Jamf Holding Corp (JAMF) 2023 Q1 法說會逐字稿

Thank you for standing by, and welcome to the Jamf First Quarter 2023 Earnings Conference Call. (Operator Instructions) As a reminder, today's program is being recorded.

感謝您的耐心等待，歡迎參加 Jamf 2023 年第一季度收益電話會議。 （操作員指示）提醒一下，今天的節目正在錄製中。

And now I'd like to introduce your host for today's program, Jennifer Gaumond, Vice President, Investor Relations. Please go ahead.

現在我想介紹一下今天節目的主持人，投資者關係副總裁詹妮弗·高蒙德 (Jennifer Gaumond)。請繼續。

Good afternoon, and thank you for joining us on today's conference call to discuss Jamf's first quarter financial results. With me on today's call, are Dean Hager, Chief Executive Officer; Ian Goodkind, Chief Financial Officer; and John Strosahl, President and Chief Operating Officer.

下午好，感謝您參加今天的電話會議，討論 Jamf 第一季度的財務業績。與我一起參加今天電話會議的有首席執行官 Dean Hager；伊恩·古德金德，首席財務官；以及總裁兼首席運營官 John Strosahl。

Before we begin, I'd like to remind you that shortly after the market closed today, we issued a press release announcing our first quarter financial results. We also published a Q1 earnings presentation, along with an updated investor presentation and Excel file containing quarterly financial statements to assist with modeling. Additionally, we issued a press release announcing Dean's retirement and John's appointment to CEO, effective September 2, 2023. You may access this information on the Investor Relations section of jamf.com.

在開始之前，我想提醒您，今天收盤後不久，我們發布了一份新聞稿，宣布了我們第一季度的財務業績。我們還發布了第一季度收益演示文稿，以及更新的投資者演示文稿和包含季度財務報表的 Excel 文件，以協助建模。此外，我們還發布了一份新聞稿，宣布 Dean 退休並任命 John 為首席執行官，自 2023 年 9 月 2 日起生效。您可以在 jamf.com 的投資者關係部分訪問此信息。

Today's discussion may include forward-looking statements. Please refer to our most recent SEC reports, including our most recent annual report on Form 10-K, where you will see a discussion of factors that could cause actual results to differ materially from these statements. I would also like to remind you that during the call, we will discuss some non-GAAP measures related to Jamf's performance. You can find the reconciliation of those measures to the nearest comparable GAAP measures in our earnings release. Additionally, to ensure we can address as many analyst questions as possible during the call, we ask that you please limit your question to one initial question and one follow-up.

今天的討論可能包括前瞻性陳述。請參閱我們最新的 SEC 報告，包括我們最新的 10-K 表年度報告，其中您將看到對可能導致實際結果與這些陳述存在重大差異的因素的討論。我還想提醒您，在電話會議期間，我們將討論一些與 Jamf 業績相關的非 GAAP 指標。您可以在我們的收益報告中找到這些指標與最接近的可比 GAAP 指標的對賬。此外，為了確保我們能夠在通話期間解決盡可能多的分析師問題，我們要求您將問題限制為一個初始問題和一個後續問題。

Now I'd like to turn the call over to Dean Hager. Dean?

現在我想把電話轉給 Dean Hager。院長？

Thank you, Jenn, and thank you, everyone, for joining us. Jamf is pleased to report that our first quarter of 2023 marks the 12th consecutive quarter where Jamf outperformed expectations. Q1 year-over-year revenue growth was 22% and non-GAAP operating margin was 5%, both of which exceeded the high end of our outlook. Jamf's ARR grew 21% year-over-year in Q1 to $526.6 million. These results are reflective of Jamf's continued strong performance amid this difficult macroeconomic environment. We ended Q1 with more than 72,500 customers running Jamf on 30.8 million devices, adding approximately 800,000 devices within the quarter, slightly more than we added in Q1 or Q4 of 2022.

謝謝你，Jenn，也謝謝大家加入我們。 Jamf 很高興地報告，2023 年第一季度標誌著 Jamf 連續第 12 個季度超出預期。第一季度收入同比增長 22%，非 GAAP 營業利潤率為 5%，兩者都超過了我們預期的上限。 Jamf 第一季度的 ARR 同比增長 21% 至 5.266 億美元。這些結果反映了 Jamf 在困難的宏觀經濟環境中持續強勁的表現。截至第一季度末，我們有超過 72,500 名客戶在 3080 萬台設備上運行 Jamf，本季度增加了約 800,000 台設備，略多於我們在 2022 年第一季度或第四季度添加的設備。

Similar to last quarter, we saw continued demand for Jamf's management and security offerings with strong new logo growth and customer retention. While the demand for Jamf solutions remains high, the rate at which devices have been purchased within organizations have significantly slowed due to continued macroeconomic uncertainty. This uncertainty has led to a muted hiring environment, causing both new and existing customers to limit their device growth expectations at the time of purchase and renewal. And as we outlined last quarter, as part of our 2023 outlook, we anticipate these macro headwinds to continue for most of the year.

與上季度類似，我們看到對 Jamf 管理和安全產品的持續需求，以及強勁的新徽標增長和客戶保留。儘管對 Jamf 解決方案的需求仍然很高，但由於持續的宏觀經濟不確定性，組織內部購買設備的速度已顯著放緩。這種不確定性導致招聘環境低迷，導致新客戶和現有客戶在購買和續訂時限制了他們的設備增長預期。正如我們上季度概述的那樣，作為 2023 年展望的一部分，我們預計這些宏觀阻力將在今年大部分時間持續。

Jamf remains well positioned to navigate these challenges due to a number of factors, including significant product differentiation, customer value and continuing to take a prudent approach to growth and profitability. In Q4 of last year, we made targeted investments in our sales team and enacted a number of cost initiatives to position Jamf for both margin expansion and future growth when macro conditions improve. In Q1, we continued this approach in order to deliver both strong top line and bottom line improvements this year. As we look across the global market, our observation that device expansion has significantly slowed is supported by industry research.

由於多種因素，包括顯著的產品差異化、客戶價值以及繼續採取審慎的增長和盈利方法，Jamf 仍然能夠很好地應對這些挑戰。去年第四季度，我們對銷售團隊進行了有針對性的投資，並製定了一系列成本計劃，以便在宏觀條件改善時，使 Jamf 能夠實現利潤率擴張和未來增長。在第一季度，我們繼續採用這種方法，以便今年實現強勁的營收和利潤改善。當我們放眼全球市場時，我們發現設備擴張已顯著放緩，這一觀察結果得到了行業研究的支持。

According to Gartner, Q4 marked the largest quarterly PC shipment decline since they began tracking the PC market. And in Q1, PC shipments declined year-over-year even further. While no PC maker has escaped this trend, despite a significant Q1 decline in Mac shipments, Apple has fared better than most. Over the past 4 quarters, Mac shipments have declined 6% compared to the prior four quarters, while shipments of all non-Mac computers declined 23% over the same period. This has resulted in Mac market share expanding by 2% over the past year. It's worth noting over a similar period, Jamf achieved the largest year-over-year Mac device growth in Jamf's history in 2022, adding over 1 million Mac under management for the first time, showing that Jamf continues to win a larger share of an existing under-managed and under-secured Mac market.

據 Gartner 稱，第四季度是自他們開始跟踪 PC 市場以來最大的季度 PC 出貨量跌幅。第一季度，個人電腦出貨量同比進一步下降。雖然沒有一家 PC 製造商能夠逃脫這一趨勢，儘管第一季度 Mac 出貨量大幅下降，但蘋果的表現比大多數製造商都要好。在過去 4 個季度中，Mac 出貨量較前四個季度下降了 6%，而所有非 Mac 電腦的出貨量同期下降了 23%。這使得 Mac 的市場份額在過去一年中擴大了 2%。值得注意的是，在同一時期，Jamf 在 2022 年實現了 Jamf 歷史上最大的 Mac 設備同比增長，管理的 Mac 數量首次超過 100 萬台，這表明 Jamf 繼續在現有市場中贏得更大份額。 Mac 市場管理不善且安全保障不足。

Jamf continues to see employee preference for Mac increase, leading more organizations to create Mac choice programs to meet demand from employees who choose to use the same technology at work as they use at home. One example was documented in a recent case study of Jamf customer, Cisco, by creative strategies. Cisco noted that not only do 59% of new hires choose Mac, 24% of employees with a Windows laptop choose to switch from Windows to Mac when their laptop is up for refresh. In Q1, another Jamf customer who also provides employee technology choice, grew their Mac fleet by 36,000 devices at their renewal. Combining this trend with IDC's expectations that PC shipments will return to growth towards the end of the year, and that by 2024, an aging installed base will start to come up for refresh, Jamf believes that both the Mac and iPad will be the choice of a growing population of employees to replace aging Chromebook and Windows computers.

Jamf 持續發現員工對 Mac 的偏好不斷增加，導致更多組織創建 Mac 選擇計劃，以滿足選擇在工作中使用與在家中使用相同技術的員工的需求。 Jamf 客戶 Cisco 最近通過創意策略進行的案例研究中記錄了一個例子。思科指出，不僅 59% 的新員工選擇 Mac，而且擁有 Windows 筆記本電腦的員工中有 24% 在筆記本電腦需要更新時選擇從 Windows 切換到 Mac。在第一季度，另一家也為員工提供技術選擇的 Jamf 客戶在更新時將其 Mac 設備數量增加了 36,000 台。結合這一趨勢，再加上 IDC 預計 PC 出貨量將在年底恢復增長，並且到 2024 年，老化的安裝基礎將開始更新，Jamf 認為 Mac 和 iPad 都將成為消費者的選擇。越來越多的員工需要更換老化的 Chromebook 和 Windows 計算機。

Overall, Jamf's strategy is based on 3 key beliefs. One, the continued consumerization of IT, remote work and Apple hardware innovation will lead to greater Apple market share within the enterprise. Two, as most management and security solutions are not designed Apple-first, Jamf will continue to expand market share as more organizations move away from suboptimal nonspecialized solutions that do not deliver the same Apple user experience that employees enjoy in their personal lives and open devices to security threats. And three, management security solutions delivered as an integrated platform provide greater automation, reduce exposure and achieve the goals of both IT and InfoSec teams.

總體而言，Jamf 的戰略基於 3 個關鍵信念。第一，IT、遠程工作和蘋果硬件創新的持續消費化將導致蘋果在企業內部的市場份額更大。第二，由於大多數管理和安全解決方案並非以 Apple 優先設計，隨著越來越多的組織放棄次優的非專業解決方案，這些解決方案無法提供員工在個人生活和開放設備中享受的 Apple 用戶體驗，Jamf 將繼續擴大市場份額安全威脅。第三，作為集成平台提供的管理安全解決方案可提供更高的自動化程度、減少風險並實現 IT 和 InfoSec 團隊的目標。

Despite what we believe are temporary macroeconomic challenges, Jamf's market and customer experience through Q1 provide us confidence in our ability to consistently grow, expand margins, deliver for our customers and continue our role as the market standard for Apple at work. This strategy also provides Jamf the opportunities to successfully expand as we already have to other mobile platforms when and where it makes strategic sense for the market and customers.

儘管我們認為宏觀經濟面臨暫時的挑戰，但 Jamf 第一季度的市場和客戶體驗讓我們對持續增長、擴大利潤、為客戶提供服務以及繼續充當 Apple 市場標準的能力充滿信心。這一戰略還為 Jamf 提供了成功擴張的機會，就像我們在對市場和客戶具有戰略意義的時間和地點已經擁有的其他移動平台一樣。

Jamf showcased our latest innovations last week during our annual spring event, which was live-streamed by thousands of customers and prospects. During the event, we highlighted a number of our new offerings across identity connection, endpoint protection and device management to help organizations deliver an enterprise-secure, consumer-simple environment that protects personal privacy. Specifically, our Jamf Connect product, which is used by over 7,000 organizations, now includes Zero Trust Network Access capabilities, which can automatically be set up during the first power-on of a device, helping enforce encrypted access to an organization's applications while not interfering with private routes, all accomplished by simply activating the Jamf Trust app on the device. Jamf also announced a new capability to detect whether the user has disabled Jamf Trust.

Jamf 上週在年度春季活動中展示了我們的最新創新，數千名客戶和潛在客戶現場直播了該活動。活動期間，我們重點介紹了身份連接、端點保護和設備管理方面的一系列新產品，以幫助組織提供企業安全、消費者簡單的環境，保護個人隱私。具體來說，我們的 Jamf Connect 產品已被 7,000 多個組織使用，現在包括零信任網絡訪問功能，該功能可以在設備首次開機時自動設置，幫助強制對組織的應用程序實施加密訪問，同時不會干擾使用私人路線，只需激活設備上的 Jamf Trust 應用程序即可完成所有操作。 Jamf 還宣布了一項新功能，可檢測用戶是否禁用 Jamf Trust。

Even after authentication, it immediately blocks access and guides the user to reactivate Jamf Trust with a single click.

即使在身份驗證之後，它也會立即阻止訪問並引導用戶只需單擊一下即可重新激活 Jamf Trust。

Additionally, with Jamf's Q1 delivery of iOS support for Google BeyondCorp, and last week's announcement of new support for AWS-verified access, Jamf provides the only management and security solution integrated with the ZTNA frameworks for all 3 of the largest cloud providers: Microsoft, Google and AWS. Jamf has also expanded its partnership with Okta and together delivers best-in-class identity security for Mac OS devices. Platform SSO enabled Okta password sync, which estimates Okta Verify and Okta FastPass on the device, while Jamf Connect delivers secure provisioning of local Mac OS user accounts using Okta credentials. With enrollment SSO, Jamf takes a major step forward to simplify the account-driven user enrollment onboarding process while dramatically enhancing login security on BYO iPhones and iPads. This means after enrollment, users are able to enjoy fast and secure logins using face ID or touch ID to all of their company apps on their personally owned devices using Okta.

此外，隨著 Jamf 第一季度為 Google BeyondCorp 提供 iOS 支持，以及上周宣布的對 AWS 驗證訪問的新支持，Jamf 為所有 3 個最大的雲提供商提供了唯一與 ZTNA 框架集成的管理和安全解決方案：Microsoft、谷歌和AWS。 Jamf 還擴大了與 Okta 的合作夥伴關係，共同為 Mac OS 設備提供一流的身份安全性。平台 SSO 啟用了 Okta 密碼同步，可估計設備上的 Okta 驗證和 Okta FastPass，而 Jamf Connect 使用 Okta 憑據提供本地 Mac OS 用戶帳戶的安全配置。通過註冊 SSO，Jamf 向前邁出了一大步，簡化了帳戶驅動的用戶註冊流程，同時顯著增強了 BYO iPhone 和 iPad 上的登錄安全性。這意味著註冊後，用戶可以使用 Okta 在其個人擁有的設備上使用面容 ID 或觸摸 ID 快速安全地登錄所有公司應用程序。

In education, last year, we launched Jamf Safe Internet, a best-in-class web content filtering the threat prevention solution, tailor-made for education. In Q1 of this year, we announced Jamf Safe Internet for Chromebook. And last week, we announced Jamf Safe Internet will be coming to Windows PCs this summer.

在教育領域，去年我們推出了 Jamf Safe Internet，這是一款專為教育量身定制的一流 Web 內容過濾威脅預防解決方案。今年第一季度，我們發布了適用於 Chromebook 的 Jamf Safe Internet。上週，我們宣布 Jamf Safe Internet 將在今年夏天登陸 Windows PC。

Our sales team and customers are excited to have this cross-platform solution available this summer during the traditional education buying period as educators prepare for the next school year. Additionally, we announced last week, new controls for Safe Internet, embracing Apple's unique framework that delivers additional on-device protections and privacy.

我們的銷售團隊和客戶很高興在今年夏天教育工作者為下一學年做準備的傳統教育購買期間推出這一跨平台解決方案。此外，我們上週還宣布了安全互聯網的新控件，採用 Apple 獨特的框架，提供額外的設備保護和隱私。

For IT administrators in all industries, Jamf continues to focus on improving their efficiency. This summer, we will launch Jamf Remote Assist, which allows IT admins to initiate a secure remote desktop directly in the Jamf Pro console with no additional purchases needed, again saving cost for customers. Jamf has also continued to expand the number of application titles supported by the Jamf App Catalog, and we have also improved our app installers empowering IT to automatically notify users when an update is available. We're excited to see these new innovations come to market to help customers save money through platform consolidation, achieving labor efficiencies and reducing security risks.

對於各行業的 IT 管理員來說，Jamf 繼續致力於提高他們的效率。今年夏天，我們將推出 Jamf Remote Assist，它允許 IT 管理員直接在 Jamf Pro 控制台中啟動安全的遠程桌面，無需額外購買，再次為客戶節省成本。 Jamf 還繼續擴大 Jamf 應用程序目錄支持的應用程序標題數量，我們還改進了應用程序安裝程序，使 IT 能夠在有可用更新時自動通知用戶。我們很高興看到這些新的創新產品進入市場，通過平台整合幫助客戶節省資金，提高勞動力效率並降低安全風險。

Before I hand things over to John, I want to share some thoughts on today's announcement regarding my retirement and John's appointment to CEO. My decision to retire has been part of a personal plan with my wife, Jenny, for quite some time. With the support of Jamf's Board, knowing my intent has given us ample time for succession planning. I recently informed the Board that I felt now is the right time to begin the transition process.

在將事情交給約翰之前，我想分享一些對今天有關我退休和約翰任命為首席執行官的公告的想法。相當長一段時間以來，我的退休決定一直是我與妻子珍妮個人計劃的一部分。在 Jamf 董事會的支持下，了解我的意圖使我們有充足的時間進行繼任計劃。我最近通知董事會，我認為現在是開始過渡過程的最佳時機。

Serving as Jamf's CEO has been the greatest honor and experience of my 34-year career. Over the past 8 years, I've been blessed to know incredible people who have come together to create the most customer-focused selfless team I have ever had the pleasure to work with. They have taught me more than I could ever teach them. When I joined Jamf in 2015, my first hire was John Strosahl. He and I have worked together side by side for all 8 years. John brings a wealth of knowledge, operational rigor and global experience that is rare in the industry, having succeeded with businesses and lived in countries all over the world. John has been preparing for this role for years, continuing to succeed as he took on additional responsibility, serving as Jamf's COO since 2020 and President since January 2022. For the past 1.5 years, most of our organization has already reported to John, including all engineering, product, marketing, support and all sales and channel functions. Of course, John has also played an integral role in the development and execution of Jamf's successful strategy during his 8-year tenure.

擔任 Jamf 首席執行官是我 34 年職業生涯中最大的榮幸和經歷。在過去的 8 年裡，我很幸運能夠認識一些令人難以置信的人們，他們齊心協力創建了一支最以客戶為中心的無私團隊，這是我有幸合作過的。他們教給我的東西比我能教給他們的還要多。當我於 2015 年加入 Jamf 時，我的第一位員工是 John Strosahl。他和我並肩工作了8年。約翰擁有行業內罕見的豐富知識、嚴謹的運營和全球經驗，他在企業上取得了成功，並在世界各地的國家生活過。 John 多年來一直為這一角色做準備，隨著他承擔額外的責任，他不斷取得成功，自 2020 年起擔任 Jamf 的首席運營官，自 2022 年 1 月起擔任總裁。在過去的 1.5 年裡，我們組織的大部分成員已經向 John 匯報，包括所有工程、產品、營銷、支持以及所有銷售和渠道職能。當然，John 在 8 年的任期內，在 Jamf 成功戰略的製定和執行中也發揮了不可或缺的作用。

As for my retirement, I plan to continue my role on Jamf's Board of Directors. I will also enjoy having more time to focus along with Jenny, on one of my passions, bringing technology to young people through work with the matter innovation hubs. Of course, to do this properly, we will be using Jamf solutions (inaudible). In short, I will continue to have a front row seat to watch Jamf success as a member of the Board as a shareholder and as a customer.

至於我的退休，我計劃繼續擔任 Jamf 董事會的職務。我也很高興有更多的時間與珍妮一起專注於我的熱情之一，通過與物質創新中心的合作將技術帶給年輕人。當然，為了正確執行此操作，我們將使用 Jamf 解決方案（聽不清）。簡而言之，我將繼續作為董事會成員、股東和客戶見證 Jamf 的成功。

I'll now hand things over to John to highlight areas of Jamf's momentum and Q1 wins. John?

現在，我將把事情交給 John，重點介紹 Jamf 的勢頭和第一季度的勝利。約翰？

Thanks, Dean, for the kind words. I'm grateful for your guidance and partnership over the years, and I look forward to continuing our work together on the Board. And to our investors, I'm also looking forward to working more closely with you as I take on this new role.

謝謝迪恩的客氣話。我感謝您多年來的指導和合作，並期待著我們在董事會繼續共同努力。對於我們的投資者，我也期待在擔任這一新角色時與您更密切地合作。

My decision to join Dean and Jamf back in 2015 has been the best decision in my career. Today, Jamf's ARR is more than 10x what it was when Dean and I both joined, which is a direct result of Jamf's laser-focus on customers, innovation and employees. I could not be more honored to lead this team, and I'm excited to see what the future brings to our business.

我在 2015 年決定加入 Dean and Jamf 是我職業生涯中最好的決定。如今，Jamf 的 ARR 是 Dean 和我加入時的 10 倍以上，這是 Jamf 高度關注客戶、創新和員工的直接結果。我非常榮幸能夠領導這個團隊，我很高興看到未來給我們的業務帶來什麼。

In Q1, Jamf made great progress, expanding our relationships with key partners, expanding our reach and influence to bring the power of the Jamf platform to even more customers. These relationships span numerous ecosystems, including technology industry influencers like AWS, Google and Microsoft, channel partners like British Telecom and managed service providers. Last quarter, we discussed Jamf's participation in the AWS ISV Accelerate Program, making Jamf available in the AWS marketplace, bringing together AWS and Jamf sales teams to collaborate to best serve customers and allowing joint customers to use their AWS credits or committed annual spend to purchase Jamf products.

第一季度，Jamf 取得了巨大進展，擴大了我們與主要合作夥伴的關係，擴大了我們的覆蓋範圍和影響力，將 Jamf 平台的力量帶給更多的客戶。這些關係跨越眾多生態系統，包括 AWS、谷歌和微軟等技術行業影響者，英國電信等渠道合作夥伴以及託管服務提供商。上季度，我們討論了 Jamf 參與 AWS ISV 加速計劃，使 Jamf 在 AWS 市場上可用，使 AWS 和 Jamf 銷售團隊齊心協力，為客戶提供最佳服務，並允許聯合客戶使用其 AWS 積分或承諾的年度支出進行購買果醬產品。

In Q1, AWS and Jamf sales teams worked side-by-side successfully winning in dozens of accounts together for the first time. We anticipate this collaboration to grow substantially as we train and introduce our go-to-market teams.

在第一季度，AWS 和 Jamf 銷售團隊並肩工作，首次成功贏得了數十個賬戶。我們預計，隨著我們培訓和引入我們的市場推廣團隊，這種合作將大幅增長。

Jamf's participation with Microsoft also expanded in Q1, which we announced 2 weeks ago. Jamf is excited to now be a member of the Microsoft Intelligent Security Association, which is an ecosystem of independent software providers who have integrated their solutions with Microsoft security technology to help customers better defend themselves against increasingly sophisticated cyber threats. This partnership paves the way for Jamf and Microsoft to position the work we've done together integrating our products in order to seamlessly monitor and protect customer Mac and mobile devices through Microsoft Sentinel, benefiting from the deep visibility and monitoring provided by Jamf Protect. This integration is the latest of over a dozen integrations between Jamf and Microsoft solutions, including the ability to mirror all inventory from Jamf's management systems, Jamf Pro and to Microsoft Endpoint Management.

Jamf 與 Microsoft 的合作也在第一季度擴大，我們在兩週前宣布了這一點。 Jamf 很高興現在成為 Microsoft 智能安全協會的成員，該協會是一個由獨立軟件提供商組成的生態系統，這些提供商將其解決方案與 Microsoft 安全技術集成，以幫助客戶更好地防禦日益複雜的網絡威脅。這一合作夥伴關係為 Jamf 和 Microsoft 整合我們的產品鋪平了道路，以便通過 Microsoft Sentinel 無縫監控和保護客戶的 Mac 和移動設備，並受益於 Jamf Protect 提供的深度可見性和監控。此集成是 Jamf 和 Microsoft 解決方案之間十多項集成中的最新集成，包括將所有庫存從 Jamf 的管理系統、Jamf Pro 鏡像到 Microsoft Endpoint Management 的能力。

In the carrier space, we expanded our relationship with British Telecom, one of the world's leading communication services, arming BT sales team with all Jamf solutions across the management and security space. BT was a key partner to Wandera prior to the Jamf acquisition, and we are delighted to further expand this partnership across Jamf's entire platform. While most of our partners focus on providing solutions for Apple, Mac and mobile devices, many have an increasing focus on bringing the power of the entire Apple ecosystem to the workplace. For example, one Jamf solution partner, Carousel Digital Signage, collaborated with Jamf to provide a solution for a large fast food franchisee to deploy Apple TVs across their retail locations as simple-to-manage digital signage. Supporting Apple TV is an example of how Jamf simply makes all Apple technology enterprise ready.

在運營商領域，我們擴大了與英國電信（世界領先的通信服務公司之一）的關係，為 BT 銷售團隊提供了管理和安全領域的所有 Jamf 解決方案。在 Jamf 收購之前，BT 是 Wandera 的重要合作夥伴，我們很高興在 Jamf 的整個平台上進一步擴大這種合作夥伴關係。雖然我們的大多數合作夥伴專注於為 Apple、Mac 和移動設備提供解決方案，但許多合作夥伴也越來越注重將整個 Apple 生態系統的力量帶入工作場所。例如，Jamf 解決方案合作夥伴 Carousel Digital Signage 與 Jamf 合作，為一家大型快餐特許經營商提供解決方案，在其零售點部署 Apple TV 作為易於管理的數字標牌。支持 Apple TV 是 Jamf 如何讓所有 Apple 技術企業做好準備的一個例子。

The certainty Jamf offers in providing the latest support for all Apple operating systems, including complex and unique workflows is the key reason Jamf's and Apple's partnership has sustained for over 20 years.

Jamf 在為所有 Apple 操作系統（包括複雜而獨特的工作流程）提供最新支持方面所提供的確定性，是 Jamf 與 Apple 合作夥伴關係持續 20 多年的關鍵原因。

Another great example of Jamf's strength supporting unique industry use cases is a leading athletic wear manufacturer and retailer who recently chose Jamf to replace their legacy cross-platform MDM solution for over 1,000 Mac and 5,000 iOS devices to be used in retail stores, both for point-of-sale and dressing room management. Jamf's Apple-first solution was a differentiating factor in this competitive takeaway, which is consistent with the growing trend that Jamf began to identify in 2022. Again, in Q1, Jamf saw significant interest from organizations moving away from legacy MDM solutions, forming an emerging replacement market. This trend is opening up opportunity for Jamf to gain market share in a very large installed base of existing iPads and iPhones. In Q1, just 2 accounts who left a legacy MDM provider, accounted for 35,000 new iOS seats managed by Jamf Pro.

Jamf 支持獨特行業用例的另一個很好的例子是一家領先的運動服裝製造商和零售商，他們最近選擇 Jamf 來取代其傳統的跨平台 MDM 解決方案，用於零售商店中使用的 1,000 多台 Mac 和 5,000 多台 iOS 設備，這兩種設備都是為了點-銷售和更衣室管理。 Jamf 的 Apple-first 解決方案是這一競爭優勢的一個差異化因素，這與 Jamf 在 2022 年開始識別的增長趨勢是一致的。在第一季度，Jamf 再次看到組織對放棄傳統 MDM 解決方案表現出濃厚的興趣，形成了一個新興的 MDM 解決方案。置換市場。這一趨勢為 Jamf 在現有 iPad 和 iPhone 的龐大安裝基礎上贏得市場份額提供了機會。在第一季度，只有 2 個離開傳統 MDM 提供商的帳戶就佔據了 Jamf Pro 管理的 35,000 個新 iOS 席位。

Further increasing our competitiveness for mobile devices, we recently launched Jamf Executive Threat Protection to help customers defend against advanced mobile threats. This solution is built upon the technology acquired as part of the ZecOps acquisition, which we closed last November. This mobile security capability is extremely unique in the industry, providing organizations with an efficient, remote method to monitor mobile devices and respond to advanced attacks, greatly reducing investigation periods.

為了進一步提高我們在移動設備方面的競爭力，我們最近推出了 Jamf Executive Threat Protection，以幫助客戶防禦高級移動威脅。該解決方案建立在我們去年 11 月完成的 ZecOps 收購中所獲得的技術之上。這種移動安全功能在業內極為獨特，為組織提供了一種高效的遠程方法來監控移動設備並響應高級攻擊，從而大大縮短了調查週期。

Apple began offering extreme protections for users who might be personally targeted by some of the most sophisticated digital threats with the introduction of lockdown mode in iOS 16. Jamf Executive Threat Protection is designed to identify these sophisticated digital threats going beyond the traditional device management and endpoint security to extend visibility into attacks that target high-value users such as government officials, journalists and high-ranking employees.

隨著 iOS 16 中引入鎖定模式，Apple 開始為可能成為一些最複雜數字威脅個人目標的用戶提供極端保護。Jamf Executive Threat Protection 旨在識別這些超越傳統設備管理和端點的複雜數字威脅安全性，以擴大對針對政府官員、記者和高級員工等高價值用戶的攻擊的可見性。

Finally, we're also seeing momentum with customers replacing not just one but multiple vendors across management and security with Jamf's business plan and enterprise plan. Deploying an integrated management and security solution for both corporate and personal Apple devices, delivers a customer outcome that we simply call trusted access. One of our key partners, Okta, upgraded to Jamf Enterprise Plan in Q1, adding Jamf Connect and Jamf Protect to their existing Jamf Pro contract for this reason. Other customers have contacted Jamf because they are struggling with the time lag between incident and remediated action, which opens up the possibility that a compromised device can gain access to vital enterprise resources, if only for a few minutes, but a few minutes is too long as it still exposes an organization to cybersecurity threats.

最後，我們還看到客戶利用 Jamf 的業務計劃和企業計劃取代管理和安全方面的不僅僅是一個供應商而是多個供應商。為企業和個人 Apple 設備部署集成管理和安全解決方案，可以為客戶提供我們簡稱為“可信訪問”的成果。為此，我們的主要合作夥伴之一 Okta 在第一季度升級到 Jamf 企業計劃，將 Jamf Connect 和 Jamf Protect 添加到其現有的 Jamf Pro 合同中。其他客戶已聯繫 Jamf，因為他們正在努力解決事件與補救措施之間的時間差問題，這使得受感染的設備有可能獲得對重要企業資源的訪問權限，即使只有幾分鐘，但幾分鐘太長了因為它仍然使組織面臨網絡安全威脅。

Jamf's combination of device management with patented dynamic grouping, zero trust access controls and endpoint protection closed the critical gap between security exposure and blocking access with remediated action. While providing trusted access is the primary reason we pursued our management and security strategy, we have found, especially in this economy, another benefit to customers is simply cost savings. One customer, a global technology company recently purchased 3,000 seats of Jamf business plan that replaced 5 different incumbent solutions, including their existing cross-platform MDM, patch management, endpoint protection and antivirus, (inaudible) endpoint detection and response solution. We've also seen customers like (inaudible), BigCommerce, and (inaudible) benefit from cost savings (inaudible) their management and security solutions with Jamf.

Jamf 將設備管理與獲得專利的動態分組、零信任訪問控制和端點保護相結合，通過補救措施縮小了安全暴露和阻止訪問之間的關鍵差距。雖然提供可信訪問是我們追求管理和安全策略的主要原因，但我們發現，特別是在當前經濟形勢下，為客戶帶來的另一個好處就是節省成本。一位全球技術公司客戶最近購買了 3,000 個 Jamf 業務計劃席位，取代了 5 種不同的現有解決方案，包括其現有的跨平台 MDM、補丁管理、端點保護和防病毒、（聽不清）端點檢測和響應解決方案。我們還看到（聽不清）、Bi​​gCommerce 和（聽不清）等客戶通過 Jamf 的管理和安全解決方案節省了成本（聽不清）。

In today's economy, InfoSec teams need an affordable solution to respond to rapidly evolving external threats while IT teams require best-in-class solutions to meet the needs of today's work from anywhere workforce. Jamf provides both. With that, I'll turn it over to Ian.

在當今的經濟中，信息安全團隊需要經濟實惠的解決方案來應對快速變化的外部威脅，而 IT 團隊需要一流的解決方案來滿足當今員工隨時隨地工作的需求。 Jamf 兩者都提供。有了這個，我會把它交給伊恩。

Thanks, John. We ended Q1 with revenue growth of 22% year-over-year, exceeding the high end of our outlook. Although challenged by a tough economy, our strong performance was driven by the net additions of over 1,500 new customers, the net additions of over 800,000 devices running on Jamf's platform, which is 100,000 devices more than the prior year, including one customer who added 36,000 Mac to their private cloud deployment, and ARR per device expansion to over $17 per device, slightly over $16 one year ago, which is a testimony to the success of Jamf's cross-sell and upsell of security solutions.

謝謝，約翰。第一季度末，我們的收入同比增長 22%，超出了我們預期的上限。儘管面臨嚴峻的經濟挑戰，但我們強勁的業績是由淨增超過 1,500 名新客戶推動的，Jamf 平台上運行的設備淨增超過 800,000 台，比上一年增加了 100,000 台設備，其中一個客戶新增了 36,000 台設備Mac 到其私有云部署，每台設備的 ARR 擴展到每台設備 17 美元以上，略高於一年前的 16 美元，這證明了 Jamf 安全解決方案交叉銷售和追加銷售的成功。

Total ARR grew 21% year-over-year to $526.6 million. As a reminder, ARR is reported on a constant currency basis using FX rates established at the beginning of each fiscal year. As a result, FX had a negative impact on our Q1 ARR of approximately $3 million. As anticipated, we saw a decline in total company net retention rate to 111% in Q1 due to the impact of 4 consecutive quarters of muted customer hiring expectations that affects device growth at renewal as well as increased churn. We believe this decline is primarily driven by the difficult macro environment, and we would expect the NRR metric to increase as macro conditions improve. The remainder of my remarks on margins, expense items and profitability will be on a non-GAAP basis.

總 ARR 同比增長 21% 至 5.266 億美元。請注意，ARR 是使用每個財政年度開始時確定的外匯匯率以固定貨幣為基礎進行報告的。因此，外匯對我們第一季度的 ARR 產生了約 300 萬美元的負面影響。正如預期的那樣，由於連續 4 個季度客戶招聘預期低迷，影響了續訂時的設備增長以及客戶流失增加，我們看到第一季度公司總淨保留率下降至 111%。我們認為，這種下降主要是由困難的宏觀環境推動的，並且我們預計隨著宏觀條件的改善，NRR 指標將會上升。我關於利潤率、費用項目和盈利能力的其餘評論將基於非公認會計原則。

Our GAAP financial results, along with the reconciliation between GAAP and non-GAAP are found in our earnings release. Q1 non-GAAP gross profit margin was 82%, and within our expectations. We continue to anticipate gross margins in the low 80% range, expect slight fluctuations each quarter. Non-GAAP operating margin also exceeded the high end of our outlook in Q1 at $6.1 million or 5% due to revenue outperformance and the impact of cost initiatives. Our trailing 12-month (inaudible) free cash flow margin was 14%, decreasing compared to the prior year. As a reminder, in Q1, we pay our annual bonus and renew large annual software contracts. Our effective tax rate for Q1 is negative 2.5%, consistent with our expectations. As a reminder, for non-GAAP metrics, we use our domestic statutory rate for calculating tax impacts, which is currently 24%. Please note that we pay a negligible amount of cash taxes on a U.S. federal basis and pay an immaterial amount of cash taxes outside the U.S.

我們的 GAAP 財務業績以及 GAAP 和非 GAAP 之間的調節表可在我們的收益報告中找到。第一季度非 GAAP 毛利率為 82%，符合我們的預期。我們繼續預計毛利率將在 80% 的低水平範圍內，並且每個季度都會出現小幅波動。由於收入表現出色以及成本計劃的影響，非 GAAP 營業利潤率也超出了我們第一季度預期的上限，即 610 萬美元或 5%。我們過去 12 個月（聽不清）的自由現金流利潤率為 14%，與上一年相比有所下降。提醒一下，在第一季度，我們支付了年度獎金並續簽了大型年度軟件合同。我們第一季度的有效稅率為負 2.5%，與我們的預期一致。提醒一下，對於非 GAAP 指標，我們使用國內法定稅率來計算稅收影響，目前為 24%。請注意，我們在美國聯邦基礎上支付的現金稅額微乎其微，而在美國境外支付的現金稅額則微乎其微。

Now turning to our outlook for the rest of the year. We believe the underlying fundamentals of our business remain intact, and we expect continued demand for Jamf innovative solutions. As you heard from Dean and John, we continue to innovate and extend our platform to provide unique solutions that bring tremendous value to our customers. However, given the likelihood of macroeconomic headwinds persisting through most of the year, we remain prudent in our revenue outlook. Our overall philosophy of balancing growth and profitability remains, and we continue to be judicious with our expense structure, while reinvesting in areas with the highest expected return and continuing to drive strong, consistent cash flow generation.

現在轉向我們對今年剩餘時間的展望。我們相信我們業務的基本面保持不變，並且預計對 Jamf 創新解決方案的需求將持續增長。正如您從 Dean 和 John 那裡聽到的那樣，我們不斷創新和擴展我們的平台，以提供獨特的解決方案，為我們的客戶帶來巨大的價值。然而，考慮到今年大部分時間宏觀經濟逆風可能持續存在，我們對收入前景仍持謹慎態度。我們平衡增長和盈利能力的總體理念仍然存在，我們繼續審慎地對待我們的費用結構，同時對預期回報最高的領域進行再投資，並繼續推動強勁、持續的現金流產生。

We continue to execute the cost initiatives we outlined last quarter and have been able to more quickly realize savings in some areas, giving us confidence as we look to the rest of the year. By the end of Q1, we had lowered our onboard head count by 60 FTEs, resulting in cost savings that helped drive some of the overperformance we achieved in non-GAAP operating income. We've also begun making investments in projects for efficiency and scalability in both customer-facing operations and back office functions.

我們繼續執行上季度概述的成本計劃，並能夠更快地實現某些領域的節省，這讓我們對今年剩餘時間充滿信心。到第一季度末，我們已將員工人數減少了 60 名 FTE，從而節省了成本，有助於推動我們在非 GAAP 營業收入方面取得超額業績。我們還開始對面向客戶的運營和後台功能的效率和可擴展性項目進行投資。

We will continue to pursue investments in operational excellence that will provide further cost savings.

我們將繼續尋求對卓越運營的投資，以進一步節省成本。

As such, our outlook for the second quarter and full year 2023 is as follows. For the second quarter of 2023, we expect total revenue in the range of $133.5 million to $135.5 million, representing growth of 15% to 17% year-over-year. Non-GAAP operating income in the range of $4.5 million to $5.5 million. For the full year 2023, we are holding our previous total revenue range of $559 million to $563 million, representing growth of 17% to 18% year-over-year, and we are both raising and tightening the range for non-GAAP operating income to $41 million to $43 million. Additionally, for Q2, we anticipate non-GAAP operating margin to decline slightly from Q1 due to the impact of planned merit increases that were rolled out at the end of Q1 and planned Q2 marketing events, including last week's annual spring event and the upcoming Jamf Nation live event. You will note this matches the seasonality of our non-GAAP operating income for the past 2 years.

因此，我們對 2023 年第二季度和全年的展望如下。 2023 年第二季度，我們預計總收入在 1.335 億美元至 1.355 億美元之間，同比增長 15% 至 17%。非 GAAP 營業收入在 450 萬美元至 550 萬美元之間。 2023 年全年，我們維持之前的 5.59 億至 5.63 億美元總收入範圍，同比增長 17% 至 18%，並且我們正在提高和收緊非 GAAP 營業收入範圍至 4100 萬至 4300 萬美元。此外，對於第二季度，我們預計非 GAAP 營業利潤率將較第一季度略有下降，原因是第一季度末推出的計劃績效增長和計劃的第二季度營銷活動（包括上週的年度春季活動和即將舉行的 Jamf）的影響國家現場活動。您會注意到，這與我們過去 2 年的非 GAAP 營業收入的季節性相匹配。

As the year progresses, we will drive further margin expansion, expect to exit 2023 with a Q4 non-GAAP operating income margin percentage in the low teens. And while we don't provide an outlook for unlevered free cash flow margins, we anticipate a seasonality decline from Q1 to Q2 and then increase in the second half of the year. We anticipate full year 2023 unlevered free cash flow margins similar to 2022. We also provided estimates for amortization, stock-based compensation-related payroll taxes and other metrics to assist with modeling in the earnings presentation as part of the webcast and also posted on our Investor Relations website.

隨著時間的推移，我們將進一步推動利潤率擴張，預計 2023 年第 4 季度的非公認會計原則營業利潤率將保持在十幾歲以下。雖然我們沒有提供無槓桿自由現金流利潤率的前景，但我們預計從第一季度到第二季度會出現季節性下降，然後在下半年增加。我們預計 2023 年全年的無槓桿自由現金流利潤率與 2022 年類似。我們還提供了攤銷、與股票薪酬相關的工資稅和其他指標的估計，以幫助在收益演示中進行建模，作為網絡廣播的一部分，並發佈在我們的網站上投資者關係網站。

And now Dean, John and I will take your questions. Operator?

現在迪恩、約翰和我將回答你們的問題。操作員？

(Operator Instructions)

（操作員說明）

Our first question comes from the line of Matt Hedberg from RBC.

我們的第一個問題來自加拿大皇家銀行 (RBC) 的馬特·赫德伯格 (Matt Hedberg)。

Great. And first of all, congrats, Dean, first on your retirement. That is exciting news for you. And John, obviously, on your promotion, it certainly seems like the company is in really good hands here on a go-forward basis. So congrats to both of you. John, maybe for you, and I'll keep it to one question for the sake of time. What continues to resonate with us and when we talk to channel partners is the success you're having on the security side. And you spent a lot of time in your script, and obviously, you talked about Okta as well. I'm curious, as device adds are under pressure, how much of a -- like that initial land is like both device management and security. Because I have to imagine that's become increasingly -- in focus today on some of those initial lands versus just a straight upsell.

偉大的。首先，祝賀迪恩，首先祝賀你退休。這對你來說是令人興奮的消息。約翰，顯然，就你的晉升而言，公司在不斷發展的基礎上確實得到了很好的管理。所以恭喜你們倆。約翰，也許對你來說，為了節省時間，我將只討論一個問題。當我們與渠道合作夥伴交談時，持續引起我們共鳴的是您在安全方面取得的成功。你在劇本上花了很多時間，顯然你也談到了 Okta。我很好奇，隨著設備增加面臨壓力，設備管理和安全性在多大程度上就像最初的土地一樣。因為我必須想像這種情況已經變得越來越多——今天人們的注意力集中在一些最初的土地上，而不是直接追加銷售。

Yes. Matt, thanks for the question. And you're absolutely right. It's the security adding of the security products has given us many more vectors into a customer (inaudible) customer may have one device management per device, they can certainly have 5 different security products. And so we've had (inaudible) large deals actually this last quarter were security (inaudible) and we've expanded from there. So we really -- we're bullish on that. We've had great success in our business plan, especially in the SMB area, which includes, of course, our security products as well. And we will continue to invest accordingly.

是的。馬特，謝謝你的提問。你是完全正確的。安全產品的安全性添加為我們提供了更多進入客戶（聽不清）的媒介，客戶可能每台設備都有一個設備管理，他們當然可以擁有 5 種不同的安全產品。因此，我們在上個季度進行了（聽不清）大型交易，實際上是安全性（聽不清），並且我們從那裡開始擴展。所以我們真的非常看好這一點。我們的業務計劃取得了巨大成功，特別是在中小企業領域，當然也包括我們的安全產品。我們將繼續進行相應的投資。

And our next question comes from the line of Raimo Lenschow from Barclays.

我們的下一個問題來自巴克萊銀行的 Raimo Lenschow。

Congrats from me as well, Dean, although if you retire, I feel really old because I don't think you're that old (inaudible). Quick question. If you think as a seat-based model, obviously, with the economy suffering, you kind of suffered a little bit. But like where are we do you think on the journey in terms of normalization in terms of customers kind of thinking about their deployment, their deployment size, et cetera. It's obviously a journey like -- how do you feel about your customer conversations where we are on that journey? And then I have one follow-up.

我也祝賀迪恩，儘管如果你退休了，我會覺得自己真的老了，因為我不認為你那麼老（聽不清）。快問。如果你認為作為基於席位的模型，顯然，隨著經濟的惡化，你會受到一點影響。但是，就像我們在這個過程中，在客戶考慮他們的部署、部署規模等方面的標準化方面，你認為我們處於什麼位置。這顯然是一個旅程——您對我們在這段旅程中與客戶的對話有何感受？然後我有一個後續行動。

Thanks, Raimo, for the question. And just for clarity, are you speaking like in terms of our penetration within the devices for our customers? Are you thinking more on where we're at from a market perspective on device shipments?

謝謝雷莫的提問。為了清楚起見，您所說的是我們在客戶設備中的滲透率嗎？您是否更多地從設備出貨量的市場角度思考我們所處的位置？

More on the latter, actually, like device shipments and how that's kind of playing out?

實際上，更多關於後者的信息，例如設備出貨量以及情況如何？

Yes. So thank you for that. Well, if you go straight to, as I mentioned in my comments, straight to the IDC and Gartner numbers, clearly, the year-over-year comparable on device shipments is pretty tough. But we've gone through now 6 months of the biggest decline (inaudible) since Gartner has been watching it. But if you go in and read the reports, both Gartner and IDC seem to report that there's a little bit more of a bullish attitude on 2024 because that's really when the beginning of the pandemic buying occurred and those devices are going to be coming up for refresh. And what I find interesting is if you take a look at what Mac market share was at the end of 2019 versus what it is today, it's 3, 4 points higher today. So when the aging Chromebooks and Windows computers come up for refresh, more and more of those are going to flip to Mac if they follow the same market trends that we've been seeing today.

是的。非常感謝你的幫忙。好吧，如果你直接查看 IDC 和 Gartner 的數據，正如我在評論中提到的那樣，顯然，設備出貨量的同比比較非常困難。但自 Gartner 觀察以來，我們已經經歷了 6 個月的最大跌幅（聽不清）。但如果你去閱讀這些報告，Gartner 和 IDC 似乎都報告說，人們對 2024 年的態度更加樂觀，因為那確實是大流行購買開始的時候，這些設備將會出現。刷新。我發現有趣的是，如果你看看 2019 年底 Mac 市場份額與今天的市場份額相比，今天的市場份額高了 3、4 個百分點。因此，當老化的 Chromebook 和 Windows 電腦進行更新時，如果遵循我們今天看到的相同市場趨勢，越來越多的電腦將轉向 Mac。

So where I'm looking at is, I would love to say that we're going to start to see a little bit of recovery on the device shipments towards the end of this year and IDC would agree with that. I think 2024 seems to be a little bit more of the bullish year on that.

因此，我想說的是，到今年年底，我們將開始看到設備出貨量有所回升，IDC 也同意這一點。我認為 2024 年似乎是更樂觀的一年。

Yes. Okay. Perfect. And then on the follow-up, like you had a few price increases for Pro and other product lines at the beginning of the year. Has that impact -- like what's the impact here on ARR? Is that like meaningful? Is that coming through all in one? Or how should we think about that?

是的。好的。完美的。然後在後續方面，就像今年年初 Pro 和其他產品線的價格上漲一樣。有這樣的影響嗎？比如對 ARR 有何影響？這樣有意義嗎？這是一併完成的嗎？或者說我們應該如何思考這個問題？

Yes. I can jump in here, Dean, yes. Thanks for the question. Yes, the impact on ARR is just pennies. I mean we just announced it, customers are just getting into it. We have a ton of customers that will come in, in the latter half, that will impact. But right now, that's a de minimis impact. What's really driving that, again, is our security posture. And John talked about it earlier, where we're starting to get really savvy and we're starting to see really good business plan sales, and that's helping drive it.

是的。我可以跳到這裡，Dean，是的。謝謝你的提問。是的，對 ARR 的影響只是幾美分。我的意思是我們剛剛宣布了這一消息，客戶才剛剛開始參與其中。我們有大量的客戶將在下半年進來，這將會產生影響。但現在，這只是微乎其微的影響。真正推動這一趨勢的是我們的安全態勢。約翰早些時候談到過，我們開始變得非常精明，我們開始看到非常好的商業計劃銷售，這有助於推動它。

The good news is that the receptivity from our customers on the price increase has been positive that there is significant more value that's delivered, and seems to be being received well.

好消息是，我們的客戶對價格上漲的反應是積極的，因為交付了更多的價值，而且似乎受到了好評。

And our next question comes from the line of (inaudible) from William Blair.

我們的下一個問題來自威廉·布萊爾（聽不清）。

This is (inaudible). Also echoing the congratulations, Dean and John, excited to work with you more in the future. So just one for me on the macroeconomic environment. Do you -- are there any further updates you have to share from any observations in the first quarter and into April and early May? Any particular areas of strength or weakness you could call out?

這是（聽不清）。 Dean 和 John 也表達了祝賀，很高興將來能與你們更多地合作。我只想談談宏觀經濟環境。根據第一季度、四月和五月初的觀察結果，您是否有任何進一步的更新需要分享？您可以指出任何特定的優勢或劣勢領域嗎？

Well, thanks for the question, and it's good to talk to you, Alex. I'll tell you what I'm most excited about coming off of first quarter is, historically, Jamf has had a best-of-breed management solutions that frequently we have sold to customers and sold despite perhaps somebody else offering a -- (inaudible) good enough solution for a lesser price. But now that we offer an entire platform of identity connection, security and management solutions, we are finding more and more customers that are not comparing Jamf's price on any one product, but rather what our platform offers versus several solutions that they have (inaudible) 5 different solutions with the Jamf business plan, and they weren't the only one.

嗯，謝謝你的提問，很高興和你交談，亞歷克斯。我會告訴你，第一季度最令我興奮的是，從歷史上看，Jamf 擁有同類最佳的管理解決方案，我們經常將其出售給客戶並出售，儘管也許其他人提供了——（聽不清）足夠好的解決方案，價格較低。但現在我們提供了一個完整的身份連接、安全和管理解決方案平台，我們發現越來越多的客戶不會將 Jamf 的任何一種產品的價格進行比較，而是將我們的平台提供的功能與他們擁有的多種解決方案進行比較（聽不清） Jamf 商業計劃有 5 種不同的解決方案，而且它們並不是唯一的解決方案。

We saw probably more than we've ever seen before (inaudible) customers decide for the pure purpose of saving money that it was advantageous to consolidate on the Jamf product form and then in addition to that, bringing the additional value of a management and security solution working together to shut the door or the vulnerability and remediated action. So that's really probably (inaudible).

我們看到的可能比我們以前看到的（聽不清）更多的客戶純粹出於省錢的目的而決定整合 Jamf 產品形式是有利的，除此之外，還可以帶來管理和安全的附加價值解決方案共同努力關閉漏洞或採取補救措施。所以這真的很可能（聽不清）。

Got it. Perfect. And then just one quick other follow-up for me. You touched on it a little bit in your prepared remarks, but is there anything else that you have to -- you could comment on with customer buying behavior in this environment? Have you seen customers reduce any deployments? Or are they just a little slower to expand?

知道了。完美的。然後是我的另一項快速跟進。您在準備好的發言中稍微提到了這一點，但是您還有什麼可以評論的嗎？您可以對這種環境下的客戶購買行為進行評論嗎？您是否看到客戶減少了部署？或者它們只是擴張得慢一點？

Yes. Alex, I'll take that. This is John. Thanks for the question. We have. We have. It's similar across the industry. Companies are taking a little longer to discern whether or not they're going to spend. They're waiting a bit to see the line of sight. We've been able to offset that in many cases by having a broader variety of products to sell into them. But we are seeing some more judicious approach from our customers just like we're taking ourselves internally.

是的。亞歷克斯，我會接受的。這是約翰。謝謝你的提問。我們有。我們有。整個行業都是類似的。公司需要更長的時間來判斷他們是否要花錢。他們正在等待一段時間，以便看到視線。在很多情況下，我們可以通過向他們銷售更廣泛的產品來抵消這一影響。但我們看到客戶採取了一些更明智的做法，就像我們內部採取的做法一樣。

One moment for our next question. And our next question comes from the line of Joshua Reilly from Needham & Company.

請稍等一下我們的下一個問題。我們的下一個問題來自 Needham & Company 的 Joshua Reilly。

I'll put out my congrats as well to both Dean and John there. If you look at the M2 cycle for Apple here versus the M1 launch, our work indicates that the material change in power consumption price and security with M1, and the M2 kind of still offers a similar value proposition so that wave of initial upgrade with M1 isn't as strong with M2. Can you just comment, is that what you're seeing as well? And does that create a tough comp for you this year in addition to the macro challenges that we're seeing in the market?

我也會向迪恩和約翰表示祝賀。如果你看一下 Apple 的 M2 週期與 M1 的發布，我們的工作表明 M1 的功耗價格和安全性發生了重大變化，並且 M2 仍然提供了類似的價值主張，因此 M1 的初始升級浪潮沒有M2那麼強。你能評論一下嗎，你也看到這樣的情況嗎？除了我們在市場上看到的宏觀挑戰之外，這是否會為您今年帶來艱難的競爭？

Thanks for the question, Josh. But I don't know that I'd be an expert on that in terms of the uptake on the M2 versus M1. We haven't really seen dialogue within our customers of that, that would either (inaudible) deployment. More so from our perspective, it really comes down to what is the price (inaudible) efficiency versus an alternative non-Mac computer and then, of course (inaudible). And as you well know, back in the day, they used to have to battle against user preference versus the (inaudible). But today's price performance, the Mac is not a more expensive machine. As a matter of fact, I have (inaudible) provide very strong cases. As a matter of fact, I was (inaudible) last week, talking about the cost advantages of buying specifically the MacBook Air. So if you look over the last year, I mentioned in my commentary, for the last 4 quarters, not one quarter but 4 quarters, the Mac decline year-over-year is 6% versus 23% for non-Mac computers. So that's really what our focus is.

謝謝你的提問，喬什。但我不知道就 M2 與 M1 的接受度而言，我是否是這方面的專家。我們還沒有真正看到我們的客戶對此進行對話，這將是（聽不清）部署。更重要的是，從我們的角度來看，這實際上取決於與替代非 Mac 計算機相比的價格（聽不清）效率，然後，當然（聽不清）。正如您所知，在過去，他們曾經不得不與用戶偏好和（聽不清）作鬥爭。但以今天的性價比來看，Mac 並不是一台更貴的機器。事實上，我（聽不清）提供了非常有力的案例。事實上，我上週（聽不清）談論了專門購買 MacBook Air 的成本優勢。因此，如果你回顧一下去年，我在評論中提到，在過去 4 個季度，不是一個季度，而是 4 個季度，Mac 同比下降了 6%，而非 Mac 電腦同比下降了 23%。這確實是我們的重點。

Got it. That's helpful. And then if you look at the year-over-year device growth of 13%, that's actually pretty strong off a tough comp in the current macro, I think. And while the ARR (inaudible) device growth did slow a bit sequentially. What are you seeing in terms of cross-sell trends and the mix of devices that were actually sold in the quarter? And was there some more education devices sold in this quarter ahead of the buying season that might have impacted that?

知道了。這很有幫助。然後，如果你看看 13% 的設備同比增長，我認為，在當前宏觀形勢下，這實際上是相當強勁的。儘管 ARR（聽不清）設備的增長確實有所放緩。您對交叉銷售趨勢和本季度實際銷售的設備組合有何看法？本季度在購買季節之前銷售的教育設備是否有更多可能對此產生影響？

Yes. So not necessarily on the education side. But it's -- (inaudible) to recognize the fact that we grew devices in this atmosphere by 13% over the year. To be perfectly honest, when we look at our year-over-year expansion of Mac devices specifically in commercial markets, in some ways, it's kind of surprising given the overall shipment numbers of Mac in the last year. And what that tells us is Jamf is just winning a larger share. So therefore, (inaudible) there's just a lot of under-managed and under-secured Mac out there still. So even though the Mac did grow in shipments over the last year, we still did. That bodes pretty well for when we believe the device shipments will normalize and come back.

是的。所以不一定是在教育方面。但（聽不清）我們要認識到這樣一個事實：我們在這種氛圍下的設備數量在這一年裡增長了 13%。老實說，當我們審視 Mac 設備（特別是在商業市場）的逐年擴張時，在某些方面，考慮到去年 Mac 的總體出貨量，這有點令人驚訝。這告訴我們 Jamf 剛剛贏得了更大的份額。因此，（聽不清）仍然有很多管理不善且安全性不足的 Mac。因此，儘管去年 Mac 的出貨量確實有所增長，但我們仍然做到了。當我們相信設備出貨量將恢復正常時，這是一個很好的兆頭。

One moment for our next question. And our next question comes from the line of Koji Ikeda from Bank of America.

請稍等一下我們的下一個問題。我們的下一個問題來自美國銀行的 Koji Ikeda。

I echo everyone's sentiment here. Congrats, Dean on the retirement. Congrats, John. Just a couple of questions for me. Dean, just starting off with you, I guess, kind of going back to the why now, and I want to frame this question a little bit differently. I totally get it on the personal front. The announcement of John makes a whole lot of sense, I totally get it. But what did you see from the business side that made you kind of made that, help ease your decision for the why now?

我在這裡贊同大家的觀點。恭喜迪恩退休。恭喜，約翰。只是問我幾個問題。 Dean，我想，從你開始，有點回到為什麼現在，我想以稍微不同的方式來闡述這個問題。從個人角度來說我完全明白。約翰的宣布很有意義，我完全明白。但是，您從業務方面看到的是什麼讓您做出了這樣的決定，幫助您輕鬆做出現在的決定？

John, the fact that John is here. I mean he and I have been partnered in this for the last 8 years now. And for anybody watching closely, I mean, let's face it, John was Chief Revenue Officer when I (inaudible) to join us. And then about 2.5 years ago to Chief Operating Officer. And then 1.5 years ago to President, and most of the company has been reporting up to him. So frankly, as we looked at the organization and John has really been running things, it just made that decision all the easier. As I mentioned, this has really been a part of a long-term plan for -- with myself and my wife, Jenny. And so just knowing that the company is in such good hands, made it an easy decision.

約翰，事實上約翰在這裡。我的意思是，過去 8 年裡我和他一直在這方面合作。對於任何密切關注的人來說，我的意思是，讓我們面對現實吧，當我（聽不清）加入我們時，約翰是首席營收官。然後大約 2.5 年前擔任首席運營官。然後1.5年前就到了總裁，公司的大部分人都一直向他匯報。坦率地說，當我們審視這個組織時，約翰確實一直在管理事務，這讓我們更容易做出決定。正如我提到的，這確實是我和我的妻子珍妮長期計劃的一部分。因此，只要知道公司掌握在如此好的手中，就可以輕鬆做出決定。

Got it. Got it. That's helpful. And I guess since the spotlight is on John, question directed to you. Just kind of thinking about -- in the past, maybe, in the easier times or the better times of 2020 and 2021, when companies were buying units in anticipation of hiring. How do we think about the effects of that more just-in-time mentality as we think about 2023 and 2024? And really, the question here is when do you think we could start maybe (inaudible) or the comps get easier from this change in buying patterns?

知道了。知道了。這很有幫助。我想既然聚光燈都在約翰身上，問題就針對你了。只是想一下——在過去，也許是在 2020 年和 2021 年的更輕鬆的時期或更好的時期，當時公司為了招聘而購買單位。當我們思考 2023 年和 2024 年時，我們如何看待這種更及時的心態的影響？實際上，這裡的問題是，您認為我們什麼時候可以開始（聽不清），或者從購買模式的這種變化中獲得更容易的補償？

Yes. Thanks, Koji. We've talked a lot about the macroeconomics. You've heard a lot on other earnings calls. And as we see the headwinds for device shipments (inaudible) we've taken an opportunity during that time to really learn how to better sell security and get that muscle memory going. And so the reports we're looking at can suggest that -- and we plan this way that we'll look for headwinds to the end of the year. As device shipments come back and device expansion comes back, we anticipate early next year, we've got a great tailwind of not having just a device on that device expansion -- device management, but then also security on top of that. And so that's really what we are planning around.

是的。謝謝，小二。我們已經討論了很多關於宏觀經濟的問題。您在其他財報電話會議上聽到了很多內容。當我們看到設備出貨量的逆風（聽不清）時，我們抓住了這段時間的機會來真正學習如何更好地銷售安全性並讓肌肉記憶發揮作用。因此，我們正在查看的報告可以表明這一點 - 我們計劃以這種方式在年底前尋找阻力。隨著設備出貨量的回升和設備擴展的恢復，我們預計明年初，我們將獲得一個巨大的推動力，即設備擴展上不僅有設備 - 設備管理，而且還有安全性。這正是我們正在計劃的。

(Operator Instructions)

（操作員說明）

One moment for our next question. And our next question comes from the line of Nick Mattiacci from Craig-Hallum.

請稍等一下我們的下一個問題。我們的下一個問題來自 Craig-Hallum 的 Nick Mattiacci。

This is Nick on for Chad Bennett. Just one for me. If you could talk about how your partner channel has been performing and if there are any geographies, verticals or other segments where channel partners are becoming more impactful? And then on Apple specifically, if anything has changed in regard to your go-to-market relationship?

這是查德·貝內特的尼克。只給我一個。您能否談談您的合作夥伴渠道的表現如何，以及渠道合作夥伴是否在某些地區、垂直行業或其他細分市場變得更具影響力？那麼，具體到蘋果公司，你們的上市關係是否發生了任何變化？

You want to grab that, John?

你想抓住它嗎，約翰？

Yes, I'll take that. So if I understand the question, Nick, is how are we working with our channel and how is that advancing. Obviously, the channel partners that we work with now also work with Apple. And Apple is in fact, a channel (inaudible) on the education side. We've put a concerted effort into building our channel organization with the vast majority of our sales coming internationally through the channel and increasingly the amount coming in the U.S. through our channel partners as well. So we're going to continue that because we believe there's great efficiencies there. We've seen, and as I mentioned, great traction outside the United States, and we're learning a lot from that and bringing that into the U.S. as well to gain more efficiencies in our go-to-market through the channel.

是的，我會接受的。尼克，如果我理解這個問題，那就是我們如何與我們的頻道合作以及進展如何。顯然，我們現在合作的渠道合作夥伴也與蘋果合作。而蘋果實際上是教育方面的一個渠道（聽不清）。我們共同努力建立我們的渠道組織，我們的絕大多數銷售額通過該渠道進入國際市場，並且越來越多的銷售額也通過我們的渠道合作夥伴進入美國。所以我們將繼續這樣做，因為我們相信那裡的效率很高。正如我所提到的，我們已經看到了美國以外地區的巨大吸引力，我們正在從中學到很多東西，並將其引入美國，並通過該渠道提高我們進入市場的效率。

The one other thing I'll just add on top of that is -- and John commented on it that we continue to expand our go-to-market relationships like we did with -- entering (inaudible) program with Microsoft, which is a good -- while not a co-selling relationship (inaudible) co-marketing relationship, but the AWS relationship is a co-selling relationship. It was really our very first quarter after launching us as part of the AWS Marketplace, and we couldn't have been happier with the traction that we saw that in Q1, and we think that's going to build over time.

除此之外，我要補充的另一件事是——約翰對此評論說，我們將繼續擴大我們的市場關係，就像我們所做的那樣——進入與微軟的（聽不清）計劃，這是一個好——雖然不是聯合銷售關係（聽不清）聯合營銷關係，但 AWS 關係是聯合銷售關係。這實際上是我們將我們作為 AWS Marketplace 的一部分推出後的第一個季度，我們對第一季度看到的吸引力感到非常高興，我們認為這種吸引力會隨著時間的推移而增強。

This does conclude the question-and-answer session as well as today's program. Thank you, ladies and gentlemen, for your participation. You may now disconnect. Good day.

問答環節和今天的節目到此結束。謝謝女士們先生們的參與。您現在可以斷開連接。再會。