MongoDB Inc (MDB) 2021 Q1 法說會逐字稿

Good day and welcome to the MongoDB First Quarter Fiscal 2021 Earnings Conference Call. (Operator Instructions) Please note, this event is being recorded.

美好的一天，歡迎來到 MongoDB 2021 財年第一季度收益電話會議。（操作員說明）請注意，正在記錄此事件。

I would now like to turn the conference over to Mr. Brian Denyeau. Please go ahead.

我現在想將會議轉交給 Brian Denyeau 先生。請繼續。

Great. Thank you, Sean. Good afternoon, and thank you for joining us today to review MongoDB's First Quarter Fiscal Year 2021 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，肖恩。下午好，感謝您今天加入我們，回顧 MongoDB 2021 財年第一季度財務業績，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 總裁兼首席執行官 Dev Ittycheria；以及 MongoDB 的首席運營官兼首席財務官 Michael Gordon。

During this call, we may make statements related to our business that are forward-looking under federal securities laws. These statements are made pursuant to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995, including statements related to our financial guidance for the second fiscal quarter and full year fiscal 2021; the anticipated impact of the COVID-19 pandemic and market trends in our future results of operation and market position; the impact of ASC 606 revenue timing and Atlas sales on our future results of operations; our market opportunity and prospects to increase our market share of the global database software market; the opportunity to build the continuing shift to the cloud; the ability of our data platform strategy and our investments in R&D; marketing and hiring, driving and sustaining long-term growth.

在此電話會議期間，我們可能會根據聯邦證券法做出與我們的業務相關的前瞻性聲明。這些聲明是根據 1995 年《私人證券訴訟改革法案》的安全港條款作出的，包括與我們第二財季和 2021 財年全年財務指導相關的聲明； COVID-19 大流行和市場趨勢對我們未來經營業績和市場地位的預期影響； ASC 606 收入時間和 Atlas 銷售對我們未來經營業績的影響；我們的市場機會和前景，以增加我們在全球數據庫軟件市場的市場份額；構建持續向雲轉移的機會；我們數據平台戰略的能力和我們在研發方面的投資；營銷和招聘，推動和維持長期增長。

The words anticipate, continue, estimate, expect, intend, will and similar expressions are intended to identify forward-looking statements or similar indications of future expectations. These statements reflect our views only as of today and should not be construed as representing our views as of any subsequent date. We do not have plans to update these statements, except as required by law. These statements are subject to a variety of risks and uncertainties that could cause actual results to differ materially from expectations.

預計、繼續、估計、期望、打算、將和類似的表達方式旨在識別前瞻性陳述或未來預期的類似指示。這些陳述僅反映我們截至今日的觀點，不應被解釋為代表我們截至任何後續日期的觀點。除非法律要求，否則我們沒有更新這些聲明的計劃。這些陳述受各種風險和不確定性的影響，這些風險和不確定性可能導致實際結果與預期存在重大差異。

For a discussion of the material risks and other important factors that could affect our actual results, please refer to those contained in our annual report on Form 10-K filed with the SEC on March 27, 2020, our current report on Form 8-K filed with the SEC today and in subsequent reports that we filed with the SEC from time to time, including our quarterly report on Form 10-Q that we intend to file in the near term.

有關可能影響我們實際結果的重大風險和其他重要因素的討論，請參閱我們於 2020 年 3 月 27 日向美國證券交易委員會提交的 10-K 表格年度報告、我們當前的 8-K 表格報告中包含的內容今天向美國證券交易委員會提交，並在我們不時向美國證券交易委員會提交的後續報告中，包括我們打算在近期提交的關於 10-Q 表格的季度報告。

These documents are available in the Investor Relations section of our website at www.mongodb.com. A replay of this call will also be available there for a limited time.

這些文件可在我們網站 www.mongodb.com 的投資者關係部分獲得。此通話的重播也將在有限的時間內提供。

Additionally, non-GAAP financial measures will be discussed 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. With that, I'd like to turn the call over to Dev.

此外，本次電話會議還將討論非 GAAP 財務措施。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的 GAAP 財務指標的對賬情況。有了這個，我想把電話轉給 Dev。

Thanks, Brian, and thanks to everyone for joining us today. We have a lot to cover. But before I do, I would like to speak to what's happening across the United States and in many parts of the world.

謝謝，布賴恩，感謝大家今天加入我們。我們有很多東西要講。但在此之前，我想談談美國和世界許多地方正在發生的事情。

I want to state unequivocally that MongoDB stands with the black community against racism, violence and hate. We are distraught by the spate of recent deaths of and other horrific incidents towards members of the black community all because of bigotry that is far too prevalent in our society. MongoDB is deeply committed to creating a culture of inclusion. This is one of our core values, where everyone, no matter what they look like, where they're from, whom they love or what God they pray to, is treated equally.

我想明確表示，MongoDB 與黑人社區站在一起反對種族主義、暴力和仇恨。我們對最近發生的一連串黑人社區成員死亡和其他可怕事件感到心煩意亂，這一切都是因為我們社會中過於普遍的偏見。MongoDB 堅定地致力於創造一種包容的文化。這是我們的核心價值觀之一，每個人，無論他們長什麼樣，來自哪裡，愛誰或向什麼上帝祈禱，都會受到平等對待。

Moving forward, I will start by reviewing our first quarter results before providing some color on how our employees and customers are responding to the COVID-19 pandemic and how the current environment is impacting our long-term view of the business.

展望未來，我將首先回顧我們的第一季度業績，然後介紹我們的員工和客戶如何應對 COVID-19 大流行以及當前環境如何影響我們對業務的長期看法。

Looking quickly at our first quarter financial results. We generated revenue of $130.3 million, a 46% year-over-year increase and above the high end of our guidance. We grew subscription revenue 49% year-over-year. Atlas revenue grew over 75% year-over-year and now represent 42% of our revenue. And we had another strong quarter of customer growth, ending the quarter with over 18,400 customers.

快速查看我們第一季度的財務業績。我們創造了 1.303 億美元的收入，同比增長 46%，高於我們指導的上限。我們的訂閱收入同比增長 49%。Atlas 收入同比增長超過 75%，現在占我們收入的 42%。我們又迎來了一個強勁的客戶增長季度，本季度結束時擁有超過 18,400 名客戶。

Delivering such strong Q1 results in the midst of the COVID-19 crisis and the associated economic disruption is a testament to the resiliency of our employees, the quality of our execution, the appeal of our technology and our positioning in the marketplace. While the high degree of uncertainty in the market will continue to have some impact on our near-term results, our results in Q1 reinforce our conviction in the long-term potential of our business.

在 COVID-19 危機和相關的經濟動盪中取得如此強勁的第一季度業績，證明了我們員工的彈性、執行質量、我們技術的吸引力以及我們在市場中的定位。雖然市場的高度不確定性將繼續對我們的近期業績產生一定影響，但我們在第一季度的業績加強了我們對業務長期潛力的信心。

Our first operating principle is the safety and well-being of our employees and our customers. We responded early and decisively to adapt to the spread of COVID-19. I couldn't be prouder of how our employees adapted and how quickly each of our teams retooled their operating plans to address the constraints we are operating under.

我們的首要經營原則是我們員工和客戶的安全和福祉。我們儘早果斷地做出反應，以適應 COVID-19 的傳播。我為我們的員工如何適應以及我們每個團隊如何快速調整他們的運營計劃以解決我們運營所面臨的限製而感到自豪。

Our developer relations team is making Johns Hopkins University's COVID-19 dashboard more accessible by hosting it on MongoDB Atlas. Our marketing, developer relations and finance teams collaborated to launch free Atlas credit programs for all developers looking to build applications to track and stop the spread of the virus. So far, we have helped launched 180 new initiatives.

我們的開發者關係團隊通過將其託管在 MongoDB Atlas 上，使約翰霍普金斯大學的 COVID-19 儀表板更易於訪問。我們的營銷、開發者關係和財務團隊合作為所有希望構建應用程序以跟踪和阻止病毒傳播的開發者推出免費的 Atlas 信用計劃。到目前為止，我們已經幫助發起了 180 項新舉措。

Finally, covidnearyou.org, supported by MongoDB employees and built on Atlas, has made it easier for people to track the virus in their local communities, with users having reported over 1 million personal health updates.

最後，在 MongoDB 員工的支持下，基於 Atlas 的 covidnearyou.org 使人們更容易在當地社區追踪病毒，用戶報告了超過 100 萬次個人健康更新。

From a business perspective, we quickly made a number of changes that allowed us to operate with minimal disruption. Our sales team was inspired by the performance of teams in the earliest impact areas such as China and Italy where we actually saw an increase in customer engagement. The team adhered to its rigorous pipeline generation and deal qualification processes resulting in strong close rates despite the challenging backdrop.

從業務角度來看，我們迅速做出了一些改變，使我們能夠以最小的中斷進行運營。我們的銷售團隊受到中國和意大利等最早影響地區團隊表現的啟發，我們在這些地區實際看到客戶參與度有所提高。該團隊堅持其嚴格的管道生成和交易資格流程，儘管背景充滿挑戰，但仍實現了強勁的成交率。

Our self-serve team closely monitored the online advertising market and used a decline in advertising prices to invest more in this channel while maintaining high rates of return. Our marketing team pivoted completely from physical to online events, resulting in 12,000 webinar attendees in Q1 compared to 2,500 a year ago.

我們的自助服務團隊密切關注在線廣告市場，並利用廣告價格下降的機會加大對該渠道的投入，同時保持較高的回報率。我們的營銷團隊完全從線下活動轉向在線活動，與一年前的 2,500 人相比，第一季度有 12,000 人參加網絡研討會。

In addition, we turned MongoDB World, our flagship user conference, into an online event called MongoDB.live, which will take place next week. We have been thrilled with the response and already have over 40,000 people registered for the event. In comparison, last year, we had 2,000 people attend our in-person event.

此外，我們將我們的旗艦用戶大會 MongoDB World 變成了名為 MongoDB.live 的在線活動，將於下週舉行。我們對反響感到非常興奮，並且已經有超過 40,000 人註冊了該活動。相比之下，去年我們有 2,000 人參加了我們的現場活動。

Speaking of MongoDB.live next week, we're excited to announce a slate of new products and enhancements to existing products that our engineering teams have been working on despite the significant disruption that was caused by the work-from-home transition.

說到下週的 MongoDB.live，我們很高興地宣布一系列新產品和對現有產品的增強，儘管在家工作的過渡造成了重大中斷，但我們的工程團隊一直在努力開發這些產品。

Finally, the rest of our teams rose to the challenge and performed admirably against a difficult backdrop. For example, we seamlessly transitioned recruiting and onboarding to a fully virtual environment, enabling us to hit our Q1 hiring plan. We also transitioned our highly regarded summer internship program to remote experience, and we look forward to welcoming our 83 interns chosen from the over 20,000 applications we received.

最後，我們的其他團隊在困難的背景下迎接挑戰並表現出色。例如，我們將招聘和入職無縫過渡到完全虛擬的環境，使我們能夠實現第一季度的招聘計劃。我們還將備受推崇的暑期實習計劃轉變為遠程體驗，我們期待著歡迎從我們收到的 20,000 多份申請中選出的 83 名實習生。

While we can't predict with certainty how long or how severe the COVID-19 global disruption will be, we are seeing clear signs that the current environment is only accelerating the secular trends of which we are a long-term beneficiary.

雖然我們無法確定地預測 COVID-19 全球破壞將持續多長時間或有多嚴重，但我們看到明顯的跡象表明，當前環境只會加速我們長期受益的長期趨勢。

Our customers are more determined than ever to proceed with their digital transformation efforts. Businesses of all kinds, even the most technology-cautious, recognize their future is powered by software. Consequently, they need to continue to invest in their digital future despite the near-term economic uncertainty.

我們的客戶比以往任何時候都更有決心繼續他們的數字化轉型工作。各種各樣的企業，即使是對技術最謹慎的企業，也認識到他們的未來是由軟件驅動的。因此，儘管近期經濟存在不確定性，但他們仍需要繼續投資於數字化未來。

During Q1, we saw customers in even some of the most negatively impacted industries double down on their digital transformation journeys. For example, we closed a 7-figure deal with one of the largest global auto companies. The company is making MongoDB as a server available to internal users on their private cloud. There are currently more than 1,000 MongoDB servers in production, supporting critical use cases within the various areas of the company's digitization strategy, including their connected car initiative.

在第一季度，我們甚至看到一些受負面影響最嚴重的行業的客戶在他們的數字化轉型之旅中加倍努力。例如，我們與全球最大的汽車公司之一達成了一筆 7 位數的交易。該公司正在將 MongoDB 作為服務器提供給內部用戶在其私有云上使用。目前有超過 1,000 台 MongoDB 服務器在生產中，支持公司數字化戰略各個領域的關鍵用例，包括他們的互聯汽車計劃。

Next, the volatility of the current environment is further underscoring the need to use platforms that enable speed and agility. Our customers want to move fast to quickly seize new opportunities or respond to new threats. They want to easily bring new features to market and leverage data effectively while being able to operate at almost unlimited scale. This increased need for speed and agility plays squarely into MongoDB's core strengths.

其次，當前環境的動盪進一步凸顯了使用能夠實現速度和敏捷性的平台的必要性。我們的客戶希望快速行動以快速抓住新機會或應對新威脅。他們希望輕鬆地將新功能推向市場並有效利用數據，同時能夠以幾乎無限的規模運營。這種對速度和敏捷性的日益增長的需求正好體現了 MongoDB 的核心優勢。

For example, one of the world's most popular consumer video chat applications was built on MongoDB technology and was able to withstand a 120x increase in concurrent users of the weekend of March 14.

例如，世界上最受歡迎的消費者視頻聊天應用程序之一是基於 MongoDB 技術構建的，並且能夠承受 3 月 14 日週末並髮用戶增長 120 倍的情況。

In addition, we strongly believe that the current environment will only hasten the cloud transition. COVID-19 has made it abundantly clear that doing the undifferentiated work of database management is not only inefficient but can, in fact, make it harder to address users' ever-increasing expectations. Customers want to derisk their operations and devote all their energy to doing work that has high impact on the business as opposed to managing and maintaining their own infrastructure.

此外，我們堅信當前的環境只會加速雲過渡。COVID-19 已經非常清楚地表明，進行無差別的數據庫管理工作不僅效率低下，而且實際上更難滿足用戶不斷增長的期望。客戶希望降低運營風險，將所有精力投入到對業務有重大影響的工作中，而不是管理和維護自己的基礎設施。

In Q1, we expanded our Atlas relationship with a leading North American airline. Their strategic focus is to accelerate their move to the cloud in order to modernize their applications and reduce their dependence on the mainframe. MongoDB is helping them build an operational data layer in the cloud.

在第一季度，我們擴大了與一家領先的北美航空公司的 Atlas 合作關係。他們的戰略重點是加快向雲的遷移，以實現應用程序現代化並減少對大型機的依賴。MongoDB 正在幫助他們在雲中構建一個可操作的數據層。

Finally, our customers are learning the value of a global cloud data platform that makes multicloud easy to implement. Since the pandemic has started, all cloud providers have seen spikes in usage that have impacted their performance and availability in certain regions.

最後，我們的客戶正在了解使多雲易於實施的全球雲數據平台的價值。自大流行開始以來，所有云提供商的使用量都出現了激增，這影響了他們在某些地區的性能和可用性。

In addition, cloud providers have limited certain features to avoid bottlenecks. Given the increasing likelihood of infrastructure constraints, having a data platform such as MongoDB that makes it easy to use multiple cloud providers is becoming even more important.

此外，雲提供商限制了某些功能以避免瓶頸。鑑於基礎設施限制的可能性越來越大，擁有一個數據平台（如 MongoDB）可以輕鬆使用多個雲提供商變得更加重要。

A Canadian security company recently migrated its mobile security platform from DocumentDB to MongoDB Atlas. In addition to reducing costs by 60% and being able to leverage all the features of MongoDB, the key objective was to create a global multicloud foundation to rapidly scale IoT, AI and transactional workloads.

一家加拿大安全公司最近將其移動安全平台從 DocumentDB 遷移到 MongoDB Atlas。除了將成本降低 60% 並能夠利用 MongoDB 的所有功能之外，關鍵目標是創建一個全球多雲基礎以快速擴展物聯網、人工智能和交易工作負載。

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

我想花幾分鐘回顧一下第一季度的其他一些客戶勝利和有趣的用例。

Grocery delivery wholesaler, Boxed, has seen soaring demand for their goods and services due to the pandemic. With the availability of essential supplies changing on a daily basis, they needed a highly scalable database platform to manage their supply chain in real time. They doubled down on MongoDB Atlas and started using MongoDB Charts to help with capacity planning and to ensure they could scale to meet the extreme increases in customer demand.

由於大流行，雜貨配送批發商 Boxed 對其商品和服務的需求猛增。由於基本用品的可用性每天都在變化，他們需要一個高度可擴展的數據庫平台來實時管理他們的供應鏈。他們加倍使用 MongoDB Atlas，並開始使用 MongoDB Charts 來幫助進行容量規劃，並確保他們能夠擴展以滿足客戶需求的極端增長。

Bingel, the leader in interactive and personalized online learning for the Belgian primary school children, turned to MongoDB on March 13 to handle the increase in demand when the government shut down all schools because of COVID-19. The company, part of Sanoma Learning, immediately became part of the country's critical infrastructure and realized it needed Atlas in order to scale to meet the needs of the country's children. Bingel rapidly migrated services and now sees and effortlessly handles more than 12 million online exercises a day.

Bingel 是比利時小學生交互式和個性化在線學習的領導者，他於 3 月 13 日求助於 MongoDB，以應對政府因 COVID-19 關閉所有學校時增加的需求。該公司是 Sanoma Learning 的一部分，立即成為該國關鍵基礎設施的一部分，並意識到它需要 Atlas 來擴展以滿足該國兒童的需求。Bingel 迅速遷移了服務，現在每天可以查看並輕鬆處理超過 1200 萬次在線練習。

Forbes recently added digital asset management to its list of technologies running on Atlas. The publisher has been working with us to transition more of its digital footprint to MongoDB. Known for being an innovative brand, Forbes has many new products in development designed to help showcase its journalism fueled by digital. As it continues to lead the media industry, set new traffic records and attract new audiences, Forbes credits MongoDB for improving its ability to serve dynamic content, decreasing its total cost of ownership and make it possible to replace some of its legacy technologies.

福布斯最近將數字資產管理添加到其在 Atlas 上運行的技術列表中。該出版商一直在與我們合作，將其更多的數字足跡轉移到 MongoDB。福布斯以創新品牌而聞名，它有許多正在開發的新產品，旨在幫助展示其數字推動的新聞業。隨著它繼續引領媒體行業，創造新的流量記錄並吸引新的受眾，福布斯稱讚 MongoDB 提高了其提供動態內容的能力，降低了其總擁有成本，並使其有可能取代其一些遺留技術。

Zomato, one of the largest restaurant discovery and food delivery services in the world, with over 80 million monthly active users in 24 countries, recently increased its commitment to MongoDB to power its logistics application, an essential piece of the last mile in the food delivery chain. This helps Zomato ensure that they are able to keep up with increased demand, efficiently map their food delivery orders to the right delivery partner, track the journey and ensure on-time deliveries.

Zomato 是全球最大的餐廳發現和送餐服務公司之一，在 24 個國家/地區擁有超過 8000 萬月活躍用戶，最近增加了對 MongoDB 的承諾，以支持其物流應用程序，這是送餐最後一英里的重要組成部分鏈。這有助於 Zomato 確保他們能夠跟上不斷增長的需求，有效地將他們的食品配送訂單映射到合適的配送合作夥伴，跟踪行程並確保准時配送。

French multinational, Schneider Electric, which provides energy and automation, digital solutions for efficiency and sustainability, recently expanded its commitment to MongoDB. The company chose MongoDB to help rapidly scale new secure requirements for its new IoT-enabled platform EcoStruxure, which makes businesses safer, more reliable and more connected. The company leverages Atlas to reduce TCO and help its team scale and manage large volumes of data more effectively.

法國跨國公司 Schneider Electric 提供能源和自動化、提高效率和可持續性的數字解決方案，最近擴大了對 MongoDB 的承諾。該公司選擇 MongoDB 來幫助其新的支持物聯網的平台 EcoStruxure 快速擴展新的安全需求，使企業更安全、更可靠、連接更緊密。該公司利用 Atlas 降低 TCO，並幫助其團隊更有效地擴展和管理大量數據。

Nets Group, the leading payment service provider in Scandinavia and across Europe, chose MongoDB as its anchor data platform to modernize its payment services and establish a distributed micro services architecture. With MongoDB, the Nets Group makes it even easier and more intuitive for its customers to handle digital payments and related solutions.

斯堪的納維亞乃至整個歐洲領先的支付服務提供商 Nets Group 選擇 MongoDB 作為其錨定數據平台，以實現其支付服務的現代化並建立分佈式微服務架構。借助 MongoDB，Nets Group 使其客戶能夠更輕鬆、更直觀地處理數字支付和相關解決方案。

Woolworths Group, one of the largest retailers in Australia and New Zealand, decided to start offering digital receipts to its 11.7 million reward customers in order to minimize human contact during COVID-19. The retailer used Atlas to create a new platform to ingest all of its point-of-sale data, more than 350 transactions per second, and serve it out to customers in real time. MongoDB was able to help them get the system up and running in under 3 weeks.

Woolworths Group 是澳大利亞和新西蘭最大的零售商之一，它決定開始向其 1170 萬獎勵客戶提供數字收據，以盡量減少 COVID-19 期間的人際接觸。該零售商使用 Atlas 創建了一個新平台來獲取其所有銷售點數據，每秒處理超過 350 筆交易，並實時將其提供給客戶。MongoDB 能夠幫助他們在 3 週內啟動並運行系統。

In summary, we are very pleased with our performance in Q1. In many ways, the world's technology has seen more than 3 years' worth of change in the past 3 months. While we expect the uncertainty and the volatility to continue, we remain very focused on building for the long term and the large opportunity we see ahead. With that, let me now turn the call over to Michael to review our financial results.

總之，我們對第一季度的表現非常滿意。在許多方面，世界技術在過去 3 個月內發生了 3 年多的變化。雖然我們預計不確定性和波動性將繼續存在，但我們仍然非常專注於長期建設和我們看到的巨大機遇。有了這個，讓我現在把電話轉給邁克爾來審查我們的財務業績。

Thanks, Dev. As mentioned, we delivered another strong performance in the first quarter, both financially and operationally. I'll begin with a detailed review of our first quarter results and then finish with our outlook for the second quarter and full fiscal year 2021.

謝謝，開發。如前所述，我們在第一季度在財務和運營方面都取得了又一次強勁的表現。我將首先詳細回顧我們第一季度的業績，然後以我們對第二季度和整個 2021 財年的展望結束。

First, I'll start with our first quarter results. Total revenue in the quarter was $130.3 million, up 46% year-over-year. Subscription revenue was $124.9 million, up 49% year-over-year, and professional services revenue was $5.5 million, up 1% year-over-year.

首先，我將從我們的第一季度業績開始。本季度總收入為 1.303 億美元，同比增長 46%。訂閱收入為 1.249 億美元，同比增長 49%，專業服務收入為 550 萬美元，同比增長 1%。

To help you better understand our performance in the quarter and the impact from COVID-19 on our outlook, we wanted to share some trends we are seeing across our customer base to provide additional context.

為了幫助您更好地了解我們本季度的業績以及 COVID-19 對我們前景的影響，我們想分享我們在客戶群中看到的一些趨勢，以提供更多背景信息。

First, let's talk about new business. Q1 was a strong quarter for new business, and COVID-19 had less of an impact on new business in Q1 than we expected. On the direct sales side, as Dev mentioned, our sales teams around the world worked effectively and responded to the new circumstances and executed well.

首先，讓我們談談新業務。第一季度是新業務的強勁季度，而 COVID-19 對第一季度新業務的影響沒有我們預期的那麼大。在直銷方面，正如 Dev 提到的那樣，我們在世界各地的銷售團隊有效地工作，對新情況做出了反應並執行得很好。

In particular, we had a stronger-than-expected quarter in terms of new business coming from Enterprise Advanced, which helped drive revenue outperformance due to the upfront licensing revenue recognition component under ASC 606. On the self-serve side, we saw a meaningful increase in registrations in Q1, which translated into better-than-expected new customer acquisition, which you can see in our customer counts.

特別是，我們在來自 Enterprise Advanced 的新業務方面的季度強於預期，由於 ASC 606 下的前期許可收入確認部分，這有助於推動收入表現出色。在自助服務方面，我們看到第一季度的註冊量顯著增加，這轉化為好於預期的新客戶獲取，您可以在我們的客戶數量中看到這一點。

While we saw a muted impact from the pandemic on new business activity after the global lockdown began in mid-March, we did observe a modest slowdown in the growth from our existing Atlas customers, particularly in self-serve. The impact was modest but broad-based, mirroring the broader economic contraction.

在 3 月中旬全球封鎖開始後，雖然我們看到大流行對新業務活動的影響不大，但我們確實觀察到現有 Atlas 客戶的增長略有放緩，尤其是在自助服務方面。影響不大，但基礎廣泛，反映了更廣泛的經濟收縮。

As a reminder, we recognize Atlas revenues based on consumption, so the slowdown did impact our Q1 Atlas revenue performance. To be clear, we haven't seen any increase in customer churn in either of our direct sales or self-service channels.

提醒一下，我們根據消費確認 Atlas 收入，因此經濟放緩確實影響了我們第一季度的 Atlas 收入表現。需要明確的是，在我們的直銷或自助服務渠道中，我們都沒有看到客戶流失率有任何增加。

Overall, Atlas' strong performance continues to be the largest contributor to our growth. Atlas grew over 75% in the quarter and now represents 42% of total revenue compared to 35% in the first quarter of fiscal 2020 and 41% last quarter.

總體而言，Atlas 的強勁表現仍然是我們增長的最大貢獻者。Atlas 本季度增長超過 75%，目前佔總收入的 42%，而 2020 財年第一季度為 35%，上季度為 41%。

In addition to the dynamics in existing self-service customer growth I referenced, mLab, as expected, represented the growth headwind as we're in the final stages of transitioning those customers before we deprecate the mLab platform.

除了我提到的現有自助服務客戶增長的動態之外，正如預期的那樣，mLab 代表了增長逆風，因為我們正處於在我們棄用 mLab 平台之前過渡這些客戶的最後階段。

During the first quarter, we grew our customer base by over 1,400 customers sequentially, bringing our total customer count to over 18,400, which is up from over 14,200 in the year ago period. Of our total customer count, over 2,200 are direct sales customers, which compares to over 1,800 in the year ago period. The growth in our total customer count is being driven in large part by Atlas, which had over 16,800 customers at the end of the quarter compared to over 12,300 in the year ago period. Sequential growth in total customers includes growth in our EA customers as well as new Atlas customers.

在第一季度，我們的客戶群連續增加了 1,400 多個客戶，使我們的客戶總數達到 18,400 多個，高於去年同期的 14,200 多個。在我們的客戶總數中，超過 2,200 名是直銷客戶，而去年同期為 1,800 多名。我們客戶總數的增長在很大程度上是由阿特拉斯推動的，阿特拉斯在本季度末擁有超過 16,800 名客戶，而去年同期為超過 12,300 名。客戶總數的連續增長包括我們的 EA 客戶以及新的 Atlas 客戶的增長。

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.

重要的是要記住，我們的 Atlas 客戶數量的增長反映了 MongoDB 的新客戶，除了現有的 EA 客戶，增加了增量的 Atlas 工作負載。

Customer retention remains high, and we've seen continued strong net expansion rates across our installed base. We had another quarter of net ARR expansion rate above 120% despite the impact of the economic environment. We ended the quarter with 780 customers with at least $100,000 in ARR and annualized MRR, which is up from 598 in the year ago period.

客戶保留率仍然很高，我們已經看到我們的安裝基礎持續強勁的淨擴張率。儘管受到經濟環境的影響，我們還有一個季度的淨 ARR 增長率超過 120%。本季度結束時，我們有 780 名客戶的 ARR 和年化 MRR 至少為 100,000 美元，高於去年同期的 598 名。

Moving down the P&L, I'll be discussing our results on a non-GAAP basis, unless otherwise noted.

向下移動損益表，除非另有說明，否則我將在非 GAAP 基礎上討論我們的結果。

Gross profit in the first quarter was $95.6 million, representing a gross margin of 73% compared to 74% last quarter and 70% in the year ago period. Overall, we're pleased with our gross margin performance which reflects greater efficiency and scale in our Atlas business. However, we continue to expect that we will see some modest reduction in overall company gross margin as Atlas continues to be a bigger portion of our revenue.

第一季度的毛利潤為 9560 萬美元，毛利率為 73%，而上一季度為 74%，去年同期為 70%。總的來說，我們對我們的毛利率表現感到滿意，這反映了我們 Atlas 業務的更高效率和規模。然而，我們仍然預計，隨著 Atlas 繼續占我們收入的更大比例，我們將看到公司整體毛利率略有下降。

Our operating loss was $7.4 million or negative 6% operating margin for the first quarter compared to a negative 14% margin in the year ago period. Net loss in the first quarter was $7.3 million or $0.13 a share based on 57.6 million weighted average shares outstanding. This compares to a loss of $0.22 per share on 54.7 million shares outstanding in the year ago period.

我們第一季度的營業虧損為 740 萬美元或負 6% 的營業利潤率，而去年同期為負 14% 的利潤率。第一季度淨虧損為 730 萬美元或每股 0.13 美元，基於 5760 萬股加權平均流通股。相比之下，去年同期 5470 萬股流通股每股虧損 0.22 美元。

Turning to the balance sheet and cash flow. We ended the quarter with $977.5 million in cash, cash equivalents, short-term investments and restricted cash. Operating cash flow in the first quarter was negative $5.9 million. After taking into consideration approximately $2.6 million in capital expenditures and principal repayments of finance lease obligations, free cash flow was negative $8.5 million in the quarter. This compares to positive free cash flow of $2.8 million in the first quarter of fiscal 2020.

轉向資產負債表和現金流量。本季度末，我們擁有 9.775 億美元的現金、現金等價物、短期投資和受限現金。第一季度的運營現金流為負 590 萬美元。考慮到大約 260 萬美元的資本支出和融資租賃義務的本金償還後，本季度的自由現金流為負 850 萬美元。相比之下，2020 財年第一季度的正自由現金流為 280 萬美元。

I'd now like to turn to our outlook for the second quarter and full fiscal year 2021. For the second quarter, we expect revenue to be in the range of $125 million to $127 million. We expect non-GAAP loss from operations to be $24 million to $22 million, and non-GAAP net loss per share to be in the range of $0.41 to $0.38 based on 58 million weighted average shares outstanding.

我現在想談談我們對第二季度和整個 2021 財年的展望。對於第二季度，我們預計收入將在 1.25 億美元至 1.27 億美元之間。我們預計非 GAAP 運營虧損為 2400 萬美元至 2200 萬美元，基於 5800 萬股加權平均流通股，非 GAAP 每股淨虧損在 0.41 美元至 0.38 美元之間。

For the full fiscal year 2021, despite the fact that the macroeconomic outlook is materially worse than what we'd factored into our March guidance, we are pleased to raise the midpoint of our revenue guidance and tighten our range to $520 million to $530 million. We're also tightening our profitability ranges and now expect non-GAAP loss from operations to be $78 million to $70 million, and non-GAAP net loss per share to the range of $1.34 to $1.21 based on 58.1 million weighted average shares outstanding.

對於整個 2021 財年，儘管宏觀經濟前景比我們在 3 月份的指導中考慮的要糟糕得多，但我們很高興提高收入指導的中點，並將我們的範圍收緊至 5.2 億美元至 5.3 億美元。我們還收緊了我們的盈利範圍，現在預計非 GAAP 運營虧損為 7800 萬美元至 7000 萬美元，非 GAAP 每股淨虧損為 1.34 美元至 1.21 美元，基於 5810 萬股加權平均流通股。

Let me provide some incremental color on how we see the ongoing COVID-19 pandemic impacting our revenues for the rest of the year. When we introduced our fiscal '21 guidance in March, we shared our underlying assumptions that we would see a material business impact in the first half, followed by a more normalized environment in the second half of the year. Given the global development since March, we clearly now expect the impact of the pandemic to extend longer and impact the second half of the year more materially, resulting in a greater revenue impact for the remainder of the year than we had outlined in March.

讓我提供一些增量顏色，說明我們如何看待持續的 COVID-19 大流行影響我們今年剩餘時間的收入。當我們在 3 月份推出我們的 21 財年指南時，我們分享了我們的基本假設，即我們將在上半年看到重大業務影響，然後在下半年出現更加正常的環境。鑑於 3 月份以來的全球發展，我們現在顯然預計大流行的影響將持續更長時間，並對今年下半年產生更重大的影響，從而對今年剩餘時間的收入影響比我們在 3 月份概述的更大。

Let me share some more color on how we expect this impact to manifest itself. In March, we stated that we expected a greater impact on new business activity in Q2 as compared to Q1, as Q1 benefited from a deal pipeline already in place when the pandemic started. We still expect that to be the case, and we now expect the Q3 environment to be similar to that of Q2, followed by a more modest improvement in Q4. Furthermore, our forecast assumes that we continue experiencing the slower than historical growth from existing Atlas customers for the duration of the crisis but returning to historic levels thereafter.

讓我分享更多關於我們期望這種影響如何表現出來的顏色。3 月份，我們表示，與第一季度相比，我們預計第二季度對新業務活動的影響更大，因為第一季度受益於大流行開始時已經到位的交易渠道。我們仍然預計情況會如此，我們現在預計第三季度的環境將與第二季度相似，隨後第四季度會有更溫和的改善。此外，我們的預測假設在危機期間，現有 Atlas 客戶的增長將繼續低於歷史水平，但此後會恢復到歷史水平。

Turning specifically to Q2. We expect the stronger-than-expected Enterprise Advanced performance in Q1 to represent a tough sequential compare given the term license revenue recorded under ASC 606. Also keep in mind that we will feel the impact of a full quarter's worth of slower growth from existing Atlas customers which impacted only a portion of the first quarter.

具體轉向第二季度。考慮到根據 ASC 606 記錄的術語許可收入，我們預計第一季度強於預期的 Enterprise Advanced 性能代表了一個艱難的連續比較。還要記住，我們將感受到現有 Atlas 客戶整個季度價值增長放緩的影響，這只影響了第一季度的一部分。

Let me also provide you with an update on our investment outlook. As Dev explained, we see clear signals that the current environment is only accelerating the secular trends that we are a beneficiary of. That long-term potential as well as our strong execution in this challenging environment gives us continued confidence to be opportunistic on the investment front.

讓我也向您提供我們投資前景的最新信息。正如 Dev 解釋的那樣，我們看到了明確的信號，表明當前環境只會加速我們受益的長期趨勢。這種長期潛力以及我們在這個充滿挑戰的環境中的強大執行力使我們繼續有信心在投資方面保持機會主義。

Due to the constraints caused by the prolonged COVID-19 disruption, we are naturally generating savings as travel, event and facility expenses are lower. We've decided to reinvest those savings in 2 high-return areas, in particular, where we're seeing unique opportunities.

由於 COVID-19 的長期中斷造成的限制，我們自然會節省差旅、活動和設施費用。我們決定將這些節省下來的資金再投資於 2 個高回報領域，尤其是我們看到獨特機會的領域。

First, as Dev mentioned, online advertising rates have declined significantly, in some cases, as much as 30%, since the pandemic started. This provides us an excellent opportunity to increase our investment in digital marketing to expand on recent strength in self-serve customer new additions. Given that our new self-serve customers start off relatively small, the revenue impact from this this year will be modest, but the increased investment will position us well for fiscal '22 and beyond.

首先，正如 Dev 提到的那樣，自大流行開始以來，在線廣告費率已大幅下降，在某些情況下下降幅度高達 30%。這為我們提供了一個絕佳的機會來增加我們在數字營銷方面的投資，以擴大最近在自助服務客戶新增方面的實力。鑑於我們新的自助服務客戶開始時相對較小，今年對收入的影響將不大，但增加的投資將使我們在 22 財年及以後做好準備。

Second, in the current environment, we're finding there's an opportunity to incrementally add strong engineering talent that is not normally on the market and is now looking to join a well-positioned and well-funded company like ours. As a result, we've decided to pull forward a portion of our expected fiscal year '22 R&D hiring to take advantage of talent availability and further accelerate our ambitious product road map.

其次，在當前環境下，我們發現有機會逐步增加通常不在市場上的強大工程人才，他們現在正在尋求加入像我們這樣定位良好、資金充足的公司。因此，我們決定將我們預期的 22 財年研發招聘的一部分提前，以利用人才可用性並進一步加快我們雄心勃勃的產品路線圖。

To summarize, MongoDB delivered excellent first quarter results, our ability to focus and execute has served us well in a difficult environment, and our Q1 performance gives us increased conviction that we'll be in an even stronger position when economic conditions improve. We are also confident the investments we are making today are positioning us well for continued success as we pursue our long-term market opportunity. And with that, we'd like to open it up to questions. Operator?

總而言之，MongoDB 在第一季度取得了出色的成績，我們專注和執行的能力在困難的環境中為我們提供了良好的服務，而我們第一季度的表現讓我們更加相信，當經濟狀況改善時，我們將處於更有利的地位。我們也相信，我們今天進行的投資將使我們在追求長期市場機會的過程中取得持續成功。有了這個，我們想打開它來提問。操作員？

(Operator Instructions) Our first question today will come from Sanjit Singh with Morgan Stanley.

（操作員說明）我們今天的第一個問題將來自摩根士丹利的 Sanjit Singh。

Congrats on the strong Q1 in a really difficult selling environment. Dev, you sort of outlined how you sort of think COVID sort of is a forced accelerator in terms of digital transformation and cloud adoption. When I look at Q1 results, it seems like, in terms of the strength in the quarter, it was expressed through Enterprise Advanced versus Atlas.

祝賀第一季度在真正困難的銷售環境中表現強勁。Dev，您概述了您如何認為 COVID 在數字化轉型和雲採用方面是一種強制加速器。當我查看第一季度的結果時，就本季度的實力而言，似乎是通過 Enterprise Advanced 與 Atlas 來表達的。

I was wondering if you could sort of help bridge those 2 worlds in terms of customers who are looking for greater flexibility, greater agility. How -- why was demand expressed more through Enterprise Advanced? Is that kind of the lowest friction way for the existing customer base to stand up new applications today, and that'll change over time? If you could sort of give us a sense of current demand versus how you think the trends are going to play out for Atlas over time.

我想知道您是否可以在尋求更大靈活性和敏捷性的客戶方面幫助彌合這兩個世界。如何 - 為什麼需求更多地通過 Enterprise Advanced 表達？對於現有客戶群來說，這種方式是否是當今支持新應用程序的最低摩擦方式，並且會隨著時間的推移而改變？如果您可以讓我們了解當前的需求，以及您認為隨著時間的推移，Atlas 的趨勢將如何發展。

Yes. Thanks, Sanjit. I just want to remind people that we don't push people towards any particular consumption model because one of our strong value proposition is that you can run MongoDB anywhere.

是的。謝謝，山吉特。我只是想提醒人們，我們不會將人們推向任何特定的消費模型，因為我們強大的價值主張之一是您可以在任何地方運行 MongoDB。

And so we still have lots of customers -- even though Atlas has grown so quickly, have lots of customers who purchased Enterprise Advanced. And the same phenomenon happened in Q1 where we had, again, quite a robust demand for EA. I would say Atlas was also very strong. I mean Atlas grew 75% year-over-year. And so I wouldn't suggest that it was solely because of Enterprise Advanced.

因此，我們仍然有很多客戶——儘管 Atlas 增長如此之快，但仍有很多客戶購買了 Enterprise Advanced。同樣的現象發生在第一季度，我們對 EA 的需求再次非常強勁。我會說阿特拉斯也很強大。我的意思是 Atlas 同比增長了 75%。所以我不認為這僅僅是因為 Enterprise Advanced。

And I know in previous calls, people were a little worried about the growth of EA, and so I think this puts to rest that there's still robust demand for our products, and some customers want to run on-premise. They made significant commitments to their existing internal infrastructure. And obviously, a lot of customers are embracing the cloud.

我知道在之前的電話會議中，人們有點擔心 EA 的增長，所以我認為這表明對我們的產品仍然有強勁的需求，一些客戶希望在內部運行。他們對現有的內部基礎設施做出了重大承諾。顯然，很多客戶都在擁抱雲。

And we do believe that the long-term trends are towards the cloud, and one of the benefits of using MongoDB now even on-premise is that it gives customers easy on-ramp to cloud because they don't have to rewrite the application once they actually decide to move to the cloud. So that's one of the added benefits of going with MongoDB.

而且我們確實相信長期趨勢是向雲發展，現在甚至在內部使用 MongoDB 的好處之一是它可以讓客戶輕鬆進入雲，因為他們不必重寫應用程序一次他們實際上決定遷移到雲端。所以這是使用 MongoDB 的額外好處之一。

Got it. Makes total sense. And then, Michael, just as a follow-up, as we think about the full year guidance, and you sort of mentioned Q1 benefited from a healthy pipeline coming into the quarter, as you think about the range in guidance, what sort of close rates are you assuming?

知道了。完全有道理。然後，邁克爾，作為後續行動，當我們考慮全年指導時，你提到第一季度受益於進入本季度的健康管道，當你考慮指導範圍時，什麼樣的關閉你假設利率？

Like, did you take down your close rates? Or any sort of color you can provide on contextualizing the range of guidance in terms of the pipeline that you have going forward and potential closure rates on that pipeline, that would be helpful.

比如，你有沒有降低收盤價？或者，您可以提供任何類型的顏色，以根據您前進的管道和該管道的潛在關閉率來對指導範圍進行背景化，這將很有幫助。

Yes. Sure. I'll say a few things, and I'll disaggregate it into the 2 main channels, sales sold versus self-serve. I think in sales sold, we walked people through the impacts back in the March quarter when a lot of this was emerging, and we attempted to quantify the potential impact. We walked people through the scenario where we were looking at Q1 impacts and Q2 impacts in terms of new business with the recovery and normalization in the back half of the year, and that's sort of flowing through the revenue model, if you will.

是的。當然。我會說幾件事，並將其分解為 2 個主要渠道，銷售與自助服務。我認為在銷售額中，我們在 3 月季度向人們介紹了這些影響，當時很多這種情況正在出現，我們試圖量化潛在影響。我們向人們介紹了我們正在研究第一季度和第二季度對新業務的影響以及下半年的複蘇和正常化的情況，如果你願意的話，這在某種程度上貫穿了收入模型。

I think what we saw is obviously a very strong Q1, and the team really did a great job in terms of powering through. We're still expecting to see an impact in Q2, and that's reflected in the guidance. And we're also expecting that to continue further into the year, right? So we're expecting Q3 to be roughly in line in Q2 and Q4 to be more impacted. And so that's sort of on the new business activity and the signing of new business activity, and then it flows its way through the revenue, as you might imagine.

我認為我們看到的顯然是一個非常強大的 Q1，團隊在推動方面確實做得很好。我們仍然期待在第二季度看到影響，這反映在指導中。我們也希望這種情況會持續到今年，對吧？因此，我們預計第三季度與第二季度大致一致，而第四季度受到的影響更大。因此，這有點像新業務活動和新業務活動的簽署，然後它會像你想像的那樣通過收入流動。

One of the things to call out, which I think Dev mentioned on the last call as well, is I think while this has been going on for a while, it's still relatively new. And I think if you think about deal cycles and close rates and some of the things that you're describing, I think we obviously did a very good job in terms of execution and close rates and pursuing against the pipeline of opportunities that we had.

需要指出的一件事是，我認為 Dev 在上次電話會議中也提到了這一點，我認為雖然這已經持續了一段時間，但它仍然相對較新。而且我認為，如果你考慮交易週期和成交率以及你所描述的一些事情，我認為我們顯然在執行和成交率方面做得非常好，並且追求我們擁有的機會管道。

But we have to remember the deals that we closed in Q1 were mostly in process. And so there's a question that we're -- that's sort of factored in, which is, we assume productivity takes a hit in Q2 and Q3 in part because now you're having to generate the new business all in this remote environment. The team has done a great job of adapting, but we don't have a lot of data points around that.

但我們必須記住，我們在第一季度完成的交易大部分都在進行中。因此，我們有一個問題 - 這是一個考慮因素，也就是說，我們假設生產力在第二季度和第三季度受到了部分影響，因為現在你必須在這個遠程環境中生成新業務。該團隊在適應方面做得很好，但我們沒有太多關於這方面的數據點。

On the self-service side and -- which is all Atlas and including the revenue components of sales sold Atlas, we did mention the slower expansion that we saw from our existing customer base. Great strength in adding new customers and no uptick in churn in terms of customers going to 0. And so -- but we did see slower growth. That's very much COVID-related. I think if you think about having a consumption model, that's one of the things that sort of flows through, right?

在自助服務方面——全是 Atlas，包括銷售 Atlas 的收入部分，我們確實提到了我們從現有客戶群中看到的緩慢擴張。在增加新客戶方面的強大實力以及客戶流失率沒有上升為 0。所以 - 但我們確實看到增長放緩。這與 COVID 非常相關。我想如果你考慮擁有一個消費模型，那就是其中一種流經的東西，對吧？

And you've got a usage-based model. There's a portion of the customer base whose business -- their own business is materially impacted. And so as a result, we see less expansion from that existing customer base, and we're sort of assuming that that will continue as well. So when you take those couple of factors in in terms of the annual guide and then you also layer in the mLab declines that we've talked about, I think that's what sort of all adds up to our full year view.

你有一個基於使用的模型。有一部分客戶群的業務——他們自己的業務受到了重大影響。因此，我們看到現有客戶群的擴張減少了，我們假設這種情況也會繼續下去。因此，當你根據年度指南考慮這幾個因素，然後你也將我們談到的 mLab 下降分層時，我認為這就是我們全年觀點的全部內容。

And now our next question will come from Brad Reback with Stifel.

現在我們的下一個問題將來自 Stifel 的 Brad Reback。

Great. On the Atlas side, could you provide maybe any color -- I know you said it was fairly broad-based, but were there any specific pockets of weakness, either from a customer side and/or vertical?

偉大的。在 Atlas 方面，您能否提供任何顏色——我知道您說過它的基礎相當廣泛，但是是否有任何特定的弱點，無論是來自客戶方面還是垂直方面？

No. So in general, as we mentioned, this is more on the self-service side in the first place, so obviously, smaller customer base. Also saw some of it on the sales sold side, but not in any particular large pockets. Like I said, no churn -- no uptick in churn.

不。所以總的來說，正如我們提到的，這首先更多地是在自助服務方面，所以很明顯，客戶群較小。在銷售方面也看到了一些，但沒有在任何特別大的口袋裡。就像我說的，沒有流失——流失沒有增加。

You might think that you'd see a disproportionate number of -- a small number of customers having an outside impact. This is sort of more of the reverse just given the broad economic contraction, a number of businesses seeing underlying demand for their products shrink.

你可能會認為你會看到不成比例的數量 - 少數客戶產生外部影響。鑑於廣泛的經濟收縮，這在某種程度上是相反的，許多企業看到對其產品的潛在需求在萎縮。

And one of the corollaries of having an elastic business model is when there's less demand, they'll have less usage on Atlas, and that's really [going through]. So I don't think there are any particular unique insights, no big customer outliers that are contributing to the slower growth.

擁有彈性業務模型的必然結果之一是，當需求減少時，他們對 Atlas 的使用就會減少，而這確實是 [going through]。因此，我認為沒有任何特別獨特的見解，也沒有導致增長放緩的大客戶異常值。

Got it. And just one quick follow-up. If you think about usage trends thus far in 2Q, have you seen any modest uptick? Or are they where they were for the month of April?

知道了。並且只是一個快速跟進。如果您考慮到目前為止第二季度的使用趨勢，您是否看到任何小幅上升？還是他們在四月份的位置？

Yes. So we, in general, saw some initial behavior, probably mid- to late March and saw that come down. We are assuming right now from a forecast perspective that based on everything we've been able to discern, that's related to COVID-19. And so we baked into our outlook that we'll see those continue.

是的。因此，總的來說，我們看到了一些最初的行為，可能是在 3 月中下旬，並且看到這種行為有所下降。我們現在從預測的角度假設，根據我們能夠辨別的一切，這與 COVID-19 相關。因此，我們融入了我們的前景，我們會看到這些繼續下去。

The next question will come from Heather Bellini with Goldman Sachs.

下一個問題將來自高盛的 Heather Bellini。

This is Dan Church on for Heather Bellini. You kind of talked about this a little bit in your remarks, but I was just -- just to kind of piggyback on the last question a little bit. As Atlas continues to grow, what kind of visibility do you have when you look into the back half of the year in terms of revenues -- revenue given its consumption base? And then any kind of color you can provide in terms to how that affects billings as Atlas continues to grow as a percentage of the mix?

這是希瑟·貝里尼 (Heather Bellini) 的丹·丘奇 (Dan Church)。你在發言中稍微談到了這一點，但我只是 - 只是稍微順便提一下最後一個問題。隨著 Atlas 的持續增長，當你回顧下半年的收入時，你有什麼樣的能見度 - 考慮到其消費基礎的收入？然後，隨著 Atlas 佔混合比例的持續增長，您可以提供任何一種顏色來說明它如何影響賬單？

Sure. Yes. So I think in general, we've seen strong consumption of Atlas. Dev mentioned that to see 75%-plus growth at this kind of scale is unusual. And if you actually back out the contraction of the drag from mLab, organic Atlas more than doubled. So you can see really strong performance from Atlas overall. We see visibility if -- it's probably best to disaggregate that in terms of the sales sold side as well as the self-serve side.

當然。是的。所以我認為總的來說，我們看到了 Atlas 的強勁消費。Dev 提到，以這種規模實現 75% 以上的增長是不尋常的。而且，如果您實際上取消了 mLab 的阻力收縮，那麼有機 Atlas 會增加一倍以上。所以你可以從整體上看到 Atlas 真正強大的性能。我們看到可見性，如果 - 最好將其分解為銷售方和自助服務方。

So I think on the sales sold side, you typically have annual commitments that people are making, and so that really -- the usage, of course, will vary, but there is a contract so you've got a fair amount of visibility. From a billings standpoint, while we don't guide to it, I think it's important to call out that -- I think we mentioned this in one of the calls last year. We've sort of increasingly been encouraging people to engage with us and engage in Atlas on a -- in a more friction-free basis.

所以我認為在銷售方面，你通常有人們做出的年度承諾，所以真的 - 當然，使用情況會有所不同，但有一份合同，所以你有相當大的知名度。從賬單的角度來看，雖然我們沒有對此提供指導，但我認為重要的是要指出這一點——我認為我們在去年的一次電話會議中提到了這一點。我們越來越多地鼓勵人們在更無摩擦的基礎上與我們互動並參與 Atlas。

And so there are plenty of customers in the sales sold side that are doing monthly invoicing in arrears. And so again, not something that's driving meaningful deferred revenue when you're doing your sort of calculated billings calculations. So I think that's important to understand.

因此，在銷售方有很多客戶拖欠月度發票。再說一次，當你進行計算賬單計算時，這並不是推動有意義的遞延收入的東西。所以我認為理解這一點很重要。

On the self-service side, it's really more of a portfolio dynamic. So it's lots of smaller customers. And so you can see a particular outlier here or there, but they tend not to meaningfully move the needle. I think what we're talking about in terms of the slower growth that we saw from existing customers is really something macroeconomically driven, right?

在自助服務方面，它實際上更像是一種投資組合動態。所以它有很多小客戶。所以你可以在這里或那裡看到一個特定的異常值，但它們往往不會有意義地移動指針。我認為我們所談論的現有客戶增長放緩實際上是宏觀經濟驅動的，對吧？

Just -- it's virtually unprecedented to have this kind of much of a macroeconomic shift. And as -- when people -- the database usage is directly correlated to the usage intensity of their business. And so we're seeing that, which is why we're incorporating that into the forecast going forward.

只是 - 發生這種宏觀經濟轉變幾乎是前所未有的。而且——當人們——數據庫的使用與他們業務的使用強度直接相關。所以我們看到了這一點，這就是為什麼我們將其納入未來的預測中。

Helpful. And just as a quick follow-up, are you seeing any changes in the overall pricing environment? Or have you received any request for discounts from customers or extended billing terms, flexible payments? Anything like that would be helpful.

有幫助。作為快速跟進，您是否看到整體定價環境有任何變化？或者您是否收到過客戶要求折扣或延長賬單期限、靈活付款的請求？任何類似的事情都會有所幫助。

Sure. Yes. Customers obviously would always love discounts. But no, there really hasn't been an increase there. I do think we've seen some sort of like I would describe it as anecdotally interesting, but quantitatively, not meaningful or material outliers in terms of payment terms. A one-off here or there, but nothing that I would describe as sort of broad-based or a true trend.

當然。是的。客戶顯然總是喜歡折扣。但不，那裡真的沒有增加。我確實認為我們已經看到了某種類似我將其描述為有趣的軼事，但在數量上，在付款條件方面沒有意義或實質性異常值。在這里或那裡是一次性的，但我不會將其描述為廣泛的或真正的趨勢。

We did some internal analysis and looked at sort of payment terms and everything else. And so we haven't seen anything meaningfully different there, like I said, other than sort of an anecdote here or there that's sort of interesting. But you'd have to work -- you'd have to really torture it to kind of call it a trend.

我們做了一些內部分析，並研究了付款條件和其他一切。所以我們沒有看到任何有意義的不同之處，就像我說的，除了這里或那裡的一些有趣的軼事。但你必須努力——你必須真正折磨它才能稱之為趨勢。

The next question will come from Tyler Radke with Citi.

下一個問題將來自花旗銀行的 Tyler Radke。

I wanted to ask you about the strong customer adds that you saw this quarter both in Atlas and overall. Is there anything to call out there? Was that led by kind of the customer side, more of a pull or a push? And how are you thinking about the growth in customer adds in Atlas going forward?

我想問問您本季度在 Atlas 和整體上看到的強大客戶補充。那裡有什麼要打電話的嗎？這是由客戶主導的，更多的是拉動還是推動？您如何看待 Atlas 未來客戶增加的增長？

Thanks, Tyler. I think this is just a function of us just being increasingly really, really focused on things like pipeline generation and being -- and on the self-service side, being much more -- learning, and as we're growing our business, understanding what programs work. And so the efficacy of digital marketing efforts is just improving over time.

謝謝，泰勒。我認為這只是我們越來越真正地專注於管道生成和成為——在自助服務方面，更多地——學習的一個功能，隨著我們業務的發展，理解什麼程序有效。因此，隨著時間的推移，數字營銷工作的效果正在不斷提高。

And so -- and I think frankly, it's also a function of the fact that our value proposition is very strong. As I said, we have a high degree of customer engagement, even with customers in highly challenged industries. As we've talked about, the digital trends are accelerating. People want to move to more modern cloud-native stacks because software is powering almost every business, and they want to use that as a competitive advantage.

所以 - 坦率地說，這也是我們的價值主張非常強大這一事實的結果。正如我所說，我們有高度的客戶參與度，即使是與高度挑戰行業的客戶也是如此。正如我們所說，數字趨勢正在加速。人們希望轉向更現代的雲原生堆棧，因為軟件幾乎為所有企業提供動力，他們希望將其用作競爭優勢。

And I would also say the fact that our platform makes multicloud very, very easy gives customers confidence that investing in MongoDB enables them real optionality. And so I think all those things are just giving us confidence in the long-term health of our business.

我還要說的是，我們的平台使多雲變得非常非常容易，這一事實讓客戶相信投資 MongoDB 可以讓他們擁有真正的選擇權。所以我認為所有這些事情只是讓我們對我們業務的長期健康充滿信心。

Yes. I would just also add -- and we said this in the prepared remarks, but just so people are clear. Both the self-service side customers start small, and one of the things that we've been able to do on the direct sales side, as I mentioned, is sort of reduce friction.

是的。我還要補充一點——我們在準備好的評論中說過這一點，但只是為了讓人們清楚。自助服務端的客戶都是從小客戶開始的，正如我提到的，我們在直銷端能夠做的事情之一就是減少摩擦。

What that means is people tend to come on at smaller revenue levels, but then we see great growth and expansion within Atlas. And so not as much -- I wouldn't get carried away with the sort of near-term takeaway in terms of the revenue impact. But in terms of how it sets us up in fiscal '22 and beyond, we feel very good about it.

這意味著人們的收入水平往往較低，但隨後我們在 Atlas 中看到了巨大的增長和擴張。所以沒有那麼多——就收入影響而言，我不會被那種近期的收穫沖昏頭腦。但就它如何讓我們在 22 財年及以後做好準備而言，我們對此感覺非常好。

And just a follow-up, Michael, on your comments around the -- some cohort of customers in Atlas seeing slower expansions. I guess are you seeing dollar-based churn? Are you seeing kind of workloads maybe moving off that were less mission-critical? Or is it just simply, hey, maybe they were expanding at 20%, 30% and now they're flat?

邁克爾，只是跟進你對 Atlas 的一些客戶群的評論，他們看到擴展速度較慢。我想你看到的是基於美元的流失嗎？您是否看到某些任務關鍵性較低的工作負載可能會減少？或者只是簡單地說，嘿，也許他們以 20%、30% 的速度擴張，但現在他們持平了？

And then I guess how should we be sort of trying to model this? Would you expect just more modest growth, as that impact -- you kind of get a full quarter of that impact going forward? Or how should we just think about that impact on overall Atlas growth rate?

然後我想我們應該如何嘗試對此建模？你會期望更溫和的增長，因為這種影響 - 你會得到這種影響的四分之一嗎？或者我們應該如何考慮對整體 Atlas 增長率的影響？

Yes. So I think about it really in 3 main buckets, and it's probably clear, but just -- because it's important enough and we're trying to shed the insight and the color, I want to make sure it's sort of clear and well understood by folks.

是的。所以我真的在 3 個主要方面考慮它，它可能很清楚，但只是 - 因為它足夠重要而且我們正在努力擺脫洞察力和色彩，我想確保它有點清晰並且被伙計們。

So I think of it in 3 main buckets. There's new customers coming in, which continues to be strong, and we saw an acceleration in that. There's churning customers, meaning customers leaving, and we saw no increase in that. And the rest is just the expansion rate from existing customers. And what we saw there is slower growth from those existing customers. So just to be clear, still growth, right?

所以我將其分為 3 個主要部分。新客戶不斷湧入，而且持續強勁，我們看到了這一趨勢的加速。有流失的客戶，這意味著客戶離開，我們沒有看到這種情況有所增加。剩下的只是現有客戶的擴張率。我們看到這些現有客戶的增長放緩。所以要明確一點，仍然是增長，對嗎？

And so what we saw, though, is within some of that, you see people adjusting their consumption levels based on the underlying trends in their business. And so that's really what's happening.

因此，我們看到的是其中的一部分，您會看到人們根據其業務的潛在趨勢調整他們的消費水平。所以這就是正在發生的事情。

The next question will come from David Hynes with Canaccord.

下一個問題將來自 Canaccord 的 David Hynes。

Dev, you touched on the importance of multicloud optionality a couple of times here in the call, but I want to ask you what you're seeing from the public cloud database efforts. Any change in competitive tactics or what you're seeing in the field from Dynamo or Cosmos?

Dev，你在電話中多次提到了多雲可選性的重要性，但我想問你，你從公共雲數據庫的努力中看到了什麼。競爭策略有任何變化，或者您在 Dynamo 或 Cosmos 的領域中看到了什麼？

Frankly, we're not seeing any real changes. Obviously -- I think we've talked about this in the past. Clearly, we partner with all the major cloud providers. And Amazon and Microsoft, or Azure, in particular, have their alternatives to MongoDB, but we've not seen any real change in the competitive dynamics.

坦率地說，我們沒有看到任何真正的變化。顯然——我認為我們過去已經討論過這個問題。顯然，我們與所有主要的雲提供商合作。亞馬遜和微軟，尤其是 Azure，有他們的 MongoDB 替代品，但我們沒有看到競爭動態有任何真正的變化。

Frankly, when we're competing, we feel really, really good about our position. Those products are clones of MongoDB. And so when we expose the full feature set and all the capabilities available in MongoDB and through Atlas, it becomes a pretty easy decision. The things that we worry about, frankly, are the deals that we're not a participant in. And so just as a virtue of their reach and their brand, they're clearly gaining business that we just don't always have access to.

坦率地說，當我們參加比賽時，我們對自己的位置感覺非常非常好。這些產品是 MongoDB 的克隆。因此，當我們公開 MongoDB 和 Atlas 中的完整功能集和所有可用功能時，這就變成了一個非常容易的決定。坦率地說，我們擔心的是我們沒有參與的交易。因此，正如他們的影響力和品牌的優點一樣，他們顯然正在獲得我們並不總是能夠獲得的業務。

That being said, Google, as we've talked about in the past, doesn't have a competitive product, and the partnership there is very strong. They named us one of the technology partners of the year. And the sales teams do a lot of joint planning -- joint account planning and work in various -- in Europe and in North America and other parts of the world.

話雖這麼說，正如我們過去談到的那樣，谷歌沒有有競爭力的產品，而且那裡的合作夥伴關係非常牢固。他們將我們評為年度技術合作夥伴之一。銷售團隊在歐洲、北美和世界其他地區進行了很多聯合規劃——聯合客戶規劃和各種工作。

And so that business is growing quickly. But frankly, our business with all the cloud providers is growing quickly. So we feel quite -- we feel very good about our value proposition.

因此，該業務正在快速增長。但坦率地說，我們與所有云提供商的業務增長迅速。所以我們感覺很好——我們對我們的價值主張感覺很好。

Perfect. And Michael, one quick follow-up for you. I'm not sure if you called it out. I may have missed it, but how much was the EA term license in Q1? It would just be helpful as we think about the sequential comparisons looking to the July quarter.

完美的。邁克爾，為您快速跟進。我不確定你是否叫出來了。我可能錯過了，但是第一季度的 EA 期限許可證是多少？當我們考慮對 7 月季度的順序比較時，這將很有幫助。

Yes. So we didn't call out and quantify the number, but it was a significant increase and contributor to the strong outperformance in Q1. And this is where we've tried to call out pretty consistently for folks when that happens just given that it introduces this increased variability and the reduced comparability from period to period, both sequentially as well as year-over-year.

是的。所以我們沒有公佈和量化這個數字，但這是一個顯著的增長，也是第一季度強勁表現的貢獻者。這就是我們一直試圖在這種情況下為人們呼籲的地方，因為它引入了這種增加的可變性和不同時期的可比性降低，無論是連續的還是同比的。

And as Dev mentioned, it's not something that we're particularly trying to drive, but it's just sort of the way the deals in any given quarter fall out from a pipeline perspective.

正如 Dev 所提到的，這並不是我們特別想要推動的事情，但這只是從管道的角度來看，任何給定季度的交易失敗的一種方式。

One thing I'll just add, we did add some of the disclosure that's historically been in the Qs. We did pull that forward into the release to help people to see the percent of subscription revenue from Enterprise Advanced and percent from the direct sales force. Just -- I know some people are doing some of those calculations. And so rather than making folks wait, we decided to incorporate that and pull that up into the release, and hope that's helpful.

我要補充的一件事是，我們確實添加了一些歷史上一直在 Q 中的披露。我們確實將其推進到發布中，以幫助人們查看來自 Enterprise Advanced 的訂閱收入百分比和來自直接銷售人員的百分比。只是 - 我知道有些人正在做一些計算。因此，我們沒有讓人們等待，而是決定將其合併並拉入發布中，希望這會有所幫助。

The next question will come from Raimo Lenschow with Barclays.

下一個問題將來自巴克萊銀行的 Raimo Lenschow。

If you kind of go back to March, you had certain -- Mike, you had certain planning assumptions for the year that kind of drove what you guided for. And now you kind of say like, okay, actually, maybe it's slightly longer. Can you talk a little bit about like the process you had back then in terms of going through different regions?

如果你回到 3 月，你有一定的 - 邁克，你對這一年有一定的計劃假設，這些假設推動了你的指導。現在你有點像，好吧，實際上，也許它稍微長一點。你能談談你當時在不同地區的過程嗎？

I'm thinking here about close rates, et cetera. But then what changed -- what's the thing that changed compared to back in March? Like, what's the thing that makes you incrementally a little bit more nervous? Or what -- just talk about the changes from then.

我在這裡考慮的是收盤價等。但是後來發生了什麼變化——與 3 月份相比發生了什麼變化？比如，是什麼讓你越來越緊張？或者什麼——只是談談從那時起發生的變化。

In terms of our guidance now versus in March?

就我們現在和三月份的指導而言？

Yes. Yes, yes.

是的。是的是的。

Yes. I think the most simple way to think about it is at the time of our guidance in March, I think people would not have been expecting that much of the working world would be still shut down and/or talking about working through home through the rest of the year and all the other things that are sort of going on macroeconomically.

是的。我認為最簡單的思考方式是在我們 3 月份發布指導意見時，我認為人們不會預料到大部分工作場所仍會關閉和/或談論通過其他方式在家工作今年以及所有其他在宏觀經濟上發生的事情。

So we obviously had a great Q1 and powered through that, but we applied the same kind of framework or rubric, if you will, to the new business piece, where we looked at it region by region. And I guess maybe the most simplistic way of thinking about it is if you thought previously that you could shade or grade different regions at different risk levels, meaning the -- in Region A, there would be -- it would be high risk and a much bigger impact, and Region B would be a much smaller impact.

所以我們顯然有一個偉大的第一季度並通過它提供動力，但是如果你願意的話，我們將相同類型的框架或規則應用於新的業務部分，我們逐個區域地查看它。我想也許最簡單的思考方式是，如果你之前認為你可以對不同風險級別的不同區域進行陰影或分級，這意味著 - 在區域 A 中，將會 - 這將是高風險和影響大得多，而 B 區的影響要小得多。

I think when you look at the universe today, at least when we look at things, everything's in the high-risk, high-impact region, right? And so that puts pressure. It's not just on a global pocket here or there, but it's really quite broad-based. And it's also going on for longer. So you've got a bigger impact that's happening for a longer period of time.

我認為當你今天看宇宙時，至少當我們看事物時，一切都處於高風險、高影響區域，對嗎？所以這帶來了壓力。它不只是在全球各地的口袋裡，而且它的基礎非常廣泛。而且它還會持續更長時間。因此，您會在更長的時間內產生更大的影響。

And then secondly, at the time of the guidance in March, we hadn't seen any of the slower expansion -- the slower growth in the existing Atlas customers. And so since then, we've seen that, so we've updated the forecast model to -- and then the guidance to incorporate that as well. And so just trying to give all of you the best view that we have on the business.

其次，在 3 月份發布指南時，我們沒有看到任何擴張放緩——現有 Atlas 客戶的增長放緩。所以從那時起，我們已經看到了這一點，所以我們將預測模型更新為 - 然後將指南也納入其中。因此，我只是想向大家展示我們對業務的最佳看法。

And I think despite that, and despite the fact that sort of while we had quantified the impact in March at sort of 15 to 25, clearly, the magnitude of the impact now for the full year is greater than that. And despite that, given the strong execution, we were able to raise the midpoint of the guide given how well we've been doing and how strong we feel about -- how well we're positioned. But it really is a challenging environment.

我認為儘管如此，儘管我們在 3 月份將影響量化為 15 到 25 左右，但很明顯，現在全年的影響幅度大於此。儘管如此，鑑於我們的執行力很強，我們能夠提高指南的中點，因為我們一直做得很好，我們感覺有多強——我們的定位有多好。但這確實是一個充滿挑戰的環境。

Yes. Yes, yes. Okay. That's really helpful. That's really helpful to getting extra detail, Mike. And then the other question is on Atlas self-service. Obviously, like, there are different things that people will wonder now. It's like if you think about it, is this the law of large numbers coming in and that drives the deceleration?

是的。是的是的。好的。這真的很有幫助。邁克，這對獲取額外的細節很有幫助。然後另一個問題是關於 Atlas 自助服務的。顯然，人們現在會想知道不同的事情。這就像你想一想，這是不是大數法則在推動減速？

Because like, in theory, like, you could see, like, okay, maybe there's higher churn, but you said there's not higher churn. Like, how do I have to think about that self-service number going forward and underlying? I mean, clearly, just the strength in the direct business, which should be your future, but on self-serve, kind of we're all struggling a little bit, like, how to think about that.

因為從理論上講，就像，你可以看到，好吧，也許有更高的流失率，但你說沒有更高的流失率。比如，我必須如何考慮未來和潛在的自助服務號碼？我的意思是，很明顯，只是直接業務的優勢，這應該是你的未來，但在自助服務方面，我們都在掙扎，比如，如何考慮這一點。

Yes. I think what I'd say is because it was so broad-based, and again, we sort of dissected it in the way that I described, you can see that the new customer additions are strong, and we looked and we saw -- we did not see an increase in customers churning. And so really, it's just about what is the expansion behavior, what is the growth rate of that kind of existing base.

是的。我想我要說的是因為它的基礎如此廣泛，而且，我們以我描述的方式對其進行了某種程度的剖析，你可以看到新客戶的增加很強大，我們進行了觀察，我們看到了——我們沒有看到客戶流失增加。所以真的，這只是關於什麼是擴張行為，這種現有基地的增長率是多少。

And it was so broad-based. And so -- but modest on sort of a per customer impact, if you will, but broad-based, and so coincident with the global shutdown, lockdown that sort of started happening in mid- to late March, that the correlation is quite high.

它的基礎非常廣泛。所以 - 但對每個客戶的影響不大，如果你願意的話，但基礎廣泛，與全球停工同步，鎖定在 3 月中下旬開始發生，相關性非常高.

And when you think about just if you're running a business, if you've got an application and there is dramatically less usage, your business is taking a hit as so many businesses are. The underlying impact of that is significant to your business and some of that in a consumption usage-based model starts to flow through.

當你考慮如果你在經營一家企業，如果你有一個應用程序並且使用率大大降低，那麼你的企業就會像許多企業一樣受到打擊。它的潛在影響對您的業務很重要，並且其中一些在基於消費使用的模型中開始流動。

I think, importantly, based on everything we've seen, when there's a macroeconomic recovery, which we're currently not forecasting for fiscal '21, I would expect that that would recover as well. Again, it might be a different situation where we're seeing increases in churn or people leaving or shutting off applications or stuff like that, but that's not the behavior that we're seeing.

我認為，重要的是，根據我們所看到的一切，當出現宏觀經濟復甦時，我們目前並未預測 21 財年，我預計它也會復蘇。同樣，這可能是一種不同的情況，我們看到客戶流失增加或人們離開或關閉應用程序或類似的東西，但這不是我們看到的行為。

And so I think if you look further out from sort of a longer-term duration perspective, when there's a recovery or normalization there, I would expect that we would be a beneficiary of that, and it would become helpful and additive to growth. Clearly, we've had very good customer additions, as you can see in the numbers, and I think that sort of speaks to the product market fit and the long-term opportunity that we have.

所以我認為，如果你從更長期的持續時間角度看得更遠，當那裡出現復甦或正常化時，我預計我們會從中受益，這將對增長有所幫助和補充。顯然，正如您在數字中看到的那樣，我們的客戶增加非常好，我認為這說明了產品市場契合度和我們擁有的長期機會。

Okay. Perfect. Thanks for the color, Dev, and actually thanks for the extra disclosure. That was really helpful.

好的。完美的。感謝顏色，Dev，實際上感謝額外的披露。這真的很有幫助。

And the next question will come from Ittai Kidron with Oppenheimer.

下一個問題將來自 Ittai Kidron 和 Oppenheimer。

Good quarter. Michael, I want to kind of dig in on your view for the next quarter and kind of tie that potentially into the activity in this quarter around the pipeline. Is there a way for you to gauge -- it sounds like you expect -- you're clearly ending the quarter with slower/lower levels of pipeline versus last, where you had some things outstanding that you closed in the quarter.

好季度。邁克爾，我想深入了解你對下個季度的看法，並將其與本季度圍繞管道的活動聯繫起來。有沒有一種方法可以讓你衡量——聽起來像你期望的那樣——你顯然在本季度末以較慢/較低的管道水平與上一季度相比，你在本季度完成了一些優秀的事情。

Is there a way to think about whether there was some business that was pulled forward from the second quarter into the first quarter that perhaps there was a little bit of a mentality of I might lose a budget, so let's go ahead and accelerate the project? Is there anything to be to be made around that?

有沒有辦法思考是不是有一些業務從二季度提前到一季度，可能有一點我可能會失去預算的心理，所以我們繼續加速項目？有什麼要做的嗎？

Yes. We didn't really see anything like that. I mean, obviously, in any quarter, there are some deals that you get that you didn't expect to get or deals that slip or whatever. And when we've seen meaningful variances there, we've tried to call that out. But no, we didn't really see anything like that.

是的。我們真的沒有看到那樣的東西。我的意思是，很明顯，在任何一個季度，都會有一些你沒有預料到的交易，或者交易下滑等等。當我們在那裡看到有意義的差異時，我們會嘗試指出這一點。但是不，我們並沒有真正看到那樣的東西。

I think the key things to think about in terms of Q1 and maybe, in particular, Q2 relative to Q1, because, obviously, we're guiding down sequentially, is Q1 was a really strong EA quarter. And given the term license revenue under 606, that makes it a really tough sequential compare.

我認為關於第一季度，尤其是第二季度相對於第一季度的關鍵問題，因為很明顯，我們正在按順序向下引導，第一季度是一個非常強勁的 EA 季度。考慮到 606 以下的術語許可收入，這使得它成為一個非常艱難的順序比較。

Secondly, as we said from March, and it continues through to today, we expect a bigger impact in Q2 from coronavirus and the challenges that we have from the overall market. And then third, we mentioned the slower growth from existing Atlas customers in Q1. We only experienced that for a partial quarter in Q1. And so I think that's -- you need to think about that happening for the full quarter in Q2.

其次，正如我們從 3 月開始並一直持續到今天所說的那樣，我們預計冠狀病毒將在第二季度產生更大的影響，以及我們從整個市場面臨的挑戰。第三，我們提到第一季度現有 Atlas 客戶的增長放緩。我們只在第一季度的部分季度經歷過這種情況。所以我認為那是——你需要考慮第二季度整個季度發生的情況。

So I think that's really it. I don't think about it -- it's necessarily about smaller or weaker pipelines. We're seeing, as Dev mentioned in his remarks, really strong engagement and customer activity and everything else like that. So I wouldn't think of the guide in that context. I think about it more in terms of the factors that I just walked through.

所以我認為就是這樣。我不考慮它——它必然是關於更小或更弱的管道。正如 Dev 在他的評論中提到的那樣，我們看到了非常強大的參與度和客戶活動以及其他類似的東西。所以我不會在那種情況下考慮該指南。我更多地根據我剛剛經歷的因素來考慮它。

Maybe then as a follow-up to that regarding these comments, if you think about the EA performance this quarter, which clearly was very strong, can you tell us if it was in line with your expectations? Was there something unusual there? And I'm kind of asking it also in the context of next quarter, is it fair to say the pipeline around EA is probably much weaker relative to what pipeline in Atlas is heading into the next quarter?

也許作為這些評論的後續行動，如果你考慮一下本季度 EA 的表現，它顯然非常強勁，你能告訴我們它是否符合你的預期嗎？那裡有什麼不尋常的地方嗎？在下個季度的背景下，我也有點想問，相對於進入下一季度的 Atlas 管道，圍繞 EA 的管道可能要弱得多，這公平嗎？

Yes. I wouldn't think about -- I'd probably not for me to get into sort of pipeline, let alone sort of pipeline by product or channel or anything else like that. So I wouldn't -- I don't think that's like the right way to head down. I think if I'm looking at Q2 guide relative to Q1, I'd go back to the things I mentioned in terms of the tough sequential compare given the strong EA quarter, the big COVID impact in Q2 and then the full quarter of the slower growth.

是的。我不會考慮 - 我可能不會讓我進入某種管道，更不用說按產品或渠道或其他類似的東西排序管道了。所以我不會——我不認為這是低頭的正確方式。我認為，如果我正在查看相對於第一季度的第二季度指南，我會回到我在艱難的連續比較方面提到的事情，因為強勁的 EA 季度、第二季度的巨大 COVID 影響以及整個季度增長放緩。

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

下一個問題將來自 JMP Securities 的 Pat Walravens。

This is Joey on for Pat. First, how are you guys thinking about M&A at this point? And then maybe back to partnerships. Can you just give us an update on the Alibaba Cloud partnership?

這是帕特的喬伊。首先，你們現在如何考慮併購？然後也許回到夥伴關係。你能給我們介紹一下阿里雲合作夥伴關係的最新情況嗎？

Thanks, Joey. So in terms of M&A, we don't have any, obviously, specific plans to go acquire any new technology. We obviously will be opportunistic. We've made 3 acquisitions since I've been here. One was the WiredTiger acquisition in 2014. Then it was mLab, and then most recently, last year was Realm. And they were frankly opportunistic that allowed us to kind of accelerate some product stuff that we wanted to do and kind of build more momentum in our Atlas business.

謝謝，喬伊。因此，就併購而言，我們顯然沒有任何具體計劃去收購任何新技術。我們顯然會投機取巧。自從我來這里以來，我們已經進行了 3 次收購。其中之一是 2014 年對 WiredTiger 的收購。然後是 mLab，最近，去年是 Realm。坦率地說，他們是機會主義的，這讓我們能夠加快一些我們想做的產品的速度，並在我們的 Atlas 業務中建立更多的動力。

We are very kind of focused on our organic efforts. Now that being said, obviously, we're not naive about the macroeconomic has deteriorated. There's a lot of businesses that are maybe struggling, and there's an opportunity to potentially acquire some assets that may come in the market.

我們非常專注於我們的有機努力。話雖這麼說，但顯然我們對宏觀經濟已經惡化並不天真。有很多企業可能正在苦苦掙扎，並且有機會潛在地收購一些可能進入市場的資產。

And so it will be all around the context of how it kind of further accelerates our product and our product platform. And so that's the context by which we look at acquisitions. And at this point, we don't see anything in the near-term horizon that would -- that we're contemplating.

因此，它將圍繞它如何進一步加速我們的產品和產品平台的背景展開。這就是我們看待收購的背景。在這一點上，我們在短期內看不到任何我們正在考慮的事情。

In terms of partnerships, we feel really good about the Alibaba relationship. They just gave us an update. We're about past 6 months in terms of when that kind of relationship really got started from an operational point of view. And they've told us that they're actually -- demand is higher than they've expected.

在合作夥伴關係方面，我們對阿里巴巴的關係感覺非常好。他們剛剛給了我們更新。從運營的角度來看，這種關係真正開始的時間已經過去 6 個月了。他們告訴我們他們實際上 - 需求高於他們的預期。

And so we're not factoring that into any form of guidance, but we feel -- the point that they've shared with us is the product market for MongoDB in China is very strong, and they're feeling really good about the customer traction they're getting. So that's another strong signal about our value proposition and why customers, not just in North America and Europe, but also in large parts of Asia are gravitating to MongoDB.

因此，我們沒有將其納入任何形式的指導，但我們感覺——他們與我們分享的一點是，中國的 MongoDB 產品市場非常強勁，他們對客戶感覺非常好他們得到的牽引力。因此，這是關於我們價值主張的另一個強烈信號，也是為什麼不僅北美和歐洲，而且亞洲大部分地區的客戶都被 MongoDB 吸引的原因。

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

下一個問題將來自 Brent Bracelin 和 Piper Sandler。

Dev, I wanted to get your view of the database market, perhaps looking out beyond kind of the economic shocks of the business here that you're guiding to. What do you think happens to this industry in a post-COVID world?

Dev，我想了解您對數據庫市場的看法，或許可以超越您所指導的業務的經濟衝擊。您認為在後 COVID 世界中這個行業會發生什麼變化？

Is this -- just given the uncertain year, is this an environment where it's just going to be harder to convince enterprises to switch to database vendors? Is there an appetite to potentially accelerate some digital projects? Just as you look out kind of beyond the short run here, what's your take on industry adoption trends kind of post-COVID?

今年 - 考慮到不確定的一年，這是一個很難說服企業轉向數據庫供應商的環境嗎？是否有興趣加速某些數字項目？就像你在這裡看到的有點超出短期一樣，你對後 COVID 行業採用趨勢有何看法？

Yes. I would say it's not harder. It's actually becoming easier. Because what COVID and the pandemic is basically causing everyone to recognize, even the most technically conservative or cautious customers, that just staying on legacy technology is not the place to be.

是的。我會說這並不難。它實際上變得更容易了。因為 COVID 和大流行基本上讓每個人都認識到，即使是技術上最保守或最謹慎的客戶，僅僅停留在遺留技術上是不合適的。

What people need is the ability to move quickly, and they need to be able to change directions quickly, too. So they need to be able to respond to new threats or seize new opportunities. And so MongoDB plays right into that, like gives them the ability to build new features and capabilities very, very fast and really gives them a very scalable, durable mission-critical platform to build the most sophisticated applications on.

人們需要的是快速移動的能力，他們也需要能夠快速改變方向。因此，他們需要能夠應對新威脅或抓住新機遇。因此 MongoDB 恰好發揮了作用，讓他們能夠非常非常快地構建新特性和功能，並真正為他們提供了一個非常可擴展、持久的關鍵任務平台，以在其上構建最複雜的應用程序。

So we frankly are seeing a lot of demand. We've been running a lot of webinars. And the demand and interest level is really, really high. As I mentioned in the prepared remarks, we have over 40,000 people already registered for MongoDB.live conference. I encourage everyone on this call to try and register and try and attend as many of the sessions as possible. We have some really exciting announcements planned. And so we're seeing a lot of interest.

所以坦率地說，我們看到了很多需求。我們已經舉辦了很多網絡研討會。需求和興趣水平真的非常高。正如我在準備好的發言中提到的，我們已經有超過 40,000 人註冊了 MongoDB.live 會議。我鼓勵本次電話會議的每個人都嘗試註冊並嘗試參加盡可能多的會議。我們計劃了一些非常激動人心的公告。所以我們看到了很多興趣。

And again, it just comes back to the fact that people want to move to more modern platforms. Software is the future for almost every business. And software becomes a competitive advantage.

再一次，它只是回到人們想要轉向更現代的平台這一事實。軟件是幾乎所有企業的未來。軟件成為競爭優勢。

Consequently, they want to build on a platform that enables them to build software applications quickly, to build more modern applications, leveraging mobile, machine learning, micro services, et cetera, and to do it on a platform that has a large developer community and momentum around.

因此，他們希望構建一個平台，使他們能夠快速構建軟件應用程序，構建更現代的應用程序，利用移動、機器學習、微服務等，並在一個擁有大型開發人員社區和周圍的氣勢。

And so given all those things, we feel really good. Now we do recognize that obviously the current macro environment is not great, but our long-term view on the business is very bullish.

因此，考慮到所有這些事情，我們感覺非常好。現在我們確實認識到，顯然當前的宏觀環境並不好，但我們對業務的長期看法非常樂觀。

Got it. And so it sounds like the engagement around the opportunity is certainly accelerating. The risk, it sounds like, is more just on -- around timing of when that opportunity converts to revenue because of all the economics. Is that the right way to kind of frame kind of the increasing engagement but increasing uncertainty around the timing when that converts to revenue? Is that the best way to frame it or not?

知道了。因此，聽起來圍繞這個機會的參與肯定在加速。聽起來，風險更多的是——由於所有的經濟因素，這個機會何時轉化為收入的時間。這是一種正確的方式來確定參與度增加但轉化為收入的時間不確定性增加嗎？這是最好的構圖方式嗎？

I would say they maybe start a little smaller than planned and then grow over time, and we'd much rather engage with the customer sooner than wait for some bigger deal. And so the more we condition customers to use MongoDB earlier and for more of their applications, the more that kind of allows us to build a more meaningful kind of relationship with those customers, and we become the de facto standard in those accounts. And so that's all long-term goodness.

我會說他們可能開始時比計劃的要小一些，然後隨著時間的推移而增長，我們寧願盡快與客戶接觸，也不願等待更大的交易。因此，我們越是讓客戶更早地為他們的更多應用程序使用 MongoDB，這種情況就越能讓我們與這些客戶建立更有意義的關係，我們成為這些客戶的事實標準。所以這就是長期的好處。

And so when we see new customer acquisitions really strong, when we see the level of interest and demand for MongoDB to be strong, when we see the level of attendees to our webinars and conferences and our large user conference to be really strong, these are all signs -- really great signs for us for the future.

因此，當我們看到新客戶的收購非常強勁時，當我們看到對 MongoDB 的興趣和需求水平非常高時，當我們看到網絡研討會和會議以及大型用戶會議的參與者水平非常高時，這些都是所有的跡象——對我們的未來來說都是非常好的跡象。

Now our next question will come from Jack Andrews with Needham.

現在我們的下一個問題將來自 Jack Andrews 和 Needham。

Congratulations on the results. I want to see if you could just update us in terms of where things stand with some of your systems integration partnerships. Could you update us in terms of where the momentum is, who's ramping up MongoDB practices these days and how that's impacting your business?

祝賀結果。我想看看您是否可以就您的一些系統集成合作夥伴關係的現狀向我們介紹最新情況。您能否向我們介紹一下勢頭在哪裡、最近誰在加強 MongoDB 實踐以及這對您的業務有何影響？

Yes. Actually, I was on the phone -- well, technically, a Zoom call with one of the most senior execs of one of the largest systems integrators in the world 2 days ago, so the interest level continues to be very, very high. And so we're seeing -- actually, one -- another senior exec from another large systems integrator was asking me how could he acquire more MongoDB skills more quickly because they're seeing so much demand.

是的。實際上，我正在打電話——嗯，從技術上講，2 天前與世界上最大的系統集成商之一的最高級執行官之一進行了 Zoom 通話，所以興趣水平仍然非常非常高。所以我們看到——實際上，一個——來自另一家大型系統集成商的另一位高級主管問我他如何才能更快地獲得更多的 MongoDB 技能，因為他們看到瞭如此多的需求。

And you have to recognize that obviously, SIs have a lot of people and they want access to talent. And so -- and people really understand these new platforms and these new architectures and so forth. And so while they're retooling their existing organization, they're also looking for new skill sets.

你必須認識到，顯然，SI 有很多人，他們想要獲得人才。所以——人們真正了解這些新平台和這些新架構等等。因此，在重組現有組織的同時，他們也在尋找新的技能組合。

The other thing that I would also add is we have Frank D'Souza, who is the former Founder and CEO of Cognizant on our Board. So he's a real domain expert in this place and has really helped us broaden our thinking around both working with larger systems integrators, the global systems integrators as well as more boutique and regional players to really accelerate our business with the SIs. And so that's a segment that we think there's a lot of opportunity for us to continue to do a lot of business with.

我還要補充的另一件事是，我們有 Frank D'Souza，他是我們董事會的 Cognizant 前創始人兼首席執行官。所以他是這個地方真正的領域專家，確實幫助我們拓寬了與更大的系統集成商、全球系統集成商以及更多精品和區域參與者合作的思路，以真正加速我們與 SI 的業務。因此，我們認為這是一個細分市場，我們有很多機會繼續開展大量業務。

That's great to hear. Just as a follow-up question then. You mentioned that you are planning on pulling forward some of your planned fiscal '22 R&D hiring. Are there any comments you can make in terms of how you're thinking about sales and marketing hiring in this environment?

聽到這個消息我很高興。就像後續問題一樣。您提到您正計劃推進一些計劃中的 22 財年研發招聘。就您如何看待這種環境下的銷售和營銷招聘而言，您有什麼意見可以發表嗎？

On the marketing side, what we talked about and Michael mentioned in his remarks is that -- and actually, I also mentioned is that we're seeing, obviously, some very attractive rates from online advertising and digital marketing areas. So we're frankly leveraging those lower rates to do more because we're seeing such high rates of return. And so we think that that makes a lot of sense.

在營銷方面，我們談論的和邁克爾在他的評論中提到的是——實際上，我也提到了我們顯然看到了來自在線廣告和數字營銷領域的一些非常有吸引力的利率。因此，坦率地說，我們正在利用這些較低的利率來做更多事情，因為我們看到瞭如此高的回報率。所以我們認為這很有意義。

And so obviously, as our self-serve business continues to grow, we feel like those investments make a lot of sense. And so -- and on the sales side, we've already -- we've had a pretty ambitious hiring plan, and a lot of it will depend on us seeing how results go.

很明顯，隨著我們的自助服務業務持續增長，我們覺得這些投資很有意義。因此——在銷售方面，我們已經有了——我們有一個非常雄心勃勃的招聘計劃，其中很多將取決於我們看到結果如何。

And if -- we typically make investments from a success-based point of view. So the -- where teams are having lots of success, we plow more resources in. And if we feel that things are going a little slower than planned, we'll try and figure out what's going on.

如果 - 我們通常從基於成功的角度進行投資。所以——在團隊取得巨大成功的地方，我們投入了更多的資源。如果我們覺得事情進展得比計劃的要慢一些，我們會嘗試弄清楚發生了什麼。

But in general, we've been really pleased with how our sales team did, especially given our Q1 results. And we -- I have a lot of -- frankly, a lot of confidence in our sales force. I believe our sales force is one of the best in the business, and we wouldn't be delivering these results without the strong sales force that we have.

但總的來說，我們對銷售團隊的表現非常滿意，尤其是考慮到我們第一季度的業績。我們 - 我有很多 - 坦率地說，對我們的銷售人員很有信心。我相信我們的銷售人員是業內最優秀的銷售人員之一，如果沒有強大的銷售人員，我們就不會取得這些成果。

This will conclude today's question-and-answer session. I would now like to turn the conference over to Dev Ittycheria for any closing remarks.

今天的問答環節到此結束。我現在想將會議轉交給 Dev Ittycheria 作閉幕詞。

Well, I want to thank everyone for joining today. Obviously, this is a crazy environment, but I want to reiterate MongoDB's commitment to a culture of inclusion. This is something that's one of our core values, and we're very committed to making sure that people of all walks of life are treated equally.

好吧，我要感謝大家今天的加入。顯然，這是一個瘋狂的環境，但我想重申 MongoDB 對包容文化的承諾。這是我們的核心價值觀之一，我們非常致力於確保各行各業的人得到平等對待。

I also want to just acknowledge that, obviously, we're still dealing with the pandemic, so I wish all of you all the best and to stay safe and healthy. With that, thank you for your time, and we look forward to speaking to you soon. Take care. Bye-bye.

我還想承認，很明顯，我們仍在應對這一流行病，所以我祝大家一切順利，保持安全和健康。至此，感謝您的寶貴時間，我們期待盡快與您交談。小心。再見。

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

會議現已結束。感謝您參加今天的演講，您現在可以斷開連接了。