Klaviyo Inc (KVYO) 2024 Q2 法說會逐字稿

Good afternoon, and welcome to Klaviyo's second-quarter Fiscal 2024 earnings conference call.(Operator instructions).

下午好，歡迎參加 Klaviyo 2024 財年第二季財報電話會議。

Thank you.

謝謝。

With that, I would like to turn the call over to Andrew Zilli, Vice President of Investor Relations.

說到這裡，我想將電話轉給投資者關係副總裁安德魯齊利 (Andrew Zilli)。

Please go ahead.

請繼續。

Thanks.

謝謝。

Good afternoon, and thanks for joining Klaviyo's second-quarter 2024 Earnings Call.

下午好，感謝您參加 Klaviyo 的 2024 年第二季財報電話會議。

Our earnings press release, investor presentation, SEC filings and a replay of today's call can be found on our IR website at investors.klaviyo.com. With me on the call today are Andrew Bialecki, Co-Founder and CEO; and Amanda Whalen, CFO.

我們的收益新聞稿、投資者介紹、SEC 文件和今天電話會議的重播可以在我們的投資者關係網站 Investors.klaviyo.com 上找到。今天與我一起參加電話會議的是共同創辦人兼執行長 Andrew Bialecki；和財務長阿曼達·惠倫。

As a reminder, our commentary today will include non-GAAP measures.

提醒一下，我們今天的評論將包括非公認會計原則措施。

Reconciliations to the most directly comparable GAAP measures can be found in today's earnings press release or earnings release supplemental materials, which can be found on our Investor Relations website.

與最直接可比較的 GAAP 衡量標準的調整可以在今天的收益新聞稿或收益發布補充資料中找到，這些資料可以在我們的投資者關係網站上找到。

Additionally, some of our comments today may contain forward-looking statements that are subject to risks, uncertainties and assumptions, which could change.

此外，我們今天的一些評論可能包含前瞻性陳述，這些陳述受到風險、不確定性和假設的影響，這些風險、不確定性和假設可能會改變。

Should any of these risks materialize or should our assumptions prove to be incorrect, actual company results could differ materially from these forward-looking statements.

如果這些風險中的任何一個成為現實，或者我們的假設被證明是不正確的，公司的實際結果可能與這些前瞻性聲明有重大差異。

A description of these risks, uncertainties and assumptions and other factors that could affect our financial results are included in our SEC filings, including our most recent report on Form 10-K and subsequent reports on Form 10-Q.

這些風險、不確定性和假設以及可能影響我們財務表現的其他因素的描述均包含在我們向 SEC 提交的文件中，包括我們最新的 10-K 表報告和後續的 10-Q 表報告。

Except as required by law, we do not undertake any responsibility to update these forward-looking statements.

除法律要求外，我們不承擔更新這些前瞻性陳述的任何責任。

With that, I'll now turn it over to Andrew.

有了這個，我現在將把它交給安德魯。

Thanks, Zilli, and thanks to everyone for joining us today.

謝謝 Zilli，也謝謝大家今天加入我們。

Klaviyo delivered very strong results in the second quarter with revenue of $222 million, growing 35% year-over-year.

Klaviyo 第二季業績非常強勁，營收達 2.22 億美元，較去年同期成長 35%。

We believe we are a must-have platform for more than 151,000 customers around the world as we help them easily and quickly transform their data into more valuable connections across every touch point.

我們相信我們是全球超過 151,000 名客戶的必備平台，因為我們幫助他們輕鬆快速地將數據轉化為跨每個接觸點的更有價值的聯繫。

Our customers are at the heart of everything we do.

我們的客戶是我們一切工作的核心。

We work to earn their trust every day, and our model is built for joint success.

我們每天都在努力贏得他們的信任，我們的模式是為了共同成功而建立的。

So as our customers grow, Klaviyo grows.

因此，隨著我們客戶的成長，Klaviyo 也在成長。

We power smarter digital relationships.

我們推動更聰明的數位關係。

Our vertically integrated platform enables customers to use real-time first-party data to create segments, orchestrate, personalized, omnichannel campaigns and measure every interaction.

我們的垂直整​​合平台使客戶能夠使用即時第一方資料來建立細分、編排、個人化、全通路行銷活動並衡量每次互動。

Most importantly, we've made it incredibly easy.

最重要的是，我們讓它變得異常簡單。

Marketers no longer have to hire a developer to build and manage an API to connect to a new data source or write code to create a consumer segment.

行銷人員不再需要聘請開發人員來建立和管理 API 來連接到新的資料來源或編寫程式碼來建立消費者細分。

With Klaviyo, complex tasks are made simple, allowing marketers to be more efficient and focus more time on their consumer engagement.

透過 Klaviyo，複雜的任務變得簡單，使行銷人員能夠提高效率，將更多時間集中在消費者參與上。

From entrepreneurs just starting their businesses to established internationally known brands, Klaviyo is a revenue engine for our customers.

從剛開始創業的創業家到已建立的國際知名品牌，Klaviyo 是我們客戶的收入引擎。

Our unified platform across the data and marketing layer, our omnichannel orchestration, our fast flexible functionality and our more than 350 integrations drive companies to choose Klaviyo.

我們跨資料和行銷層的統一平台、全通路編排、快速且靈活的功能以及超過 350 個整合促使公司選擇 Klaviyo。

Then they stay and grow with us, adding products like SMS, CDP and Reviews and take advantage of our new AI features and advanced analytics across their entire consumer data set.

然後他們會留下來並與我們一起成長，添加簡訊、CDP 和評論等產品，並利用我們的新人工智慧功能和針對整個消費者數據集的高級分析。

As customers leverage all of these tools, we can show the actual value of our platform is driving with Klaviyo Attributed Value or KAV, which measures the revenue generated through consumer transactions after engagement with any of our channels.

當客戶利用所有這些工具時，我們可以透過 Klaviyo 屬性價值（KAV）來展示我們平台的實際價值，它衡量與我們的任何管道互動後透過消費者交易產生的收入。

When customers sign in to Klaviyo, KAV is one of the first things they see.

當客戶登入 Klaviyo 時，KAV 是他們首先看到的內容之一。

So they know how much revenue our platform is driving for them.

所以他們知道我們的平台為他們帶來了多少收入。

Our ease of use and the direct correlation to revenue is a key reason why companies choose Klaviyo.

我們的易用性以及與收入的直接相關性是公司選擇 Klaviyo 的關鍵原因。

A great example is our new relationship with a Fortune 1,000 global company.

一個很好的例子是我們與財富 1,000 強全球公司的新關係。

They wanted to build out their direct-to-consumer offering, engaging consumers with new content.

他們希望打造直接面對消費者的產品，用新內容吸引消費者。

They were previously using a legacy platform, but selected Klaviyo for our ease of use and the ability to integrate their data across all their core marketing channels.

他們之前使用的是舊平台，但選擇 Klaviyo 是因為我們易於使用，並且能夠在所有核心行銷管道中整合他們的數據。

They also selected our SMS solution, a channel they'll be using for the very first time to execute their omnichannel strategy to fuel additional revenue growth.

他們還選擇了我們的簡訊解決方案，這是他們將首次使用的管道來執行他們的全通路策略，以推動額外的收入成長。

We also closed a deal with a multibillion-dollar revenue national chain of grocery stores.

我們也與一家收入數十億美元的全國連鎖雜貨店達成了一項協議。

They were using a homegrown solution to batch and blast communications.

他們使用自主開發的解決方案來批量和爆炸通訊。

Each e-mail had to be created from scratch, and they couldn't do any segmentation.

每封電子郵件都必須從頭開始創建，而且他們無法進行任何分段。

The CIO demo'd Klaviyo and quickly realized the team would see big productivity gains from our out-of-the-box segmentation, data orchestration and the flexibility of our campaign and flow creation.

CIO 演示了 Klaviyo，並很快意識到團隊將從我們開箱即用的細分、資料編排以及活動和流程創建的靈活性中看到生產力的巨大提升。

Companies of all sizes are building omnichannel marketing strategies using e-mail, SMS and push notifications to build personalized consumer relationships.

各種規模的公司都在利用電子郵件、簡訊和推播通知來制定全通路行銷策略，以建立個人化的消費者關係。

But many use multiple point solutions, leaving them with disjointed consumer data, incomplete view of their consumers and a fragmented communication experience.

但許多公司使用多點解決方案，導致消費者資料脫節、消費者視圖不完整、溝通體驗支離破碎。

If you've ever receive an e-mail from a brand asking you to review a product that you returned weeks ago, then you've seen this breakdown in action.

如果您曾經收到過某個品牌發送的電子郵件，要求您對幾週前退回的產品進行評論，那麼您就已經看到了這種細分的實際情況。

That's why we've integrated all of those channels on one platform, ingesting data from every touch point and giving our customers powerful insights that enable them to execute a differentiated omnichannel strategy.

這就是為什麼我們將所有這些管道整合在一個平台上，從每個接觸點獲取數據，並為我們的客戶提供強大的洞察力，使他們能夠執行差異化的全通路策略。

Samsonite, the world's largest travel luggage company, chose Klaviyo this quarter because we could bring all of their data into one place.

全球最大的旅行箱包公司 Samsonite 在本季度選擇了 Klaviyo，因為我們可以將他們的所有資料集中到一個地方。

Samsonite was using multiple point solutions for e-mail and SMS.

新秀麗正在使用電子郵件和簡訊的多點解決方案。

They had fragmented data, and after 8 years with their e-mail provider, they had only built four automated workflows due to the difficulty of customizing a solution.

他們的資料分散，在與電子郵件提供者合作 8 年後，由於客製化解決方案的困難，他們只建立了四個自動化工作流程。

They were impressed with the number of easy-to-build options that Klaviyo provides across our templates, forms and flows.

他們對 Klaviyo 在我們的範本、表單和流程中提供的大量易於建立的選項印象深刻。

Samsonite selected Klaviyo over a large legacy provider to unify all seven of their North American brands, bringing e-mail and SMS together onto our platform.

新秀麗選擇 Klaviyo 而不是一家大型傳統供應商來統一其所有七個北美品牌，將電子郵件和簡訊整合到我們的平台上。

SMS continues to be a key driver of growth for us as companies look to consolidate SMS capabilities with Klaviyo to better leverage our data platform for multichannel flows and campaigns.

SMS 仍然是我們成長的關鍵驅動力，因為公司希望透過 Klaviyo 整合 SMS 功能，以便更好地利用我們的數據平台進行多通路流程和活動。

This quarter, we expanded our relationship with Barstool Sports, the sports digital media company with over 65 content franchises and 198 million social followers.

本季度，我們擴大了與 Barstool Sports 的合作關係，Barstool Sports 是一家體育數位媒體公司，擁有超過 65 個內容特許經營權和 1.98 億社交粉絲。

They've been a Klaviyo e-mail customer for 8 years, and have seen tremendous success selling their merchandise, expanding their influence in the sports and entertainment communities.

他們已經成為 Klaviyo 電子郵件客戶 8 年了，並且在銷售商品方面取得了巨大成功，擴大了他們在體育和娛樂界的影響力。

As their contract with a point solution SMS provider came to an end, they opted to consolidate with Klaviyo, so that all of their consumer data will be housed on our platform, allowing them to better segment and orchestrate the data for more personalized communications across channels.

隨著他們與單點解決方案SMS 提供者的合約到期，他們選擇與Klaviyo 合併，以便他們的所有消費者數據都將儲存在我們的平台上，使他們能夠更好地細分和編排數據，以便跨渠道進行更個性化的溝通。

We also started a new relationship with Boston Proper, a legacy fashion and apparel brand that historically has relied on selling via catalogs.

我們還與 Boston Proper 建立了新的合作關係，Boston Proper 是一個歷史上一直依賴目錄銷售的傳統時尚和服裝品牌。

The company's technology infrastructure was fragmented, hindering its ability to provide a seamless and personalized shopping experience for its consumers.

該公司的技術基礎設施分散，阻礙了其為消費者提供無縫和個人化購物體驗的能力。

They chose to consolidate from multiple point solutions to Klaviyo, centralizing all online and offline consumer data into our data platform.

他們選擇將多點解決方案整合到 Klaviyo，將所有線上和線下消費者資料集中到我們的資料平台中。

Boston Proper is leveraging our e-mail, SMS and CDP solutions to build stronger relationships and to help grow their top line.

Boston Proper 正在利用我們的電子郵件、SMS 和 CDP 解決方案來建立更牢固的關係並幫助增加其收入。

The more first party consumer data you have on one platform, the stronger your campaigns will be.

您在一個平台上擁有的第一方消費者資料越多，您的行銷活動就越強大。

With help from our growing ecosystem, we built out an incredible third-party integration library, so our customers can pull in their data from anywhere.

在我們不斷發展的生態系統的幫助下，我們建立了一個令人難以置信的第三方整合庫，因此我們的客戶可以從任何地方提取他們的資料。

These integrations are both inbound and outbound, allowing customers to bring all of their data onto our platform as well as leverage Klaviyo data on other platforms like Google and Meta.

這些整合包括入站和出站，讓客戶可以將所有資料帶到我們的平台上，並利用 Google 和 Meta 等其他平台上的 Klaviyo 資料。

This quarter, we added Toast and BazaarVoice, new inbound integrations, and TikTok and Pinterest, outbound integrations, which allow customers to connect their Klaviyo profiles to the ad audiences, improving return on ad spend.

本季度，我們新增了 Toast 和 BazaarVoice（新的入站整合）以及 TikTok 和 Pinterest（外部整合），讓客戶將其 Klaviyo 個人資料連接到廣告受眾，從而提高廣告支出回報。

We also announced a new integration framework that significantly reduces time to build on Klaviyo by up to 43%.

我們還宣布了一個新的整合框架，該框架可將 Klaviyo 上的建置時間顯著縮短高達 43%。

We plan to open up this framework to third-party developers in the future, enable them to create both inbound and outbound integrations with Klaviyo more efficiently.

我們計劃將來向第三方開發者開放這個框架，使他們能夠更有效地創建與 Klaviyo 的入站和出站整合。

Herschel Supply Company, a global travel lifestyle brand, chose Klaviyo in Q2 in part because of our third-party integration.

全球旅行生活風格品牌 Herschel Supply Company 在第二季度選擇 Klaviyo 的部分原因是我們的第三方整合。

They were frustrated with their prior point solution due to lack of innovation, poor integrations and reporting challenges, following a competitive RFP process across point solutions and legacy providers, they chose Klaviyo because they felt that our massive integration library and functionality and AI features would give them the right edge for growth.

由於缺乏創新、集成不良和報告挑戰，他們對先前的單點解決方案感到沮喪，在跨單點解決方案和傳統提供商進行競爭性RFP 流程後，他們選擇了Klaviyo，因為他們認為我們龐大的集成函式庫、功能和人工智慧特性將給它們是成長的最佳優勢。

Speaking to AI, we continue to enhance our AI suite.

說到人工智慧，我們繼續增強我們的人工智慧套件。

As I've mentioned previously, we think about AI three ways, productivity, optimization and creation of new marketing strategies.

正如我之前提到的，我們從三個方面考慮人工智慧：生產力、優化和創建新的行銷策略。

Marketers need artificial intelligence to be practical, effective and easy to use.

行銷人員需要實用、有效且易於使用的人工智慧。

But AI is only as good as the underlying data.

但人工智慧的好壞取決於底層資料。

Because our platform can ingest up to the second first-party consumer data, Klaviyo can provide more accurate benchmarks and drive actionable insights through our artificial intelligence tools.

由於我們的平台可以攝取最多第二方消費者數據，Klaviyo 可以提供更準確的基準，並透過我們的人工智慧工具推動可操作的見解。

A few weeks ago, we announced several new features.

幾週前，我們宣布了幾項新功能。

Flows AI allows marketers to build a flow in seconds with a simple prompt and ultimately drive more revenue.

Flows AI 讓行銷人員可以透過簡單的提示在幾秒鐘內建立流程，並最終帶來更多收入。

Personalized campaigns take AB testing to the next level by determining the winning version of a campaign for each individual subscriber based on their likelihood to engage.

個人化行銷活動根據每個訂閱者的參與可能性來決定行銷活動的獲勝版本，從而將 AB 測試提升到一個新的水平。

And review sentiment AI quickly analyzes product reviews at scale so brands can get insights and take action faster than ever.

評論情緒人工智慧可以快速分析大規模的產品評論，以便品牌能夠比以往更快地獲得見解並採取行動。

We also want our AI features to easily provide guidance, so we recently introduced a feature that gives recommended actions and tailored next steps powered by artificial intelligence as soon as customers log into their Klaviyo homepage.

我們還希望我們的人工智慧功能能夠輕鬆提供指導，因此我們最近推出了一項功能，一旦客戶登入其 Klaviyo 主頁，該功能就會由人工智慧提供建議的操作和量身定制的後續步驟。

Our customers are increasingly adopting our AI products as we've seen a 61% increase in accounts using one of our generative AI features.

我們的客戶越來越多地採用我們的 AI 產品，因為我們發現使用我們的生成式 AI 功能之一的帳戶增加了 61%。

We're excited by Klaviyo AI's ability to help marketers move beyond what was previously possible, unlocking new growth strategies.

我們對 Klaviyo AI 能夠幫助行銷人員超越以前的能力、解鎖新的成長策略感到興奮。

As a customer-first organization, we are focused on investing in areas that will help us support our customers and make them more successful across sales, product and support.

作為一個客戶至上的組織，我們專注於投資那些能夠幫助我們支持客戶並讓他們在銷售、產品和支援方面取得更大成功的領域。

We have been investing in our go-to-market efforts over the last few quarters with a focus on growing our sales capacity to address mid-market and international opportunities.

在過去的幾個季度中，我們一直在投資市場推廣工作，重點是提高我們的銷售能力，以應對中端市場和國際機會。

Additionally, we continue to invest in training for new sales hires and expanding our partner ecosystem to ensure we have the right agencies, system integrators and technology partners to help our customers succeed.

此外，我們繼續投資於新銷售人員的培訓並擴大我們的合作夥伴生態系統，以確保我們擁有合適的機構、系統整合商和技術合作夥伴來幫助我們的客戶取得成功。

Internationally, we are investing to expand our presence and platform offering.

在國際上，我們正​​在投資擴大我們的業務和平台產品。

During the quarter, we continued to enhance our localization and internationalization with the expansion of our SMS capabilities into Austria, Switzerland and Spain as well as adding MMS in Australia.

本季度，我們繼續加強在地化和國際化，將簡訊功能擴展到奧地利、瑞士和西班牙，並在澳洲增加彩信。

We now provide SMS coverage in 12 countries, more than double the 5 countries we had coverage for this time last year.

我們現在在 12 個國家/地區提供簡訊覆蓋，是去年同期覆蓋的 5 個國家的兩倍多。

And we plan to continue to expand our international footprint going forward.

我們計劃未來繼續擴大我們的國際足跡。

This quarter, we launched our product in French, and we saw a large increase in new customers and usage as a result.

本季度，我們推出了法語產品，結果我們看到新客戶和使用量大幅增加。

For example, we signed a new deal with Le Petit Ballon, a French wine subscription company.

例如，我們與法國葡萄酒訂閱公司 Le Petit Ballon 簽署了一項新協議。

They were looking for a new solution to help them generate more revenue through e-mail and to improve overall consumer retention.

他們正在尋找新的解決方案來幫助他們透過電子郵件產生更多收入並提高整體消費者保留率。

It chose Klaviyo because of our data platform and plan to start testing SMS in addition to their use of e-mail.

它選擇 Klaviyo 是因為我們的數據平台，並計劃除了使用電子郵件之外還開始測試簡訊。

We are dedicated to continually improving our platform, product offering for our customers.

我們致力於不斷改進我們的平台，為客戶提供產品。

Customers tell us that our product road map is a key differentiator.

客戶告訴我們，我們的產品路線圖是關鍵的差異化因素。

In Q2, we released a number of new features, including a bulk profile suppression tool, which helps our customers keep their active profiles clean by suppressing profiles that may have stopped engaging with their brands.

在第二季度，我們發布了許多新功能，包括批量個人資料抑制工具，該工具可以透過抑制可能已停止與其品牌互動的個人資料來幫助我們的客戶保持活躍個人資料的乾淨。

Companies can now suppress those profiles with one click, so they can market to the right consumer and ensure the deliverability.

公司現在可以一鍵壓制這些資料，這樣他們就可以向正確的消費者行銷並確保交付能力。

Today, we also released reputation repair AI, which will determine when an account has poor deliverability, identify and segment out those accounts to create a clean list and ensure brands are sending to the highest-quality profiles, leading to stronger deliverability and e-mail performance.

今天，我們還發布了聲譽修復人工智慧，它將確定帳戶何時交付能力較差，識別並細分這些帳戶以創建乾淨的列表，並確保品牌發送到最高品質的個人資料，從而提高交付能力和電子郵件表現。

Deliverability is hugely important.

可交付性非常重要。

You may have the best content in the world, but it only works if it gets delivered.

您可能擁有世界上最好的內容，但只有交付後它才有效。

We've been investing heavily in our deliverability infrastructure and systems, and I want to thank our team who is focused day and night on ensuring the highest-quality deliverability and sender reputations.

我們一直在投遞基礎設施和系統上投入巨資，我要感謝我們的團隊日以繼夜地致力於確保最高品質的投遞和寄件者聲譽。

Equally important is compliance, and our team is focused on preventing abuse of these channels, whether malicious or accidental.

同樣重要的是合規性，我們的團隊致力於防止濫用這些管道，無論是惡意的還是意外的。

We're able to maintain strong compliance because we have insight into an enormous amount of data that allows us to see what's going on and how to stop it.

我們能夠保持嚴格的合規性，因為我們深入了解大量數據，使我們能夠了解正在發生的情況以及如何阻止它。

As a result of these efforts, we've navigated the changes from the e-mail service providers extremely well, and we're seeing the benefits from those efforts as companies turn to Klaviyo after negative experiences with other providers.

透過這些努力，我們很好地應對了電子郵件服務提供者的變化，並且隨著公司在與其他提供者的負面經歷後轉向 Klaviyo，我們看到了這些努力的好處。

A great example of this is Olive & June, a leading provider of at-home manicure and pedicure products.

Olive & June 就是一個很好的例子，它是家庭美甲和足療產品的領先供應商。

They were using a lower-cost provider, but were facing severe deliverability issues.

他們使用的是成本較低的供應商，但面臨嚴重的交付問題。

They came to Klaviyo because of our strong reputation in the market, the power of our platform, our deliverability strength, and our integrations with their other systems that will help them build better relationships with their end consumers.

他們來到 Klaviyo 是因為我們在市場上的良好聲譽、我們平台的強大功能、我們的交付能力以及我們與其他系統的集成，這將幫助他們與最終消費者建立更好的關係。

As we continue to add more features and functionality to the platform, we are committed to empowering our customers to get the most out of Klaviyo by making it easy to find answers about best practices, partners to work with and a community to engage with.

隨著我們不斷為平台添加更多功能和功能，我們致力於讓客戶輕鬆找到有關最佳實踐、合作夥伴和參與社群的答案，從而充分利用 Klaviyo。

To provide excellent customer support across all segments, we recently launched Klaviyo Power Up, our new centralized customer resource center, designers to bring all of these assets together in one place.

為了在所有細分市場提供卓越的客戶支持，我們最近推出了 Klaviyo Power Up，這是我們新的集中式客戶資源中心，設計師將所有這些資產整合到一個地方。

Power Up will help customers easily discover self-service resources and deliver curated content throughout their journey with Klaviyo.

Power Up 將幫助客戶在 Klaviyo 的整個旅程中輕鬆發現自助服務資源並提供精選內容。

We will continue to enhance Power Up as part of our dedication to support our customers' long-term success.

我們將繼續增強 Power Up，作為我們致力於支持客戶長期成功的一部分。

I'm extremely happy with our second quarter results and the strong first half of the year.

我對我們第二季的業績和上半年的強勁業績感到非常滿意。

We have a tremendous long-term opportunity ahead of us as we help our customers power smarter digital relationships around the world.

當我們幫助客戶在世界各地建立更聰明的數位關係時，我們面臨著巨大的長期機會。

And we have even bigger plans for the future to unlock use cases beyond marketing for our customers.

我們對未來還有更大的計劃，以解鎖客戶行銷以外的用例。

Before I hand it over to Amanda, I'm very proud to announce that Klaviyo was named an (inaudible) Best Workplace for the sixth year in a row, and Newsweek listed us as one of America's greatest workplaces for 2024.

在將其交給阿曼達之前，我非常自豪地宣布，Klaviyo 連續第六年被評為（聽不清）最佳工作場所，《新聞周刊》將我們列為2024 年美國最偉大的工作場所之一。

Thanks to all the Klaviyos for keeping up the energy of our culture.

感謝所有 Klaviyos 保持我們文化的活力。

And with that, I'll turn it over to Amanda.

有了這個，我會把它交給阿曼達。

Thanks, Andrew.

謝謝，安德魯。

Klaviyo delivered another quarter of strong financial performance in Q2 as we continue to drive efficient growth at scale.

隨著我們繼續大規模推動高效成長，Klaviyo 在第二季度再次實現了強勁的財務業績。

Revenue grew 35% year-over-year to $222 million, and we reported a 15% non-GAAP operating margin, both exceeding our expectations.

營收年增 35%，達到 2.22 億美元，我們公佈的非 GAAP 營業利潤率為 15%，均超出了我們的預期。

We're very pleased to deliver well above the Rule of 40 with this performance.

我們很高興能夠以遠高於 40 法則的成績實現這一目標。

We continue to deliver across our four primary growth vectors, adding new customers, expanding with those customers, expanding internationally and growing in the mid-market.

我們持續實現四個主要成長方向：增加新客戶、與這些客戶一起擴張、國際擴張以及中階市場成長。

In Q2, we added over 5,000 new customers and now have more than 151,000 customers, up 16% year-over-year.

第二季度，我們新增了 5,000 多個新客戶，目前客戶數量已超過 151,000 個，較去年同期成長 16%。

We saw strength in entrepreneurs and in the high end of the market.

我們看到了企業家和高端市場的力量。

However, we are seeing some of the softness in the SMB market that has been widely discussed across the industry over the last several months.

然而，我們看到中小企業市場出現了一些疲軟的情況，這在過去幾個月中得到了整個行業的廣泛討論。

Despite this, we delivered a strong quarter due to the diversity of our customer base across customer size and geography.

儘管如此，由於我們的客戶群在客戶規模和地理位置方面具有多樣性，我們仍然實現了強勁的季度業績。

Existing customers continue to expand with us by growing their existing usage and adding new products, as can be seen in our dollar-based net revenue retention rate or NRR, which was 112% for the quarter, an expected decline due to the lapping of our September 2022 price increase as well as the customer trends we spoke about earlier this year.

現有客戶透過增加現有使用量和添加新產品來繼續與我們一起擴展，這可以從我們以美元為基礎的淨收入保留率(NRR) 中看出，本季度為112%，由於我們的業務下滑，預計會出現下降。

We continue hearing from customers about macro pressures, and they remain focused on the value they're driving from their software.

我們不斷聽到客戶談論宏觀壓力，他們仍然專注於從軟體中獲得的價值。

As a result, our expectations for a continued decline in NRR in the near term haven't changed.

因此，我們對近期NRR持續下降的預期並沒有改變。

It's important to note that despite this, we continue to see strength and stability in our gross retention rates, which confirms our belief that Klaviyo is a must-have platform for our customers.

值得注意的是，儘管如此，我們的總保留率仍然強​​勁且穩定，這證實了我們的信念：Klaviyo 是我們客戶的必備平台。

Internationally, we continue to grow our global business.

在國際上，我們繼續發展我們的全球業務。

You'll recall that we announced the launch of our French language product in Q2, and we have seen extremely strong trends there as a result.

您可能還記得，我們​​在第二季宣布推出法語產品，因此我們看到了極其強勁的趨勢。

France was our fastest-growing country in new business in the quarter, up more than 65% from Q1.

法國是我們本季新業務成長最快的國家，較第一季成長超過 65%。

We also saw strength in the UK, Ireland, Italy and Germany.

我們也看到了英國、愛爾蘭、義大利和德國的實力。

In fact, our year-over-year revenue growth in EMEA accelerated to 45% in Q2 from 43% in Q1.

事實上，我們在 EMEA 地區的營收年增率從第一季的 43% 加速至第二季的 45%。

In aggregate, our international revenue grew 41% year-over-year.

整體而言，我們的國際營收年增 41%。

Finally, the go-to-market initiatives we implemented last year are delivering great results.

最後，我們去年實施的市場推廣計畫取得了良好的成果。

At the end of Q2, we had 2,386 customers generating over $50,000 in ARR, which was up 64% year-over-year.

截至第二季末，我們有 2,386 名客戶的 ARR 超過 50,000 美元，較去年同期成長 64%。

We're also seeing a healthy trend of landing new customers in this cohort from the start, adding the largest quarterly number in our history, evidence that our strategy is working and of the growing importance of our platform to our customers.

我們也看到從一開始就在這個群體中吸引新客戶的健康趨勢，增加了我們歷史上最大的季度數量，這證明我們的策略正在發揮作用，並且我們的平台對客戶的重要性日益增加。

Non-GAAP gross profit for the quarter was $175 million, representing a non-GAAP gross margin of 79%, up 140 basis points year-over-year.

該季度非 GAAP 毛利為 1.75 億美元，非 GAAP 毛利率為 79%，較去年同期成長 140 個基點。

This came in slightly better than expected as we continue to absorb mix shift pressure from our growing SMS business through operational efficiencies across our infrastructure and support organizations.

這一結果略好於預期，因為我們透過提高基礎設施和支援組織的營運效率，繼續吸收不斷成長的 SMS 業務帶來的混合轉型壓力。

For the full year, we expect non-GAAP gross margin to be down slightly from last year.

對於全年，我們預計非公認會計原則毛利率將比去年略有下降。

Turning to non-GAAP operating expenses.

轉向非公認會計準則營運費用。

Sales and marketing expense was 32% of revenue for the quarter, up 140 basis points over last year as a result of our investments in sales, head count and marketing programs that we've discussed the last few quarters.

由於我們在過去幾季討論的銷售、員工人數和行銷計劃方面的投資，銷售和行銷費用佔本季度收入的 32%，比去年增加了 140 個基點。

R&D expense was 19% of revenue, down 100 basis points year-over-year, primarily driven by an increase in capitalized software as a result of more development work on customer-facing features that we'll be rolling out.

研發費用佔營收的 19%，年減 100 個基點，主要是由於我們將推出更多面向客戶的功能的開發工作，導致資本化軟體增加。

Finally, G&A expense was 13% of revenue, down 170 basis points year-over-year, primarily as a result of the release of some international tax-related reserves.

最後，一般管理費用佔收入的 13%，年減 170 個基點，主要是因為釋放了一些國際稅收相關儲備。

We do expect more of these releases over the next few quarters, which may drive some fluctuations in G&A expenses.

我們確實預計未來幾季會有更多此類版本發布，這可能會導致一般管理費用出現一些波動。

For the second quarter, our non-GAAP operating income was $34 million, representing a non-GAAP operating margin of 15%.

第二季度，我們的非 GAAP 營業收入為 3,400 萬美元，非 GAAP 營業利潤率為 15%。

This was stronger than our guidance.

這比我們的指導強。

As a result of the revenue strength, the items I discussed earlier as well as head count coming in a bit lighter than expected for the quarter.

由於收入強勁，我之前討論的項目以及本季的員工人數略低於預期。

We generated free cash flow of $37 million during the quarter, down slightly from the prior year due to payroll and other operational expenses as well as the timing of collections.

本季我們產生了 3700 萬美元的自由現金流，由於工資和其他營運費用以及收款時間的原因，比去年略有下降。

Moving to guidance.

轉向指導。

For the third quarter, we expect revenue to be $225 million to $227 million, representing growth of 28% to 29% year-over-year.

我們預計第三季營收為 2.25 億至 2.27 億美元，年增 28% 至 29%。

We expect non-GAAP operating income to be $21.5 million to $24.5 million, representing non-GAAP operating margin of 10% to 11%.

我們預計非 GAAP 營業收入為 2,150 萬美元至 2,450 萬美元，相當於非 GAAP 營業利潤率為 10% 至 11%。

This is a bit better than we had suggested last quarter due to a shift in the timing of some investments as well as the lower OpEx related to slower-than-anticipated head count growth in Q2.

這比我們上季度建議的要好一些，因為一些投資的時間發生了變化，以及與第二季度員工數量增長慢於預期相關的營運支出較低。

For the third quarter, we expect fully diluted shares outstanding to be approximately $300 million.

對於第三季度，我們預計完全攤薄後的已發行股票約為 3 億美元。

For the full year, we are increasing our revenue guidance by $11 million to $910 million to $918 million, representing growth of 30% to 31% year-over-year.

對於全年，我們將營收指引上調 1,100 萬美元至 9.1 億美元至 9.18 億美元，年增 30% 至 31%。

We are also raising our non-GAAP operating income guidance by $6 million to $103 million to $111 million, representing a non-GAAP operating margin of 11% to 12%.

我們也將非 GAAP 營業收入指引提高了 600 萬美元，至 1.03 億美元至 1.11 億美元，相當於非 GAAP 營業利潤率為 11% 至 12%。

We continue to make incremental investments across go-to-market and product opportunistically and expect those investments to be spread across Q3 and Q4, as we set Klaviyo up for long-term growth.

我們繼續機會主義地在上市和產品方面進行增量投資，並預計這些投資將分佈在第三季度和第四季度，因為我們為 Klaviyo 的長期成長做好了準備。

Finally, for the full year, we expect fully diluted share count to be approximately $301 million.

最後，我們預計全年完全稀釋後的股票數量約為 3.01 億美元。

In closing, these strong results are a clear indication that Klaviyo's platform is driving success for our customers.

最後，這些強勁的業績清楚地表明 Klaviyo 的平台正在推動我們客戶的成功。

We are excited about the remainder of 2024 and the coming years as we continue to build the foundation for durable and efficient growth going forward.

我們對 2024 年剩餘時間和未來幾年感到興奮，因為我們將繼續為未來持久、高效的成長奠定基礎。

And with that, we'll open up the call for Q&A.

至此，我們將開始問答環節。

Operator?

操作員？

(Operator instructions)

（操作員說明）

Brent Bracelin, Piper Sandler.

布倫特·布萊斯林，派珀·桑德勒。

Thank you.

謝謝。

Good afternoon.

午安.

I guess I wanted to start out here with the durability of growth.

我想我想從成長的持久性開始。

Clearly, the macro is pretty challenged out there, remains challenging for many.

顯然，宏觀經濟面臨相當大的挑戰，對許多人來說仍然具有挑戰性。

But looks like growth for you was actually stronger this June quarter than it was a year ago.

但看起來這個六月季度的成長實際上比一年前更強勁。

Growth accelerated a little bit on top line.

營收成長略有加速。

You're guiding up for the year.

你正在為這一年做指導。

Can you just double click into the demand drivers that's giving you optimism and underpinning the strength here?

您能否雙擊那些帶給您樂觀情緒並支撐這裡實力的需求驅動因素？

It is surprising and just love to hear a little bit more around what's driving the optimism in the business and momentum?

令人驚訝的是，我很想聽聽更多關於是什麼推動了業務和勢頭的樂觀情緒？

Thanks.

謝謝。

Thanks, Brent.

謝謝，布倫特。

It's Amanda.

是阿曼達。

Appreciate the question.

感謝這個問題。

And we're very pleased with the results from the quarter.

我們對本季的結果非常滿意。

It was a really strong revenue quarter in Q2.

第二季度的營收非常強勁。

As we talked about on the call, we saw strength in the entrepreneur side of the market driven by efficiency from our marketing investments as well as some investments we made in product to increase our free-to-paid conversion.

正如我們在電話會議上談到的那樣，我們看到了市場企業家方面的力量，這是由我們的行銷投資以及我們為提高免費到付費轉換而進行的一些產品投資的效率所推動的。

We saw strength in the upper end of the market.

我們看到了高端市場的強勢。

And we added this quarter, as we said, our highest number greater than [$50,000] ARR customers that we have in our company's history.

正如我們所說，本季我們增加了公司歷史上 ARR 客戶數量超過 [50,000 美元] 的最高數量。

And then we also continue to see strength in SMS.

然後我們也繼續看到簡訊的力量。

We're expanding our penetration and our usage with customers, and we're seeing strong growth internationally.

我們正在擴大我們的滲透率和客戶使用率，並且我們在國際上看到了強勁的成長。

International had a terrific quarter, growing 41% year-over-year.

國際業務季度表現出色，年增 41%。

So really multiple drivers of the strength in the quarter.

因此，本季的實力確實有多個驅動因素。

And I think what it is a testament to is the diversity of our customer base, across customer size, across geography that shows that we can be durable and resilient (inaudible) multiple operating environments.

我認為這證明了我們客戶群的多樣性，無論客戶規模、地理，這表明我們可以在多種營運環境中保持持久和彈性（聽不清楚）。

Helpful color.

有用的顏色。

Thank you.

謝謝。

Keith Weiss, Morgan Stanley.

基斯‧韋斯，摩根士丹利。

Hi.

你好。

Thanks for taking the question and congratulations on a really solid quarter in a uneven macro backdrop, if you will.

感謝您提出問題，如果您願意的話，祝賀您在不平衡的宏觀背景下實現了一個非常穩定的季度。

I wanted to focus, maybe one question on the top line, one question on the bottom line.

我想集中註意力，也許一個問題放在頂線上，一個問題放在底線。

On the top line, new customer adds were definitely highlighted.

最重要的是，新客戶的增加無疑是突出的。

It picked up a lot from last quarter.

較上季度有所回升。

What's enabling that?

是什麼促成了這一點？

Is it some of the like partner initiatives?

是一些類似的合作夥伴計劃嗎？

Is it the expansion of products into international companies?

是向國際公司拓展產品嗎？

Can you give us a little bit of color on what's enabling you to sort of pick up that customer adds, even with the weaker SMBs and the weaker backdrop?

您能否向我們介紹一下，即使在中小型企業實力較弱和背景較弱的情況下，您也能透過哪些方式獲得客戶的青睞？

And then on the, like the bottom line side of the equation, really good operating margin performance this quarter, but it does seem like our Q4 numbers are coming down a lot if we take the Q3 guide and the full year guide.

然後，就像等式的底線一側一樣，本季的營業利潤率表現非常好，但如果我們採用第三季指南和全年指南，我們第四季的數字似乎確實會下降很多。

Anything in particular that's going to be pulling down that Q4?

有什麼特別的事情會拖垮第四季的業績嗎？

Or any like different timing in investments or a ramp-up in investments that explains that?

或者有什麼不同的投資時機或投資增加可以解釋這一點？

Thank you.

謝謝。

Great.

偉大的。

Thanks so much, Keith, and appreciate your kind words.

非常感謝，基思，並感謝你的客氣話。

It was a strong quarter for net adds.

這是一個淨增加強勁的季度。

We added 5,000 net new customers in Q2, and now we've got over 151,000 customers.

第二季我們淨增加了 5,000 名新客戶，現在我們的客戶數量已超過 151,000 名。

As we talked about last quarter, increasingly, we are shifting our go-to-market resources towards SMB and mid-market.

正如我們上季度談到的那樣，我們越來越多地將市場資源轉向中小企業和中端市場。

And in the entrepreneur group, we're putting more into product led growth.

在企業家群體中，我們正在將更多資金投入到以產品為主導的成長中。

In this quarter, we saw the benefit of those efforts.

在本季度，我們看到了這些努力的好處。

We saw strength in that entrepreneur customer group that was really driven by efficiency from our direct marketing spend as well as improvements in free-to-paid conversion coming from our product-led growth efforts.

我們看到了該企業家客戶群的實力，這實際上是由我們的直接行銷支出的效率以及我們以產品為主導的成長努力帶來的免費到付費轉換的改善所推動的。

We talked a little bit just a minute ago about the strength that we saw at the upper end of the market as well, and that is, as a result of the go-to-market investments that we've been making to really drive that strength in those larger customer lands as well.

就在一分鐘前，我們談到了我們在高端市場也看到的力量，這是我們一直在進行的市場投資的結果，以真正推動這一趨勢在那些更大的客戶領域也具有實力。

Now I will say on the net adds, keep in mind, that is a number that might move around a bit over time.

現在我要在網路上說的是，請記住，這個數字可能會隨著時間的推移而發生一些變化。

We're okay with that because our focus is really on adding high-quality customers.

我們對此表示同意，因為我們的重點實際上是增加高品質的客戶。

We're really pleased this quarter that we added customers like Samsonite, Boston Proper, the Fortune 1,000 company, Andrew spoke about and the national grocery retailer.

我們非常高興本季增加了 Samsonite、Boston Proper、Andrew 談到的財富 1,000 強公司以及全國雜貨零售商等客戶。

And we're looking forward over time to helping even more customers grow.

我們期待隨著時間的推移幫助更多客戶成長。

And then regarding your question on investments and the timing of investments and how those may unfold during the year.

然後關於您關於投資和投資時機以及這些投資在一年中如何展開的問題。

As we spoke about at the beginning of the year, as we are going through the year and see outperformance in the business, we're going to be reinvesting that back to continue to drive durable growth.

正如我們在年初談到的那樣，隨著我們度過這一年並看到業務表現出色，我們將對其進行再投資，以繼續推動持久成長。

We're reinvesting it incrementally across go-to-market and product.

我們正在對市場和產品進行增量再投資。

And two of the areas of focus for investment for us are mid-market and international.

我們重點投資的兩個領域是中端市場和國際市場。

Those investments are ongoing.

這些投資正在進行中。

We're continuing to build out the right team, the right infrastructure to capture those markets.

我們正在繼續建立合適的團隊和合適的基礎設施來佔領這些市場。

And importantly, we're seeing strong returns.

重要的是，我們看到了強勁的回報。

As we talked about on the call, international investments are leading to really strong growth in EMEA and APAC.

正如我們在電話會議上談到的，國際投資正在導致歐洲、中東和非洲和亞太地區真正強勁的成長。

As we look towards the back half of the year, we're going to be increasing our marketing efforts in the run up to Black Friday, Cyber Monday.

展望今年下半年，我們將在黑色星期五和網路星期一之前加大行銷力度。

And we're continuing to invest in our product team to enhance existing features to launch new features.

我們將繼續投資於我們的產品團隊，以增強現有功能以推出新功能。

Some great examples of that, this quarter were the new features that we launched to AI that we announced recently.

本季我們最近宣布的人工智慧新功能就是一些很好的例子。

So as always, as we make those investments, we're doing it with a really clear eye and a focus on unit economics to make sure that we're getting good returns to continue to drive that efficient growth in the future.

因此，與往常一樣，當我們進行這些投資時，我們會以非常清晰的眼光並關注單位經濟效益，以確保我們獲得良好的回報，以繼續推動未來的高效成長。

(inaudible) Super helpful.

（聽不清楚）超有幫助。

Thank you, guys.

謝謝你們，夥計們。

Siti Panigrahi, Mizuho.

西蒂·帕尼格拉希，瑞穗。

Thanks for taking my question and congratulation on a strong quarter.

感謝您提出我的問題並祝賀本季表現強勁。

And just my question about your new products.

我的問題是關於你們的新產品。

You guys talked about AI, even some of the integration as well and reviews, some of that don't have the direct pricing.

你們談論了人工智慧，甚至還有一些整合和評論，其中一些沒有直接定價。

How do you monetize that to your base?

您如何將其貨幣化到您的基礎？

And then as you're seeing large customers using your product, how does that influence your product strategy?

然後，當您看到大量客戶使用您的產品時，這對您的產品策略有何影響？

How should we think about the upcoming products in the next few years?

我們該如何看待未來幾年即將推出的產品？

Sure.

當然。

Happy to dive into that.

很高興能深入其中。

So if you think about the products that we've released, we started out with our core database and e-mail products.

因此，如果您考慮我們發布的產品，我們是從核心資料庫和電子郵件產品開始的。

We added on SMS.

我們添加了短信。

And in the last year, we've added both Reviews and CDP, and those are both products that we're monetizing directly.

去年，我們添加了評論和 CDP，這些都是我們直接貨幣化的產品。

And we're seeing good adoption there.

我們看到那裡的採用率很高。

Very excited about the progress we're making with both of those.

我們對這兩個方面所取得的進展感到非常興奮。

And then on the artificial intelligence, the AI side, one of the things we think about is AI in these three different use cases, productivity, optimization and expanding your marketing strategy.

然後在人工智慧方面，我們考慮的事情之一是人工智慧在這三個不同用例中的應用：生產力、優化和擴展行銷策略。

So for artificial intelligence, the productivity tools we're building, we expect that those will, we're not monetizing that directly, but those do drive incremental usage.

因此，對於人工智慧，我們正在建立的生產力工具，我們預計它們會，我們不會直接將其貨幣化，但它們確實會推動增量使用。

So there's an indirect mechanism there.

所以那裡有一個間接機制。

And then for a lot of the stuff we're doing around helping you optimize marketing campaigns to have the right content, the right timing, tuning to who receives, which message as well as generating net new strategies, what products that customers often buy together, helping you come up with new marketing ideas.

然後，對於我們正在做的許多事情，幫助您優化行銷活動，以獲得正確的內容、正確的時機、調整誰接收、哪些訊息以及產生淨新策略、客戶經常一起購買哪些產品，幫助您想出新的營銷創意。

Those, we think, are going to be incremental to Klaviyo Attributed Value or the revenue that we help our customers create.

我們認為，這些將增加 Klaviyo 屬性價值或我們幫助客戶創造的收入。

And while we're not monetizing those today, we do think that there's an opportunity to monetize it over time.

雖然我們今天還沒有將這些貨幣化，但我們確實認為隨著時間的推移，有機會將其貨幣化。

And what's great about them is they're not just for productivity.

它們的偉大之處在於它們不僅僅是為了提高生產力。

They really are, they're directly revenue driving.

他們確實是，他們直接推動收入。

So our customers really understand the value of this.

所以我們的客戶真正了解這一點的價值。

So we're working with a lot of customers on building that optionality out.

因此，我們正在與許多客戶合作，以創造這種選擇。

We don't have any time lines right now to monetize those, but we know there's an opportunity.

我們現在沒有任何時間表來將這些貨幣化，但我們知道有機會。

And lastly, you talked about product strategy, how as we drive more adoption, we have more customers that are multiproduct.

最後，您談到了產品策略，以及隨著我們推動更多採用，我們如何擁有更多多產品客戶。

How do we think about that?

我們對此有何看法？

The core of Klaviyo is the data platform that we've built, the single source of truth for everything you need to know about your consumers.

Klaviyo 的核心是我們建立的資料平台，它是您需要了解的所有關於消費者的資訊的單一事實來源。

We want to help every business take advantage of that and use it so that for every interaction that the consumers have with that business, that it's personalized, that they can measure how much customers like it and then they can use artificial intelligence to optimize it.

我們希望幫助每個企業利用這一點並使用它，以便消費者與該企業的每一次互動都是個人化的，他們可以衡量客戶的喜歡程度，然後他們可以使用人工智慧來優化它。

And we think we can take that well beyond just marketing and channels, but we can take that to other customer services.

我們認為我們不僅可以將其應用於行銷和管道，還可以將其應用於其他客戶服務。

When you think about things like what it means to, when somebody is trying to get educated or they have a question or digital properties like people's websites and mobile apps.

當你思考諸如當某人試圖接受教育或他們有問題或數位資產（例如人們的網站和行動應用程式）意味著什麼時。

So I think you'll see from us the use cases and therefore the products that can expand often on top of this data platform we've built, there's a lot of those, and I'm very excited about the building we're going to do on that over the coming months and over the coming years.

所以我想你會從我們這裡看到用例，因此可以在我們構建的這個數據平台之上經常擴展的產品，有很多，我對我們正在建造的建築感到非常興奮在未來幾個月和未來幾年內做到這一點。

Thanks for the color.

謝謝你的顏色。

DJ Hynes, Canaccord.

DJ 海因斯，Canaccord。

Hey, guys.

嘿，夥計們。

Congrats on a really nice quarter.

恭喜您度過了一個非常美好的季度。

Thanks for taking the question.

感謝您提出問題。

So Shopify obviously reported this morning.

所以 Shopify 今天早上顯然報道了。

I'm sure you saw that really strong merchant ads.

我確信您看到了非常強大的商家廣告。

Interestingly, they said about half of their new merchant ads in Q2 came from outside of core English-speaking markets.

有趣的是，他們表示第二季大約一半的新商家廣告來自核心英語市場之外。

So two questions there.

那麼有兩個問題。

A, do you see the same demand characteristics in those markets?

A，您認為這些市場有相同的需求特徵嗎？

And then B, how quickly can you guys move to localize the platform for those merchants?

然後 B，你們能多快為這些商家在地化平台？

Yes, I'll start and give a little color on international, and Amanda can follow on.

是的，我將首先對國際比賽進行一些介紹，阿曼達可以繼續。

So I think we're seeing strong international growth as well.

所以我認為我們也看到了強勁的國際成長。

So we mentioned earlier this year, in the last few months, we launched our product in French, along with local language marketing, and that's gone very well.

所以我們今年稍早提到，在過去的幾個月裡，我們推出了法語產品以及當地語言行銷，進展非常順利。

And I think that there's, we can take that playbook that we've run into France and take that to other languages and then other markets.

我認為，我們可以將我們在法國遇到的劇本推廣到其他語言，然後推廣到其他市場。

And so you can see we've had some great wins there like with companies like Le Petit Ballon.

所以你可以看到我們在那裡取得了一些偉大的勝利，就像 Le Petit Ballon 這樣的公司一樣。

And more broadly internationally, I think we're starting to invest in plays to look like the documentation, the customer stories.

在更廣泛的國際範圍內，我認為我們開始投資看起來像文件、客戶故事的戲劇。

Also, we're localizing out some of the digital marketing ad campaigns we're running.

此外，我們正在在地化我們正在運行的一些數位行銷廣告活動。

So I think you'll see those play out over the coming months.

所以我想你會在接下來的幾個月看到這些結果。

Thank you.

謝謝。

Arjun Bhatia , William Blair.

阿瓊·巴蒂亞，威廉·布萊爾。

Perfect.

完美的。

And I'll have my congrats on a nice quarter here.

我將祝賀這裡度過了一個愉快的季度。

Andrew, maybe one for you.

安德魯，也許有一個適合你。

Just one of the things that we didn't touch on thus far is your push, mobile push capabilities.

到目前為止我們還沒有涉及的事情之一就是推送、行動推送功能。

I'm curious how progress is going there.

我很好奇那裡進展如何。

And when you think about some of these upmarket, some of the upmarket momentum that we're seeing, especially with new customers landing in that [$50,000] cohort, how much is that, the mobile capabilities contributing to where customers might be buying all of your channels upfront as they look for a platform that they can scale on?

當你想到其中一些高端市場時，我們看到的一些高端市場勢頭，特別是新客戶登陸 [50,000 美元] 群體時，移動功能對客戶可能購買所有產品的貢獻有多大？的平台時，您會提前進行嗎？

Yes, absolutely.

是的，絕對是。

So I think when we, as we start to reach into the mid-market and the enterprise, I think folks, again, are coming to us primarily for our data platform and then all of the marketing channels in one place, and it's that tight integration.

因此，我認為，當我們開始進入中端市場和企業時，我認為人們再次來到我們這裡主要是為了我們的數據平台，然後是所有行銷管道都集中在一個地方，而且非常緊張。

So specifically on mobile, I think we talked about on the last call, we now have several customers that are sending high volume number of push locations and using other mobile functionality.

因此，特別是在行動裝置上，我想我們在上次通話中談到過，我們現在有幾個客戶正在發送大量推送位置並使用其他行動功能。

We obviously have a good chunk of our product team that's working on building out those capabilities.

顯然，我們的產品團隊中有很大一部分人正在致力於建立這些功能。

And what we're finding is similar with e-mail and SMS, folks are interested in how the interplay between those channels, and they want all of them in one place.

我們發現電子郵件和簡訊類似，人們對這些管道之間的相互作用感興趣，並且他們希望將所有這些管道集中在一處。

They want great content creating tools.

他們想要出色的內容創作工具。

They want to use the data that Klaviyo provides to help personalize and measure the performance of each of those campaigns.

他們希望使用 Klaviyo 提供的數據來幫助個人化和衡量每個活動的績效。

So I think it's early for us.

所以我認為現在對我們來說還為時過早。

We're finding customers where that was a requirement for them.

我們正在尋找有需求的客戶。

Now we're able to address that.

現在我們可以解決這個問題了。

And I expect, over time, enterprise, there's a mix of folks that either have mobile properties where they need that functionality and then those that don't.

我預計，隨著時間的推移，企業中會有各種各樣的人，要么擁有需要該功能的移動屬性，要么擁有不需要該功能的移動屬性。

I think we're finding that we can now address those and within retail and e-commerce, there's obviously folks that have mobile apps.

我認為我們發現我們現在可以解決這些問題，並且在零售和電子商務領域，顯然有人擁有行動應用程式。

But then even outside of that, that's opening up new use cases for us that we can start to address.

但即使除此之外，這也為我們開啟了新的用例，我們可以開始解決這些用例。

So I think over the coming couple of quarters, we're going to make, we're making more investments there.

因此，我認為在接下來的幾個季度中，我們將在那裡進行更多投資。

All this idea of any way you want to communicate with your customers, with your end consumers, you can do that with our products.

所有這些想法，無論您想以任何方式與客戶、最終消費者溝通，您都可以使用我們的產品來實現。

All right.

好的。

Perfect.

完美的。

Thank you.

謝謝。

Derrick Wood, TD Cowen.

德里克·伍德，TD·考恩。

Great.

偉大的。

Thanks and congrats on a great quarter.

感謝並祝賀您度過了一個美好的季度。

Andrew, there seems to be talk that the AI wave is starting to drive more companies to invest in personalization, in the marketing and customer engagement space.

安德魯，似乎有傳言稱，人工智慧浪潮正開始推動更多公司投資個人化、行銷和客戶參與領域。

And certainly, that sounds like what you're seeing with, talking about AI, driving new marketing strategies.

當然，這聽起來就像你所看到的，談論人工智慧，推動新的行銷策略。

But given that you've got this vertically oriented stack with a rich data layer to really help with personalization, how are you seeing, how would you characterize demand and competitive positioning for Klaviyo today versus a few quarters ago now that there's been a lot more focus on AI-related initiatives?

但是，考慮到您已經擁有了具有豐富資料層的垂直方向堆疊，可以真正幫助實現個性化，那麼您如何看待Klaviyo 的需求和競爭定位，與幾個季度前相比，現在有更多的需求和競爭定位？

Yes.

是的。

So I'll say two things.

所以我要說兩件事。

I mean the first is the importance of having, allowing businesses to take, use the data asset, the consumer data they have, the things they know about their end consumers and put that to work and have that so tightly coupled with the applications where you actually take action on it.

我的意思是，第一個是擁有的重要性，允許企業獲取、使用數據資產、他們擁有的消費者數據、他們對最終消費者的了解，並將其付諸實踐，並將其與您所在的應用程式緊密結合。

So marketing is one.

所以行銷就是其中之一。

That integration between database and system of action is really important.

資料庫和行動系統之間的整合非常重要。

So I think we're actually, we've got a big like heads-up, a bit of a lead on that.

所以我認為我們實際上，我們有一個很大的單挑，在這方面有一點領先。

And then you can start to see that with some of the features that we're building.

然後您可以開始透過我們正在建立的一些功能來看到這一點。

So for example, we talked about productivity as a use case.

例如，我們將生產力作為一個用例進行討論。

We've now released e-mail AI, Segments AI.

我們現在發布了電子郵件 AI、Segments AI。

This past quarter, we launched Flows AI.

上個季度，我們推出了 Flows AI。

All of these are tools so that whether you're a small business, an entrepreneur just starting out or a large enterprise, you can build more marketing campaigns faster.

所有這些都是工具，因此無論您是小型企業、剛起步的企業家還是大型企業，您都可以更快地進行更多行銷活動。

And actually, those prompts can look into your data set and understand the kind of data you have to automatically create different segmentations or workflows for you.

實際上，這些提示可以查看您的資料集並了解您必須自動建立不同細分或工作流程的資料類型。

So on the productivity front, we're making a lot of progress.

因此，在生產力方面，我們取得了巨大進展。

We're also able to, also release personalized campaigns.

我們也能夠發布個人化的活動。

So if you think about what that future is all about, it's this idea of if you have multiple variations of the campaign.

因此，如果你思考未來的意義，那就是你是否有多種活動變體。

For some businesses, it could be dozens.

對某些企業來說，可能有數十個。

Historically, what that meant was you just picked the best variant, the best version for everybody.

從歷史上看，這意味著你只是選擇了最好的變體，對每個人來說最好的版本。

What we're actually able to do because we have all the data inside of our data platform, we can actually figure out on a consumer level basis for each person what's the right content for them.

我們實際上能夠做到的是，因為我們擁有數據平台內的所有數據，我們實際上可以在消費者層面上為每個人找出適合他們的內容。

And there's incremental lift on that.

而且這方面還有增量提升。

So I think all this is, the thesis that we've had of help people pull all their data together, then allow them to action it, I think with artificial intelligence and machine learning, we're not only able to help them accelerate actually doing that.

所以我認為這一切都是我們的論文，幫助人們將所有數據整合在一起，然後讓他們採取行動，我認為透過人工智慧和機器學習，我們不僅能夠幫助他們實際上加速這樣做。

And what I'm excited about is our ability to suggest strategies, more optimization in folks to allow business to do that more autonomously.

讓我感到興奮的是我們能夠提出策略，對人員進行更多優化，讓企業更自主地做到這一點。

So we feel really good about where we are, and we are very much full speed ahead on bringing it to life because I think, again, it's not just productivity for us.

因此，我們對自己所處的位置感到非常滿意，我們正在全速前進，因為我再次認為，這不僅僅是我們的生產力。

This is about driving incremental revenue, and that's even more important for these businesses.

這是為了增加收入，這對這些企業來說更為重要。

And that really is building, it's important for customers of all sizes, and we're absolutely seeing it come through in why customers are coming to us.

這確實正在建立，這對各種規模的客戶都很重要，我們絕對看到它成為客戶來到我們這裡的原因。

We had a win this quarter with a provider of spa inspired hair products, and they were working with a legacy cloud provider.

本季我們與水療美髮產品供應商取得了勝利，他們正在與傳統雲端供應商合作。

They wanted to be able to have really strong customer engagement, but what they were seeing was poor open rates, ineffective segmentation, lack of insights.

他們希望能夠擁有真正強大的客戶參與度，但他們看到的卻是開啟率很低、細分無效、缺乏洞察力。

All of those brought them to Klaviyo.

所有這些都把他們帶到了克拉維約。

And they consolidated their e-mail, their SMS, their CDP and Reviews with us.

他們與我們整合了電子郵件、簡訊、CDP 和評論。

And now we're excited to work together, so that they can use our platform and their customer data to really help drive that personalization and revenue growth.

現在我們很高興能夠合作，以便他們可以使用我們的平台和客戶數據來真正幫助推動個人化和收入成長。

Awesome.

驚人的。

Thank you.

謝謝。

Terry Tillman from Truist.

《Truist》的特里·蒂爾曼。

Yes, thanks for taking my question.

是的，感謝您提出我的問題。

I guess I should say bonjour with the ramp you're seeing in the French market.

我想我應該對你在法國市場上看到的坡道說聲「bonjour」。

It's a single question.

這是一個單一的問題。

It's got two parts though.

但它有兩個部分。

First, I know you all have been evolving and kind of testing and learning with CDP, but what are you seeing after you've done some kind of packaging updates?

首先，我知道你們都在不斷發展、測試和學習 CDP，但在完成某種打包更新後，你們看到了什麼？

Is that helping incrementally with adoption?

這是否有助於逐步採用？

And then the second part of this question is, I heard a lot in your prepared remarks around deliverability.

這個問題的第二部分是，我在您準備好的關於可交付性的評論中聽到了很多內容。

As you're getting more of these kind of bigger customers than initially and kind of this world around TCO and maybe with bulk tender changes, is deliverability creating kind of a new almost replacement cycle?

隨著您獲得比最初更多的此類大客戶，以及 TCO 周圍的世界，也許還有批量招標變更，交付能力是否會創造一種新的幾乎更換週期？

Thank you.

謝謝。

Thanks, Terry.

謝謝，特里。

So first, I'll talk about CDP.

首先，我要談談 CDP。

So what we found with our customer data platform, our CDP product, there's really two, four use cases.

因此，我們發現我們的客戶資料平台、我們的 CDP 產品確實有兩、四個用例。

The first is storing all that data, creating a system of record, governing it, data hygiene.

首先是儲存所有資料、建立記錄系統、對其進行管理、資料衛生。

That's part one.

這是第一部分。

And then part two is allowing folks to do analytics on top of it, to figure out which customer segments they should be marketing to.

第二部分是讓人們在此基礎上進行分析，以確定他們應該向哪些客戶群進行行銷。

So what we actually started to experiment a little bit with is different ways to think about packing that.

因此，我們實際上開始嘗試的是不同的包裝方式。

Do you put both of those together?

你把這兩個放在一起嗎？

Do you separate those out?

你把它們分開嗎？

And I'm really excited about both the products we're making on the product side.

我對我們在產品方面製作的這兩種產品感到非常興奮。

On the data tooling side, we've done a lot of work to improve both the speed of ingesting data as well as getting it out to other systems.

在資料工具方面，我們做了很多工作來提高提取資料以及將資料傳輸到其他系統的速度。

We talked about, at the top of the call about how outbound connectors are a big part of the integrations to Klaviyo and speeding that up as well.

我們在電話會議的頂部討論了出站連接器如何成為 Klaviyo 整合的重要組成部分並加快整合速度。

And then on the analytics side, as an example, we launched a new feature within the CDP around product analytics.

然後在分析方面，例如，我們在 CDP 中圍繞產品分析推出了一項新功能。

So we can actually help brands with lots of SKUs, figure out where there's affinities between products, and they can instantly turn that into marketing campaigns that drive incremental revenue.

因此，我們實際上可以幫助擁有大量 SKU 的品牌，找出產品之間的相似之處，然後他們可以立即將其轉化為可增加收入的行銷活動。

So we're excited about the progress there.

因此，我們對那裡的進展感到興奮。

And then on deliverability, what I'd say is that's been at the core of, it's been one of the things we focus on since we started.

關於交付能力，我想說的是，這是我們自成立以來一直關注的核心議題之一。

It's obviously what Klaviyo stands for, personalization and getting the right person, the right content.

顯然，這就是 Klaviyo 所代表的：個人化以及找到合適的人、合適的內容。

As we saw some of the changes roll through e-mail service providers, those haven't had a material impact on us.

正如我們看到電子郵件服務提供者發生的一些變化一樣，這些變化並沒有對我們產生實質影響。

In fact, we've seen some customers come to Klaviyo.

事實上，我們已經看到一些顧客來到 Klaviyo。

They know it's the revenue engine.

他們知道這是收入引擎。

They know how important deliverability is, and they've chosen us because of our dedication to e-mail and SMS deliverability.

他們知道送達率有多重要，他們選擇我們是因為我們致力於電子郵件和簡訊送達率。

So with our customer teams and our integration teams have done a great job to ensure that deliverability is working for folks.

因此，我們的客戶團隊和整合團隊在確保交付能力為人們服務方面做得非常出色。

So I think both, the delivery front has become a big differentiator.

所以我認為交付前端已經變成一個很大的差異化因素。

And on the CDP front, we're very excited about the progress that's there.

在 CDP 方面，我們對所取得的進展感到非常興奮。

I think there's, we're starting to learn a lot about the use cases and potentially think about some packaging changes.

我認為，我們開始了解很多關於用例的知識，並可能考慮一些包裝變更。

Raimo Lenschow, Barclays.

雷莫‧倫肖 (Raimo Lenshow)，巴克萊銀行。

Thank you.

謝謝。

Could we, I'm trying to go back to the health of the SMB, Amanda, your comments as well.

我們可以嗎，我正在努力恢復中小企業的健康，阿曼達，還有你的評論。

Question is, if you think about the behavior of an SMB, like clearly, you guys seem to be seen as more strategic for them because if you don't market, you can't sell, basically means you can't survive.

問題是，如果你考慮中小型企業的行為，很明顯，你們似乎被認為對他們更具戰略意義，因為如果你不行銷，就無法銷售，基本上意味著你無法生存。

But like how do you see the customers stacking up in terms of like fitting you in and seeing you as something that's kind of helps them versus something that is nice to be like we see at other solutions?

但是，你如何看待客戶對你的融入程度，以及將你視為對他們有幫助的東西，而不是像我們在其他解決方案中看到的那樣？

Just help us understand as well like how that kind of slightly more uncertain SMB market is playing into your thinking.

請幫助我們了解這個稍微不確定的中小企業市場如何影響您的想法。

Thank you.

謝謝。

Yes.

是的。

I'll add on top of what Amanda said a few minutes ago.

我將補充阿曼達幾分鐘前所說的話。

So the first is we're a must have revenue engine for this business.

因此，首先我們是這項業務必須擁有的收入引擎。

That's what makes us so essential.

這就是我們如此重要的原因。

And that's what we love helping our customers do, grow their businesses.

這就是我們熱衷於幫助客戶發展業務的原因。

I think within the SMB, it's a little nuanced.

我認為在中小企業內部，這有點微妙。

We actually divide SMB into two groupings.

我們實際上將 SMB 分為兩類。

The first is entrepreneurs.

首先是企業家。

If think about businesses, they're really just starting out, very small teams.

如果考慮一下企業，他們實際上才剛起步，團隊很小。

And then we also think about like larger SMBs.

然後我們也考慮大型中小企業。

So to speak to each of those two categories.

就這兩個類別中的每一個而言。

When we talked about some of the softness Amanda mentioned, we've seen relatively fewer ads in that larger SMB space.

當我們談論阿曼達提到的一些軟性時，我們在較大的中小型企業空間中看到的廣告相對較少。

And we think part of that is attributed to slightly longer sales cycles.

我們認為部分原因是銷售週期稍長。

Now we still find folks are moving to (inaudible) are a little bit longer.

現在我們仍然發現人們正在移動（聽不清楚）更長一些。

And just as a reminder, we measure our sales cycles with those larger SMBs.

提醒一下，我們與那些較大的中小型企業一起衡量我們的銷售週期。

I mean it's still in days and weeks, not months.

我的意思是，這仍然需要幾天和幾週的時間，而不是幾個月。

Now for the smaller segment there, for the folks that are just more starting out, that's where we did see a lot of strength broadly across that customer group from net new logos and new folks that are new to Klaviyo.

現在，對於較小的細分市場，對於剛起步的人們，我們確實在該客戶群中看到了來自淨新徽標和剛接觸 Klaviyo 的新人們的強大實力。

So I think that's, we take that as a really good sign that when businesses are starting out and they're looking to grow their business, they're still choosing us and defaulting to Klaviyo as a place to store customer data and then message those customers and ultimately grow their business.

所以我認為，我們認為這是一個非常好的跡象，即當企業剛起步並尋求發展業務時，他們仍然選擇我們並默認使用 Klaviyo 作為存儲客戶數據並向這些客戶發送消息的地方客戶並最終發展他們的業務。

Okay, perfect.

好的，完美。

Thank you.

謝謝。

Scott Berg, Needham.

史考特伯格，李約瑟。

Hi, everyone.

大家好。

Really nice quarter here.

這裡真的很不錯。

I guess one question for me is on your go-to-market investments here kind of mid-year.

我想對我來說有一個問題是關於你們在年中進行的上市投資。

SMB, as Amanda pointed out, still a little on the softer side at the moment, but you both called out a really good strength upmarket.

正如阿曼達指出的那樣，中小企業目前仍然有點疲軟，但你們都指出高端市場的實力非常強勁。

Have you made any tweaks or changes to the investments that you're making across those different segments that might maybe favor some of those areas of strength upmarket that you're seeing today?

您是否對您在這些不同細分市場進行的投資進行了任何調整或改變，這些投資可能有利於您今天看到的一些強勢高端領域？

Yes.

是的。

So we're very intentional about looking for where there's opportunities where we're seeing market pull and investing behind those.

因此，我們非常有意識地尋找有機會的地方，我們看到市場拉動並在這些機會背後進行投資。

Maybe I will a little bit of color.

也許我會有點色彩。

On the sales side, we've been increasing capacity in the areas where we're seeing growth.

在銷售方面，我們一直在成長的領域增加產能。

Amanda mentioned international as well as mid-market.

阿曼達提到了國際市場和中端市場。

And then on the marketing side, we've seen, like the results we're seeing from some of the marketing programs, digital programs we're running to try to drive growth.

然後在行銷方面，我們已經看到，就像我們從一些行銷計劃中看到的結果一樣，我們正在運行數位計劃來試圖推動成長。

And we're also investing in building more awareness for Klaviyo in various markets.

我們也在各個市場投資提高 Klaviyo 的知名度。

We're finding in some cases folks don't know about either Klaviyo with large or our entire portfolio of products.

我們發現，在某些情況下，人們不了解 Klaviyo 的大型產品或我們的整個產品組合。

So as Amanda said, we're very intentional about like investing behind things where we see great unit economics, but we do see a number of opportunities to invest.

正如阿曼達所說，我們非常有意投資那些我們看到良好單位經濟效益的事物，但我們確實看到了許多投資機會。

Thanks, (inaudible), and thanks, congrats again.

謝謝，（聽不清楚），謝謝，再次恭喜。

Rob Oliver, Baird.

羅布·奧利弗，貝爾德。

Great, thanks.

太好了，謝謝。

Good afternoon, guys.

下午好，夥計們。

I guess it's kind of a two part question about SMS traction.

我想這是關於短信吸引力的兩部分問題。

Maybe you talked about some of the consolidation wins you guys have seen, and I know that it sounds as if you're getting pretty solid traction quickly in some of your rollouts internationally with SMS.

也許你談到了你所看到的一些整合勝利，我知道聽起來好像你在透過 SMS 在國際上進行的一些推廣中很快就獲得了相當堅實的吸引力。

Just would love to hear, I know you don't break out on a quarterly basis what percentage of your customers are on SMS.

只是很想聽聽，我知道您不會按季度公佈使用簡訊的客戶比例。

But would love to get a flavor for how that's progressing broadly for you relative to your expectations.

但我很想了解相對於您的期望而言，這對您來說是如何取得廣泛進展的。

And then I guess, Amanda, a side part of that would be, we haven't seen the impact on gross margins that we might have expected with a commensurate ramp in SMS.

然後我想，阿曼達，其中的一個側面是，我們還沒有看到我們可能預期短信業務相應增長對毛利率的影響。

I know there's other things driving that, but I just wanted to reconcile those two things.

我知道還有其他因素在推動這一點，但我只是想協調這兩件事。

Thank you very much,

非常感謝，

Great.

偉大的。

I'll speak to the SMS part, and Amanda can talk about gross margin.

我會談談簡訊部分，阿曼達可以談談毛利率。

Yes.

是的。

So while we're not disclosing like penetration, we'll continue, we're seeing good adoption, and we'll share some milestones as we hit those.

因此，雖然我們沒有披露滲透率等信息，但我們將繼續，我們看到了良好的採用率，並且當我們達到這些里程碑時，我們將分享一些里程碑。

We are seeing good traction, like you mentioned.

正如您所提到的，我們看到了良好的牽引力。

I think the international expansion, adding Spain, Austria, Switzerland for SMS as well as adding multimedia messaging in Australia.

我認為是國際擴張，增加了西班牙、奧地利、瑞士的簡訊服務，並在澳洲增加了彩信服務。

We have, as we think about our international strategy, a big part of it is making sure that SMS is available in those regions as well.

當我們考慮我們的國際策略時，其中很大一部分是確保簡訊在這些地區也可用。

And we are seeing good adoption there.

我們看到那裡的採用率很高。

A quick example of that is there's a mattress manufacturer who was using our, started using us for SMS adopt, start using us for e-mail adopted us for SMS.

一個簡單的例子是，有一家床墊製造商正在使用我們的，開始使用我們的簡訊採用，開始使用我們的電子郵件採用我們的簡訊。

And then because of some of the things, not just the international features, but also some of the SMS specific functionality we're building.

然後因為一些事情，不僅僅是國際功能，還有我們正在建立的一些 SMS 特定功能。

We built a feature on SMS Smart Opt-in that makes it easier to gain consent so that customers and consumers have to do less clicking to subscribe to an SMS list.

我們在簡訊智慧選擇加入上建立了一項功能，可以更輕鬆地獲得同意，以便客戶和消費者只需點擊即可訂閱簡訊清單。

That has dramatically increased our ability to grow their SMS program, and that's a feature that we launched in the last few months that's now available to everybody.

這大大提高了我們發展簡訊計劃的能力，這是我們在過去幾個月推出的一項功能，現在每個人都可以使用。

So very excited about the progress we're seeing in SMS.

我們對 SMS 領域所取得的進展感到非常興奮。

I think there's still a long way to go in terms of penetration.

我認為在滲透方面還有很長的路要走。

Yes.

是的。

And to your question on the gross margin front.

關於毛利率方面的問題。

On gross margin, it did come in slightly better than what we had expected, and that was primarily because we continue to see the benefits of the progress that we're making in infrastructure and support efficiencies.

就毛利率而言，它確實比我們的預期略好，這主要是因為我們繼續看到我們在基礎設施和支援效率方面取得的進展所帶來的好處。

And those are offsetting the continued progress that we're seeing and the growth that we're seeing in the SMS business.

這些抵消了我們所看到的持續進步和簡訊業務的成長。

So one of those infrastructure efficiencies that I would love to highlight is our KMTA, Klaviyo Mail Transfer Agent.

因此，我想強調的基礎設施效率之一是我們的 KMTA（Klaviyo 郵件傳輸代理）。

We expect to continue to get further leverage in comps over the coming quarters as we transfer more of our mail volume onto our own mail transfer agent.

隨著我們將更多的郵件量轉移到我們自己的郵件傳輸代理商上，我們預計在未來幾季將繼續獲得進一步的競爭優勢。

SMS, as Andrew said, continues to grow very well.

正如安德魯所說，短信繼續增長得很好。

And so we do expect that as it continues to grow, it's going to become a bigger portion of our business.

因此，我們確實預計，隨著它的持續成長，它將成為我們業務的更大組成部分。

That will create some pressure on our gross margins.

這將對我們的毛利率造成一些壓力。

We're proud of the fact that we've been able to largely offset that to this point and deliver what we see as some pretty best-in-class gross margins given our product and customer mix.

令我們感到自豪的是，到目前為止，我們已經能夠在很大程度上抵消這一影響，並根據我們的產品和客戶組合提供我們認為是同類最佳的毛利率。

Great.

偉大的。

Thanks, Amanda.

謝謝，阿曼達。

Andrew, thank you.

安德魯，謝謝你。

Tyler Radke, Citi.

泰勒·拉德克，花旗銀行。

Thank you for taking the question.

感謝您提出問題。

A follow-up question just on the SMB side.

SMB 方面的後續問題。

I wanted to ask it more just as we think about behavioral habits of some of your SMB customers.

我想多問這個問題，就像我們考慮一些中小型企業客戶的行為習慣一樣。

I'm curious what you observed in the quarter as it relates to utilization rates of e-mail volumes, message volumes and contacts list?

我很好奇您在本季觀察到的電子郵件量、訊息量和聯絡人清單的使用率如何？

Did that go up or down in relation to the SMB environment?

與中小企業環境相比，這個數字是上升還是下降？

Secondly, is it relates to, if those SMB customers are seeing weakness in their consumer purchasing, do you find that, that translates to higher e-mail and message volumes in order to backfill that demand?

其次，如果這些中小型企業客戶發現其消費者採購疲軟，您是否發現這會導致電子郵件和訊息量增加，以滿足這一需求？

If you could just kind of help us understand behaviorally what you're seeing on the SMB side.

如果您能幫助我們了解您在 SMB 方面所看到的行為。

Thank you.

謝謝。

Sure, Tyler.

當然，泰勒。

Thanks so much for the question.

非常感謝您的提問。

And overall, I would say that what we saw in terms of behavior in the quarter was pretty consistent with what we've spoken about on our prior earnings calls.

總的來說，我想說，我們在本季看到的行為與我們在先前的財報電話會議上所說的非常一致。

We continue hearing from customers about macro pressures.

我們不斷收到客戶關於宏觀壓力的消息。

They remain very focused on the value that they're getting from their software.

他們仍然非常關注從軟體中獲得的價值。

In general, in terms of the macro and the changes in the behavior, we are not seeing it get materially better.

總的來說，就宏觀和行為變化而言，我們並沒有看到它有實質的改善。

We are also not seeing it get materially worse.

我們也沒有看到情況變得更糟。

And we think that we're continuing to perform strong through this environment because, as Andrew mentioned earlier, we are a must have for these customers.

我們認為，我們在這種環境下將繼續表現強勁，因為正如安德魯之前提到的，我們是這些客戶的必備品。

We are a core part of how they drive revenue.

我們是他們增加收入的核心部分。

We're a revenue engine for them, and being a revenue engine means that when they're thinking about their business and thinking about the pressures that they're facing, they're thinking about how do I efficiently drive that growth and Klaviyo is a really important part of that.

我們是他們的收入引擎，而成為收入引擎意味著當他們思考自己的業務並思考他們面臨的壓力時，他們會思考我如何有效地推動成長，而 Klaviyo 是其中非常重要的一部分。

Maybe I'll have one more comment on top of Amanda.

也許我會對阿曼達多發表一點評論。

The other thing that we watch is the percentage of revenue that comes from Klaviyo.

我們關注的另一件事是來自 Klaviyo 的收入百分比。

And we've seen a, talked to a number of customers where that percentage is increasing, and so they look, they kind of doubled down on that.

我們已經看到，與一些客戶交談後，這個比例正在增加，所以他們看起來，他們在這方面加倍了努力。

We're a revenue engine, and I think folks are looking at, hey, existing customers are great.

我們是一個收入引擎，我認為人們正在關注，嘿，現有客戶很棒。

They've already got existing relationships.

他們已經建立了現有的關係。

It's a great source of demand when there's more uncertainty.

當不確定性增加時，這是一個很好的需求來源。

Thank you.

謝謝。

Nick Altmann, Scotiabank.

尼克·阿爾特曼，豐業銀行。

Awesome.

驚人的。

Thanks, guys.

謝謝，夥計們。

I wanted to ask another question on the international side of the equation just given the strength there.

鑑於國際方面的實力，我想問另一個問題。

But so you guys added three new countries on the SMS side.

但是你們在簡訊方面增加了三個新國家。

You spoke to the growth acceleration in EMEA and kind of building off of Rob's question earlier.

您談到了歐洲、中東和非洲地區的成長加速，以及先前 Rob 問題的基礎。

But can you just talk about how much of an unlock some of these international additions have been on the SMS side and how much pent-up demand you're seeing from some of these geos as you look to add SMS in new countries?

但是，您能否談談短信方面的一些國際新增功能的解鎖程度，以及當您希望在新國家/地區添加短信時，您從其中一些地理區域看到了多少被壓抑的需求？

And then just as a follow-up, just given the outside strength on the international side, how do you think about potentially accelerating those international efforts and investments just given the strength you're seeing?

接下來，考慮到國際方面的外部力量，鑑於您所看到的力量，您如何看待可能加速這些國際努力和投資？

Thanks.

謝謝。

(inaudible) So when we talk about international, we mentioned a couple of things that we're doing, both from a product and a go-to-market side.

（聽不清楚）因此，當我們談論國際時，我們提到了我們正在做的幾件事，無論是從產品方面還是從進入市場方面。

So we talked about localizing in terms of language.

所以我們討論了語言方面的在地化。

We also talked about localizing some of the marketing and content we're putting in region.

我們還討論了將我們在該地區投放的一些行銷和內容在地化。

And as we build up a larger customer base, more partners, that's becoming a bit of a flywheel.

隨著我們建立更大的客戶群和更多的合作夥伴，這正在成為一個飛輪。

In addition to that, it's making sure all of our products are available.

除此之外，它還確保我們所有的產品都可用。

So obviously, with SMS, that's very important.

顯然，對於簡訊來說，這一點非常重要。

And so we're going to continue to invest on both of those fronts, both languages as well as SMS and channel availability.

因此，我們將繼續在這兩個方面進行投資，包括語言以及簡訊和管道可用性。

That's why we're also investing, thinking about WhatsApp and the role that plays in some markets outside the Americas.

這就是為什麼我們也在投資、思考 WhatsApp 及其在美洲以外的一些市場中所扮演的角色。

But the other thing I'll say, the last thing I'll say, too, is I think when we think about going to market with partners, we really like to make sure that we're tightly integrated with them and folks that really serve international market as well.

但我要說的另一件事，也是我要說的最後一件事是，我認為當我們考慮與合作夥伴一起進入市場時，我們真的很想確保我們與他們以及真正真正合作的人緊密結合。

So for example, Shopify talked about their markets products.

例如，Shopify 談論了他們的市場產品。

That's something that we've built out a really tight integration with.

我們已經與它建立了非常緊密的整合。

So we work really well together.

所以我們合作得很好。

And so we've worked with a lot of other tech platforms, software platforms that are more prevalent in Europe and Asia.

因此，我們與許多其他技術平台、在歐洲和亞洲更為流行的軟體平台進行了合作。

That's helping drive a lot of, that's driving a lot of demand and good product market fit.

這有助於推動大量需求和良好的產品市場契合度。

And in terms of investment, we continue to invest in like in countries and regions where we're seeing good growth.

在投資方面，我們繼續對成長良好的國家和地區進行投資。

I think what we're finding with France and what we have, the progress we've been able to run there through digital demand gen and through our go-to-market teams, I think that's going to become a bit of a template for us in how we approach other markets.

我認為我們在法國所發現的以及我們所擁有的，我們透過數位需求產生和我們的市場進入團隊在法國取得的進展，我認為這將成為一個模板我們如何對待其他市場。

And so where we're seeing strength there, we're going to invest behind that.

因此，當我們看到那裡的實力時，我們將對其進行投資。

And I expect a lot of our customers, they'll (inaudible), they may adopt us for e-mail first, but then we'll be able to address them add-on SMS, CDP and Reviews.

我預計我們的許多客戶（聽不清楚）可能會首先採用我們的電子郵件，然後我們將能夠透過附加簡訊、CDP 和評論來解決他們的問題。

Great.

偉大的。

Thank you.

謝謝。

Jackson Ader, KeyBanc Capital Markets.

Jackson Ader，KeyBanc 資本市場。

Great, thanks.

太好了，謝謝。

This is Kyle Diehl on for Jackson Ader.

我是凱爾·迪爾（Kyle Diehl）代表傑克遜·阿德（Jackson Ader）發言。

Maybe just squaring some of the head count commentary, I think, Amanda, you might have alluded to some of the increased margin this period just coming from a little bit lower head count.

也許只是對一些人員數量評論進行平方，我想，阿曼達，您可能已經提到了這一時期的一些增加的利潤只是來自人員數量的減少。

Can you kind of help us think about that in terms of sales capacity and where you guys currently are in terms of your plans for the year?

您能否幫助我們思考一下銷售能力以及您今年的計畫目前處於什麼位置？

And then also on that same note, how quickly you can ramp some of the new folks given the quickly approaching holiday season here.

同樣，考慮到這裡即將到來的假期，你能多快地增加一些新人。

Thanks.

謝謝。

Yes, I'll take that.

是的，我會接受的。

And so on the hiring front, I'll say a couple of things.

在招募方面，我會說幾件事。

One, we've always been very intentional since we started (inaudible) business about hiring and making sure that head count was proportionate to the demand and the products that we want to build.

第一，自從我們開始（聽不清楚）業務以來，我們一直非常有意識地進行招聘，並確保員工數量與需求和我們想要建立的產品相稱。

So head count grew slightly from the end of Q1 to the end of Q2.

因此，從第一季末到第二季末，員工人數略有成長。

Specifically on the sales side, we think we've got the right amount of capacity, and we're also prepared to scale that as we see more demand.

特別是在銷售方面，我們認為我們擁有適當的產能，我們也準備在看到更多需求時擴大產能。

And then to the last comment on the holiday season, one of the great things is we do actually see an uptick in customers that come to us that want to use Klaviyo over the holiday season.

最後關於假期的評論，最棒的事情之一是，我們確實看到想要在假期期間使用 Klaviyo 的客戶數量有所增加。

But actually, a lot of that growth is coming from our existing customers using more Klaviyo over the holiday season.

但實際上，這一增長很大程度上來自於我們的現有客戶在假期期間更多地使用 Klaviyo。

So in that case, we think we're very well staffed across all of our customer teams to meet that demand when folks say they want to increase their usage, one of our core products, e-mail or SMS, we think we're well staffed to cover that demand.

因此，在這種情況下，我們認為我們所有的客戶團隊都配備了足夠的人員來滿足這一需求，當人們說他們想要增加他們的使用量時，我們的核心產品之一，電子郵件或短信，我們認為我們是配備充足的人員來滿足這一需求。

Gabriela Borges, Goldman Sachs.

加布里埃拉·博爾赫斯，高盛。

Hi, This is Callie Valenti on for Gabriela.

大家好，我是加布里埃拉的卡莉·瓦倫蒂。

Thanks for taking my question and congrats on the quarter.

感謝您提出我的問題並祝賀本季。

Wanted to ask on the mid-market.

想問一下中端市場。

How much of the momentum that you're seeing do you think is attributable to the broadening of your product set with CDP, Reviews and any incremental AI functionality?

您認為您所看到的勢頭有多少是由於透過 CDP、評論和任何增量 AI 功能擴展了您的產品集？

And then also, to what extent are you seeing customer lands today that probably would not have closed without these new features?

另外，您在多大程度上看到了今天的客戶土地，如果沒有這些新功能，這些客戶土地可能不會關閉？

Thank you.

謝謝。

Yes.

是的。

Thanks for the question.

謝謝你的提問。

I think it's an issue of both.

我認為這是雙方的問題。

I think it's a testament to the product that we built, the fact that Klaviyo is a data platform and that we can store all that data and help you put it to work.

我認為這證明了我們構建的產品，Klaviyo 是一個數據平台，我們可以儲存所有數據並幫助您將其投入使用。

I think we talked about artificial intelligence and its ability to allow you to do more personalization to better attribute that and then automatically optimize.

我認為我們討論了人工智慧及其允許您進行更多個性化以更好地歸因然後自動優化的能力。

One area that we talked about was related to SMS, availability and mobile is as we have more of these channels all in one place with our CDP and some of its analytic capabilities, I think what we're finding really resonates with larger customers is this idea that all of those features, all those applications, all work together.

我們討論的一個領域與 SMS、可用性和行動相關，因為我們透過 CDP 及其一些分析功能將更多這些管道集中在一個地方，我認為我們發現真正能與大客戶產生共鳴的是這一點認為所有這些功能、所有這些應用程式都可以協同工作。

So as we continue to invest in that product road map and build out those capabilities, I think we're finding the best, I think it's an even better fit for larger enterprises.

因此，當我們繼續投資該產品路線圖並建立這些功能時，我認為我們正在找到最好的，我認為它更適合大型企業。

One example that we had in the quarter, I think, of some of the questions that you're asking, was an organic food and Home Goods Company who came to us this quarter.

我認為，我們在本季遇到的一個例子，就是您提出的一些問題，是一家有機食品和家居用品公司，該公司本季來到我們這裡。

They wanted to consolidate their multiple brands onto one single platform so that they can optimize their strategy and have a unified multichannel reporting.

他們希望將多個品牌整合到一個平台上，以便優化策略並擁有統一的多通路報告。

And they chose Klaviyo in part because of our portfolio offering.

他們選擇 Klaviyo 的部分原因是我們提供的產品組合。

So that portfolio feature that we recently launched allowed them to easily do high-level reporting across accounts to drive better insights, and they are really excited to get launched with Klaviyo.

因此，我們最近推出的投資組合功能使他們能夠輕鬆地跨帳戶進行高級報告，從而獲得更好的見解，他們非常高興能夠推出 Klaviyo。

Okay, thank you.

好的，謝謝。

(Operator instructions)

（操作員說明）

Yun Kim, Loop Capital.

Yun Kim，Loop Capital。

All right.

好的。

Congrats on the strong quarter.

恭喜季度表現強勁。

Question around go-to-market motion, around new customer acquisitions for mid-market and enterprise customers, which I think you mentioned was a record quarter.

關於進入市場的行動、圍繞中端市場和企業客戶的新客戶獲取的問題，我認為你提到這是一個創紀錄的季度。

So just curious on where is the biggest source of these new [$50,000]-plus customers.

所以只是想知道這些 [50,000 美元] 以上的新客戶的最大來源在哪裡。

Is this still Shopify Plus merchants?

這還是 Shopify Plus 商家嗎？

Or are you specifically going after legacy displacement opportunities outside of the Shopify platform?

或者您專門尋求 Shopify 平台以外的傳統替代機會？

And also, how much of your incremental sales and marketing investments are focused on going after these large customers outside of the Shopify platform?

此外，您的增量銷售和行銷投資有多少集中在吸引 Shopify 平台之外的這些大客戶？

Thanks.

謝謝。

Happy to answer that.

很高興回答這個問題。

So it's, again, there's a distribution.

所以，這又是一個分佈。

We've got a great partnership with Shopify.

我們與 Shopify 建立了良好的合作關係。

We have a lot of mutual customers, especially into that mid-market and enterprise.

我們有很多共同的客戶，特別是中端市場和企業客戶。

And we have a number of customers that have grown up on other tech stacks.

我們有許多在其他技術堆疊上成長的客戶。

So we don't break out the distribution, but like I think it's fairly varied at those, in the higher, the larger customer sizes.

因此，我們不會詳細說明分佈情況，但我認為，在較高、較大的客戶規模中，分佈情況相當不同。

And I think the reason we're winning across all of them is because of our tight integration with their commerce stacks and the ability to store all that data and then put it to work.

我認為我們在所有這些公司中獲勝的原因是我們與他們的商業堆疊的緊密整合以及存儲所有數據然後將其投入使用的能力。

So our partnership with Shopify is excellent.

因此，我們與 Shopify 的合作關係非常好。

And then we're looking for ways that we can both help folks that are using other software platforms as well as those that have maybe homegrown solutions.

然後，我們正在尋找方法，既可以幫助使用其他軟體平台的人們，也可以幫助那些可能擁有本土解決方案的人。

How do we make sure that we can help them and their development teams integrate easily?

我們如何確保能夠幫助他們及其開發團隊輕鬆整合？

So when we talk about the ease of use of Klaviyo, sometimes that means the ability for these larger enterprises to plug all their systems in.

因此，當我們談論 Klaviyo 的易用性時，有時這意味著這些大型企業能夠插入其所有系統。

But inevitably, we know that there's going to be some data sources that they need to use our developer APIs for.

但不可避免的是，我們知道他們需要使用我們的開發人員 API 來取得某些資料來源。

And we think we have a really, really strong product offering, a really strong functionality there as well.

我們認為我們擁有非常非常強大的產品，以及非常強大的功能。

Okay, great.

好的，太好了。

Thank you so much.

太感謝了。

We have reached our closing for the question and answer session.

我們的問答環節已經結束。

Thank you so much again, everyone for attending Klaviyo's second-quarter Fiscal 2024 conference call.

再次非常感謝大家參加 Klaviyo 的 2024 財年第二季電話會議。

We hope you have a wonderful day.

我們希望您度過愉快的一天。

You may now disconnect.

您現在可以斷開連線。