Atlassian Corp (TEAM) 2020 Q2 法說會逐字稿

Good afternoon.

下午好。

Thank you for joining Atlassian's earnings conference call for the second quarter of fiscal 2020.

感謝您參加 Atlassian 2020 財年第二季度財報電話會議。

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 Matt Sonefeldt, Atlassian's Head of Investor Relations.

現在，我將把電話轉交給 Atlassian 的投資者關係主管 Matt Sonefeldt。

Good afternoon, and welcome to Atlassian's Second Quarter Fiscal 2020 Earnings Conference Call.

下午好，歡迎參加 Atlassian 的 2020 財年第二季度收益電話會議。

It's great to join this incredible team.

很高興加入這個令人難以置信的團隊。

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

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；我們的首席財務官 James Beer；和我們的總裁傑伊·西蒙斯。

Earlier today, we issued a press release and a shareholder letter with our financial results and commentary for our first -- for our second quarter of fiscal 2020.

今天早些時候，我們發布了一份新聞稿和一封股東信，其中包含我們對 2020 財年第二季度第一季度的財務業績和評論。

These items were also posted on the Investor Relations section of Atlassian's website.

這些項目也發佈在 Atlassian 網站的投資者關係部分。

On our IR site, we have also posted a supplemental presentation and data sheet.

在我們的 IR 網站上，我們還發布了補充演示文稿和數據表。

During the call, we'll make brief opening remarks and then spend the remainder of time on Q&A.

在電話會議期間，我們將做簡短的開場白，然後將剩餘時間用於問答。

Statements made on this call include forward-looking statements.

本次電話會議上的陳述包括前瞻性陳述。

Forward-looking statements involve known and unknown risks, uncertainties and other factors that may cause our actual results, performance or 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，可能導致我們的實際結果、業績或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.

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。

Further information on these and other factors that could affect the company's financial results are included in filings we make with the Securities and Exchange Commission from time to time, including the section titled Risk Factors in our most recent 20-F and quarterly report on 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 20-F 和表格 6 的季度報告中標題為風險因素的部分-K。

In addition, during today's call, we will discuss non-IFRS financial measures.

此外，在今天的電話會議中，我們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 not a substitute for or superior to measures of financial performance prepared in accordance with IFRS.

這些非 IFRS 財務指標是對根據 IFRS 編制的財務業績指標的補充，而不是替代或優於這些指標。

There are a number of limitations related to the use of these non-IFRS financial measures versus their nearest IFRS equivalents, and they may be different from non-IFRS and non-GAAP measures used by other companies.

相對於最接近的 IFRS 等效指標，這些非 IFRS 財務指標的使用存在許多限制，並且它們可能不同於其他公司使用的非 IFRS 和非 GAAP 指標。

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

IFRS 和非 IFRS 財務指標之間的對賬可在我們的收益報告、股東信函以及我們投資者關係網站上更新的投資者數據表中找到。

During Q&A, please ask your full question upfront so that we can more easily move to the next person.

在問答期間，請提前提出您的完整問題，以便我們更輕鬆地轉移到下一個人。

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

有了這個，我現在將把電話轉給 Mike 來做開場白。

Thanks, everyone, for joining the call today and for your continued support.

感謝大家今天加入電話會議並繼續支持。

Q2 was a strong quarter.

第二季度是一個強勁的季度。

We grew revenue by 37% year-over-year and posted record levels of profitability and free cash flow.

我們的收入同比增長了 37%，並公佈了創紀錄的盈利水平和自由現金流。

We also added over 5,000 net new customers during the quarter and now have well over 164,000 customers.

我們在本季度還增加了 5,000 多個淨新客戶，現在擁有超過 164,000 個客戶。

During Q2, we made continued progress against our long-term goals.

在第二季度，我們在實現長期目標方面取得了持續進展。

We are constantly focused on long-term opportunities, including how we help teams collaborate through our products, how we win in large markets and how we continue to scale a durable business.

我們一直專注於長期機會，包括我們如何幫助團隊通過我們的產品進行協作、我們如何在大市場中獲勝以及我們如何繼續擴大經久耐用的業務。

This quarter's product highlights connect to those themes.

本季度的產品亮點與這些主題相關。

We passed $1 billion in lifetime revenue through the Atlassian Marketplace.

我們通過 Atlassian Marketplace 實現了 10 億美元的終生收入。

Driving customer value through a large developer ecosystem has been one of our continued long-term focuses.

通過大型開發者生態系統推動客戶價值一直是我們持續的長期關注點之一。

The launch of Forge, our new cloud app development platform, reinforces the value we create for customers by making it easier and cheaper for developers to build cloud apps on the Atlassian platform.

我們新的雲應用程序開發平台 Forge 的推出增強了我們為客戶創造的價值，讓開發人員能夠更輕鬆、更便宜地在 Atlassian 平台上構建雲應用程序。

We do have bittersweet news to share this quarter.

本季度我們確實有喜憂參半的消息要分享。

Our long-time President, Jay Simons, has decided to leave Atlassian in July for new adventures.

我們的長期總裁 Jay Simons 已決定在 7 月離開 Atlassian，開始新的冒險。

Jay helped us pioneer our unique, low friction, customer-centric business model over the last decade.

在過去的十年裡，Jay 幫助我們開創了獨特、低摩擦、以客戶為中心的商業模式。

He's also built an incredible sales and marketing leadership team to continue to drive that growth.

他還建立了一支令人難以置信的銷售和營銷領導團隊，以繼續推動這一增長。

Jay is a permanent part of our culture.

傑伊是我們文化的永久組成部分。

And while we have a few months left to ensure a smooth transition, we'll miss his presence in the office dearly.

雖然我們還有幾個月的時間來確保順利過渡，但我們會非常想念他在辦公室的存在。

We provide more detail on these announcements and many other updates in our shareholder letter that we issued earlier today.

我們在今天早些時候發布的股東信中提供了有關這些公告和許多其他更新的更多詳細信息。

And with that, I'll pass the call to the operator for Q&A.

有了這個，我會把電話轉給接線員進行問答。

(Operator Instructions) Your first question comes from the line of Derrick Wood with Cowen and Company.

（操作員說明）您的第一個問題來自 Cowen and Company 的 Derrick Wood。

James, I wanted to ask about a comment in the shareholder letter about the pull-forward effect.

詹姆斯，我想問一下股東信中關於前拉效應的評論。

And you did mention that you pulled forward from second half '20 and fiscal '21, but you did raise the fiscal year guidance by more than your Q2 beat.

你確實提到你從 20 年下半年和 21 財年開始向前推進，但你確實將財政年度的指導提高了超過第二季度的水平。

So just trying to get a little sense of where that shows up?

所以只是想了解一下它出現在哪裡？

I suspect maybe more on the bookings and deferred and billings side.

我懷疑在預訂、延期和賬單方面可能更多。

If you could give us any color on how to think about the impact to billings growth as we move into the second half, that would be helpful.

如果您能給我們提供任何關於如何考慮在我們進入下半年時對比林斯增長的影響的看法，那將很有幫助。

Sure.

當然。

Well, first of all, I'd like to start by saying how pleased we were with the overall level of demand right across the organization, across our products, across our deployment options, and indeed, across our geographies.

嗯，首先，我想首先說我們對整個組織、我們的產品、我們的部署選項，甚至我們的地理區域的整體需求水平感到非常滿意。

And so yes, there was some pull-forward activity that played out in Q2.

所以是的，第二季度出現了一些前瞻活動。

But even with that, we were pleased to be able to record the revenue result versus our original guide.

但即便如此，我們很高興能夠記錄與原始指南相比的收入結果。

And in terms of the guide for the full year.

就全年指南而言。

Yes, you're quite right.

是的，你說得很對。

We were able to add both the degree to which we beat in the quarter as well as some additional monies.

我們能夠增加我們在本季度擊敗的程度以及一些額外的資金。

And that's really reflective of our overall level of confidence in the top line environment.

這確實反映了我們對頂線環境的整體信心水平。

So in terms of the billings part of your question.

因此，就您問題的帳單部分而言。

The first thing I'd really like to also remind you of is, as we've talked quite a few times in the past, we really focus on revenue as our primary top line measure, and that's because our model is really quite different to that of the typical enterprise software company.

我還想提醒您的第一件事是，正如我們過去多次談到的那樣，我們確實將收入作為我們的主要收入衡量標準，這是因為我們的模型與典型的企業軟件公司。

Recall what a significant proportion of our business is booked on an annual cycle, either maintenance or annual subscriptions.

回想一下我們的大部分業務是在年度週期中預訂的，無論是維護還是年度訂閱。

And in fact, our cloud business, recall more than 3/4 of that, is recorded on a monthly subscription.

事實上，我們的雲業務，回想起來超過 3/4，是按月訂閱的。

So that very much illustrates our orientation towards the revenue line.

因此，這非常說明了我們對收入線的定位。

That said, clearly, the deferred revenue accounts give you a sense for the degree of the pull forward in addition to what I would put at about a $10 million beneficial effect at the revenue line.

也就是說，很明顯，遞延收入賬戶除了我認為在收入線產生約 1000 萬美元的有益影響外，還可以讓您了解拉動的程度。

If you look at the deferred revenue lines and contrast historical activity sequentially quarter-to-quarter, you can pull out that there's a pull-forward benefit in the aggregate of approximately $50 million, 5-0.

如果您查看遞延收入線並按季度對比歷史活動，您可以得出總計約 5000 萬美元的拉動收益，5-0。

And I would expect that to most -- primarily draw -- reflects that revenue would be drawn away from Q3.

而且我預計大多數（主要是抽籤）反映了收入將從第三季度撤出。

But the long-term deferred revenue results and the sequence of that line item also gives you a feel for the amount of activity that we booked in Q2 that was relating to contracts that will become earned more than a year from now.

但長期遞延收入結果和該項目的順序也讓您了解我們在第二季度預訂的活動量，這些活動量與一年多後將獲得的合同有關。

So take a step back.

所以退後一步。

Yes, pull forward activity, both in the revenue line and the deferred revenue lines.

是的，在收入線和遞延收入線中都向前推進活動。

But still very pleased with the underlying organic revenue growth rate that we generated across our product set.

但仍然對我們在整個產品集中產生的基本有機收入增長率感到非常滿意。

Your next question comes from the line of Nikolay Beliov with Bank of America.

您的下一個問題來自美國銀行的 Nikolay Beliov。

James, I was wondering if you can comment on the behavior of the data center customers in the quarter [indiscernible] to your expectations in light of the -- that they had the first price increase there.

詹姆斯，我想知道您是否可以根據您的預期評論本季度數據中心客戶的行為 [音頻不清晰]，因為他們在那里首次漲價。

And long-term DR came in probably a little bit higher than we thought and my understanding was that you were consciously trying to limit the number of multi-year kind of like a grandfathering of deals.

長期 DR 的出現可能比我們想像的要高一點，我的理解是你有意識地試圖限制多年期的數量，就像祖父交易一樣。

So I was just wondering what you saw there?

所以我只是想知道你在那裡看到了什麼？

Yes, sure.

是的，當然。

Certainly, our data center business had a strong quarter.

當然，我們的數據中心業務有一個強勁的季度。

We've recorded an impressive volume of new unit sales.

我們記錄了令人印象深刻的新單位銷售量。

But you're right, yes, this was the first price increase that we had rolled out for our data center products a few months back.

但你是對的，是的，這是幾個月前我們為數據中心產品推出的第一次漲價。

And so we did see pull-forward activity related to our data center customers.

因此，我們確實看到了與我們的數據中心客戶相關的拉動活動。

These customers tend to be larger than the average for us.

這些客戶往往大於我們的平均水平。

And I think the degree of second quarter activity in terms of our pull forward is somewhat related to the fact that those types of companies, larger scale companies, take a little longer to get through their decision-making and approvals process.

而且我認為，就我們的推進而言，第二季度的活動程度與這些類型的公司、規模更大的公司需要更長的時間來完成他們的決策和批准過程有關。

I think it's also important to note that our partners had an important role to play in the pull-forward activity generally.

我認為同樣重要的是要注意，我們的合作夥伴通常在推進活動中發揮著重要作用。

And we've seen this in prior years.

我們在前幾年已經看到了這一點。

I think we've talked in the past about we have a significant proportion of our total partner base located in Europe and Asia.

我認為我們過去曾討論過我們在歐洲和亞洲擁有相當大比例的合作夥伴。

And so we saw quite significant pull-forward activity there being driven by those entities.

因此，我們看到這些實體推動了相當大的前瞻活動。

Yes, we had reduced the length of a renewal, an early renewal from 3 years which was the case last year, down to a 2-year maximum this year.

是的，我們已經縮短了續約的期限，從去年的 3 年提前續約到今年的最長 2 年。

But the long-term deferred revenue result just really illustrated the depth of demand, the interest level in committing to Atlassian's products for the longer term.

但長期遞延收入結果確實說明了需求的深度，以及長期致力於 Atlassian 產品的興趣水平。

And this was very much illustrated in the data center business, in particular.

這在數據中心業務中得到了很好的體現，尤其是。

Your next question comes from the line of Ittai Kidron with Oppenheimer.

你的下一個問題來自奧本海默的 Ittai Kidron。

Congrats on a great quarter, great results.

祝賀一個偉大的季度，偉大的成果。

I just -- again, regarding the pull-in effect.

我只是 - 再次，關於拉入效應。

I guess I'm trying to take a different approach here.

我想我想在這裡採取不同的方法。

I'm sure that every year when you try to figure out what the price adjustments are you going to make before the calendar year-end, you have certain outcomes in mind.

我敢肯定，每年當你試圖弄清楚你將在日曆年底之前進行哪些價格調整時，你都會想到某些結果。

And clearly, this exceeded your expectations quite materially.

顯然，這大大超出了您的預期。

I guess what can I learn from that on what was your ultimate price adjustment?

我想我能從中學到什麼關於你們最終的價格調整是什麼？

Could it be that -- why can't I read this to mean your price increases were quite significant and just forced a signal -- a greater portion of your customer base to pull in than otherwise?

是不是——為什麼我不能讀到這意味著你的價格上漲非常顯著，只是迫使一個信號——你的客戶群中更大的一部分比其他方式拉進來？

Well, as we've spoken about before, when we rolled out those price increases for FY '20, we expected the total aggregate effect on our revenue growth rate in fiscal '20 to be about the same as that, that we saw in fiscal '19.

好吧，正如我們之前所說，當我們推出 20 財年的價格上漲時，我們預計對 20 財年收入增長率的總體影響與我們在財年中看到的大致相同'19.

And that breaks down across our deployment options a little differently.

這在我們的部署選項中有所不同。

So as we've just been mentioning, this is the first year for data center price increases.

正如我們剛剛提到的，這是數據中心價格上漲的第一年。

Server price increases we're driving approximately similar outcome in fiscal '20 versus fiscal '19.

服務器價格上漲我們在 20 財年和 19 財年推動的結果大致相似。

And on the cloud side, we projected a lesser impact on revenue growth rate in fiscal '20 versus fiscal '19.

在雲端，我們預計與 19 財年相比，20 財年對收入增長率的影響較小。

And things continue to play out along the lines of our original expectations.

事情繼續按照我們最初的預期發展。

So nothing particularly to observe there.

所以沒有什麼特別值得觀察的。

I think the pull-forward volumes that we saw are really just illustrative of the effectiveness of our partners.

我認為我們看到的前拉式銷量實際上只是說明了我們合作夥伴的有效性。

They're clearly expecting the price increases that we rolled out 3 or 4 months ago now.

他們顯然期待我們在 3 或 4 個月前推出的價格上漲。

And they have taken that as a specific event that has allowed them to drive an additional level of sales activity in their markets.

他們將其視為一項特定事件，使他們能夠在其市場上推動更高水平的銷售活動。

And again, we feel -- so that's just illustrative of the underlying demand for our products and the desire to commit to them over the longer term.

再一次，我們覺得 - 這只是說明了對我們產品的潛在需求以及長期致力於這些產品的願望。

And maybe the only thing to add, Ittai, and we've said it before, like, naturally, in any given year, there's lots of puts and takes.

也許唯一要補充的是Ittai，我們之前已經說過，就像，自然地，在任何一年中，都有很多看跌期權。

Like some products are going to move up, some are going to stay the same.

就像有些產品會上升一樣，有些產品會保持不變。

Some tiers of products will move up, some will move down.

一些層次的產品會上升，一些會下降。

So there's sort of lots of different dials that were turning.

所以有很多不同的錶盤在轉動。

Just a reminder that the pricing philosophy for us is bedrock and that doesn't change.

只是提醒一下，我們的定價理念是基石，並且不會改變。

We want to remain the high-value, low-price leader.

我們希望繼續保持高價值、低價位的領先地位。

Give people ways -- customers easy ways to start and lots of great ways to grow with us.

為人們提供途徑——讓客戶以簡單的方式開始，以及與我們一起成長的許多好方法。

There's absolutely no change there.

那裡絕對沒有變化。

And I think maybe another question you're not asking or maybe asking or someone will ask later, customer response to all of those changes is in line with expectation, I think that's the result of the time that we put into planning these changes and the really customer-centric, customer-friendly approach to how we deploy them.

而且我認為您可能沒有問過另一個問題，或者可能有人會問，或者稍後有人會問，客戶對所有這些變化的反應符合預期，我認為這是我們花時間計劃這些變化的結果，以及真正以客戶為中心、對客戶友好的方法來部署它們。

Very good.

非常好。

Good luck.

祝你好運。

And thanks, Jay.

謝謝，傑伊。

Good luck to you going forward.

祝你前程似錦。

Thanks.

謝謝。

Your next question comes from the line of Keith Weiss with Morgan Stanley.

您的下一個問題來自摩根士丹利的 Keith Weiss。

Very nice quarter.

非常好的季度。

I had a question about sort of the subscription growth as it relates to maintenance growth.

我有一個關於訂閱增長的問題，因為它與維護增長有關。

And what I mean by that is subscription growth has been really dead solid at 50% plus growth.

我的意思是訂閱增長以 50% 以上的增長速度非常穩定。

You guys continue to drive that really well.

你們繼續開得很好。

Maintenance growth hasn't diminished at all because of the sustained really solid 20%-plus growth there.

由於那裡持續穩定的 20% 以上的增長，維護增長根本沒有減少。

I was always under the impression that sort of part of this price increases was kind of a carrot-and-stick approach, trying to push guys from on-premise into the cloud.

我一直認為這種價格上漲的一部分是一種胡蘿蔔加大棒的方法，試圖將人們從內部部署到雲端。

It doesn't seem like there's any real [dedication] in that maintenance space.

在那個維護空間中似乎沒有任何真正的[奉獻]。

Does any of the subscription strength come from maintenance customers switching over or will we see that at any time in the future?

是否有任何訂閱強度來自維護客戶的轉換，或者我們會在未來的任何時候看到這一點？

Just become more of like maintenance customers pushing over towards more cloud solutions?

只是變得更像是維護客戶，轉向更多的雲解決方案？

Yes, Keith, thanks for the question.

是的，基思，謝謝你的提問。

You're right.

你說得對。

Certainly, the maintenance line continues to be quite steady.

當然，維護線繼續相當穩定。

Now there are a few things going on within that line.

現在，這條線內發生了一些事情。

First of all, we continue to be quite pleased with the progress of the rate and pace of customers coming over from our behind the firewall options: server, data center; over to the cloud.

首先，我們對通過我們的防火牆選項（服務器、數據中心）來客戶的速度和速度的進展感到非常滿意；到雲端。

And so within that maintenance line that obviously is reflective of server renewals, we're benefiting now from 3 or so years of price increases.

因此，在顯然反映服務器更新的維護線中，我們現在從 3 年左右的價格上漲中受益。

And so that's offsetting the natural gradual decline in the unit volume as some of those customers move over to the cloud.

因此，隨著其中一些客戶轉移到雲端，這抵消了單位數量自然逐漸下降的影響。

Absent that effect, we continue to record very high renewal rates for the rest of the customers who continue to utilize our server products at the moment.

如果沒有這種影響，我們將繼續為目前繼續使用我們服務器產品的其他客戶記錄非常高的續訂率。

The other line, I just sort of really more draw your focus to is, of course, the new -- the license line for the revenue accounts.

另一條線，我只是讓你更加關注，當然，新的——收入賬戶的許可線。

And that's where the new server based activity is recorded, either a brand-new customer or a current customer adding additional new licenses.

這就是記錄新的基於服務器的活動的地方，無論是全新客戶還是當前客戶添加額外的新許可證。

And while we certainly have a good number of those current server customers expanding the license count with us, a part of what we were doing with our pricing strategies, particularly this past year, was to make sure that there was every incentive available for our brand-new customer to Atlassian to choose the cloud.

雖然我們現在有大量的服務器客戶與我們一起擴大許可數量，但我們在定價策略上所做的部分工作，特別是在過去的一年中，是為了確保我們的品牌有所有可用的激勵措施- Atlassian 的新客戶選擇雲。

And so not surprisingly, you would expect to see that license line gradually decline over time.

因此，毫不奇怪，您會期望看到許可證線會隨著時間的推移而逐漸下降。

Now in this past quarter, Q2, we recorded a low teens growth in that line.

現在，在過去的這個季度，即第二季度，我們在這條線上記錄了青少年的低增長。

And so that was really more of a driver from the pull-forward activity that we've been talking about quite a bit on the call already, combined with, of course, the effect of recent years' price increases.

因此，這實際上更多地是我們在電話會議上已經討論過很多的拉動活動的驅動力，當然，還有近年來價格上漲的影響。

Your next question comes from the line of Rishi Jaluria with D.A. Davidson.

你的下一個問題來自 Rishi Jaluria 和 D.A.戴維森。

This is Hannah on for Rishi.

這是 Rishi 的 Hannah。

I'm just following up on the previous question.

我只是跟進上一個問題。

(technical difficulty)

（技術難度）

could talk about what kind of conversion rate and success rate you've been seeing.

可以談談你所看到的轉化率和成功率。

(technical difficulty)

（技術難度）

[free] cloud trials for existing [on-premises] customers.

現有 [本地] 客戶的 [免費] 雲試用。

If you have any quantitative color you can give

如果你有任何定量的顏色，你可以給

(technical difficulty)

（技術難度）

Rishi (sic) [Hannah], it's Jay here.

Rishi（原文如此）[Hannah]，這裡是 Jay。

No specific quantitative color other than qualitatively, we're really happy with how it's performing and how it's opening the aperture on more and more customers beginning to try the free editions of products that we've introduced.

除了定性之外，沒有特定的定量顏色，我們對它的表現以及它如何為越來越多開始嘗試我們推出的產品的免費版本的客戶敞開大門感到非常滿意。

And over the long term, that's a good thing.

從長遠來看，這是一件好事。

It just means we're getting more people to try the product that we can grow.

這只是意味著我們正在讓更多的人嘗試我們可以發展的產品。

And while it's early, we would continue to look to the guide that we laid out when we started the fiscal year as to the impact of free on the revenue economics of the company this year.

雖然現在還為時過早，但我們將繼續關注我們在本財年開始時制定的指南，了解免費對今年公司收入經濟的影響。

Your next question comes from the line of Alex Kurtz with KeyBanc Capital Markets.

您的下一個問題來自 KeyBanc Capital Markets 的 Alex Kurtz。

Yes, if we just look at the subscription growth of 50% in the quarter.

是的，如果我們只看本季度 50% 的訂閱增長。

Obviously, we spent a lot of time here talking about the pull-forward effect.

顯然，我們在這里花了很多時間談論前拉效應。

But maybe dive into expanded seats, new product expansion, different types of larger customers, anything else that we can kind of look at beyond just the price increase and what may have happened this quarter?

但也許會深入到擴大座位、新產品擴張、不同類型的大客戶，除了價格上漲以及本季度可能發生的事情之外，我們還能看到什麼？

I would say, all of the things that you mentioned were at play in the quarter as they should be.

我想說，你提到的所有事情在本季度都在發揮作用。

I think for the type of quarter that we turned into, in addition to the pull-forward effect that James mentioned, just the underlying performance of the business is -- was where we wanted it to be.

我認為對於我們變成的季度類型，除了詹姆斯提到的拉動效應之外，只是業務的基本表現是 - 是我們想要的。

So no specific rabbit holes to chase on any of those things.

所以沒有特定的兔子洞可以追逐任何這些東西。

They were all working in the way that we wanted.

他們都按照我們想要的方式工作。

Yes.

是的。

And just on the pull forward, there would be a modest element of that $10 million revenue total that I mentioned earlier from the pull forward that would accrue to the subscription line.

就前拉而言，我之前提到的 1000 萬美元總收入中將有一小部分來自訂閱線。

Because recall that the data center business is accounted for there.

因為回想一下，數據中心業務是在那裡計算的。

And so that's what drives a little bit of pull-forward effect there.

這就是推動那裡產生一點前拉效應的原因。

But the larger single beneficiary of the pull-forward revenue effect was, of course, the license line.

但是，前拉收入效應的更大單一受益者當然是許可證線。

And then I think, as we've talked about in the past, the other revenue line, that's where we record our portion of our app vendor partners' sales.

然後我認為，正如我們過去談到的那樣，另一條收入線，就是我們記錄我們的應用程序供應商合作夥伴銷售額的部分。

And oftentimes, we see customers when they're recommitting to our products, extending the term of our products, they tend to do the same thing with their different app vendor partners as well.

通常，當客戶重新承諾使用我們的產品、延長我們的產品期限時，我們會看到他們也傾向於對不同的應用程序供應商合作夥伴做同樣的事情。

And so that can drop some additional revenue into that other line.

因此，這可能會使一些額外的收入進入另一條線。

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

您的下一個問題來自與威廉布萊爾的 Arjun Bhatia。

James, maybe this one is probably for you.

詹姆斯，也許這個很適合你。

But I think you had mentioned a 1% headwind from some of the cloud initiatives that you were rolling out this year during the Q4 call last year.

但我認為你在去年第四季度電話會議期間提到了今年推出的一些雲計劃帶來了 1% 的阻力。

If I look at the growth rate in the first half of the year, it's obviously held up very well.

如果我看上半年的增長率，它顯然保持得很好。

Definitely, I imagine to some of the demand trends that you've been talking about.

當然，我想你一直在談論的一些需求趨勢。

But is there any reason that we should think that, that 1% headwind from the cloud initiatives plays out in the back half of the year or should we think of that as being embedded in the first half numbers that you've put up already?

但是，我們有什麼理由認為，來自云計劃的 1% 逆風在今年下半年出現，還是我們應該將其視為您已經提出的上半年數字中的一部分？

Well, thanks for the question.

嗯，謝謝你的問題。

Just a reminder as to the 3 elements of that 1 point of revenue growth headwind that we talked about when we did our initial fiscal year guide.

只是提醒一下我們在最初的財政年度指南中談到的收入增長逆風的 3 個要素。

So the first point was that we saw something of a change in our mix as we saw -- as we expected, more cloud growth relative to our other deployment options.

所以第一點是，我們看到了我們的組合發生了一些變化——正如我們所預期的，相對於我們的其他部署選項，雲增長更多。

So that has something of a rev rec effect, particularly when you think about one of my earlier points in that more than 3/4 of our cloud customers take a monthly subscription.

因此，這具有某種程度的修訂效果，尤其是當您想到我之前的觀點之一時，即我們超過 3/4 的雲客戶每月訂閱一次。

So that was the first thought.

所以這是第一個想法。

Second, that we were rolling out free editions of both Jira Software and Confluence, and then also that we were offering free trials of our cloud products to customers who currently utilize our server products and so forth.

其次，我們推出了 Jira Software 和 Confluence 的免費版本，然後我們還向當前使用我們服務器產品的客戶提供免費試用我們的雲產品等等。

So those were the 3 drivers.

所以那是3個司機。

And I think it's fair to say that the 3 elements of those -- so 2 of the 3 drivers would be more relevant to the back half of the year because the free editions have been gradually rolled out in recent times, and we would look to continue to build up that gradual rollout as the year proceeds.

我認為公平地說，其中的 3 個要素——因此 3 個驅動程序中的 2 個將與下半年更相關，因為免費版本最近已逐漸推出，我們希望隨著這一年的進行，繼續逐步推廣。

The mix effect, that's really much more of a gradual effect felt throughout the year.

混合效果，這實際上更像是全年感受到的漸進效果。

Congrats on the quarter.

祝賀本季度。

Thanks.

謝謝。

Your next question comes from the line of Heather Bellini with Goldman Sachs.

您的下一個問題來自高盛集團的 Heather Bellini。

Jay, congrats and best wishes on your future endeavors.

傑，祝賀你未來的努力並致以最良好的祝愿。

I had a question.

我有一個問題。

I wanted to start with Mike.

我想從邁克開始。

I was wondering if you can give us your view of how you see the market for collaboration software evolving.

我想知道您是否可以向我們提供您對協作軟件市場發展的看法。

And there's a lot of companies going after the market from different parts or different angles.

而且有很多公司從不同的部分或不同的角度去追逐市場。

And I guess I'm wondering, how do you see these converging at some point down the road, do you see that happening?

而且我想我想知道，您如何看待這些在未來某個時候會聚，您是否看到這種情況發生？

And if so, how do you see it playing out?

如果是這樣，您如何看待它？

And also, how are you feeling about the pace of adoption that you've seen as you start to add some of these adjacent offerings such as Trello and Opsgenie?

此外，當您開始添加一些相鄰的產品（例如 Trello 和 Opsgenie）時，您對採用的速度有何感想？

How have them -- they've been doing kind of versus what you would have expected?

他們怎麼樣——他們的表現與你的預期相反？

And then I've got a follow-up for James.

然後我對詹姆斯進行了跟進。

Look, Heather, it's great to get a question and give James a little break.

聽著，希瑟，很高興得到一個問題，讓詹姆斯休息一下。

Look, I mean, on the market side of things for collaboration, I still think we're in very early innings, right?

看，我的意思是，在合作的市場方面，我仍然認為我們處於早期階段，對吧？

If you think about knowledge workers, how much work is still done in spreadsheets and e-mail and other documentations as both knowledge workers digitize, business processes digitize in all departments in companies around the world.

如果您考慮知識工作者，隨著知識工作者數字化，全球公司所有部門的業務流程數字化，電子表格、電子郵件和其他文檔中仍有多少工作要做。

There's a reason that we talk about targeting Fortune 500,000 and the 800 million to 1 billion knowledge workers on the planet today, let alone that number itself growing.

我們談論以財富 500,000 強和當今地球上 8 億到 10 億知識工作者為目標是有原因的，更不用說這個數字本身還在增長。

We obviously feel very good about where we're positioned and how that market is evolving in lots of different spaces from Trello, all the way up through Jira Software across Confluence and JSD, horizontally, et cetera.

顯然，我們對我們所處的位置以及該市場如何在 Trello 的許多不同領域中的發展感到非常滿意，一直到 Jira Software 跨越 Confluence 和 JSD，水平等等。

So I think we're incredibly bullish on the overall space and opportunity.

所以我認為我們非常看好整體空間和機會。

If I had to thread between that and your question on Opsgenie and Trello and other things in terms of adoption across our base, I would go back to our long-term philosophy, right?

如果我不得不在這和你關於 Opsgenie 和 Trello 以及其他關於我們基地採用情況的問題之間進行討論，我會回到我們的長期理念，對嗎？

As per James' answer on free, on the previous question, we're rolling that out pragmatically across the base and across the products over Q2 and then through Q3 and Q4 as we learn, right?

根據 James 對上一個問題的免費回答，我們將在 Q2 和 Q3 和 Q4 的基礎和產品中務實地推出這一點，對吧？

We're big on test, measure, learn, taking slow, steady steps and learning and moving forward.

我們擅長測試、測量、學習、採取緩慢而穩定的步驟以及學習和前進。

It's no different when it comes to integration of acquisitions, it's no different when it comes to new products.

在收購整合方面沒有什麼不同，在新產品方面也沒有什麼不同。

Part of the durability and strength of our business has been creating a very efficient business over a long-term that's patient and thinks about the future.

我們業務的持久性和實力的一部分是長期創造一個非常高效的業務，耐心並考慮未來。

It's no different when it comes to integrating Trello, integrating Opsgenie, et cetera.

在集成 Trello、集成 Opsgenie 等方面也沒有什麼不同。

Obviously, we've got some great Trello numbers and Opsgenie numbers in the letter.

顯然，我們在這封信中有一些很棒的 Trello 數字和 Opsgenie 數字。

We're very excited about where both are.

我們對兩者都在哪裡感到非常興奮。

And both were great product additions to our family for the long term.

從長遠來看，兩者都是我們家庭的重要產品補充。

But at the same time, we think about them over a 5- to 10-year time frame and doing the right thing by the customers over the long term.

但與此同時，我們會在 5 到 10 年的時間範圍內考慮它們，並長期為客戶做正確的事情。

Okay.

好的。

Great.

偉大的。

And then, James, I had a follow-up for you.

然後，詹姆斯，我為你做了一個跟進。

You gave some very helpful color, so thank you, in regards to the pull forward on revenue and on the deferred revenue line as well.

你給了一些非常有用的顏色，所以謝謝你，關於收入的拉動和遞延收入線。

So that was helpful.

所以這很有幫助。

I just want to make sure, just kind of thinking through expectations here and based on some of your comments about how the pull forward is going to impact the second half of this fiscal year and then next year, is it reasonable for us to be assuming that the sequential growth in short-term DR in the March quarter is going to be less than what you experienced in Q3 last year?

我只是想確定一下，只是考慮一下這裡的期望，並根據您對前行將如何影響本財年下半年和明年的一些評論，我們假設是否合理3 月季度短期 DR 的連續增長將低於您在去年第三季度的經歷？

And I bring it up just because that was a period where similarly you obviously had a great December, and I know you guys measure yourself on a revenue basis.

我提出這個問題只是因為那段時間你顯然也有一個很棒的 12 月，而且我知道你們是根據收入來衡量自己的。

But then there was a lot of confusion in March.

但隨後在三月份出現了很多混亂。

So I'm just trying to think through kind of where would you kind of be helping us think through expectations just given how enormous this quarter was.

因此，我只是想考慮一下，鑑於本季度的規模有多大，您將在哪裡幫助我們考慮預期。

Yes, Heather, as you say, we don't guide to that line.

是的，Heather，正如你所說，我們不引導這條線。

But directionally, the deferred revenue sequentially in Q2 was obviously very strong.

但從方向上看，第二季度的遞延收入明顯非常強勁。

And so of the order of about $25 million more than was the case in Q2 of last year.

因此，比去年第二季度多出約 2500 萬美元的訂單。

And recall that Q2 of last year was the quarter in which we saw effectively the totality of the pull-forward effect.

回想一下，去年第二季度是我們有效地看到了整體拉動效應的那個季度。

And so we'll see how demand plays out in Q3.

因此，我們將看到需求在第三季度的表現。

As I've said, we've been quite pleased with the underlying strength, generally, absent this pull-forward effect.

正如我所說，我們對潛在的力量非常滿意，一般來說，沒有這種拉動效應。

But clearly, we do believe that there was a material volume, that $50 million-type figure that I referred to a little earlier, that is sort of outside the normal sequential deferred trend line.

但很明顯，我們確實相信有一個實質性的交易量，即我早些時候提到的 5000 萬美元的數字，它有點超出了正常的連續遞延趨勢線。

And one of the other things that I think is relevant to how you're asking the question is that whereas in some years past, this pull-forward effect has been really very largely a renewals effect.

我認為與您提出問題的方式相關的另一件事是，儘管在過去的幾年中，這種拉動效應實際上在很大程度上是一種更新效應。

This year, we saw more of a balance, I would say, between renewals accounting for about 2/3 of the total and about 1/3 of the pull-forward effect really in our judgment coming from new activity.

今年，我們看到了更多的平衡，我想說的是，續約佔總數的 2/3 和大約 1/3 的拉動效應真的是根據我們的判斷來自新活動。

It's easier for us, obviously, to tag the renewals.

顯然，我們更容易標記續訂。

We know exactly when a customer is due to renew.

我們確切地知道客戶何時需要續訂。

And so we can contrast that with when they actually do renew.

因此，我們可以將其與他們實際更新的時間進行對比。

But we also look in great detail at the trends around our new business.

但我們也非常詳細地研究了圍繞我們新業務的趨勢。

And so hence, my comment about 2/3 renewal, 1/3 new activity.

因此，我對 2/3 更新，1/3 新活動的評論。

But that latter element is harder to predict.

但後一種因素更難預測。

So we'll see how much, particularly our partners to have really driven this pull-forward activity pretty consistently over the last 3 years.

因此，我們將看到有多少，尤其是我們的合作夥伴，在過去 3 年中真正持續地推動了這一前行活動。

It's really not driven by our "direct to the website type" business.

它真的不是由我們的“直接到網站類型”業務驅動的。

We'll see how that activity plays out in the fullness of time.

我們將看到該活動如何在充足的時間內發揮作用。

Your next question comes from the line of Brent Thill with Jefferies.

您的下一個問題來自 Jefferies 的 Brent Thill。

This is Luv Sodha on for Brent Thill.

這是布倫特希爾的 Luv Sodha。

Congrats on the quarter and congrats to Jay.

祝賀本季度，並祝賀傑伊。

It's been great to speak with you over the years.

多年來與您交談真是太好了。

I had 2 quick questions.

我有 2 個簡單的問題。

One was on the M&A strategy.

一是關於併購戰略。

This quarter has been a solid quarter in terms of cash flow generation.

就現金流產生而言，本季度是一個穩健的季度。

So could you maybe talk about how you were thinking about deploying that cash over the next few years?

那麼，您能否談談您是如何考慮在未來幾年內部署這些現金的？

And whether the philosophy is still doing tuck-ins or whether you're sort of thinking about doing something really transformational on that side?

以及哲學是否仍在進行折騰，或者您是否正在考慮在這方面做一些真正具有變革性的事情？

Right.

對。

Thanks for the question.

謝謝你的問題。

It's Scott here.

這裡是斯科特。

I'll just remind you like, we have a -- we're really proud at Atlassian.

我只想提醒您，我們有一個 -- 我們為 Atlassian 感到非常自豪。

We have built out the capability to build products internally, which we've shown over a long period of time.

我們已經建立了在內部構建產品的能力，我們已經在很長一段時間內展示了這一點。

We have an ecosystem and marketplace that allows us to augment our products with things created outside of Atlassian.

我們有一個生態系統和市場，允許我們使用在 Atlassian 之外創建的東西來增強我們的產品。

(inaudible) $1 billion of lifetime sales.

（聽不清）10 億美元的終生銷售額。

And we've -- one of my proudest moments of doing this job is when you meet people outside the business who have built their entire careers building it around Atlassian.

我們已經 - 我從事這項工作最自豪的時刻之一就是當您遇到業務以外的人，他們的整個職業生涯都是圍繞 Atlassian 建立的。

And of course, we have the ability and track record of bringing in acquisitions and successfully introducing them to our existing customer base and integrating with our products to create a solution and an experience that is harder to do outside having the products under our stable.

當然，我們有能力和記錄來引入收購併成功地將它們引入我們現有的客戶群並與我們的產品集成，以創建一個解決方案和體驗，這在我們穩定的產品之外更難做到。

So we've got a pretty good track record of M&A.

因此，我們在併購方面有著相當不錯的記錄。

We've done dozens of acquisitions over time.

隨著時間的推移，我們已經完成了數十次收購。

We have a great team here.

我們這裡有一支很棒的團隊。

And I'm always reminded that the statistics are against companies having accretive shareholder value through M&A.

我總是被提醒，這些統計數據是針對通過併購增加股東價值的公司。

So we're always very careful about how we think about it.

因此，我們總是非常謹慎地考慮如何看待它。

Culture fit's the most important thing that we think about, first and foremost.

文化契合度是我們首先考慮的最重要的事情。

Then we look at, do they share our mission.

然後我們看看，他們是否分享我們的使命。

Our mission is to unleash the potential of every team.

我們的使命是釋放每個團隊的潛力。

And so can we accelerate their mission by bringing us together.

因此，我們可以通過將我們聚集在一起來加速他們的使命。

And then we look at, do they have a similar business model to us.

然後我們看看，他們是否有與我們相似的商業模式。

And afterwards, we then look at geographic footprint, and technology and so forth.

然後，我們再看看地理足跡和技術等。

So that's the philosophy we take and I think we've done a really good job.

這就是我們的理念，我認為我們做得非常好。

As to looking forward, as you would know, we wouldn't be talking about any potential candidates on our -- on a call like this.

至於展望，如您所知，在這樣的電話會議上，我們不會談論任何潛在的候選人。

But just know that, over time, we'll continue to do M&A in a similar fashion to what we've done historically.

但只要知道，隨著時間的推移，我們將繼續以與我們過去所做的類似的方式進行併購。

Great.

偉大的。

And just one quick follow-up.

只需快速跟進。

I know margins were really strong.

我知道利潤率真的很高。

And obviously, some of that was because of the head count that you guys are pushing that into the back half of the year.

顯然，其中一些是因為你們將其推到今年下半年的人數。

But over the longer term, should we expect to see sort of more leverage on -- especially on the R&D side in terms of -- on the margin expansion?

但從長遠來看，我們是否應該期望看到更多槓桿——尤其是在研發方面——利潤率擴張？

No, I would just reiterate really what we've been saying now for some time, and that over time, we would expect the opportunity to expand our free cash flow and operating margins.

不，我只想重申我們一段時間以來一直在說的話，隨著時間的推移，我們希望有機會擴大我們的自由現金流和營業利潤率。

But we are very focused on this very large market that is in front of us.

但我們非常關注擺在我們面前的這個非常大的市場。

We're exceptionally well positioned to go after it.

我們非常有能力去追求它。

And we want to make sure that we're making the right moves that will allow us to do so to the best of our ability, and that will be a very good outcome for our shareholders in our view.

我們希望確保我們正在採取正確的行動，使我們能夠盡我們所能做到這一點，在我們看來，這對我們的股東來說將是一個非常好的結果。

So no change in our perspective around margins.

因此，我們對利潤率的看法沒有改變。

Your next question comes from the line of Michael Turits with Raymond James.

您的下一個問題來自 Michael Turits 與 Raymond James 的對話。

Of course, Jay, congrats and good luck on all things.

當然，傑，恭喜你，祝你好運。

Two questions.

兩個問題。

First one for Mike and Scott.

邁克和斯科特的第一個。

A lot of the development and acquisition has been, let's call it, on the ops side.

很多開發和收購都是在運營方面進行的。

And yet you do have lots of products in the more technical dev side, what you call, co-built and shipped, Bitbucket, SourceTree, Bamboo.

然而，在技術含量更高的開發方面，你們確實有很多產品，你們稱之為、共同構建和交付的產品、Bitbucket、SourceTree、Bamboo。

And there's been a lot of visibility of companies in that space building consolidated platforms.

在該領域建立整合平台的公司有很多知名度。

Can you talk for a minute about your strategy in that more developer centric side of the business?

您能談一談您在業務中以開發人員為中心的策略嗎？

Thanks for the question, it's Scott here.

謝謝你的問題，這裡是斯科特。

Yes, that's called -- DevOps is the trend and the name that people are giving to that.

是的，這就是所謂的——DevOps 是一種趨勢，也是人們給它起的名字。

And just a reminder to people who aren't maybe familiar with exactly what that is.

只是提醒那些可能不熟悉那是什麼的人。

You've seen a trend in companies over the last 10 to 20 years where due to the changing pace of business, you see more and more departments working hand-in-hand with each other.

在過去的 10 到 20 年中，您已經看到公司的一種趨勢，即由於業務節奏的變化，您會看到越來越多的部門相互合作。

And we saw that 20 years ago with Agile, which was software developers working closely with business analysts and then the business side in order to make things happen faster and more effectively.

20 年前，我們在敏捷中看到了這一點，即軟件開發人員與業務分析師密切合作，然後是業務方面，以使事情發生得更快、更有效。

And what we're finding now is that as customers move to the cloud, as they start building, more and more software becomes part of their business, that you're seeing the development teams and the operations team, those people supporting the software that's running -- they're coming closer together in order to make faster cycle times.

我們現在發現的是，隨著客戶遷移到雲端，隨著他們開始構建，越來越多的軟件成為他們業務的一部分，你會看到開發團隊和運營團隊，那些支持軟件的人運行——它們靠得更近，以縮短循環時間。

And as a sort of any relatively nascent market, there's a lot of noise around it.

作為一個相對新生的市場，它周圍有很多噪音。

There's a lot of different people doing very small point things.

有很多不同的人在做非常小的事情。

And the part that we play really well in, which is what we've always played well in, is having a broad portfolio of products.

我們真正擅長的部分，也就是我們一直擅長的部分，是擁有廣泛的產品組合。

And the advantage of that is that those portfolio of products touch people across the entire life cycle.

這樣做的好處是，這些產品組合會在整個生命週期中觸及人們。

And so when we look at DevOps, we don't just look at it how the dev and ops get together.

因此，當我們查看 DevOps 時，我們不僅僅關注開發人員和操作人員是如何結合在一起的。

It's okay, well, how do the entire business understand what is happening and bringing all that together.

沒關係，好吧，整個企業如何理解正在發生的事情並將所有這些整合在一起。

And if you look at our product portfolio, it runs all the way from business people using Confluence to write requirements and discuss what the customers need, all the way through to Opsgenie, which is waking people up overnight if something goes wrong.

如果您查看我們的產品組合，它從使用 Confluence 編寫需求和討論客戶需求的商務人員一直延伸到 Opsgenie，如果出現問題，它會在一夜之間喚醒人們。

And because we cover that broad base, that's why customers turn to us because our customers aren't looking for just very small point solutions.

而且因為我們覆蓋了廣泛的基礎，這就是客戶轉向我們的原因，因為我們的客戶不僅僅在尋找非常小的點解決方案。

Now whether there's new things in the market because it's changing, we have an ecosystem, integrations and a partner network, all that allow us to work and collaborate with those point solutions that don't make sense for us to build out or they're nascent.

現在，無論市場上是否有新事物，因為它正在變化，我們都有一個生態系統、集成和合作夥伴網絡，所有這些都使我們能夠與那些對我們沒有意義的單點解決方案進行工作和協作，或者它們是新生。

And customers look to get Atlassian to sort of be the backbone for how work moves across their organization, even if there are maybe slightly [indiscernible] work that get used in niche products.

客戶希望讓 Atlassian 成為他們組織中工作方式的中堅力量，即使可能有一些 [音頻不清晰] 的工作用於小眾產品。

Okay.

好的。

And then very, very quickly for James.

然後對詹姆斯來說非常非常快。

I think you made similar commentary on this last year.

我想你去年對此也發表了類似的評論。

But you did say pull forward out of fiscal '21 as well.

但是您確實也說過要退出 21 財年。

So how should we think about that at this point, which is obviously early?

那麼我們應該如何考慮這一點，這顯然是早期的？

Yes.

是的。

So obviously, the long-term deferred revenue kind of gives you a sense for what will play out in the second half of fiscal '21 in terms of that roll off activity.

很明顯，長期遞延收入可以讓您了解 21 財年下半年在滾銷活動方面會發生什麼。

And then in the short-term deferred revenue line, again, I think of Q3 as being the primary donor quarter of revenue into Q2.

然後在短期遞延收入線中，我再次認為第三季度是第二季度收入的主要捐助季度。

And then other effects -- lesser effects in Q4 of FY '20 and the first half of fiscal '21.

然後是其他影響——在 20 財年第四季度和 21 財年上半年的影響較小。

Your next question comes from the line of Jack Andrews with Needham.

您的下一個問題來自 Jack Andrews 與 Needham 的對話。

It's Khanh Ngo filling in for Jack this afternoon.

今天下午是Khanh Ngo 來代替Jack。

You guys made some previous comments that you don't expect material revenue in FY '20 for Cloud Premium for Jira Software.

你們之前發表了一些評論，稱您預計 Jira Software 的 Cloud Premium 在 20 財年不會有實質性收入。

Can you provide an update to the impact on the quarter of Cloud Premium?

您能否提供有關對 Cloud Premium 季度的影響的最新信息？

And separately, for those that do choose to upgrade, what's the typical uplift?

另外，對於那些確實選擇升級的人，典型的提升是什麼？

So I'll take the first part, no change to our view that Cloud Premium products, Jira Software, Confluence, JSD, we're very pleased with our launch of those products.

因此，我將討論第一部分，我們對 Cloud Premium 產品、Jira Software、Confluence、JSD 的看法沒有改變，我們對這些產品的推出感到非常滿意。

But I wouldn't expect those to have a material impact on our fiscal '20 revenue.

但我不認為這些會對我們 20 財年的收入產生重大影響。

Yes.

是的。

And then the uplift is -- 2x is basically the entry point and then it diminishes there as you have more volume -- as you get into the higher tiers and have more volumes and users.

然後提升是 - 2x 基本上是入口點，然後隨著您的交易量增加而減少 - 當您進入更高的層並擁有更多的交易量和用戶時。

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

您的下一個問題來自瑞穗的 Gregg Moskowitz。

Congrats, everyone, on the quarter.

恭喜大家，在本季度。

And Jay, you've been a tremendous asset to Atlassian, best of luck in whatever you do next.

Jay，您對 Atlassian 來說是一筆巨大的財富，無論您接下來做什麼，祝您好運。

So for Mike or Scott, given that we're beginning a new calendar year, customer budgets being reset, strategic priorities being mapped out, et cetera, I'm curious to hear your expectations as it relates to adoption of DevOps as well as broader collaboration across IT.

因此，對於 Mike 或 Scott，鑑於我們正在開始新的日曆年，客戶預算正在重置，戰略優先事項正在製定等等，我很想听聽您對 DevOps 的採用以及更廣泛的期望跨 IT 協作。

Are you expecting continued steady progress?

您期待繼續穩步前進嗎？

Or are there any changes in trajectory that you think we could see in 2020?

還是您認為我們可以在 2020 年看到的軌跡變化？

Yes, mate, it's Mike.

是的，伙計，是邁克。

Look, I think, continued steady progress is what we expect to see.

看，我認為，持續穩定的進展是我們期望看到的。

Obviously, development as a whole, the creation of software, technology-driven businesses, extending into DevOps and how that flows through the rest of the business is a growth area of investment for companies large and small all around the world.

顯然，作為一個整體的發展，軟件的創建，技術驅動的業務，延伸到 DevOps 以及它如何在其他業務中流動，是世界各地大大小小的公司投資的增長領域。

So that's a great space to be in.

所以這是一個很棒的空間。

And our products that then work off that as we work to more and more teams is a very strong space.

我們的產品隨著我們為越來越多的團隊工作而發揮作用，這是一個非常強大的空間。

But I don't expect to see any major changes in that at a broad scale.

但我預計不會在大範圍內看到任何重大變化。

From our perspective, obviously, we continue to see, advocate for and feel pull from the customers over the move from server and on-premise products to the cloud, and that's something that we continue to talk about, continue to see and continue to work with customers to manage that sort of decade-long transition that's happening there.

從我們的角度來看，顯然，我們繼續看到、倡導並感受到從服務器和本地產品向雲遷移的客戶的拉動，這是我們繼續談論、繼續看到並繼續工作的事情與客戶一起管理那裡正在發生的長達十年的過渡。

I think we're doing a really good job at the moment, but there's always work to be done.

我認為我們目前做得非常好，但總有工作要做。

And you can see that in our continued enterprise releases on the cloud side, continued releases of migration tooling for our customers and our partners to help those companies to move to the cloud and get access to all of those features and the benefits of running the software in their cloud.

您可以看到，在我們在雲端持續發布的企業版本中，為我們的客戶和合作夥伴持續發布遷移工具，以幫助這些公司遷移到雲端並獲得所有這些功能以及運行軟件的好處在他們的雲端。

And you've seen us over the years, continued to really support premium, as we just talked about.

正如我們剛剛談到的，這些年來你已經看到我們繼續真正支持溢價。

Access, which is a great product for Atlassian and for the customers in terms of protecting their users and content across a large number of cloud services.

Access，對於 Atlassian 和客戶而言，這是一款出色的產品，可以跨大量雲服務保護其用戶和內容。

And then things like pushing the [scale] limits and other things to the cloud as well as our channel and other things moving in that direction.

然後像將 [規模] 限制和其他事情推向雲端，以及我們的頻道和其他朝著這個方向發展的事情。

So that's probably the biggest move we're going through and expect to see continued momentum of this year.

因此，這可能是我們正在經歷的最大舉措，並希望看到今年的持續勢頭。

That's great.

那太棒了。

And then just maybe a quick one for James.

然後對詹姆斯來說可能是一個快速的。

It's hard, frankly, to find much to pick at this quarter.

坦率地說，在本季度很難找到很多選擇。

But your net new logo was up 5,000, were a little lower, I believe, in the year ago period.

但是您的新徽標淨值增加了 5,000，我相信，在一年前的時期，這個數字要低一些。

Just wondering if there's anything that you would attribute that to?

只是想知道您是否會將其歸因於任何事情？

I might take that, Gregg.

我可能會接受，格雷格。

I mean as we said before, customer count can fluctuate quarter-to-quarter.

我的意思是，正如我們之前所說，客戶數量可能會按季度波動。

But this quarter is in the range with where we're really pleased and it's healthy growth year-over-year at 17%.

但是本季度處於我們非常滿意的範圍內，並且同比增長了 17%。

Some of the fluctuations in any given quarter, up or down can be influenced by pricing and packaging changes.

任何給定季度的一些波動，上升或下降都可能受到定價和包裝變化的影響。

We've talked about things like new monetization levers in Trello, naturally free plans in cloud, and we talked about the headwind effect on revenue.

我們已經討論了諸如 Trello 中的新貨幣化槓桿、雲中自然免費的計劃之類的事情，我們還討論了對收入的逆風效應。

And so those things can be puts or takes in customer count.

所以這些東西可以放在或接受客戶數量。

We're pleased with the early signals from some of those long-term moves like free plans, as we mentioned earlier.

正如我們之前提到的，我們對免費計劃等一些長期舉措的早期信號感到滿意。

And that's ultimately going to add to the long-term growth opportunity that we focus on at Atlassian.

這最終將增加我們在 Atlassian 關注的長期增長機會。

(Operator Instructions) Your next question comes from the line of Keith Bachman with Bank of Montreal.

（操作員說明）您的下一個問題來自蒙特利爾銀行的 Keith Bachman。

James, I wanted to target this question to you, if I could.

詹姆斯，如果可以的話，我想向你提出這個問題。

And it really relates to the March quarter revenue guidance and the question is, what's different from last year?

它確實與 3 月份季度的收入指導有關，問題是，與去年有什麼不同？

And what I mean by that in the context of, if I think about the December '18 quarter, the timing of the price increase was roughly the same.

我的意思是，如果我考慮一下 18 年 12 月的季度，價格上漲的時間大致相同。

The impact of the price increases was roughly the same, probably a little bit higher in the December '18 quarter.

價格上漲的影響大致相同，在 18 年 12 月的季度可能略高一些。

And yet, if I look at the -- and if I look at the revenue and sequential growth in December '18, it was about 12%.

然而，如果我看一下 - 如果我看一下 18 年 12 月的收入和連續增長，它大約是 12%。

You guys did a little bit better than that this quarter.

你們這個季度的表現比那要好一點。

And yet, you're guiding revenues to decline sequentially in the March quarter -- March -- this March '20 quarter.

然而，您正在引導收入在 20 年 3 月的這個 3 月季度（3 月）連續下降。

Last year, you actually grew sequentially off the same sets of attributes I just described, over 3%.

去年，你實際上在我剛剛描述的相同屬性集上連續增長了 3% 以上。

So I'm trying to understand why you think revenues will be down 3% when in similar circumstances last year, revenues actually grew sequentially 3%?

所以我試圖理解為什麼你認為收入會下降 3%，而去年在類似的情況下，收入實際上環比增長了 3%？

Yes, Keith, I'd really bring us back to this discussion of the pull forward activity that we've been talking of.

是的，Keith，我真的要把我們帶回到我們一直在談論的推進活動的討論上。

Yes, we have that 1 point of revenue growth headwind that I referred to and broke out on one of the earlier questions.

是的，我們遇到了我在前面的一個問題上提到並爆發的 1 點收入增長逆風。

But the pull-forward activity is significantly more material to answering your question.

但是，前導活動對於回答您的問題要重要得多。

And so really that's what I would point to.

所以這就是我要指出的。

Recall that this was the first year where we had raised prices on our data center business.

回想一下，這是我們提高數據中心業務價格的第一年。

And that, as I indicated a little earlier, was really quite strong.

正如我早些時候指出的那樣，這確實非常強大。

Our partners around the world, but particularly those in EMEA or in APJ really took that on board.

我們在世界各地的合作夥伴，尤其是 EMEA 或 APJ 的合作夥伴，真正接受了這一點。

In fact, we have given them additional incentives to drive data center business as we think about the margin structure that we share with our partners.

事實上，當我們考慮與合作夥伴共享的利潤結構時，我們已經給予他們額外的激勵措施來推動數據中心業務。

So really, that's what I'd point to as to the Q3 guide.

所以真的，這就是我要指出的第三季度指南。

Again, we're very pleased to, from a full year guide perspective, have been able to add to our previous guide the full beat that we were able to record in Q2 plus additional monies beyond that as well.

同樣，我們很高興從全年指南的角度來看，能夠將我們能夠在第二季度錄製的完整節拍以及除此之外的額外資金添加到我們之前的指南中。

So quite pleased with the overall...

對整體非常滿意...

I guess, James, just to interject with...

我想，詹姆斯，只是插話......

Yes, just to interject, if I could.

是的，如果可以的話，只是插話。

It appears, again, last December quarter, you had pretty material pull throughs.

看來，在去年 12 月這個季度，你有相當大的突破。

In addition to it, the numbers just would seem to suggest that the guidance, even with those pull forwards, since the situation was similar last year, does seem a tad conservative.

除此之外，這些數字似乎只是表明，由於去年的情況相似，即使有了這些推動，該指導似乎確實有點保守。

I'm just -- it may be what you said in terms of there was more new customer activity this year than perhaps renewals.

我只是 - 這可能是你所說的，今年的新客戶活動多於續訂。

But otherwise, it just seems extraordinarily conservative for the March quarter.

但除此之外，對於 3 月季度而言，它似乎非常保守。

Yes.

是的。

Well, as you say, the new activity was a larger proportion of the pull-forward total than we have seen in the past.

好吧，正如你所說，新活動在前拉總數中的比例比我們過去看到的要大。

And so that's our judgment, and we'll see how much of that new activity, in essence, in Q2 was a replacement for what would otherwise have played out in Q3.

這就是我們的判斷，我們將看到第二季度的新活動有多少是對第三季度的替代品。

But also, you'd consider that the deferred revenue increment that we recorded in Q2 sequentially was really quite substantially different to that we saw in the prior year as well.

而且，你會認為我們在第二季度連續記錄的遞延收入增長與我們在前一年看到的確實有很大不同。

So those are the things that have helped us arrive at our expectation, and therefore, guide for Q3.

所以這些是幫助我們達到預期的東西，因此是第三季度的指南。

Okay.

好的。

Jay, good luck to you.

傑，祝你好運。

Thanks, Keith.

謝謝，基思。

Your next question comes from the line of Ari Terjanian with Cleveland Research Clinic.

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

Yes, this is Ari from the Cleveland Research Company.

是的，這是克利夫蘭研究公司的阿里。

Congrats on the great results.

祝賀偉大的結果。

Two questions, if I may.

兩個問題，如果可以的話。

First, just any update on demand for Jira Align and if you've seen any deployments there?

首先，Jira Align 的任何按需更新，如果您看到那裡的任何部署？

And how you're thinking about it for 2020?

以及您對 2020 年的看法如何？

And then just a bigger picture question.

然後只是一個更大的問題。

We hear more about on in our work, just people, -- partners using Atlassian as kind of a more generic low-code app development platform.

我們在工作中聽到了更多關於人的信息——合作夥伴使用 Atlassian 作為一種更通用的低代碼應用程序開發平台。

Can you just give your thoughts on how you view Atlassian in that regard?

您能否談談您在這方面對 Atlassian 的看法？

And if maybe Forge is a further step in that path?

如果 Forge 在這條道路上更進一步？

Yes, this is Jay.

是的，這就是傑。

I'll take the AgileCraft -- or the Jira Align question and then hand it over to Scott.

我將回答 AgileCraft 或 Jira Align 問題，然後將其交給 Scott。

We are really pleased, I think, with the results in the quarter and the continued demand that we see.

我認為，我們對本季度的結果和我們看到的持續需求感到非常高興。

And as we've said before, we feel like we're in a really good position to own the large-scale Agile transformation initiatives that are bubbling up at some of the world's largest companies.

正如我們之前所說，我們覺得我們處於一個非常好的位置，可以擁有在一些世界上最大的公司中興起的大規模敏捷轉型計劃。

And this is the segment that we target with Jira Align.

這就是我們使用 Jira Align 瞄準的細分市場。

It's already a segment that is ripe with massive adoption of Jira at the team and tribe level.

隨著 Jira 在團隊和部落層面的大規模採用，這已經是一個成熟的細分市場。

And so I think connecting all of that collaborative work that exists in Jira up to the strategic level of these big organizations is a huge and really important opportunity for us.

因此，我認為將 Jira 中存在的所有協作工作與這些大型組織的戰略層面聯繫起來，對我們來說是一個巨大且非常重要的機會。

And maybe one anecdote.

也許還有一個軼事。

Just a couple of weeks ago, we hosted 4 companies that were all Fortune 100 companies that took a day out of their busy schedules to just spend time with our field operations teams and talk about the work that we're doing with Atlassian broadly but also with Jira Align and the role that I just described.

就在幾週前，我們接待了 4 家財富 100 強公司，他們從繁忙的日程中抽出一天時間與我們的現場運營團隊共度時光，並廣泛談論我們正在使用 Atlassian 開展的工作，但也與 Jira Align 和我剛才描述的角色一起使用。

So short answer is, it's going great.

所以簡短的回答是，它會很棒。

Scott here.

斯科特在這裡。

I'll just continue on the question about low code and Forge.

我將繼續討論有關低代碼和 Forge 的問題。

We've been in the business for a while now.

我們從事這項業務已有一段時間了。

And one of the powers, and particularly Jira, but -- as most of our products is the flexibility that they offer.

其中一項能力，尤其是 Jira，但是 - 作為我們的大多數產品，它們提供的靈活性。

And we were chatting with a large Australian bank just last week.

就在上週，我們還在與一家大型澳大利亞銀行聊天。

And their workflow across the bank are mission critical, all implemented inside Jira.

他們在整個銀行的工作流程是關鍵任務，全部在 Jira 內部實施。

And that's HR workflows, procurement workflows, it basically manages their entire business.

那就是人力資源工作流程、採購工作流程，它基本上管理著他們的整個業務。

And of course, that also helps [indiscernible] Jira Align.

當然，這也有助於 [音頻不清晰] Jira Align。

Like the more work that's in those products, the more you want to get a kind of top-down view on how and where work is happening.

就像這些產品中的工作越多，您就越想從自上而下地了解工作的發生方式和地點。

And if you think of the ways we're investing there, indiscernible that's a huge opportunity for us to take more of these business workflows.

如果你想想我們在那裡投資的方式，那對我們來說是一個巨大的機會來採取更多這些業務工作流程。

We've invested in a simpler Jira interface, we call that next-generation Jira.

我們投資了一個更簡單的 Jira 界面，我們稱之為下一代 Jira。

And I'm -- it's delightful to use for everyone, it's business users can create drag and drop workflows, fields, get going really quickly.

而且我 - 每個人都可以使用它，它的業務用戶可以創建拖放工作流、字段，並且非常快速地開始工作。

But the extensibility of Jira is where technical teams turn to because they can use it as a no-code environment, drag and drop.

但是 Jira 的可擴展性是技術團隊轉向的地方，因為他們可以將它用作無代碼環境，拖放。

They can then augment that with low-code, as in -- by writing functions or integrations to other systems, and that -- the improvements we've made, as I said, with the UI ones and the interface.

然後他們可以用低代碼來增強它，比如——通過編寫函數或集成到其他系統，以及——正如我所說，我們對 UI 和界面所做的改進。

We've also, as you've seen, we've acquired a product in automation.

如您所見，我們還獲得了自動化產品。

And that's where we're seeing increasingly as customers put more and more work into our products, they want to make sure how do they reduce the amount of time they spend on that work.

這就是我們越來越多地看到，隨著客戶在我們的產品中投入越來越多的工作，他們想確定如何減少他們花在這項工作上的時間。

And so automation makes that a much more appealing thing for our customers.

因此，自動化使這對我們的客戶更具吸引力。

I've gone on for a very long time, but that is an area that we focus on.

我已經做了很長時間，但這是我們關注的一個領域。

And of course, when you graduate then to actually coding, we have all the products that are available with all our Jira and all our DevOps products for those people that need to write kind of coding and integrated development environment.

當然，當您畢業並開始實際編碼時，我們為那些需要編寫某種編碼和集成開發環境的人提供所有 Jira 和所有 DevOps 產品可用的所有產品。

Your next question comes from the line of Jonathan Kees with Summit Insights Group.

您的下一個問題來自 Summit Insights Group 的 Jonathan Kees。

Great.

偉大的。

And I'll add my kudos, too.

我也會添加我的榮譽。

Congrats for the quarter.

祝賀本季度。

I guess I wanted to, among other things, get a confirmation.

我想我想，除其他外，得到確認。

I'm listening to how you guys are talking about the quarter [on both the market,] where you are with the demand.

我正在聽你們如何談論[在兩個市場上]你們在需求方面的季度。

You're talking about, it's a bullet -- you're bullish in terms of the market.

你在說，這是一顆子彈——你看好市場。

You feel good in terms of where you're positioned.

就你所處的位置而言，你感覺很好。

You're confident in terms of the strong demand.

您對強勁的需求充滿信心。

And is it fair to say then that you haven't seen much competitive thrusts or changes from some of your peers, including a very big one out in Redmond?

公平地說，您還沒有看到一些同行的競爭動力或變化，包括雷德蒙德的一個非常大的競爭對手？

And then also, especially since you're also talking about, you're still seeing a lot of spreadsheets, a lot of users are still on spreadsheets.

然後，特別是因為你也在談論，你仍然看到很多電子表格，很多用戶仍然在電子表格上。

Is this also fair to say that you still see a lot of greenfield opportunities?

這是否也公平地說，您仍然看到很多綠地機會？

And lastly, another thing which is probably a challenge with other software companies, especially software companies [going] cloud is technicals -- [getting] technical staff.

最後，另一個可能對其他軟件公司構成挑戰的事情，尤其是軟件公司 [going] cloud 是技術人員 - [getting] 技術人員。

You're looking to ramp up.

你正在尋求加速。

And you yourself say in your shareholder letter, it's ambitious, your R&D staffing for the second half.

而你自己在你的股東信中說，這是雄心勃勃的，你下半年的研發人員。

You're not going to make any changes in terms of where your R&D center is and your R&D hiring plans are going to be for the second half, is that also fair to say?

你不會對研發中心的位置和下半年的研發招聘計劃做出任何改變，這樣說也公平嗎？

Jonathan, it's Mike here.

喬納森，這裡是邁克。

There's a lot in that question.

這個問題有很多。

If I start from the back forward.

如果我從後面開始。

Absolutely, look, we're -- if there are a few things that have defined Atlassian, it's a combination of our long-term focus, patience, openness with shareholders, staff and everybody else and our ambition to unleash the potential of every team.

絕對，看，我們是 - 如果有幾件事定義了 Atlassian，它是我們長期專注、耐心、對股東、員工和其他所有人的開放以及我們釋放每個團隊潛力的雄心的結合.

This is a good example.

這是一個很好的例子。

As we wrote in the shareholder letter, we missed on execution this quarter when it came to hiring and some of the things inside the business.

正如我們在股東信中所寫的那樣，在招聘和業務內部的一些事情方面，我們錯過了本季度的執行。

And that's not a good thing.

這不是一件好事。

That's something we've got to improve.

這是我們必須改進的地方。

And we're committing to continuing to do that.

我們致力於繼續這樣做。

And we're open about doing that.

我們對此持開放態度。

The R&D hiring environment.

研發招聘環境。

I think any company will tell you is not simple, not an easy thing to do.

我想任何一家公司都會告訴你，這並不簡單，不是一件容易的事。

And we're trying to scale the company patiently, but urgently at the same time.

我們正在努力耐心地擴大公司規模，但同時也很緊迫。

And we're just being open about, sometimes we don't hit that.

我們只是敞開心扉，有時我們並沒有做到這一點。

We didn't this quarter.

本季度我們沒有。

We've got to redouble our efforts to do it next quarter and the quarter ahead.

我們必須加倍努力在下個季度和未來一個季度做到這一點。

It doesn't get any easier from here.

從這裡開始並不容易。

But sometimes, that's going to happen, and we're pretty honest about that.

但有時，這會發生，我們對此很誠實。

From a competitive standpoint, look, Seattle has lovely coffee, that's important.

從競爭的角度來看，西雅圖有可愛的咖啡，這很重要。

We continue to treat competitors the same way we always have.

我們將繼續以與以往相同的方式對待競爭對手。

We're very aware of what they're doing.

我們非常清楚他們在做什麼。

At the same time, we focus on the customers and the value we deliver to them, and we've long believed if we continue to deliver great value products, and we're patient to show value to customers, it will come back to us in value for shareholders and for employees over time.

同時，我們專注於客戶和我們為他們提供的價值，我們一直相信，如果我們繼續提供高價值的產品，並且我們耐心地向客戶展示價值，它會回到我們身邊隨著時間的推移，對股東和員工的價值。

We've demonstrated that over almost 2 decades now, and we don't intend to change that stance.

近 2 年來，我們已經證明了這一點，我們不打算改變這種立場。

It's baked into our business model.

它已融入我們的商業模式。

It's baked into the ethos and thinking of the founders and then hence, it's been baked into the company in our DNA at a very deep level.

它融入了創始人的精神和思想，因此，它深深地融入了我們的 DNA 中的公司。

Competitive environment will always shift.

競爭環境總會發生變化。

Development -- software development is a very competitive area.

開發——軟件開發是一個競爭非常激烈的領域。

The collaboration space is a very competitive area.

協作空間是一個競爭非常激烈的領域。

We're very positive on where we stand and we're going to attack that by focusing on our customers and making sure we're delivering value for them in their needs, whether those competitors are large companies, small companies, start-ups, open source projects, we'll continue to be aware of what they're doing and focus on delivering customer value.

我們對我們的立場非常積極，我們將通過關注我們的客戶並確保我們為他們的需求提供價值來解決這一問題，無論這些競爭對手是大公司、小公司、初創企業，開源項目，我們將繼續了解他們在做什麼，並專注於提供客戶價值。

There are no further questions at this time.

目前沒有其他問題。

I will now turn the call over to Scott Farquhar for closing remarks.

我現在將把電話轉給 Scott Farquhar 做結束語。

Thanks, everyone, for joining the call today.

謝謝大家，今天加入電話會議。

And we really appreciate all your support and look forward to keeping you updated on our progress.

我們非常感謝您的所有支持，並期待您隨時了解我們的進展。

I hope you have a great rest of the week and an amazing weekend.

我希望你在這週過得愉快，週末愉快。

Ladies and gentlemen, this concludes today's conference call.

女士們，先生們，今天的電話會議到此結束。

Thank you for participating.

感謝您的參與。

You may now disconnect.

您現在可以斷開連接。