us an edge again on that side or whether it's just upping the table stakes for everyone for that. But definitely, we're investing with the expectations of returns on that.

這是可能的。我的意思是，看，我們肯定會在過去 2 年沒有做的一些事情上獲得回報，尤其是在面對面的活動中我們再次做的事情。我想說現在說它是否讓我們在這方面再次獲得優勢，或者是否只是為此增加了每個人的賭注，還為時過早。但可以肯定的是，我們的投資是對回報的期望。

The next question comes from Gray Powell with BTIG.

下一個問題來自 BTIG 的 Gray Powell。

Congratulations on the strong results. So yes, I mean you've clearly been seeing very good traction moving into larger enterprise and Fortune 500 accounts. How does the competitive environment change there as you move up market? And then do you end up begging off against a different set of vendors? Or just how should we think of that impacting sales cycles?

祝賀你取得了不錯的成績。所以，是的，我的意思是你顯然已經看到了進入大型企業和財富 500 強賬戶的巨大吸引力。隨著您進入市場，那裡的競爭環境如何變化？然後你最終會乞求不同的供應商嗎？或者我們應該如何看待影響銷售週期的因素？

So I'm sorry, I'm going to give you the most boring answer ever, but we see no change. The situation there is very much the same as it was last quarter and even last year. We still focus largely on net new and cloud environments. We land fast and small mostly, and we end up growing quite a lot with those customers at the largest enterprises. Sometimes, but not all the time, we're going to do a big displacement of usually a suite of tools that makes it homegrown and some of the other players in log, APM or infrastructure or all of the above. And these are -- these tend to be the larger lands because they start they start larger as they replace a bunch of existing things. But this is still not the majority of the go-to-market and customer acquisition. I think it shows that the product wins about all sorts of situations, but our focus is still on net new and cloud environment.

所以我很抱歉，我會給你有史以來最無聊的答案，但我們看不到任何變化。那裡的情況與上個季度甚至去年的情況非常相似。我們仍然主要關注全新的和雲環境。我們主要是快速而小型地登陸，最終我們在最大的企業中與這些客戶一起成長了很多。有時，但並非總是如此，我們會大量替換通常是一套工具，使其本土化，以及日誌、APM 或基礎設施或以上所有方面的其他一些參與者。這些是 - 這些往往是更大的土地，因為它們開始時它們開始變大，因為它們取代了一堆現有的東西。但這仍然不是進入市場和獲取客戶的大部分內容。我認為這表明該產品在各種情況下都勝出，但我們的重點仍然是網絡新環境和雲環境。

got it, that's helpful. And then just -- maybe just a quick follow-up on the security side, if it's okay. Is there anything more you can just say on the road map in the security space, or just like talk about the most natural capabilities that could be included as you start to move into Version 2 of the security platform. And I guess more specifically, and this might be a tough one, but -- do you see a scenario where you could more directly address the endpoint security use case?

明白了，很有幫助然後只是 - 如果可以的話，也許只是在安全方面的快速跟進。您還有什麼可以在安全領域的路線圖上說的，或者就像談論當您開始進入安全平台第 2 版時可能包含的最自然的功能一樣。而且我想更具體地說，這可能是一個艱難的問題，但是 - 您是否看到可以更直接地解決端點安全用例的場景？

Well, so endpoint, I think, is -- it's not what we have in mind today, right? I mean there's plenty we want to do at the intersection of DevOps production environment applications. Like it's a gigantic problem space and one that's not well handled today. So we definitely are -- have that in our sights today.

好吧，我認為，終點是——這不是我們今天想要的，對吧？我的意思是在 DevOps 生產環境應用程序的交叉點上我們想做很多事情。就像這是一個巨大的問題空間，而且今天處理得不好。所以我們絕對是——今天我們已經看到了這一點。

In terms of what we can do in the road map, interestingly, there are many things we're doing today that are not branded security that are part of other products that actually play a big role in security. And so one of the questions we have internally, how do we actually draw the line around the security suite versus the rest of the DevOps platform in a way that it doesn't confuse everyone. I mean, for example, we mentioned in the last call, our sensitive data scanner product, which actually is used for security use cases, but it's currently part of our log management product. We have some similar situation with our network monitoring product that also listens to data and uses it for security use cases, but it's not part of our security offering. So there are some branding and packaging and product suite questions that we'll have to answer ourselves there.

就我們在路線圖中可以做的事情而言，有趣的是，我們今天正在做的許多事情不是品牌安全，而是實際上在安全中發揮重要作用的其他產品的一部分。因此，我們內部的一個問題是，我們如何在安全套件與 DevOps 平台的其餘部分之間劃清界限，而不會讓每個人都感到困惑。我的意思是，例如，我們在上次通話中提到了我們的敏感數據掃描器產品，它實際上用於安全用例，但它目前是我們日誌管理產品的一部分。我們的網絡監控產品也有類似的情況，它也會監聽數據並將其用於安全用例，但這不是我們安全產品的一部分。所以有一些品牌、包裝和產品套件問題，我們必須在那裡回答自己。

The next question comes from Steve Koenig with SMBC Nikko.

下一個問題來自 SMBC Nikko 的 Steve Koenig。

Congrats on the quarter, it's a pleasure to be covering you guys. I wanted to ask about pricing, again, with kind of a little different angle. And thanks for your color on how you help customers manage their costs as they scale out with Datadog. That's very helpful. If I think about it from a different angle, more from the perspective of how you keep your pricing in check with infrastructure costs as the hyperscalers improve their price performance over time on compute and storage, how does -- you have a relatively simple pricing model in the space, which is a good thing. But I'm wondering, does the host-based pricing -- do those prices need to change over time as hyperscalers ride their cost curve down? And also in log management as well as your -- you do have some data charges. And do those need to come down over time as hyperscalers become more price performance. Congrats again on the quarter.

恭喜本季度，很高興能報導你們。我想再次以不同的角度詢問定價。並感謝您對如何幫助客戶在使用 Datadog 進行橫向擴展時管理成本的看法。這很有幫助。如果我從不同的角度考慮它，更多的是從您如何保持定價與基礎設施成本的角度來考慮，因為超大規模企業會隨著時間的推移在計算和存儲方面提高其價格表現，您如何擁有一個相對簡單的定價模型在太空中，這是一件好事。但我想知道，基於主機的定價是否需要隨著超大規模企業降低成本曲線而隨著時間的推移而變化？而且在日誌管理以及你的——你確實有一些數據費用。隨著超大規模企業變得更具性價比，這些是否需要隨著時間的推移而下降。再次祝賀本季度。

Thank you. Well, so there's a few things to consider there. So one is like the type of hosts that our customers buy also is changing over time, that they're also getting larger and larger instances from the cloud providers that costs more and more, even though the price for the same CPU on 2 different years is going to maybe get reduced a little bit by the hyperscalers.

謝謝你。嗯，所以有一些事情需要考慮。因此，就像我們的客戶購買的主機類型也隨著時間的推移而變化，他們也從雲提供商那裡獲得越來越大的實例，這些實例的成本越來越高，即使相同 CPU 在 2 個不同年份的價格也是如此超大規模的人可能會減少一點。

The other factor to consider is that overall, even with all the improvements from the cloud providers and the, I would say, the software industry at large, our customers' experience still a dramatic increase in complexity. And overall, what this means is that a lot of the value gets shifted from actually from running the infrastructure itself to understanding it and managing it, which is what we do. So in the end, we are in a position where we can maintain or even increase prices while still delivering more value for our customers and selling them more money. So that's the general dynamics here. Now when you look at the things that are tied to very specific units. So for example, the price per gigabit and things like that, like -- of course, price per gigabyte is going to go down over time in some point. Right now, the form it takes is that there are more and more options that we keep giving our customers so they can do different things with different price points. But in the long run, if you fast forward 20 years, of course, you wouldn't expect to pay the same thing for gigabyte in 20 years than you do to that. But at the same time, I would say you also will have many, many, many others of managing more data at the time.

另一個需要考慮的因素是，總體而言，即使雲提供商和我想說的整個軟件行業做出了所有改進，我們客戶的體驗仍然在復雜性上急劇增加。總的來說，這意味著很多價值從實際運行基礎設施本身轉移到理解和管理它，這就是我們所做的。所以最終，我們處於一個可以維持甚至提高價格的位置，同時仍然為我們的客戶提供更多價值並賣給他們更多的錢。這就是這裡的一般動態。現在，當您查看與非常特定的單位相關的事物時。因此，例如，每千兆字節的價格以及類似的東西——當然，每千兆字節的價格會隨著時間的推移而下降。現在，它採取的形式是我們不斷為客戶提供越來越多的選擇，以便他們可以以不同的價格做不同的事情。但從長遠來看，如果你快進 20 年，當然，你不會期望在 20 年內為技嘉支付同樣的費用。但與此同時，我會說您當時還會有很多很多其他人管理更多數據。

The next question comes from Joel Fishbein with Truist Securities.

下一個問題來自 Truist Securities 的 Joel Fishbein。

Great quarter. Olivier, you spoke a lot about several different potential products in the pipeline as you guys are developing internally. I'm hoping you might give us a little bit more color about the mid- and longer-term plans with regard to maybe areas that you plan to address with new products.

很棒的季度。 Olivier，在你們內部開發的過程中，你們談到了很多不同的潛在產品。我希望你能給我們更多關於中長期計劃的信息，這些計劃可能涉及你計劃用新產品解決的領域。

Well, we have plenty of new products in the works, but for that, you'll have to show up to our events and conferences. We do expect to show more of that in the quarters to come. The areas we're going after, obviously, we're still doubling down on observability. We're early in observability. There's a lot more we can do -- we want to do a lot more that's going to bring value for our customers, and it's a very large market.

好吧，我們有很多新產品正在開發中，但為此，您必須出席我們的活動和會議。我們確實希望在接下來的幾個季度中展示更多這樣的內容。顯然，我們正在追求的領域，我們仍在加倍關注可觀察性。我們處於可觀察性的早期階段。我們可以做的還有很多——我們想做更多的事情來為我們的客戶帶來價值，這是一個非常大的市場。

Obviously, we've been very open about the fact that we're investing massively in security and these costs in particular. So you'll see more from us on that. We also are pushing towards the developer workflows as we had mentioned, with CICD and some aspects of security and some other things that we might show. We're also investing in pushing or extending our user experience products in APM Suite to behavioral and user analytics as well as business analytics. So we keep pushing more and more functionality towards that, and you should expect to see more products from us in that area, which takes us into real-time BI. And then finally, we also are investing in ITSM-minded products started with incident response and incident resolution. And you should expect to see more from us in that area in the future as well.

顯然，我們對我們在安全方面進行大量投資，尤其是在這些成本方面進行了大量投資這一事實非常開放。所以你會從我們那裡看到更多關於這方面的信息。正如我們所提到的，我們也在推動開發人員的工作流程，包括 CICD 和安全的某些方面以及我們可能會展示的其他一些東西。我們還投資於將 APM Suite 中的用戶體驗產品推廣或擴展至行為和用戶分析以及業務分析。因此，我們不斷推動越來越多的功能，您應該期望在該領域看到我們的更多產品，這將我們帶入實時 BI。最後，我們還投資從事件響應和事件解決開始的具有 ITSM 意識的產品。您也應該期望在未來看到我們在該領域的更多信息。

Again, I can't give you any more details. We have a lot of both in the year right now, a lot of products in flight. We're very bullish about the opportunity. We think -- we see it at a privileged part of the ecosystem where we have such a large surface of contacts, so customers infrastructure, their application, as well as their teams, their developers and their operations teams and other securities that we can solve an increasingly larger problem for them over time while benefiting from frictionless adoption of our platform, which is what is beautiful free cash flow margins that we've talked about today. So again, very bullish, a lot of products in a lot of things we're working on, but nothing more to announce today.

再說一次，我不能給你更多的細節。我們今年兩者都有很多，很多產品都在飛行中。我們非常看好這個機會。我們認為 - 我們在生態系統的特權部分看到它，我們擁有如此大的接觸面，因此客戶基礎設施、他們的應用程序、以及他們的團隊、他們的開發人員和他們的運營團隊以及我們可以解決的其他證券隨著時間的推移，他們面臨越來越大的問題，同時受益於我們平台的無摩擦採用，這就是我們今天談到的美麗的自由現金流利潤率。再說一次，非常看好，我們正在做的很多事情中有很多產品，但今天沒有更多要宣布的了。

The next question comes from Adam Tindle with Raymond James.

下一個問題來自 Adam Tindle 和 Raymond James。

Olivier, I just want to start on Hdiv. The acquisition announced today with a vulnerability focus. Could you help us categorize where this competes in the stack? And specifically, are we focused on end point like CrowdStrike with the spotlight product or critical assets like server and data center where VM players like Tenable, Qualys and Rapid7 fit? So where does this fit within the stack and vulnerability and talk about the competitive advantage that they'll bring.

Olivier，我只想從 Hdiv 開始。今天宣布的收購重點關注漏洞。你能幫我們分類它在堆棧中的競爭位置嗎？具體來說，我們是專注於像 CrowdStrike 這樣具有聚光燈產品的端點，還是像 Tenable、Qualys 和 Rapid7 這樣的 VM 播放器適合的服務器和數據中心等關鍵資產？那麼這在堆棧和漏洞中的位置在哪裡，並談論他們將帶來的競爭優勢。

It focuses on applications. And these are the applications that our customers build as well as the various libraries and dependencies that are brought into the mix as our customers build these applications. So this is -- this will find its place on the application side of our cloud security platform. We don't have much more to share on the way this will be combined from a product perspective. But we see it as great technology, great product and also great expertise to add to the team and add to our momentum on the security side. And by the way, (inaudible) as often is the case with security companies, there are some regulatory approvals to get disclosed.

它專注於應用程序。這些是我們的客戶構建的應用程序，以及我們的客戶構建這些應用程序時引入的各種庫和依賴項。所以這就是 - 這將在我們的雲安全平台的應用程序端找到它的位置。從產品的角度來看，我們沒有太多可以分享的組合方式。但我們認為它是偉大的技術、偉大的產品和偉大的專業知識，可以添加到團隊中，並增加我們在安全方面的動力。順便說一句，（聽不清）與安全公司的情況一樣，有一些監管批准需要披露。

I know I'm going to be out of time. David, seasonality has just been a constant topic. It seems like since last quarter. I'm sure you're answering a bunch of investor questions intra-quarter about it. And the second half is a little lower as a percent of total than years past based on guidance. Anything for us to consider on seasonality now that you're a $1 billion-plus organization moving forward?

我知道我快沒時間了。大衛，季節性只是一個永恆的話題。好像從上個季度開始。我敢肯定，你在季度內回答了一堆投資者的問題。根據指導，下半年佔總數的百分比略低於過去幾年。既然你是一個價值超過 10 億美元的組織，我們有什麼需要考慮的季節性因素嗎？

No, it's always been -- it's a similar type of thing where -- the fourth quarter tends to be strong on customer acquisition. We have had, like every company a little slower and new customer acquisition in Q3 that didn't hold last year. It was a very, very strong Q3. And as we mentioned, generally, as you start the year in the first quarter, you have a little bit of slowness in getting going. In this quarter, we didn't have that as much. So it's really the same types of seasonality, which is quite minor relative to the previous years.

不，一直都是——這是一種類似的事情——第四季度在客戶獲取方面往往很強勁。就像每家公司一樣，我們在第三季度的新客戶獲取速度有所放緩，去年沒有。這是一個非常非常強勁的第三季度。正如我們所提到的，一般來說，當您在第一季度開始新的一年時，您的進展會有些緩慢。在本季度，我們沒有那麼多。所以這實際上是相同類型的季節性，相對於前幾年來說，這是相當小的。

This concludes our question-and-answer session. I'll hand the conference back over to CEO, Olivier Pomel, for any closing remarks.

我們的問答環節到此結束。我將把會議交還給首席執行官 Olivier Pomel，以聽取任何閉幕詞。

All right. Thank you all for attending the call. And I want again to thank all Datadog's and there's many more of you out there. I should remind everyone that we've had our most successful hiring quarter in Q1. So thank you all, and we're all excited to be here, and we'll see you next quarter.

好的。感謝大家參加電話會議。我要再次感謝所有 Datadog，還有更多的人。我應該提醒大家，我們在第一季度迎來了最成功的招聘季度。謝謝大家，我們都很高興來到這裡，我們下個季度再見。

The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

會議現已結束。感謝您參加今天的演講。您現在可以斷開連接。