SentinelOne Inc (S) 2026 Q2 法說會逐字稿

Hello, and welcome to the SentinelOne Q2 FY2026 earnings conference call. (Operator Instructions) Also, as a reminder, this conference is being recorded today. If you have any objections, please disconnect at this time. I would now like to turn the call over to Saad Nazir, Head of Investor Relations.

您好，歡迎參加 SentinelOne 2026 財年第二季財報電話會議。（操作員指示）另外，提醒一下，今天正在錄製本次會議。如果您有任何異議，請立即斷開連接。現在我想將電話轉給投資者關係主管薩阿德·納齊爾 (Saad Nazir)。

Good afternoon, everyone, and welcome to SentinelOne's earnings call for the second quarter of fiscal year 2026, which ended July 31, 2025. With us today are Tomer Weingarten, CEO; and Barbara Larson, CFO. Our press release and earnings presentation were issued earlier today and are posted on the Investor Relations section of our website. This call and accompanying slides are being broadcast live via a webcast, and a replay will be available on our website after the call.

大家下午好，歡迎參加 SentinelOne 2026 財年第二季（截至 2025 年 7 月 31 日）財報電話會議。今天和我們在一起的有執行長 Tomer Weingarten 和財務長 Barbara Larson。我們的新聞稿和收益報告已於今天早些時候發布，並發佈在我們網站的投資者關係部分。本次電話會議和隨附的幻燈片將透過網路直播，會議結束後，我們將在我們的網站上提供重播。

Before we begin, I would like to remind you that during today's call, we'll be making forward-looking statements about financial performance and future events, including our guidance for fiscal third quarter and full fiscal year 2026 as well as our long-term financial targets.

在我們開始之前，我想提醒您，在今天的電話會議中，我們將對財務業績和未來事件做出前瞻性陳述，包括我們對 2026 財年第三季和全年的指導以及我們的長期財務目標。

We caution you that such statements reflect our best judgment based on factors currently known to us and that our actual results or events could differ materially. Please refer to the documents we file from time to time with the SEC, in particular, our quarterly reports on Form 10-Q and our annual report on Form 10-K.

我們提醒您，此類聲明反映了我們根據目前已知的因素做出的最佳判斷，而我們的實際結果或事件可能存在重大差異。請參閱我們不時向美國證券交易委員會提交的文件，特別是我們的 10-Q 表季度報告和 10-K 表年度報告。

These documents contain and identify important risk factors and other information that may cause our actual results to differ materially from those contained in our forward-looking statements. Any forward-looking statements made during this call are being made as of today.

這些文件包含並確定了可能導致我們的實際結果與前瞻性陳述中的結果存在重大差異的重要風險因素和其他資訊。本次電話會議中所做的任何前瞻性陳述均截至今日為止。

If this call is replayed or reviewed after today, the information presented during the call may not contain current or accurate information. Except as required by law, we assume no obligation to update these forward-looking statements publicly or to update the reasons why actual results may differ materially from those anticipated even if new information becomes available in the future.

如果在今天之後重播或審查此通話，通話期間提供的資訊可能不包含最新或準確的資訊。除法律要求外，我們不承擔公開更新這些前瞻性聲明的義務，也不承擔更新實際結果可能與預期結果有重大差異的原因的義務，即使將來有新的資訊可用。

During this call, we will discuss non-GAAP financial measures unless otherwise stated. These non-GAAP financial measures are not prepared in accordance with generally accepted accounting principles. A reconciliation of the GAAP and non-GAAP results other than with respect to our non-GAAP financial outlook is provided in today's press release and in our earnings presentation. These non-GAAP measures are not intended to be a substitute for our GAAP results.

在本次電話會議中，除非另有說明，我們將討論非公認會計準則財務指標。這些非公認會計準則財務指標並非依照公認會計原則編製。今天的新聞稿和我們的收益報告中提供了除非 GAAP 財務展望以外的 GAAP 和非 GAAP 結果的對帳。這些非公認會計準則 (non-GAAP) 指標並非旨在取代我們的公認會計準則 (GAAP) 結果。

Our financial outlook excludes stock-based compensation expense, employer payroll tax on employee stock transactions, amortization expense of acquired intangible assets, acquisition-related compensation costs, restructuring charges, gain on strategic investments, and income tax provision, which cannot be determined at this time and are, therefore, not reconciled in today's press release.

我們的財務展望不包括股票薪酬費用、員工股票交易的雇主工資稅、收購無形資產的攤銷費用、收購相關的薪酬成本、重組費用、戰略投資收益和所得稅準備金，這些目前無法確定，因此在今天的新聞稿中沒有進行核對。

And with that, let me turn the call over to Tomer Weingarten, CEO of SentinelOne.

現在，請允許我將電話轉給 SentinelOne 執行長 Tomer Weingarten。

Good afternoon, everyone, and thank you for joining our fiscal second quarter earnings call. Q2 was a landmark quarter for SentinelOne. Our total ARR grew 24% and crossed $1 billion, a significant milestone in our growth journey.

大家下午好，感謝大家參加我們的第二財季財報電話會議。第二季度對 SentinelOne 來說是一個具有里程碑意義的季度。我們的總 ARR 成長了 24%，超過 10 億美元，這是我們成長歷程中的一個重要里程碑。

We also achieved a record second quarter net new ARR, reflecting positive year-over-year growth of over 20% and a strong uptick in new business generation. That's a clear reflection of our team's execution, business momentum and rising demand for SentinelOne's AI-powered cybersecurity.

我們也實現了第二季創紀錄的淨新 ARR，年成長超過 20%，新業務成長強勁。這清楚地反映了我們團隊的執行力、業務發展勢頭以及對 SentinelOne 人工智慧網路安全不斷增長的需求。

Our Q2 performance was broad-based with strong contributions from new customer additions, expansion of existing accounts, and increased adoption of our AI and data solutions. These results underscore our stronger competitive position and growing product differentiation.

我們第二季的業績表現廣泛，新客戶的增加、現有帳戶的擴大以及人工智慧和數據解決方案的採用率的提高都為我們的業績做出了巨大貢獻。這些結果凸顯了我們更強的競爭地位和日益增長的產品差異化。

We continue to maintain a top-tier growth profile while driving operating leverage. Following a strong Q2 outperformance, we're raising our full year revenue outlook, while remaining prudent in our assumptions for the second half given the dynamic macro backdrop.

我們在提高經營槓桿的同時，繼續保持一流的成長動能。繼第二季表現強勁之後，我們上調了全年營收預期，同時考慮到動態的宏觀背景，我們對下半年的假設仍持謹慎態度。

These milestones also mark a defining moment for all Sentinels and signify that singularity is a leading cybersecurity platform of this era. We've established SentinelOne as a clear technology leader in cybersecurity. Our relentless focus on delivering AI-powered innovations that unify security, data and automation has positioned us at the forefront of the industry.

這些里程碑也標誌著所有 Sentinels 的決定性時刻，並表明奇點是這個時代領先的網路安全平台。我們已將 SentinelOne 確立為網路安全領域的當之無愧的技術領導者。我們堅持不懈地致力於提供統一安全、數據和自動化的人工智慧創新，這使我們處於行業前沿。

Let's take a closer look at our customer growth and platform momentum. We're winning new logos and expanding our footprint across enterprises of all sizes and industries globally. In the age of AI, customers are turning to SentinelOne for unified AI data and security platform experience that is seamless to deploy, effortless to scale and design to autonomously protect critical assets, including endpoints, cloud, data, identities and now GenAI. I'll share more on this later.

讓我們仔細看看我們的客戶成長和平台發展勢頭。我們正在贏得新的標誌並擴大我們在全球各種規模和行業的企業的影響力。在人工智慧時代，客戶紛紛轉向 SentinelOne 尋求統一的人工智慧資料和安全平台體驗，可無縫部署、輕鬆擴展和設計，以自主保護關鍵資產，包括端點、雲端、資料、身分以及現在的 GenAI。我稍後會分享更多相關資訊。

We've also launched SentinelOne Flex, a major step forward in how customers adopt the singularity platform. It's a unified, flexible licensing model that gives organizations the agility to manage entitlements, seamlessly deploy new platform capabilities and drive greater return from their security investments. Flex provides customers with full access to the entire singularity platform, enhancing our opportunity to expand our footprint across customer environments.

我們也推出了 SentinelOne Flex，這是客戶採用奇點平台的重大進步。它是一種統一、靈活的授權模式，使組織能夠靈活地管理權利、無縫部署新的平台功能並從其安全投資中獲得更大的回報。Flex 為客戶提供整個奇點平台的完全存取權限，增強了我們在客戶環境中擴展影響力的機會。

The reception for Flex is outstanding, with an eight-figure total deal value validating the model and many customers and prospects choosing the new structure. It enables our team to land bigger deals with higher efficiency and expand with greater velocity.

Flex 的接受度非常高，八位數的總交易價值驗證了該模型，許多客戶和潛在客戶都選擇了這個新結構。它使我們的團隊能夠以更高的效率達成更大的交易並以更快的速度擴張。

This program is designed to deliver a frictionless procurement experience, meet customers where they are and grow with them as their needs evolve. Customers are gravitating towards SentinelOne Flex and adopting more of the singularity platform dynamically. We believe Flex represents a transformative shift in how customers adopt the Singularity platform, one that aligns more closely with how enterprises adopt and scale in multiproduct cybersecurity platform.

該計劃旨在提供無摩擦的採購體驗，滿足客戶的需求，並隨著客戶需求的變化而共同成長。客戶越來越傾向於使用 SentinelOne Flex，並動態地採用更多的奇點平台。我們相信 Flex 代表了客戶採用 Singularity 平台方式的變革性轉變，這種轉變與企業採用和擴展多產品網路安全平台的方式更加緊密地結合在一起。

We're excited about its long-term potential to drive deeper engagement and stronger retention with customers. In today's complex threat landscape, organizations need a platform and engagement experience that brings simplicity, intelligence, and best-in-class security.

我們對其推動與客戶更深入的互動和更強的保留率的長期潛力感到非常興奮。在當今複雜的威脅情勢下，組織需要一個能夠帶來簡單性、智慧性和一流安全性的平台和參與體驗。

That's exactly what Singularity delivers, streamlined operations, faster time to value and superior protection through a unified AI native platform. Let me highlight a few customer wins from the quarter that exemplify this for platform consolidation.

這正是 Singularity 所提供的，透過統一的 AI 原生平台實現簡化的操作、更快的價值實現和卓越的保護。讓我重點介紹一下本季的一些客戶成功案例，這些案例是平台整合的典範。

A global media conglomerate adopted multiple Singularity solutions, endpoint data and cloud security as part of a strategic initiative to simplify and consolidate their security stack. This win came down to one core value proposition, reducing tools sprawl while improving operational outcomes and SentinelOne was the clear choice.

一家全球媒體集團採用了多種 Singularity 解決方案、端點資料和雲端安全，作為簡化和整合其安全堆疊的策略性舉措的一部分。這次勝利歸結於一個核心價值主張，即減少工具蔓延，同時改善營運成果，而 SentinelOne 是顯而易見的選擇。

This enterprise needed a strategic partner to elevate their security, simplify operations and realize a superior platform value. For Singularity data, an iconic luxury brand expanded its SentinelOne deployment with AI SIEM, making Singularity their central platform for data and security operations. This enterprise transitioned from a fragmented data and security posture to unified and autonomous security operation by consolidating on SentinelOne's platform.

該企業需要一個戰略合作夥伴來提高其安全性、簡化營運並實現卓越的平台價值。對於 Singularity 數據，一個標誌性的奢侈品牌透過 AI SIEM 擴展了其 SentinelOne 部署，使 Singularity 成為其數據和安全營運的中心平台。該企業透過整合 SentinelOne 平台，從分散的資料和安全態勢轉變為統一、自主的安全營運。

For Singularity Cloud, a Fortune 50 company, de-platformized their existing network vendor to better secure tens of thousands of cloud workloads with Singularity cloud. This was a strategic decision by the customer, and it was driven by our platform's ability to support hybrid cloud visibility and deliver Hyperautomation. This enterprise cited Singularity's AI-based security and user experience as key factors for choosing SentinelOne.

對於財富 50 強公司 Singularity Cloud 來說，它取消了現有網路供應商的平台，以便透過 Singularity 雲端更好地保護數以萬計的雲端工作負載。這是客戶的策略決策，它由我們平台支援混合雲可視性和提供超自動化的能力所驅動。這項企業將 Singularity 基於 AI 的安全性和使用者體驗作為選擇 SentinelOne 的關鍵因素。

Lastly, the largest deal in the quarter was a significant win under the SentinelOne Flex model with a multinational conglomerate, a solid platform win that included endpoint security across hundreds of thousands of endpoints Singularity cloud to secure cloud assets, AI SIEM for data analytics and retention as well as Purple AI and Hyperautomation. These incredible wins and customer engagement journeys reflect SentinelOne's clear differentiation, enterprise traction and broader platform adoption.

最後，本季最大的交易是與跨國企業集團在 SentinelOne Flex 模式下達成的重大勝利，這是一個堅實的平台勝利，其中包括覆蓋數十萬個端點的端點安全、用於保護雲端資產的 Singularity 雲端、用於數據分析和保留的 AI SIEM 以及 Purple AI 和超自動化。這些令人難以置信的勝利和客戶參與歷程反映了 SentinelOne 的明顯差異化、企業吸引力和更廣泛的平台採用。

On the partner ecosystem, we continue to expand and deepen our engagements. Our partners are a force multiplier, helping expand our reach and scale. We're seeing strong traction driven by increasing platform adoption across AI SIEM, Purple AI, CNAPP, and broader platform solutions.

在合作夥伴生態系統方面，我們持續擴大和深化我們的合作。我們的合作夥伴是力量的倍增器，幫助我們擴大影響力和規模。我們看到，隨著 AI SIEM、Purple AI、CNAPP 以及更廣泛的平台解決方案的平台採用率不斷提高，其發展勢頭強勁。

In the managed security Market, we continue to strengthen our position across the MSSP ecosystem as we help new and existing partners build managed security practices. For instance, SentinelOne was named Pax8 most valuable vendor in Q2, reflecting our leadership and traction in the MSSP ecosystem.

在託管安全市場中，我們不斷加強我們在整個 MSSP 生態系統中的地位，幫助新舊合作夥伴建立託管安全實踐。例如，SentinelOne 在第二季被評為 Pax8 最有價值的供應商，反映了我們在 MSSP 生態系統中的領導地位和吸引力。

Further, we're deepening our engagements with hyperscalers. AI SIEM, Purple AI, and Singularity cloud are now listed in the AWS AI agents and tools marketplace, increasing our market presence and ease of adoption for customers through AWS. In Q2, we were also a launch partner for the AWS Security Hub reinforcing our position as a key security player for cloud-native environments.

此外，我們正在深化與超大規模企業的合作。AI SIEM、Purple AI 和 Singularity 雲端現已列入 AWS AI 代理和工具市場，從而提高了我們的市場佔有率並方便客戶透過 AWS 採用。在第二季度，我們也成為了 AWS Security Hub 的發布合作夥伴，鞏固了我們作為雲端原生環境關鍵安全參與者的地位。

Now let's dive into the innovation engine that is fueling our growth. At SentinelOne, we're not just delivering security solutions, we're helping enterprises lay the foundation for the infrastructure of the future. Modern infrastructure requires platforms that don't just defend, but actively enable innovation. Our innovation engine is focused on delivering AI-native building blocks that allow organizations to operate securely, intelligently and at scale, making security an integral part of modern architecture.

現在讓我們深入探討推動我們成長的創新引擎。在 SentinelOne，我們不僅提供安全解決方案，還幫助企業為未來的基礎設施奠定基礎。現代化基礎設施所需的平台不僅要防禦，還要積極推動創新。我們的創新引擎專注於提供 AI 原生建構模組，使組織能夠安全、智慧和大規模地運營，使安全成為現代架構不可或缺的一部分。

Our broader platform solutions continue to scale and achieve strong growth in Q2, approximately half of our quarterly bookings once again came from non-endpoint solutions, underscoring the growth, diversity and expanding value of our platform.

我們更廣泛的平台解決方案在第二季度繼續擴大規模並實現強勁增長，我們大約一半的季度預訂量再次來自非端點解決方案，凸顯了我們平台的成長、多樣性和不斷擴大的價值。

Let's take a look at our latest innovations across platform solutions, starting with Purple AI. Purple AI continues to outperform our expectations, emerging as a key driver of our quarterly results at its one-year mark since general availability, Purple AI achieved record momentum in Q2, growing triple digits with attach rates surpassing 30% of licenses sold during the quarter, the highest level to date.

讓我們來看看我們跨平台解決方案的最新創新，從 Purple AI 開始。Purple AI 的表現繼續超出我們的預期，自全面上市一周年以來，成為我們季度業績的主要驅動力，Purple AI 在第二季度實現了創紀錄的增長勢頭，實現了三位數的增長，附加率超過了本季度售出的許可證的 30%，達到迄今為止的最高水平。

This level of adoption curve in such a short time frame is rare in our industry, and it speaks to both the strength of the product and the urgency of the problem it solves. Proposed growth is being driven by strong adoption from both new and existing customers.

在如此短的時間內達到這種水平的採用曲線在我們的行業中是罕見的，它既說明了產品的實力，也說明了它所解決的問題的緊迫性。預期的成長是由新舊客戶的強勁採用所推動的。

It's helping enterprises operate with greater speed and efficiency, reducing the workload on security teams by orders of magnitude. We're now landing seven-figure ARR wins with just Purple AI, underscoring its scalability as a stand-alone solution and growing strategic importance for enterprises.

它幫助企業以更快的速度和更高的效率運營，從而將安全團隊的工作量減少幾個數量級。現在，我們僅憑 Purple AI 就獲得了七位數的 ARR 收益，這凸顯了其作為獨立解決方案的可擴展性以及對企業日益增長的戰略重要性。

According to IDC's latest study SentinelOne's Purple AI users experienced 55% faster threat remediation, 60% lower likelihood of major incidents and an impressive 338% return on investment over just three years. Purple AI is a rigorous, measurable and scaled production-grade AI security solution that is already making a tangible difference for enterprises. This is SentinelOne's AI advantage in action and we're delivering it today.

根據 IDC 的最新研究，SentinelOne 的 Purple AI 用戶在短短三年內就體驗到了威脅修復速度提高了 55%、發生重大事件的可能性降低了 60% 並且投資回報率高達 338%。Purple AI 是一種嚴格、可衡量且可擴展的生產級 AI 安全解決方案，已經為企業帶來了實際的變化。這就是 SentinelOne 的 AI 優勢的實際體現，我們今天就將其展現出來。

Q2 was also an outstanding quarter for our data solutions. It's booking growth accelerated, delivering a company record contribution to total bookings in the quarter. We're seeing an increasing adoption of our data solutions by large enterprises where data visibility and management are paramount.

對於我們的數據解決方案而言，第二季也是一個出色的季度。其預訂量成長加速，為本季的總預訂量貢獻了創紀錄的業績。我們看到，越來越多的大型企業採用我們的資料解決方案，因為資料可見性和管理至關重要。

Today, we're delivering the only AI native SIEM in the market. Our AI SIEM is redefining how organizations manage security data, delivering enhanced visibility, real-time detection and streaming data, faster investigations and autonomous response.

今天，我們提供市場上唯一的 AI 原生 SIEM。我們的 AI SIEM 正在重新定義組織管理安全資料的方式，提供增強的可視性、即時檢測和串流資料、更快的調查和自主回應。

Our AI SIEM now listed in the AWS marketplace is unlocking new sales motions and expanding our presence with AI SIEM, we're enabling organizations to unify and correlate data at scale with AI-driven insights in Hyperautomation at the core allowing security teams to operate with more context, confidence, and speed.

我們的 AI SIEM 現已在 AWS 市場上市，這開啟了新的銷售動力並擴大了我們在 AI SIEM 方面的影響力，我們使組織能夠以超自動化中 AI 驅動的洞察力為核心，大規模統一和關聯數據，從而使安全團隊能夠以更多的背景、信心和速度開展工作。

In cloud security, we continue to expand both agent-based and agentless solutions. We're consistently winning with customers looking for unified run time and CNAPP offering to secure their cloud assets. Most recently, our CNAPP solution was recognized as a strong performer in CSPM by Gartner Peer Insights, further validating the momentum.

在雲端安全方面，我們繼續擴展基於代理和無代理的解決方案。我們不斷贏得尋求統一運行時間和 CNAPP 產品以保護其雲端資產的客戶的支援。最近，我們的 CNAPP 解決方案被 Gartner Peer Insights 評為 CSPM 領域的出色表現，進一步驗證了這一發展勢頭。

As cloud environments grow in scale and complexity, we're delivering cloud native security that keeps pace with infrastructure growth while enabling customers to simplify operations through unified AI-powered security platform.

隨著雲端環境規模和複雜性的成長，我們提供與基礎設施成長保持同步的雲端原生安全性，同時使客戶能夠透過統一的人工智慧安全平台簡化營運。

In endpoint, we continue to be the technology and growth leader by delivering industry-leading efficacy, performance and user experience. As noted by IDC's worldwide modern endpoint security market share 2024, SentinelOne was the leading endpoint growth vendor among stand-alone cybersecurity vendors.

在終端方面，我們透過提供業界領先的功效、效能和使用者體驗，繼續成為技術和成長的領導者。根據 IDC 的《2024 年全球現代端點安全市場份額》報告，SentinelOne 是獨立網路安全供應商中領先的端點成長供應商。

In Q2, our endpoint bookings growth accelerated to the highest level in the past year, reflecting strong demand and competitive momentum in this area. And for the fifth consecutive year, we were recognized as a leader in the Gartner Magic Quadrant for Endpoint Protection Platforms.

在第二季度，我們的終端預訂量成長加速至去年的最高水平，反映出該領域強勁的需求和競爭勢頭。我們連續第五年被評為 Gartner 端點保護平台魔力像限的領導者。

In parallel, SentinelOne was named top-performing vendor in the 2025 Frost Radar for endpoint security. Our innovations, industry accolades and customer adoption continue to highlight the breadth and growth potential of our business.

同時，SentinelOne 被評為 2025 年 Frost Radar 端點安全領域表現最佳的供應商。我們的創新、行業讚譽和客戶採用繼續凸顯了我們業務的廣度和成長潛力。

To extend our innovation lead and further differentiate our AI power platform, we also announced the acquisition of Prompt Security, a pioneer in securing generative AI at runtime preventing GenAI-related data leakage and delivering security for AI agents.

為了擴大我們的創新領先地位並進一步區分我們的人工智慧平台，我們還宣布收購 Prompt Security，這是一家在運行時保護生成人工智慧的先驅，可防止與 GenAI 相關的資料外洩並為人工智慧代理提供安全保障。

GenAI adoption is exploding across all industries, which brings a new class of risks and exposure as GenAI and agentic AI fundamentally reshape how businesses operate. new risks are emerging around visibility, compliance, data leakage, and control.

GenAI 的應用正在所有行業中爆炸式增長，這帶來了新一類風險和暴露，因為 GenAI 和代理 AI 從根本上重塑了企業的運作方式。可見性、合規性、資料外洩和控制方面出現了新的風險。

Security enhances the Singularity platform with the ability to monitor, govern and control GenAI usage across the enterprise. These are critical capabilities that every CIO and CISO is now prioritizing. Prompt Security stands out as the only technology available today that enables enterprises to safely adopt GenAI at scale. It is designed to protect organizations from the risks introduced by widespread and uncontrolled AI usage.

安全性增強了 Singularity 平台在整個企業內監控、管理和控制 GenAI 使用的能力。這些是每個 CIO 和 CISO 現在優先考慮的關鍵能力。Prompt Security 是當今唯一能讓企業安全地大規模採用 GenAI 的技術。其旨在保護組織免受廣泛且不受控制的人工智慧使用所帶來的風險。

Its platform integrates seamlessly across browsers, desktop environments and APIs, delivering real-time visibility into how AI tools are accessed what data is being shared or stored and enforcing policies to prevent prompt injections, sensitive data leakage, and misuse. This acquisition is a strategic step forward for us in one of the fastest emerging and most urgent domains in cybersecurity.

其平台可無縫整合到瀏覽器、桌面環境和 API 中，即時顯示 AI 工具的存取方式、共享或儲存的數據，並執行策略以防止提示注入、敏感資料外洩和濫用。此次收購是我們在網路安全這一發展最快、最緊迫的領域之一中邁出的策略一步。

Let me highlight two important points on this. First, the challenge of securing GenAI adoption. Prompt enables organizations to adopt GenAI safely as enterprises accelerate their use of LLMs, AI assistant, and agentic tools, the need for real-time visibility, policy enforcement and governance is becoming critical. Prompt's technology is aligned with the most urgent demands and needs in cybersecurity.

讓我強調一下這一點。首先，確保 GenAI 得到採用的挑戰。隨著企業加速使用 LLM、AI 助理和代理工具，Prompt 使組織能夠安全地採用 GenAI，對即時可見性、政策執行和治理的需求變得至關重要。Prompt 的技術符合網路安全領域最迫切的需求。

Second, immediate visibility and control regardless of where an organization is in its GenAI adoption journey, prompt seamless and frictionless deployment enables instant visibility and control to ensure safe and responsible AI adoption without slowing innovation. It's a natural extension to the Singularity platform that also enables us to enter the DLP space directly from the endpoint without relying on additional dependencies.

其次，無論組織在 GenAI 採用過程中處於什麼階段，都能立即獲得可見性和控制力，快速無縫、無摩擦的部署能夠實現即時可見性和控制力，從而確保安全、負責任地採用 AI，而不會減緩創新。它是 Singularity 平台的自然擴展，它還使我們能夠直接從端點進入 DLP 空間，而無需依賴其他依賴項。

This move positions us to lead in one of the most important long-term growth areas in cybersecurity. Following the strong reception of Black Hat earlier this month, we're already seeing significant interest from both customers and partners.

此舉使我們在網路安全最重要的長期成長領域之一中佔據領先地位。繼本月早些時候黑帽大會受到熱烈歡迎之後，我們已經看到客戶和合作夥伴的濃厚興趣。

The addition of Prompt to the Singularity platform further strengthens its value proposition. Importantly, this unlocks a new frontier of growth for our company and reinforces our role in defining AI native cybersecurity in the future.

Prompt 加入 Singularity 平台進一步加強了其價值主張。重要的是，這為我們公司開闢了新的成長領域，並加強了我們在未來定義人工智慧原生網路安全方面的作用。

As an industry, the defining inflection point, where the convergence of data and AI will reshape how security is delivered, operated and measured. AI is transforming how businesses operate but its promise can only be realized if it's secured.

作為一個產業，數據和人工智慧的融合將重塑安全的交付、營運和衡量方式，這是一個決定性的轉折點。人工智慧正在改變企業的運作方式，但只有確保其安全才能實現其承諾。

Simply put, AI adoption cannot occur without security. In fact, we believe AI makes security more critical than ever. As attack surfaces grow and threats evolve, security must scale with intelligence and precision.

簡而言之，沒有安全，就不可能採用人工智慧。事實上，我們相信人工智慧使安全比以往任何時候都更加重要。隨著攻擊面不斷擴大、威脅不斷演變，安全性必須隨著智慧化和精確度的提高而擴展。

That's where AI steps in, not just as a risk vector but also as an enabler. Cyber security has always been a data problem and AI allows us to process and act on the right data in real time, delivering protection at unprecedented speed and scale.

這就是人工智慧發揮作用的地方，它不僅是一個風險載體，也是一個推動因素。網路安全一直是一個數據問題，人工智慧使我們能夠即時處理正確的數據並採取行動，以前所未有的速度和規模提供保護。

When done right, this convergence of AI, data and security creates a safer, more resilient digital world for everyone. We're providing the secure framework and infrastructure enterprises need to adopt AI with confidence, ensuring AI can run safely at scale.

如果正確實施，人工智慧、數據和安全的整合將為每個人創造一個更安全、更有彈性的數位世界。我們提供企業自信採用人工智慧所需的安全框架和基礎設施，確保人工智慧能夠大規模安全運作。

At SentinelOne, we've been building towards this moment for years. From day one, we architected the Singularity platform with AI at its core, well before AI became table stakes in the industry. That early conviction in AI-powered data and security continues to differentiate us.

在 SentinelOne，我們多年來致力於實現這一目標。從第一天起，我們就以人工智慧為核心建立了 Singularity 平台，遠早於人工智慧成為產業主流之前。對人工智慧數據和安全的早期信念繼續使我們脫穎而出。

Now we're beginning to see the returns. Our investments in data infrastructure and AI native security are unlocking meaningful opportunities for us and delivering tangible value for customers.

現在我們開始看到回報。我們對資料基礎設施和人工智慧原生安全的投資為我們釋放了有意義的機遇，並為客戶帶來了實際的價值。

With Singularity, we're unifying AI, data and security into a single platform that's purpose-built for modern real-time security. The rules have changed. Threats move at machine speed, attacks evolve by the second. The old playbook, reactive, fragmented, overwhelmed doesn't work anymore. So we rewrote it.

借助 Singularity，我們將人工智慧、資料和安全統一到一個專為現代即時安全而建構的平台中。規則已經改變。威脅以機器的速度移動，攻擊每時每刻都在演變。舊的策略，被動的、分散的、不堪重負的，已經不再有效了。所以我們重寫了它。

Our AI-powered security stop threats before they start, silently protecting everything and preventing breaches before they happen.

我們的人工智慧安全系統可以在威脅出現之前就將其阻止，默默地保護一切，並在威脅發生之前防止其發生。

As we look ahead, we're encouraged by positive demand signals, improving execution and continued market momentum and our teams remain focused on delivering durable growth, driving operating leverage and expanding our leadership in AI-powered cybersecurity.

展望未來，積極的需求訊號、不斷改善的執行力和持續的市場勢頭令我們感到鼓舞，我們的團隊將繼續專注於實現持久成長、提高經營槓桿並擴大我們在人工智慧網路安全領域的領導地位。

We've accomplished a lot this quarter, from delivering industry-leading growth and margin expansion to expanding our platform with the acquisition of Prompt Security. Most importantly, keeping our customers secure with the right technology at the right time.

本季我們取得了許多成就，從實現業界領先的成長和利潤擴張到透過收購 Prompt Security 擴展我們的平台。最重要的是，在正確的時間使用正確的技術來確保客戶的安全。

These results are a testament to the strength of our platform, the resilience of our business, and the clarity of our long-term strategy. In closing, I want to take a moment to thank our customers and partners for their continued trust in SentinelOne.

這些結果證明了我們平台的實力、業務的彈性以及長期策略的清晰度。最後，我想花點時間感謝我們的客戶和合作夥伴對 SentinelOne 的持續信任。

Congratulations to all Sentinels for a landmark quarter, Their relentless focus, dedication and execution drives our success. And thanks to our shareholders for their continued support. Our mission to be a force for good remains unwavering. Thank you again for joining us today.

恭喜所有哨兵在本季度取得了里程碑式的成就，他們的不懈專注、奉獻和執行推動了我們的成功。並感謝股東們的持續支持。我們的使命是成為一股向善的力量，這一點始終堅定不移。再次感謝您今天加入我們。

With that, I'll hand it over to our CFO, Barbara Larson.

說完這些，我將把權力交給我們的財務長芭芭拉‧拉爾森 (Barbara Larson)。

Thank you, Tomer, and thanks to everyone for joining us today. Let's review the details of our Q2 financial performance and our guidance for Q3 and fiscal year '26. As a reminder, all comparisons are year over year and financial measures discussed here are non-GAAP, unless otherwise noted. In Q2, we continued to deliver top-tier growth alongside strong margin expansion. Our total ARR grew 24% and surpassed $1 billion, a significant milestone in our growth journey.

謝謝你，托默，也謝謝大家今天加入我們。讓我們回顧一下我們第二季財務業績的詳細資訊以及我們對第三季和 26 財年的指導。提醒一下，除非另有說明，所有比較都是同比的，並且此處討論的財務指標都是非 GAAP。在第二季度，我們繼續實現頂級成長，同時利潤率強勁擴張。我們的總 ARR 成長了 24%，超過了 10 億美元，這是我們成長歷程中的一個重要里程碑。

We added net new ARR of $53 million in the quarter, which significantly exceeded our expectations. This outperformance was driven by broad-based momentum in both new customer acquisition and platform adoption by our existing customers. We're gaining market share and mind share across our platform solutions, notably AI, data, cloud, and endpoint. These results reflect strong execution and healthy demand across the business.

本季我們增加了 5,300 萬美元的淨新 ARR，大大超出了我們的預期。這一優異表現得益於新客戶獲取和現有客戶平台採用的廣泛勢頭。我們的平台解決方案（尤其是人工智慧、數據、雲端和端點）的市場份額和心智份額正在不斷增加。這些結果反映了整個企業的強勁執行力和健康需求。

In Q2, revenue grew 22% year over year to $242 million. International markets grew 27% and represented 38% of total revenue, reflecting balanced growth and an expanding global footprint. Customers with ARR of $100,000 or more grew 23% to 1,513.

第二季度，營收年增 22% 至 2.42 億美元。國際市場成長了 27%，佔總收入的 38%，反映出均衡的成長和不斷擴大的全球影響力。年平均收入 (ARR) 為 100,000 美元或以上的客戶數量增加了 23%，達到 1,513 人。

Our average deal size or ARR per customer reached a new company record, highlighting our broader platform adoption. This performance reflects the value our customers realize from our platform and our continued success in driving multiproduct expansion.

我們每位客戶的平均交易規模或 ARR 創下了公司新高，凸顯了我們更廣泛的平台採用率。這項業績反映了我們的客戶從我們的平台中獲得的價值以及我們在推動多產品擴展方面持續取得的成功。

Our net retention rate remained strong and well into expansionary territory, driven by customer adoption of our broader platform solutions, including data, cloud, and Purple AI. Turning to margins. We maintained an industry-leading gross margin of 79%, highlighting healthy pricing and platform unit economics. We also achieved operating profitability of 2% in the quarter, with operating margin improving by more than 500 basis points year over year.

由於客戶採用我們更廣泛的平台解決方案（包括資料、雲端和 Purple AI），我們的淨留存率保持強勁並進入擴張領域。轉向利潤。我們維持了業界領先的79%的毛利率，突顯了健康的定價和平台單位經濟效益。本季我們也實現了 2% 的營業利潤率，營業利潤率年增了 500 多個基點。

Looking ahead, we expect to sustain quarterly operating profitability and remain on track to deliver our first, full year of operating profit this fiscal year. We also achieved our fifth consecutive quarter of positive net income margin, which increased to 5% in Q2.

展望未來，我們預計將維持季度營運獲利能力，並有望在本財年實現首個全年營運利潤。我們也連續第五個季度實現了淨利潤率為正，第二季增至 5%。

On a trailing 12-month basis, we delivered a free cash flow margin of 2% and we expect this to improve further as we move through the second half of the year. Complementing this performance, remaining performance obligations grew 26% to $1.2 billion, a testament to the trust we've established with our customers and our commitment to innovation.

在過去 12 個月中，我們的自由現金流利潤率為 2%，我們預計這一水準在下半年將進一步提高。除了這項業績外，剩餘履約義務成長了 26%，達到 12 億美元，這證明了我們與客戶建立的信任以及我們對創新的承諾。

Turning to the balance sheet. We ended the quarter with $1.2 billion in cash, cash equivalents and investments, and no debt. Our strong balance sheet provides the flexibility to allocate capital strategically, fueling growth initiatives while driving long-term value creation.

轉向資產負債表。本季末，我們擁有 12 億美元的現金、現金等價物和投資，且沒有債務。我們強勁的資產負債表提供了策略性配置資本的靈活性，推動成長計劃，同時推動長期價值創造。

In line with this strategy, we extended our market leadership with the announcement of our acquisition of Prompt Security. This acquisition represents a strategic step forward in our vision to build the world's definitive AI security company, redefining what it means to protect the modern enterprise.

根據這項策略，我們宣布收購 Prompt Security，從而擴大了我們的市場領導地位。此次收購代表著我們朝著打造全球權威人工智慧安全公司的願景邁出了策略性的一步，重新定義了保護現代企業的意義。

Prompt's technology is highly complementary to our AI strategy and our Singularity platform. It creates a unique, integrated layer for securing AI in the enterprise. As organizations race to adopt AI, our combined capabilities will enable customers to embrace this transformation securely and at scale.

Prompt 的技術與我們的 AI 策略和 Singularity 平台高度互補。它為企業中的 AI 安全性創建了一個獨特的整合層。隨著各組織競相採用人工智慧，我們的綜合能力將使客戶能夠安全、大規模地接受這種轉變。

With Prompt, we're not just adding capabilities, we're opening a new frontier of platform growth. The purchase price for Prompt Security is approximately $180 million. We expect the top line financial impact of the transaction to be minimal in fiscal year '26 with immaterial ARR and revenue contribution and an estimated 80 basis point impact to full year operating margin. The deal is expected to close in Q3 of this fiscal year.

借助 Prompt，我們不僅增加了功能，還開啟了平台成長的新領域。Prompt Security 的收購價格約為 1.8 億美元。我們預計，該交易對 26 財年的總財務影響將微乎其微，ARR 和收入貢獻不大，對全年營業利潤率的影響預計為 80 個基點。該交易預計將於本財年第三季完成。

Before turning to guidance, I'd like to briefly comment on the broader macroeconomic and market environment. Cybersecurity remains a top priority across industries, and this is reflected in the strong demand we're seeing for the Singularity platform.

在談到指導之前，我想先簡單評論一下更廣泛的宏觀經濟和市場環境。網路安全仍然是各行各業的首要任務，這反映在我們對 Singularity 平台的強勁需求上。

Our Q2 results highlight both the momentum we've built and the solid execution of our team in a dynamic environment. That said, we remain mindful of evolving macro conditions, which can influence deal timing and sales cycles.

我們第二季的業績凸顯了我們在動態環境中建立的勢頭和團隊的穩健執行力。儘管如此，我們仍然關注不斷變化的宏觀條件，因為它會影響交易時機和銷售週期。

Turning to our guidance for Q3 and fiscal year '26. For the third quarter, we expect revenue of approximately $256 million, reflecting 22% year-over-year growth. Following a strong second quarter performance, we're raising our full year revenue outlook, while maintaining prudent assumptions given a dynamic macro environment. For fiscal year '26, we now expect revenue in the range of $998 million to $1.02 billion, $1 billion at the midpoint, representing 22% year-over-year growth.

談到我們對第三季和 26 財年的指導。我們預計第三季營收約為 2.56 億美元，年增 22%。鑑於第二季的強勁表現，我們上調了全年營收預期，同時考慮到動態的宏觀環境，我們保持審慎的假設。對於 26 財年，我們目前預計營收將在 9.98 億美元至 10.2 億美元之間，中間值為 10 億美元，年增 22%。

This outlook is supported by a strong pipeline, continued customer and partner momentum and growing contributions from our emerging products. At the same time, we are factoring in the potential for variability in the timing of larger deals. Turning to our outlook for margins. We expect Q3 gross margin to be approximately 78.5%. For the full year, we expect gross margin to be between 78.5% and 79%.

強大的產品線、持續的客戶和合作夥伴發展勢頭以及新興產品日益增長的貢獻支撐了這一前景。同時，我們也在考慮大型交易時機變化的可能性。談談我們對利潤率的展望。我們預計第三季毛利率約為78.5%。我們預計全年毛利率在78.5%至79%之間。

This reflects our pricing discipline and healthy unit economics, while continuing to invest in services and support as we scale.

這反映了我們的定價紀律和健康的單位經濟，同時隨著規模的擴大，我們繼續對服務和支援進行投資。

In Q3, we expect our operating margin to be about 4%, representing a year-over-year improvement of approximately 900 basis points. For the full year, we expect an operating margin of about 3%, an improvement of approximately 600 basis points compared to fiscal year '25. Our operating margin outlook incorporates both the anticipated foreign exchange headwinds from a weaker US dollar and the impact of the Prompt acquisition discussed previously.

在第三季度，我們預計營業利潤率約為 4%，年成長約 900 個基點。我們預計全年營業利潤率約為 3%，與 25 財年相比提高約 600 個基點。我們的營業利潤率展望既考慮了美元疲軟預期帶來的外匯不利因素，也考慮了先前討論過的 Prompt 收購的影響。

That said, we are reaffirming our commitment to delivering positive free cash flow for the full year, which we expect to be a few points higher than operating margin. Taking a step back, our momentum, technology leadership and competitive position remains strong, and we are delivering top-tier growth at scale with continued operating leverage.

話雖如此，我們重申致力於實現全年正自由現金流，我們預計這將比營業利潤率高出幾個百分點。回顧過去，我們的發展勢頭、技術領先地位和競爭地位依然強勁，我們正在透過持續的經營槓桿實現頂級規模的成長。

Our investment approach strikes a thoughtful balance between maximizing long-term growth opportunities and maintaining a strong, responsible and profitable financial profile, a strategy that is key to scaling SentinelOne to a multibillion-dollar business.

我們的投資方法在最大化長期成長機會和保持強勁、負責任和盈利的財務狀況之間取得了深思熟慮的平衡，這一策略對於將 SentinelOne 擴展為價值數十億美元的企業至關重要。

At the same time, we're instilling operational discipline by enhancing productivity and efficiency across the business. In summary, we're uniquely positioned at the intersection of AI, data and cybersecurity, and we're leading the industry into the next era of intelligent autonomous security.

同時，我們透過提高整個企業的生產力和效率來灌輸營運紀律。總而言之，我們在人工智慧、資料和網路安全的交叉領域擁有獨特的優勢，並正在引領產業進入智慧自主安全的下一個時代。

As enterprises accelerate their AI adoption, one fact is clear, AI's promise cannot be realized without security. Security is no longer just a safeguard, it's a strategic enabler of AI, and that makes our role more critical than ever. We're executing on our strategy, delivering top-tier growth and margin improvement while continuing to invest in the strategic priorities that will shape our long-term success.

隨著企業加速採用人工智慧，有一個事實顯而易見：沒有安全性，人工智慧的前景就無法實現。安全不再只是一種保障措施，它是人工智慧的戰略推動因素，這使得我們的角色比以往任何時候都更加重要。我們正在執行我們的策略，實現頂級成長和利潤率提高，同時繼續投資於決定我們長期成功的策略重點。

With a strong financial foundation, a differentiated AI-powered platform, and a growing market opportunity, we remain firmly committed to creating long-term value for our shareholders. Thank you all for joining us today and for your continued interest in SentinelOne. We're excited about the road ahead. And with that, we'll now take your questions. Operator, please open up the line.

憑藉強大的財務基礎、差異化的人工智慧平台和不斷增長的市場機遇，我們始終堅定地致力於為股東創造長期價值。感謝大家今天的參與以及對 SentinelOne 的持續關注。我們對未來的道路充滿期待。現在我們來回答你們的問題。接線員，請接通線路。

(Operator Instructions)

（操作員指示）

John DiFucci, Guggenheim

古根漢美術館的約翰·迪富奇

Thank you. Nice improvement in business momentum Tomer and Barbara and team. That's a big difference. And also, by the way, it makes the rest of the year look more reasonable. It looked like tougher after last quarter -- or first quarter.

謝謝。Tomer、Barbara 和團隊的業務動能都得到了良好的改善。這是一個很大的區別。順便說一句，這也使得今年剩餘的時間看起來更加合理。上個季度或第一季之後，情況似乎變得更加艱難。

Listen, you said, Tomer, you benefited from new logos and expansions along with AI. I'd like to talk about that expansion part. Given the stage of where you are as a company, new logos are still a big driver, but Barbara also said that platform adoption by existing customers also drove the results this quarter.

聽著，你說，托默，你從新標誌和擴張以及人工智慧中受益匪淺。我想談談擴展部分。考慮到公司所處的階段，新標誌仍然是一個重要的驅動力，但芭芭拉也表示，現有客戶對平台的採用也是推動本季業績的因素。

You said NRR also remained strong, but are there any other metrics or commentary to help us understand if your Singularity platform message, it's not just driving larger initial deals, which you talked about, but also catching on with your existing customers.

您說 NRR 也保持強勁，但還有其他指標或評論可以幫助我們了解您的 Singularity 平台資訊嗎？它不僅推動您談到的更大的初始交易，而且還吸引現有客戶。

Of course, our Q2 performance, as I mentioned, was really broad-based with strong contributions both from new logos and expansion with existing customers. I would say it's been very consistent also in the past few quarters where we kind of get like an even split between new customers and expansion, which is exactly what we strategically want to see and it's broad-based in terms of the solutions that are participating. It's strong endpoint growth. It's emerging solutions like AI data and cloud that are growing rapidly Purple AI and data, they remain our fastest-growing solutions.

當然，正如我所提到的，我們的第二季業績確實基礎廣泛，新標誌和現有客戶的擴張都做出了巨大貢獻。我想說的是，在過去的幾個季度中，我們的成長一直非常穩定，新客戶和擴張客戶的數量基本上持平，這正是我們策略上希望看到的，而且就參與的解決方案而言，這種增長具有廣泛的基礎。這是強勁的端點成長。人工智慧數據和雲端等新興解決方案正在快速發展，紫色人工智慧和數據仍然是我們成長最快的解決方案。

We also had record bookings from data and Purple AI continue to grow triple digit. So all in all, I mean, these are solutions that are applicable both for new logos, but also for expansion. So they're really driving both. And obviously, with introduction of SentinelOne Flex, that really improves our ability to talk to both existing customers that are renewing and net new customers and just land bigger or expand with those that are renewing. So overall, the business momentum is strong across the board, and we continue to gain market share across pretty much every growth area we have.

我們還從數據中獲得了創紀錄的預訂量，而 Purple AI 繼續實現三位數成長。總而言之，這些解決方案既適用於新標識，也適用於擴充。所以他們確實在推動這兩項事業。顯然，隨著 SentinelOne Flex 的推出，這確實提高了我們與正在續約的現有客戶和新客戶溝通的能力，並且能夠擴大或擴展與正在續約的客戶之間的聯繫。總體而言，我們的業務勢頭全面強勁，並且我們在幾乎所有成長領域都繼續獲得市場份額。

Rob Owens, Piper Sandler.

羅伯歐文斯、派珀桑德勒。

Obviously, a lot of variability throughout the first half as we contemplate just what you've done in net new ARR. Curious, looking at Q3, if there's any guardrails you'd like to put around it to shape or thinking. Appreciate the timing and variability of larger deals that was in your script relative to revenue. But anything we should be thinking about relative to that net new ARR as we move into the back half and in particular, Q3.

顯然，當我們考慮您在淨新 ARR 方面所做的事情時，上半年會出現很多變化。好奇的是，看看 Q3，是否有任何您想在其周圍設置護欄來塑造或思考。欣賞您的腳本中相對於收入的較大交易的時間和變化。但是，當我們進入下半年，特別是第三季時，我們應該考慮與淨新 ARR 相關的任何事情。

I'll go ahead and take that one. Thanks for the question, Rob. We don't provide formal ARR guidance, but you can approximate it just based on our revenue outlook that we've provided as well as the underlying business model assumptions. Overall, Q2 results and the updated revenue outlook implies a relatively improved view on net new ARR for the full year.

我會繼續並接受這個。謝謝你的提問，羅布。我們不提供正式的 ARR 指導，但您可以根據我們提供的收入前景以及基本的業務模型假設來估算它。總體而言，第二季業績和更新後的收入前景對全年淨新 ARR 的看法相對改善。

Brad Zelnick, Deutsche Bank.

德意志銀行的布拉德‧澤爾尼克 (Brad Zelnick)。

Congrats on a good quarter, especially the strong net new growth. I wanted to ask about Flex. Tomer, it's good to see how Flex is driving nice wins for you. How much of this is really new versus formalizing things that you're already doing and how it might compare to other similar concepts in the market? And then just for Barbara, can you talk to us a bit about how a Flex deal flows through the financials, specifically the impact to ARR into revenue?

恭喜本季取得良好業績，尤其是強勁的淨新成長。我想問一下有關 Flex 的問題。托默，很高興看到 Flex 為您帶來了巨大的成功。與您已經在做的事情相比，這其中有多少是真正新穎的？與市場上其他類似的概念相比如何？然後對於芭芭拉來說，您能否向我們講一下 Flex 交易對財務的影響，特別是對 ARR 收入的影響？

Of course. So we just launched SentinelOne Flex this quarter. For us, it's obviously a major step forward in how customers are adopting the overall platform. The reception has been outstanding. Flex deal, as I mentioned, already delivered an eight-figure in deal value.

當然。因此我們本季剛推出了 SentinelOne Flex。對我們來說，這顯然是客戶採用整個平台的一大進步。接待非常優秀。正如我所提到的，Flex 交易已經實現了八位數的交易價值。

The target is really everybody that's renewing, everybody it's mid and large size organizations, and they have any type of a dynamic licensing need. It's very reflective for what other vendors are doing in this space. And it just gives customers the flexibility to adopt more and obviously remix whatever they choose to acquire, choose to consume.

目標實際上是所有正在續約的人，所有中型和大型組織，他們都具有任何類型的動態許可需求。這非常能反映其他供應商在這個領域的所作所為。它為客戶提供了更多的靈活性，可以重新組合他們選擇購買和消費的任何產品。

In all, we're seeing it's getting customers to the point where they sample more from our platform and thus it drives more consumption, all different modules across the board. So all in all, it's still early days for us, but obviously, this is a superior way to consume our platform capabilities, which today spend close to 30 different distinct capabilities and about seven different platform solutions.

總而言之，我們看到它正在讓客戶從我們的平台上獲得更多的樣品，從而推動更多消費，全面涵蓋所有不同的模組。總而言之，對我們來說還處於早期階段，但顯然，這是利用我們平台功能的一種更佳方式，今天我們已經使用了近 30 種不同的功能和大約 7 種不同的平台解決方案。

When we introduced Prompt Security, obviously, and announced that acquisition, that's going to become part of Flex. So as you can imagine, now that we have all these different growth frontiers in our platform, Flex is the enabler for our customers to now easily consume and enjoy these new offerings.

當我們推出 Prompt Security 並宣布收購時，它顯然將成為 Flex 的一部分。因此，正如您所想像的，現在我們的平台擁有所有這些不同的成長前沿，Flex 可以讓我們的客戶輕鬆使用和享受這些新產品。

And from a financial perspective, Flex will be very similar to our other ARR contracts, which is TCV divided by duration and revenue will be recognized ratably over the duration of the contract.

從財務角度來看，Flex 與我們的其他 ARR 合約非常相似，即 TCV 除以期限，並且收入將在合約期限內按比例確認。

Joseph Gallo, Jefferies.

約瑟夫‧加洛，傑富瑞集團。

Congrats on the Prompt AI acquisition. Tomer, if we step back, I'm just curious your thoughts on when the security of AI results in cyber revenue. Obviously, there's a massive need for cyber. But if you look at most tech transformations, it can take time. I believe you said there was immaterial ARR from Prompt. How should we think about the ramp or our ability to drive top line from Prompt?

恭喜 Prompt AI 被收購。托默，如果我們退一步來看，我只是好奇你對人工智慧的安全性何時會帶來網路收入的看法。顯然，對網路的需求龐大。但如果你觀察大多數技術轉型，你會發現這需要時間。我相信您說過 Prompt 的 ARR 並不重要。我們應該如何看待這一成長或我們透過 Prompt 推動營收成長的能力？

Generative AI adoption is exploding. I think that is something we can all attest to, and it's across all industries. And it really brings a new class of risk where we're seeing regulated usage and unregulated usage, shadow AI usage and Prompt is a pioneer in securing exactly these types of use cases and really putting guardrails on generative AI usage in run time, it's real time.

生成式人工智慧的應用正在爆炸性成長。我認為這是我們都可以證明的事情，而且它適用於所有行業。它確實帶來了一種新的風險，我們看到了受監管的使用和不受監管的使用，影子人工智能的使用，而 Prompt 正是在保護這些類型的用例方面處於領先地位，並且真正在運行時對生成人工智能的使用設置了護欄，它是實時的。

So when we look at the biggest pain points for enterprises today, it's clearly getting their employee usage under any form of governance and control, and that is directly what Prompt is here to solve. This is why we've been very excited about this acquisition.

因此，當我們檢視當今企業面臨的最大痛點時，顯然就是如何讓員工的使用受到任何形式的治理與控制，而這正是 Prompt 所要直接解決的問題。這就是我們對此次收購感到非常興奮的原因。

This is why we believe that the best place to regulate generative AI usage for the enterprise is actually on the endpoint, closes it can be to the user or the operator that's actually running the models and putting data into these models.

這就是為什麼我們認為規範企業生成式人工智慧使用的最佳位置實際上是在端點，可以是實際運行模型並將資料放入這些模型的使用者或操作員。

So for us, when we think about what is the biggest enabler for generative AI usage, what is top of mind for every CISO that sees their employees now accessing all these different API and AI gateways, obviously, they want to get immediate visibility. They want to know what people are doing. They want to know what data is being shared and they want to put guardrails around it.

因此，對我們來說，當我們思考什麼是生成式人工智慧使用的最大推動因素時，每個 CISO 看到他們的員工現在訪問所有這些不同的 API 和人工智慧閘道時最關心的是什麼，顯然，他們希望獲得即時的可見性。他們想知道人們在做什麼。他們想知道哪些資料被共享，並希望對其進行保護。

That's exactly what Prompt is bringing to the singularity platform. So we believe -- and just by the early traction, customer reception that we're seeing that it's going to be a significant contributor in years to come.

這正是 Prompt 為奇點平台帶來的。因此我們相信——僅從早期的吸引力和客戶接受度來看，它將在未來幾年內做出重大貢獻。

Rudy Kessinger, D.A. Davidson.

魯迪凱辛格、地方檢察官戴維森。

I'm curious, Barbara, I hear you saying kind of your inherent net ARR assumptions are up for the balance of the year, but you had a really, really strong Q2. I guess I'm just curious if there's any other color you could provide as to why we're not seeing revenue taking up more for the balance of the year.

我很好奇，芭芭拉，我聽到你說你的固有淨 ARR 假設在今年的餘額中已經上升，但你的第二季度表現非常非常強勁。我想我只是好奇，您是否能提供其他解釋，以解釋為什麼我們沒有看到今年剩餘時間的收入增加。

Yeah. So you're right, we had a really strong Q2. We're improving our second half revenue outlook, and that's driven by those strong Q2 results, the momentum we see going into the back half, a healthy pipeline platform momentum. But at the same time, we're being mindful and incorporating prudent assumptions about the back half of the year.

是的。所以你說得對，我們的第二季表現確實非常強勁。我們正在改善下半年的營收前景，這是由強勁的第二季業績、我們看到的下半年的發展勢頭以及健康的管道平台勢頭所推動的。但同時，我們也保持警惕，並對下半年做出審慎的假設。

Mike Cikos, Needham.

麥克·西科斯，尼德姆。

Congrats on the quarter. I'll go with similar comments. For Tomer, I just wanted to get a better understanding, and this probably goes back to the top of the Q&A with John's question, but great to hear on the new logos, the expansions, the pro-based product adoption.

恭喜本季取得佳績。我會發表類似的評論。對於 Tomer，我只是想更好地理解，這可能要追溯到 John 問題的問答環節，但很高興聽到有關新標誌、擴展和基於專業的產品採用的消息。

If you think about the ARR outperformance that we saw this quarter, though, is there a way to force rank what was the largest driver of upside when we think about that net new ARR. I know you said or had some very positive comments on the Purple AI and what you're seeing there. But any way to parse that out more specifically, please?

但是，如果您考慮一下我們本季看到的 ARR 優異表現，那麼當我們考慮淨新 ARR 時，有沒有辦法強制排名什麼是最大的上漲驅動力。我知道您對 Purple AI 以及您在那裡看到的內容發表了一些非常積極的評價。但是有什麼方法可以更具體地分析這一點嗎？

Yeah. I've been trying to do so. I mean it is really broad-based. I mean you're talking about pretty significant beat to our net new ARR expectations along the lines of about 40%. So obviously, it doesn't come from just one thing.

是的。我一直試著這麼做。我的意思是它確實具有廣泛的基礎。我的意思是，您說的是我們淨新 ARR 預期出現了相當顯著的超出，大約 40%。顯然，它並非僅僅源自於一件事。

We got great expansion motion and great emerging capabilities that are a good, I think, a point in time for customers to go and consume to solve real problems right now. So our expansion motion is strong. Net new logo acquisitions, something we've been putting emphasis on for the past few years. We want that motion to keep on going. We want more customers joining our estate. It's a big focus of ours.

我們擁有強大的擴張動力和強大的新興能力，我認為這對客戶來說是一個很好的時機，可以利用這個時機來解決當前的實際問題。所以我們的擴張動力很強。淨新標誌收購，這是我們過去幾年一直強調的事情。我們希望這項動議能夠繼續下去。我們希望有更多的顧客加入我們的莊園。這是我們關注的重點。

So that's working well. And then obviously, when you start looking at some of our data capabilities, when you start looking at the deal sizes that we now are able to sign, you're joining that with Flex, I mean, that is really starting to paint a broad-based picture. And as I mentioned, Purple triple-digit growth, that's becoming a significant contributor and data with the strongest contribution we've had is another big contribution here.

效果很好。然後顯然，當您開始查看我們的一些數據功能時，當您開始查看我們現在能夠簽署的交易規模時，您會將其與 Flex 結合起來，我的意思是，這真的開始描繪出一幅廣泛的圖景。正如我所提到的，Purple 的三位數成長正在成為一個重要的貢獻者，而我們貢獻最大的數據也是另一個重大貢獻。

So again, quite broad-based. I would say we are seeing the platform starting to really take hold for us. We said last quarter, it's about 50% of booking. It followed this quarter as well. So all of these are really great trends for us.

所以，再次強調，其基礎相當廣泛。我想說，我們看到這個平台開始真正為我們帶來好處。我們上個季度說過，預訂量約 50%。本季也出現了同樣的情況。所以，所有這些對我們來說都是非常好的趨勢。

Shrenik Kothari, Baird.

什雷尼克·科塔里，貝爾德。

Congrats on the broad-based net new ARR pickup and the record non-endpoint contribution. So in the past, you have noted, of course, the reps on -- especially on the data and non-endpoint, been ramping and it's work in progress. Now with Flex, with a strong start and following all the partner, the GSI, MSS initiatives. Just on go-to-market, can you talk a little bit about the progress in terms of the ramp metrics, especially around the non-endpoint, and also anything around the enablement comp plans with the new approach.

恭喜廣泛的淨新 ARR 成長和創紀錄的非端點貢獻。因此，在過去，您當然已經注意到，特別是在數據和非端點方面的代表一直在不斷增加，並且工作正在進行中。現在與 Flex 合作，有一個良好的開端，並遵循所有合作夥伴、GSI、MSS 計劃。關於上市，您能否談談成長指標的進展，特別是非端點的進展，以及新方法的支援補償計畫的任何進展。

Of course, so definitely strong execution this quarter, our teams executed well and above our expectations. You can see that again both through record net new ARR, but also ARR per customer. So all in all, we've made significant strides in enabling our workforce, in streamlining our offerings and how we lend, how we pitch our platform.

當然，本季的執行力非常強勁，我們的團隊表現良好，超出了我們的預期。您可以透過記錄淨新 ARR 和每位客戶的 ARR 再次看到這一點。總而言之，我們在增強員工隊伍、簡化產品和服務、改善借貸方式以及推廣平台方面取得了重大進展。

So going from a product to platform is a journey, and I think we're moving in the right direction. This quarter is a great attestation of that. All in all, we're quite pleased with how we're lending and also how we're expanding. There's always more work to do. It's a constant evolution.

因此，從產品到平台是一個旅程，我認為我們正朝著正確的方向前進。本季就是一個很好的證明。總而言之，我們對我們的貸款方式和擴張方式感到非常滿意。總是有更多的工作要做。這是一個不斷演變的過程。

The introduction of Flex I think, has gone tremendously well. I think it's actually a simplifying factor for us on how we talk about our platform. So it's actually force multiplier. So all in all, these constructs have come for us at the right time, and the platform capability is expanding dramatically.

我認為 Flex 的推出非常順利。我認為這實際上是我們談論平台的一個簡化因素。所以它實際上是一種力量倍增器。總而言之，這些構造對我們來說來得正是時候，而且平台能力正在急劇擴大。

Brian Essex, JPMorgan.

摩根大通的布萊恩艾塞克斯。

Congrats on a nice rebound quarter here with a strong net new ARR. Maybe, Tomer, for you, I wanted to zero in on a comment that you made about your AI native SIEM capabilities in the market. And I think we've seen a few peers make acquisitions recently on the ability to address enhanced real-time detection with streaming data.

恭喜本季業績強勁反彈，淨新 ARR 表現強勁。托默，也許，對你來說，我想集中討論一下你對市場上的 AI 原生 SIEM 功能所發表的評論。我認為，我們最近看到一些同行進行收購，以實現利用串流數據增強即時檢測的能力。

How do you see, from your perspective, the market evolving in terms of what enterprises are choosing to store and query and perform threat analysis that way versus the demand for real-time ingestion, streaming data, and perhaps more efficient storage of data from that perspective.

從您的角度來看，就企業選擇儲存、查詢和執行威脅分析的方式而言，與即時提取、串流資料以及更高效的資料儲存的需求相比，您如何看待市場的發展？

I'll slit it in two. I think that customers today want two main things. One is they want control over their data. And I think that's where when we talk to customers, it's all about where is the data? How do I get my hands around the data and how do I get it flowing to the end destinations that I want?

我要把它切成兩半。我認為現今的顧客主要想要兩樣東西。一是他們想要控制自己的數據。我認為，當我們與客戶交談時，我們關心的都是數據在哪裡？我如何獲取數據以及如何讓其流向我想要的最終目的地？

So that's one part of it. And the second part is real time. it's really, really clear with the onslaught of attacks that we're seeing right now they're starting to be more and more AI-driven that this notion that we've been talking about for many years now, machine speed attacks is now taking whole taking wholesale approach by adversaries out there.

這是其中的一部分。第二部分是即時性。非常明顯的是，我們現在看到的攻擊越來越多地受到人工智慧的驅動，我們多年來一直在談論的這個概念，機器速度攻擊現在正被對手全面採用。

So to counter that, you really have to start ingesting and processing your data in real time, which is something we've been advocating for many years now. We've been the leader in that space. We'll continue and expand that leadership to us, the ability to gain data and insights and processing of data in real time. is the unlocking factor to how you drive AI across the entire enterprise data set. So it's less about, is it the same?

因此，為了解決這個問題，您必須開始即時提取和處理數據，這是我們多年來一直倡導的。我們一直是該領域的領導者。我們將繼續並擴大這種領導地位，獲取數據和洞察力以及即時處理數據的能力。這是如何在整個企業資料集中推動人工智慧的關鍵因素。那就沒那麼重要了，一樣嗎？

Is it something else? It's more about the outcome itself, which is ingestion and processing of real-time data and streaming data. And that is something we've been championing for a few good years now.

還有別的嗎？它更多的是關於結果本身，即即時數據和串流數據的提取和處理。這是我們幾年來一直倡導的事情。

Ittai Kidron, Oppenheimer.

伊泰·基德倫，奧本海默。

Solid numbers. I guess two things from you, Barbara. One is, can you give us some more color on the US versus international mix this quarter, how that performed? And then also on RPU. You talked about -- I think you mentioned 26% growth in RPO. Can you tell us if duration changed over there?

確切的數字。芭芭拉，我想你應該有兩點想法。一是，您能否向我們詳細介紹本季美國和國際市場的表現？然後還有 RPU。您談到了——我想您提到了 RPO 增長了 26%。您能告訴我們那裡的持續時間是否改變了嗎？

Yeah. Thanks for the question. So on the US versus international, so this quarter, international was 38% of our total revenue, and that's an increase from prior quarter. So real nice performance there.

是的。謝謝你的提問。因此，就美國和國際而言，本季國際營收占我們總營收的 38%，比上一季增加。那裡的表演真是精彩極了。

And then your second question was around RPO. So very strong growth in RPO this quarter. So 26%. Keep in mind, this can be impacted by duration. We did see that duration was relatively stable this quarter. So no major changes to call out there. But it is impacted by duration and the timing of renewals, which is why we refer to ARR.

您的第二個問題是關於 RPO 的。因此本季的 RPO 成長非常強勁。所以是 26%。請記住，這可能會受到持續時間的影響。我們確實看到本季的持續時間相對穩定。因此，沒有什麼重大變化需要注意。但它受到持續時間和續約時間的影響，這就是我們提到 ARR 的原因。

Shaul Eyal, TD Cowen.

沙烏爾·埃亞爾（Shaul Eyal），考恩（Cowen）TD。

Good to see the stability. Maybe one for Barbara. Thanks for that commentary on the Flex offering. I know it's very early days, pretty much first quarter, but long term, how do you see the potential revenue uplift by those customers that are adopting Flex? And maybe is it fair to assume that the pipeline is at record levels right now?

很高興看到穩定性。也許給芭芭拉一個。感謝您對 Flex 產品的評論。我知道現在還為時過早，基本上是第一季度，但從長遠來看，您如何看待採用 Flex 的客戶帶來的潛在收入提升？也許我們可以公平地假設，目前管道的輸送量已達到創紀錄的水平？

So thanks for the question on Flex. As you said, it's early days right now on Flex. But overall, we would expect this to be positive for deal sizes, duration overall platform adoption. We're excited about the early momentum and feedback. And more to come on this later. And then in terms of pipeline, we're excited about the momentum we're seeing in the business, very healthy pipeline that's growing.

感謝您提出有關 Flex 的問題。正如您所說，Flex 目前還處於早期階段。但總體而言，我們預期這對交易規模、整體平台採用的持續時間都有正面作用。我們對早期的勢頭和回饋感到非常興奮。稍後還會有更多相關內容。就通路而言，我們對業務中看到的勢頭感到非常興奮，渠道正在非常健康地增長。

Roger Boyd, UBS.

瑞銀的羅傑·博伊德。

I wonder if you could provide an update on where you're at with the Lenovo partnership. I think you're about a year into that. What sort of momentum are you seeing from that? And just any color you can provide around your assumptions around ARR revenue from that?

我想知道您是否可以提供與聯想合作的最新進展。我認為你已經這樣做了大約一年。您從中看到了什麼樣的動力？您能否提供任何有關 ARR 收入的假設？

Sure. We have many exciting partnership opportunities across the partner ecosystem. This is really one amongst quite a few, specifically on Lenovo, overall, it's a contributor and on track relative to our expectations. We don't really discuss any details of any individual deal. But we're encouraged by the traction.

當然。我們在整個合作夥伴生態系統中擁有許多令人興奮的合作機會。這確實是眾多產品中的一款，特別是對於聯想而言，總體而言，它是一個貢獻者，並且相對於我們的預期而言正在按計劃進行。我們實際上並沒有討論任何個別交易的細節。但這種勢頭令我們感到鼓舞。

We're definitely seeing more and more market motions with Lenovo coming up online for us. So all in all, it's on track. It's where we want it to be. and it's going to be one out of many contributors to our yearly outlook going forward.

隨著聯想的出現，我們確實看到了越來越多的市場動向。總而言之，一切進展順利。這正是我們想要的。它將成為我們未來年度展望的眾多因素之一。

Yun Kim, Loop Capital.

Yun Kim，Loop Capital。

Okay. Great. Congrats on a solid execution on the initial success of Flex pricing, is the flex pricing kind of improving your visibility especially around large deals since it removes at least one element of the negotiation process? And also, should we expect Flex pricing to perhaps lead to early renewals, especially as customers try out new products and realize the value and upgrade the contract?

好的。偉大的。恭喜您在彈性定價方面取得了初步成功，彈性定價是否會提高您的知名度，特別是在大型交易中，因為它消除了談判過程中的至少一個要素？此外，我們是否應該預期彈性定價可能會導致提前續約，特別是當客戶嘗試新產品並意識到價值併升級合約時？

Yeah. It's definitely streamlining the sales process for us. So we are, I think, unlocking a bit more velocity in the sales process given Flex is allowing customers to just think more broadly and they don't need to lock themselves into one specific construct. So on that front, I think that Flex is definitely an enabler.

是的。它確實簡化了我們的銷售流程。因此，我認為，我們在銷售過程中釋放了更多的速度，因為 Flex 允許客戶更廣泛地思考，而他們不需要將自己鎖定在一個特定的結構中。因此從這個方面來說，我認為 Flex 絕對是一個推動因素。

We're not going to be doing anything unnatural. I mean we always just work at the base of customers, both renewal time and obviously in our net new logo motion. For us, it's, again, just providing the best tools we have for our customers to procure what they need from our platform.

我們不會做任何不自然的事。我的意思是，我們始終以客戶為基礎開展工作，包括續約時間，當然還有我們的新標誌動態。對我們來說，這只是為客戶提供最好的工具，以便他們可以從我們的平台採購所需的東西。

Jonathan Ho, William Blair.

喬納森·何、威廉·布萊爾。

Good afternoon. Let me echo my congratulations as well. I think you basically described Singularity Cloud as seeing some significant success in this. Can you help us understand whether the transition and value proposition in the cloud to more runtime security as well as your fundamental architectural differences have helped you in this area?

午安.我也向你表示祝賀。我認為您基本上描述了 Singularity Cloud 在這方面取得了一些重大成功。您能否幫助我們了解雲端中向更多運行時安全性的轉變和價值主張以及您的基本架構差異是否對您在這一領域有所幫助？

Of course, we actually started with runtime securities. So for us, it was never a transition to run time security. We started with cloud, workers protection. We always felt that is the most important part of protecting cloud footprints. And that's where we're seeing continued traction.

當然，我們實際上是從運行時安全性開始的。因此對我們來說，這從來都不是向運行時安全的轉變。我們從雲端運算、工人保護開始。我們始終認為這是保護雲端足跡最重要的部分。這就是我們看到持續成長的動力所在。

Obviously, today, we have a broad-based cloud security platform that contains all the cloud security posture management capabilities, both agent and agentless as well as DSPM capabilities CDR capabilities and more. So when we think about our cloud security suite today, first and foremost, designed to protect workloads in real time, which is something that we believe customers today are laser focused on. It's both for on-premise environment, private cloud, hybrid cloud environment.

顯然，今天，我們擁有一個基礎廣泛的雲端安全平台，它包含所有雲端安全態勢管理功能，包括代理程式和無代理程式以及 DSPM 功能 CDR 功能等等。因此，當我們考慮今天的雲端安全套件時，首先要考慮的是即時保護工作負載，我們相信這是當今客戶最關注的事情。它既適用於內部部署環境，也適用於私有雲和混合雲環境。

So it really is one of the best coverage type solutions out there in the market today. And obviously, when you couple that with the same level of it we have for our EDR product to the same level of analytical capabilities we have with our data Late Lake same that Purple AI can give you, but now will cloud workloads that becomes a very, very compelling capability for customers because it spans beyond the innate worker protection, run-time protection capability, you enjoy all other platform capabilities that we have, and that is creating a compounded value for our customers.

因此，它確實是當今市場上最好的覆蓋類型解決方案之一。顯然，當您將其與我們 EDR 產品的相同級別以及 Late Lake 數據相同的分析能力結合起來時，Purple AI 可以為您提供相同的能力，但現在雲端工作負載將成為對客戶非常有吸引力的功能，因為它超越了固有的工人保護和運行時保護功能，您可以享受我們擁有的所有其他平台功能，這為我們的客戶創造了複合價值。

Gabriela Borges, Goldman Sachs.

加布里埃拉·博爾赫斯，高盛。

Barbara, I wanted to better understand your comments on the guidance. if I look at how much you beat in the quarter on net new ARR, I get to about $15 million in net new ARR upside. And so my thought is that, that should be at least $7.5 million in benefit to your full year revenue guidance. And you mentioned the comment earlier on being prudent.

芭芭拉，我想更好地理解您對該指導的評論。如果我看一下您在本季度的淨新 ARR 超過了多少，我會發現淨新 ARR 的上漲空間約為 1500 萬美元。因此，我認為，這將為您的全年收入預期帶來至少 750 萬美元的收益。您之前提到了關於謹慎的評論。

So if I'm understanding this right, what is making you more prudent today on the guide for the back half than you were maybe 90 days ago. Are you seeing something in the data or the signals that's making more prudent than before?

因此，如果我理解正確的話，是什麼讓您今天對後半部分的指南比 90 天前更加謹慎。您是否從數據或訊號中看到了比以前更加謹慎的東西？

Thanks, Gabriel, for the question. So overall, our second half revenue outlook has improved, and that's driven, as you said, by the strong second half results. We are seeing strong momentum. But we're being prudent about our assumptions in the second half.

謝謝加布里埃爾提出的問題。因此，總體而言，我們下半年的營收前景有所改善，正如您所說，這是由強勁的下半年業績推動的。我們看到了強勁的勢頭。但我們對下半年的假設持謹慎態度。

And that's really, as you look at deal timing, overall macro, federal, and we're just trying to take all of that into account and be measured about how we're thinking about the back half and ultimately, the full year. But very pleased with the Q2 performance and the revenue outlook raised for the second half.

事實上，當你考慮交易時機、整體宏觀、聯邦時，我們只是試圖將所有這些都考慮進去，並衡量我們對下半年以及最終全年的看法。但對第二季的表現非常滿意，並且下半年的收入前景有所提高。

Trevor Walsh, Citizens

特雷弗·沃爾什（公民）

Great. I wanted to circle back on the acquisition. Tomer, I'm just curious, I understand it's early days, but can you maybe tell us about trends that you're seeing around kind of the buyer personas around AI security. Are those people kind of within the core SOC team? Is it someone more kind of cloud infrastructure oriented. I guess are these relationships that you're going to -- that you already have or kind of new people that you're going to have to go out and kind of engage with.

偉大的。我想重新回顧一下這次收購。托默，我只是好奇，我知道現在還為時過早，但您能否告訴我們您所看到的有關人工智慧安全買家角色的趨勢。這些人是核心 SOC 團隊的成員嗎？它是否更側重於雲端基礎設施？我想這些是您要建立的關係——您已經擁有的關係，或者是您必須出去與新人交往的關係。

There's two facets to it. What is the employee use case, where I think you can really think about it as akin to the DLT motion. This is GenAI DLP. Eventually, we will work to extend that capability to actually be a fully-fledged DLP for the end point. That is obviously a well-established TAM that is something that is classically on the endpoint.

它有兩個面向。員工用例是什麼，我認為您可以將其視為類似於 DLT 動議。這就是 GenAI DLP。最終，我們將努力擴展該功能，使其成為真正的終端成熟 DLP。這顯然是一個完善的 TAM，是經典的端點產品。

These are the same teams that we're working with the same footprint, the same deployment model. Obviously, this is incredibly complementary to our market motion today in the endpoint market. The second facet is securing the actual AI run time usage for model.

我們與這些團隊合作，擁有相同的足跡和相同的部署模型。顯然，這與我們今天在終端市場的市場動向有著極大的互補性。第二個方面是確保模型的實際 AI 運行時使用。

And that is sometimes more in the realm of cloud security teams, which we obviously talk to today with our cloud security software. So these are kind of the two biggest facets to kind of main buying centers for phone capabilities.

有時這更屬於雲端安全團隊的範疇，我們今天顯然會透過我們的雲端安全軟體與他們進行交流。因此，這可以說是手機功能主要購買中心的兩個最大方面。

Again, one is very adjacent to the end point and kind of spans into the DLP territory. And the other is more in kind of the AI workload deployment of model, deployment of workloads of the different generative AI endpoints. Those are going to be more cloud oriented. But again, all in all, we got interfaces with all these teams today.

再次，一個非常接近終點並且跨越到 DLP 區域。另一個更多的是模型的 AI 工作負載部署，不同產生 AI 端點的工作負載部署。這些將更加面向雲端。但總而言之，我們今天與所有這些團隊進行了交流。

We have no further questions at this time. I will turn the call back over to Tom Weingarten for closing remarks.

目前我們沒有其他問題。我將把電話轉回給湯姆·溫加滕 (Tom Weingarten) 做最後發言。

Thank you. Our second quarter performance reflects strong execution and progress in scaling the business. As organizations look to elevate cybersecurity, our ability to deliver value across multiple platform categories is resonating. We remain focused on delivering durable growth, driving operating leverage and expanding our leadership in AI powered cybersecurity. Thanks again for joining us today.

謝謝。我們第二季的業績反映了強勁的執行力和業務擴展的進展。隨著各組織尋求提升網路安全，我們跨多個平台類別提供價值的能力正在引起共鳴。我們將繼續專注於實現持久成長、提高經營槓桿並擴大我們在人工智慧網路安全領域的領導地位。再次感謝您今天加入我們。

The call has ended. You may now disconnect.

通話已結束。您現在可以斷開連線。