Jamf Holding Corp (JAMF) 2023 Q2 法說會逐字稿

Thank you for standing by, and welcome to the Jamf Second 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 年第二季財報電話會議。 （操作員指示）提醒一下，今天的節目正在錄製中。

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，投資者關係副總裁珍妮佛高蒙德（Jennifer Gaumond）。請繼續。

Good afternoon, and thank you for joining us on today's conference call to discuss Jamf's second 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 第二季的財務表現。與我一起參加今天電話會議的有執行長 Dean Hager；伊恩‧古德金德，財務長；以及總裁兼營運長 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 second quarter financial results. We also published a Q2 earnings presentation along with an updated investor presentation and Excel file containing quarterly financial statements to assist with modeling. 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，宣布了第二季的財務業績。我們還發布了第二季收益簡報以及更新的投資者簡報和包含季度財務報表以協助建模的 Excel 文件。您可以在 jamf.com 的投資者關係部分存取此資訊。

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 questions 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，其中您將看到可能導致實際結果與這些陳述有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較 GAAP 指標的對帳。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, Jen, and thank you, everyone, for joining us.

謝謝你，Jen，也謝謝大家加入我們。

Jamf delivered strong results again in Q2, with year-over-year revenue growth of 17% and non-GAAP operating margin of 4%. ARR grew 18% year-over-year in Q2 to $547.8 million. We continue to see strong new bookings and customer retention as demand for Jamf's management and security solutions grow, even during this current period of muted hiring and device expansion. Our vision of delivering organization's trusted access, which combines management connection and protection into a single, powerful, easy-to-use platform, is resonating with our customers.

Jamf 在第二季再次取得強勁業績，營收年增 17%，非 GAAP 營業利潤率為 4%。第二季 ARR 年增 18% 至 5.478 億美元。隨著對 Jamf 管理和安全解決方案的需求成長，我們繼續看到強勁的新預訂和客戶保留，即使在當前招聘和設備擴張不景氣的時期也是如此。我們的願景是提供組織的可信訪問，將管理連接和保護結合到一個強大且易於使用的單一平台中，這一願景引起了客戶的共鳴。

In Q2, we saw this manifest in our largest commercial bookings quarter ever, our strongest quarter yet for organic security ARR added. 40% of new ARR added came from our security solutions, representing 21% of Jamf's total ARR as well as 22% of Jamf's total customer base, utilizing both a security and management solution. We ended Q2 adding 1,000 customers and 500,000 devices on our platform since Q1, resulting in more than 73,500 active customers running Jamf on 31.3 million devices. We're pleased with the rate at which we continue to add both net customers and devices to our substantial base, thus gaining market share over alternative providers even in a challenging selling environment.

在第二季度，我們在有史以來最大的商業預訂季度中看到了這一點，這是我們迄今為止有機安全 ARR 最強的季度。新增 ARR 的 40% 來自我們的安全解決方案，佔 Jamf 總 ARR 的 21% 以及 Jamf 總客戶群的 22%（同時使用安全性和管理解決方案）。自第一季以來，我們在第二季結束時在我們的平台上增加了 1,000 個客戶和 500,000 台設備，導致超過 73,500 名活躍客戶在 3,130 萬台設備上運行 Jamf。我們對繼續將淨客戶和設備添加到我們的龐大基礎中的速度感到滿意，從而即使在充滿挑戰的銷售環境中也比其他提供者獲得了市場份額。

During the last few quarters, the technology industry has faced macroeconomic challenges. Jamf has not been immune to these challenges, especially considering that the information and communication market, which includes tech, represents Jamf's largest industry measured by ARR, now larger and faster growing than Jamf's K-12 education market. This is in large part driven by the popularity of Apple Mac in the tech sector. Jamf serves 7 of the top 10 technology companies in the world, including several companies who run over 100,000 Mac, more than any other solution provider.

過去幾個季度，科技業面臨宏觀經濟挑戰。 Jamf 也無法倖免於這些挑戰，特別是考慮到包括科技在內的資訊和通訊市場是 Jamf 以 ARR 衡量的最大產業，目前比 Jamf 的 K-12 教育市場規模更大、成長速度更快。這在很大程度上是由蘋果Mac在科技領域的流行所推動的。 Jamf 為全球排名前 10 的科技公司中的 7 家提供服務，其中包括幾家運行超過 100,000 台 Mac 的公司，數量超過任何其他解決方案提供商。

Despite what we believe is a temporary slowdown of device expansion in the tech sector, Jamf continues to see strong industry growth largely driven by the adoption of our security solutions. As an example, Jamf's largest Q2 win in the tech sector did not include any additional devices, but rather over 10,000 Jamf Protect seats purchased for their Mac fleet to replace a less specialized cross-platform security solution.

儘管我們認為科技業的設備擴張暫時放緩，但 Jamf 仍然看到強勁的產業成長，這在很大程度上是由我們的安全解決方案的採用所推動的。例如，Jamf 第二季度在科技領域取得的最大勝利並不包括任何額外設備，而是為其 Mac 機群購買了超過 10,000 個 Jamf Protect 席位，以取代不太專業的跨平台安全解決方案。

In other industries with lower penetration of Mac, we are seeing positive trends. Jamf's second largest commercial industry, Professional Services, is also one of its fastest growing. Jamf manages Mac for 9 of the top 10 consulting companies in the world. In Q2, we renewed 2 of the largest 5 consulting companies, adding a combined 6,000 Mac seats, growing their total to 30,000 Mac. Seven years ago, these 2 organizations combined deployed fewer than 1,000 Mac, representing nearly a 50x Mac expansion over that period.

在 Mac 普及率較低的其他行業，我們看到了積極的趨勢。 Jamf 的第二大商業產業——專業服務，也是其成長最快的產業之一。 Jamf 為全球排名前 10 的顧問公司中的 9 家管理 Mac。在第二季度，我們更新了最大 5 家顧問公司中的 2 家，總共增加了 6,000 個 Mac 席位，使 Mac 總數達到 30,000 個。七年前，這兩家組織總共部署了不到 1,000 台 Mac，相當於同期 Mac 擴充量的近 50 倍。

Jamf's [third] largest commercial market is Financial Services, where we manage Mac for 14 of the 15 largest banks in the United States. Although Jamf's market penetration is substantial, the Mac penetration in financial services organizations is lower than in most other industries, but we are also witnessing trends that make this industry one of Jamf's fastest growing. In Q2, Jamf renewed 2 of the top 5 banks in the United States, growing their Mac fleet by 5,000 devices to a combined total of 13,500, representing a 58% Mac expansion in just 1 year.

Jamf 的[第三]大商業市場是金融服務，我們為美國 15 家最大銀行中的 14 家管理 Mac。儘管 Jamf 的市場滲透率很高，但 Mac 在金融服務組織中的滲透率低於大多數其他行業，但我們也見證了使該行業成為 Jamf 成長最快的行業之一的趨勢。第二季度，Jamf 更新了美國排名前 5 的銀行中的 2 家，將其 Mac 機群增加了 5,000 台設備，總數達到 13,500 台，這意味著 Mac 在短短一年內擴展了 58%。

We believe momentum in the Professional Services and Financial Services markets reflect the growing popularity of Mac but also the impact of Jamf's Mac security solutions. Jamf's largest Q2 win in the global consulting market included 20,000 Jamf Protect seats for 1 customer, and Jamf's largest Q2 win in the Financial Services market included 10,000 Jamf Protect seats. Building on Mac inherent excellent built-in security with a specialized enterprise security solution from Jamf, in addition to efficiently managing Mac, has opened the door for organizations to expand Mac faster, reaching more employees who have expressed their preference to use Mac at work.

我們相信，專業服務和金融服務市場的發展勢頭反映了 Mac 的日益普及，也反映了 Jamf Mac 安全解決方案的影響。 Jamf 在全球顧問市場第二季最大的勝利包括為 1 名客戶贏得了 20,000 個 Jamf Protect 席位，而 Jamf 在金融服務市場第二季最大的勝利包括為 10,000 個 Jamf Protect 席位。透過 Jamf 的專業企業安全解決方案建立 Mac 固有的卓越內建安全性，除了有效管理 Mac 之外，還為組織更快地擴展 Mac 打開了大門，覆蓋更多表示願意在工作中使用 Mac 的員工。

We believe user preference, coupled with Jamf's management and security solutions, have been the key drivers for Mac market share growth. According to IDC, the overall PC market declined over 13% year-over-year in Q2, representing the sixth consecutive quarter of contraction. Mac, however, was the only PC to show growth in Q2, growing 10% year-over-year. When looking at the data over the trailing 4 quarters, although muted in this economic environment, Mac shipments still grew 1% compared to a PC industry that declined 22%.

我們相信，用戶偏好以及 Jamf 的管理和安全解決方案已成為 Mac 市場份額成長的關鍵驅動力。 IDC 數據顯示，第二季整體 PC 市場年減超過 13%，連續第六個季度萎縮。然而，Mac 是唯一一款在第二季度成長的 PC，年增 10%。從過去 4 個季度的數據來看，儘管在當前的經濟環境下，Mac 出貨量仍成長了 1%，而 PC 產業則下降了 22%。

For the past 3 years, Mac has shown consistent growth much faster than the rest of the PC industry. IDC is forecasting a return to growth for industry PC shipments towards the end of this year and continuing into 2024 as much of the installed base, which was purchased at the beginning of the pandemic, is reaching time for refresh. We believe both Mac and iPad, which have grown in market share over the past 4 years, will play a significant role in the replacement cycle, driven by employee choice, continued consumerization of IT, hybrid work and hardware innovation from Apple, like the new 15-inch MacBook Air with Apple silicon making the price performance ratio for the Mac much more attractive versus alternative PCs.

在過去 3 年裡，Mac 的持續成長速度遠遠快於 PC 產業的其他產品。 IDC 預測，工業 PC 出貨量將在今年年底恢復成長，並持續到 2024 年，因為在疫情開始時購買的大部分安裝基礎即將達到更新的時間。我們相信，過去 4 年市場份額不斷增長的 Mac 和 iPad 將在員工選擇、IT 持續消費化、混合工作和 Apple 硬體創新的推動下，在更換週期中發揮重要作用。採用Apple 晶片的15吋MacBook Air 讓Mac 的性價比比其他PC 更具吸引力。

While demand for Apple is a key tailwind for Jamf, there are other dynamics that give us confidence in Jamf's ability to continue to perform not only in the current environment, but over the long term. We've talked about consolidation of legacy unified management vendors, which open up opportunities for Jamf. John will provide you more details on the traction we're seeing in a little bit.

雖然對蘋果的需求是 Jamf 的關鍵推動力，但還有其他動力讓我們對 Jamf 不僅在當前環境下而且在長期內繼續表現的能力充滿信心。我們討論了傳統統一管理供應商的整合，這為 Jamf 帶來了機會。約翰稍後將為您提供有關我們所看到的牽引力的更多詳細資訊。

We are also seeing a growing number of organizations consolidating their Apple Mac and mobile teams together, as Apple continues to differentiate their management and security frameworks versus other platforms. And we are seeing a growing number of organizations consolidating their InfoSec and IT departments, thereby bringing together the key decision makers for both Jamf's management and security solutions. Jamf is well positioned to benefit from all this consolidation, with strong relationships in IT departments in developing relationships and references at the [C-suite] level.

我們也看到越來越多的組織將其 Apple Mac 和行動團隊整合在一起，因為 Apple 不斷將其管理和安全框架與其他平台區分開來。我們看到越來越多的組織整合其資訊安全和 IT 部門，從而將 Jamf 管理和安全解決方案的關鍵決策者聚集在一起。 Jamf 處於有利位置，可以從所有這些整合中受益，在 IT 部門中建立了牢固的關係，在 [C 套件] 層級上建立關係和參考。

The only way to ensure trusted access within an enterprise is to combine threat identification and prevention, access policies and governance and device automation and remediation into a single integrated solution. In most cases, these products are provided by different vendors and must be integrated by the customer. Jamf's vertical approach of building the entire solution designed for a fast-growing enterprise ecosystem is proving to achieve our customers' desired outcome. Jamf's management and security solutions delivered as an integrated platform reduces exposure and risk for organization and increases automation to achieve the goals of both IT and InfoSec teams. We've seen this come to life over the last 2 quarters, which John will soon highlight.

確保企業內可信任存取的唯一方法是將威脅識別和預防、存取策略和治理以及設備自動化和修復結合到單一整合解決方案中。在大多數情況下，這些產品由不同的供應商提供，必須由客戶整合。 Jamf 建造專為快速成長的企業生態系統而設計的整個解決方案的垂直方法已被證明能夠實現客戶的預期成果。 Jamf 的管理和安全解決方案作為整合平台提供，可降低組織的暴露和風險，並提高自動化程度，以實現 IT 和 InfoSec 團隊的目標。在過去的兩個季度中，我們已經看到了這一點，約翰很快就會強調這一點。

When it comes to innovation, Jamf is busy adopting and expanding upon the Apple innovation showcased at this year's Worldwide Developers Conference or WWDC, in June. We believe many of the advancements highlighted represent not only the future of work but the future of computing, and Jamf will take these advancements to the final mile to ensure enterprise and education customers can use them to better achieve their mission. The 3 primary innovation categories I'd like to highlight from WWDC are: one, expansion of Apple's Enterprise platform; two, the convergence of management security and identity; and three, a unique differentiated approach to the enterprise.

在創新方面，Jamf 正忙於採用和擴展今年 6 月舉行的全球開發者大會 (WWDC) 上展示的 Apple 創新技術。我們相信，強調的許多進步不僅代表了工作的未來，而且代表了計算的未來，Jamf 將把這些進步帶到最後一英里，以確保企業和教育客戶可以利用它們更好地實現他們的使命。我想在 WWDC 上強調的 3 個主要創新類別是：一是蘋果企業平台的擴展；二、管理安全與身分的融合；第三，獨特的差異化企業方法。

First, the expansion of Apple's Enterprise platform. One of the reasons we believe Apple will be the endpoint leader in the enterprise is because the iPhone is already the leading enterprise mobile phone, iPad is the leading tablet and the Mac, as we've already highlighted, is the fastest-growing computer, but it doesn't stop there. More enterprise features are arriving for TVOS, specifically video conferencing and secure VPN access. While not often highlighted, Jamf manages over 300,000 Apple TVs today, and growing rapidly. Also at WWDC, Apple introduced for the first time Apple Watch management and security capabilities, opening the door for secure, mobile, hands-free workflows in the future. And of course, we can't leave out Vision Pro. Although not yet available, has tremendous potential once capable of adopting Apple's management and security framework. Apple is the only provider offering a competitive enterprise device to put in front of every use case, and Jamf keeps pace with Apple to ensure secure workflows are ready at the same time as new device capabilities.

首先，蘋果企業平台的擴展。我們相信蘋果將成為企業端點領導者的原因之一是因為 iPhone 已經是領先的企業手機，iPad 是領先的平板電腦，而正如我們已經強調的那樣，Mac 是增長最快的計算機，但它並不止於此。 TVOS 即將推出更多企業功能，特別是視訊會議和安全 VPN 存取。雖然不常被提及，但 Jamf 目前管理超過 30 萬台 Apple TV，而且還在快速成長。同樣在 WWDC 上，蘋果首次推出了 Apple Watch 管理和安全功能，為未來安全、行動、免持工作流程打開了大門。當然，我們不能忽略 Vision Pro。雖然尚未推出，但一旦能夠採用 Apple 的管理和安全框架，就具有巨大的潛力。 Apple 是唯一提供具有競爭力的企業設備以應用於每個用例的供應商，Jamf 與 Apple 保持同步，以確保安全工作流程與新設備功能同時準備就緒。

But devices are only part of the overall platform. With advances in managed Apple IDs federated with more cloud identity providers, the introduction of account-driven device enrollment and advancing passkeys for work, Apple continues their focus on the individual while empowering organizations like Jamf to build differentiated enterprise solutions. The convergence of Apple's management, security and identity frameworks is consistent with Jamf's approach to provide a single platform designed to achieve a trusted access outcome for customers, reducing costs in 3 ways: one, on the original software purchase versus buying from 3 different vendors; two, on integrating solutions together to achieve the desired outcome; and three, on recovering from potential failure when the desired outcome is not achieved.

但設備只是整個平台的一部分。隨著託管 Apple ID 與更多雲端身分提供者聯合的進步、帳戶驅動裝置註冊的引入以及工作金鑰的改進，Apple 繼續關注個人，同時幫助 Jamf 等組織建立差異化的企業解決方案。 Apple 管理、安全性和身分框架的整合與Jamf 提供單一平台的方法是一致的，該平台旨在為客戶實現可信賴的存取結果，從而透過3 種方式降低成本：一是購買原始軟體而不是從3個不同的供應商購買軟體；第二，將解決方案整合在一起以實現預期結果；第三，當未達到預期結果時，如何從潛在的失敗中恢復過來。

Finally, at WWDC, we saw Apple continuing to take a specialized and differentiated approach to the enterprise versus other ecosystems. Major strategic shifts like declarative management and device attestation turn previous processes upside down. Instead of a server-centric approach to device management and security, Apple processes start natively on the device by self-identifying status in inventory. Likewise, instead of management providers creating their own enrollment portals, Apple enrollment starts automatically on the device at startup or is initiated from general settings. All of these capabilities reduced the potential for security vulnerabilities and attacks while simplifying the user experience, and these features also necessitate a specific focus on the entire Apple ecosystem as these capabilities are Apple-only and require same-day availability from management and security providers, most notably Jamf.

最後，在 WWDC 上，我們看到蘋果繼續對企業與其他生態系統採取專業化和差異化的方法。聲明式管理和設備認證等重大策略轉變顛覆了先前的流程。 Apple 流程不是採用以伺服器為中心的裝置管理和安全方法，而是透過庫存中的自我識別狀態在裝置上本地啟動。同樣，Apple 註冊不是管理提供者創建自己的註冊門戶，而是在裝置啟動時自動啟動或從常規設定啟動。所有這些功能都減少了安全漏洞和攻擊的可能性，同時簡化了用戶體驗，而這些功能還需要特別關注整個 Apple 生態系統，因為這些功能僅限於 Apple 使用，並且需要管理和安全提供者當天提供，最引人注目的是賈姆夫。

We're excited by all the great innovations that Apple has lined up and look forward to bringing value to our customers as we help them succeed with Apple.

我們對 Apple 推出的所有偉大創新感到興奮，並期待為我們的客戶帶來價值，幫助他們透過 Apple 取得成功。

I'll now hand things over to John to highlight additional areas of Jamf's momentum and Q2 wins. John?

現在，我將把事情交給 John，重點介紹 Jamf 的勢頭和第二季勝利的其他領域。約翰？

Thanks, Dean. We took advantage of some great opportunities this quarter to bring Jamf to new customers and expand our relationships with longtime Jamf customers. This spring and summer, we hosted Jamf Nation Live event all over the world where Jamf admins come together to share the best practices and learn to maximize the power of Jamf. These events are a great way for us to learn what our customers love about Jamf and what we can do to help them succeed with Apple. Across Europe, Asia, Australia and New Zealand, over 2,100 customers and prospects attended Jamf Nation Live. It was great to connect with Jamf Nation in person.

謝謝，迪恩。我們利用本季的一些絕佳機會將 Jamf 帶給新客戶，並擴大我們與長期 Jamf 客戶的關係。今年春天和夏天，我們在世界各地舉辦了 Jamf Nation Live 活動，Jamf 管理員齊聚一堂，分享最佳實踐並學習如何最大限度地發揮 Jamf 的力量。這些活動是我們了解客戶對 Jamf 喜愛之處以及我們可以採取哪些措施來幫助他們在 Apple 上取得成功的好方法。在歐洲、亞洲、澳洲和紐西蘭，超過 2,100 名客戶和潛在客戶參加了 Jamf Nation Live。能夠親自與 Jamf Nation 聯繫真是太好了。

During these events, it was evident that companies across different geographies and industries are embracing our vision of Trusted Access. By emerging device management, identity management and endpoint security on Jamf's Apple-first platform, organizations can ensure only authorized users are granted access on enrolled devices, provide a secure connection to corporate apps and data and deliver comprehensive modern security to defend against an evolving threat landscape.

在這些活動中，很明顯，不同地區和行業的公司都在接受我們的可信訪問願景。透過Jamf Apple-first 平台上新興的設備管理、身分管理和端點安全，組織可以確保只有授權用戶才能存取已註冊的設備，提供與企業應用程式和資料的安全連接，並提供全面的現代安全性以防禦不斷變化的威脅景觀。

Perhaps the best Q2 example of our Trusted Access vision coming to life is with one of the world's most valuable brands. As you know, 22 of the top 25 global brands use Jamf Pro to manage their Mac. One of these brands has been utilizing Jamf Pro and Jamf Connect for its 22,000 corporate Macs while using a competitive legacy UEM vendor for 85,000 devices across retail, corporate and BYOD use cases. Jamf created a vision for Trusted Access across their entire fleet, resulting in the brand upgrading to our enterprise business plan for their corporate Mac and adopting iOS trusted access.

也許我們第二季可信賴造訪願景實現的最佳例子是世界上最有價值的品牌之一。如你所知，全球排名前 25 的品牌中有 22 個使用 Jamf Pro 來管理其 Mac。其中一個品牌一直在其 22,000 台企業 Mac 上使用 Jamf Pro 和 Jamf Connect，同時為零售、企業和 BYOD 使用案例中的 85,000 台設備使用具有競爭力的傳統 UEM 供應商。 Jamf 為整個機隊制定了可信賴存取願景，最終將其企業 Mac 品牌升級到我們的企業業務計劃，並採用 iOS 可信任存取。

In total, Jamf replaced the legacy UEM vendor for management as well as replacing a number of security vendors. By consolidating all of these solutions with Jamf, the brand simplified its deployment and reduced its IT spend. We believe that this deployment will help provide a blueprint for other customers looking to streamline their deployments and protect their organization using Jamf's Trusted Access platform.

總的來說，Jamf 取代了傳統的 UEM 供應商進行管理，並取代了許多安全供應商。透過將所有這些解決方案與 Jamf 整合，品牌簡化了部署並減少了 IT 支出。我們相信，此部署將有助於為其他希望使用 Jamf 的可信任存取平台簡化部署並保護其組織的客戶提供藍圖。

A key tenet of Trusted Access is security. Security continues to be top of mind for CEOs, especially as the rise of AI has lowered the barrier for advanced cyber threats. Mac and iOS users need Apple-first protection and an easy way to deploy these solutions. We continue to gain traction in the security space, with Q2 representing Jamf's biggest security quarter ever from a new ARR added perspective. Jamf's top 3 wins included a management component, but security was the driver of the new bookings for each.

可信任存取的一個關鍵原則是安全性。安全仍然是執行長們最關心的問題，特別是隨著人工智慧的興起降低了高階網路威脅的門檻。 Mac 和 iOS 用戶需要 Apple 優先的保護以及部署這些解決方案的簡單方法。我們繼續在安全領域獲得關注，從新的 ARR 添加角度來看，第二季度代表了 Jamf 有史以來最大的安全季度。 Jamf 的前 3 項勝利都包括管理部分，但安全性是每項新預訂的驅動力。

Often, Jamf security opportunities are the result of a disruptive customer event. Dean mentioned one example earlier, citing that our largest Q2 win in the tech industry was for more than 10,000 seats of Jamf Protect, replacing a cross-platform, nonspecialized security solution. This win was a direct result of the non-Apple specific security provider not being prepared for a new Mac OS update, which resulted in disruption of the customer's workflow. As a result of this disruption, Jamf Protect was chosen to replace a competitive solution on both their Mac and Windows devices.

通常，Jamf 安全機會是破壞性客戶事件的結果。 Dean 先前提到了一個例子，他提到我們在科技業第二季最大的勝利是 Jamf Protect 取代了跨平台的非專業安全解決方案，超過 10,000 個席位。此次獲勝的直接原因是非 Apple 特定安全供應商沒有為新的 Mac 作業系統更新做好準備，導致客戶工作流程中斷。由於這次中斷，Jamf Protect 被選擇取代其 Mac 和 Windows 裝置上的競爭解決方案。

Another Jamf customer, a product review website experienced disruption after a cyber attack successfully infiltrated the company's servers through a non-Apple laptop. This experience led to a decision to replace all non-Apple laptops with Mac, growing their Jamf contract from 1,000 Mac to over 5,000. Leadership felt that the organization's data was safer with Apple and Jamf.

Jamf 的另一家客戶是產品評論網站，在網路攻擊透過非 Apple 筆記型電腦成功滲透到該公司的伺服器後，該網站遭遇了中斷。這一經歷導致他們決定用 Mac 替換所有非 Apple 筆記型電腦，將 Jamf 合約數量從 1,000 台 Mac 增加到 5,000 多台。領導階層認為，透過 Apple 和 Jamf，組織的資料更安全。

As Dean mentioned, 22% of Jamf's total customer base is utilizing both security and management solution. We're seeing an increase in customers purchasing multiple Jamf solutions at the onset of the contract instead of starting with just a Jamf management solution or just a Jamf security solution. This is especially true in the small business market, which is Jamf's largest and fastest-growing market, where organizations are looking for a single vendor to provide both their management and security solution needs.

正如 Dean 所提到的，Jamf 總客戶群中有 22% 同時使用安全性和管理解決方案。我們發現越來越多的客戶在合約開始時購買多個 Jamf 解決方案，而不是只購買 Jamf 管理解決方案或 Jamf 安全解決方案。在小型企業市場尤其如此，這是 Jamf 最大且成長最快的市場，該市場中的組織正在尋找單一供應商來滿足其管理和安全解決方案的需求。

A great example of this is one of our healthcare customers who is a provider of high-tech speech generating devices, curriculum and services, helping individuals with disabilities. The company's hardware pairs with iPad and the company was having issues updating applications, managing Apple IDs and blocking users from accessing specific content. Jamf was able to provide a solution for the company's 20,000 iPads with Jamf Pro and Jamf Protect so they could continue their mission to help individuals with disabilities live fulfilling lives. We're not only seeing demand for bundled solutions in the small business market, but across all sizes of organization.

我們的一位醫療保健客戶就是一個很好的例子，他是高科技語音生成設備、課程和服務的提供者，為殘疾人提供幫助。該公司的硬體與 iPad 配對，該公司在更新應用程式、管理 Apple ID 和阻止用戶存取特定內容方面存在問題。 Jamf 能夠透過 Jamf Pro 和 Jamf Protect 為公司的 20,000 台 iPad 提供解決方案，以便他們能夠繼續履行幫助殘疾人過上充實生活的使命。我們不僅看到小型企業市場對捆綁解決方案的需求，而且還看到各種規模的組織對捆綁解決方案的需求。

Another great example of bundled solutions was with a multibillion-dollar cybersecurity and firewall provider, which expanded its relationship with Jamf to over 12,000 Apple devices using Jamf Pro and Jamf Connect. We're happy to see a trusted name of security entrust Jamf with the management and verification of its Apple devices. This just goes to show how Jamf integrates so well with so many different partners.

捆綁解決方案的另一個很好的例子是與一家價值數十億美元的網路安全和防火牆供應商合作，該提供者使用 Jamf Pro 和 Jamf Connect 將其與 Jamf 的關係擴展到超過 12,000 台 Apple 設備。我們很高興看到值得信賴的安全機構委託 Jamf 管理和驗證其 Apple 裝置。這只是展示了 Jamf 如何與眾多不同的合作夥伴完美整合。

Customers are also taking advantage of our complete bundles like Jamf Business Plan and Jamf Enterprise Plan. In fact, year-over-year ARR from Jamf user-based bundles has grown over 100%, and new ARR from these bundles was second only to the new ARR added from our flagship product, Jamf Pro. It's worth noting that selling user-based bundles like Jamf Business Plan did not immediately add to Jamf's device count. When Jamf sells device-based seats, the devices are immediately added to Jamf's total device count. However, when selling user-based bundles, devices are only included in our total after the device has been activated by the customer.

客戶還可以利用我們的完整捆綁包，例如 Jamf 商業計劃和 Jamf 企業計劃。事實上，Jamf 基於用戶的捆綁包的年 ARR 增長超過 100%，這些捆綁包的新 ARR 僅次於我們的旗艦產品 Jamf Pro 添加的新 ARR。值得注意的是，銷售 Jamf 商業計劃等基於用戶的捆綁包並沒有立即增加 Jamf 的設備數量。當 Jamf 銷售基於設備的席位時，這些設備會立即添加到 Jamf 的設備總數中。但是，在銷售基於用戶的捆綁包時，只有在客戶啟動設備後，設備才會包含在我們的總數中。

As user-based bundles represent a higher portion of our sales, we should expect more lag between when contracts begin and the customer devices are incorporated into Jamf's total. As one example, for the replacement win we described earlier that included 85,000 iOS devices, because they were purchased as part of a user-based bundle, only about half of the anticipated total number of devices are included in our 31.3 million device total.

由於基於用戶的捆綁包在我們的銷售額中所佔的比例較高，因此我們預計合約開始與客戶設備納入 Jamf 總數之間會有更大的延遲。舉個例子，我們之前描述的替換勝利包括 85,000 台 iOS 設備，因為它們是作為基於用戶的捆綁包的一部分購買的，所以我們的 3130 萬台設備總數中只包含了預期設備總數的大約一半。

Speaking of replacement fees, as we have highlighted in the past few quarters, consolidation in the legacy Unified Endpoint Management, or UEM, market has created a robust replacement market for both new and existing customers versus 1 UEM provider, Jamf not only replaced 85,000 iOS seats of just 1 customer but also replaced over 40,000 devices across another 20 wins. Given the uncertainty in the market around UEM vendors combined with Jamf's unmatched solution portfolio, we expect this robust replacement market will continue.

說到更換費用，正如我們在過去幾季所強調的那樣，傳統統一端點管理(UEM) 市場的整合為新客戶和現有客戶創造了一個強大的更換市場，與1 個UEM 供應商相比，Jamf 不僅更換了85,000 個iOS僅 1 位客戶的座位，但在另外 20 場勝利中更換了 40,000 多台設備。鑑於 UEM 供應商市場的不確定性以及 Jamf 無與倫比的解​​決方案組合，我們預計這個強勁的替代市場將持續下去。

It would not be Q2 without mentioning the education space. Q2 represents a tough comparable due to the Taiwan Ministry of Education deal that happened last year, so growth is muted. However, we had a great number of wins that provide us with optimism for the second half of the education buying season.

如果不提到教育領域，就不會是第二季。由於去年與台灣教育部達成的協議，第二季的業績較為艱難，因此成長乏力。然而，我們取得了大量的勝利，這讓我們對教育購買季的後半段感到樂觀。

Three of our largest education deals in Q2 involved cross-selling our security solutions, providing seat growth but not device growth. Chicago Public School, the third largest school district in the U.S. and a longtime Jamf Pro customer, upgraded its 15,000 devices to include Jamf Connect and Jamf Protect in order to provide the best experience for its students, teachers and leadership.

第二季我們最大的三筆教育交易涉及交叉銷售我們的安全解決方案，帶來了席位成長，但沒有帶來設備成長。芝加哥公立學校是美國第三大學區，也是 Jamf Pro 的長期客戶，升級了其 15,000 台設備，增加了 Jamf Connect 和 Jamf Protect，以便為其學生、教師和領導層提供最佳體驗。

A unique and important customer add in Q2 is the Ministry of Education and Environment of Ukraine as part of the Save the Future of Ukraine campaign, where Jamf partnered with Apple, ASBIS and the state authorities of Ukraine to restore school children's access to education. Together, we distributed 5,000 iPads with Jamf Pro and Jamf Safe Internet to children who may have been split between buildings and locations because of the effects of the war in Ukraine.

第二季新增的一個獨特且重要的客戶是烏克蘭教育和環境部，這是「拯救烏克蘭的未來」活動的一部分，Jamf 與 Apple、ASBIS 和烏克蘭國家當局合作，以恢復學童接受教育的機會。我們共同向因烏克蘭戰爭影響而被分散在建築物和地點的兒童分發了 5,000 台裝有 Jamf Pro 和 Jamf Safe Internet 的 iPad。

Another interesting use case is with [Mesa] Community College. Mesa provides each student with an iPad as part of their student success initiative. When the state of Arizona banned the use of TikTok on all state-owned devices, our sales team was able to work with prospects across Arizona, including Mesa Community College, in a very short time frame to deliver Jamf Safe Internet, with Mesa contracting with Jamf over 15,000 licenses.

另一個有趣的用例是 [Mesa] 社區學院。 Mesa 為每位學生提供一台 iPad，作為學生成功計畫的一部分。當亞利桑那州禁止在所有國有設備上使用 TikTok 時，我們的銷售團隊能夠在很短的時間內與亞利桑那州的潛在客戶（包括梅薩社區學院）合作，提供 Jamf 安全互聯網，梅薩與Jamf 擁有超過15,000 個許可證。

While still in its early stages, we're delighted with the success of Jamf Safe Internet in its first year. We recently announced support for both Google Chromebook and Windows devices and are working on making improvements to the offering, including making Jamf Safe Internet available in more countries with in-country server locations, providing us with a road map for the future.

雖然仍處於早期階段，但我們對 Jamf Safe Internet 在第一年的成功感到高興。我們最近宣布支援 Google Chromebook 和 Windows 設備，並正在努力改進該產品，包括讓 Jamf Safe Internet 在更多國家/地區提供國內伺服器位置，從而為我們提供未來的路線圖。

We look forward to what Q3 brings as we finish out the education season. With that, now I'll turn it over to Ian.

我們期待第三季教育季結束時帶來的成果。有了這個，現在我將把它交給伊恩。

Thanks, John. We ended Q2 with revenue growth of 17% year-over-year, exceeding the midpoint of our outlook. SaaS recurring revenue, the strategic core of Jamf's business, remained strong. Less strategic revenue sources like license, services and on-premise revenues were lower than anticipated. As Dean mentioned, we had the strongest commercial bookings quarter ever. Growth in the education market continues to be impacted by the investments in deployments made in 2020. Quarter-over-quarter, ACV growth in the U.S. outpaced Rest of the World as geographies outside the U.S. were more impacted by economic conditions.

謝謝，約翰。第二季末，我們的營收年增 17%，超過了我們預期的中位數。 Jamf 業務的策略核心 SaaS 經常性收入依然強勁。許可證、服務和本地收入等策略性程度較低的收入來源低於預期。正如迪恩所提到的，我們經歷了有史以來最強勁的商業預訂季度。教育市場的成長持續受到 2020 年部署投資的影響。美國 ACV 的季度較上季成長超過了世界其他地區，因為美國以外的地區受經濟狀況的影響更大。

Total ARR grew 18% year-over-year to $547.8 million, exceeding expectations as we have seen stabilization in the U.S. and in certain industries. Muted customer hiring expectations continue across most of the economy, but perhaps most acutely in Information and Communication. In Education, K-12 remains in the COVID overhang. These industries are Jamf's 2 largest, and combined, represent 47% of Jamf's total ARR.

總 ARR 年成長 18%，達到 5.478 億美元，超出預期，因為我們看到美國和某些產業的穩定。大多數經濟領域的客戶招募預期持續低迷，但在資訊和通訊領域可能最為嚴重。在教育領域，K-12 仍受到新冠疫情的影響。這些產業是 Jamf 的第二大產業，合計佔 Jamf 總 ARR 的 47%。

Historically, Information and Communication, which is led by tech, has been one of our fastest-growing industries with a 33% 3-year CAGR. But the tech industry has been hit harder than most other industries over the last year, [slowering] hiring and also experiencing most layoffs. Thus, muted device expansion has caused year-over-year growth to come down to only slightly higher than Jamf's total growth Fortunately, the tech market's love for Mac is receptive to Mac and mobile and management and security from Jamf. Even more fortunate is that we believe the slowdown in tech is temporary. When tech returns to normal hiring, it will positively impact Jamf rapidly.

從歷史上看，以科技為主導的資訊和通訊一直是我們成長最快的行業之一，三年複合年增長率為 33%。但去年科技業比大多數其他行業受到的打擊更嚴重，招聘[放緩]，裁員也最多。因此，設備擴張乏力導致同比增長僅略高於 Jamf 的總增長。幸運的是，科技市場對 Mac 的熱愛也接受了 Mac 和行動裝置以及 Jamf 的管理和安全性。更幸運的是，我們相信科技業的放緩是暫時的。當科技公司恢復正常招聘時，它將迅速對 Jamf 產生積極影響。

K-12 schools rush to implement one-to-one program during the pandemic to support distance learning. As such, there is very little device expansion right now, causing single-digit year-over-year ARR growth lowering Jamf's total ARR growth. We anticipate improvements from current levels. But more importantly, over time, we believe our commercial growth rates will outpace K-12 growth rates, resulting in K-12 having less of an impact on our overall results.

K-12學校在疫情期間急於實施一對一計畫以支持遠距學習。因此，目前設備擴展非常少，導致 ARR 同比增長為個位數，從而降低了 Jamf 的總 ARR 成長。我們預計將在當前水準基礎上有所改善。但更重要的是，隨著時間的推移，我們相信我們的商業成長率將超過 K-12 成長率，從而導致 K-12 對我們整體業績的影響較小。

As we have mentioned before, diversity is our friend, and Jamf next 3 largest industries, Professional Services, Financial Services and Wholesale and Retail represent 24% of Jamf's total ARR, and collectively have a 3-year CAGR and year-over-year ARR growth of over 40%. This momentum, combined with anticipated return of tech hiring, will help return Jamf to higher growth.

正如我們之前提到的，多元化是我們的朋友，Jamf 接下來的3 個最大行業，專業服務、金融服務以及批發和零售佔Jamf 總ARR 的24%，並且總共具有3 年復合年增長率和年比ARR成長超過40%。這種勢頭，加上技術招聘的預期回報，將有助於 Jamf 恢復更高的成長。

As anticipated, we saw a decline in total company net retention rate to 109% in Q2 due to the impact of 5 consecutive quarters of muted customer hiring that affects device growth at renewal. We believe this decline is primarily driven by the difficult macro environment, and we would expect the NRR metric to increase as the economy improves.

正如預期的那樣，由於連續 5 個季度的客戶招聘低迷影響了續約時的設備成長，我們看到第二季公司總淨保留率下降至 109%。我們認為，這種下降主要是由困難的宏觀環境所推動的，我們預計隨著經濟的改善，NRR 指標將會上升。

The remainder of my remarks on margins, expense items and profitability will be on a non-GAAP basis. Our GAAP financial results, along with a reconciliation between GAAP and non-GAAP, are found in our earnings release.

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。我們的 GAAP 財務表現以及 GAAP 和非 GAAP 之間的調整表可在我們的收益報告中找到。

Q2 non-GAAP gross profit margin was 82% and within our expectations. We continue to anticipate gross margins in the low 80% range and expect slight fluctuations each quarter. Non-GAAP operating margin exceeded the high end of our outlook in Q2 at $5.8 million or 4% due to the impact of cost initiatives. One example of this is in the first half of the year, we lowered our onboard head count by more than 100 FTEs from the peak. Our trailing 12-month unlevered free cash flow margin was 13% compared to 11% in the prior year. Our effective tax rate for Q2 is negative 3.2%, consistent with our expectations.

第二季非 GAAP 毛利率為 82%，符合我們的預期。我們繼續預期毛利率將在 80% 的低水平範圍內，並且每季都會出現小幅波動。由於成本計劃的影響，非 GAAP 營運利潤率超出了我們第二季度預期的上限，達到 580 萬美元，即 4%。一個例子是，今年上半年，我們的員工人數比高峰期減少了 100 多名 FTE。我們過去 12 個月的無槓桿自由現金流利潤率為 13%，而前一年為 11%。我們第二季的有效稅率為負 3.2%，與我們的預期一致。

As a reminder, for our 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.

提醒一下，對於我們的非 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's innovative solutions. We're especially excited about the traction we are seeing with customers adopting our vision of Trusted Access. Also, as Dean and John mentioned, we are well positioned to benefit from industry tailwinds from the adoption of Apple Enterprise, increased organizational focus on security and customers' desire to consolidate on a single platform.

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仍然完好無損，並且預計對 Jamf 創新解決方案的需求將持續成長。我們看到客戶越來越多地採用我們的可信訪問願景，對此我們感到特別興奮。此外，正如 Dean 和 John 所提到的，我們處於有利位置，可以從 Apple Enterprise 的採用、組織對安全性的日益關注以及客戶在單一平台上進行整合的願望中受益。

We continue to execute cost initiatives while balancing investment for efficiency and scalability in both customer-facing operations and back office functions. Our cost initiatives span our whole business, including areas such as head count, hosting facilities, software and other onetime costs. We will continue to focus on these initiatives for the remainder of the year.

我們繼續執行成本計劃，同時平衡面向客戶的營運和後台職能的效率和可擴展性投資。我們的成本計劃涵蓋整個業務，包括員工數量、託管設施、軟體和其他一次性成本等領域。我們將在今年剩餘時間內繼續關注這些舉措。

Less strategic revenue areas of our business, license, services and on-premise revenues, are challenging to model and in Q2 declined to represent only 6% of Jamf's total revenue. Part of this decline is reflective of our multiyear strategy to bring both license and on-premise revenues down to near 0. Both license revenue and on-premise subscriptions are driven almost exclusively by long-time Jamf Pro customers who have not yet converted to a SaaS cloud contract. The primary way of this revenue growth is through expanding devices on their current on-premise implementation.

我們的業務、授權、服務和本地收入等策略性程度較低的收入領域難以建模，在第二季僅佔 Jamf 總收入的 6%。這一下降的部分原因是我們的多年戰略，即將許可證和本地部署收入降至接近 0。許可證收入和本地訂閱幾乎完全由尚未轉換為 Jamf Pro 的長期客戶推動。SaaS 雲端合約。收入成長的主要方式是透過擴展目前本地部署的設備。

As we have explained in today's environment, device expansion has slowed substantially. As a result, these less strategic choppy sources of revenue have come down even faster than Jamf anticipated, and in Q2 declined 25% year-over-year, the largest decline we've seen from these revenue sources in our history. We're going to encourage the continuation of this trend, and thus, we anticipate these less strategic revenue sources to decline similarly in the second half of 2023.

正如我們在當今環境中所解釋的，設備擴展已大幅放緩。因此，這些策略性不那麼不穩定的收入來源的下降速度甚至比 Jamf 預期的還要快，第二季度同比下降了 25%，這是我們歷史上從這些收入來源中看到的最大降幅。我們將鼓勵這種趨勢持續下去，因此，我們預計這些策略性較低的收入來源將在 2023 年下半年出現類似下降。

As such, we are adjusting our full year revenue outlook to reflect this decision. The adjustment represents less than 1% of Jamf's total revenues and results in 97% of Jamf's full year revenue coming from recurring sources, including both SaaS and on-premise subscription, to create an improved environment for predictable growth in the future. Based on these factors, our outlook for the third quarter and full year 2023 is as follows.

因此，我們正在調整全年收入前景以反映這一決定。此次調整僅佔 Jamf 總收入的不到 1%，導致 Jamf 全年營收的 97% 來自經常性來源，包括 SaaS 和本地訂閱，從而為未來的可預測成長創造更好的環境。基於這些因素，我們對 2023 年第三季和全年的展望如下。

For the third quarter of 2023, we expect total revenue in the range of $139 million to $141 million, representing growth of 12% to 13% year-over-year. Non-GAAP operating income in the range of $10 million to $11 million. For the full year 2023, for the reasons previously mentioned, we are adjusting our total revenue range from $555 million to $558 million, representing growth of 16% to 17% year-over-year, a decrease of less than 100 basis points. And we are holding the range for non-GAAP operating income at $41 million to $43 million.

2023 年第三季度，我們預計總營收在 1.39 億美元至 1.41 億美元之間，年增 12% 至 13%。非 GAAP 營業收入在 1,000 萬美元至 1,100 萬美元之間。對於2023年全年，基於前述原因，我們將總收入範圍從5.55億美元調整至5.58億美元，年增16%至17%，下降不到100個基點。我們將非 GAAP 營業收入維持在 4,100 萬美元至 4,300 萬美元之間。

We continue to expect margin expansion as we finish out the year and 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 margin, we anticipate Q3 margins similar to Q2 and full year 2023 unlevered free cash flow margin similar to 2022. We also provide estimates for amortization, stock-based compensation and 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.

我們繼續預計利潤率將在今年結束時擴大，並預計到 2023 年第四季非 GAAP 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展望，但我們預計第三季的利潤率與第二季相似，2023 年全年的無槓桿自由現金流利潤率與2022 年相似。我們也提供攤銷、股票薪酬和相關工資的估計稅收和其他指標可幫助在收益演示中進行建模，作為網路廣播的一部分，並發佈在我們的投資者關係網站上。

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

現在迪恩、約翰和我將回答你們的問題。

And our first question comes from the line of Matt Stotler from William Blair.

我們的第一個問題來自威廉·布萊爾的馬特·斯托勒。

Maybe just want to start off on the guidance update. So very clear commentary on where you're seeing weakness in the tech end market.

也許只是想從指南更新開始。關於技術終端市場的弱點的非常清晰的評論。

I guess, the first part would be -- I guess, what's most incremental there, right? Is it the deals are getting pushed out? Is it contractions are more than you expected? Or the duration of those contractions are more than expected? And then if you think about what's implied for that core recurring SaaS piece in your updated guidance, how does that compare to what that core recurring SaaS assumption was in last quarter's guidance. So I was just trying to get that how much was SaaS and how much was other nonstrategic business.

我想，第一部分是──我想，增量最大的是什麼，對嗎？是不是交易被延後了？宮縮是否比您預期的多？或者這些宮縮的持續時間比預期的要長？然後，如果您考慮更新後的指南中核心重複性 SaaS 部分的含義，那麼它與上一季指南中的核心重複性 SaaS 假設相比如何。所以我只是想知道 SaaS 佔多少，其他非策略業務佔多少。

Yes. I'll take that. Good to hear from you, Matt. So a couple of things to talk about there.

是的。我會接受的。很高興收到你的來信，馬特。有幾件事要談。

As we talked about, it was predominantly driven by less strategic choppy revenue streams like on-prem, license and services. We saw those come down within the quarter by 25%, and then let's just dive into each of these a little bit.

正如我們所討論的，它主要是由策略性較低、不穩定的收入流（如本地部署、許可證和服務）所推動的。我們看到這些在本季度內下降了 25%，然後讓我們逐一深入探討。

The -- actually, let's start with license. On the license, those are predominantly driven by added devices. And what we've seen there is with the muted economics, those aren't there. On the on-prem, it follows something similar. And then on the services, we've actually enabled our partners to actually be able to provide those services. And so that number is getting driven more on those partners, and we're okay with that. And those are the things we factored in the second half of the guidance.

實際上，讓我們從許可證開始。在許可證上，這些主要由新增的設備驅動。我們所看到的是經濟低迷，但這些並不存在。在本地，也遵循類似的情況。然後在服務方面，我們實際上使我們的合作夥伴能夠真正提供這些服務。因此，這個數字越來越受到這些合作夥伴的推動，我們對此表示同意。這些是我們在指南後半部分考慮的因素。

What I would add on there too is that on the education front that was something that was lower than we expected in Q2, and we factored that education piece into the second half. What we've thought about, though, what we noticed in Q2, we actually had our highest commercial booking quarter ever, and so we've seen some positive signs there. We were also -- 40% of our net new ARR came from security, so some positivity there, and those are all the things we've factored in into the second half of the year.

我還要補充的是，在教育方面，這比我們在第二季的預期要低，我們將教育部分納入了下半年。不過，我們的想法是，我們在第二季度注意到的，我們實際上擁有有史以來最高的商業預訂季度，因此我們在那裡看到了一些積極的跡象。我們的淨新 ARR 中有 40% 來自安全性，因此存在一些積極因素，這些都是我們在今年下半年考慮的因素。

Got it. That's helpful. And maybe just as a follow-up. You guys have kind of a number of key partner relationships that you typically discuss, Microsoft being one of those. You had a couple of announcements during the quarter relative to Microsoft and AWS specifically. Let's just get an update on the momentum you're seeing with those relationships in this environment and how those are taking shape?

知道了。這很有幫助。也許只是作為後續行動。你們通常會討論一些重要的合作關係，微軟就是其中之一。您在本季發布了幾項與 Microsoft 和 AWS 相關的公告。讓我們了解一下您在這種環境下所看到的這些關係的最新動態以及這些關係是如何形成的？

Yes, Matt, this is John. I'll take that question.

是的，馬特，這是約翰。我來回答這個問題。

The AWS partnership has been fantastic. In fact, it's exceeded my expectations, with the capability to use AWS committed funds toward purchasing Jamf products has really been a benefit not just to the salespeople on the AWS side and the Jamf side, but also to the customers. If they've earmarked those dollars for AWS, they've used them, in many cases, to buy the Jamf products. And because there's already a set process in place, it's made it much more expedient to process those orders and deliver the products. And we continue to integrate with Microsoft in a number of ways and go to market, given the fact that they are vertically focused on the Windows environment and we're vertically focused on the Apple ecosystem. And together, we cover all endpoints, and that's really been a benefit to the partnership.

AWS 的合作關係非常棒。事實上，這超出了我的預期，能夠使用 AWS 承諾資金購買 Jamf 產品確實不僅對 AWS 方面和 Jamf 方面的銷售人員有利，而且對客戶也有利。如果他們將這些資金指定用於 AWS，那麼在許多情況下，他們就會使用它們來購買 Jamf 產品。而且由於已經制定了一套流程，因此處理這些訂單和交付產品變得更加方便。我們繼續以多種方式與微軟整合並進入市場，因為他們垂直專注於 Windows 環境，而我們垂直專注於 Apple 生態系統。我們一起涵蓋所有端點，這對合作夥伴關係確實是一個好處。

And our next question comes from the line of Rob Owens from Piper Sandler.

我們的下一個問題來自 Piper Sandler 的 Rob Owens。

Great. I also wanted to hit a little bit on the guidance and just the shape of the back half, and understand the pressure on license and services and how that's impacting the model. But you do have -- if I can do the math right, math is hard and no one said there'd be math today, but if I do the math on the fourth quarter, there is the acceleration in revenue. So what's baked into that expectation versus, I guess, the pretty significant decel in what you're seeing relative to Q3?

偉大的。我還想稍微討論一下指導和後半部分的形狀，並了解許可證和服務的壓力以及它如何影響模型。但你確實有 - 如果我能做對數學，數學很難，沒有人說今天會有數學，但如果我在第四季度做數學，收入就會加速。那麼，與您所看到的相對於第三季度相當顯著的下降相比，我猜想，這種預期的影響是什麼？

Yes. Thanks for the question, Rob. So on that, we just mentioned in the commentary where commercial was a little bit stronger than we had anticipated here in the quarter. When we look at things like pipeline and our security [building], we're definitely seeing -- I'll say, just slight positivity there. Where we've come down and where we saw the impact is still at the COVID overhang on the education, and if you think about us seasonally, Q3 is more of an education quarter and Q4 is more of a commercial quarter. And so I think that's the dynamic you're seeing in your math.

是的。謝謝你的提問，羅布。因此，我們剛剛在評論中提到，本季的商業表現比我們預期的要強一些。當我們審視管道和安全[建築]之類的事情時，我們肯定會看到——我會說，那裡只是輕微的積極性。我們所看到的影響仍然是新冠疫情對教育的影響，如果你按季節考慮，第三季度更多的是教育季度，第四季度更多的是商業季度。所以我認為這就是你在數學中看到的動態。

Great. And then second for me, can you comment on gross retention rates and what you're seeing there?

偉大的。其次，您能評論一下總保留率以及您在那裡看到的情況嗎？

Yes. Yes. So when you look at NRR and gross retention and even loss retention, so net retention has come down. We talked about that last quarter from a standpoint of we thought it would continue to come down, we thought the economics would impact us. It has continued to be on the upsell piece. When you look at growth and loss retention, that's still 1% to 2% within the prepandemic levels.

是的。是的。因此，當您查看 NRR 和總保留率，甚至損失保留率時，淨保留率已經下降。我們從上個季度的角度討論了這一點，我們認為它會繼續下降，我們認為經濟會影響我們。它繼續出現在追加銷售部分。當你觀察成長和損失保留時，你會發現這仍然是疫情前水準的 1% 到 2%。

But what I would say is we do think net retention will just continue to come down, but not as much as it's been coming down. We think that's actually going to level out. Our security sales have been strong, which -- so that cross-sell motion stabilizes the net retention, and we feel good. And we're seeing just -- we saw just a tick uptick better in our [level], just a tick better. And so we're excited about that and excited that there's less churn.

但我想說的是，我們確實認為淨留存率會繼續下降，但下降幅度不會那麼大。我們認為這實際上會趨於平穩。我們的證券銷售一直很強勁，因此交叉銷售運動穩定了淨保留率，我們感覺很好。我們看到－我們看到我們的[水平]好一點，好一點。因此，我們對此感到興奮，並為客戶流失的減少而感到興奮。

And our next question comes from the line of Matthew Hedberg from RBC Capital Markets.

我們的下一個問題來自 RBC 資本市場的 Matthew Hedberg。

Great. Ian, maybe sticking with you. You don't guide ARR, obviously, but I'm wondering with the dynamics that you talked about on revenue on services and sort of kind of on-prem license piece, is there any different way we should think about the ARR impact this year vis-a-vis sort of your revenue comments?

偉大的。伊恩，也許會和你在一起。顯然，您沒有指導 ARR，但我想知道您談到的服務收入和某種本地許可部分的動態，我們是否應該以任何不同的方式來考慮今年 ARR 的影響您對收入有何評論？

Yes. Yes, great question. It is an interesting one, we were staring at this a little before the call even. And when you look at our revenue guidance, we have brought that down. That is, again, like we said, predominantly driven by those less strategic, choppy revenues that make our business a little less predictable. But when you, I'll say, plug the math in your models and look at the recurring line piece, you'll see that growth rate is a little bit higher than the total growth rate. And I think that's the number you should be using to factor in for your Q3, and I think it will be just slightly less than that for Q4.

是的。是的，很好的問題。這是一個有趣的事情，我們甚至在電話會議之前就一直在關注這個問題。當你查看我們的收入指引時，你會發現我們已經降低了這一點。正如我們所說，這主要是由那些缺乏策略性、波動性的收入所推動的，這些收入使我們的業務變得不那麼可預測。但是，我會說，當您將數學代入模型並查看重複的線段時，您會發現成長率略高於總成長率。我認為這是你應該在第三季考慮的數字，而且我認為它會比第四季的數字略少。

Got it. That's super helpful. And then 40% of net new ARR was from security this quarter, which continues to tick higher. I'm curious, on some of these larger sort of enterprise deals, is security becoming even a bigger part of that land motion? I know it's obviously been a big part of the upsell, but kind of curious if customers on the enterprise side, on the big deal side almost as a security first initiative.

知道了。這非常有幫助。本季淨新增 ARR 的 40% 來自安全領域，且這一比例持續走高。我很好奇，在一些大型企業交易中，安全性是否會成為土地動議中更重要的一部分？我知道這顯然是追加銷售的重要組成部分，但我有點好奇，如果企業方面的客戶、大宗交易方面的客戶幾乎將其視為安全第一舉措。

Yes, Matt, this is John. I'll take that one. It certainly is. And in fact, our 3 largest deals in this last quarter were security-driven. There was a management component, but they were security-driven deals. And the major brand that we spoke about, our largest win in the quarter, was -- had obviously the same thing with our enterprise agreement. And we've seen particular security strength in bundling opportunities for our SMB market, and we're -- given the fact that we're a volume business here, we've seen a lot of traction with the bundled solution, certainly because of the security strength there.

是的，馬特，這是約翰。我會接受那個。必然是。事實上，我們上個季度最大的 3 筆交易都是安全驅動的。有一個管理部分，但它們是安全驅動的交易。我們談到的主要品牌，即我們本季最大的勝利，顯然與我們的企業協議有相同的內容。我們在中小企業市場的捆綁機會中看到了特殊的安全優勢，而且鑑於我們是這裡的批量業務，我們已經看到捆綁解決方案具有很大的吸引力，這當然是因為那裡的安全實力。

And our next question comes from the line of Josh Riley from Needham & Company.

我們的下一個問題來自 Needham & Company 的 Josh Riley。

This is Michael on for Josh today. Just a couple of quick ones for me. I was wondering how we should be thinking about the impact from price increases in early 2023 to drive ARR growth for the year versus net device expansion?

這是麥可今天為喬許的發言。對我來說只有幾個快速的。我想知道我們應該如何考慮 2023 年初價格上漲對推動當年 ARR 成長與淨設備擴張的影響？

Yes. Thanks, Michael, for the question. Yes, what we did is -- just as a reminder, we actually had a 10% increase on Jamf Pro for commercial customers only, not on education. What I can tell you is as we go out for the sales process, obviously, there's a question, but customers recognize we haven't had a price increase in a while. And so we are seeing -- we're not seeing any type of increased churn, just continued negotiations as we go, and we think it's been well accepted. And again, we've delivered functionality that justifies that price increase, and that has factored into the way we talked about the ARR and what it should look like for the remainder of the year.

是的。謝謝邁克爾提出這個問題。是的，我們所做的是——提醒一下，我們實際上僅針對商業客戶而非教育客戶將 Jamf Pro 的價格提高了 10%。我可以告訴你的是，當我們進行銷售過程時，顯然存在一個問題，但客戶意識到我們已經有一段時間沒有漲價了。所以我們看到——我們沒有看到任何類型的客戶流失增加，只是在繼續談判的過程中，我們認為這已被廣泛接受。再說一次，我們已經提供了證明價格上漲合理的功能，而這已經成為我們討論 ARR 的方式以及今年剩餘時間裡它應該是什麼樣子的因素。

Awesome. And then one question we often get is kind of on the importance of new device sales to drive the business. I guess, what's your takeaway in the current cycle? And then are kind of new device sales more important or maybe less important to the overall growth rate than what you previously realized?

驚人的。我們經常遇到的一個問題是新設備銷售對推動業務的重要性。我想，您在當前週期中的收穫是什麼？那麼，新設備銷售對整體成長率的影響是否比您之前意識到的更重要或更不重要？

Yes, I'll answer that question, too. Yes, I think what we've always said is, look, we grow by new logos, we grow by device expansion and we grow by cross-selling in our entire platform. And what you saw in this quarter is that we grew our platform or ARR by a lot of that cross-sell opportunity. We saw -- for example, we saw our bundle to be the second largest net new ARR add in the quarter. You saw bundles being -- I'll call it, 100% growth over last year, so you saw a lot of that.

是的，我也來回答這個問題。是的，我認為我們一直說的是，看，我們透過新徽標實現成長，透過設備擴展實現成長，透過整個平台的交叉銷售實現成長。您在本季看到的是，我們透過大量交叉銷售機會擴大了我們的平台或 ARR。例如，我們看到我們的捆綁包成為本季第二大新增 ARR 淨值。你看到了捆綁——我稱之為，比去年增長了 100%，所以你看到了很多。

And with those bundles, just as a reminder, those don't always come obviously with devices and other pieces when the -- it's more of a user program. The devices -- we don't actually count those devices until they get enrolled. And so we cite that in our prepared remarks that some of those devices hadn't even been enrolled in some of large customers. So we're excited. This is another growth trajectory for us and adds to our future growth of our business.

提醒一下，這些捆綁包並不總是與設備和其他部件一起提供，而更多的是用戶程式。設備—在這些設備註冊之前，我們實際上不會對它們進行計數。因此，我們在準備好的評論中指出，其中一些設備甚至尚未在一些大客戶中註冊。所以我們很興奮。這是我們的另一個成長軌跡，有助於我們未來業務的成長。

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。

Could we speak to -- if you think about the current environment, is there like -- obviously, it's tough in tech, education still has a hangover. So are we in a way like in the situation that we just have to wait it out? Is that kind of the right way to think about it, with kind of obviously some upsell kind of helping in the meantime?

我們能否談談——如果你考慮一下當前的環境，是否有——顯然，科技領域很艱難，教育仍然存在後遺症。那麼我們是否處於只能等待的情況呢？這是正確的思考方式嗎？同時顯然還有一些追加銷售的幫助？

Yes. I can jump in there. I mean, so we just talked a little bit about our growth drivers. We are -- we have 47% of our ARR both in tech and in K-12. Our growth is going to come on the commercial side, and so as tech does return, we've seen the most layoffs and impacts there from a device count perspective. As that returns, growth will return. But what you are seeing in the meantime, you are seeing our ability to grow other ways through security.

是的。我可以跳進去。我的意思是，我們只是討論了我們的成長動力。我們 47% 的 ARR 都在科技領域和 K-12 領域。我們的成長將來自商業方面，因此隨著技術的回歸，從設備數量的角度來看，我們看到了最多的裁員和影響。隨著這種情況的恢復，成長也會恢復。但同時，您所看到的，是我們透過安全性以其他方式發展的能力。

And I also just want to take a minute here just to crack something I said earlier on some of the industries, just something I didn't quite say right. We do see great strength in our Professional Services, Financial Services and Retail. And on a 3-year CAGR, we see 40%. That wasn't true on the 1 year. So I just want to correct that statement, but we are still seeing really good strength, and that's actually stronger than what we've seen in tech.

我也想在這裡花一點時間來破解我之前在某些行業中說過的一些話，只是我說得不太對。我們確實在專業服務、金融服務和零售領域看到了巨大的優勢。根據 3 年複合年增長率，我們看到 40%。第一年的情況並非如此。所以我只是想糾正這個說法，但我們仍然看到了非常好的實力，而且實際上比我們在科技領域看到的實力還要強大。

And so I see a lot of diversity is our friend, different parts of our business come to fruition at different times and are impacted. And so I think that once that macro turns, all the cylinders are going to be firing, and I think this business is going to go well.

因此，我認為多元化是我們的朋友，我們業務的不同部分在不同的時間取得成果並受到影響。因此，我認為一旦宏觀形勢發生轉變，所有的汽缸都會啟動，我認為這項業務將會進展順利。

Okay. Perfect. And then if you think about -- you mentioned security and it's kind of obviously a good driver for you at the moment. Is there like a natural level, like at the moment it's 40%. Is there a level where you think it's leveling out? Or do you think that you will skew more and more in that direction given like where the market is going as well?

好的。完美的。然後，如果你想一想，你提到了安全性，這顯然對你來說是一個很好的驅動程式。是否有一個自然的水平，例如目前是 40%。您認為有沒有一個水平正在趨於平穩？或者您認為考慮到市場的發展方向，您會越來越傾向於這個方向？

Yes, good question. I mean you can have -- and we said this multiple times. And maybe to start out this way, you can have one management tool on each device, but you can [multiple] security. And right now, we're at 22% of our customers are on security, so there's a lot of opportunity for us to continue to grow in this area.

是的，好問題。我的意思是你可以——我們已經說過很多次了。也許以這種方式開始，您可以在每台設備上擁有一個管理工具，但您可以[多個]安全性。目前，我們有 22% 的客戶關注安全性，因此我們有很多機會繼續在這一領域發展。

I'm really excited, though, what we're seeing when we look out at our pipe. We've seen more requests around security. We noted in our script -- in our prepared remarks that Professional Services. Again, there are 10,000 seats of Protect. We noted in Financial Services similar. And so in the industry, we're just seeing a lot of really good security building. And then even in the SMB side, we see the bundles like we talked about earlier, with 100% growth year-over-year. So I do think -- and John talked about the fact that we're leading with certain security sales now, too. So I think these are all really good opportunities for us as we go. And...

不過，當我們向外看煙鬥時所看到的一切，我真的很興奮。我們看到了更多有關安全的請求。我們在我們準備好的演講中指出，專業服務。同樣，Protect 有 10,000 個席位。我們在金融服務業中註意到類似的情況。因此，在行業中，我們看到了許多非常好的安全建設。即使在中小型企業方面，我們也看到了我們之前談到的捆綁包，比去年同期成長 100%。所以我確實認為 - 約翰談到了我們現在在某些安全銷售方面也處於領先地位的事實。所以我認為這些對我們來說都是非常好的機會。和...

Yes, Raimo, I'll add to that. And the fact that only 22% of our companies, right, our customers right now are using both the management and security piece. I mean that could be 100%. That would be our goal would be to get to that point, and to really keep continuing to cross-sell because management and security are really -- they go together. I mean you can't have a secure device without it being managed. And so the fact that they're consistent with one another, that's something that our salespeople and our channel partners are certainly bringing to the market.

是的，Raimo，我會補充這一點。事實上，目前只有 22% 的公司（對吧，我們的客戶）同時使用管理和安全部分。我的意思是這可能是100%。我們的目標是達到這一點，並真正繼續交叉銷售，因為管理和安全確實是相輔相成的。我的意思是，如果不進行管理，您就無法擁有安全的設備。事實上，它們彼此一致，這就是我們的銷售人員和通路合作夥伴肯定會推向市場的東西。

(Operator Instructions) Our next question comes from the line of Gregg Moskowitz from Mizuho.

（操作員說明）我們的下一個問題來自 Mizuho 的 Gregg Moskowitz。

Your device management ARR decelerated a little more this quarter. It looks like it's now maybe growing somewhere in the neighborhood of low teens. How much of this would you attribute to the slowdown of device expansion in the tech vertical as opposed to other factors? Also, how are you generally thinking about growth of management ARR going forward?

本季您的設備管理 ARR 略有下降。看起來它現在可能正在青少年附近的某個地方生長。您認為這在多大程度上歸因於技術垂直領域設備擴張的放緩，而不是其他因素？另外，您整體上如何看待管理階層 ARR 的未來成長？

Yes. Yes, I mean, a couple of things on management. If you're just looking at the management growth rate, that does include education. And what I'll say is education was one that was definitely -- we definitely saw COVID overhang. Like we talked about that, we're factoring in our outlook, that does have an impact on our guidance not to the extent of the -- or less strategic revenues. But we definitely see that, and so that number, I think you're looking at is maybe a little -- you're perceiving it a little differently because we have really strong commercial booking. So if you think about kind of just the commercial versus education, that slice of the pie, so to speak, I think what you'd see is that we're going to continue to have good growth rates within commercial and the growth rates in the education side are going to be muted a little bit.

是的。是的，我的意思是，關於管理的一些事情。如果你只看管理階層的成長率，那確實包括教育。我要說的是，教育是一種絕對的教育——我們確實看到了新冠疫情的懸而未決。就像我們談到的那樣，我們正在考慮我們的前景，這確實對我們的指導產生了影響，但影響程度不限於策略收入或策略性收入。但我們確實看到了這一點，所以我認為你看到的這個數字可能有點不同——你的看法有點不同，因為我們有非常強大的商業預訂。因此，如果你考慮商業與教育方面的問題，可以這麼說，我認為你會看到我們將繼續在商業領域和教育領域保持良好的成長率。教育方面將會減弱。

But we're excited. Again, like we talked about, commercial is going to be the big growth driver of business in the future. And we have -- while we have the headwinds today of the macroeconomics, we have a lot of great tailwind. Mac growth in enterprise, replacement market, us getting better at selling security, refresh cycle potentially come up, including the [choice] program. Those all bode well for us in the long term and will help support management growth and security growth.

但我們很興奮。正如我們所說，商業將成為未來商業成長的主要動力。雖然我們今天面臨宏觀經濟的逆風，但我們也有很多巨大的順風。 Mac 在企業、更換市場的成長，我們在銷售安全性方面做得越來越好，更新周期可能會出現，包括[選擇]計畫。從長遠來看，這些對我們來說都是好兆頭，並將有助於支持管理成長和安全成長。

Okay. And then I wanted to also ask about Safe Internet, because I think this is the first time actually that you've entered -- or truly entered the high education season with a new product. I know that, as you just pointed out, the education vertical is seeing some headwinds today. But I'd love to hear a little bit just on kind of how the attach rate of Safe Internet has been tracking so far relative to your expectations?

好的。然後我還想問有關安全互聯網的問題，因為我認為這是您第一次真正進入或真正進入帶有新產品的高等教育季節。我知道，正如您剛才指出的那樣，教育垂直領域今天遇到了一些阻力。但我很想聽聽有關安全互聯網的連接率到目前為止相對於您的期望的跟踪情況如何？

All right. Yes, great question. When we look at say Jamf Safe Internet, we compare it to any other security products that we had started. And when we look at that, it's actually having the same trends, growth trends that we're excited about. And we've seen -- we cited some opportunities within our script about Jamf Safe Internet, with schools wanting to ban certain social media, there's some opportunities there. So we are excited about that. We also know same as other security products as we released the first version and other versions. We have our new versions, we're taking -- we always take customer feedback and we enhance our product, and we think that will help it continue to grow.

好的。是的，很好的問題。當我們查看 Jamf Safe Internet 時，我們會將其與我們啟動的任何其他安全產品進行比較。當我們看到這一點時，它實際上具有我們感到興奮的相同趨勢和成長趨勢。我們已經看到——我們在劇本中引用了一些關於 Jamf 安全互聯網的機會，學校希望禁止某些社交媒體，那裡有一些機會。所以我們對此感到興奮。我們也知道與其他安全產品相同，因為我們發布了第一個版本和其他版本。我們有新版本，我們總是聽取客戶回饋並改進我們的產品，我們認為這將有助於它繼續發展。

Yes. And I'll just add to that, Gregg. With Safe Internet, as we've had great success coming out of the gate with that, and we'll continue to get more success as we take those -- some of those server locations in that to some different markets in order to give local service and localization for those products, particularly outside the U.S.

是的。我要補充一點，格雷格。有了安全互聯網，我們已經取得了巨大的成功，當我們將這些伺服器位置帶到一些不同的市場時，我們將繼續獲得更多的成功，以便為本地市場提供服務。這些產品的服務和本地化，特別是在美國以外的地區

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

我們的下一個問題來自 Craig-Hallum 的 Nick Mattiacci。

This is Nick on for Chad Bennett. So with the device adds down sequentially and even more so year-over-year, just any color you can provide on how much of that was education relative to last year? And then how we should be thinking about both overall device adds and ARR per device growth in the second half?

這是查德·貝內特的尼克。因此，隨著設備按順序添加，甚至逐年增加，您是否可以提供任何顏色來說明相對於去年其中有多少是教育？那麼我們應該如何考慮下半年的整體設備增加和每個設備的 ARR 成長？

Yes. Good question, astute question. In the education market, we definitely -- I can't say it enough. It was definitely a COVID overhang and definitely a period where we would have expected more device growth and we didn't, and we're factoring that at least in the third quarter and in our guidance.

是的。好問題，精明的問題。在教育市場，我們絕對——我不能說得足夠多。這絕對是一個新冠疫情的懸而未決的時期，我們本來預計會有更多的設備增長，但我們沒有，我們至少在第三季度和我們的指導中考慮到了這一點。

What I would say on the commercial side, though, it's -- and we talked about it earlier, we have so many different ways to increase our value with customers, and that may be in more devices. I think when those industries return like tech, you'll definitely see devices come back and that increase. I think what we're seeing in those other industries, Professional Services, Financial Services, Wholesale and Retail, that's happening now. And I kind of think about it from the fact that tech is a leader in the market. They've already really embraced the consumerization of IT idea. They're a leader, and we're seeing these other markets kind of catch up which will also yield and it will strengthen over time.

不過，我想說的是，在商業方面，我們之前談到過，我們有很多不同的方式來增加我們對客戶的價值，這可能會出現在更多的設備中。我認為當這些行業像科技一樣回歸時，你肯定會看到設備回歸並且數量增加。我認為我們在專業服務、金融服務、批發和零售等其他行業中看到的情況現在正在發生。我是從科技是市場領導者這一事實來思考這個問題的。他們已經真正接受了 IT 消費化的概念。他們是領導者，我們看到其他市場正在迎頭趕上，這也會帶來收益，隨著時間的推移，這種市場將會增強。

As for your ARR per device, we had an 8% increase in ARPU or ASP, or whichever acronym you want to use. But there, we saw that -- I would look at historical, I think we've had a range from 4% to 10% when you look at it historically, and we're towards the top end. I would say we would continue to think that going to be somewhere in that same range as we roll forward for the rest of the year. I think we'll have additional devices to as we get into the commercial. So Q4, when we get into commercial, we'll see more device expansion.

至於每台設備的 ARR，我們的 ARPU 或 ASP（或您想使用的縮寫）增加了 8%。但在那裡，我們看到——我會看看歷史，我認為當你從歷史角度來看時，我們的範圍是 4% 到 10%，而且我們正在接近頂端。我想說的是，我們將繼續認為，在今年剩餘時間裡，這一數字將處於同一範圍內。我想當我們進入廣告時我們將會有更多的設備。所以第四季度，當我們進入商業化時，我們將看到更多的設備擴展。

And we also -- sorry. Nick, I'll just add on to that, is that we did have -- we are lapping, obviously, last Q2 with the Taiwan Ministry of Education. And so that was a massive education deal that impacted us, and so it's going to impact our -- the comparable for this quarter.

我們也——抱歉。尼克，我想補充一點，我們確實有——顯然，我們在上個季度與台灣教育部進行了合作。這是一項影響我們的大規模教育交易，因此它將影響我們本季的可比較交易。

Right. And then just following up on one of the previous questions about the Q4 implied guide. Can you just talk about how big of a renewal quarter Q4 is for your technology customer base? And sort of what your expectations and visibility into those renewals are?

正確的。然後跟進之前有關第四季度隱含指南的問題之一。您能否談談第四季度的續訂對於您的技術客戶群來說有多大？您對這些續訂的期望和可見度如何？

Yes. It is a larger quarter for us where we -- what we have been seeing and attended at this a couple of times in the pipeline, we're getting calls now for Q3 and Q4 on the commercial side saying, hey, we're kind of curious and want to learn more about some of the additional products you have, whether it ranges from Jamf Connect to Jamf Protect to even our Jamf Executive Threat Protection. So we're getting a lot of calls right now and a lot pipeline generated. Say we were excited to hear how our pipeline looks and so we have some visibility to that, and we feel good in the things we're seeing from our customers would support the guidance and outlook that we have provided.

是的。對我們來說，這是一個更大的季度，我們已經在管道中看到並參加過幾次，我們現在接到商業方面第三季度和第四季度的電話，說，嘿，我們很友善出於好奇，想要了解有關您擁有的一些附加產品的更多信息，無論是從Jamf Connect 到Jamf Protect，還是我們的Jamf Executive Threat Protection。所以我們現在接到很多電話並產生了很多管道。假設我們很高興聽到我們的管道外觀，因此我們對此有一定的了解，並且我們對從客戶那裡看到的東西感到滿意，這將支持我們提供的指導和前景。

This does conclude the question-and-answer session of today's program. I'd like to hand the program back to Dean Hager for any further remarks.

今天節目的問答環節到此結束。我想將程序交還給 Dean Hager 以供進一步評論。

Thanks, and thanks for joining, everyone. I've been a bit uncharacteristically quiet on this call as I thought you'd want to hear from John and Ian.

謝謝，也謝謝大家的加入。我在這次電話會議上一反常態地保持沉默，因為我認為您想聽聽約翰和伊恩的消息。

As you all know, this is my last Jamf earnings call as I will be retiring at the end of the month, staying on the Jamf Board, and as I mentioned before, remaining through work that I do, a customer and a shareholder. I've appreciated working with all of you over the past 3 years that Jamf has been public. Even more so, the last 8 years have been the highlight of my 34-year career in technology. The people of Jamf have selflessly served each other or customers and the communities in which they live beyond any team I've ever worked with.

眾所周知，這是我最後一次參加 Jamf 財報電話會議，因為我將於本月底退休，繼續留在 Jamf 董事會，正如我之前提到的，我將繼續從事我的工作，成為客戶和股東。我非常感謝在 Jamf 上市的過去 3 年與大家的合作。更重要的是，過去 8 年是我 34 年科技職涯中的亮點。 Jamf 的員工互相無私地為彼此、為客戶以及他們所居住的社區服務，超越了我合作過的任何團隊。

Over the past 8 years, we've profitably grown Jamf by over $500 million through every possible market circumstance. Jamf has redefined the device management and security marketplace. We've provided the opportunity for thousands of new Jamf employees to advance their careers and work with people they love. But perhaps most significantly, there are an estimated 50 million people out there, young and old around the world who are using a computing device that they love to perform their absolute best, and they're doing it simply, safely and securely. Thanks to the people and products of Jamf. We are here to simplify the work they do, and this team, led by John and Ian, has a greater talent, technology and market opportunity than ever before in Jamf's history. I'm absolutely confident that Jamf's best days are in front of us. Thank you very much.

在過去 8 年裡，我們透過各種可能的市場環境，讓 Jamf 的獲利成長了 5 億多美元。 Jamf 重新定義了設備管理和安全市場。我們為數千名 Jamf 新員工提供了發展職業生涯並與他們所愛的人一起工作的機會。但也許最重要的是，全世界估計有 5000 萬人，無論年輕還是年長，都在使用他們喜歡的計算設備來發揮絕對的最佳性能，而且他們的操作簡單、安全且可靠。感謝 Jamf 的人員和產品。我們來這裡是為了簡化他們所做的工作，這個由 John 和 Ian 領導的團隊擁有 Jamf 歷史上前所未有的人才、技術和市場機會。我絕對相信 Jamf 最好的日子就在我們面前。非常感謝。

Thank you, ladies and gentlemen, for your participation in today's conference. This does conclude the program. You may now disconnect. Good day.

女士們、先生們，感謝你們參加今天的會議。這確實結束了該程式。您現在可以斷開連線。再會。