Atlassian Corp (TEAM) 2022 Q1 法說會逐字稿

Good afternoon.

下午好。

Thank you for joining Atlassian's Earnings Conference Call for the First Quarter of Fiscal Year 2022.

感謝您參加 Atlassian 的 2022 財年第一季度收益電話會議。

As a reminder, this conference call is being recorded and will be available for replay from the Investor Relations section of Atlassian's website following this call.

提醒一下，本次電話會議正在錄音中，可在本次電話會議後從 Atlassian 網站的投資者關係部分重播。

I will now hand the call over to Martin Lam, Atlassian's Head of Investor Relations.

我現在將電話轉交給 Atlassian 的投資者關係主管 Martin Lam。

Please go ahead.

請繼續。

Welcome to Atlassian's First Quarter of Fiscal Year 2022 Earnings Call.

歡迎參加 Atlassian 2022 財年第一季度財報電話會議。

Thank you for joining us today.

感謝您今天加入我們。

On the call today, we have Atlassian's Co-Founders and Co-CEOs, Scott Farquhar and Mike Cannon-Brookes; and our Chief Financial Officer, James Beer.

在今天的電話會議上，我們有 Atlassian 的聯合創始人和聯合首席執行官 Scott Farquhar 和 Mike Cannon-Brookes；和我們的首席財務官 James Beer。

Earlier today, we issued a shareholder letter and press release with our financial results and commentary for our first quarter of fiscal year 2022.

今天早些時候，我們發布了一封股東信函和新聞稿，其中包含我們 2022 財年第一季度的財務業績和評論。

The shareholder letter is available on Atlassian's Work Life blog and the Investor Relations section of our website, where you will also find our other earnings-related materials, including the earnings press release and supplemental investor data sheet.

股東信可在 Atlassian 的工作生活博客和我們網站的投資者關係部分找到，您還可以在其中找到我們的其他收益相關材料，包括收益新聞稿和補充投資者數據表。

As always, our shareholder letter contains management's insight and commentary for the quarter.

與往常一樣，我們的股東信中包含管理層對本季度的見解和評論。

So during the call today, we'll have brief opening remarks and then focus our time on Q&A.

因此，在今天的電話會議中，我們將進行簡短的開場白，然後將時間集中在問答上。

This call will include forward-looking statements.

本次電話會議將包括前瞻性陳述。

Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause actual results, performance and achievements to be materially different from any future results, performance or achievements expressed or implied by the forward-looking statements.

前瞻性陳述涉及已知和未知的風險、不確定性和其他因素，可能導致實際結果、業績和成就與前瞻性陳述中明示或暗示的任何未來結果、業績或成就存在重大差異。

You should not rely upon forward-looking statements as predictions of future events.

您不應依賴前瞻性陳述作為對未來事件的預測。

Forward-looking statements represent our management's beliefs and assumptions only as of the date such statements are made, and we assume no obligation to revise our statements should they change or cease to be current.

前瞻性陳述僅代表我們管理層在做出此類陳述之日的信念和假設，如果我們的陳述發生變化或不再是最新的，我們不承擔修改我們的陳述的義務。

Further information on these and other factors that could affect the company's financial results is included in the filings we make with the Securities and Exchange Commission from time to time, including the section titled Risk Factors in our most recent Form 20-F and quarterly Form 6-K.

有關可能影響公司財務業績的這些因素和其他因素的更多信息包含在我們不時向證券交易委員會提交的文件中，包括我們最近的表格 20-F 和季度表格 6 中標題為風險因素的部分-K。

During today's call, we will also discuss non-IFRS financial measures.

在今天的電話會議中，我們還將討論非國際財務報告準則財務措施。

These non-IFRS financial measures are in addition to and are not a substitute for or superior to measures or financial performance prepared in accordance with IFRS.

這些非 IFRS 財務指標是對根據 IFRS 編制的指標或財務業績的補充，但不能替代或優於這些指標。

The reconciliation between IFRS and non-IFRS financial measures is available in our shareholder letter, earnings release and investor data sheet on the IR website.

國際財務報告準則與非國際財務報告準則財務指標之間的對賬可在我們的股東信函、收益發布和投資者關係網站上的投資者數據表中找到。

(Operator Instructions)

（操作員說明）

With that, I'll turn the call over to Mike for opening remarks.

有了這個，我將把電話轉給邁克做開場白。

Thank you all for joining us today.

感謝大家今天加入我們。

When Scott and I started Atlassian almost 20 years ago, we wanted to create an amazing company where people love coming to work every day.

大約 20 年前，當 Scott 和我創立 Atlassian 時，我們希望創建一家令人驚嘆的公司，讓人們每天都喜歡來上班。

We were recently named one of the world's Best Workplaces for 2021 by the Great Place to Work.

我們最近被 Great Place to Work 評為 2021 年全球最佳工作場所之一。

We're thrilled and humbled to be recognized among the top 25 companies in the world in any industry, in any country.

能夠在任何行業、任何國家躋身全球前 25 家公司之列，我們感到既興奮又謙卑。

We've won a lot of trophies over the years, but this recognition is special.

這些年來，我們贏得了很多獎杯，但這種認可很特別。

It's going straight to the pool room, as we say in Australia.

正如我們在澳大利亞所說，它直接進入台球室。

In all seriousness, it's truly one of Scott and my proudest accomplishments.

說真的，這確實是斯科特和我最自豪的成就之一。

It is a testament to the true stewards of our culture, the many thousands of Atlassians we have around the world who live our values every day.

這證明了我們文化的真正管理者，我們在世界各地擁有成千上萬的 Atlassians，他們每天都在踐行我們的價值觀。

Your resilience, passion and commitment inspire us.

您的堅韌、熱情和承諾激勵著我們。

For all of you Atlassians listening, thanks for making this possible.

感謝所有正在傾聽的 Atlassians，感謝您讓這一切成為可能。

As you've already read in our shareholder letter, our momentum continues as we kept winning in Q1 of fiscal '22.

正如您在我們的股東信中已經讀到的那樣，我們的勢頭仍在繼續，因為我們在 22 財年第一季度不斷獲勝。

We continue to deliver value to our customers and innovate across all 3 of our core markets.

我們將繼續為我們的客戶創造價值，並在我們所有三個核心市場進行創新。

A great example of this innovation is Jira Service Management.

這種創新的一個很好的例子是 Jira 服務管理。

In its first year in the market, Jira Service Management was named a visionary in Gartner's Magic Quadrant for IT Service Management.

在進入市場的第一年，Jira Service Management 在 Gartner 的 IT 服務管理魔力像限中被評為有遠見的人。

And its customer base grew to over 35,000, up from 25,000 just 1 year ago.

其客戶群從一年前的 25,000 人增加到 35,000 多人。

This is the result of a steady drumbeat of innovation and R&D investment as we continually (inaudible) better and better each and every quarter.

這是不斷創新和研發投資的結果，因為我們每個季度都在不斷（聽不清）越來越好。

And we apply the same philosophy to our offerings in agile development and in work management for all.

我們將同樣的理念應用於我們在敏捷開發和所有人的工作管理方面的產品。

The continual improvement of our cloud platform is also what's driving our progress forward in the cloud.

我們雲平台的持續改進也是推動我們在雲方面取得進步的動力。

This quarter, cloud revenue was up 53% year-over-year.

本季度，雲收入同比增長 53%。

We signed on to the Trusted Cloud Principles, joining as initial signatories, alongside Amazon, Google and Microsoft, and making a commitment to protect our customers' rights, privacy and data in the cloud.

我們簽署了可信雲原則，與亞馬遜、谷歌和微軟一起作為初始簽署者加入，並承諾保護我們客戶在雲中的權利、隱私和數據。

Underscoring this commitment to our customers, we shipped data residency in Australia this quarter, on the heels of delivering this critical capability in Europe last quarter.

為強調對客戶的這一承諾，我們在上個季度在歐洲提供了這一關鍵功能之後，本季度在澳大利亞交付了數據駐留。

With that, I'll pass the call over to the operator for your questions.

有了這個，我會把電話轉給接線員來回答你的問題。

(Operator Instructions) And your first question comes from the line of Keith Weiss coming from Morgan Stanley.

（操作員說明）您的第一個問題來自摩根士丹利的 Keith Weiss。

Excellent.

優秀的。

And congratulations on a great quarter.

並祝賀一個偉大的季度。

I was hoping you guys could help and dig in a little bit into the work management opportunity.

我希望你們能幫助並挖掘一點工作管理的機會。

From the outside, it seems like a massive expansion of the TAM for you guys that you've been working on for a while, but there's also a lot of products that you have that seem to target it.

從外面看，這似乎是對你們已經工作了一段時間的 TAM 的大規模擴展，但也有很多產品似乎是針對它的。

The Jira Core, you have Trello, you have Confluence.

Jira Core，你有 Trello，你有 Confluence。

Can you help us understand kind of the solution portfolio, what specifically in work management are you trying to target?

您能幫助我們了解解決方案組合的類型嗎？您在工作管理方面的具體目標是什麼？

And like what's the competitive dynamic in terms of where you guys are going in?

就你們進入的領域而言，競爭動態是什麼？

Yes.

是的。

Thanks, Keith.

謝謝，基思。

I can take that one off the bat.

我可以把那個從蝙蝠上拿下來。

Look, teamwork is very complex.

看，團隊合作很複雜。

We know that.

我們知道。

There's no one correct way or one single way to work or collaborate.

工作或協作沒有一種正確的方式或一種單一的方式。

That's why you see us in the work management for all space in the market, taking a multiproduct approach and investing heavily in our platform.

這就是為什麼您在市場上所有空間的工作管理中看到我們，採用多產品方法並在我們的平台上進行大量投資。

So you've seen us mention Jira Work Management continues to go from strength to strength every quarter.

因此，您已經看到我們提到 Jira 工作管理每個季度都在不斷發展壯大。

We added a whole bunch of great new early customers, UiPath, Avalara, Seaworld, BEA, who are taking the Jira family well beyond the initial audiences that we had, I suppose.

我們增加了一大群偉大的新早期客戶，UiPath、Avalara、Seaworld、BEA，我想他們正在帶領 Jira 家族遠遠超出我們最初的受眾。

Again, about half of our Jira audience is nontechnical teams today, and we expect that to continue to improve and fuel our growth in that area.

同樣，今天我們的 Jira 受眾中約有一半是非技術團隊，我們希望這將繼續改善並推動我們在該領域的增長。

At the same time, Trello continues to do well.

與此同時，Trello 繼續表現良好。

Confluence continues to do extremely well.

Confluence 繼續表現出色。

And as you've seen from our Point A program with products like Team Central, we really have a very comprehensive offering, I would say, in that space, all built on our platform story.

正如您從我們的 Point A 計劃中看到的那樣，使用 Team Central 等產品，我們確實有非常全面的產品，我想說，在那個領域，所有產品都建立在我們的平台故事之上。

So we keep talking about world-class automation, analytics, smarts.

所以我們一直在談論世界級的自動化、分析和智能。

That is our ability to invest in the R&D to make that platform amazing for every team in every company and continuing to fill out the story across the products and making sure they work well together.

這就是我們投資研發的能力，以使該平台為每家公司的每個團隊提供驚人的服務，並繼續充實產品的故事，並確保它們能夠很好地協同工作。

We're obviously extremely excited where we are -- where we sit and how we're performing in that market.

我們顯然對我們所處的位置感到非常興奮——我們所處的位置以及我們在那個市場上的表現。

Your next question comes from the line of Gregg Moskowitz from Mizuho.

您的下一個問題來自瑞穗的 Gregg Moskowitz。

First of all, congrats, James, on all your accomplishments and a very well-deserved retirement.

首先，恭喜詹姆斯，你取得的所有成就和當之無愧的退休。

And Mike, just on a personal note, I wanted to congratulate you and your wife on your green pledge and thank you for all the help that, that will provide.

邁克，就個人而言，我想祝賀您和您的妻子做出綠色承諾，並感謝您提供的所有幫助。

My question relates to the cloud and product pricing.

我的問題與雲和產品定價有關。

You recently made the decision to raise cloud pricing, which isn't something, quite frankly, that we've seen recently from Atlassian.

您最近決定提高雲定價，坦率地說，這不是我們最近從 Atlassian 看到的。

What gives you the confidence to do so given that many of your customers are still early in their journey towards the cloud?

鑑於您的許多客戶仍處於雲計算之旅的早期階段，是什麼讓您有信心這樣做？

Well, great.

嗯，太好了。

Thank you very much for the thoughts there.

非常感謝你的想法。

The first thing I'd say is it just really reflects the strength of the underlying growth of our cloud business.

我要說的第一件事是，它確實反映了我們雲業務潛在增長的實力。

And that, of course, is all driven by the very significant value that we're delivering for our customers by these cloud services.

當然，這一切都是由我們通過這些雲服務為客戶提供的非常重要的價值所驅動的。

You know that we've been putting very significant investment into our cloud products for a number of years now.

您知道，多年來我們一直在對我們的雲產品進行大量投資。

And we always, from a philosophical perspective, want to be a terrific value.

從哲學的角度來看，我們總是希望成為一個了不起的價值。

Nothing in that notion has changed.

這個概念沒有任何改變。

But nonetheless, I think there is an opportunity for us to move pricing along as we have published just a few weeks ago by the order of about 5% across Jira Software and Confluence, in particular.

但儘管如此，我認為我們有機會調整定價，正如我們幾週前發布的那樣，特別是在 Jira Software 和 Confluence 中，定價大約降低了 5%。

So I think it's just illustrative of the investment that we've put in and how that's working out well for our customers.

所以我認為這只是說明我們投入的投資以及這對我們的客戶來說如何運作良好。

We had -- have had now in a few of our shareholder letters, examples, quotes from customers talking about the savings that they enjoy when they implement our cloud products.

我們已經 - 現在在我們的一些股東信函、示例、客戶引述中談到了他們在實施我們的雲產品時所享受的節省。

When they look at the total cost of ownership, they're realizing that it makes sense for them from a cost equation.

當他們查看總擁有成本時，他們意識到從成本等式對他們來說是有意義的。

And of course, oftentimes more important to these customers, they're able to, in essence, take their people and have them work on higher value-added tasks.

當然，對於這些客戶來說，通常更重要的是，他們能夠從本質上吸引他們的員工，讓他們從事更高附加值的任務。

Our software is able to do so much of the lower value-added work for them.

我們的軟件能夠為他們做很多低附加值的工作。

And I just think it's a terrific example of our long-term orientation to R&D investing.

我只是認為這是我們長期致力於研發投資的一個很好的例子。

And Gregg, I was going to add some things to James there.

還有格雷格，我打算在那裡給詹姆斯添加一些東西。

I think you answered that really well.

我覺得你回答得很好。

We've had a long-term philosophy of optimizing prices, and we've, over the years, raised prices, we've lowered prices, we've introduced new tiers and additions, both at the low end, the free at the high end, with premium and enterprise.

我們有優化價格的長期理念，多年來，我們提高了價格，我們降低了價格，我們推出了新的等級和附加功能，無論是在低端，在低端免費高端，優質和企業。

And our philosophy has evolved over the years.

多年來，我們的理念也在不斷發展。

It's more towards frequent, smaller price changes.

它更傾向於頻繁，較小的價格變化。

And as someone that keeps our prices publicly available on a website, which is different to most enterprise software companies, you can see those changes.

作為在網站上公開我們的價格的人，這與大多數企業軟件公司不同，您可以看到這些變化。

And it might, on the outside, look like we're making more changes than other people, but I think it's a result of that philosophy and the fact that we're public about how we interact with our customers.

從表面上看，我們可能比其他人做出了更多的改變，但我認為這是這種理念的結果，也是我們公開與客戶互動的事實。

And our philosophy is always to be sure that we provide the best value for -- in whatever price our customers have to pay and be a no-brainer for all our customers to engage with and buy Atlassian.

我們的理念始終是確保我們以客戶必須支付的任何價格提供最佳價值，並且讓我們所有的客戶都毫不猶豫地參與和購買 Atlassian。

And so you'll continue to see us do this as we have over the last 20 years.

因此，您將繼續看到我們這樣做，就像我們在過去 20 年中所做的那樣。

Your next question comes from James Fish from Piper Sandler.

您的下一個問題來自 Piper Sandler 的 James Fish。

And then -- and James, congrats on retirement ahead of time.

然後——還有詹姆斯，祝賀你提前退休。

I wanted to touch upon the data residency.

我想談談數據駐留。

You're offering it in 4 locations now across 3 continents.

您現在在 3 大洲的 4 個地點提供它。

I guess what areas are you guys expected to expand to or seeing the largest demand for this that you aren't addressing today?

我猜你們希望擴展到哪些領域，或者看到你們今天沒有解決的最大需求？

And has there been any delays in customer decisions at all between deciding between data center versus cloud additions at all?

在決定數據中心還是添加雲之間，客戶決策是否有任何延遲？

And any sense of the mix between data center and of kind of the product lines?

對數據中心和產品線之間的混合有什麼感覺嗎？

Thanks, James.

謝謝，詹姆斯。

I can certainly take the first part of that question.

我當然可以回答這個問題的第一部分。

I'll leave the second -- the mix shift part to James.

我將把第二個——混音轉換部分留給詹姆斯。

Look, for sure, we launched data center in Australia this quarter.

看，可以肯定的是，我們本季度在澳大利亞啟動了數據中心。

We had the example of Commonwealth Bank, one of the largest banks in Australia and one of the largest banks in the world, moved to our cloud tens of thousands of users, as a result of not just data residency in Australia, but all of the performance and scale improvements, compliance, legal, regulatory improvements we've made in our enterprise platform, from access to premium and enterprise, to support for all the different standards that we support.

我們有澳大利亞最大的銀行之一和世界上最大的銀行之一的聯邦銀行的例子，它遷移到我們的雲中，數以萬計的用戶，不僅因為澳大利亞的數據駐留，而且所有的我們在企業平台中所做的性能和規模改進、合規性、法律、監管改進，從訪問高級版和企業版到支持我們支持的所有不同標準。

So that's, I would say, a generalized part of our enterprise cloud journey as we continue to make sure we can support the needs of our largest customers in the cloud.

因此，我想說，這是我們企業雲之旅的一個通用部分，因為我們將繼續確保我們能夠支持雲中最大客戶的需求。

We continue to build out our infrastructure platform that we can roll out new geographies faster and faster.

我們將繼續構建我們的基礎設施平台，以便我們可以越來越快地推出新的地域。

Each one we roll out is a little quicker than the one before and unlock some portion of customers to move.

我們推出的每一款都比之前的快一點，並解鎖部分客戶移動。

As always, we continue to be R&D first.

一如既往，我們繼續以研發為先。

So working on automating that so that it works, and secondly, customer led.

因此，致力於實現自動化，使其發揮作用，其次，以客戶為主導。

So we build out those geographies as we learn from customers about where the greatest needs are.

因此，當我們從客戶那裡了解最大的需求在哪裡時，我們會建立這些地區。

But we expect to continue to have more data residency in more areas of the globe as we work with our customers.

但隨著我們與客戶合作，我們希望在全球更多地區繼續擁有更多數據駐留。

On the cloud DC, data center mix, I'll touch through that one.

在雲數據中心、數據中心組合上，我將介紹那個。

But just a bit of background.

但只是一點背景。

These big transitions and customer transitions like there's always a chance if you do them wrong, you could end up in the doghouse.

這些大轉變和客戶轉變總是有機會，如果你做錯了，你最終可能會陷入困境。

But that is not all happening here.

但這並非全部發生在這裡。

We've done such a great job across our customers, across our partners.

我們在客戶和合作夥伴中都做得非常出色。

And just to get some starts, our channel partner sales were up 300% year-on-year in terms of selling the cloud compared to what they were a year ago.

剛剛開始，我們的渠道合作夥伴銷售額與一年前相比，在銷售雲方面同比增長了 300%。

We're seeing great demand from new customers on top of migrations and great customer stories like Castlight Health.

除了遷移和 Castlight Health 等出色的客戶案例之外，我們看到新客戶的巨大需求。

We moved 1,200 users, including 50 apps from server to cloud.

我們將 1,200 名用戶（包括 50 個應用程序）從服務器遷移到了雲端。

I mean Commonwealth Bank, as we mentioned, is huge, highly regulated industry in Australia in banking, moved in tens of thousands of their users across from DC to cloud.

我的意思是，正如我們所提到的，聯邦銀行是澳大利亞銀行業受到高度監管的龐大行業，數以萬計的用戶從 DC 轉移到了雲端。

So really excited by that.

所以真的很興奮。

On the DC to cloud mix, as we said, this is a multiyear transition for our biggest customers, and we still expect a large portion of our customers to move over the coming years.

正如我們所說，在 DC 到雲的組合上，對於我們最大的客戶來說，這是一個多年的過渡，我們仍然預計我們的大部分客戶將在未來幾年內遷移。

And that is as our customers build up their capability and engage with the transition, and in the meantime, while the -- while that's happening, they're still buying DC.

那是因為我們的客戶建立了他們的能力並參與了過渡，與此同時，在發生這種情況的同時，他們仍在購買 DC。

We're seeing a lot of customers expand the usage of DC as they prepare.

我們看到很多客戶在準備時擴大了 DC 的使用範圍。

And that speaks to the quality of our product and the demand for what we provide is that they are still purchasing kind of as they make their migrations to cloud.

這說明了我們產品的質量以及對我們提供的產品的需求，即他們在遷移到雲時仍在購買某種產品。

So give you some comfort around people not being stuck at DC, like we're really comfortable with that transition point.

所以給你一些安慰，讓人們不會被困在 DC，就像我們對那個過渡點真的很舒服一樣。

30% of our cloud migrations are coming from data center customers today.

今天，我們 30% 的雲遷移來自數據中心客戶。

And so we do see a lot of our customers maybe go from server to DC to cloud, or have been in DC for many, many years and making that migration to cloud, or not ready just yet, that still doubling down on their investments with Atlassian.

因此，我們確實看到我們的很多客戶可能會從服務器轉移到 DC 再到雲，或者已經在 DC 工作了很多很多年並且正在遷移到雲，或者還沒有準備好，這仍然會使他們的投資翻倍阿特拉斯。

So I think what you can take away from that is our customers are just continuing to commit themselves to Atlassian.

所以我認為你可以從中得到的是我們的客戶只是繼續致力於 Atlassian。

And if I could just pile on a little further with one other factoid to support that.

如果我能再多一點其他事實來支持這一點。

When you think about the cloud business, we're obviously pleased with the 53% growth that we recorded year-over-year in Q1.

當您考慮雲業務時，我們顯然對第一季度同比增長 53% 感到滿意。

As we think about migrations, yes, obviously, this is an important initiative for the company.

當我們考慮遷移時，是的，顯然，這對公司來說是一項重要舉措。

But I'm only expecting migrations to drive approximately mid-single-digit growth for us in that cloud, in the subscription revenue line.

但我只預計遷移會為我們在該雲中的訂閱收入線中帶來大約中個位數的增長。

So a relatively modest growth driver for us, and that just really illustrates how we're going nicely in terms of user expansion, selling premium additions, the free-to-pay funnel is working well, and churn is working well as well.

所以對我們來說是一個相對溫和的增長動力，這真的說明了我們在用戶擴展、銷售優質附加產品、免費付費渠道運作良好以及客戶流失方面運作良好。

Your next question comes from the line of Tyler Radke from Citi.

您的下一個問題來自花旗的 Tyler Radke。

I echo my congrats to you, James.

詹姆斯，我向你表示祝賀。

You referenced in the shareholder letter just some tougher comps in the second half on the data center side.

您在股東信中提到了下半年數據中心方面的一些更嚴格的競爭。

I'm curious how we should think about the trajectory of cloud growth from here.

我很好奇我們應該如何從這裡思考雲增長的軌跡。

Obviously, there's a lot of dynamics between the cloud price increase and just some of the changes from last year.

顯然，雲價格上漲與去年的一些變化之間存在很多動態。

So would you expect that the cloud growth has tougher comps in the second half as well?

那麼，您是否期望雲增長在下半年也有更艱難的競爭？

Or do you think that can kind of sustainably grow at the rate that we saw here in Q1?

或者你認為這可以以我們在第一季度看到的速度持續增長嗎？

Thanks for the question.

謝謝你的問題。

I mean what we've said -- this was a quarter or so ago, was for fiscal '22, we would expect our rate of cloud growth to be accelerating year-over-year, full year over full year.

我的意思是我們所說的——這是大約一個季度前，是在 22 財年，我們預計我們的雲增長速度將逐年加快，全年超過全年。

And certainly, yes, you're right, we had a particularly strong back half for the data center business.

當然，是的，你是對的，我們在數據中心業務方面擁有特別強大的後半部分。

Recall how in Q3 of last year, we had quite a lot of customer activity where they stepped in front of price increases, both on the server and the data center products.

回想一下去年第三季度，我們有很多客戶活動，他們在服務器和數據中心產品的價格上漲之前採取了行動。

And then, of course, Q3 was also the quarter last year in which we ceased new server license sales.

當然，第三季度也是去年我們停止新服務器許可銷售的季度。

Now we'll see how that plays out this coming Q3.

現在我們將看到即將到來的第三季度如何發揮作用。

We've already announced, of course, this coming (inaudible) that we will cease selling several license upgrades.

當然，我們已經宣布，即將到來的（聽不清）我們將停止銷售幾個許可證升級。

So the cloud business that I was just saying remains in very good shape, very much consistent with the significant investing that we've been doing in it over recent years, and we plan to continue to do that.

因此，我剛才所說的雲業務仍然處於非常好的狀態，與我們近年來一直在進行的重大投資非常一致，我們計劃繼續這樣做。

So we're very infused as to how the underlying business is performing.

因此，我們非常了解基礎業務的表現。

And in terms of migrations, I was mentioning that some smaller component of growth that, that will drive.

在遷移方面，我提到了一些較小的增長部分，這將推動。

If you just take a step back and think about the migrations time line, I would say we're very much on track with what we've been talking about now for the last year plus or so.

如果您退後一步想想遷移時間線，我想說我們在過去一年左右的時間裡一直在談論的事情已經步入正軌。

So we're pleased by our progress there.

所以我們對我們在那裡取得的進展感到高興。

And we've talked in the past about how we have a good portion of that migration work to do in fiscal '23 and beyond.

我們過去曾討論過我們如何在 23 財年及以後完成大部分遷移工作。

And your next question comes from Michael Turrin from Wells Fargo.

您的下一個問題來自富國銀行的 Michael Turrin。

Congrats on another impressively clean quarter here.

恭喜這裡又是一個非常乾淨的季度。

You're still adding nearly 12,000 net new customers.

您仍在增加近 12,000 名淨新客戶。

Appreciate the updated disclosures there.

欣賞那裡更新的披露。

Can you help step through what's driving that continued top-of-funnel strength?

您能否幫助了解推動漏斗頂部持續增長的原因？

How should we think about Q1 maybe relative to the pace you can deliver throughout the course of the year as the environment normalizes?

隨著環境正常化，我們應該如何看待第一季度相對於您全年可以交付的速度？

And it looks like Jira Service Management, I know you commented about the -- at the onset here, added 5,000 customers, at least versus prior disclosure.

它看起來像 Jira 服務管理，我知道你評論過 - 在這裡開始時，增加了 5,000 名客戶，至少與之前的披露相比。

Can you just provide an update on some of the adoption trends or interest levels you're seeing there?

您能否提供有關您在那裡看到的一些採用趨勢或興趣水平的更新？

The upcoming world tour looks interesting as well.

即將到來的世界巡迴演唱會看起來也很有趣。

Well, I can start off on that one.

好吧，我可以從那個開始。

First of all, yes, by the incremental customer count number that we've published today, Q1, that reflects, I think, again, how people are very much embracing digital transformation, embracing remote work.

首先，是的，通過我們今天發布的第一季度增量客戶數量，我認為這再次反映了人們如何非常接受數字化轉型，接受遠程工作。

I think the compatibility of our product set seems is clear.

我認為我們產品集的兼容性似乎很清楚。

And so we're very encouraged by that.

所以我們對此感到非常鼓舞。

Certainly, Q1's number of over 11,700, it was a nice contrast to last Q1, where the number was a little over 6,700.

當然，Q1 的數量超過 11,700，這與上一季度的 6,700 多一點形成了鮮明的對比。

So remarkable strength year-over-year.

年復一年的實力如此顯著。

Yes, the number will move around quarter-to-quarter.

是的，這個數字會按季度變化。

We've traditionally said that.

我們傳統上是這麼說的。

But we're very much focused on (inaudible) to optimize our top-of-funnel activity.

但我們非常專注於（聽不清）優化我們的漏斗頂部活動。

I think last quarter in Q4 was one that particularly benefited from some of our free to paid optimizations.

我認為第四季度的最後一個季度特別受益於我們的一些免費到付費優化。

Now that's an ongoing process.

現在這是一個持續的過程。

We work at that constantly, and that's another driver of how we continue to expand our customer base.

我們一直在努力，這是我們如何繼續擴大客戶群的另一個驅動力。

Recall now that new customers drive a relatively small proportion of our in-period revenue of the order of around 10%.

現在回想一下，新客戶在我們的期內收入中所佔的比例相對較小，約為 10%。

But it's those new customers where we continue to grow the user base quarter-over-quarter, year-over-year into the future, and we've done that very consistently.

但正是這些新客戶，我們在未來繼續逐季、逐年增長用戶群，而且我們一直在這樣做。

You've did a great job of answering the specifics on the numbers.

你在回答數字細節方面做得很好。

I do want to call out one thing, which is our Jira Service Management product is that we're at 35,000 customers, up from 25,000 when it rolled out a year ago.

我確實想強調一件事，即我們的 Jira 服務管理產品，我們擁有 35,000 名客戶，高於一年前推出時的 25,000 名。

And we're really pleased by the market [response] of Jira Service Management, really resonating with customers from very small (inaudible), may be the only solution that has the feature set for them to the larger customers who are really resonating and working to move from other vendors out there due to the fact that it's got just way faster time to value, it's got way -- total cost of ownership and why -- is it more flexible for them to adopt and extend.

我們對 Jira Service Management 的市場 [響應] 感到非常滿意，真正引起了非常小的客戶（聽不清）的共鳴，這可能是唯一為真正引起共鳴和工作的大客戶提供功能集的解決方案從其他供應商那裡轉移，因為它有更快的價值實現時間，它有方法 - 總擁有成本以及為什麼 - 他們採用和擴展更靈活。

And so we're seeing a lot of customers who [adopt it].

所以我們看到很多客戶[採用它]。

If I might just add something on a philosophical level there.

如果我可以在那裡添加一些哲學層面的東西。

Two, 2.5 years ago, I think we wrote in our shareholder letter that we were going to double down on the opportunity we saw in IT.

兩年前，2.5 年前，我認為我們在股東信中寫道，我們將加倍把握我們在 IT 領域看到的機會。

And since then, you've seen us do what we classically do, which is deliver against those words that we told you we were going to do.

從那時起，你看到我們做了我們傳統的做法，這與我們告訴你我們將要做的那些話背道而馳。

Through the acquisition of Opsgenie, the integration of CMDB, the improvements in asset management and then the launch of Jira Service Management bringing software and IT close together, that's a proof point that Scott mentioned of delivering against that opportunity in IT.

通過收購 Opsgenie、整合 CMDB、改進資產管理，然後推出將軟件和 IT 緊密結合的 Jira Service Management，這就是 Scott 提到的在 IT 領域提供機會的一個證明點。

We have many, many more opportunities in front of us that we're investing against, as we said.

正如我們所說，我們面前還有很多很多我們正在投資的機會。

But hopefully, it's a proof point that we do what we tell you we're going to do.

但希望這是一個證明點，我們會做我們告訴你我們將要做的事情。

Your next question comes from the line of Alex Zukin from Wolfe Research.

您的下一個問題來自 Wolfe Research 的 Alex Zukin。

First of all, it's a pleasure to be covering you guys.

首先，很高興能報導你們。

Maybe just the big picture question around cloud.

也許只是圍繞雲的全局問題。

From the perspective of cloud migration, start thinking about your original expectations, specifically for your enterprise cohort.

從雲遷移的角度出發，開始考慮您最初的期望，特別是對您的企業群體的期望。

Can you help us understand how you feel differently or any level of incremental confidence in potentially migrating that cohort sooner than you planned, or any guidance on that progression from a time line perspective?

您能否幫助我們了解您對可能比您計劃的更快遷移該隊列的感覺有何不同或任何程度的增量信心，或者從時間線的角度對這一進展的任何指導？

And separately, as we think on a broader spectrum, you're offering being so much more broad-based in the cloud.

另外，正如我們在更廣泛的範圍內所考慮的那樣，您提供的雲基礎更加廣泛。

What are you seeing with respect to cross-sell and upsell opportunities within that cohort and customer base versus maybe your initial plans?

您認為該群體和客戶群中的交叉銷售和追加銷售機會與您最初的計劃有何不同？

I'll cover the first one.

我將介紹第一個。

In terms of enterprise cohort and migrations, nothing has changed from what we've outlined previously, which is it's going to take -- it's a multiyear journey.

在企業隊列和遷移方面，與我們之前概述的沒有什麼不同，這將是一個多年的旅程。

And we need to do some work on our end to accommodate different regulations in different areas and data residency and some engineering things on our side.

我們需要做一些工作，以適應不同領域的不同法規和數據駐留以及我們這邊的一些工程方面的事情。

And customers, for them moving some of these large systems can be a multi-month-long process that they need to do to make sure that they can do the change management for their employees.

而客戶，對於他們來說，遷移其中一些大型系統可能是一個長達數月的過程，他們需要這樣做以確保他們可以為員工進行變更管理。

And so nothing's changed along those lines.

所以沿著這些路線沒有任何改變。

We are seeing great customer demand at all levels in terms of migrating to cloud.

在遷移到雲方面，我們在各個層面都看到了巨大的客戶需求。

They all know that cloud is the destination.

他們都知道云是目的地。

They're really excited by it.

他們真的很興奮。

James has mentioned, the total cloud (inaudible) is significantly lower for them.

詹姆斯提到，對他們來說，總的雲（聽不清）要低得多。

So I would say that we're tracking as we expected, and really pleased with that progress.

所以我想說我們正在按照我們的預期進行跟踪，並且對這一進展感到非常滿意。

Mike, do you want to talk about the cross-sell and upsell?

邁克，你想談談交叉銷售和追加銷售嗎？

Sure, Alex.

當然，亞歷克斯。

Look, the way we think about this is cross-sell and upsell expanding the users and the penetration of the use cases within our customers is an inherent and deeply built part of our DNA, and it has been.

看，我們對此的思考方式是交叉銷售和追加銷售，擴大用戶，用例在客戶中的滲透是我們 DNA 中固有且根深蒂固的一部分，而且一直如此。

We've been a multiproduct company for an awfully long time now.

很長一段時間以來，我們一直是一家多產品公司。

When you hear us talk about our 3 markets in terms of Agile DevOps, ITSM and work management for all, there are lots of overlap opportunities, both in the customers between those and in the products.

當您聽到我們談論我們在敏捷 DevOps、ITSM 和所有人的工作管理方面的 3 個市場時，無論是在這些客戶之間還是在產品中，都有很多重疊的機會。

So you see obviously Jira Service Management working alongside Jira Software to get developers and IT admins closer together in delivering value.

因此，您顯然可以看到 Jira Service Management 與 Jira Software 合作，讓開發人員和 IT 管理員在交付價值方面更緊密地合作。

That is both a purposeful strategy on our behalf and also purposefully built into the platform and all of the shared infrastructure that we use.

這既是代表我們的有目的的策略，也是有目的地內置到平台和我們使用的所有共享基礎設施中的。

So things like automation, our Forge and Connect extensibility platforms, all of the user experiences, things like the editor and other things that are common across those products is an intentional part of that journey.

因此，自動化、我們的 Forge 和 Connect 可擴展性平台、所有用戶體驗、編輯器之類的東西以及這些產品中常見的其他東西都是這一旅程的有意部分。

You also see us in our Point A program continuing to innovate and deliver new offerings.

您還可以在我們的 A 點計劃中看到我們繼續創新和提供新產品。

You can see that in Compass, in the Agile DevOps space and Team Central, in the work management for all space, looking at goals and status updates and help and the cultural and humanistic side of teams and people and how they come together, how work is actually delivered across projects, goals, metrics, strategies, help and the teams that actually deliver that.

您可以在 Compass、敏捷 DevOps 空間和 Team Central 中看到，在所有空間的工作管理中，查看目標和狀態更新和幫助以及團隊和人員的文化和人文方面，以及他們如何聚集在一起，如何工作實際上是跨項目、目標、指標、策略、幫助和實際交付的團隊交付的。

Our platform enables us to move our users around to where they get most value from our product family, and we continue to get better and better at that.

我們的平台使我們能夠將我們的用戶轉移到他們從我們的產品系列中獲得最大價值的地方，並且我們會在這方面做得越來越好。

Every quarter, I would say we improve at how we do that.

每個季度，我都會說我們會在如何做到這一點上有所改進。

The last part is it's inherently tied into our philosophies around pricing.

最後一部分是它與我們圍繞定價的理念有著內在的聯繫。

So we talk a lot about free and how that's changed and obviously accelerated the movement of new customers.

所以我們談論了很多關於免費以及它如何改變並明顯加速新客戶的流動。

It also has a huge effect on cross-flowing of users because you can move from product A to product B, but there's no payment.

它對用戶的交叉流動也有很大的影響，因為你可以從產品 A 轉移到產品 B，但沒有付款。

There's no charge for product B until you started to see value to deliver value.

在您開始看到價值交付價值之前，產品 B 是免費的。

We've always talked about getting value to customers first.

我們一直在談論首先為客戶創造價值。

We pay our second for the value they're being delivered.

我們為他們交付的價值支付第二次費用。

So free actually plays into both the platform story and the cloud and also the 3 major markets and all the new innovation and products we have coming out targeting those markets.

因此，免費實際上涉及平台故事和雲，以及 3 個主要市場以及我們針對這些市場推出的所有新創新和產品。

So hopefully, that gives a sense of how it holistically all works together in our thinking.

所以希望這能讓我們了解它是如何在我們的思維中整體上協同工作的。

Your next question comes from Fred Havemeyer from Macquarie.

您的下一個問題來自麥格理的 Fred Havemeyer。

Congratulations.

恭喜。

Just echoing what most others have said on a very solid quarter here.

只是呼應大多數其他人在這裡非常穩固的季度所說的話。

And James, it's been a pleasure working with you.

詹姆斯，很高興與您合作。

I'm looking forward to continue working with you as you transition.

我期待在您過渡期間繼續與您合作。

And all the best with retirement.

退休後一切順利。

So I'd like to ask about cybersecurity here.

所以我想在這裡問一下網絡安全。

During the quarter, there was that Confluence exploit (inaudible) older on-premise versions of Confluence, in which you quickly mitigate it.

在本季度，Confluence 利用（聽不清）較舊的 Confluence 本地版本，您可以在其中快速緩解它。

All software eventually will have an exploit discovered.

所有軟件最終都會發現漏洞。

But it was notable here that Atlassian's cloud products were immune to the exploit, those in the wild.

但值得注意的是，Atlassian 的雲產品不受該漏洞的影響，即那些在野外的產品。

I'm curious, did you see any customers accelerating their server to cloud migration pathways around this event?

我很好奇，您是否看到任何客戶圍繞此事件加速他們的服務器到雲遷移路徑？

And then also more generally, how do you think about Atlassian's approach to cybersecurity across your different deployment models?

然後更一般地說，您如何看待 Atlassian 在您的不同部署模型中的網絡安全方法？

Fred, look, obviously, that security in software and technology is an incredibly hard challenge, one that continues to get harder all the time.

弗雷德，顯然，軟件和技術的安全性是一項非常艱鉅的挑戰，而且一直在變得越來越難。

One of the ways we can fight that is by having an absolutely world-class security team, which we do have continuing to work day in, day out on behalf of our customers and securing them.

我們可以與之抗爭的方法之一是擁有一支絕對世界級的安全團隊，我們確實會繼續代表我們的客戶日復一日地工作並保護他們。

The Confluence incident that you talked about, again, had already been patched.

再說一次，你所說的 Confluence 事件已經被修補了。

It was already -- we had shipped the updates and everything else in time, and it was a question of how fast the customer has updated their own software.

已經——我們及時發布了更新和其他所有內容，這是客戶更新自己軟件的速度的問題。

One of the benefits of the cloud, as you point out, is that we do that for them.

正如您所指出的，雲的好處之一是我們為他們這樣做。

So we have done that instantaneously on behalf of all of our hundreds of thousands of customers without them even having to wake up.

因此，我們代表我們所有的數十萬客戶立即完成了這項工作，而他們甚至不必醒來。

So we can do that overnight.

所以我們可以在一夜之間做到這一點。

We can do that for them.

我們可以為他們做到這一點。

We can roll it out instantly and fast.

我們可以立即快速地推出它。

We can also do a lot of other analysis, obviously, in the cloud.

顯然，我們還可以在雲中進行很多其他分析。

And it's one of the benefits of SaaS software in general, is we are really, really, really good at running our own applications as you expect us to be.

總的來說，這是 SaaS 軟件的好處之一，我們真的、真的、真的很擅長運行我們自己的應用程序，就像你期望的那樣。

We are the best in the world at running our own products.

我們在經營自己的產品方面是世界上最好的。

Securing them, scaling them, and that is the benefit of our cloud for those enterprise customers.

保護它們，擴展它們，這就是我們的雲對那些企業客戶的好處。

I don't have any directional data on whether that's affected the general migration time line, but I can tell you that it's certainly one of the advantages that our customers see, especially the larger they get, but also on the small ones.

我沒有任何關於這是否會影響一般遷移時間線的方向性數據，但我可以告訴你，這肯定是我們的客戶看到的優勢之一，尤其是他們獲得的規模越大，而且規模越小。

We should -- we often talk about security in large companies.

我們應該——我們經常談論大公司的安全性。

For small companies, our world-class [team] is far better than whatever security team they have in-house because if they were a 10- or a 20-person company, that stuff is really, really, really hard.

對於小公司來說，我們世界級的 [團隊] 比他們內部擁有的任何安全團隊都要好得多，因為如果他們是 10 人或 20 人的公司，那真的、真的、真的很難。

And so it's baked into our DNA, and I think it's yet another advantage of the migration to Atlassian's cloud.

所以它已經融入了我們的 DNA，我認為這是遷移到 Atlassian 雲的另一個優勢。

Your next question comes from the line of Arjun Bhatia from William Blair.

您的下一個問題來自 William Blair 的 Arjun Bhatia。

Perfect.

完美的。

Congrats on a great quarter again.

再次祝賀一個偉大的季度。

I want to maybe dig a little bit deeper into Jira Service Management, and [you called out] the strength in customer growth.

我可能想更深入地研究 Jira 服務管理，以及 [你提到] 客戶增長的力量。

Since you've launched this new offering that's bundled in Jira Service Desk and Opsgenie and other functionality, including CMDB, have you noticed a change in the type of customer that is adopting Jira Service Management versus the prior Jira Service Desk?

自從您推出了捆綁在 Jira Service Desk 和 Opsgenie 以及其他功能（包括 CMDB）中的新產品後，您是否注意到與之前的 Jira Service Desk 相比，採用 Jira Service Management 的客戶類型發生了變化？

Are you seeing more sophisticated customers, more enterprise deployments there as this offering has scaled?

隨著此產品的擴展，您是否看到更成熟的客戶、更多的企業部署？

Yes.

是的。

Thanks, Arjun.

謝謝，阿瓊。

Great question.

好問題。

Obviously, in the ITSM space, we think we are extremely uniquely positioned.

顯然，在 ITSM 領域，我們認為我們的定位非常獨特。

We're the only vendor that can bring together your software teams with your IT teams in a single pane of glass, in a singular platform that's both comprehensive and modern.

我們是唯一一家能夠將您的軟件團隊和 IT 團隊聚集在一個單一平台中的供應商，該平台在一個既全面又現代的單一平台中。

And that gives us a real leg up into customers managing their IT workflows, but also managing the workflow that IT is responsible for on behalf of other teams in the business.

這讓我們能夠真正幫助客戶管理他們的 IT 工作流程，同時也管理 IT 代表業務中其他團隊負責的工作流程。

So one of the biggest changes we've seen since Jira Service Management's release is not only IT teams adopting it in ever greater numbers, with things like Forge and automation and all the other things that come in the box as well as, obviously, the asset management, the inclusion of Opsgenie and rostering for modern service management and paging operations, we continue to see that resonating really, really strongly with IT teams.

因此，自 Jira Service Management 發布以來，我們看到的最大變化之一不僅是 IT 團隊越來越多地採用它，包括 Forge 和自動化等所有其他東西，顯然還有資產管理、Opsgenie 的加入以及現代服務管理和分頁操作的排班，我們繼續看到這與 IT 團隊產生了非常非常強烈的共鳴。

What we're seeing is the family of products that we deliver though, increasingly are seen as visionary by, as was noted earlier, by Gartner, but others, in terms of how we play across not just Jira Service Management and even Jira Software and Jira Service Management, but in things like Confluence and how that comes together, in Jira Work Management to enable IT teams to deliver applications at very, very low cost on top of the Jira platform to the already familiar users.

我們看到的是我們交付的產品系列，正如前面提到的，Gartner 和其他人越來越多地將其視為具有遠見的產品，就我們如何在 Jira Service Management 甚至 Jira Software 和Jira 服務管理，但在諸如 Confluence 之類的東西以及如何結合在一起，在 Jira 工作管理中，使 IT 團隊能夠在 Jira 平台上以非常、非常低的成本向已經熟悉的用戶交付應用程序。

And obviously, in things like Compass in our Point A program for managing their software components and digital assets, which is incredibly complicated for customers to deal with at the moment.

顯然，在我們的 Point A 程序中用於管理他們的軟件組件和數字資產的 Compass 之類的東西，目前對於客戶來說處理起來非常複雜。

And then to things like Team Central to the more cultural aspect.

然後是像 Team Central 這樣的文化方面。

So I think what's resonating with IT teams is not just Jira Service Management, although, obviously, that's doing extremely well at the moment, is the offering that we can show to an IT administrator or a CIO or a CEO about how we can help them across their digital transformation, all the things the IT team is responsible for not just their own day-to-day work.

因此，我認為與 IT 團隊產生共鳴的不僅僅是 Jira 服務管理，儘管目前顯然做得非常好，是我們可以向 IT 管理員或 CIO 或 CEO 展示我們如何幫助他們的產品在他們的數字化轉型中，IT 團隊負責的所有事情不僅僅是他們自己的日常工作。

And if I could just add on one thing to what Mike was saying there.

如果我可以在邁克在那裡所說的話中添加一件事。

We've spoken earlier about our pricing philosophy as always being oriented on excellent customer value.

我們之前談到我們的定價理念始終以卓越的客戶價值為導向。

I think Jira Service Management is a classic example of where we're an exceptionally good value and our customers are recognizing that.

我認為 Jira Service Management 是一個典型的例子，說明我們的價值非常好，我們的客戶也認識到了這一點。

And your next question comes from the line of Ittai Kidron from Oppenheimer.

您的下一個問題來自奧本海默的 Ittai Kidron。

Congrats on a great quarter.

祝賀一個偉大的季度。

And James, all the best and good luck.

還有詹姆斯，祝你好運。

I guess I have a question regarding the data center growth this quarter which was very strong.

我想我對本季度非常強勁的數據中心增長有疑問。

And I'm trying to think about whether the growth there really reflects more server customers preferring to stay on-premise and shift to data center rather than move to the cloud.

我正在嘗試思考那裡的增長是否真的反映了更多的服務器客戶更喜歡留在本地並轉移到數據中心而不是轉移到雲中。

So maybe you can talk about what's driving the data center growth, how do you think about the trade-off from server into cloud versus data center?

所以也許你可以談談是什麼推動了數據中心的增長，你如何看待從服務器到雲與數據中心的權衡？

And also, with regards to the transition to the cloud, in the past, you've kind of talked about the transition being likely back-end loaded.

而且，關於向雲的過渡，在過去，您曾談到過渡可能是後端加載的。

And it sounds like it's going to attract.

聽起來它會吸引人。

But you also talked about medium- and large-sized customers being more at the back end of this transition rather than the front of it.

但是您也談到了中型和大型客戶更多地處於這種過渡的後端而不是前端。

Does that still hold?

這還成立嗎？

Or are you seeing the larger customers actually move early rather than -- sooner rather than later?

或者您是否看到較大的客戶實際上提前而不是 - 早而不是遲？

Ittai, I got thoughts to that.

Ittai，我對此有想法。

Scott, you jump.

斯科特，你跳。

So I'll just jump in.

所以我就跳進去。

First of all, I'll let James answer the more specific sort of finance questions.

首先，我讓詹姆斯回答更具體的金融問題。

I don't have too much to add beyond sort of the earlier answer, which is that our customers want Atlassian products.

除了之前的答案，我沒有太多要補充的，那就是我們的客戶想要 Atlassian 產品。

We see really strong demand for our products.

我們看到對我們產品的需求非常強勁。

And their customers can't yet move to our cloud.

他們的客戶還不能遷移到我們的雲中。

They're choosing to invest in our DC products where they can go straight to the cloud.

他們選擇投資我們的 DC 產品，讓他們可以直接進入雲端。

We're seeing increasing demand for -- and obviously, for our new customer numbers and our cloud revenue numbers are all showing great strong demand for our cloud offerings.

我們看到對我們的新客戶數量和雲收入數字的需求不斷增長，顯然，對我們的雲產品的需求都非常強勁。

And as I said, our DC is by no means a dead end.

正如我所說，我們的 DC 絕不是死胡同。

It is basically the stepping stone towards cloud, and we're seeing that with 30% of our cloud migrations coming from DC.

它基本上是通向雲的墊腳石，我們看到 30% 的雲遷移來自 DC。

So I feel really great about that.

所以我對此感覺非常好。

I think DC growth will continue to be strong as our customers continue to adopt Atlassian's products and make their choice to move to the cloud.

我認為隨著我們的客戶繼續採用 Atlassian 的產品並選擇遷移到雲端，DC 的增長將繼續保持強勁。

James, can you talk through some specifics?

詹姆斯，你能談談一些細節嗎？

Yes.

是的。

Just to add on a couple of things, Ittai.

只是補充幾件事，Ittai。

Recall that we have raised prices on the data center products, around 15% that got implemented in Q3.

回想一下，我們已經提高了數據中心產品的價格，大約 15% 是在第三季度實施的。

So as the quarters go by, you see that effect coming through.

因此，隨著季度的過去，您會看到這種效果正在顯現。

The other thing I'd add is that we did see that unusual volume of data center activity in Q3.

我要補充的另一件事是，我們確實在第三季度看到了異常數量的數據中心活動。

Now much of that showed up in the revenue results in Q3.

現在，其中大部分都顯示在第三季度的收入結果中。

But also, there was a significant deferred revenue balance that got generated in Q3.

而且，第三季度產生了顯著的遞延收入餘額。

And so the subsequent quarters, Q4, now Q1, have also benefited from some of the roll-off of that deferred revenue balance as well.

因此，隨後的第四季度，即現在的第一季度，也從遞延收入餘額的一些滾降中受益。

And as to the timetable part of your question, I would expect that we would continue to see the bigger proportion of migrating customers, be the larger, medium-sized customers migrating in fiscal '23 and beyond, they have the most complex requirements and so forth.

至於你問題的時間表部分，我希望我們會繼續看到更大比例的遷移客戶，是在 23 財年及以後遷移的更大的中型客戶，他們有最複雜的要求，所以向前。

So that continues to be our expectation that we're very much tracking along to the original steer that we gave you on the migration timetable.

因此，這仍然是我們的期望，即我們非常關注我們在遷移時間表上為您提供的原始指導。

Your next question comes from Brent Thill from Jefferies.

您的下一個問題來自 Jefferies 的 Brent Thill。

This is Luv Sodha, on for Brent Thill.

我是 Luv Sodha，代表 Brent Thill。

Congrats on a great start to the fiscal year.

祝賀本財年有一個良好的開端。

And congrats, James, on an amazing run.

恭喜詹姆斯，取得了驚人的成績。

I wanted to ask a couple of questions.

我想問幾個問題。

One was, as part of the price changes this year, you also offered some incremental pricing discounts for the enterprise customers.

一是，作為今年價格變動的一部分，你們還為企業客戶提供了一些增量定價折扣。

So I wanted to ask whether that is to incentivize more enterprise customers to move to the cloud.

所以我想問一下，這是否是為了激勵更多的企業客戶遷移到雲端。

And will that have a bigger impact on the migration pace?

這會對遷移速度產生更大的影響嗎？

Or should we expect the discounts that you have in place to have a bigger impact?

還是我們應該期望您提供的折扣會產生更大的影響？

And then my second question was around the opportunity from standard to premium.

然後我的第二個問題是關於從標準到高級的機會。

Could you help us think about that opportunity set?

你能幫我們想想那個機會集嗎？

What percentage of your customers are on the cloud standard edition?

有多少百分比的客戶使用雲標準版？

And how would you move them to premium?

您將如何將它們轉移到高級版？

Well, thanks for the question.

嗯，謝謝你的問題。

In terms of the enterprise size customers and pricing.

在企業規模客戶和定價方面。

We've got at least a couple of things going on in recent months.

最近幾個月，我們至少發生了幾件事。

Back in July, what we published were, in essence, extensions of our pricing curves.

早在 7 月，我們發布的內容實質上是我們定價曲線的延伸。

Previously, the pricing curves had accommodated small-, medium-sized type customers.

以前，定價曲線適用於中小型客戶。

But increasingly, we're seeing larger customers looking to move to the cloud.

但我們越來越多地看到希望遷移到雲的大客戶。

So we extended those pricing curves to larger user levels, very much consistent with the way our pricing curves, the data center business and the server business have been designed.

因此，我們將這些定價曲線擴展到更大的用戶級別，這與我們的定價曲線、數據中心業務和服務器業務的設計方式非常一致。

And so perhaps not surprisingly, the larger number of users you commit to, the somewhat lower would be the per user price.

所以也許並不奇怪，你承諾的用戶數量越多，每用戶價格就越低。

So what you saw us publishing in July was just reflecting the reality that larger customers are now moving over to the cloud.

因此，您在 7 月看到我們發布的內容只是反映了大客戶現在正在遷移到雲的現實。

So we needed to update our pricing.

所以我們需要更新我們的定價。

The other theme that's relevant in terms of migrations for these larger customers, of course, are other loyalty discounts that we've had in place now for quite a while.

當然，與這些大客戶的遷移相關的另一個主題是我們已經實施了很長一段時間的其他忠誠度折扣。

And as of July 1 just passed, we reduced the attractiveness of those discounts.

從剛剛過去的 7 月 1 日開始，我們降低了這些折扣的吸引力。

They're still very attractive.

它們仍然非常有吸引力。

So 40% discount for server customers moving over to the cloud, for example.

例如，遷移到雲的服務器客戶可以享受 40% 的折扣。

And those stepped down over time.

那些隨著時間的推移而下台。

There will be another step down next July 1. And so those have worked, I think, quite nicely to encourage some of the larger enterprises to begin their movements to the cloud, consistent with how we've expanded the capabilities of our cloud offerings.

明年 7 月 1 日將再次降級。因此，我認為，這些措施非常有效地鼓勵了一些大型企業開始向雲遷移，這與我們擴展雲產品功能的方式一致。

In terms of the second part of your question around standard edition and so forth.

關於標準版等問題的第二部分。

We've been really pleased with the take-up of our premium edition.

我們對我們的高級版的使用感到非常滿意。

More recently now, enterprise edition is also off to a good start.

最近，企業版也有了一個良好的開端。

So we're pleased with that strong premium adoption.

因此，我們對強大的高級採用率感到滿意。

We've noticed, perhaps not surprisingly, that our premium edition customers have lower churn rates and so forth.

我們注意到，也許並不奇怪，我們的高級版客戶流失率較低，等等。

So we will continue with our philosophy and history of adding more functionality, more -- making those premium editions more attractive to our customers.

因此，我們將繼續我們的理念和歷史，增加更多功能，更多——使這些高級版本對我們的客戶更具吸引力。

And so obviously, at the end of the day, it's their decision, but we're enthused by the future for our premium and enterprise editions.

很明顯，歸根結底，這是他們的決定，但我們對我們的高級版和企業版的未來充滿熱情。

Your next question comes from Steve Koenig from SMBC Nikko.

您的下一個問題來自 SMBC Nikko 的 Steve Koenig。

I will echo my congratulations as well on a real solid quarter.

我也會對一個真正穩固的季度表示祝賀。

So I'm newer to Atlassian, but I haven't seen the disclosure on revenue by deployment.

所以我是 Atlassian 的新手，但我還沒有看到部署收入的披露。

And if that's new, as I think it is, my kudos to you for putting in that revenue by deployment.

如果這是新的，我認為它是新的，我對你通過部署投入收入表示敬意。

Really very helpful.

真的很有幫助。

I -- you've given plenty of color around why data center (inaudible) trend.

我——您已經就數據中心（聽不清）趨勢的原因給出了很多說明。

I'd like to ask a question focused more about cloud here as you look to customers moving to cloud.

當您希望客戶遷移到雲時，我想在這裡提出一個更多關於雲的問題。

Are there particular products and capabilities that will be more instrumental that will be key to driving customers to cloud and particularly larger customers later in time and/or pricing and packaging options that you might be considering as well?

是否有特定的產品和功能會更有助於推動客戶使用雲，特別是稍後推動更大的客戶和/或您可能也在考慮的定價和包裝選項？

It's Scott here.

這裡是斯科特。

I'm sure Michael has some stuff to add on here.

我敢肯定邁克爾在這裡有一些東西要補充。

In terms of products and capabilities, we're really excited by cloud, which well over 90% of our new customers are choosing our cloud products today.

在產品和功能方面，我們對雲感到非常興奮，我們現在有超過 90% 的新客戶選擇我們的雲產品。

And so we're -- we feel like that's the default choice for anyone investing in Atlassian today.

所以我們 - 我們覺得這是當今任何投資 Atlassian 的人的默認選擇。

For some of our existing customers, the areas, and I think we've highlighted this before, is that you -- our ecosystem, is as effective as all apps that people have behind their firewall.

對於我們現有的一些客戶，這些領域，我認為我們之前已經強調過這一點，是你——我們的生態系統，與人們在防火牆後面的所有應用程序一樣有效。

And our system have jumped on that and build apps for the cloud and so forth, but there's a bit of more of a stickiness and sort of moving people across from that, like our cloud vendors need to provide migration paths.

我們的系統已經跳入了這一點，為雲構建了應用程序等等，但是還有更多的粘性和某種移動人員，就像我們的雲供應商需要提供遷移路徑一樣。

So that's an area of investment for us.

所以這對我們來說是一個投資領域。

As Mike mentioned earlier in the call, data residency and certifications in certain areas are an area that we continue to invest in.

正如邁克早些時候在電話會議中提到的，某些領域的數據駐留和認證是我們繼續投資的一個領域。

I don't think you can ever have data centers close enough to your customers with performance and regulation reasons.

我認為出於性能和監管方面的原因，您永遠無法讓數據中心離您的客戶足夠近。

And so they will probably never be done.

所以他們可能永遠不會完成。

But we continue to invest in those areas and certifications for specific verticals that our customers are after.

但我們將繼續投資於客戶所追求的特定垂直領域和認證。

We have continued to improve scale over time.

隨著時間的推移，我們不斷提高規模。

We've -- when we started this journey and talking with you, we were [still down] in single-digit thousands supporting in cloud.

我們已經 - 當我們開始這段旅程並與您交談時，我們 [仍然處於低位] 支持雲計算的數千個位數。

We're now into tens of thousands and well on our way to hundreds of thousands in terms of vertical scale in the cloud.

就雲中的垂直規模而言，我們現在已經達到數万，並且正在向數十萬邁進。

So there's some of the areas of continued investment.

所以有一些領域需要持續投資。

And the great part about that is that our customers are partnering with us on all these investments.

最重要的是，我們的客戶正在與我們合作進行所有這些投資。

And so we know that there's good -- great ROI for the investments we're making.

所以我們知道我們正在進行的投資有很好的投資回報率。

And in terms of like unique packaging or capabilities, some great benefits of being in the cloud that we -- we have one user management system across all of our cloud products, and that allows us to put things like our Point A products in front of new customers a lot easier than then having to download and install and configure something new.

就獨特的包裝或功能而言，我們在雲中的一些巨大好處——我們在所有云產品中都有一個用戶管理系統，這使我們能夠將諸如 Point A 產品之類的東西放在前面新客戶比下載、安裝和配置新的東西要容易得多。

And so that gives us a lot more flexibility with how we price and package our products together.

因此，這讓我們在如何定價和包裝我們的產品時更加靈活。

And as Mike alluded to earlier with free, that's given us a lot more opportunities to get things in front of customers without them having to make a purchase decision before they're getting value.

正如邁克早些時候提到的免費，這讓我們有更多的機會將東西呈現在客戶面前，而他們不必在獲得價值之前做出購買決定。

So we are seeing that's sort of critical to how we get functionality in front of our customers.

因此，我們看到這對於我們如何在客戶面前獲得功能至關重要。

And so you'll see us continued pricing and packaging and how we put our products in front of our customers like to deliver value to them over time, whether it's editions, free, standard price, or it's unique bundles of how we put products together for customers that want to buy a multiple of our products together.

因此，您將看到我們持續定價和包裝，以及我們如何將我們的產品展示在客戶面前，希望隨著時間的推移為他們帶來價值，無論是版本、免費、標準價格，還是我們如何將產品組合在一起的獨特捆綁對於想要一起購買多個我們產品的客戶。

You'll see us continue to innovate over time.

您會看到我們隨著時間的推移不斷創新。

I just wanted to -- Scott covered a lot of the nuts and bolts, and I think we're well known for our execution against all of those things, from editions all the way up to all the other bits and pieces Scott talked about.

我只是想——斯科特涵蓋了很多細節，我認為我們以針對所有這些事情的執行而聞名，從版本一直到斯科特談到的所有其他點點滴滴。

Especially if you're new to Atlassian, Steve, one of the things I wanted to reinforce there, you talked about the opportunities in cloud beyond migrating customers to it.

尤其是如果您是 Atlassian 的新手，Steve，我想在那裡強調的一件事，您談到了雲中除了將客戶遷移到它之外的機會。

I would reinforce that I think the opportunities in front of Atlassian has never been greater across all 3 of our markets that we sit in at the moment.

我要強調的是，我認為在我們目前所處的所有三個市場中，Atlassian 面前的機會從未如此巨大。

And we've been as clear as we can be that we intend to invest in playing offense across all 3 of those markets.

我們已經盡可能清楚地表明，我們打算在所有這三個市場上進行進攻。

We continue to invest heavily in the cloud platform, everything from the big end of town or the regulatory and legal and compliance changes that we think will be a great moat over time because it's very, very hard to do at scale, all the way down to investing in new products, as you've seen in Point A, and continuing our culture and DNA of delivering innovation on a continued drumbeat to our customers to serve their needs.

我們繼續在雲平台上進行大量投資，從城鎮的大端到監管、法律和合規的變化，我們認為隨著時間的推移將成為一條偉大的護城河，因為它非常非常難以大規模地進行，一直向下正如您在 A 點所看到的那樣，投資新產品，並延續我們的文化和 DNA，即不斷地向我們的客戶提供創新以滿足他們的需求。

And lastly, we've indicated we continue to invest in talent.

最後，我們表示我們將繼續投資於人才。

It's an incredibly tough market out there.

這是一個異常艱難的市場。

If you talk to any other company, the market for talent has never been harder, and we just had a record quarter for hiring.

如果您與任何其他公司交談，人才市場從未如此艱難，而我們剛剛創下了招聘人數的創紀錄季度。

People are choosing to come and work for Atlassian and we are investing in that talent to continue to go after those opportunities.

人們選擇來為 Atlassian 工作，我們正在對人才進行投資，以繼續尋找這些機會。

And that is a really, really [good thing] to understand about where we currently sit.

了解我們目前所處的位置是一件非常非常[好事]。

Your next question comes from Ari Terjanian from Cleveland Research.

您的下一個問題來自 Cleveland Research 的 Ari Terjanian。

Yes.

是的。

Congratulations on the results.

祝賀結果。

I noticed a couple of management changes in the shareholder letter in addition to James' announcement of leaving.

除了詹姆斯宣布離職外，我還注意到股東信中的一些管理層變動。

But yes, I was just wondering if you might be able to expand upon the promotions of Anu and Joff to Chief Operating and Product Officer, what their roles will entail, as well as bringing on [Kevin Egan] to head up Global Enterprise Sales.

但是，是的，我只是想知道您是否可以將 Anu 和 Joff 的晉升擴大為首席運營和產品官，他們的角色將包括什麼，以及讓 [Kevin Egan] 領導全球企業銷售。

Would love any more color you could provide on those changes.

希望您可以為這些更改提供更多顏色。

Look, it's plenty of time to celebrate James' achievements, and he's -- as I think Scott said earlier.

看，現在是慶祝詹姆斯成就的大把時間了，而且他是——正如我認為斯科特之前所說的那樣。

He's not in the doghouse here.

他不在這兒的狗窩裡。

He's leaving on a high to retire to greener pastures of -- he's flying, I suspect, around a lifelong dream to be a fighter pilot.

他正高高在上，退休到更綠的牧場——我懷疑，他正在飛翔，圍繞著成為一名戰鬥機飛行員的畢生夢想。

But we have ultimate thanks and he's given us plenty of notice.

但我們非常感謝，他給了我們很多通知。

So I think you can see his achievement has been amazing.

所以我想你可以看到他的成就是驚人的。

On the management team broadly, I think one thing I would celebrate is we have a very stable management team.

在廣泛的管理團隊中，我想我要慶祝的一件事是我們擁有一支非常穩定的管理團隊。

We've long been believers that the best technology companies have stable management teams that learn and grow together over many, many, many years.

長期以來，我們一直相信，最好的科技公司擁有穩定的管理團隊，可以在很多很多年里共同學習和成長。

So the stability of our management team for a long time now has been incredibly good.

所以我們管理團隊的穩定性長期以來一直非常好。

As such, it's amazing to be able to give both Anu and Joff, who are both stars on our team, huge new opportunities, right?

因此，能夠給我們團隊中的明星 Anu 和 Joff 提供巨大的新機會，這真是太棒了，對吧？

And giving them opportunities and promoting that growth of internal staff is fantastic and something that we've always prided ourselves on as a company.

給他們機會並促進內部員工的成長非常棒，這也是我們作為一家公司一直引以為豪的事情。

In terms of those roles, look, we've never had a Chief Operating Officer before operating our business.

就這些角色而言，看，我們在運營業務之前從未有過首席運營官。

We have an incredibly complicated business across multiple markets, multiple deployment options, globally distributed talent and operations.

我們的業務非常複雜，涉及多個市場、多種部署選項、全球分佈的人才和運營。

And planning in our business is not a simple exercise.

在我們的業務中進行規劃並不是一項簡單的工作。

At the same time, we're clearly operating a large-scale transformation to migrate our customers.

與此同時，我們顯然正在進行大規模的轉型以遷移我們的客戶。

We are continuing to transform how we serve our enterprise customers as best we can.

我們將繼續盡可能地改變我們為企業客戶服務的方式。

We are also continuing to grow the Atlassian economy as we call it, all of the parts around Atlassian, from Forge in the marketplace through our partners and everything else.

我們還在繼續發展我們所說的 Atlassian 經濟，包括 Atlassian 周圍的所有部分，從市場上的 Forge 到我們的合作夥伴和其他一切。

There's a lot of complexity that needs to come to operating all of those transformations in sequence and in synchrony -- synchronized with each other.

要按順序和同步（彼此同步）操作所有這些轉換需要很多複雜性。

And Anu is perfectly skilled to do that and I think improve how we actually operate.

Anu 非常擅長做到這一點，我認為可以改進我們的實際運作方式。

We are not satisfied with our current operations and would like to continue to improve.

我們對目前的運營不滿意，希望繼續改進。

On Joff, we've never had a Chief Product Officer.

在 Joff，我們從未有過首席產品官。

Joff has led the work management for all group of products in Confluence and Trello for a long time, and does a phenomenal job of that.

Joff 長期領導 Confluence 和 Trello 中所有產品組的工作管理，並且在這方面做得非常出色。

Taking on the other 2 markets is a natural progression and growth opportunity for him, especially as we look at it, as I talked beforehand, tying the different markets together for our customers in certain ways.

進入其他兩個市場對他來說是一個自然的進步和成長機會，特別是當我們看到它時，正如我之前所說的那樣，以某種方式為我們的客戶將不同的市場聯繫在一起。

So whether that's a single pane of glass across development teams and IT teams, whether that's IT team serving the work management for all use cases and apps and workflows of nontechnology teams.

因此，這是否是跨開發團隊和 IT 團隊的單一管理平台，是否是 IT 團隊為所有用例、應用程序和非技術團隊的工作流提供工作管理服務。

Increasingly, not only our technical platform, but the products have to be threaded together, which is part of the reason behind that.

越來越多的，不僅是我們的技術平台，產品也必須串聯在一起，這也是其背後的部分原因。

So look, just really excited with the team we have.

所以看，對我們擁有的團隊感到非常興奮。

I love coming to work every day.

我喜歡每天來上班。

I think our whole management team do, and we're doing an excellent job.

我認為我們的整個管理團隊都做到了，而且我們做得很好。

[Kevin], sorry, yes.

[凱文]，對不起，是的。

Look, Kevin has been a huge add to the revenue function in general, leading our sales efforts as we continue to expand.

看，凱文在總體上對收入功能起到了巨大的作用，在我們繼續擴張的過程中領導著我們的銷售工作。

Again, we grew customers more than $1 million, over 70% in our last -- we talked about it last quarter.

同樣，我們的客戶增長超過 100 萬美元，上一季度增長了 70% 以上——我們上個季度談到了這一點。

So we certainly need to continue to do that.

所以我們當然需要繼續這樣做。

And Kevin brings a wealth of experience from seriously the best technology companies in the world and continue to be excited about how he helps us evolve our model and our business as we travel forward.

凱文從世界上最優秀的科技公司帶來了豐富的經驗，並且繼續對他如何幫助我們在前進的過程中發展我們的模式和業務感到興奮。

And your next question comes from Pat Walravens from JMP Securities.

您的下一個問題來自 JMP 證券公司的 Pat Walravens。

This is Joey, on for Pat.

這是喬伊，代表帕特。

So just 2 from our end.

所以我們最後只有2個。

First, congrats to James on the promotion -- or sorry, on the retirement.

首先，祝賀詹姆斯升職——或者對不起，退休。

So how are you thinking about what you're looking for in your next CFO?

那麼，您如何看待您在尋找下一任首席財務官的目標？

And then lastly, just on Forge, I'd love to get an update there and your ultimate vision there.

最後，就在 Forge 上，我很想在那裡獲得更新和你的終極願景。

Thanks for the questions.

感謝您的提問。

I'll answer about James, and Mike can answer about Forge.

我會回答有關 James 的問題，Mike 可以回答有關 Forge 的問題。

Firstly, James has done an incredible job, like he's, by far, the best CFO we've had at Atlassian.

首先，James 做了一項令人難以置信的工作，就像他是迄今為止我們在 Atlassian 擁有的最好的首席財務官一樣。

And we've been around 20 years.

我們已經有 20 年了。

We've had -- even though we've had great stability, I think we had 5 or 6 over that period of time.

我們有 - 儘管我們有很大的穩定性，但我認為在那段時間我們有 5 或 6 個。

And I think we do well to find someone that works very much in James' footsteps.

而且我認為我們可以很好地找到一個非常效仿詹姆斯的人。

To be specific about some of the things I think we need, as we grow capital allocation as a company, we have so many opportunities in front of us, how to make sure that we allocate capital in the right way, in a scalable way, but we do it looking over the long term, and we don't optimize for short-term returns.

具體來說我認為我們需要的一些事情，隨著我們作為一家公司增加資本配置，我們面前有很多機會，如何確保我們以正確的方式，以可擴展的方式分配資本，但我們這樣做是著眼於長期的，我們不會針對短期回報進行優化。

That's going to be really important.

這將非常重要。

And not just sort of making those decisions, it's building the systems to allow the company to make those decisions at all levels of Atlassian.

不僅僅是做出這些決定，它還在構建系統以允許公司在 Atlassian 的各個級別上做出這些決定。

And that will include things like how we cost value to the projects.

這將包括我們如何為項目評估價值。

As you move to cloud, we're making sure that we understand where our [COGS] goes and the micro services we build and how we make sure we make articulate decisions around those areas.

當您遷移到雲時，我們確保我們了解我們的 [COGS] 的去向和我們構建的微服務，以及我們如何確保我們圍繞這些領域做出清晰的決策。

And so I think James has done a great job of understanding our business.

所以我認為詹姆斯在理解我們的業務方面做得很好。

As Mike mentioned, it spans a lot of different areas.

正如邁克所提到的，它跨越了許多不同的領域。

And so I think that finding someone that is a systems thinker, much like James is, who can help us grow and allocate capital and really tackle the huge opportunity we have in front of us is what we're after.

所以我認為找到一個像詹姆斯一樣的系統思考者，他可以幫助我們發展和分配資本，真正抓住我們面前的巨大機會，這就是我們所追求的。

And your next...

而你的下一個...

I can answer the question on Forge.

我可以在 Forge 上回答這個問題。

I think there was a second part just on the -- sorry, operator.

我認為第二部分只是關於--對不起，操作員。

Look, we've talked a lot about Forge.

看，我們已經談論了很多關於 Forge 的事情。

It is our next-generation extensibility and development platform.

它是我們的下一代可擴展性和開發平台。

It adds capabilities around security and data residency and all the other things that is fairly unique, I would say, in the whole SaaS ecosystem in terms of how do you deal with all of the enterprise compliance and regulatory requirements in different geographies of the world and still allow extensibility of your SaaS applications.

它增加了圍繞安全和數據駐留以及所有其他相當獨特的功能，我想說，在整個 SaaS 生態系統中，就您如何處理世界不同地區的所有企業合規性和監管要求而言，以及仍然允許您的 SaaS 應用程序的可擴展性。

This is a huge technical challenge, and I'm really, really proud of how the Forge team is attacking that.

這是一個巨大的技術挑戰，我為 Forge 團隊如何應對這一挑戰感到非常非常自豪。

It lets us run the application so we can continue to tune and improve them.

它允許我們運行應用程序，以便我們可以繼續調整和改進它們。

But the third-party developers or customers get a very stable and simple extensibility and development platform that's fast and performing, but also secure.

但是第三方開發者或客戶獲得了一個非常穩定和簡單的可擴展性和開發平台，它既快速又高效，而且安全。

It's worth noting -- I know it's often talked about.

值得注意的是——我知道它經常被談論。

The marketplace and the vendors and the economy we have around Atlassian, which is fantastic, Forge is as much for our customers.

Atlassian 周圍的市場、供應商和經濟，這太棒了，Forge 對我們的客戶來說同樣重要。

So a lot of the fantastic early use cases that we're seeing, our customers using Forge to extend applications, to integrate with their own services, to connect applications together in unique ways, alongside all of the other things like our Smart and automation and different facilities of the platform, really excited about where Forge is at.

所以我們看到了很多很棒的早期用例，我們的客戶使用 Forge 來擴展應用程序，與他們自己的服務集成，以獨特的方式將應用程序連接在一起，以及所有其他的東西，比如我們的智能和自動化和平台的不同設施，真的很興奮Forge在哪裡。

Again, we've GA-ed the platform at this stage, but we will continue, obviously, as we do, to improve it every single quarter.

同樣，我們在這個階段已經對平台進行了 GA 版，但顯然，我們將繼續，正如我們所做的那樣，每個季度都對其進行改進。

And I believe we've now passed 500-odd Forge apps and continue to head on as we, again, have one of the largest app marketplaces in the (inaudible).

而且我相信我們現在已經通過了 500 多個 Forge 應用程序並繼續前進，因為我們再次擁有（聽不清）最大的應用程序市場之一。

We continue to grow that.

我們繼續增長。

And I think Forge has a huge potential going forward.

我認為 Forge 具有巨大的發展潛力。

And your last question is from Keith Bachman from Bank of Montreal.

您的最後一個問題來自蒙特利爾銀行的 Keith Bachman。

I wanted to revisit on upsell.

我想重新審視追加銷售。

And my specific question is, can you get any directional or specifics on the difference on cloud versus what was server and data center?

我的具體問題是，您能否就雲計算與服務器和數據中心的區別獲得任何方向或細節？

And the 2 thought process here is, one, you're getting a lot of information conversions.

這裡的兩個思考過程是，第一，你得到了很多信息轉換。

And at that time, is there a step-up in terms of total value that the customers subscribing to Atlassian in terms of either capacity or cross-sell.

那時，訂閱 Atlassian 的客戶在容量或交叉銷售方面的總價值是否有所提升。

And then the second would just be, as you mentioned, there's a lot of customers that are going straight to the cloud.

然後第二個就是，正如你所提到的，有很多客戶直接使用雲。

How does their upsell rate over time compare the data center and/or server?

隨著時間的推移，他們的追加銷售率如何比較數據中心和/或服務器？

I'll start off here and Mike can add to it.

我將從這裡開始，Mike 可以添加它。

As we know and have said that in the cloud, we provide more value for our customers in terms of we're hosting it for them, we're upgrading it for them.

正如我們所知並說過，在雲中，我們為客戶提供更多價值，因為我們正在為他們託管，我們正在為他們升級它。

We allow them to return a whole bunch of their stock back to doing higher value opportunities for themselves.

我們允許他們將一大堆股票返還給自己，為自己創造更高價值的機會。

And so we do capture a portion of that commensurate value with our cloud pricing compared to DC.

因此，與 DC 相比，我們確實通過我們的雲定價獲得了相應價值的一部分。

And so that's an important thing I think you are all aware of.

所以這是一件重要的事情，我認為你們都知道。

If you look at in our products behind the firewall, there's a lot of friction involved in expansion, less than many other software vendors.

如果您在防火牆後面查看我們的產品，就會發現在擴展過程中存在很多摩擦，比許多其他軟件供應商要少。

But if you exceeded a license, you'd still have to contact us and pay some more, get a new purchase order.

但是，如果您超過了許可，您仍然需要聯繫我們並支付更多費用，以獲得新的採購訂單。

And that process is just a little more frictionful than having a credit card online.

而且這個過程比在網上擁有信用卡要麻煩一些。

And you add users and they just turn up straight away.

你添加用戶，他們就會馬上出現。

And so I think the reduction of that friction at all areas of the product journey is something excited by, whether that is starting for free with a click rather than a download or an install, whether that is being able to invite your colleagues because we can tie into the single sign-on solution of that company, and so it's much easy to add and second and third users there.

因此，我認為在產品旅程的所有領域減少摩擦是一件令人興奮的事情，無論是通過點擊而不是下載或安裝免費開始，是否能夠邀請您的同事，因為我們可以綁定到該公司的單點登錄解決方案，因此很容易在其中添加第二個和第三個用戶。

And so I think there's -- if you go probably for half an hour on all the different opportunities that are there.

所以我認為有 - 如果你可能花半個小時來了解所有不同的機會。

And I think as you said, cross-sell is a lot easier because that second and third product we can put it in front of customers where we believe that they have value.

而且我認為正如您所說，交叉銷售要容易得多，因為我們可以將第二和第三產品放在我們認為有價值的客戶面前。

And not in front of one so we don't -- so we're not -- we can be much more specific and targeted.

而且不是在一個人面前，所以我們不會 - 所以我們不是 - 我們可以更加具體和有針對性。

A great example of that is if you're inside Jira now in our cloud products, and we have a tab on the side that says, "You want to write a specifications document, a requirement document, you want to write some documents associated with your project?" We'll allow you to instantly start a trial of Confluence for doing that task.

一個很好的例子是，如果您現在在我們的雲產品中使用 Jira，並且我們在一側有一個選項卡，上面寫著：“您想要編寫規範文檔，需求文檔，您想要編寫一些與你的項目？”我們將允許您立即開始試用 Confluence 來完成該任務。

And it is a great experience like -- and that's something this is not possible to do behind the firewall.

這是一種很棒的體驗——這是在防火牆後面不可能做到的事情。

So it's something we continue to invest in, and we're going to get better over time.

所以這是我們繼續投資的東西，隨著時間的推移我們會變得更好。

I won't say where.

我不會說在哪裡。

I think we're really good at the moment.

我認為我們現在真的很好。

I don't think -- I think there's a lot of areas where we can still improve on all those different areas.

我不認為——我認為有很多領域我們仍然可以在所有這些不同的領域進行改進。

And so I'm excited by what our teams come up with week in, week out and improving that sort of cross-sell, upsell, customer experience that we have.

因此，我對我們的團隊一周又一周提出的成果感到興奮，並改善了我們所擁有的那種交叉銷售、追加銷售和客戶體驗。

Ladies and gentlemen, that concludes our Q&A session for today.

女士們先生們，今天的問答環節到此結束。

I will hand it back over to our presenter for any closing remarks.

我將把它交還給我們的主持人，以供結束髮言。

I just want to thank everyone for joining our call today.

我只想感謝大家今天加入我們的電話會議。

We really appreciate your ongoing support.

我們非常感謝您一直以來的支持。

And we really hope that you and your loved ones remain safe and healthy.

我們真的希望您和您所愛的人保持安全和健康。

Have a great week.

有一個偉大的一周。

Thank you.

謝謝你。

Ladies and gentlemen, that concludes our call for today.

女士們，先生們，我們今天的呼籲到此結束。

Thank you for participating.

感謝您的參與。

You may now disconnect.

您現在可以斷開連接。