Similarweb Ltd (SMWB) 2024 Q2 法說會逐字稿

Good day, ladies and gentlemen, and welcome to your Similarweb Q2 '24 earnings call. (Operator Instructions)

女士們、先生們，美好的一天，歡迎參加您的 Sametimeweb Q2 '24 財報電話會議。（操作員說明）

At this time, it is my pleasure to turn the floor over to your host, Rami Myerson. Sir, the floor is yours.

現在，我很高興將發言權交給主持人拉米·邁爾森。先生，地板是你的了。

Thank you, Karen. Welcome, everyone, to our second-quarter 2024 earnings conference call. Joining me today are our CEO and Co-Founder, Or Offer; and our CFO, Jason Schwartz. Yesterday, after market closed, we released our results for the second quarter and published a discussion of our results in a letter to shareholders as well as an investor presentation with a strategic overview of the business on our Investor Relations website at ir.similarweb.com.

謝謝你，凱倫。歡迎大家參加我們的 2024 年第二季財報電話會議。今天加入我的是我們的執行長兼聯合創始人 Or Offer；以及我們的財務長 Jason Schwartz。昨天，收盤後，我們發布了第二季度的業績，並在致股東的信中發布了對業績的討論，並在我們的投資者關係網站ir.similarweb.com 上發布了一份包含業務戰略概述的投資人簡報。

Certain statements made on the call today constitute forward-looking statements which reflect management's best judgment based on currently available information. These statements involve risks and uncertainties that may cause actual results to differ from our expectations. Please refer to our earnings release and our most recent Annual Report filed on Form 20-F for more information on the risk factors that could cause actual results to differ from our forward-looking statements.

在今天的電話會議上所做的某些陳述構成前瞻性陳述，反映了管理層根據當前可用資訊做出的最佳判斷。這些陳述涉及風險和不確定性，可能導致實際結果與我們的預期不同。請參閱我們的收益發布和以 20-F 表格提交的最新年度報告，以了解可能導致實際結果與我們的前瞻性陳述不同的風險因素的更多資​​訊。

Additionally, certain non-GAAP financial measures will be discussed on the call today. Reconciliations to the most directly comparable GAAP financial measures are available in the earnings release and the earnings presentation. We have decided to shorten our prepared remarks. So we will begin with Or and Jason's highlights of the quarter and then we will open the call to questions from sell-side analysts.

此外，今天的電話會議也將討論某些非公認會計準則財務指標。在收益發布和收益演示中提供了與最直接可比較的 GAAP 財務指標的調整表。我們決定縮短準備好的發言稿。因此，我們將從 Or 和 Jason 的本季亮點開始，然後我們將開始接受賣方分析師的問題。

With that, I'll turn the call over to Or. Or, please go ahead.

這樣，我會將電話轉給 Or。或者，請繼續。

Thank you, Rami. And welcome, everyone, joining the call today. Three years after ringing the bell at the New York Stock Exchange following a successful IPO, we are proud that Similarweb today is a growing, profitable, and cash-generating company. I'm super excited that this quarter, our efforts to accelerate growth were successful. Our growth is primarily driven by improved go-to-market motion and the innovation that we're doing on our R&D side.

謝謝你，拉米。歡迎大家今天加入電話會議。繼成功首次公開發行 (IPO) 在紐約證券交易所敲響鐘聲三年後，我們感到自豪的是，Similarweb 今天是一家不斷成長、盈利且能產生現金的公司。我非常興奮，本季我們加速成長的努力取得了成功。我們的成長主要是由改進的上市行動和我們在研發方面所做的創新所推動的。

As a result of those successful efforts, we feel confident in our continuing business growth, and we are increasing our outlook for 2024 revenue and non-GAAP operating profit. During the quarter, we were able to upsell and sign the contract with our first eight-figure ARR customer and increased our customer count to more than 5,000 customers. It is great to see the continuing demand for our data from both new and existing customers.

由於這些成功的努力，我們對業務的持續成長充滿信心，並且我們正在提高對 2024 年收入和非 GAAP 營業利潤的預期。在本季度，我們能夠進行追加銷售並與第一個年收入達八位數的客戶簽訂合同，並將我們的客戶數量增加到 5,000 多名。很高興看到新客戶和現有客戶對我們數據的持續需求。

Last week, we launched our newest improved version of our digital data estimation. The new version significantly enhanced our accuracy and coverage of our data and provide broader insight for more than 30 million new websites that we added to our coverage and many more countries than we had included in our previous data versions.

上週，我們推出了數位資料估算的最新改進版本。新版本顯著提高了我們數據的準確性和覆蓋範圍，並為我們添加到覆蓋範圍中的超過3000 萬個新網站以及比我們之前的數據版本中包含的更多國家/地區提供了更廣泛的見解。

We're excited with those new data improvements and the potential that they're bringing. This new improvement will increase our position as the leader in the digital market data, and we already got initially good and positive feedback from our customers.

我們對這些新的數據改進及其帶來的潛力感到興奮。這項新的改進將提高我們作為數位市場數據領導者的地位，並且我們已經從客戶那裡得到了初步良好和積極的回饋。

We continue to benefit from the positive tailwind of the AI revolution. As part of their significant investment in AI infrastructure, many large global tech companies are engaging with us to access our digital data to feed their LLM model. Those companies recognize that LLM require high-quality, fresh, and scalable data to generate and update outputs and realize the potential of our data to fit their model.

我們繼續受益於人工智慧革命的積極推動力。作為對人工智慧基礎設施重大投資的一部分，許多大型全球科技公司正在與我們合作，存取我們的數​​位數據，以支援他們的法學碩士模型。這些公司認識到法學碩士需要高品質、新鮮且可擴展的數據來產生和更新輸出，並發揮我們數據的潛力來適應他們的模型。

They also recognize that Similarweb digital data is the most unique and high-quality data source in the market for their modeling. Some of the world's leading LLMs are already training on Similarweb data. We believe that there is even more ways Similarweb can benefit from the AI evolution. We're seeing that many of the large global consumer brands are eager to learn how the new world of AI and chatbot is changing their customer online behavior.

他們也認識到，Similarweb 數位資料是其建模市場上最獨特、最優質的資料來源。一些世界領先的法學碩士已經開始接受類似網路數據的培訓。我們相信，Similarweb 可以透過更多方式從人工智慧的發展中受益。我們看到許多大型全球消費品牌都渴望了解人工智慧和聊天機器人的新世界如何改變他們的客戶線上行為。

And they are keen to understand how the path to purchase is changing, where consumers are doing their research before making purchase decision, and how the new AI chatbots are impacting this behavior. This is where our digital consumer data is already providing a range of insights, and I believe that this is a great opportunity that can have a significant potential for Similarweb as the AI revolution evolves.

他們熱衷於了解購買路徑正在如何變化、消費者在做出購買決定之前在哪裡進行研究，以及新的人工智慧聊天機器人如何影響這種行為。這就是我們的數位消費者數據已經提供了一系列見解的地方，我相信這是一個很好的機會，隨著人工智慧革命的發展，Similarweb 可以發揮巨大的潛力。

In July, we acquired 42matters, a Swiss app intelligence provider, to expand our app data capabilities in the rapidly growing app market. By combining 42matters and Similarweb, we have expanded our app intelligence offering across app store data, app engagement, and app SDK data. We can now provide enhanced insights for the app developer and brands into the performance of their own app versus of their competitor and their markets.

7 月，我們收購了瑞士應用情報提供者 42matters，以在快速成長的應用市場中擴展我們的應用資料能力。透過結合 42matters 和 Sametimeweb，我們在應用商店數據、應用參與度和應用 SDK 數據方面擴展了我們的應用智慧產品。我們現在可以為應用程式開發人員和品牌提供更深入的見解，讓他們了解自己的應用程式相對於競爭對手和市場的表現。

We are also going to add this app market data to enrich all of our other solutions that will benefit from the combination of having web and app data in one platform. We would like to welcome the 42matters team to the Similarweb and look forward to working together to build the number one global app intelligence provider.

我們還將添加此應用程式市場數據，以豐富我們所有其他解決方案，這些解決方案將受益於將網路和應用程式數據整合到一個平台中。我們熱烈歡迎 42matters 團隊加入 Sametimeweb，並期待共同努力打造全球第一的應用情報提供者。

I want to thank the whole team for another successful quarter of excellent results and growing execution. We believe that we are still only starting to realize the potential of our data and the addressable market we serve. And as I like to say, we are on -- we are just getting started. Thank you, everyone, for joining the call today and continuing your support.

我要感謝整個團隊，他們在一個季度取得了優異的業績和不斷增長的執行力。我們相信，我們才剛開始認識到我們的數據和我們所服務的目標市場的潛力。正如我想說的，我們才剛開始。感謝大家今天加入電話會議並繼續提供支援。

With that, I will turn the call over to Jason. Jason?

這樣，我會將電話轉給傑森。傑森？

Thanks, Or, and everyone joining us on the call today to discuss our second-quarter results. I'll provide highlights of our financial performance, and then we'll open up the call to questions. Revenue growth continued to accelerate to 13% year over year in the second quarter, driven by new customer growth and improving retention.

感謝 Or 以及今天加入我們電話會議討論我們第二季度業績的所有人。我將重點介紹我們的財務業績，然後我們將開始提問。在新客戶成長和留任率提高的推動下，第二季度營收年增至 13%。

In Q2 '24, we achieved an overall net revenue retention rate of 99% and an NRR of 109% for our over $100,000 ARR customer segment, an improvement relative to the first quarter of 2024. We believe this quarter's NRR demonstrates a change of the trajectory and expect further improvement in the quarters ahead.

在 2024 年第二季度，我們的 ARR 超過 100,000 美元的客戶群的總體淨收入保留率為 99%，NRR 為 109%，相對於 2024 年第一季度有所改善。我們相信本季的 NRR 顯示了軌蹟的變化，並預計未來幾季將進一步改善。

Our operational performance in the quarter demonstrates our continued commitment to disciplined execution, and we delivered a fourth consecutive quarter of non-GAAP operating profit and a record non-GAAP operating margin of 9%. We generated $6 million of free cash flow in the quarter and $16 million of free cash flow in the first half of 2024.

我們本季的營運表現證明了我們對嚴格執行的持續承諾，我們連續第四個季度實現非 GAAP 營運利潤和創紀錄的 9% 的非 GAAP 營運利潤率。我們在本季產生了 600 萬美元的自由現金流，在 2024 年上半年產生了 1,600 萬美元的自由現金流。

Our remaining performance obligations for RPO totaled $217 million at the end of Q2 '24, up 24% year over year. We expect to recognize approximately 75% of total RPO as revenue over the next 12 months. Following the strong results that we're reporting today and that exceeded expectations, we are raising our guidance for both revenue and non-GAAP operating profit for the full year 2024.

截至 2024 年第二季末，我們的 RPO 剩餘履約義務總計 2.17 億美元，年增 24%。我們預計未來 12 個月將 RPO 總額的約 75% 確認為收入。繼我們今天報告的超出預期的強勁業績之後，我們上調了 2024 年全年收入和非 GAAP 營業利潤的指引。

In Q3 '24, we expect total revenue in the range of $62.5 million to $63 million, representing approximately 15% growth year over year at the midpoint of the range. For the full-year 2024, we expect total revenue in the range of $246 million to $248 million, a $2 million increase from our previous expectations. Non-GAAP operating profit for the third quarter is expected to be in the range of $2.8 million to $3.2 million.

24 年第三季度，我們預計總營收在 6,250 萬美元至 6,300 萬美元之間，以該範圍中點計算，年增約 15%。對於 2024 年全年，我們預計總收入在 2.46 億美元至 2.48 億美元之間，比我們先前的預期增加了 200 萬美元。第三季非公認會計準則營業利潤預計在 280 萬美元至 320 萬美元之間。

For the full year, we expect our operating profit to be between $13 million and $15 million, up from our previous expectations of $7 million to $9 million. Our guidance reflects increased operating expenses, primarily related to increased headcount in which we intend to invest to further accelerate our revenue growth.

我們預計全年營業利潤將在 1,300 萬美元至 1,500 萬美元之間，高於先前預期的 700 萬美元至 900 萬美元。我們的指導反映了營運費用的增加，這主要與我們打算投資以進一步加速收入成長的人員數量增加有關。

We anticipate being profitable on a non-GAAP basis and generating positive free cash flow in all of the remaining quarters of 2024. We remain focused on delivering profitable growth and making further progress towards the Rule of 40 over time, as well as achieving our long-term profit and free cash flow targets.

我們預計在 2024 年剩餘的所有季度中，按照非公認會計原則 (Non-GAAP) 計算將實現盈利，並產生正的自由現金流。我們仍然專注於實現獲利成長，並隨著時間的推移在 40 法則方面取得進一步進展，以及實現我們的長期利潤和自由現金流目標。

And with that, Or and I are ready to answer your questions.

Or 和我準備好回答你們的問題了。

(Operator Instructions) Arjun Bhatia, William Blair.

（操作員說明）Arjun Bhatia，William Blair。

Perfect. Thank you, guys, and congrats on a great Q2 here. One thing that stuck out to me in the shareholder letter, and Or, in your prepared remarks is your getting interest from some of these large tech companies to buy your data to train their LLMs. It sounds like you had that from that eight-figure customer you mentioned.

完美的。謝謝你們，夥伴們，恭喜第二季的精彩表現。在股東信中，或在你準備好的發言中，讓我印象深刻的一件事是，一些大型科技公司有興趣購買你的數據來培訓他們的法學碩士。聽起來你從你提到的那個八位數的客戶那裡得到了這個。

So when you think about just the economics of that, how do you make sure value is aligned? And how do you go about pricing a use case like that? And it sounds like you're expecting more of these. So any insight into how that kind of flows through the business side for Similarweb would be very helpful.

因此，當您僅考慮其經濟學時，如何確保價值一致？您如何為這樣的用例定價？聽起來你期待更多這樣的事。因此，任何關於類似網路如何在業務方面流動的見解都會非常有幫助。

Hi, Arjun. Thank you for the question. It's a good question. And I had two questions here. The first one is about the demand for this offering. So we do see increase of demand for consuming more digital data by those big tech companies that build those LLMs. So we are expecting this offering to accelerate down the road.

嗨，阿瓊。謝謝你的提問。這是一個好問題。我在這裡有兩個問題。第一個是關於此產品的需求。因此，我們確實看到那些建立這些法學碩士的大型科技公司對消耗更多數位數據的需求增加。因此，我們預計該產品將加速推出。

And regarding pricing and packaging of this offering, it's a good question. It's new and there is still few ways how you can price and package it. It's a lot about consumer and there's many ways the customer would want to get the data. It's very custom and -- but I think we're doing a good job now, building trust and working as a good partner with those companies to build a great solution for them.

關於該產品的定價和包裝，這是一個很好的問題。它是新產品，但定價和包裝的方法仍然很少。這與消費者息息相關，並且客戶希望透過多種方式獲取數據。這是非常客製化的，但我認為我們現在做得很好，建立了信任並與這些公司成為良好的合作夥伴，為他們建立一個出色的解決方案。

Very interesting. Okay, we'll stay tuned on that. And the other one, when I -- I think when I look at your growth drivers, it looks like the 100,000 -- the revenue from 100,000-plus customers is growing above 20%, at least by my estimation from your disclosures, which is much higher than your overall revenue.

非常有趣。好的，我們會繼續關注。另一個，當我——我想當我看看你們的成長驅動因素時，看起來有10 萬——來自10 萬多個客戶的收入增長超過20%，至少根據我從你們披露的信息中估計，這是遠高於您的總收入。

So what is driving that? And maybe can you just touch a little bit on the similarities and differences in demand that you're seeing from smaller customers versus larger ones, and how buying behaviors are maybe diverging between those two groups.

那麼是什麼推動了這一點呢？也許您可以稍微談談您所看到的小客戶與大客戶需求的相似點和差異，以及這兩個群體之間的購買行為可能有何不同。

Yes, we do see more success in the strategic account. In the past quarter or so, we become much better with serving those customers. As we announced we've got our first eight-figure customer this quarter that was -- super excited.

是的，我們確實看到戰略帳戶取得了更多成功。在過去的一個季度左右，我們在為這些客戶提供服務方面做得更好。當我們宣布本季我們迎來了第一個八位數的客戶時，我們非常興奮。

And we're becoming better with the way we serve them, the way we work with them because we do serve the biggest companies in the world and the appetite for digital data is increasing. So there's a lot of opportunity, and we're doing a great job now. And -- I don't know, Jason, maybe you have anything to add on that?

我們的服務方式、與他們合作的方式正在變得更好，因為我們確實為世界上最大的公司提供服務，而且對數位數據的需求正在增加。所以有很多機會，我們現在做得很好。而且──我不知道，傑森，也許你還有什麼要補充的？

Yes. I would probably just add that -- remember, part of that is also intentional. One of the things that we did with 3.0 was to make it easier for customers to get started with and onboard with Similarweb. And we know that because based on the history, and you see that in this eight-digit customer that we announced today -- yesterday was -- yes, we started as a few tens of thousands of dollars and over time grew 450x to an over eight-digit customer. And they have bought four of our solutions across multiple departments and multiple geographies. And that's the kind of journey that we see over and over again.

是的。我可能會補充一點——記住，其中一部分也是有意的。我們對 3.0 所做的事情之一是讓客戶更容易開始使用 Sametimeweb。我們知道這一點，因為根據歷史，你會看到，在我們今天宣布的這個八位數客戶中- 昨天是- 是的，我們一開始只有幾萬美元，隨著時間的推移增長了450 倍，超過八位數字的客戶。他們已經購買了我們跨多個部門和多個地區的四種解決方案。這就是我們一次又一次看到的旅程。

And so, the customers start, and we land with them. We could land with them in a more nominal number than the $100,000 or [what]. But over time, they land, retain, and expand. And then you start seeing them. When they get to that $50,000, $100,000 number, they start realizing that there are even more and more places where they can leverage our data, whether it's through the productized solutions or the DaaS and integrations that Or was talking about.

因此，客戶開始，我們與他們一起著陸。我們可以以比 100,000 美元更多的名義金額與他們合作，或者[什麼]。但隨著時間的推移，它們會落地、保留並擴張。然後你開始看到他們。當他們達到 50,000 美元、100,000 美元的數字時，他們開始意識到他們可以在越來越多的地方利用我們的數據，無論是透過產品化解決方案還是 Or 正在談論的 DaaS 和整合。

Okay. Got it. Super helpful. Thank you both, and congrats again here.

好的。知道了。超有幫助。謝謝你們兩位，並再次恭喜。

Jason Helfstein, Oppenheimer.

賈森·赫夫斯坦，奧本海默。

Hi. This is Steven Hromin on for Jason. So just one question from us. Do you expect Similarweb 3.0 to continue driving lower ARR per customer, given kind of the lower entry points allow companies to kind of just start up quickly? And just a follow up on that.

你好。我是史蒂文·赫羅明 (Steven Hromin) 替傑森 (Jason) 發言。我們只有一個問題。鑑於較低的切入點讓公司能夠快速啟動，您是否預期 Similarweb 3.0 會繼續降低每位客戶的 ARR？這只是後續行動。

Yes, and we took the strategy to make it much more easy lending. And this is why you're seeing a nice acceleration in our logo growth of customers. We're also seeing great success in our self-service customer that comes, just put credit card, trying to get familiar with this digital market data. And then as they're getting more familiar, they're ready to move on for more yearly engagements. So we're seeing a very strong success there as well. So it's really proved itself to give easy lending for our customers and then grow them over time.

是的，我們採取的策略是讓貸款變得更容易。這就是為什麼您會看到我們的徽標客戶成長速度加快。我們也看到我們的自助服務客戶取得了巨大的成功，只需輸入信用卡，就可以嘗試熟悉這些數位市場數據。然後，隨著他們越來越熟悉，他們就準備好繼續進行更多的年度活動。所以我們在那裡也看到了非常巨大的成功。因此，它確實證明了自己可以為我們的客戶提供輕鬆的貸款，然後隨著時間的推移不斷發展客戶。

Awesome. Just a follow up. In terms of margins on that kind of per customer, I was wondering, for smaller customers, do you see that there's almost better margin there because there's a lot less that you have to spend to service them?

驚人的。只是後續行動。就每個客戶的利潤而言，我想知道，對於較小的客戶，您是否認為那裡的利潤幾乎更高，因為您為服務他們而花費的費用要少得多？

Yes, on the self-serve customer, yes, for sure. It's a very good margin. And so you're right about it. It's probably what you're seeing increasing our overall AOV because we're getting much more customers in the lower part, but we're very confident on our ability to increase their AOV over time.

是的，對於自助客戶，是的，當然。這是一個非常好的利潤。所以你是對的。您可能會看到我們整體 AOV 的增加，因為我們在較低的部分中獲得了更多的客戶，但我們對隨著時間的推移增加他們的 AOV 的能力非常有信心。

Understood. Thank you.

明白了。謝謝。

Surinder Thind, Jefferies.

蘇林德·辛德，傑弗里斯。

Thank you. First question is just on the plan for increased headcount. Any color that you can provide there in terms of is this more sales focused, a lot more engineers? How should we think about the buildout of that part of the expense profile?

謝謝。第一個問題是關於增加員工人數的計畫。您可以在那裡提供的任何顏色都更注重銷售，更多的工程師嗎？我們該如何考慮這部分費用的增加？

Mostly sales related. We're seeing strong momentum. Revenue is increasing. You can see that we're able to increase our growth in the past three quarters. From 11 to 12, now 13. We already gave guidance for next quarter. Let's talk about 15, and it means that we need to hire more customer success to deliver the book of business. We're seeing a lot of opportunity ahead of us. So this is mostly the increase in the headcount.

主要是銷售相關。我們看到了強勁的勢頭。收入正在增加。您可以看到我們在過去三個季度中實現了成長。從11歲到12歲，現在13歲。我們已經給出了下個季度的指導。我們來談談 15，這意味著我們需要雇用更多的客戶成功人士來交付業務。我們看到前面有很多機會。所以這主要是員工人數的增加。

Thank you. And then for the net revenue retention for -- when we look at clients that are smaller than $100,000, any incremental color there? It seems like the trends are bottoming. Is that a fair read of where the data is and what you're seeing at this point? We're also approaching the one-year anniversary of the rollout of the new sales motion and if that would somehow inflect the NRR number.

謝謝。然後，對於淨收入保留 - 當我們觀察小於 100,000 美元的客戶時，有任何增量顏色嗎？趨勢似乎正在觸底。這是對資料所在位置以及您此時所看到內容的合理解讀嗎？我們也即將迎來新銷售動議推出一周年紀念日，看看這是否會以某種方式影響 NRR 數字。

Yes, so we're seeing a positive trend. On the retention, as you can see in the numbers, we're super happy about that. All of those efforts is, of course, efforts we start a year ago and now we start to collect those fruits. So you're right about your assumption.

是的，所以我們看到了積極的趨勢。在保留率方面，正如您在數字中看到的那樣，我們對此感到非常高興。當然，所有這些努力都是我們一年前開始的，現在我們開始收穫這些成果。所以你的假設是對的。

Thank you. That's it for me.

謝謝。對我來說就是這樣。

Ryan MacWilliams, Barclays.

瑞安·麥克威廉斯，巴克萊銀行。

Hi, guys. Thanks for taking the question. On the 42matters acquisition, Or, would love to hear about just how you're seeing interest from customers on monitoring mobile app analytics at this point. And from Jason, how are you thinking about the top- and bottom-line contribution from 42matters? And is anything baked into the guide? Thanks.

嗨，大家好。感謝您提出問題。關於 42matters 收購，Or，很想知道您目前如何看待客戶對監控行動應用程式分析的興趣。Jason，您如何看待 42matters 的頂線和底線貢獻？指南中有什麼內容嗎？謝謝。

Okay, so thank you, Ryan. And let me answer the first question. I'll let Jason answer the second one. So from our customers, we know for a while that the majority of our customers, when they operate in the digital world, they have usually website assets that they need to grow, and a lot of them have app assets that they also want to be successful.

好的，謝謝你，瑞安。讓我回答第一個問題。我請傑森回答第二個問題。因此，從我們的客戶那裡，我們了解到，我們的大多數客戶，當他們在數位世界中運作時，他們通常擁有需要成長的網站資產，並且其中許多人擁有他們也希望成為的應用程式資產成功的。

Sometimes the app is more for retention play. But I think that most of our customers that want to do digital -- so digital investment. They want to see an holistic view about the digital world that is a combination of web and app together. And this acquisition will enable us to provide this holistic view to the customers.

有時應用程式更適合保留遊戲。但我認為我們的大多數客戶都想做數位化——即數位化投資。他們希望看到關於網路和應用程式結合在一起的數位世界的整體視圖。此次收購將使我們能夠向客戶提供這種整體視圖。

And we see that there are probably a lot of cross-sell, upsell opportunities because the majority of our customers -- doesn't matter if it's B2C, B2B, or investor, we probably would want to have access to both of those insights. So I'm very optimistic and bullish on that acquisition. Jason?

我們發現可能有許多交叉銷售、追加銷售的機會，因為我們的大多數客戶——無論是 B2C、B2B 還是投資者，我們可能都希望獲得這兩種見解。所以我對這次收購非常樂觀。傑森？

Yes. Hi Ryan. Yes, we built that into the guide that we have for the remainder of the year. There were -- 42matters is a great team, small business. So it has some incremental and we're -- as Or said, bullish about the impact that it can have selling into our customer base. On the bottom line, very small contribution there. The expansion and -- on the profit guide is really the results of a lot of the activity and the efficiencies that we have going through the -- our core business on that.

是的。嗨瑞安。是的，我們已將其納入今年剩餘時間的指南中。42matters 是一個偉大的團隊，但規模很小。所以它有一些增量，正如 Or 所說，我們看好它對我們客戶群的銷售所產生的影響。歸根究底，貢獻很小。利潤指南上的擴張實際上是我們在這方面的核心業務的大量活動和效率的結果。

I appreciate the color there. And then just on the overall macro, getting a lot of different viewpoints from investors and companies there. But with you guys improving RPO, improving NRR, and improving net new customers, it just seems like you're maybe bucking some of the more pressing macro concerns that we're seeing elsewhere in software. I guess, are there any key trends that are driving your improvement quarter to quarter? And I guess how do you guys feel overall about how macro is impacting your business at this point? Thanks.

我很欣賞那裡的顏色。然後就整體宏觀而言，從那裡的投資者和公司得到了很多不同的觀點。但隨著你們改善 RPO、改善 NRR 和增加淨新客戶，看起來你們可能正在對抗我們在軟體其他地方看到的一些更緊迫的宏觀問題。我想，是否有任何關鍵趨勢推動您逐季取得進步？我猜你們對目前宏觀經濟對你們業務的影響有何整體感受？謝謝。

Yes, so it's a good question. I think as I talked a little bit earlier today, we did a lot of work improving our strat motion and our self-serve motion that are doing extremely well, driving great growth and success. And all of those efforts we did are basically improving. And we always saw the demand we had on top of the funnel.

是的，所以這是一個好問題。我認為正如我今天早些時候所說的那樣，我們做了很多工作來改進我們的策略運動和自助服務運動，這些工作做得非常好，推動了巨大的成長和成功。我們所做的所有努力基本上都在改善。我們總是看到漏斗頂部的需求。

So for us, it was mostly just executing right. And we can drive a lot of growth because we really operate in very big [tanks]. Now regarding the other question about market dynamics, I think it reminds me a little bit about when COVID came.

所以對我們來說，主要是正確執行。我們可以推動很大的成長，因為我們的業務規模確實很大[坦克]。現在關於市場動態的另一個問題，我認為這讓我想起了新冠疫情何時到來。

I think that when markets are struggling and you have a tough dynamic, maybe recession, maybe not, a lot of companies tend to double down on get market data to understand their positioning. So we think that we have a benefit here as our solution helps get a company's visibility about market dynamics and where they're positioned in this hostile environment. So I think that those stuff are kind of giving nice tailwind to business like us.

我認為，當市場陷入困境並且情況嚴峻時，也許是經濟衰退，也許不是，許多公司往往會加倍努力獲取市場數據，以了解自己的定位。因此，我們認為我們在這裡有一個好處，因為我們的解決方案有助於公司了解市場動態以及他們在這種惡劣環境中的定位。所以我認為這些東西為我們這樣的企業帶來了良好的推動力。

Brett Knoblauch, Cantor Fitzgerald.

布雷特·諾布勞赫，坎托·菲茨杰拉德。

Appreciate the color. Thank you.

欣賞顏色。謝謝。

Hi. Yes, thanks for taking my question and congrats on the quarter. I guess as you look at your broader product portfolio, where would you say you're spending the most time? Or I guess, where do you think demand has really inflected higher across that product portfolio? And any update on shopper intelligence and how the demand looking for that?

你好。是的，感謝您提出我的問題並祝賀本季。我想當您查看更廣泛的產品組合時，您會說您在哪裡花了最多的時間？或者我猜，您認為該產品組合中的需求在哪些方面真正受到了更大的影響？關於購物者情報的任何更新以及需求如何尋找這些資訊？

Yes, and we saw nice demand mostly a lot about our DaaS, Data-as-a-Service. Most people want to -- as they more recognize us as the leading digital data market provider, they want to implement our data into their own dashboarding system. So these will -- these lines of business had a good success. And our stock intelligence and the product that we sell for public investor is doing quite well this quarter as well. The more we able to productize it and introduce it into the market, we're seeing great success there as well. And so those two lines of business did really well this quarter.

是的，我們看到了很大的需求，主要是關於我們的 DaaS（數據即服務）。大多數人都希望——隨著他們更加認識到我們作為領先的數位數據市場提供商，他們希望將我們的數據實施到他們自己的儀表板系統中。因此，這些業務將取得巨大成功。我們的股票情報和我們向公眾投資者銷售的產品本季也表現良好。我們越能將其產品化並將其引入市場，我們也看到了巨大的成功。因此，這兩個業務線本季表現非常好。

Perfect. And then just on the acquisition, I guess, is there any way to quantify how much maybe the full-year guide is coming from this, maybe, call it, organic demand versus some of the inorganic revenues? Or would you say -- maybe most of the guidance is just from the core business doing better and not so much from the acquisition?

完美的。然後，就收購而言，我想，是否有任何方法可以量化全年指南可能來自有機需求與部分無機收入的多少？或者你會說——也許大部分指導只是來自核心業務做得更好，而不是來自收購？

(Multiple speakers) Go ahead, Jason.

（多個發言者）繼續，傑森。

So the acquisitions are -- for the most part have been -- has been small businesses. So there is a contribution that they will add. But we're actually seeing good momentum in the core organic business. You see it in the number of customer ads, you see in the RPO, you see it in the NRR. And so there's -- every time you add a small business in, there's going to be some additional top-line growth with that. But overall, when you look at the total revenue for the year, the contribution from these acquisitions is really not material.

因此，收購的對像大部分是小型企業。因此，他們將做出貢獻。但我們實際上看到核心有機業務的良好勢頭。您可以在客戶廣告數量、RPO 和 NRR 中看到這一點。因此，每次您新增小型企業時，都會出現一些額外的收入成長。但總體而言，當你看看今年的總收入時，這些收購的貢獻確實並不重要。

I think, to add on top of that, our strategy is to find mostly strong team with entrepreneurial spirits that have great data assets that we know that if we will invest and prioritize and match with our core offerings, can scale. And so this is the assumption. So they're usually very small businesses.

我認為，除此之外，我們的策略是找到具有創業精神的強大團隊，他們擁有大量的數據資產，我們知道，如果我們投資、優先考慮並與我們的核心產品相匹配，就可以擴大規模。這就是假設。所以他們通常都是非常小的企業。

Got it. Then maybe just one last question on the eight-figure deal. I guess, could you maybe help quantify what that deal went from? Before eight-figures, I guess, how much of an uplift was that?

知道了。那麼也許只是關於八位數交易的最後一個問題。我想，你能幫忙量化一下這筆交易的結果嗎？我想，在八位數之前，這能帶來多大的提升？

It was a 7-figure deal before, but we were able to significantly increase it. Now, Jason?

之前這是一筆七位數的交易，但我們能夠大幅增加。現在，傑森？

Yes. And what I would say is that, again, when it started, this customer started as a -- 9 years ago as a Similarweb customer. They were a few tens of thousands of dollars of ARR. And today, it's well over 8 digits at a steady grower and user of multiple products from Similarweb across many, many different departments and geographies.

是的。我要說的是，當它開始時，這個客戶是 9 年前作為 Sametimeweb 客戶開始的。他們的 ARR 高達數萬美元。如今，在許多不同部門和地區，Similarweb 多種產品的穩定種植者和用戶中，這一比例遠遠超過 8 位數。

Got it. Thank you, guys. I appreciate it.

知道了。謝謝你們，夥計們。我很感激。

(Operator Instructions) Patrick Walravens, Citizens JMP.

（操作員說明）Patrick Walravens，Citizens JMP。

Hey, guys. Thank you for taking my question, and congrats on the quarter. This is Nick Lee on for Pat. With the new data version you guys mentioned in the shareholder letter, is there a way to quantify how much more accurate this new version is compared to the old one?

嘿，夥計們。感謝您提出我的問題，並祝賀本季。這是帕特的尼克李。對於你們在股東信中提到的新數據版本，有沒有辦法量化這個新版本比舊版本準確多少？

Yes, of course. We have our internal measurement. It's significantly better, improved dramatically. There's many ways to look on the measurement by country, by size of website, by vertical of website, but we increase accuracy all across the board and also increase a lot of coverage. As I wrote, we had more than 30 million more websites that we now add into our estimation, and we were super excited. For us, it's a big thing to do such a big update, and we do it once in a while after we did a lot of testing to see that it's significantly improving our digital estimation.

是的當然。我們有內部測量。它明顯好轉，顯著改善。有很多方法可以按國家/地區、網站大小、網站垂直方向進行衡量，但我們全面提高了準確性，並增加了許多覆蓋範圍。正如我所寫，我們現在將超過 3000 萬個網站添加到我們的估計中，我們感到非常興奮。對我們來說，進行如此大的更新是一件大事，我們在進行了大量測試後偶爾會進行一次，以發現它顯著改善了我們的數字估計。

Awesome. Thank you.

驚人的。謝謝。

(Operator Instructions) And there appear to be no further questions at this time. Ladies and gentlemen, this does conclude today's Similarweb Q2 '24 earnings call. We thank you for your participation. You may disconnect your lines at this time and have a great day.

（操作員說明） 目前似乎沒有進一步的問題。女士們先生們，今天的 Sameweb Q2 '24 財報電話會議到此結束。我們感謝您的參與。此時您可以斷開線路並度過愉快的一天。