MongoDB Inc (MDB) 2022 Q2 法說會逐字稿

Good day, and welcome to the MongoDB Second Quarter Fiscal Year 2022 Earnings Conference Call. (Operator Instructions). Please note this event is being recorded.

美好的一天，歡迎參加 MongoDB 2022 財年第二季財報電話會議。（操作員說明）。請注意此事件正在被記錄。

I would now like to turn the conference over to Brian Denyeau from ICR. Please go ahead, sir.

我現在想將會議轉交給 ICR 的 Brian Denyeau。請繼續，先生。

Great. Thank you, Chuck. Good afternoon, and thank you for joining us today to review MongoDB's Second Quarter Fiscal 2022 Financial Results, which we announced in our press release issued after the close of the market today. Joining me on the call today are Dev Ittycheria, President and CEO of MongoDB; and Michael Gordon, MongoDB's COO and CFO.

偉大的。謝謝你，查克。下午好，感謝您今天與我們一起回顧 MongoDB 2022 年第二季財務業績，我們在今天收盤後發布的新聞稿中宣布了這一結果。今天和我一起參加電話會議的是 MongoDB 總裁兼執行長 Dev Ittycheria；以及 MongoDB 營運長兼財務長 Michael Gordon。

During this call, we will make forward-looking statements, including statements related to our market future growth opportunities, the benefits of our product platform, our competitive landscape, customer behaviors, our financial guidance and our planned investments. These statements are subject to a variety of risks and uncertainties, including those related to the ongoing COVID-19 pandemic and its impacts on our business, results of operations, clients and the macroeconomic environment that could cause actual results to differ materially from our expectations. For a discussion of the material risks and uncertainties that could affect our actual results, please refer to the risks described in our SEC filings, including our most recent quarterly report on Form 10-Q. Any forward-looking statements made on this call reflect our views only as of today, and we undertake no obligation to update them.

在本次電話會議中，我們將做出前瞻性陳述，包括與我們的市場未來成長機會、我們產品平台的優勢、我們的競爭格局、客戶行為、我們的財務指導和我們計劃的投資相關的陳述。這些陳述受到各種風險和不確定性的影響，包括與持續的COVID-19 大流行及其對我們的業務、營運績效、客戶和宏觀經濟環境的影響有關的風險和不確定性，這些風險和不確定性可能導致實際結果與我們的預期有重大差異。有關可能影響我們實際結果的重大風險和不確定性的討論，請參閱我們向 SEC 提交的文件中所述的風險，包括我們最新的 10-Q 表季度報告。本次電話會議中所做的任何前瞻性陳述僅反映我們今天的觀點，我們不承擔更新這些陳述的義務。

Additionally, we will discuss non-GAAP financial measures on this conference call. Please refer to the tables in our earnings release on the Investor Relations portion of our website for a reconciliation of these measures to the most directly comparable GAAP financial measure.

此外，我們將在本次電話會議上討論非公認會計準則財務指標。請參閱我們網站投資者關係部分的收益發布中的表格，以了解這些指標與最直接可比較的公認會計準則財務指標的對帳情況。

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

有了這個，我想把電話轉給 Dev。

Thank you, Brian, and thank you to everyone for joining us today. I will start by reviewing our second quarter results before giving you a company update.

謝謝你，布萊恩，也謝謝大家今天加入我們。在向您介紹公司最新情況之前，我將先回顧我們第二季的業績。

Before diving in, I want to share that today marks my seventh anniversary at MongoDB. I'm incredibly proud of how much progress we've made over the past 7 years. We went from being a small private company with an interesting technology to disrupting one of the largest markets in all of software. Along the way, we changed how open source software is licensed, we introduced the new cloud service that required us to both partner and compete with the largest cloud providers, and we grew revenues 20-fold with a compound annual growth rate of over 50%.

在深入探討之前，我想跟大家分享一下，今天是我在 MongoDB 工作七週年。我對我們在過去 7 年裡取得的巨大進步感到無比自豪。我們從一家擁有有趣技術的小型私人公司發展成為擾亂所有軟體中最大市場之一的公司。一路走來，我們改變了開源軟體的授權方式，引入了新的雲端服務，要求我們與最大的雲端供應商合作並競爭，我們的收入成長了 20 倍，複合年增長率超過 50% 。

I'm incredibly grateful to all the amazing people at MongoDB and to our customers and partners around the world who made this happen. As proud as I am of the amazing journey we've had, I'm even more optimistic today about our opportunities ahead.

我非常感謝 MongoDB 的所有出色人員以及我們在世界各地的客戶和合作夥伴，是他們讓這一切成為現實。儘管我為我們所經歷的奇妙旅程感到自豪，但今天我對我們未來的機會更加樂觀。

Looking quickly at our second quarter financial results, we generated revenue of $199 million, a 44% year-over-year increase and above the high-end of our guidance. We grew subscription revenue 44% year-over-year. Atlas revenue grew 83% year-over-year and now represents 56% of our revenue, and we had another strong quarter of customer growth, ending the quarter with over 29,000 customers.

快速瀏覽我們第二季的財務業績，我們的營收為 1.99 億美元，年增 44%，高於我們指導的上限。我們的訂閱收入年增 44%。Atlas 營收年增 83%，目前占我們營收的 56%，我們的客戶成長強勁，本季末客戶數量超過 29,000 名。

Businesses across nearly every industry have realized that in today's highly dynamic global markets, speed of development is a meaningful competitive advantage. Businesses that can develop software faster are able to improve their products faster and ultimately, grow more quickly than their competition. We believe our strong second quarter results are a clear indication that customers view MongoDB as a critical platform to accelerate their digital innovation agenda. Customers of all types are choosing MongoDB because they can develop so much faster using our platform to build new applications and replatform legacy applications across a broad range of use cases to drive their business forward.

幾乎每個產業的企業都意識到，在當今高度動態的全球市場中，發展速度是一種有意義的競爭優勢。能夠更快開發軟體的企業能夠更快地改進其產品，並最終比競爭對手更快成長。我們相信，我們第二季的強勁業績清楚地表明，客戶將 MongoDB 視為加速其數位創新議程的關鍵平台。所有類型的客戶都選擇 MongoDB，因為他們可以使用我們的平台更快地開發新應用程序，並在廣泛的用例中重新建立遺留應用程式平台，以推動他們的業務發展。

Fundamentally, MongoDB's application data platform offers 3 intrinsic advantages. First, MongoDB's document model is designed around developers think and code unlike legacy data technologies. This enables developers to be far more productive and build applications faster as compared to any other technology.

從根本上來說，MongoDB 的應用資料平台具有 3 個內在優勢。首先，MongoDB 的文件模型是圍繞著開發人員的思考和編碼而設計的，這與傳統資料技術不同。與任何其他技術相比，這使開發人員能夠提高工作效率並更快地建立應用程式。

Second, MongoDB's document model is a superset of other data models. Tabular, key value, time series, graph and other kinds of data relationships can be easily created using documents. The document model enables MongoDB to address a wide range of use cases and reduces the need for customers to use niche technologies that only serve a single purpose.

其次，MongoDB 的文檔模型是其他資料模型的超集。使用文件可以輕鬆建立表格、鍵值、時間序列、圖表和其他類型的資料關係。文件模型使 MongoDB 能夠解決廣泛的用例，並減少客戶使用僅服務於單一目的的利基技術的需要。

Third, MongoDB is designed for performance and scale. With MongoDB's sophisticated capabilities to replicate, manage and distribute data at massive scale, organizations increasingly choose MongoDB to address the most demanding requirements. Legacy technologies are fundamentally not designed for today's scale and performance expectations, requiring developers to spend an enormous amount of time working around their architectural limitations.

第三，MongoDB 是為效能和規模而設計的。憑藉 MongoDB 大規模複製、管理和分發資料的複雜功能，組織越來越多地選擇 MongoDB 來滿足最嚴苛的要求。傳統技術從根本上並不是為當今的規模和效能預期而設計的，需要開發人員花費大量時間來解決其架構限制。

The continued success of Atlas shows that speed is of paramount importance to our customers. Atlas is the best way for customers to enjoy the benefits of our platform as the time to value can literally be only a matter of minutes. Atlas had another excellent quarter, accelerating to 83% year-over-year growth while approaching $0.5 billion run rate. We also had another strong quarter of Atlas customer additions from self-serve to enterprise customers.

Atlas 的持續成功表明速度對我們的客戶來說至關重要。Atlas 是客戶享受我們平台優勢的最佳方式，因為實現價值的時間實際上只需幾分鐘。Atlas 又迎來了一個出色的季度，年成長加速至 83%，運行率接近 5 億美元。從自助服務到企業客戶，Atlas 客戶數量又增加了一個強勁的季度。

Our second quarter results give us even more conviction to continue investing in both our product portfolio and our go-to-market initiatives. Starting with go-to-market. Our field sales team is increasingly being pulled into higher-level strategic conversations at the C-suite of the largest companies in the world, and we are adjusting our approach to more effectively serve that audience.

第二季的業績讓我們更有信心繼續投資於我們的產品組合和上市計劃。從進入市場開始。我們的現場銷售團隊越來越多地參與世界上最大公司高階主管的更高層級策略對話，我們正在調整我們的方法，以更有效地為這些受眾提供服務。

Last year, we expanded with increasing our focus on our most promising customers. Our hypothesis was that by going deep into an account with more resources, it would position us more strategically and allow us to penetrate the account more quickly. Those investments produced excellent returns and those accounts that ran this experiment grew faster than we expected. This is giving us confidence to expand this deeper coverage model to more accounts this year while also focusing on expanding our field sales capacity in all regions.

去年，我們擴大業務，更加關注最有前景的客戶。我們的假設是，透過深入擁有更多資源的帳戶，我們可以更具策略性地定位，並讓我們更快地滲透到該帳戶。這些投資產生了豐厚的回報，進行此實驗的帳戶成長速度超出了我們的預期。這讓我們有信心今年將這種更深層的覆蓋模式擴展到更多客戶，同時也專注於擴大我們在所有地區的現場銷售能力。

Our inside sales team is firing on all cylinders and had another great quarter. The strong product market fit of Atlas for this channel, along with the changes we introduced last year to make it easier for customers to start using Atlas, have had a positive impact. Given the results, we are focused on expanding our inside sales capacity in our regional hubs around the world to capture more of the large opportunity we see in this channel.

我們的內部銷售團隊正在全力以赴，並度過了另一個出色的季度。Atlas 對該通路的強大產品市場契合度，以及我們去年推出的讓客戶更容易開始使用 Atlas 的變化，都產生了正面的影響。鑑於結果，我們專注於擴大我們在世界各地區域中心的內部銷售能力，以抓住我們在該管道中看到的更多巨大機會。

Finally, turning to self-serve. This channel is a cost-effective way to acquire a large number of customers and is a critical lead generation vehicle for our sales organization. We are focused on increasing our sophistication on digital acquisition and product-led growth techniques to increase the top of funnel and optimize mid-funnel conversion rates. This is an iterative process with a lot of experimentation that is yielding promising results.

最後，轉向自助服務。該管道是獲取大量客戶的一種經濟高效的方式，也是我們銷售組織的重要潛在客戶開發工具。我們專注於提高數位獲取和產品主導成長技術的複雜性，以增加漏斗頂部並優化漏斗中部轉換率。這是一個迭代過程，需要進行大量實驗，並產生有希望的結果。

Turning to our product road map. We continue to invest both to extend our lead in the core database space as well as to mature and grow our emerging products. At MongoDB.live, our user conference held in July, we made significant -- several significant product announcements that further advance our vision. We focused on 2 themes: ease of use and expanding the capabilities of our platform to make it more compelling for customers to standardize on MongoDB.

轉向我們的產品路線圖。我們繼續投資以擴大我們在核心資料庫領域的領先地位，並成熟和發展我們的新興產品。在我們 7 月舉行的 MongoDB.live 用戶大會上，我們發布了幾項重要的產品公告，進一步推進了我們的願景。我們專注於兩個主題：易用性和擴展我們平台的功能，使客戶更有吸引力地在 MongoDB 上進行標準化。

First, on ease of use. Making it easy for developers to use and get value out of MongoDB has been the core of our DNA since the founding of the company. Our announcement of Atlas serverless takes ease of use and developer productivity to the next level. With serverless, customers can get started with MongoDB without having to pick a specific machine type or size. The application connects to Atlas, and we handle the elastic scaling of compute and storage seamlessly, whether an application scales quickly or as spiky traffic patterns. This dramatically simplifies life for our customers because they no longer have to do capacity planning or manually intervene to adjust the size of the deployment. We expect serverless to drive more customer demand because getting started on and using Atlas just became even easier.

首先，關於易用性。自公司成立以來，讓開發人員輕鬆使用 MongoDB 並從中獲取價值一直是我們 DNA 的核心。我們發布的 Atlas Serverless 將易用性和開發人員生產力提升到了一個新的水平。借助無伺服器，客戶可以開始使用 MongoDB，而無需選擇特定的機器類型或大小。該應用程式連接到 Atlas，我們可以無縫地處理運算和儲存的彈性擴展，無論應用程式是快速擴展還是尖峰流量模式。這極大地簡化了我們客戶的生活，因為他們不再需要進行容量規劃或手動幹預來調整部署的規模。我們預計無伺服器將推動更多客戶需求，因為開始使用 Atlas 變得更加容易。

Next, for customers who want to benefit from our sharding features to manage a massive amount of data, we introduced live resharding. As a reminder, sharding is a method for horizontally distributing data across multiple machines. MongoDB uses sharding to support deployments with very large amounts of data and high-throughput operations to prevent any single machine from becoming a bottleneck.

接下來，對於希望受益於我們的分片功能來管理大量資料的客戶，我們引入了即時重新分片。提醒一下，分片是一種在多台機器上水平分佈資料的方法。MongoDB使用分片來支援海量資料和高吞吐量操作的部署，以防止任何單機成為瓶頸。

Previously, when a customer wanted to shard data, the customer had to pick a shard key, essentially the parameter that would be used to partition the data. However, we know an application's requirements can change quickly, make it more beneficial to partition data using a different shard key. Live resharding allows users to easily change the shard key when this happens. This feature, which is not available on any other platform, will make it far easier for customers to start using our sharding capabilities and seamlessly redistribute data when the requirements of their application or their business change.

以前，當客戶想要對資料進行分片時，客戶必須選擇一個分片鍵，本質上是用於對資料進行分區的參數。然而，我們知道應用程式的需求可能會快速變化，這使得使用不同的分片鍵對資料進行分區更加有利。即時重新分片可讓使用者在發生這種情況時輕鬆更改分片鍵。此功能在任何其他平台上都不可用，它將使客戶能夠更輕鬆地開始使用我們的分片功能，並在應用程式或業務需求變更時無縫地重新分配資料。

Finally, our announcement in Versioned API addresses a structural issue with all databases. Historically, when a new database version is introduced, there are feature changes that can break existing application functionality and create significant rework for development teams. Invariably, some organizations prefer to stay on an older version of a database to avoid this risk, but the downside is that they then cannot take advantage of new features available in the latest version.

最後，我們在版本化 API 中的公告解決了所有資料庫的結構問題。從歷史上看，當引入新的資料庫版本時，一些功能變更可能會破壞現有的應用程式功能並為開發團隊帶來重大的返工。一些組織總是喜歡保留舊版本的資料庫以避免這種風險，但缺點是他們無法利用最新版本中提供的新功能。

Our introduction of Versioned API solves this problem. The Versioned API feature lets you upgrade your MongoDB server at will. This groundbreaking capability allows customers to decouple the application development life cycle from the database life cycle, so they only need to update their application when they want to introduce new functionality, not when they upgrade a database. Of all the features we announced at MongoDB.live, Versioned API got perhaps the most enthusiastic customer reception.

我們引入版本化 API 解決了這個問題。版本化 API 功能可讓您隨意升級 MongoDB 伺服器。這種突破性的功能允許客戶將應用程式開發生命週期與資料庫生命週期解耦，因此他們只需在想要引入新功能時更新應用程序，而不是在升級資料庫時更新。在我們在 MongoDB.live 上宣布的所有功能中，版本化 API 可能得到了最熱烈的客戶歡迎。

Regarding the second theme, we remain focused on expanding the capabilities of our platform because customers consistently tell us that they want a modern, general purpose platform that precludes the need for single-purpose technologies in order to reduce back-end infrastructure complexity and increase the speed of innovation.

關於第二個主題，我們仍然專注於擴展我們平台的功能，因為客戶不斷告訴我們，他們需要一個現代化的通用平台，不需要單一用途的技術，以降低後端基礎設施的複雜性並增加創新的速度。

We introduced native time series support across our entire platform. Time series collections, clustered indexing and Windows functions, make it easier, faster and lower cost to build and run applications like IoT. While we were able to address this fast-growing use case in the past, with these new features, we can compete for even the most demanding time series workloads.

我們在整個平台上引入了本機時間序列支援。時間序列集合、聚集索引和 Windows 函數使建置和運行 IoT 等應用程式變得更容易、更快且成本更低。雖然我們過去能夠解決這個快速成長的用例，但藉助這些新功能，我們甚至可以應對最苛刻的時間序列工作負載。

We also added depth of functionality across our emerging products, perhaps most notably in Atlas Search. We're enhancing search with custom synonyms and function scoring, which will allow e-commerce customers to provide more relevant and geographically targeted results. We believe these features will make Atlas Search an excellent solution for even more use cases.

我們也在新興產品中增加了功能深度，也許最引人注目的是 Atlas Search。我們正在透過自訂同義詞和功能評分來增強搜索，這將使電子商務客戶能夠提供更具相關性和地理定位的結果。我們相信這些功能將使 Atlas Search 成為適用於更多用例的出色解決方案。

Finally, we also recently announced that we achieved FedRAMP-ready status. This designation allows us to capture the substantial demand for MongoDB Atlas across Federal and state government agencies and ISVs that serve that market. Our recently announced product enhancements enabled customers to use MongoDB for an even broader set of use cases and represent a meaningful step forward on our journey to deliver the preeminent modern application data platform.

最後，我們最近也宣布我們已實現 FedRAMP 就緒狀態。這個頭銜使我們能夠抓住聯邦和州政府機構以及服務於該市場的 ISV 對 MongoDB Atlas 的巨大需求。我們最近宣布的產品增強功能使客戶能夠將 MongoDB 用於更廣泛的用例，這代表我們在提供卓越的現代應用程式資料平台的道路上向前邁出了有意義的一步。

Now I'd like to spend a few minutes reviewing some customer wins and interesting use cases from the second quarter.

現在，我想花幾分鐘回顧第二季的一些客戶勝利和有趣的用例。

JetBlue is New York's hometown airline with over 100 destinations across the U.S., Caribbean, Latin America and between New York and London. To overhaul their core e-commerce app, JetBlue chose the MongoDB application data platform. MongoDB's flexible data model allowed JetBlue to build dynamic customer experiences with their ticketing application as well as predictive analytics in real-time. DataRobot is a leader in augmented intelligence, delivering a trusted AI platform that empowers organizations to make better data-driven business decisions, faster and at scale.

捷藍航空是紐約的家鄉航空公司，飛往美國、加勒比海、拉丁美洲以及紐約和倫敦之間的 100 多個目的地。為了徹底改造其核心電子商務應用程序，捷藍航空選擇了 MongoDB 應用程式資料平台。MongoDB 靈活的資料模型使捷藍航空能夠透過其票務應用程式以及即時預測分析來建立動態客戶體驗。DataRobot 是增強智慧領域的領導者，提供值得信賴的人工智慧平台，使組織能夠更快、更大規模地做出更好的數據驅動業務決策。

MongoDB has powered the company's SaaS platform from its inception, and this quarter, DataRobot migrated from MongoDB Community Edition to Enterprise Advanced for compliance, encryption features and support. Our enhanced relationship will help DataRobot continue to innovate and support its global customer base as users who are using AI to transform their businesses.

MongoDB 從一開始就為該公司的 SaaS 平台提供支持，本季度，DataRobot 從 MongoDB 社群版遷移到企業高級版，以實現合規性、加密功能和支援。我們加強的關係將有助於 DataRobot 繼續創新並支援其全球客戶群，即使用人工智慧來實現業務轉型的用戶。

Roma Capitale is the governing body for the city of Rome and manages services across transport, welfare and education for over 4 million citizens. In a bid to drive a new smart city approach, Roma chose MongoDB as part of the underlying data platform to modernize its entire content management system and drive a new comprehensive single view environment for development. As a result, Roma jumped from 15th place to 4th in the latest Italian smart city ranking and was able to bring new online digital opportunities to its citizens.

Roma Capitale 是羅馬市的管理機構，為超過 400 萬公民管理交通、福利和教育等服務。為了推動新的智慧城市方法，Roma 選擇 MongoDB 作為底層資料平台的一部分，以實現整個內容管理系統的現代化，並推動新的綜合單一視圖環境的開發。因此，羅馬在最新的義大利智慧城市排名中從第 15 位躍升至第 4 位，並為其公民帶來了新的線上數位機會。

PT Visionet Internasional, or OVO, a leading Indonesian payments, rewards and financial services platform, relies on MongoDB to power its core digital payments platform, which serves over 115 million devices. As part of a strategic initiative to migrate all of its database workloads spread across multiple databases and hosting platforms, OVO chose MongoDB Atlas Enterprise to consolidate its tech stack and move to Google Cloud. OVO expects the modernization will increase developer productivity, accelerate new feature release cycles and consolidate workloads making the OVO infrastructure future ready.

PT Visionet Internasional（簡稱 OVO）是印尼領先的支付、獎勵和金融服務平台，依靠 MongoDB 為其核心數位支付平台提供支持，該平台為超過 1.15 億台設備提供服務。作為遷移分佈在多個資料庫和託管平台上的所有資料庫工作負載的策略計劃的一部分，OVO 選擇 MongoDB Atlas Enterprise 來整合其技術堆疊並遷移到 Google Cloud。OVO 預計現代化將提高開發人員的工作效率、加快新功能的發布週期並整合工作負載，使 OVO 基礎設施為未來做好準備。

In summary, we had another excellent quarter. Our customers want to innovate faster and are looking for a scalable general-purpose application data platform that will give their developers the freedom to move quickly. MongoDB is increasingly seen as uniquely positioned to fulfill this need.

總而言之，我們又度過了一個出色的季度。我們的客戶希望更快地創新，並正在尋找一個可擴展的通用應用程式資料平台，讓他們的開發人員能夠自由地快速行動。MongoDB 越來越被認為能夠滿足這項需求。

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

有了這個，我現在將把它交給邁克爾。

Thanks, Dev. As mentioned, we delivered another strong performance in the second quarter, both financially and operationally. I'll begin with a detailed review of our second quarter results and then finish with our outlook for the third quarter and full fiscal year 2022. First, I'll start with our second quarter results. Total revenue in the quarter was $198.7 million, up 44% year-over-year. Subscription revenue was $191.4 million, up 44% year-over-year and professional services revenue was $7.4 million, up 27% year-over-year.

謝謝，德夫。如前所述，我們在第二季度在財務和營運方面再次取得了強勁的業績。我將首先詳細回顧我們第二季的業績，然後展望第三季和 2022 財年。首先，我將從第二季的業績開始。該季度總營收為 1.987 億美元，年增 44%。訂閱收入為 1.914 億美元，年增 44%，專業服務收入為 740 萬美元，年增 27%。

We exceeded our expectations in both Atlas and Enterprise Advanced, but our outperformance was particularly notable in Enterprise Advanced. As you know, EA has a more immediate impact on revenue due to the fact that under ASC 606, we're required to recognize the term license component of revenue upfront. Overall, Atlas' strong performance continues to be the largest contributor to our growth. Atlas grew 83% in the quarter compared to the previous year and now represents 56% of total revenue compared to 44% in the second quarter of fiscal year 2021 and 51% last quarter.

我們在 Atlas 和 Enterprise Advanced 方面都超出了我們的預期，但我們在 Enterprise Advanced 方面的表現尤其顯著。如您所知，EA 對收入有更直接的影響，因為根據 ASC 606，我們需要預先認識收入的術語許可部分。總體而言，Atlas 的強勁業績仍然是我們成長的最大貢獻者。Atlas 本季較上年成長 83%，目前佔總營收的 56%，而 2021 財年第二季為 44%，上季為 51%。

During the second quarter, we grew our customer base by over 2,200 customers sequentially, bringing our total customer count to over 29,000, which is up from over 20,200 in the year ago period. Of our total customer count, over 3,600 are direct sales customers, which compares to over 2,500 in the year ago period. As a reminder, our direct customer count growth is driven by customers who are net new to our platform as well as self-service customers with whom we now have a direct sales relationship. The growth in our total customer count is being driven in large part by Atlas, which had over 27,500 customers at the end of the quarter compared to over 18,800 in the year ago period. It is important to keep in mind that the growth in our Atlas customer count reflects new customers to MongoDB in addition to existing EA customers adding incremental Atlas workloads.

第二季度，我們的客戶群連續增加了 2,200 多名客戶，使我們的客戶總數超過 29,000 名，高於去年同期的 20,200 名。在我們的客戶總數中，有 3,600 多名直銷客戶，而去年同期為 2,500 多名。提醒一下，我們的直接客戶數量增長是由新加入我們平台的客戶以及我們現在與之建立直接銷售關係的自助服務客戶推動的。我們客戶總數的成長在很大程度上是由 Atlas 推動的，截至本季末，Atlas 擁有超過 27,500 名客戶，而去年同期為 18,800 多名。重要的是要記住，Atlas 客戶數量的成長反映了 MongoDB 的新客戶以及現有 EA 客戶增加的 Atlas 工作負載。

We had another quarter with our net AR expansion rate above 120%. We ended the quarter with 1,126 customers with at least $100,000 in ARR and annualized MRR, which is up from 819 in the year ago period. The continued strong growth in customers with $100,000 or more in ARR is an indication of the success of our land and expand go-to-market strategy and the fact that we are increasingly becoming a strategic partner and a database standard for our customers.

我們又一個季度的淨 AR 擴張率超過 120%。本季結束時，我們有 1,126 名客戶的 ARR 和年化 MRR 至少為 10 萬美元，高於去年同期的 819 名。ARR 達到或超過 100,000 美元的客戶的持續強勁增長表明我們的土地和擴展進入市場策略的成功，以及我們日益成為客戶的戰略合作夥伴和資料庫標準的事實。

Moving down the income statement. I'll be discussing our results on a non-GAAP basis unless otherwise noted. Gross profit in the second quarter was $142.9 million, representing a gross margin of 72%, which is consistent with last quarter and consistent with 72% in the year ago period. Overall, we are pleased with our gross margin performance, which is only seeing a modest impact from Atlas as it becomes a bigger portion of our revenue despite its infrastructure component. We continue to expect that we'll see a modest reduction in overall company gross margin as Atlas continues to grow as a percentage of our revenues.

將損益表向下移動。除非另有說明，我將在非公認會計原則的基礎上討論我們的結果。第二季毛利為1.429億美元，毛利率為72%，與上季持平，與去年同期72%持平。總體而言，我們對毛利率表現感到滿意，儘管 Atlas 具有基礎設施成分，但它在我們收入中所佔的比例較大，因此對毛利率的影響不大。我們仍然預計，隨著 Atlas 在我們收入中所佔比例的持續成長，公司整體毛利率將略有下降。

Our operating loss was $11.5 million or a negative 6% operating margin for the second quarter compared to a negative 7% margin in the year ago period. Our outperformance versus our operating loss guidance was driven primarily by revenue outperformance.

第二季我們的營業虧損為 1,150 萬美元，營業利益率為負 6%，而去年同期的營業利潤率為負 7%。我們的業績優於營業虧損指引主要是因為收入表現優異。

Net loss in the second quarter was $15.2 million or $0.24 per share based on 63.4 million weighted average shares outstanding. This compares to a loss of $12.7 million or $0.22 per share on 58.4 million weighted average shares outstanding in the year ago period.

根據 6,340 萬股加權平均計算，第二季淨虧損為 1,520 萬美元，即每股虧損 0.24 美元。相較之下，去年同期已發行加權平均股數為 5,840 萬股，虧損 1,270 萬美元，即每股虧損 0.22 美元。

Turning to the balance sheet and cash flow. After raising almost $900 million in a follow-on equity offering during the quarter, we ended the quarter with $1.8 billion in cash, cash equivalents, short-term investments and restricted cash.

轉向資產負債表和現金流量。在本季透過後續股權發行籌集了近 9 億美元後，我們在本季結束時擁有 18 億美元的現金、現金等價物、短期投資和限制性現金。

Operating cash flow in the second quarter was negative $19.8 million. After taking into consideration approximately $2.9 million in capital expenditures and principal repayments of finance lease liabilities, free cash flow was negative $22.7 million in the quarter. This compares to negative free cash flow of $15 million in the second quarter of fiscal 2021.

第二季營運現金流為負1,980萬美元。考慮到約 290 萬美元的資本支出和融資租賃負債的本金償還，本季自由現金流為負 2,270 萬美元。相較之下，2021 財年第二季自由現金流為負 1,500 萬美元。

I'd now like to turn to our outlook for the third quarter and full fiscal year 2022.

我現在想談談我們對 2022 年第三季和整個財年的展望。

For the third quarter, we expect revenue to be in the range of $202 million to $204 million. We expect non-GAAP loss from operations to be $25 million to $23 million, and non-GAAP net loss per share to be in the range of $0.42 to $0.39 based on 66.4 million weighted average shares outstanding.

我們預計第三季的營收將在 2.02 億美元至 2.04 億美元之間。我們預計非 GAAP 營運虧損為 2,500 萬至 2,300 萬美元，根據 6,640 萬股加權平均計算，非 GAAP 每股淨虧損將在 0.42 至 0.39 美元之間。

For the full fiscal year 2022, we now expect revenue to be in the range of $805 million to $811 million. For the full fiscal year 2022, we now expect non-GAAP loss from operations to be $67 million to $62 million, and non-GAAP net loss per share to be in the range of $1.20 to $1.13 based on 64.6 million weighted average shares outstanding.

對於 2022 年整個財年，我們目前預計營收將在 8.05 億美元至 8.11 億美元之間。對於 2022 年整個財年，我們目前預計非 GAAP 營運虧損將為 6,700 萬美元至 6,200 萬美元，根據 6,460 萬股加權平均計算，非 GAAP 每股淨虧損將在 1.20 美元至 1.13 美元之間。

To summarize, MongoDB delivered excellent second quarter results. We're driving high levels of growth at scale, driven by our large market opportunity and strong execution. We continue investing to capture the large opportunity ahead of us. We're seeing attractive returns on those investments, and we're excited about our positioning for the future.

總而言之，MongoDB 第二季業績優異。在巨大的市場機會和強大的執行力的推動下，我們正在大規模推動高水準的成長。我們將繼續投資以抓住擺在我們面前的巨大機會。我們看到這些投資帶來了誘人的回報，我們對未來的定位感到興奮。

With that, we'd like to open it up to questions. Operator?

至此，我們願意接受提問。操作員？

(Operator Instructions) And the first question will come from Sanjit Singh with Morgan Stanley.

（操作員說明）第一個問題將由摩根士丹利的 Sanjit Singh 提出。

Congrats on another really impressive quarter. Dev, maybe I wanted to understand the Atlas growth. I think on a sequential dollar basis, you almost doubled the amount of revenue that you added in Q1. If we could sort of unpack that along a couple of different buckets, sort of existing customers sort of expanding with Atlas versus migrating either Enterprise Advanced or as another database versus contribution from net new, particularly customers you may have added in the quarter, but also maybe the customers that you've added last year, which that -- which you saw a big uptick. If you could sort of unpack the sources of growth of Atlas, that would be helpful.

恭喜又一個令人印象深刻的季度。Dev，也許我想了解 Atlas 的成長。我認為，以連續美元計算，您在第一季增加的收入幾乎翻了一番。如果我們可以將其沿著幾個不同的桶進行分類，那麼現有客戶可以透過Atlas 進行擴展，而不是遷移Enterprise Advanced 或作為另一個資料庫，而不是來自淨新客戶的貢獻，特別是您在本季度可能新增的客戶，但也許是您去年新增的客戶，您看到了大幅成長。如果你能解開阿特拉斯成長的源泉，那將會很有幫助。

Sure. So first of all, what I would say is that customer additions remain robust across all 3 channels. So we're seeing strength in all geographies, including places like India and Latin America. And we, frankly, also see strong enterprise adoption of Atlas. Atlas is increasingly seen as the destination for mission-critical applications. And as we said last quarter, over 600 customers spent north of $100,000 on Atlas alone. And self-serve remains a critical channel and a customer acquisition vehicle. So over 50% of our Atlas ARR was from customers originally sourced in the self-serve channel.

當然。首先，我要說的是，所有 3 個管道的客戶成長仍然強勁。因此，我們在所有地區都看到了優勢，包括印度和拉丁美洲等地。坦白說，我們也看到 Atlas 被企業廣泛採用。Atlas 越來越被視為關鍵任務應用程式的目的地。正如我們上季度所說，光是 Atlas 就有 600 多名客戶在 Atlas 上的花費超過 10 萬美元。自助服務仍然是重要的管道和客戶獲取工具。因此，我們的 Atlas ARR 超過 50% 來自最初透過自助服務管道採購的客戶。

I'd also say that multi-cloud is a huge selling point for Atlas. multi-cloud improves resilience. And as you know, cloud providers do have outages and they can leverage the best features of each cloud provider and avoid lock-in.

我還想說，多雲是 Atlas 的巨大賣點。多雲提高了彈性。如您所知，雲端提供者確實存在中斷情況，他們可以利用每個雲端提供者的最佳功能並避免鎖定。

In terms of, like, breakdown of where these customers are coming from. I think I would just say we're seeing healthy growth of both new customers as well as expansions with existing customers. And yes, the customers we've acquired over the last few quarters are growing, expansion rates for Atlas are very strong. And so all of them are essentially contributing to the growth of Atlas.

就這些客戶來自哪裡的細分而言。我想我只想說我們看到新客戶的健康成長以及現有客戶的擴張。是的，我們在過去幾個季度獲得的客戶正在成長，Atlas 的擴張速度非常強勁。因此，所有這些本質上都為 Atlas 的發展做出了貢獻。

I would just add maybe, Sanjit, from perspective, the 2 thoughts. One, on the year-over-year piece, obviously, Q2 was an easier Atlas compare given the COVID impact that we experienced last year. That was that sort of broad-based, but modest impact that we saw resulting in slower expansion from accounts. And then sequentially, to your point, there is some seasonality and Q2 tends to be meaningfully stronger than Q1. And so you see that showing up in the numbers as well.

Sanjit，從角度來看，我可能只是補充這兩個想法。首先，就同比而言，顯然，考慮到我們去年經歷的新冠疫情影響，第二季的 Atlas 比較更容易。我們看到的就是那種基礎廣泛但適度的影響，導致帳戶擴張放緩。然後，按照您的觀點，存在一些季節性，並且第二季度往往比第一季明顯更強。所以你會看到這一點也出現在數字中。

That's great context, Michael. And then as my follow-up, Dev, MongoDB 5.0 versus 4.0, is there any way sort of we can sort of frame up how significant this release -- I mean 4.0 was a major release, right? There was a lot of key enterprise features, multi-document asset support sort of a game-changing, at least in my view. How should we think about 5.0 versus the 4.0 cycle?

這是很好的背景，麥可。然後，作為我的後續開發，MongoDB 5.0 與 4.0，我們是否可以透過某種方式來確定這個版本的重要性——我的意思是 4.0 是一個主要版本，對嗎？有很多關鍵的企業功能，多文檔資產支援有點改變遊戲規則，至少在我看來是這樣。我們該如何看待 5.0 與 4.0 週期？

Well, it's a question actually I haven't thought of. But as you said, 4.0 was a seminal release for us because it introduced a big feature with multi-document asset transactions, which at that time was the biggest objection for Enterprises or anyone using -- wanting to use MongoDB for mission-critical use case. That objection was obviously taken off the table.

嗯，其實這是一個我沒有想過的問題。但正如您所說，4.0 對我們來說是一個開創性的版本，因為它引入了多文檔資產交易的重要功能，這在當時是企業或任何使用MongoDB 的人最大的反對意見——希望將MongoDB用於關鍵任務用例。這項反對意見顯然已被排除。

What I would say with 5.0 is we're just continuing to double down on, one, expanding our platform, obviously, with all the additions that we're making, especially with native time series support. And we're also making it far easier for customers to use MongoDB. As you can imagine, with over 29,000 customers, we have customers of all shapes and sizes, of all levels of sophistication.

我想說的是，對於 5.0，我們只是繼續加倍努力，一是擴展我們的平台，顯然，我們正在添加所有內容，尤其是原生時間序列支援。我們也讓客戶更輕鬆地使用 MongoDB。正如您可以想像的那樣，我們擁有超過 29,000 名客戶，他們的客戶形態各異、規模各異、複雜程度各異。

And we really want, frankly -- and this is in our DNA, we really want the database to get out of the way of people getting their work done. And so we just want to make it really easy for people to use MongoDB and obviously, Atlas is the best way to expose a lot of the features.

坦白說，我們真的希望——這是我們的 DNA，我們真的希望資料庫不妨礙人們完成工作。因此，我們只是想讓人們真正輕鬆地使用 MongoDB，顯然，Atlas 是公開許多功能的最佳方式。

And so I would just contrast -- I would say 4.0 is all about convincing people that we truly could be a general-purpose, mission-critical platform and 5.0 is all about expanding that platform and making MongoDB even more easy to use so that people can get started on MongoDB more quickly.

所以我只想對比一下——我想說 4.0 的目的是讓人們相信我們確實可以成為一個通用的、關鍵任務的平台，而 5.0 的目的是擴展該平台並使 MongoDB 更加易於使用，以便人們可以更快開始使用MongoDB。

The next question will come from Raimo Lenschow with Barclays.

下一個問題將由巴克萊銀行的 Raimo Lenschow 提出。

Congrats from me as well. Can you talk a little bit about, Dev, what you see out in the field in terms of customer interest to do more stuff, again? So I'm looking at your self-service, Atlas started to kind of reaccelerate on growth. But we're coming also out of the pandemic, what do you see in terms of pipeline build and appetite for bigger projects coming through again? And I had one follow-up for Mike.

我也表示祝賀。Dev，您能談談您在現場看到的客戶興趣，再次做更多事情嗎？所以我正在關注你們的自助服務，Atlas 開始重新加速成長。但我們也即將擺脫大流行，您對管道建設和對再次進行的更大項目的興趣有何看法？我對麥克進行了一項後續行動。

We're clearly seeing more and more demand. So one of the things that we talked about in prepared remarks is that we had identified a set of promising accounts and said, what can we do to grow these accounts even more quickly because we knew that they like MongoDB, but our percent of their total database spend was still quite small. And so when we deployed more resources and really had one rep focus on that account only, we certainly saw the level of focus and the incremental resources really drive great results.

我們清楚地看到需求越來越多。因此，我們在準備好的演講中談到的一件事是，我們已經確定了一組有前途的帳戶，並說，我們可以做些什麼來更快地增加這些帳戶，因為我們知道他們喜歡MongoDB ，但我們佔他們總數的百分比資料庫支出仍然很小。因此，當我們部署更多資源並且真正讓一名代表只專注於該客戶時，我們當然看到了關注程度和增量資源確實帶來了巨大的成果。

We started -- those accounts started growing more quickly. And so we're starting to do that even more with some of our other more promising counts. Again, it's a small percentage of our total customer base, but these are probably some of the most sophisticated and demanding customers. And we are obviously careful about who we choose. These people are predisposed to use Atlas. So we kind of negotiated some sort of agreement with them to use our cloud services. They already have some existing Atlas spend so we know we had a -- some strong champions in account. But we also know that there's some massive upside in that account.

我們開始——這些帳戶開始成長得更快。因此，我們開始透過其他一些更有希望的計數來進一步做到這一點。同樣，它只占我們總客戶群的一小部分，但這些可能是一些最複雜和要求最高的客戶。我們顯然對我們選擇的人很謹慎。這些人傾向於使用 Atlas。因此，我們與他們協商了某種協議以使用我們的雲端服務。他們已經有一些現有的阿特拉斯支出，所以我們知道我們有一些強大的冠軍。但我們也知道該帳戶還有龐大的上漲空間。

So for the most demanding customers, we're seeing really, really strong signals, and this is giving us confidence to expand this program even further this year as well as into next year. So that's kind of the top of the food chain. And I would say that we're even seeing digital-native companies, ISVs who have very, very demanding requirements continue to use -- either choose MongoDB or double down on MongoDB for their platforms, and we're really excited about what that means for us long term.

因此，對於要求最嚴格的客戶，我們看到了非常非常強烈的訊號，這讓我們有信心在今年和明年進一步擴展該計劃。所以這就是食物鏈的頂端。我想說的是，我們甚至看到數位原生公司、具有非常非常苛刻要求的 ISV 繼續使用——要么選擇 MongoDB，要么在他們的平台上加倍使用 MongoDB，我們對這意味著什麼感到非常興奮從長遠來看。

Okay. Perfect. And then the follow-up for Michael. Just if I look at your cash position now, it's obviously, kind of after the action last quarter, kind of a bit bigger. Can you just talk a little bit about your philosophy around cash, how much you're going to carry to run the company, et cetera?

好的。完美的。然後是邁克爾的後續行動。如果我現在看看你的現金頭寸，很明顯，在上個季度的行動之後，有點大了。您能否簡單談談您關於現金的理念，您將攜帶多少資金來經營公司等等？

Sure, yes. Thanks. Obviously, the cash was bolstered in part by the equity offering we did during the quarter. We talked about that as an opportunistic financing. I think we just want to make sure that we have the full degrees of freedom that we think makes sense in terms of maximizing the long-term opportunity and to sort of invest in the business as long as we continue to see good returns from that. So I think that's probably the key points there.

當然，是的。謝謝。顯然，我們在本季進行的股票發行在一定程度上增加了現金。我們將其視為機會主義融資。我認為我們只是想確保我們擁有我們認為在最大化長期機會方面有意義的充分自由度，並且只要我們繼續從中看到良好的回報，就可以對業務進行投資。所以我認為這可能是關鍵點。

The next question will come from Kash Rangan with Goldman Sachs.

下一個問題將由高盛的卡什·蘭根 (Kash Rangan) 提出。

I'm sure you will get very good returns on cash. My question was on Atlas. It looks like the adoption curve for Atlas is turning out to be even more aggressively positive than one would have expected, given that it's cloud deployment. And if you can just compare and contrast the kind of workloads that Atlas is able to take on relative to its life history versus the core MongoDB platform? And what are the things that have surprised you with the adoption curve? And what does this mean for where this business could look like in the next 3 to 4 years in terms of the scale and scope of customers you could take on had -- versus the stand-alone MongoDB on-prem database server?

我相信您會獲得很好的現金回報。我的問題是關於阿特拉斯的。考慮到 Atlas 是雲端部署，它的採用曲線似乎比人們預期的更積極。如果您可以將 Atlas 能夠承擔的相對於其生命歷史的工作負載類型與核心 MongoDB 平台進行比較和對比？採用曲線中哪些事情讓您感到驚訝？與獨立的 MongoDB 本地資料庫伺服器相比，這對於未來 3 到 4 年內您可以接受的客戶規模和範圍而言意味著什麼？

Yes. So one of the key differences with Atlas and, say, deploying on-prem is that developers can move very, very quickly without needing their operations team to set up the underlying compute and storage infrastructure to get going. So -- and by definition, the cloud has elastic scalability and so people can increase their instance sizes or their capacity very, very quickly without having to go back and ask the ops teams to build out more infrastructure. So the ability for development teams to move very, very fast is even more pronounced on a cloud service like Atlas than it is on-prem.

是的。因此，與 Atlas 以及本地部署的主要區別之一是，開發人員可以非常非常快速地開展工作，而無需其營運團隊設置底層運算和儲存基礎設施即可開始工作。因此，根據定義，雲端具有彈性可擴展性，因此人們可以非常非常快速地增加實例大小或容量，而無需返回並要求營運團隊建立更多基礎設施。因此，開發團隊非常非常快速地移動的能力在 Atlas 這樣的雲端服務上比在本地服務上更明顯。

The second thing I would say is that Atlas has clearly become a mission-critical platform. In the early days, there were probably people who were -- obviously, being a new service and people didn't know what to expect, you saw more dev and test workloads, perhaps peripheral or Tier 3 workloads moving on to Atlas. But as people got more and more experience with Atlas, as we added more enterprise features to Atlas, people became increasingly more comfortable. And now we're seeing very, very large and demanding applications move to Atlas, even from some of the more conservative mainstream organizations out there. So what we're really seeing now is enterprise adoption of Atlas at scale.

我要說的第二件事是，Atlas 顯然已經成為一個關鍵任務平台。在早期，可能有人 - 顯然，作為一項新服務，人們不知道會發生什麼，你會看到更多的開發和測試工作負載，可能是外圍或第 3 層工作負載轉移到 Atlas。但隨著人們對 Atlas 的體驗越來越多，隨著我們為 Atlas 添加更多企業功能，人們變得越來越舒適。現在我們看到非常非常大且要求很高的應用程式遷移到 Atlas，甚至是來自一些更保守的主流組織。因此，我們現在真正看到的是企業大規模採用 Atlas。

Got it. So there's no limiting factor itself as it relates to Atlas as a platform, right, where you have everything that you get with MongoDB plus more, the deployment flexibility and the ability to scale, so on. Is there a point where Atlas becomes even more scalable, even more functionally replete than the core MongoDB platform?

知道了。因此，它本身沒有限制因素，因為它與 Atlas 作為一個平台有關，對吧，您擁有 MongoDB 所提供的一切以及更多，部署靈活性和擴展能力等等。Atlas 是否會變得比核心 MongoDB 平台更具可擴充性、功能更豐富？

Well, I think we said this, and this happened a couple of years back. I mean we got to feature parity on Atlas far faster than we expected. And now actually, we lead new feature development in Atlas first and then we catch up on Enterprise Advanced. And so I would say that in terms of feature completeness and scalability, Atlas is the best solution in the marketplace today. And I think you'll see us continue to invest aggressively in Atlas because every customer that we know, even the customers who are predominantly on-premise, they know that the benefit of using MongoDB is that they can start on-prem but they have a very seamless path to the cloud.

嗯，我想我們說過這個，而且這發生在幾年前。我的意思是，我們在 Atlas 上實現對等功能的速度比我們預期的要快得多。現在實際上，我們首先在 Atlas 中領導新功能的開發，然後我們趕上 Enterprise Advanced。所以我想說，就功能完整性和可擴展性而言，Atlas 是當今市場上最好的解決方案。我認為您會看到我們繼續在 Atlas 上積極投資，因為我們認識的每個客戶，甚至是主要在本地部署的客戶，他們都知道使用 MongoDB 的好處是他們可以在本地啟動，但他們有通往雲的非常無縫的路徑。

There's no forklift upgrade. There's no rewrite of the application code. It's just a very seamless migration path. And so there's different customers based on the regulatory environment they're in, compliance reasons or some for even cultural reasons they've been beating more slowly, but every customer has a very clear migration path to the cloud, and we believe the ultimate destination will be Atlas.

沒有堆高機升級。無需重寫應用程式程式碼。這只是一條非常無縫的遷移路徑。因此，根據他們所處的監管環境、合規原因，甚至是文化原因，他們會遇到不同的客戶，但每個客戶都有非常清晰的雲端遷移路徑，我們相信最終的目的地將是阿特拉斯。

The next question will come from Brad Reback with Stifel.

下一個問題將由 Brad Reback 和 Stifel 提出。

Gentlemen, as you think about the last couple of years, you've obviously introduced a bunch of new products. So as we think of where we are today, are those products a meaningful amount or a meaningful contributor to new consumption that we've seen quarter-over-quarter, year-over-year? Or is that really yet to come?

先生們，想想過去幾年，你們顯然推出了許多新產品。因此，當我們思考我們今天所處的位置時，這些產品是否對我們逐季度、逐年看到的新消費產生了有意義的數量或有意義的貢獻？或者這真的還沒到來嗎？

Yes. So Brad, I think that's a good question. Again, I just want to remind you and everyone else that the new product usage, the revenue shows up as Atlas revenue. But let me just give you a little bit of color on each of the products and what we're seeing. On Search, what's becoming very, very clear is that customers are really, really attracted to being able to combine a database with the search engine as one end point. And as a managed service, that becomes very, very attractive. They don't want a disparate MongoDB deployment and then some sort of elastic or solar deployment. To do that on one platform becomes really attractive, and we're seeing really interesting uptick there.

是的。布拉德，我認為這是一個很好的問題。再次，我想提醒您和其他所有人，新產品的使用情況、收入顯示為 Atlas 收入。但讓我簡單介紹一下每種產品以及我們所看到的情況。在搜尋方面，非常非常清楚的是，客戶真的非常喜歡能夠將資料庫與搜尋引擎結合起來作為一個端點。作為一項託管服務，這變得非常非常有吸引力。他們不希望進行不同的 MongoDB 部署，然後進行某種彈性或太陽能部署。在一個平台上做到這一點變得非常有吸引力，而且我們看到那裡的成長非常有趣。

On Realm Sync, which -- by the way, Sync, was just GA'd in February. We're seeing some really interesting customer use cases, in particular, in retail and logistics, where people want to do inventory management and logistics, and we're seeing some really interesting customer traction there.

關於 Realm Sync，順便說一下，Sync 剛剛在二月發布。我們看到了一些非常有趣的客戶用例，特別是在零售和物流領域，人們想要進行庫存管理和物流，並且我們在那裡看到了一些非常有趣的客戶吸引力。

On the Data Lake product, we're seeing a lot of interest, especially from some of our larger customers, to basically improve the economics of keeping large volumes of data accessible because the challenge is that either they have to migrate the data completely, but then you can't really access it or you have to delete the data. And with online archive, you can actually get the benefits of having all the data, but in a very cost-effective way.

在數據湖產品上，我們看到了很多人的興趣，特別是來自我們的一些大客戶，他們希望從根本上提高保持大量數據可訪問的經濟性，因為面臨的挑戰是他們要么必須完全遷移數據，要么必須完全遷移資料。那麼你就無法真正存取它或你必須刪除資料。透過線上存檔，您實際上可以以非常經濟高效的方式獲得擁有所有數據的好處。

We also see that people are building more and more interesting smarter applications, where they're leveraging analytics to build better customer experiences. And so as that becomes more pervasive, you see use cases like real-time analytics and so on and so forth becoming more and more prevalent.

我們也看到人們正在建立越來越有趣的智慧應用程序，他們利用分析來建立更好的客戶體驗。隨著這種情況變得越來越普遍，您會看到即時分析等用例變得越來越普遍。

And then what I would say is that even though time series is new, we've had some interesting traction on time series, again, customer's attracted to rather than buying some sort of bespoke solution, being part of a single platform, and we can leverage the existing MongoDB installed base to go after more business.

然後我想說的是，儘管時間序列是新的，但我們在時間序列上有一些有趣的吸引力，再次，客戶被吸引而不是購買某種定制的解決方案，成為單一平台的一部分，我們可以利用現有的MongoDB 安裝基礎來追求更多業務。

And so I would say that's the color I provide in terms of new customer traction, and we're quite pleased with how things are progressing.

所以我想說，這就是我在吸引新客戶方面提供的顏色，我們對事情的進展感到非常滿意。

The next question will come from Brent Bracelin with Piper Sandler.

下一個問題將由布倫特·布雷斯林和派珀·桑德勒提出。

Sticking with Atlas thread here. Obviously, third quarter of accelerating growth, if I look at kind of customer add metrics versus usage metrics, this quarter, it looks like a more material uptick in usage. So I guess, first question, what drove the step-up in Atlas usage this quarter? I think you talked about 600 -- 100,000-plus kind of enterprise-type customers spending on the platform. Is it mostly enterprise? Or are there other factors here at play? And then one quick follow-up.

在這裡繼續使用 Atlas 線程。顯然，第三季的成長加速，如果我看一下客戶添加指標與使用指標，本季的使用量似乎出現了更多的實質成長。所以我想，第一個問題，是什麼推動了本季 Atlas 使用率的上升？我認為您談到了 600 至 100,000 多名企業型客戶在該平台上的支出。主要是企業嗎？或者還有其他因素在起作用嗎？然後是快速跟進。

Yes. What I would say is that the performance of Atlas is strong across all the 3 channels. But I think I would add that the enterprise adoption of Atlas is really, in particular, something that should be called out because we're seeing customers now becoming very comfortable in deploying mission-critical applications on Atlas with very demanding requirements. And I think that's a big part of what's driving our growth. And I would also say that multi-cloud is becoming increasingly important.

是的。我想說的是，Atlas 在所有 3 個通道中的表現都很強。但我想我想補充一點，企業對 Atlas 的採用確實值得特別關注，因為我們看到客戶現在變得非常習慣在 Atlas 上部署具有非常苛刻要求的關鍵任務應用程式。我認為這是推動我們成長的重要因素。我還想說，多雲變得越來越重要。

Customers really like the fact that they can protect and preserve their investments in the application, even though they may end up moving cloud providers or maybe running an app across different cloud providers. And I would say that we're seeing some really interesting demand in some regions like India and Latin America, especially in our mid-market channel. So that gives us -- just gives us more conviction about how big an opportunity we're going after.

客戶確實喜歡這樣一個事實，即他們可以保護和保留他們在應用程式中的投資，即使他們最終可能會更換雲端供應商或可能跨不同的雲端供應商運行應用程式。我想說的是，我們在印度和拉丁美洲等一些地區看到了一些非常有趣的需求，特別是在我們的中端市場管道。因此，這讓我們更加確信我們正在追求多大的機會。

Great. And then Michael, for you, I know...

偉大的。然後邁克爾，對於你來說，我知道...

Yes, Brent. Just -- sorry, let me just add on one thing and then happy to cover your question. I just -- I think people get the year-over-year piece given the sort of easier compare, but I think I just want to underscore the sort of sequential piece, which I think is really important in the seasonality of Q2 being stronger than Q2 -- than Q1. And when we look out to the second half of the year, we see a tougher compare for Atlas in the second half. Sorry, go ahead.

是的，布倫特。只是——抱歉，讓我補充一件事，然後很高興回答你的問題。我只是——我認為人們會因為更容易的比較而獲得逐年的數據，但我想我只是想強調這種連續性的數據，我認為這對於第二季的季節性強於第二季來說非常重要。Q2—比Q1。當我們展望今年下半年時，我們發現 Atlas 下半年的情況更加艱難。抱歉，請繼續。

Got it. So seasonal factor help there. No, my question is still on Atlas. It's just on the gross margin side. I know overall gross margin downticked slightly. But if I look at kind of gross -- subscription gross margins, you're well north of 75% for the last 3 quarters, even with a pretty material mix shift to Atlas. So do you think now with Atlas over half of the revenue mix that 6 -- 75% subscription gross margin is sustainable?

知道了。所以季節性因素有幫助。不，我的問題仍在 Atlas 上。這只是在毛利率方面。我知道整體毛利率略有下降。但如果我看一下總訂閱毛利率，即使材料組合轉向 Atlas，過去 3 個季度的毛利率也遠高於 75%。那麼，您認為現在 Atlas 超過一半的收入組合，6 - 75% 的訂閱毛利率是可持續的嗎？

Yes. So I don't think we're prepared to call a bottom yet, but we've been exceptionally pleased with how we've executed against the strategy. There's still sort of additional opportunities. And while we're very pleased that Atlas is 56% of revenue. There's still a lot -- there still is a margin delta between the 2 and a healthy chunk of the revenue. And so we've got more that we need to do and want to do on Atlas gross margin, but we've -- so we're certainly not at a bottom, but we've been really pleased with the progress to date.

是的。因此，我認為我們還沒有準備好宣布觸底，但我們對我們執行該策略的方式感到非常滿意。還有一些額外的機會。我們很高興 Atlas 佔收入的 56%。還有很多——兩者與大部分收入之間仍然存在利潤差。因此，我們在 Atlas 毛利率方面還有更多需要做和想要做的事情，但我們確實沒有觸底，但我們對迄今為止的進展感到非常滿意。

The next question will come from Jason Ader with William Blair.

下一個問題將由傑森·阿德爾和威廉·布萊爾提出。

Dev, do you have a sense of how you're doing versus the cloud players? I mean, obviously, your results speak for themselves. But do you track win rates there? And any just color commentary on your competitive position versus some of the house databases from the cloud providers.

開發者，你知道自己與雲端玩家的表現如何嗎？我的意思是，顯然，你的結果不言而喻。但你跟蹤那裡的勝率嗎？以及對您的競爭地位與雲端提供者的一些內部資料庫的任何公正的評論。

Well, if you know anything about the MongoDB culture, we're very focused on serving our customers, but also being quite aware of what our competition is doing. And I'm pleased to report that our win rates again competition are very, very high. Against both the stand-alone companies as well as the clones being offered by the cloud providers our win rates are really, really high.

好吧，如果您了解 MongoDB 文化，我們非常專注於為客戶提供服務，但也非常了解我們的競爭對手在做什麼。我很高興地向大家報告，我們在比賽中的獲勝率非常非常高。與獨立公司以及雲端供應商提供的克隆公司相比，我們的勝率非常非常高。

As I've said in the past, our biggest issue is deals that are going down that we're just not aware of. And that's -- those are the deals that keep us up at night because when we go head to head, our win rates are extremely high.

正如我過去所說，我們最大的問題是我們沒有意識到的交易正在減少。那就是——這些交易讓我們徹夜難眠，因為當我們正面交鋒時，我們的勝率非常高。

All right. And then just a quick follow-up on the multi-model capabilities of the platform. I know you have native time series now. I know you have graph and some other data models. Do you have a sense of how much of your customer base actually uses some of those capabilities? Can you track that?

好的。然後快速跟進該平台的多模型功能。我知道你現在有本地時間序列。我知道你有圖表和其他一些數據模型。您是否了解有多少客戶群實際使用其中一些功能？你能追蹤到嗎？

In general, we can. And obviously, with these new capabilities, we can track usage. One of the benefits of a cloud service is you get much better fidelity in terms of what customers are doing on your platform. Yes.

一般來說，我們可以。顯然，透過這些新功能，我們可以追蹤使用情況。雲端服務的好處之一是，您可以更準確地了解客戶在您的平台上所做的事情。是的。

And to underscore the point you just made is that the point that we make to our customers is that rather than having a bunch of bespoke solutions, and some of our competition has like 13 or 15 different database options, what people realize after the fact is that the challenge of managing -- learning, managing and supporting all these different technologies, let alone dealing with how to query all that data, synthesize all that data, back up all that data becomes an onerous management task.

為了強調您剛才提出的觀點，我們向客戶提出的觀點是，我們的一些競爭對手擁有 13 或 15 種不同的資料庫選項，而不是擁有一堆客製化解決方案，人們在事後意識到的是管理上的挑戰——學習、管理和支援所有這些不同的技術，更不用說處理如何查詢所有數據、綜合所有數據、備份所有數據，成為一項繁重的管理任務。

And so being able to consolidate it on a single platform becomes very, very attractive, which is why we're seeing so much interest in Search, which is why we're seeing so much interest in time series, even though it's very early, and why we think that our platform strategy is really working.

因此，能夠將其整合在一個平台上變得非常非常有吸引力，這就是為什麼我們看到人們對搜尋如此感興趣，這就是為什麼我們看到人們對時間序列如此感興趣，儘管現在還很早，以及為什麼我們認為我們的平台策略確實有效。

The next question will come from Tyler Radke with Citi.

下一個問題將由花旗銀行的泰勒拉德克（Tyler Radke）提出。

I wanted to start, Dev, you made an interesting comment in your prepared remarks just around higher C-level engagement. And I guess a couple of questions there. What specifically are you doing to support that? Is it hiring more experienced traditional enterprise sellers?

我想首先，Dev，您在準備好的演講中圍繞更高的 C 級參與度發表了有趣的評論。我想有幾個問題。您具體做了什麼來支持這一點？是否聘請更有經驗的傳統企業賣家？

And then secondly, like, what do you think is driving that? Is it Atlas? Is it just overall standardization as they look at legacy migrations? Just to expand on that comment would be helpful.

其次，你認為是什麼推動了這種情況？是阿特拉斯嗎？當他們考慮遺留遷移時，這只是整體標準化嗎？只要擴展該評論就會有所幫助。

Yes, sure. So one of the things that we learned about the buying behavior in this space is that people make decisions workload by workload. So every time you build an application, every time you want to replatform an application, you have to make a decision about what database you want to use. So it tends to be, when you're in an account, you tend to have a bunch of micro decisions about all these workloads, and you have to almost win them workload by workload. The benefit of going high is that, ultimately, your goal is to become declared a standard where people don't need permission to use MongoDB to build an app.

是的，當然。因此，我們從這個領域的購買行為中了解到的一件事是，人們會根據工作量做出決策。因此，每次建立應用程式時，每次想要重新建置應用程式平台時，都必須決定要使用哪個資料庫。因此，當您在一個帳戶中時，您往往會對所有這些工作負載做出一堆微觀決策，並且您必須幾乎逐一工作負載地贏得他們的工作負載。走高的好處是，最終，您的目標是成為一個標準，人們不需要許可就可以使用 MongoDB 建立應用程式。

They can pretty much choose MongoDB "that's a product off the shelf that they can choose," and it's part of the standard architecture that's been blessed and approved by that organization. So part of the value of going high is accelerating the path to being declared the standard. And going high also allows you to be positioned very differently than just being yet another database that a company uses. So understanding -- helping them understand how we can really help them accelerate their business, how we can help them seize new opportunities or respond to new threats, and that it's a real competitive advantage to build applications on MongoDB versus any other alternative.

他們幾乎可以選擇 MongoDB，“這是他們可以選擇的現成產品”，而且它是得到該組織祝福和批准的標準架構的一部分。因此，走高的部分價值在於加速被宣佈為標準的道路。走高位還可以讓你的定位與另一個僅成為公司使用的資料庫有很大不同。如此理解——幫助他們了解我們如何真正幫助他們加速業務發展，我們如何幫助他們抓住新機會或應對新威脅，以及與任何其他替代方案相比，在 MongoDB 上建立應用程式具有真正的競爭優勢。

So in terms of the people we have, we have -- we hire some outstanding salespeople and sales leaders. And so obviously, we leverage the whole organization up into and including the C-level executives. For example, Sahir Azam, our Chief Product Officer; Mike -- Mark Porter, our Chief Technology Officer; and myself and others get involve d in strategic conversations. Cedric Pech, our CRO, is outstanding at knowing how to kind of build and scale these types of organizations. And we have very strong leaders in different theaters of the world who know how to do this really, really well.

因此，就我們擁有的人員而言，我們聘請了一些出色的銷售人員和銷售領導者。顯然，我們會利用整個組織的力量，包括 C 級主管。例如，我們的首席產品長 Sahir Azam； Mike－馬克‧波特，我們的技術長；我和其他人參與戰略對話。我們的 CRO Cedric Pech 非常擅長了解如何建立和擴展這類組織。我們在世界各地都有非常強大的領導者，他們知道如何真正非常好地做到這一點。

And I would say in terms of why are we being invited to these conversations. One, I would say, people are starting to get more and more familiar with MongoDB, there's more and more evidence of the value we can provide. So one is time, they get more experience with MongoDB and they get more confident; second, I would say, our feature -- our product portfolio has expanded quite significantly so we can address more and more use cases; and third, obviously, Atlas has really changed the game where people can just deploy MongoDB far more quickly than doing it serially on-premise. And so all those things have kind of been a confluence event for us to see the acceleration in these accounts.

我想說的是為什麼我們被邀請參加這些對話。第一，我想說的是，人們開始越來越熟悉 MongoDB，越來越多的證據顯示我們可以提供的價值。因此，一是時間，他們獲得更多 MongoDB 經驗，變得更有自信；其次，我想說的是，我們的功能——我們的產品組合已經顯著擴展，因此我們可以解決越來越多的用例；第三，顯然，Atlas 確實改變了遊戲規則，人們可以比在本地連續部署更快部署 MongoDB。因此，所有這些事情對我們來說都是一個匯合事件，讓我們看到這些帳戶的加速成長。

And Michael, a follow-up for you. I think in an earlier question, you referenced some more challenging compares in the second half on a sequential basis on Atlas. I was just curious if you could expand on that. I think if we look back, at least on a dollar basis added, the last few years, you've seen similar, if not even a little bit more kind of net new Atlas revenue added in Q3 than Q2. So just curious if you could expand on that and how we should kind of think about the shape of the Atlas trajectory for this year?

邁克爾，是你的後續行動。我認為在之前的問題中，您在 Atlas 上按順序引用了下半年一些更具挑戰性的比較。我只是好奇你是否可以對此進行擴展。我認為，如果我們回顧過去，至少在過去幾年中增加的美元基礎上，您會看到類似的情況，甚至比第二季度增加的 Atlas 淨收入在第三季度增加了一點點。所以只是好奇你是否可以對此進行擴展，以及我們應該如何思考今年阿特拉斯軌道的形狀？

Yes. So it's less about sequential and is more commenting that the first half of the year in the base period or the compare was an easier compare, given the COVID impacts that we saw at the end of Q1 and then in Q2. So it's really more of a year-over-year compare question than a sequential comment.

是的。因此，考慮到我們在第一季末和第二季度看到的新冠疫情影響，這與順序無關，更多的是評論今年上半年的基期或比較是更容易的比較。因此，這實際上更像是一個逐年比較的問題，而不是連續的評論。

The next question will come from Karl Keirstead with UBS.

下一個問題將由瑞銀集團的 Karl Keirstead 提出。

I've got 2 Atlas-related questions. Dev, a lot of developers are building apps for Azure and GCP. I think we all understand that the vast majority of Atlas revenues are on AWS. Could you give us a bit of a progress report maybe on the mix from Atlas on GCP and Atlas on Azure?

我有 2 個與 Atlas 相關的問題。開發人員，許多開發人員正在為 Azure 和 GCP 建立應用程式。我想我們都知道 Atlas 的絕大多數收入都來自 AWS。您能為我們提供一些有關 Atlas on GCP 和 Atlas on Azure 混合式的進度報告嗎？

Yes. I don't believe we break out the exact detail, but our business tends to mirror the market share of all 3 cloud providers. I would say GCP probably is further ahead in terms of -- at least we're further ahead with GCP relative to their market share. But, in general, our business tracks along the market share of the cloud providers. I would say GCP -- and I think what really differentiates one cloud provider versus another is that people are recognizing that moving an Atlas workload to their cloud actually has ancillary benefits for that cloud provider.

是的。我不認為我們會透露具體的細節，但我們的業務往往反映了所有 3 個雲端供應商的市場份額。我想說，GCP 可能在以下方面更領先——至少就市場份額而言，我們比 GCP 更領先。但總的來說，我們的業務追蹤雲端提供商的市場份額。我想說的是 GCP——我認為一個雲端提供者與另一個雲端提供者的真正區別在於，人們認識到將 Atlas 工作負載轉移到他們的雲端實際上會為該雲端提供者帶來附帶好處。

That customer ends up consuming other services, and the dollars that they spend with us, they spend multiples of that with the end cloud provider. So in particular, Amazon and Google have been more aggressive in partnering in the field at the sales level. There's more partnering going on, and I think that's yielding more deals. And I think Microsoft is starting to see the -- potentially, the benefits of doing that as well, but they're a little bit further behind.

該客戶最終會消費其他服務，而他們在我們身上花費的美元是在最終雲端提供者身上花費的數倍。特別是，亞馬遜和谷歌在銷售層面的合作更加積極。更多的合作正在進行中，我認為這會產生更多的交易。我認為微軟也開始看到這樣做的潛在好處，但他們有點落後了。

Got it. That's helpful. And then maybe a second Atlas question. The Azure Cosmos DB vulnerability got a decent amount of attention over the last couple of weeks. I'm just curious whether you sense any change in focus on cloud database security exposures and how and if that's a differentiator for Atlas?

知道了。這很有幫助。然後可能是第二個阿特拉斯問題。Azure Cosmos DB 漏洞在過去幾週受到了相當多的關注。我只是好奇您是否感覺到對雲端資料庫安全暴露的關注發生了任何變化，以及這是否是 Atlas 的差異化因素？

Yes. So it's a good question. Obviously, that news was quite recent in terms of what happened with the Cosmos breach. And just to level set a security company discovered that it was possible to gain completely -- complete unrestricted access to accounts and databases of all the Azure customers, including their flagship product, Cosmos DB. And this vulnerability was introduced through integration through its Jupyter Notebooks service. I would say that we have a very robust focus on security. Our products are -- have a bunch of security certifications, including SOC 2, ISO-27001, HIPAA, PSI, et cetera.

是的。所以這是一個好問題。顯然，就 Cosmos 洩漏事件而言，這個消息是最近才發生的。為了達到這一水平，一家安全公司發現可以完全不受限制地存取所有 Azure 客戶的帳戶和資料庫，包括他們的旗艦產品 Cosmos DB。該漏洞是透過其 Jupyter Notebooks 服務整合而引入的。我想說的是，我們非常關注安全。我們的產品擁有一系列安全認證，包括 SOC 2、ISO-27001、HIPAA、PSI 等。

And we have layers of defensive controls that then triggers alarms in an event of suspicious activity. We spent a lot of time on product innovation in the area of security, including releasing features like client-side field level encryption, which allows customers to store data in Atlas without there being anyone outside of their organization who can even see the data. We utilize external security firms to perform regular penetration tests, same way an attacker would. And we have had a coordinated disclosure program where we encourage independent security researchers to contact us if they find a security issue in our products, and we reward them accordingly.

我們有多層防禦控制，一旦出現可疑活動就會觸發警報。我們在安全領域的產品創新上投入了大量時間，包括發布客戶端字段級加密等功能，該功能允許客戶將資料儲存在 Atlas 中，而組織外部的任何人都可以看到這些資料。我們利用外部安全公司定期執行滲透測試，就像攻擊者所做的那樣。我們制定了協調揭露計劃，鼓勵獨立安全研究人員在我們的產品中發現安全問題時與我們聯繫，並給予相應獎勵。

So we found tremendous value and output from our engagement with the external security consultants researchers as well as our internal team and controls around vulnerability and discovery and management. And thankfully, we have not had a breach of MongoDB Atlas, but we're very, very focused on security. It's a core tenet of our offering.

因此，我們從與外部安全顧問研究人員以及我們的內部團隊以及圍繞漏洞、發現和管理的控制的合作中發現了巨大的價值和產出。值得慶幸的是，我們沒有遇到 MongoDB Atlas 漏洞，但我們非常非常關注安全性。這是我們產品的核心宗旨。

The next question will come from Pat Walravens with JMP Securities.

下一個問題將由 JMP 證券的 Pat Walravens 提出。

Congratulations on the quarter. Dev, if you look at like the 5 major use cases for databases, transaction processing, data warehousing, data science, stream processing, operational intelligence, where do you see the most opportunity for MongoDB?

恭喜本季。Dev，如果您看看資料庫、事務處理、資料倉儲、資料科學、流處理、營運智慧的 5 個主要用例，您認為 MongoDB 的最大機會在哪裡？

Well, clearly, our roots started off in transaction processing, but we definitely see a lot of opportunity in what you call operational intelligence or what we would say is analytics or real-time analytics for the application. We're not trying to be a data warehouse. And you'll see us continue to invest more in that area.

嗯，顯然，我們的根源始於事務處理，但我們確實在所謂的營運智慧或我們所說的應用程式分析或即時分析中看到了很多機會。我們並不是想成為一個資料倉儲。您會看到我們繼續在該領域進行更多投資。

And what we see is that it's a massive market, and we're well positioned. And as we continue to expand our platform, we address a wider variety of use cases. And what I would say is that what customers are clearly telling us, that they just don't want to use a net new technology for a net new use case, that they want to be able to run more things on platforms.

我們看到這是一個巨大的市場，而且我們處於有利地位。隨著我們不斷擴展我們的平台，我們解決了更廣泛的用例。我想說的是，客戶清楚地告訴我們，他們只是不想將全新的技術用於全新的用例，他們希望能夠在平台上運行更多的東西。

And they want to get the benefits of all the best-of-breed solutions out there, but they want to be able to do that on a fewer set of platforms. And that's where I think we are really differentiating ourselves because we truly are a general-purpose mission-critical platform. When you look at the size of our customer base, the variety of use cases that customers run among at MongoDB, the types of customers who use MongoDB, it becomes very, very clear that people can use us for a lot of different things.

他們希望獲得所有同類最佳解決方案的優勢，但他們希望能夠在更少的平台上做到這一點。我認為這就是我們真正與眾不同的地方，因為我們確實是一個通用的關鍵任務平台。當您查看我們的客戶群規模、客戶在 MongoDB 中運行的各種用例以及使用 MongoDB 的客戶類型時，您會發現人們可以使用我們來做很多不同的事情。

The next question will come from Jack Andrews with Needham.

下一個問題將由傑克·安德魯斯和李約瑟提出。

I wanted to ask a bit more on the 5.0 release. It seems to be one of the important features is you've talked about the ability to have a faster cadence of releases between major releases. So could you just flesh out for us what should we be expecting in terms of how do you anticipate priorities and focus on what to release when?

我想多問一些關於 5.0 版本的問題。這似乎是重要的功能之一，您已經談到了在主要版本之間加快發布節奏的能力。那麼，您能否為我們詳細說明我們應該期待什麼，即您如何預測優先事項並專注於何時發布什麼內容？

Well, we have a pretty rigorous approach starting our product management organization leads that process, but we take inputs from obviously our sales team, our customer support team, our technical sales organization as well as kind of we do some top-down analysis in terms of what are the areas that we want to get into. Obviously, we also look at what the competition is doing to understand, where they're getting traction and where they're not. And that informs our view in terms of how we want to decide what products to build and in what cadence.

嗯，我們有一個非常嚴格的方法來啟動我們的產品管理組織來領導這個過程，但我們顯然從我們的銷售團隊、我們的客戶支援團隊、我們的技術銷售組織中獲取輸入，並且我們做了一些自上而下的分析我們想要進入哪些領域。顯然，我們也會關注競爭對手正在做什麼，以了解他們在哪些方面受到關注，哪些方面沒有。這讓我們知道如何決定建造哪些產品以及以何種節奏建立產品。

And obviously, in our space, it's not like you just build a product and you move on. You come out with an MVP release and then you introduce new features or basically mature that product over time. If you look at even Atlas, Atlas only came out 5 years ago, and the level of feature development on Atlas, even though it was one product, has been enormous. And so these products just tend to mature over time. And so there's a -- there's always some debate about new features and capabilities versus maturing and strengthening the existing set of products. And it's obviously a judgment call and there's some art as well as science in terms of how we handle that.

顯然，在我們的領域，你不會只是建立一個產品然後繼續前進。您發布了 MVP 版本，然後引入新功能或隨著時間的推移使產品基本成熟。如果你看看Atlas，Atlas才5年前才出來，Atlas的功能開發水準雖然是一款產品，但已經是巨大的了。因此，這些產品往往會隨著時間的推移而成熟。因此，關於新特性和功能與成熟和加強現有產品集之間總是存在一些爭論。這顯然是一個判斷，我們如何處理這個問題既有藝術又有科學。

And I would say, to your point, with the cloud service, we can introduce new capabilities far more quickly than, say, an on-prem version. So we have gone to a quarterly release cycle, which allows us to introduce new features, fix bugs is that much faster, while folding in all the new changes and so forth into our on-prem product once a year. And so that really allows us to continue to innovate fast, but still be able to address the needs of the organization and make sure customers can consume MongoDB's capabilities at the rate and pace that they want to.

我想說，就您而言，透過雲端服務，我們可以比本地版本更快地引入新功能。因此，我們採用了季度發布週期，這使我們能夠更快地引入新功能、修復錯誤，同時每年將所有新變更等合併到我們的本地產品中。因此，這確實使我們能夠繼續快速創新，但仍然能夠滿足組織的需求，並確保客戶能夠以他們想要的速度和節奏使用 MongoDB 的功能。

Just as a follow-up question, could you update us perhaps on progress with the systems integrators? Is there a way to frame the proportion of your deals that are maybe SI-driven or SI influenced these days?

作為一個後續問題，您能否向我們介紹一下系統整合商的最新進展？現在有沒有辦法確定 SI 驅動或 SI 影響的交易比例？

Yes, we don't break out that in particular, but I would say a meaningful percentage of our business is done through some sort of partner. Those partners can come in a variety of flavors. We already talked about the cloud providers. To your point, the systems integrators are another key cohort of partners that we work with. We also work with a bunch of ISVs, and they could be either sell-to or sell-through kind of relations with the ISVs. And so our partnerships play a big role. We have a dedicated partner organization focused on our partners. And they play a critical role in kind of helping us expand our reach and accelerate deals as well as shorten the cycle time to close deals.

是的，我們沒有特別透露這一點，但我想說，我們的業務中有很大一部分是透過某種合作夥伴完成的。這些合作夥伴可以有多種風格。我們已經討論過雲端提供者。就您而言，系統整合商是我們合作的另一個重要合作夥伴群體。我們也與許多 ISV 合作，他們可以與 ISV 建立銷售關係或直銷關係。因此，我們的合作夥伴關係發揮著重要作用。我們有一個專門的合作夥伴組織，專注於我們的合作夥伴。它們在幫助我們擴大業務範圍、加速交易以及縮短完成交易的周期方面發揮著關鍵作用。

And with regards to the SIs, historically, we've done business with every major SI in the industry. And so I can't think of one large SI where we haven't done some business with. We're obviously picking and choosing the partners we work with, where we think we can have the biggest impact. But we're also working with some boutique partners who have real MongoDB expertise who bring some expertise, especially since many customers may not necessarily have all the MongoDB skills that they want in their own organization, and they also provide a valuable role in helping us grow our business.

至於 SI，從歷史上看，我們與業內所有主要 SI 都有業務往來。因此，我想不出有哪個大型 SI 與我們沒有開展過業務。顯然，我們正在挑選我們認為能夠產生最大影響力的合作夥伴。但我們也與一些擁有真正MongoDB 專業知識的精品合作夥伴合作，他們帶來了一些專業知識，特別是因為許多客戶可能不一定擁有他們在自己的組織中想要的所有MongoDB 技能，而且他們也在幫助我們方面發揮了寶貴的作用來發展我們的業務。

Congratulations on your results.

祝賀你的結果。

Thank you.

謝謝。

The next question will come from Ittai Kidron with Oppenheimer.

下一個問題將由 Ittai Kidron 和奧本海默提出。

Nice numbers, guys. Just one for me. Dev, maybe you can talk about international. You haven't talked about your international mix and how that performed in the quarter. Maybe you can kind of recap for us how patterns internationally are similar or different than they are here in the U.S.? And also, is your strategic discussions that you're having with customers now here in the U.S., is that also something that applies internationally? Or that's more of a later cycle, say, relative to where you are here in the U.S.?

夥計們，數字不錯。只給我一個。Dev，也許你可以談談國際。您還沒有談論您的國際組合及其在本季的表現。也許您可以為我們回顧一下國際上的模式與美國的模式有何相似或不同？另外，您現在與美國客戶進行的策略討論是否也適用於國際？或者說，相對於您在美國的情況而言，這更像是一個較晚的周期？

So I would say our business is frankly strong across the globe. Obviously, different theaters. The size of the business is different, but we're seeing significant demand across the globe. I'll start with Europe. Historically, we have been very strong in Northern Europe, in particularly in the U.K., but we've really expanded very aggressively to Southern Europe, France, Italy, Spain, have become really, really strong markets for us. We've also expanded quite aggressively, as you imagine, to Germany and in Northern Europe, and we're feeling really good about the opportunity there.

所以我想說，坦白說，我們的業務在全球範圍內都很強大。顯然，不同的劇院。業務規模各不相同，但我們看到全球範圍內的巨大需求。我將從歐洲開始。從歷史上看，我們在北歐非常強大，特別是在英國，但我們確實非常積極地擴展到南歐，法國、義大利、西班牙已經成為我們非常非常強大的市場。正如您想像的那樣，我們也非常積極地向德國和北歐擴張，我們對那裡的機會感到非常滿意。

In fact, we're trying to hire as fast as we can. In terms of Asia, we've seen burgeoning demand coming out of India and Southeast Asia. It was funny. Our sales leadership -- when we first launched Atlas, argued that Atlas -- the value proposition wouldn't make a lot of sense. As the cost of labor was a lot lower in India, Atlas, the value proposition wouldn't make as much sense because people just hire their own database administrators. Well, it turns out people value speed, people value being able to innovate and people value being able to offload undifferentiated work.

事實上，我們正​​努力盡快招募員工。就亞洲而言，我們看到印度和東南亞的需求不斷增長。真好笑。當我們第一次推出 Atlas 時，我們的銷售領導層認為 Atlas 的價值主張沒有多大意義。由於印度的勞動成本要低得多，阿特拉斯，價值主張沒有太大意義，因為人們只僱用自己的資料庫管理員。事實證明，人們看重速度，重視創新能力，重視能夠卸下無差別的工作。

So Atlas is going on like gangbusters. Our India team has been crushing their numbers. So we're trying to expand that team as fast as possible. Same in other parts of Southeast Asia. In China, obviously, we can't offer Atlas due to regulatory constraints. So we decided, as I think you may be aware that we have a relationship with both Alibaba and Tencent. And Alibaba, we're about in year 2 of that relationship, and that relationship is going really, really well. And Tencent is just starting to heat up.

所以阿特拉斯正在如火如荼地進行中。我們的印度隊的人數一直在碾壓他們。因此，我們正在努力盡快擴大該團隊。東南亞其他地區也是如此。顯然，在中國，由於監管限制，我們無法提供 Atlas。所以我們決定，我想你可能知道我們與阿里巴巴和騰訊都有關係。阿里巴巴，我們正處於這段關係的第二年，而且這段關係進展得非常非常好。而騰訊的熱度才剛開始。

As you know that there's some -- the government there is taking -- there's a little bit more scrutiny about what the tech companies can do. But we're not seeing that in our business with those partners. And then in terms of Latin America, while we don't have a huge spread in Latin America, we're seeing a lot of demand, so we're trying to service that through our inside sales team, in our self-serve channel, and we're starting to deploy more resources in Latin America. So I would tell you that this market is very large, and it's truly a global phenomenon.

如你所知，政府正在對科技公司的行為進行更多的審查。但我們在與這些合作夥伴的業務中並沒有看到這一點。然後就拉丁美洲而言，雖然我們在拉丁美洲沒有很大的傳播，但我們看到了很大的需求，因此我們正在嘗試透過我們的內部銷售團隊在我們的自助管道中提供服務，我們開始在拉丁美洲部署更多資源。所以我想告訴你，這個市場非常大，而且確實是個全球現象。

The next question will come from Matthew Broome with Mizuho Securities.

下一個問題將由瑞穗證券的馬修布魯姆提出。

I definitely appreciate the geographic color there. I guess, sort of a similar question in terms of sort of customer verticals, if there are any specific industries that sort of particularly outperformed your expectations or conversely where you would like to see a bit stronger momentum?

我非常欣賞那裡的地理色彩。我想，就客戶垂直領域而言，這是一個類似的問題，是否有任何特定行業的表現特別超出您的預期，或者相反，您希望看到更強勁的勢頭？

Well, I would say, obviously, it's a big market. So as you can imagine, our sales teams tend to go where the business is. We tend to not organize by verticals, but that's something that may change over time as we see getting -- going deeper in accounts, going deeper in financial services. Going deeper into understanding their particular use cases can have a disproportionate impact on our business. So that's something that we're contemplating. But I would say, in general, we're seeing strong across-the-board performance.

嗯，我想說，顯然，這是一個很大的市場。正如您可以想像的那樣，我們的銷售團隊傾向於去業務所在的地方。我們傾向於不按垂直領域進行組織，但這可能會隨著時間的推移而改變，因為我們會看到——深入帳戶、深入金融服務。深入了解他們的特定用例可能會對我們的業務產生不成比例的影響。這就是我們正在考慮的事情。但我想說，總的來說，我們看到了強勁的全面表現。

MongoDB is truly a horizontal solution, and it's really a function of our coverage model and how many people we have in the region. And because they're organized geographically, they'll go after the options the way they think that they can have the quickest impact on. So as you can imagine, companies that are more technology sophisticated tend to be really good customers of ours. The companies who want to build their own customer applications tend to be really good customers of ours. And obviously, every new SaaS company who's coming out as they think about their tech stack, we want to be part of that tech stack so we're putting a lot more focus on those companies because as they grow, we're the beneficiaries of their growth.

MongoDB 確實是一個橫向解決方案，它實際上取決於我們的覆蓋模型以及我們在該地區擁有的人數。因為他們是按地理位置組織的，所以他們會按照他們認為能夠產生最快影響的方式來尋找選項。正如您可以想像的那樣，技術更先進的公司往往是我們真正的好客戶。想要建立自己的客戶應用程式的公司往往是我們真正的好客戶。顯然，每一個新出現的 SaaS 公司在考慮他們的技術堆疊時，我們都希望成為該技術堆疊的一部分，因此我們更加關注這些公司，因為隨著他們的成長，我們是受益者他們的成長。

Yes. I would just add, if you -- I would just add, if you think about the Q2 outperformance, we talked about sort of strength across the board. We also talked about how Enterprise Advance was particularly strong. And while sometimes you might map that to certain industries, I think even in the vignettes and customer examples, Dev pointed out, really, it depends on how someone's -- what their architecture looks like and how they're going to consume software. So it doesn't perfect map to industries. But we had, like I said, very strong performance in Q2 really across the board product-wise, but particularly in EA.

是的。我想補充一點，如果你考慮第二季的優異表現，我們討論了全面的實力。我們也討論了 Enterprise Advance 為何特別強大。雖然有時你可能會將其映射到某些行業，但我認為即使在小插圖和客戶示例中，Dev 指出，實際上，這取決於某人的架構如何以及他們將如何使用軟體。所以它並不能完美地映射到行業。但正如我所說，我們在第二季的產品方面表現非常強勁，尤其是在 EA 領域。

And then when we look out for the second half of the year, we don't see that -- we're not counting on that EA outperformance when you look at the back half, which obviously impacts the numbers.

然後，當我們展望下半年時，我們並沒有看到這一點——當你觀察下半年時，我們並沒有指望 EA 表現出色，這顯然會影響數字。

The next question will come from Steve Koenig with SMBC Nikko.

下一個問題將由 SMBC Nikko 的 Steve Koenig 提出。

Okay. I'll just ask one question. So I remember back in the day at Oracle when interoperability and portability were big marketing points for them. Now their applications have all been built and the marketing message isn't so important for them. But new applications are being developed in the cloud with new databases like Mongo, yet -- database interoperability is great, multi-cloud is great, but there's a lot of other past services that apps need to hook into besides database.

好的。我只問一個問題。所以我記得當年在 Oracle 時，互通性和可移植性是他們的重要行銷點。現在他們的應用程式都已經建置完成，行銷訊息對他們來說不再那麼重要了。但新的應用程式正在使用像 Mongo 這樣的新資料庫在雲端中開發，然而——資料庫互通性很棒，多雲很棒，但除了資料庫之外，應用程式還需要連接到許多其他過去的服務。

So can you give us more color on how real multi-cloud is today and the customer challenges associated with implementing it? And I think the broader question is, long term, how do you stay ahead of the major cloud vendors who stand a very good chance of being major forces in this market?

那麼您能給我們更多關於當今多雲的真實性以及與實施它相關的客戶挑戰嗎？我認為更廣泛的問題是，從長遠來看，您如何保持領先於那些很有可能成為這個市場主要力量的主要雲端供應商？

Yes. So if you talk to any developer, they will tell you that the most amount of time and effort that they spend on is working with data. So the database tends to be a place where they spend a particular amount of time, and that's where they have the biggest challenges, and that's where we see the biggest opportunity. So while they have to integrate with other solutions and they may have to build a range of micro services, every micro services, for example, will need a database. And so while applications are getting decomposed into small and smaller piece parts like micro services, the database still plays a very, very important role.

是的。因此，如果您與任何開發人員交談，他們會告訴您他們花費的最多時間和精力是在資料處理上。因此，資料庫往往是他們花費特定時間的地方，這就是他們面臨最大挑戰的地方，這也是我們看到最大機會的地方。因此，雖然他們必須與其他解決方案集成，並且可能必須建立一系列微服務，但每個微服務都需要一個資料庫。因此，儘管應用程式被分解為越來越小的部分（例如微服務），但資料庫仍然發揮著非常非常重要的作用。

And so yes, when a customer builds an application, they may tie into other services that the cloud provider may offer, but a big factor in terms of what application they're built, how quickly they can innovate, how fast they can add features is directly correlated to what database they're using, which is why we win.

因此，是的，當客戶建立應用程式時，他們可能會與雲端提供者可能提供的其他服務相關聯，但一個重要因素是他們建立的應用程式、創新的速度以及添加功能的速度與他們使用的資料庫直接相關，這就是我們獲勝的原因。

And I would say that to your second question, compared to the cloud providers, we have been competing with the largest companies in the world, obviously, Oracle and others in the early days. And then the cloud providers, including Amazon and Azure with their own competitive offerings for the longest time, and we've held our own.

對於你的第二個問題，與雲端供應商相比，我們早期一直在與世界上最大的公司競爭，顯然是甲骨文等公司。然後是雲端供應商，包括亞馬遜和 Azure，它們在很長一段時間內都擁有自己的競爭產品，而我們則擁有自己的產品。

And the reason we've held our own is that we have built a very, very strong set of IP with the document model. It's proven to be the best way to work with data. Even though it's an open source product, we have a strong IP moat around it. So the cloud providers cannot just take our free version and compete with us, unlike a lot of other open source technologies.

我們之所以能夠保持自己的地位，是因為我們透過文件模型建立了一套非常非常強大的 IP。事實證明，這是處理資料的最佳方式。儘管它是一個開源產品，但我們擁有強大的知識產權護城河。因此，與許多其他開源技術不同，雲端供應商不能僅僅採用我們的免費版本並與我們競爭。

And with the success of Atlas, when we went public, there was some degree of skepticism by some investors about could we really compete by building our own cloud service going head-to-head with the cloud vendors.

隨著 Atlas 的成功，當我們上市時，一些投資者對我們是否真的可以透過建立自己的雲端服務與雲端供應商正面交鋒來進行競爭表示懷疑。

Well, I think the results speak for themselves. There aren't many businesses that are growing at over 80% that are at a $0.5 billion run rate. And I think that speaks to the IP that we have, it speaks to the value that customers are getting and it speaks to our ability to execute.

好吧，我認為結果不言自明。營業額達到 5 億美元、成長率超過 80% 的企業並不多。我認為這說明了我們擁有的智慧財產權、客戶獲得的價值以及我們的執行能力。

This concludes our question-and-answer session. I would like to turn the conference back over to Dev Ittycheria for any closing remarks. Please go ahead, sir.

我們的問答環節到此結束。我想將會議轉回 Dev Ittycheria 進行閉幕致詞。請繼續，先生。

I just want to leave you with a few comments. First, I think what we really want to reinforce is that we believe customers realize that if they want to move fast, MongoDB is the best way to do so; second, Atlas' growth of 83% reinforces the point that customers want a multi-cloud platform that enables them to innovate quickly and outsource the undifferentiated heavy lifting of managing their data infrastructure; third, we continue investing and evolving our go-to-market strategy across field sales, inside sales and the self-serve channels to capture this large market opportunity; and last but not least, we continue to roll out significant innovation to improve our platform through both ease of use and expansion of capabilities to encourage more and more customers to use MongoDB.

我只想給你留下一些評論。首先，我認為我們真正想要強調的是，我們相信客戶意識到，如果他們想要快速行動，MongoDB 是最好的方式；其次，Atlas 83% 的成長強化了這樣一個觀點：客戶需要一個多雲平台，使他們能夠快速創新，並將管理資料基礎設施的繁重工作外包出去；第三，我們繼續投資並發展我們的跨現場銷售、內部銷售和自助服務管道的市場策略，以抓住這個巨大的市場機會；最後但並非最不重要的一點是，我們繼續推出重大創新，透過易用性和功能擴展來改進我們的平台，以鼓勵越來越多的客戶使用 MongoDB。

So thank you for your time, and we'll talk to you next quarter. Take care.

感謝您抽出寶貴時間，我們將在下個季度與您交談。小心。

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

會議現已結束。感謝您參加今天的演講。您現在可以斷開連線。