Zoom Video Communications,Inc。(ZM) 首席执行官 Eric Yuan 在 2020年 第二季度业绩 - 收益电话会议记录

[机器翻译] 电话会议 · 2019年09月08日 · 69 次阅读

Zoom Video Communications, Inc. (NASDAQ:ZM) Q2 2020 Earnings Conference Call September 5, 2019 5:30 PM ET

Zoom Video Communications,Inc。(纳斯达克股票代码:[ZM])2020年第二季度收益电话会议2019年9月5日美国东部时间下午5:30

公司参与者

Tom McCallum - Head of Investor Relations.
Eric Yuan - Founder and Chief Executive Officer
Kelly Steckelberg - Chief Financial Officer

  • 汤姆麦卡勒姆 - 投资者关系主管。
  • Eric Yuan - 创始人兼首席执行官
  • Kelly Steckelberg - 首席财务官...

电话会议参与者

Sterling Auty - JPMorgan
Matt Statler - William Blair
Heather Bellini - Goldman Sachs
Brad Zelnick - Credit Suisse
Kash Rangan - Bank of America Merrill Lynch
Alex Zukin - RBC Capital Markets
Phil Winslow - Wells Fargo Securities
Pat Walravens - JMP Securities
Alex Kurtz - KeyBanc Capital Markets
Meta Marshall - Morgan Stanley
Tom Roderick - Stifel, Nicolaus & Co.
Zane Chrane - Sanford C. Bernstein & Co.
Ryan Koontz - Rosenblatt Securities Inc.
Jonathan Kees - Summit Insights Group
Ryan MacWilliams - Stephens Inc.

  • Sterling Auty - 摩根大通
  • Matt Statler - 威廉布莱尔
  • 希瑟贝利尼 - 高盛
  • Brad Zelnick - 瑞士信贷
  • Kash Rangan - 美国银行美林证券
  • Alex Zukin - 加拿大皇家银行资本市场
  • Phil Winslow - 富国银行证券
  • Pat Walravens - JMP证券
  • Alex Kurtz - KeyBanc Capital Markets
  • Meta Marshall - 摩根士丹利
  • Tom Roderick - Stifel,Nicolaus&Co。
  • Zane Chrane - Sanford C. Bernstein&Co。
  • Ryan Koontz - 罗森布拉特证券公司
  • Jonathan Kees - Summit Insights Group
  • 瑞安麦克威廉姆斯 - 斯蒂芬斯公司

Tom McCallum

汤姆麦卡勒姆...

Hello, everyone and welcome to Zoom's Earnings Webinar for the Second Quarter of Fiscal 2020. Joining me today will be Zoom’s Founder and CEO, Eric Yuan; and Zoom’s CFO Kelly Steckelberg
Our earnings press release was issued today after the market closed and maybe downloaded from the Investor Relations page on the zoom.com website. Also on this page, we are able to find a copy of today's prepared remarks and a slide deck with financial highlights that, along with our earnings press release, include a reconciliation of GAAP to non-GAAP financial results.
During this call, we will make forward-looking statements about our future financial performance and other future events or trends, including guidance. These statements are only predictions that are based on what we believe today, and actual results may differ materially. These forward-looking statements are subject to the risks and other factors that could affect our performance and financial results and which we discuss in detail in our filings with the SEC, including today’s earnings press release and our latest 10-Q. Zoom assumes no obligation to update any forward-looking statements that we may make on today’s call.
And with that, let me turn the discussion over to Eric.

各位大家好,欢迎来到2020年第二季度Zoom的盈利网络研讨会。今天加入我的是Zoom的创始人兼首席执行官Eric Yuan;和Zoom的首席财务官Kelly Steckelberg

我们的盈利新闻稿是在市场关闭后于今天发布的,可能会从zoom.com网站上的投资者关系页面下载。同样在这个页面上,我们能够找到今天准备好的评论的副本和带有财务亮点的幻灯片,以及我们的盈利新闻稿,包括GAAP与非GAAP财务结果的对账。

在本次电话会议中,我们将就未来的财务业绩和其他未来事件或趋势(包括指导)做出前瞻性陈述。这些陈述只是基于我们今天所相信的预测,实际结果可能会有重大差异。这些前瞻性陈述受可能影响我们的业绩和财务业绩的风险和其他因素的影响,我们在向SEC提交的文件中详细讨论了这些因素,包括今天的盈利新闻稿和我们最新的10-Q。 Zoom没有义务更新我们可能在今天的电话会议上发表的任何前瞻性陈述。

有了这个,让我把讨论转向Eric。

Eric Yuan

Eric Yuan...

Thank you, Tom. Thank you and welcome to everyone joining us on today’s Zoom webinar. I am very pleased to report that we had a remarkable second quarter and continued to deliver a unique combination of high growth with increased profitability and a free cash flow. As Kelly will discuss in a moment, the first half momentum in our business has enabled us to meaningfully raise our revenue and profitability outlook for the rest of the year.
Our strong second quarter results are evidence that organizations are turning to Zoom as a strategic technology partner to help them improve their communications and collaboration. While we continue to attract customers of all sizes and across several industry segments, let’s discuss one of our largest wins of the quarter. I am proud to the welcome HSBC to the Zoom family.
HSBC is one of the largest financial services organizations in the world with over 3,900 offices in 67 countries. HSBC will standardize on Zoom platform by deploying to 290,000 hosts and to 5,500 conference rooms. HSBC will consolidate onto Zoom’s video-first unified communications platform for both internal and external meetings.
By standardizing on Zoom, HSBC we will consolidate costs and create an enhanced, frictionless experience for end users. This enterprise-wide deployment represents one of the largest customer commitments to Zoom in our history and reflects our growing momentum with global customers. HSBC, I love you. My wife switched to HSBC credit card, so.
Now, let me discuss two more business highlights from Q2. First, we announced a new partnership with Verizon Business Group to offer Zoom to its global customers. Zoom's platform is available as a cloud service enabling a variety of HSBC customers to ensure reliable and innovative video communications. This agreement with Verizon is a great example of our strategy to partner with top global service providers to extend the reach of Zoom around the world. The new service is available on Verizon's network and their sales teams are already trained and enabled to sell Zoom.
And second, Ryan Azus joined Zoom as our Chief Revenue Officer. Ryan has already -- has nearly 20 years of selling experience and sales leadership in the communications industry. He spent the past nine years at RingCentral, where he was most recently the Executive Vice President of Sales and Services. Ryan was instrumental in building the company's field sales and channel organizations from the ground up. Prior to RingCentral, Ryan was a sales leader at Cisco WebEx for over nine years. I've had the pleasure of working with Ryan previously and he has an incredible acumen for building and leading world-class revenue organizations.
In closing, I would like to thank the 2,200 Zoom employees around the globe for their commitment to customer happiness, which sets the foundation for delivering the type of strong financial results that we are sharing for our second quarter and first half of fiscal 2020. We will continue to stay focused across the company on the happiness of customers and building trust with them. By helping our customers to succeed with a frictionless communications platform, we are very well positioned to increase our market share and deliver remarkable results.

汤姆,谢谢你。谢谢,欢迎大家加入我们今天的Zoom网络研讨会。我很高兴地报告说,我们在第二季度取得了令人瞩目的成就,并继续提供高增长,增加盈利能力和自由现金流的独特组合。正如凯利将在稍后讨论的那样,我们业务的上半年势头使我们能够在今年剩余时间内有意义地提高我们的收入和盈利前景。

我们强劲的第二季度业绩证明,组织正在将Zoom作为战略技术合作伙伴,以帮助他们改善沟通和协作。虽然我们继续吸引各种规模和多个行业领域的客户,但我们将讨论本季度最大的赢家之一。我很高兴欢迎HSBC到Zoom家族。

汇丰银行是全球最大的金融服务机构之一,在67个国家设有3,900多个办事处。汇丰将通过部署到290,000个主机和5,500个会议室来实现Zoom平台的标准化。汇丰银行将整合到Zoom的视频优先统一通信平台,以进行内部和外部会议。

通过标准化Zoom,HSBC我们将整合成本并为最终用户创造增强的无摩擦体验。这种企业范围的部署代表了放大我们历史的最大客户承诺之一,并反映了我们与全球客户不断增长的势头。汇丰银行,我爱你。我的妻子改用汇丰信用卡,所以。

现在,让我再讨论Q2的两个业务亮点。首先,我们宣布与Verizon Business Group建立新的合作伙伴关系,为其全球客户提供Zoom。 Zoom的平台作为云服务提供,使各种汇丰客户能够确保可靠和创新的视频通信。与Verizon的这项协议是我们与全球顶级服务提供商合作以扩大Zoom在全球范围内的战略的一个很好的例子。新服务可在Verizon的网络上使用,他们的销售团队已经过培训并可以销售Zoom。

第二,Ryan Azus加入Zoom担任首席营收官。 Ryan已经拥有近20年的通信行业销售经验和销售领导力。他在RingCentral工作了九年,最近担任销售和服务执行副总裁。 Ryan从一开始就在建立公司的现场销售和渠道组织方面发挥了重要作用。在加入RingCentral之前,Ryan曾在Cisco WebEx担任销售领导超过九年。我之前有幸与Ryan合作,他对建立和领导世界级收入组织有着不可思议的敏锐洞察力。

最后,我要感谢全球2,200名Zoom员工对客户幸福的承诺,这为我们在2020财年第二季度和上半年分享的强大财务业绩奠定了基础。我们我们将继续专注于整个公司,关注客户的幸福并与他们建立信任。通过无摩擦通信平台帮助我们的客户取得成功,我们非常有能力提高我们的市场份额并取得显着成果。...

With that, let me turn things over to Kelly

有了这个,让我把事情交给凯利

Kelly Steckelberg

Kelly Steckelberg...

Thank you, Eric, and welcome to everyone joining us today. Let me start by first reviewing financial results for Q2. And then I will discuss our outlook for Q3 and the full fiscal year.
Total revenue grew 96% year-over-year in the second quarter, to $146 million. This top line result exceeded the high-end of our guidance range and had a positive impact on our profitability and free cash flow. Similar to last quarter, we executed very well in a strong demand environment for the Zoom platform. This execution was represented broadly across our major geographies and offerings.
Key drivers of our revenue performance included both our acquisition of new customers and expansion of Zoom’s footprint within existing customers. Specifically, new customers accounted for approximately 61% of our year-over-year growth in subscription revenue while the remaining 39% was due to additional purchases from existing customers.
Here are some key customer metrics from Q2. We exited the quarter with over 66,300 customers with more than 10 employees, up 78% year-over-year. This is a record number of new customer additions in a quarter. One of our key verticals is the Financial Services sector.
I am pleased to share with you that we are experiencing strong success in this segment with firms like HSBC, Moody's and Morgan Stanley becoming Zoom customers in Q2. The combination of our land and expand strategy, along with our continued up-market focus, resulted in Q2 ending with 466 customers with more than $100,000 in revenue over the last 12 months, this is up 104% year-over-year.
This also led to a net dollar expansion rate that was over 130% for the 5th consecutive quarter as customers are deploying more Zoom products and adding more licenses within their organization. One example was a significant expansion with a large luxury brand. This customer began their relationship with Zoom last year and quickly deployed Zoom meetings to approximately 3,800 users to replace their legacy video conferencing provider. Because of their trust in Zoom, they then invited us to provide a modern solution for the phone service in their corporate offices and stores.
After a comprehensive evaluation, they selected Zoom Phone in Q2. They cited call quality, ease of use, cost savings, and the unified Zoom platform of meetings, chat and phone as important benefits to their organization. They have already begun the rollout of 4,700 Zoom Phone licenses within their organization. The customer also plans to roll out Zoom Phone to their 750 domestic retail stores starting in early 2020 and rest of the world soon thereafter. This is an exciting win for us and it demonstrates the potential to upsell technologies when you make existing customers happy and build trust.
Geographic expansion is another driver of our revenue growth as we continue to deliver strong growth internationally. In Q2, our APAC and EMEA revenue combined grew a 115% year-over-year and represented approximately 20% of revenue. Revenue from the Americas was up 91% year-over-year and represented approximately 80% of revenue. This high revenue growth and strategic customer wins are evidence that our investments to expand our global footprint are succeeding.

谢谢Eric,欢迎大家今天加入我们。首先让我回顾第二季度的财务业绩。然后我将讨论我们对第三季度和整个财政年度的展望。

第二季度总收入同比增长96%,达到1.46亿美元。这一顶线结果超出了我们的指导范围的高端,并对我们的盈利能力和自由现金流产生了积极影响。与上个季度类似,我们在Zoom平台的强劲需求环境中表现非常出色。这一执行在我们的主要地理位置和产品中得到了广泛的体现。

我们的收入表现的主要驱动因素包括我们收购新客户以及扩大Zoom在现有客户中的足迹。具体而言,新客户占我们订阅收入同比增长的约61%,而剩余的39%则来自现有客户的额外购买。

以下是Q2的一些关键客户指标。我们退出本季度,拥有超过66,300名客户,员工超过10人,同比增长78%。这是一季度新增客户增加的记录数。我们的主要垂直行业之一是金融服务部门。

我很高兴与您分享我们在这一领域取得的巨大成功,汇丰,穆迪和摩根士丹利等公司在第二季度成为Zoom的客户。我们的土地和扩张战略的结合,以及我们持续的高端市场焦点,导致第二季度结束时有466位客户,过去12个月的收入超过10万美元,同比增长104%。

由于客户正在部署更多Zoom产品并在其组织内增加更多许可证,这也导致美元净扩张率连续第五个季度超过130%。一个例子是大型奢侈品牌的大幅扩张。该客户去年开始与Zoom建立合作关系,并迅速将Zoom会议部署到约3,800名用户,以取代他们的传统视频会议提供商。由于他们对Zoom的信任,他们随后邀请我们为其公司办公室和商店的电话服务提供现代化的解决方案。

经过全面评估,他们在Q2中选择了Zoom Phone。他们将通话质量,易用性,成本节约以及会议,聊天和电话的统一缩放平台作为其组织的重要优势。他们已经开始在其组织内部推出4,700个Zoom Phone许可证。该客户还计划在2020年初开始向其750家国内零售店推出Zoom Phone,此后不久将在世界其他地方推出。这对我们来说是一个令人兴奋的胜利,它证明了当您让现有客户满意并建立信任时,推销技术的潜力。

随着我们继续在国际上实现强劲增长,地域扩张是我们收入增长的另一个推动因素。在第二季度,我们的亚太地区和欧洲,中东和非洲地区的收入同比增长了115%,约占收入的20%。美洲地区的收入同比增长91%,约占收入的80%。这种高收入增长和战略客户获胜证明了我们扩大全球业务的投资取得了成功。

Now turning to profitability. Here you can see we were profitable from both a GAAP and non-GAAP perspective, but I will focus on our non-GAAP results, which exclude stock-based compensation expense, and related share-based equity taxes. Non-GAAP gross margin in the second quarter was 82.2%, compared to 82.8% in Q2 of year and 80.9% last quarter. For the full-year, we expect non-GAAP gross margin to be in the range of our long-term target of 80% to 82% as we continue to scale our infrastructure to support our growth.
R&D expense in Q2 was approximately $13 million, up 83% on a year-over-year basis. We expect to continue to invest in innovating our platform and see R&D returning to the range of 10% to 12% of revenue which is consistent with our long-term view. Sales and marketing expense for Q2 was $69 million. This reflects an increase of 70% or $28 million over last year with investments in initiatives to drive further growth. As a percent of total revenue, Sales and Marketing was 47%, lower than Q2 last year as we have seen some efficiency gains in marketing. Looking forward, we expect to continue to invest in this area especially to drive international and up market growth.
G&A expense in Q2 was $18 million and represented 12% of total revenue. This result represents our continued investment to support our status as a publicly traded company. Non-GAAP operating income was $21 million translating to a 14.2% non-GAAP operating margin for the second quarter. This was an improvement of 812 basis points as compared to Q2 of last year.
Non-GAAP earnings per share in Q2 was $0.08, on approximately 292 million of non-GAAP, weighted average shares outstanding and adjusting for undistributed earnings. This result is $0.06 higher than the high end of our guidance and $0.06 higher than Q2 of last year due to the outperformance in the quarter.
Now turning to the balance sheet. We ended Q2 with approximately $755 million in cash, cash equivalents and marketable securities. Deferred revenue at the end of the quarter was $181 million, up 102% year-over-year. Looking at both our billed and unbilled contracts, our remaining performance obligations, or RPO, totaled approximately $458 million, up 117% from $210 million last year.
We expect to recognize approximately 62% or $285 million of the total RPO as revenue over the next 12 months as compared to 68% or $143 million in Q2 of last year. This shift to a larger percentage being in non-current RPO represents longer contract lengths as we succeed with up market customers.
Operating cash flow was $31 million in Q2, up from $14 million in the same period a year ago. Free cash flow was $17 million in Q2, up from $8 million in the same period a year-ago. Both of these results are due to our higher profitability, the growth in deferred revenue and strong collections. In addition, we also had a benefit of approximately $7 million to operating cash flow related to employee contributions to our Employee Stock Purchase Plan. We would expect these contributions to scale with headcount and our first ESPP purchase will be made in Q4. Going forward we expect to see benefits from contributions in Q1 and Q3 and net outflows for purchases in Q2 and Q4.

现在转向盈利。在这里,您可以看到我们从GAAP和非GAAP的角度来看都是有利可图的,但我将关注我们的非GAAP结果,这些结果不包括基于股票的补偿费用以及相关的基于股票的股权税。第二季度非美国通用会计准则毛利率为82.2%,而第二季度为82.8%,上季度为80.9%。对于全年,我们预计非GAAP毛利率将在我们80%至82%的长期目标范围内,因为我们将继续扩大基础设施以支持我们的增长。

第二季度的研发费用约为1300万美元,同比增长83%。我们期望继续投资创新我们的平台,并将研发回归到收入的10%至12%的范围内,这符合我们的长期观点。第二季度的销售和营销费用为6900万美元。这反映出与去年相比增加了70%或2800万美元,投资于推动进一步增长的举措。占总收入的百分比,销售和市场营销为47%,低于去年第二季度,因为我们已经看到营销方面的效率提升。展望未来,我们预计将继续投资该领域,尤其是推动国际和市场增长。

第二季度的G&A费用为1800万美元,占总收入的12%。这一结果代表了我们继续投资以支持我们作为上市公司的地位。非美国通用会计准则营业收入为2100万美元,第二季度非美国通用会计准则营业利润率为14.2%。与去年第二季度相比,这提高了812个基点。

第二季度非GAAP每股收益为0.08美元,非GAAP加权平均流量约为2.92亿美元,并根据未分配收益进行调整。由于本季度表现优异,这一结果比我们的指引高出0.06美元,比去年第二季度高出0.06美元。

现在转向资产负债表。我们在第二季度以约7.55亿美元现金,现金等价物和有价证券结束。本季度末的递延收入为1.81亿美元,同比增长102%。从我们的结算和未开单合同来看,我们剩余的履约义务(RPO)总额约为4.58亿美元,比去年的2.1亿美元增长117%。

我们预计在未来12个月内将RPO总收入的约62%或2.85亿美元作为收入,而去年第二季度为68%或1.43亿美元。随着我们与市场客户的共同成功,这种向非流动RPO转移的比例越大,代表的合同长度越长。

第二季度的运营现金流为3100万美元,高于去年同期的1400万美元。第二季度的自由现金流为1700万美元,高于去年同期的800万美元。这两个结果都归功于我们更高的盈利能力,递延收入的增长和强大的收藏。此外,我们还获得了大约700万美元的福利,用于与员工对员工股票购买计划的贡献相关的经营现金流。我们预计这些捐款将按人数计算,我们的第一次ESPP购买将在第四季度完成。展望未来,我们预计会看到第一季度和第三季度的贡献以及第二季度和第四季度的购买净流出。

Now turning to guidance. We are pleased to be increasing our outlook for Q3 and the full-year based on our view of the current economic environment, our ability to gain further market share and the momentum we achieved in the first half of FY20. For the third quarter, we expect revenue to be in the range of $155 million to $156 million. We expect non-GAAP operating income to be in the range of $6 million to $7 million. This forecast includes the impact of our premier user event, Zoomtopia which will take place in Q3.
Our outlook for non-GAAP earnings per share is $0.03 based on approximately 294 million shares outstanding. For the full fiscal year '20, we now expect revenue to be in the range of $587 million to $590 million, up from our prior guidance of $535 million to $540 million. We expect to generate positive non-GAAP operating income in all four quarters of the fiscal year. For the full-year non-GAAP operating income is expected to be in the range of $42 million to $45 million, up from our prior guidance of breakeven to $3 million. We expect to deliver non-GAAP earnings per share in the range of $0.18 to $0.19 for the full-year fiscal '20, based on approximately 293 million shares outstanding.
This reflects the meaningful profitability seen in Q2, combined with the fact that we remain focused on investing aggressively in the business. We believe we have the opportunity to expand our market share and continue delivering happiness to our customers. We are confident that our long-term business model will drive growth and profitability, which is further evidenced by our Q2 results.
In closing, our focus on customers led to rapid top line growth and increased profitability and positive free cash flow for the quarter and for the first half of FY20. I would like to thank the entire Zoom team for their hard work as Q2 was another quarter of strong execution, and positions us well for the full fiscal year.
With that, let's open it up for questions. If you have not yet enabled your video, please do so now for the interactive portion of this meeting. Matt, please queue-up our first question.

现在转向指导。我们很高兴根据我们对当前经济环境的看法,我们获得更多市场份额的能力以及我们在2010财年上半年取得的势头来增加对第三季度和全年的展望。对于第三季度,我们预计收入将在1.55亿美元至1.56亿美元之间。我们预计非GAAP营业收入将在600万美元至700万美元之间。此预测包括我们的首要用户活动Zoomtopia将在第三季度发生的影响。

我们对非GAAP每股收益的预期为0.03美元,基于约2.94亿股流通股。在整个财政年度'20',我们现在预计收入将在5.87亿美元至5.9亿美元之间,高于先前的5.35亿美元至5.4亿美元的预期。我们预计在本财年的所有四个季度都会产生积极的非GAAP营业收入。全年非GAAP营业收入预计在4200万美元至4500万美元之间,高于之前的盈亏平衡指引至300万美元。基于约2.93亿股流通股,我们预计在20财年全年财政年度,非GAAP每股收益在0.18美元至0.19美元之间。

这反映了第二季度看到的有意义的盈利能力,以及我们仍然专注于积极投资业务的事实。我们相信我们有机会扩大我们的市场份额并继续为我们的客户带来快乐。我们相信,我们的长期业务模式将推动增长和盈利能力,这可以通过我们的第二季度业绩得到进一步证明。

最后,我们对客户的关注导致了本季度和2010财年上半年的快速增长,提高了盈利能力和积极的自由现金流。我要感谢整个Zoom团队的辛勤工作,因为Q2是另一季度的强劲执行,并使我们在整个财政年度都做得很好。

有了它,让我们打开它来提问。如果您尚未启用视频,请立即进行此会议的互动部分。马特,请排队我们的第一个问题。

问答环节

Our first question is from Sterling Auty from JPMorgan. Sterling, you are unmuted.

我们的第一个问题来自摩根大通的Sterling Auty。 英镑,你没有静音。

Sterling Auty...

All right. Thanks. Hi, guys.

行。 谢谢。 嗨,大家好。

Eric Yuan

Eric Yuan...

Hey, Sterling.

嘿,斯特林。

Sterling Auty...

I like the background, I think it's better than last quarter. To get us started, can you just comment in terms of what are you experiencing in terms of initial deal sizes? What's the trend that you're seeing over the last couple of quarters?

我喜欢背景,我认为它比上一季度更好。 为了让我们开始,您能否就初始交易规模方面的体验进行评论? 你在过去几个季度看到的趋势是什么?

Kelly Steckelberg

Kelly Steckelberg...

So, we can remain really focused on the strategy of land and expand. So even though we're seeing stronger growth in the upmarket customer base, you saw that grew more quickly than our total customer base. We are still focusing on smaller deal sizes to start and then continue expansion, which you see in the net dollar expansion rate continuously strong at that 130%. So we haven't really seen a dramatic change in our initial deal size.

因此,我们可以继续专注于土地和扩张战略。 因此,尽管我们看到高端客户群的增长势头强劲,但您发现这一增长速度超过了我们的总体客户群。 我们仍然专注于较小的交易规模开始然后继续扩张,你可以看到净美元扩张率持续强劲,达到130%。 所以我们并没有真正看到我们的初始交易规模发生了巨大变化。

Sterling Auty...

All right. Makes sense. And then one follow-up in terms of Zoom Phone. What kind of attach rates are you seeing in the initial deals on Zoom Phone, or is it still too early, because I think a couple of the examples you gave was really kind of upsell Zoom Phone into existing customers?

行。 说得通。 然后在Zoom Phone方面进行一次跟进。 您在Zoom Phone的初始交易中看到了什么样的附加费率,或者现在还为时尚早,因为我认为您提供的几个示例实际上是向现有客户推销Zoom Phone?

Eric Yuan

Eric Yuan...

Yes, Sterling that's a good question. So we launched Zoom Phone service earlier this year. Our kind of strategy is to upsell to other existing installed base. I think it's still too early to tell, but we do see a very good sign. Customers really want to understand what's the differentiation from a Zoom Phone side like a unified collaborating experience. As Kelly shared, one of our larger -- largest customers [indiscernible] deployed Zoom Phone in Q2 realize the ease of use. I think we can replicate that success in the future quarters.

是的,Sterling这是一个很好的问题。 所以我们在今年早些时候推出了Zoom Phone服务。 我们的策略是向其他现有的安装基础追加销售。 我认为现在还为时过早,但我们确实看到了一个非常好的迹象。 客户真的想要了解与Zoom Phone一样的区别,就像统一的协作体验一样。 正如Kelly所说,我们在第二季度部署Zoom Phone的大型客户之一[音频不清晰]实现了易用性。 我想我们可以在未来几个季度复制这种成功。...

Sterling Auty...

That makes sense. Thank you.

那讲得通。 谢谢。

Eric Yuan

Eric Yuan...

Thank you, Sterling.

谢谢你,斯特林。...

Kelly Steckelberg

Kelly Steckelberg...

Thanks, Sterling.

谢谢,斯特林。

Tom McCallum

汤姆麦卡勒姆...

Next question, please, Matt.

接下来的问题,马特。

会议主持员

Next question is from Matt Statler from William Blair. Matt, you're unmuted.

下一个问题来自William Blair的Matt Statler。 马特,你是无声的。

Matt Statler

马特Statler

Hey, great quarter and thanks for taking my questions. So first on the Verizon partnership. Obviously, you announced that back in June, with Verizon using Zoom's as a solution for I think small and medium businesses and maybe still reselling WebEx enterprise level. Any feedback just on the initial traction that you're seeing with that partnership and thoughts about establishing similar, similar partnerships with Verizon or others to resell Zoom in the up market as well?

嘿,很棒的季度,感谢您提出我的问题。 首先是关于Verizon的合作伙伴关系。 显然,你在6月宣布,Verizon使用Zoom作为我认为中小型企业的解决方案,可能仍在转售WebEx企业级别。 您对这种合作伙伴关系的初步牵引力的反馈以及与Verizon或其他公司建立类似的类似合作伙伴关系的想法,以便将Zoom转售到高端市场?

Eric Yuan

Eric Yuan...

Yes, so Verizon partnership, you're right. We set up the Verizon partnership recently. I think we are already gaining momentum. So they are one of the top channel partners and our team really enjoy working together with the Verizon team. We see the great result already. I think -- I think Verizon partnership help us more and this is a great partner.

是的,所以Verizon合伙,你是对的。 我们最近建立了Verizon合作伙伴关系。 我认为我们已经获得了动力。 因此,他们是顶级渠道合作伙伴之一,我们的团队非常乐意与Verizon团队合作。 我们已经看到了很好的结果。 我想 - 我认为Verizon合作伙伴关系可以帮助我们更多,这是一个很好的合作伙伴。

Matt Statler

马特Statler

Great. Great. Okay. And then just one more for me on the gross margin front. As you spoke in the prepared remarks, gross margins were strong in the quarter. A little about the high-end of your long-term model. Can you just refresh us on what drove strong performance in the quarter and what you expect to bring that number down a little bit as we look forward? Thank you.

大。 大。 好的。 然后在毛利率方面再给我一个。 正如你在准备好的发言中所说,本季度的毛利率很高。 关于你的长期模型的高端一点。 您是否可以让我们了解一下在本季度推动强劲表现的因素以及您希望在我们期待的时候将这个数字提高一点? 谢谢。

Kelly Steckelberg

Kelly Steckelberg...

Yes. So the increase in the quarter-over-quarter gross margin was really driven by the increased revenue and the performance on the top line. Going forward, we continue to add more data centers as well as building capacity for all of our customer bases around the globe. And as we continue to invest in this infrastructure, we expect it to continue to be in the range of 80% to 82%.

是。 因此,季度毛利率的增长实际上是受到收入增加和收入增长的推动。 展望未来,我们将继续增加更多数据中心,并为全球所有客户群建设容量。 随着我们继续投资这个基础设施,我们预计它将继续保持在80%至82%的范围内。

Matt Statler

马特Statler

Great. Thank you very much.

大。 非常感谢你。

Tom McCallum

汤姆麦卡勒姆...

Thanks, Matt. And Matt, another question please.

谢谢,马特。 还有马特,请问另一个问题。

会议主持员

Our next question is from Heather Bellini from Goldman Sachs. Heather, your line is unmuted.

我们的下一个问题来自Goldman Sachs的Heather Bellini。 希瑟,你的线是没有静音的。

Heather Bellini

Great. Thank you so much for taking the question. I just had two. I was wondering Zoom Phone, I know it's a new launch, but I'm wondering how you would benchmark the ARR that you've generated to date versus your expectations at the time you launched it. And also kind of where your wins are, kind of who you're seeing your wins coming from, if you could share with us that. And then also just the other question would be related to the cadence of the expansions you are seeing, given the value that customers start to see pretty quickly from the adoption of your solution. Are you actually starting to see the expansions of those deals starting to happen at a faster pace? Thank you.

大。 非常感谢你提出这个问题。 我只有两个。 我想知道Zoom Phone,我知道这是一个新的推出,但我想知道你如何对你迄今为止产生的ARR进行基准测试,而不是你推出它时的预期。 而且,如果你能与我们分享,那么你获胜的地方,你看到你的胜利来自何种。 考虑到客户从采用您的解决方案后很快就会看到的价值,另外一个问题也与您所看到的扩展的节奏有关。 你真的开始看到这些交易的扩张开始以更快的速度发生吗? 谢谢。

Kelly Steckelberg

Kelly Steckelberg...

Yes. So thanks, Heather. We certainly are. Given that we are selling Zoom Phone into our existing customer base, they already are on the Zoom platform. And so that has accelerated the rollout of Zoom Phone. We’ve seen that in Q1, we talked about Ciena, and they've already continued to roll out to over 5,000 Zoom Phone users around the globe. So that's super exciting. And as you saw the customer that signed in Q2 has already started to roll out their Zoom Phone licenses as well. And interesting to note, they bought more Zoom Phone licenses, than they have with meetings, which we think is a trend will expect to see as well. And then sorry I'm just looking at …

是。 谢谢,希瑟。 我们当然是。 鉴于我们正在将Zoom Phone销售到我们现有的客户群中,他们已经在Zoom平台上。 这样就加速了Zoom Phone的推出。 我们已经看到,在第一季度,我们谈到了Ciena,他们已经继续向全球超过5,000名Zoom Phone用户推出。 这太令人兴奋了。 正如您所看到的那样,在Q2签署的客户也已经开始推出他们的Zoom Phone许可证。 有趣的是,他们购买了Zoom Phone许可证,而不是会议,我们认为这也是一种趋势。 然后抱歉我只是看着......

Heather Bellini

Just benchmarking the ARR. The ARR that you've generated to date from it, how is it doing versus your initial expectations?

只是对ARR进行基准测试。 您迄今为止生成的ARR,它与您最初的期望相比如何?

Kelly Steckelberg

Kelly Steckelberg...

Yes, it's doing well. We've seen traction in Zoom Phone across all segments of the business, which we think is really exciting. And approximately 50% of Zoom Phone is coming from customers with AR greater than 100K or more.

是的,它做得很好。 我们已经看到Zoom Phone在所有业务领域的牵引力,我们认为这非常令人兴奋。 大约50%的Zoom Phone来自AR超过100K或更高的客户。

Eric Yuan

Eric Yuan...

So to add on to what Kelly said, you look at it today's enterprise market, most of the enterprise customers are still using the on-prem phone system. Over the past several years, SMB customers might have moved to the cloud-based solution. We do see the huge opportunity for the large enterprise segment to go to the cloud based PBX system. They want to have a unified solution. Heather, by the -- yes, Heather by the way, we miss you on video.

所以加上凯利所说的,你看看它今天的企业市场,大多数企业客户仍在使用本地电话系统。 在过去几年中,中小企业客户可能已转向基于云的解决方案。 我们确实看到了大型企业部门转向基于云的PBX系统的巨大机会。 他们希望有一个统一的解决方案。 希瑟,顺便说一句,是的,Heather,我们想念你的视频。

Heather Bellini

Oh, yes, I know. Sorry about that. Next time.

哦,是的,我知道。 对于那个很抱歉。 下次。

Eric Yuan

Eric Yuan...

No worry. Thank you.

别担心。 谢谢。

Heather Bellini

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Thank you. Next question please, Matt.

谢谢。 接下来的问题,马特。

会议主持员

Our next question is from Brad Zelnick from Credit Suisse. Brad, you're unmuted.

我们的下一个问题来自Credit Suisse的Brad Zelnick。 布拉德,你是无声的。

Tom McCallum

汤姆麦卡勒姆...

Thanks, Brad.

谢谢,布拉德。

Eric Yuan

Eric Yuan...

Hey, Brad.

嘿,布拉德。

Kelly Steckelberg

Kelly Steckelberg...

Hi, Brad.

嗨,布拉德。

Brad Zelnick

Great. Hi. Hi, Eric. Hi, Kelly. Hey, Tom. Nice to see everybody. Congratulations on another great quarter. And congrats on adding Ryan as your new Chief Revenue Officer. It's good to hear the long standing relationship that you have with him. What might we expect his priorities might be and what else can he do to help even drive more happiness for Zoom employees and Zoom customers? And I've got a follow-up as well.

大。你好。 嗨,埃里克。 嗨,凯莉。 嘿,汤姆。 很高兴见到大家。 祝贺另一个伟大的季度。 并祝贺Ryan成为您的新首席营收官。 很高兴听到你与他的长期关系。 我们可以期待他的优先事项是什么,他还能做些什么来帮助为Zoom员工和Zoom客户带来更多的快乐? 而且我也有跟进。

Eric Yuan

Eric Yuan...

Yes, that's a good question. By the way, is that a real background or virtual [ph] background? It's so nice. It's better than us. Thank you. So long story short, Ryan and I've been known each other for many, many years, even before Ryan left Cisco to join RingCentral. We already talked about that. Hey, in the future Ryan let's work it together. We talked about that many, many years before, right. It's right time. I think as we further expanded into the large enterprise international and also get into the unified collaboration market, as Ryan's experience can really have us. He's very hands on leader and really understand communication and the collaboration industry. And we have a high confidence with Ryan's joining Zoom, and we can keep the momentum right, not only do we win in the domestic market, but also international market as well.

是的,这是一个很好的问题。 顺便说一下,这是真正的背景还是虚拟[ph]背景? 挺好的。 它比我们好。 谢谢。 长话短说,Ryan和我已经相识多年,甚至在Ryan离开思科加入RingCentral之前。 我们已经谈过这个了。 嘿,将来Ryan让我们一起工作吧。 我们在很多年前谈过这个问题,对吧。 现在是时候了。 我认为随着我们进一步扩展到国际大型企业并进入统一协作市场,瑞安的经验确实可以让我们拥有。 他非常擅长领导,真正了解沟通和协作行业。 我们对Ryan加入Zoom有很高的信心,我们可以保持良好的发展势头,我们不仅在国内市场赢得了胜利,而且在国际市场上也取得了胜利。

Brad Zelnick

That makes a lot of sense. And if I could just ask, the scale of the success and happiness you're delivering to customers, the size of HSBC is nothing short of unbelievable. How should we think about the pricing differential at the very high-end of the market? And perhaps Kelly, if you can, just on a like-for-like basis, give us any kind of color or commentary on what you're seeing pricing wise, perhaps versus a year-ago? Thank you.

这很有道理。 如果我可以问一下,您为客户提供的成功和快乐的规模,汇丰的规模简直令人难以置信。 我们应该如何看待高端市场的价格差异? 也许凯利,如果可以,只是在类似的基础上,给我们任何颜色或评论你看到的价格明智,也许与一年前相比? 谢谢。

Kelly Steckelberg

Kelly Steckelberg...

Yes, we haven't seen a dramatic shift in our pricing or in the need from a competitive standpoint from a year-ago. Certainly, as you scale up to a customer size of HSBC, because of the volume and the long-term nature of the contract. We do price that accordingly, as you can imagine. And remember, we also really like the opportunity to do buyouts with our customers, which we often do if they're interested. That's one way that we get them to come in early, and especially if they're with a competitor, but they love Zoom. We want them to have Zoom as quickly as possible.

是的,从一年前开始,我们没有看到我们的定价或从竞争角度看需求的巨大变化。 当然,由于合约的数量和长期性,您可以扩展到HSBC的客户规模。 正如您可以想象的那样,我们相应地定价。 请记住,我们也非常希望有机会与我们的客户进行收购,如果他们感兴趣我们经常这样做。 这是我们让他们尽早进入的一种方式,特别是如果他们与竞争对手在一起,但他们喜欢Zoom。 我们希望他们尽快进行缩放。

Brad Zelnick

Excellent. Thank you so much. Congrats again.

优秀。 非常感谢。 再次恭喜。

Tom McCallum

汤姆麦卡勒姆...

Thank you.

谢谢。

Eric Yuan

Eric Yuan...

Thank you, Brad.

谢谢你,布拉德。

Tom McCallum

汤姆麦卡勒姆...

Matt, next question, please.

马特,下一个问题,拜托。

会议主持员

Next question is from Kash Rangan from Bank of America Merrill Lynch. Kash, you're unmuted.

下一个问题来自Bank of America Merrill Lynch的Kash Rangan。 卡什,你是无人问津的。

Kash Rangan

Hi. got to hand it to Brad. I don't know how he managed to smile so beautifully when he was asking his questions. So I'm going to have to try the same thing. How to sound nice, look nice and [technical difficulty] looking at your operating step as a marketing relative with the revenue growth rate, clearly, is this a sign that you have reached that step function, evolution in your business model where the revenue is at a scale where you're starting to see underlying productivity improvements in different line items of the expenses, and you can sustain this level of operating margin. Are there -- were there kind of one-time things that did not appear in your expenses that maybe will reappear in the future, maybe you defer some expenses, or maybe the timing of expenses didn't fall the way you would expect, because although it's terrific to see massive operating leverage in your company, it was also unusual to see sequentially this level of operating margin expansion. So I'm curious as to what drove this? How much of this is permanent versus Chinese expenses? Congratulations on a spectacular quarter. Thank you.

你好。得把它递给布拉德。我不知道当他提出问题时他是如何设法微笑的。所以我将不得不尝试同样的事情。如何听起来不错,看起来不错,[技术难度]将您的操作步骤视为营销相对于收入增长率,显然,这表明您已达到该阶段功能,在您的业务模式中发展,其中收入是在您开始看到不同项目费用的基本生产力改进的规模,您可以维持这一水平的运营利润率。是不是 - 有些一次性的东西没有出现在您的费用中,可能会在未来重新出现,也许您会推迟一些费用,或者费用的时间安排不会像您预期的那样下降,因为虽然在贵公司看到巨大的经营杠杆是非常好的,但看到这一水平的经营利润率扩张也是不寻常的。所以我很好奇这是什么驱动了这个?多少这是永久性的与中国的开支?祝贺一个壮观的季度。谢谢。

Kelly Steckelberg

Kelly Steckelberg...

Thank you, Kash. Sure. And it's a great question. So just a quick reminder, our philosophy here is that we're investing for growth with discipline and thought. So we are very careful about ensuring that every dollar we spend has an appropriate ROI. With that said, there were a few one-time benefits that we saw in Q2 that led to the higher operating margin. So we had a higher rate of capitalized software that reduced our R&D expenses as a percentage of revenue as compared to the previous quarter. You can see the dollars were about the same, but the percentage came down. We also had a slight benefit in G&A as well as we are now starting to not only collect telco taxes. If you remember, we've talked about telco taxes in the past, we have now started collecting in certain jurisdictions and passing that through, which is reducing our need to accrue for it. And we got to some agreements with some jurisdictions that helped us understand that we could reverse a little bit of our crew that we had in there for things like penalties and interest. So there were a few one-time items that we don't expect to see going forward. And we will really continue to invest in sales and marketing. So we did see -- we’re seeing some efficiencies in marketing, as we discussed in the prepared remarks. But as we see opportunities, we will continue to invest in that area.

谢谢Kash。当然。这是一个很好的问题。所以,请快速提醒一下,我们的理念是,我们通过纪律和思想来投资增长。所以我们非常谨慎地确保我们花的每一块钱都有适当的投资回报率。话虽如此,我们在第二季度看到的一些一次性收益导致了更高的运营利润率。因此,我们拥有更高的资本化软件率,与上一季度相比,我们的研发费用占收入的百分比。你可以看到美元差不多,但百分比下降了。我们在G&A方面也有一些好处,我们现在开始不仅收取电信税。如果你还记得,我们过去曾谈到过电话税,我们现在已开始收集某些司法管辖区并将其传递给我们,这正在减少我们为之积累的需求。我们与一些司法管辖区签订了一些协议,这些协议帮助我们了解我们可以撤销我们在那里的一些工作人员,例如惩罚和利益。因此,有一些我们不希望看到的一次性项目。我们将继续投资于销售和营销。所以我们确实看到了 - 正如我们在准备好的评论中所讨论的那样,我们在营销方面看到了一些效率。但是,当我们看到机会时,我们将继续在该领域进行投资。

Kash Rangan

Congrats. Thank you so much.

恭喜。 非常感谢。

Kelly Steckelberg

Kelly Steckelberg...

Thank you, Kash.

谢谢Kash。

Eric Yuan

Eric Yuan...

Thank you Kash. By the way, Kash, you are using the phone to join this Zoom video webinar. We can see that you have a little bit of network connectivity issues. Our technology quickly adapt with your network efficiency. We still can hear you well.

谢谢Kash。 顺便说一句,Kash,您正在使用手机加入此Zoom视频网络研讨会。 我们可以看到您有一些网络连接问题。 我们的技术可以快速适应您的网络效率。 我们仍然可以听到你的声音。...

Kash Rangan

Great. Awesome.

大。真棒。

Kelly Steckelberg

Kelly Steckelberg...

Thank you, Kash.

谢谢Kash。

Eric Yuan

Eric Yuan...

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Next question, please, Matt.

接下来的问题,马特。

会议主持员

Our next question is from Alex Zukin, from RBC. Alex, you're unmuted now.

我们的下一个问题来自RBC的Alex Zukin。 亚历克斯,你现在已经取消了。

Tom McCallum

汤姆麦卡勒姆...

Hey, Alex.

嘿,亚历克斯。

Alex Zukin

Alex Zukin

Hey, guys.

大家好。

Eric Yuan

Eric Yuan...

Congratulations.

恭喜。

Alex Zukin

Alex Zukin

Thank you. Thank you. You guys congratulations on another great quarter as well. I've got two quick ones. One, maybe first, Eric, on the federal government and the federal vertical. You guys have achieved FedRAMP certification. I'm just curious how you see that playing out for you from a pipeline perspective, from a deal perspective? How important is that vertical to your growth prospects? And then I've got a quick just a financial question for Kelly.

谢谢。 谢谢。 你们祝贺另一个伟大的季度。 我有两个快速的。 一个,也许是第一个,埃里克,联邦政府和联邦政府。 你们已经获得了FedRAMP认证。 从交易的角度来看,我只是好奇你是如何看待从管道角度为你效力的? 这与您的增长前景垂直有多重要? 然后我对凯利有一个快速的财务问题。

Eric Yuan

Eric Yuan...

Yes, so to have a FedRAMP certificate is very important for us to expand into the public sector. Prior to that we even don't have a team, right, because we do not have that certificate. Given that we have that now, I think it's too early to tell because we just established a public sector team for targeting public sectors. We do have a many state level customers. I think in the next several quarters probably would see some contribution from public sectors.

是的,所以获得FedRAMP证书对我们扩展到公共部门非常重要。 在此之前,我们甚至没有团队,对,因为我们没有该证书。 鉴于我们现在拥有这一点,我认为现在为时尚早,因为我们刚刚建立了一个公共部门团队,以瞄准公共部门。 我们确实有很多州级客户。 我认为在接下来的几个季度可能会看到公共部门的一些贡献。

Alex Zukin

Alex Zukin

Perfect. And then, Kelly, if I do the rough math on kind of current RPO bookings, I get to around 81%, 82%. I'm curious, is that the right kind of forward-looking indicator given some of the different methods you guys have, from a sales and contracting perspective? Is that an important metric for you guys? Or is billings the better one right now?

完善。 然后,凯利,如果我对目前的RPO预订进行粗略的数学计算,我会达到81%,82%。 我很好奇,从销售和合同的角度来看,给出一些不同的方法给出了正确的前瞻性指标吗? 这对你们来说是一个重要的指标吗? 或者现在正在开出更好的账单?

Kelly Steckelberg

Kelly Steckelberg...

So billings is really not a good metric for us due to the split of our customers that pay monthly versus annually. Remember, the core base of the company, while it is shifting, is still really based on SMB customers that pay monthly on a credit card. So buildings is really not a good metric for an indicator. I would certainly say that RPO is a much better metric to use.

因此,由于我们的客户每月支付与每年支付的比例分摊,因此对我们来说,账单实际上并不是一个好的指标。 请记住,公司的核心基础虽然正在转变,但仍然真正基于每月通过信用卡支付的中小企业客户。 所以建筑物实际上并不是衡量指标的好指标。 我当然会说RPO是一个更好的指标。

Alex Zukin

Alex Zukin

Great. Thank you.

大。 谢谢。

Tom McCallum

汤姆麦卡勒姆...

Thank you, Alex. Matt, next question, please.

谢谢,Alex。 马特,下一个问题,拜托。

会议主持员

Our next question is from Phil Winslow from Wells Fargo. Phil, you're unmuted.

我们的下一个问题来自Wells Fargo的Phil Winslow。 菲尔,你是没有变数的。

Tom McCallum

汤姆麦卡勒姆...

See the Wells Fargo.

参见富国银行。

Kelly Steckelberg

Kelly Steckelberg...

I know I love your marketing Phil.

我知道我喜欢你的营销菲尔。

Phil Winslow

Thank you. You like that?

谢谢。 你喜欢?

Kelly Steckelberg

Kelly Steckelberg...

Yes.

是。

Phil Winslow

[Indiscernible] a bit. But my questions actually are just going to be on just what you're saying in terms of the customer in terms of replacement versus net new expansion. In other words, what percentage you’re seeing are replacing a existing solution versus actually with the customer either coming to you net new or actually expanding the number of seats versus prior provider? Thanks.

[听不清]了一下。 但我的问题实际上只是关于客户在替换与净新扩展方面的说法。 换句话说,您所看到的百分比正在取代现有的解决方案,而实际上客户要么是新网站还是实际扩大席位数量而不是之前的提供商? 谢谢。

Kelly Steckelberg

Kelly Steckelberg...

Yes. So, if you talk about when we're going into our new base of customers, and when we're going into the up market, there's certainly always an incumbent that we are replacing there. And it's all the traditional providers that you would know. In SMB, it often can either be Greenfield, or maybe three that we are competing with, or some of the more mass market vendors that you're also very familiar with. As I said earlier, your net retention expansion rate though, remains really strong at a 130%, as we continue to start with small seated land and expand and then growing up from there.

是。 所以,如果你谈到我们何时进入我们的新客户群,以及当我们进入高端市场时,肯定有一个现任者,我们正在取代那里。 这就是你所知道的所有传统提供商。 在SMB中,它通常可以是Greenfield,也可能是我们正在竞争的三个,或者您也非常熟悉的一些大众市场供应商。 正如我之前所说,你的净保留扩张率仍然非常强劲,达到130%,因为我们继续从小的土地开始,然后从那里扩张然后成长。...

Phil Winslow

Great. And then just a follow-up in terms of that land and expand. So at Eric's point about Zoom being super easy to use, and so it's a more user guy actually using what do you think in terms of sort of that seat expansion, particularly when it was replacing an existing [indiscernible]?

大。 然后只是对该土地进行跟进并进行扩展。 因此,在Eric的观点中,Zoom非常容易使用,所以它是一个更多的用户实际上使用你认为的座位扩展类型,特别是当它取代现有的[音频不清晰]时?

Kelly Steckelberg

Kelly Steckelberg...

Well, in terms of seat expansion, you're saying in general, or across specific customers?

那么,就座位扩展而言,您是说一般情况还是针对特定客户?

Phil Winslow

Just on the larger customers.

只是对更大的客户。

Kelly Steckelberg

Kelly Steckelberg...

Yes, I mean, I think it -- customers are buying in two different ways. Obviously, we saw with HSBC, one of the largest customer deal is the largest customer single deal we've ever had. And yet now our second, our previously largest customer had another add-on in this quarter, which was over $1 million in ARR. So even in our large customers, we continue to see expansion as they add on new products like Zoom Phone, and I think very few of our customers today are wall to wall with Zoom meetings. And so, as they continue to build trust with Zoom and with the platform, then see the value they continue to expand that globally throughout their teams.

是的,我的意思是,我认为 - 客户以两种不同的方式购买。 显然,我们在汇丰银行看到,最大的客户交易之一是我们有史以来最大的客户单笔交易。 而现在我们的第二个,我们以前最大的客户在本季度又有一个附加产品,ARR超过100万美元。 因此,即使在我们的大客户中,我们仍然看到扩展,因为他们增加了像Zoom Phone这样的新产品,而且我认为今天我们的客户很少与Zoom会议挂墙。 因此,随着他们继续与Zoom和平台建立信任,然后看到他们继续在整个团队中扩展的价值。

Tom McCallum

汤姆麦卡勒姆...

Great.

大。

Phil Winslow

Great. Thanks a lot.

大。 非常感谢。

Kelly Steckelberg

Kelly Steckelberg...

Yes.

是。

Tom McCallum

汤姆麦卡勒姆...

Thanks, Phil. Matt, next question, please.

谢谢,菲尔。 马特,下一个问题,拜托。

会议主持员

Next question is from Pat Walravens from JMP. Pat, you are unmuted.

下一个问题来自JMP的Pat Walravens。 帕特,你是没有静音的。

Eric Yuan

Eric Yuan...

Hi Pat.

嗨Pat。

Pat Walravens

Great. Hi, guys.

大。 嗨,大家好。

Kelly Steckelberg

Kelly Steckelberg...

Hi, Pat.

嗨,帕特。

Pat Walravens

Thank you. I like the 5:30 start time by the way. It makes the [multiple speakers]

谢谢。 顺便说一句,我喜欢5:30的开始时间。 它使[多个发言者]

Kelly Steckelberg

Kelly Steckelberg...

It's better for you guys?

这对你们好吗?

Tom McCallum

汤姆麦卡勒姆...

Yes.

是。

Pat Walravens

Yes, yes. Especially on a busy day like today.

是的是的。 特别是像今天这样忙碌的一天。

Tom McCallum

汤姆麦卡勒姆...

That’s why [indiscernible] get it.

这就是[音频不清晰]得到它的原因。

Pat Walravens

So I think this is for both Kelly and Eric. Look what's going to be the biggest challenge in continuing to scale at this rate and I realize your guidance is not at this rate, but to continue to scale like we are here, what's going to be the biggest challenge?

所以我认为这适用于凯莉和埃里克。 看看继续以这个速度扩展的最大挑战是什么,我意识到你的指导不是这个速度,但是继续像我们这里一样扩展,最大的挑战是什么?

Eric Yuan

Eric Yuan...

I think for sure for us to further scale our business many challenges. I would say the most important challenge is to maintain our company culture. We already have almost 2,300 employees. As we further expand into the international market, doubled our sales and R&D team, we are going to hire more and more people, top [indiscernible]. However, how to maintain our delivering happiness culture, make sure all of us always look at everything from customer perspective, right, responding to customer issues in a timely manner. That's a challenge. How to turn the new employees and make sure we are very humble, paranoid to care about the customer, that's a number one challenge. Other challenges are very manageable, like a product, may be the sales efficiency, the cost is not a big challenge.

我认为我们必须进一步扩大我们的业务范围。 我想说最重要的挑战是保持我们的公司文化。 我们已经拥有近2,300名员工。 随着我们进一步扩展到国际市场,我们的销售和研发团队增加了一倍,我们将雇用越来越多的人,顶级[音频不清晰]。 然而,如何保持我们提供的快乐文化,确保我们所有人始终从客户的角度看待所有事情,及时回应客户问题。 这是一个挑战。 如何转变新员工,确保我们非常谦虚,偏心关心客户,这是一个挑战。 其他挑战非常易于管理,如产品,可能是销售效率,成本不是一个很大的挑战。

Pat Walravens

All right. And then I'm going to ask one more if I can, which is I was driving up the 101 today, I saw a billboard which said, Zoom and Slack, see what together can do? So Eric, what can together they do?

行。 如果可以的话,我会再问一个问题,那就是我今天开了101,我看到一个广告牌说,Zoom和Slack,看看它们能共同做些什么? 所以埃里克,他们可以一起做什么?

Eric Yuan

Eric Yuan...

I have a similar question to you, maybe you can tell us what they can do? But anyway, so I'm a huge fan of Slack, right, and a huge fan of [indiscernible]. I think many of our customers, they told us, they like best-of-breed service. They follow both Zoom and Slack, they kind of hire talents all over the world like a [indiscernible] envision. They standardize on Zoom and Slack platform, guess what, if they don't have a single physical office, right, I think the best-of-breed service can truly deliver happiness to our customers. That's why we like this partnership. We want to do more with Slack. Together we wanted to make sure costumer happy.

我有一个类似的问题,也许你可以告诉我们他们能做些什么? 但无论如何,所以我是Slack的忠实粉丝,对,并且是[音频不清晰]的忠实粉丝。 他们告诉我们,我认为我们的许多客户都喜欢最好的服务。 他们跟随Zoom和Slack,他们在世界各地聘请人才,就像[音频不清晰]设想一样。 他们对Zoom和Slack平台进行了标准化,如果他们没有单一的实体办公室,那么我认为最好的服务可以真正为我们的客户带来快乐。 这就是我们喜欢这种伙伴关系的原因。 我们想用Slack做更多的事情。 我们一起想确保客户满意。

Pat Walravens

All right. Thank you.

行。 谢谢。

Tom McCallum

汤姆麦卡勒姆...

Great.

大。

Kelly Steckelberg

Kelly Steckelberg...

Thanks, Pat.

谢谢,帕特。

Tom McCallum

汤姆麦卡勒姆...

Thank you.

谢谢。

Eric Yuan

Eric Yuan...

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Next question, please, Matt.

接下来的问题,马特。

会议主持员

Our next question is from Alex Kurtz from KeyBanc. Alex, you are unmuted.

我们的下一个问题来自KeyBanc的Alex Kurtz。 亚历克斯,你是没有人的。

Eric Yuan

Eric Yuan...

Hey, Alex.

嘿,亚历克斯。

Alex Kurtz

Yes, thanks. Thanks, everyone. Great quarter. I love the video interaction here. It's awesome. So just on the net expansion rate in the quarter, how much is that being driven by new seats versus the phone? Then I had a clarifier on margin.

对了谢谢。 感谢大家。 伟大的季度。 我喜欢这里的视频互动。 这很棒。 因此,就本季度的净扩张率而言,新座位与手机的推动程度有多大? 然后我在边缘有一个澄清器。

Kelly Steckelberg

Kelly Steckelberg...

Yes, it's being driven primarily by new seats as well, you were excited about the momentum we're seeing in phone, it's still a very, very small contributor to revenue. We just reminded, we launched it only in January. It did go GA in both Australia and the U.K in Q2, but it's really having a very small impact at this point.

是的,它主要是由新座位驱动,你对我们在手机中看到的势头感到兴奋,它仍然是一个非常非常小的收入贡献者。 我们刚提醒,我们仅在一月份推出。 它确实在第二季度在澳大利亚和英国进行了GA,但它在这一点上确实产生了非常小的影响。

Alex Kurtz

And just on your margin assumptions in the back half of the year around the adoption of phone, is there anything that we should be thinking about as far as the variables around that, any impact there?

只是在今年下半年关于电话采用的保证金假设中,我们应该考虑哪些变量,那里有什么影响?

Kelly Steckelberg

Kelly Steckelberg...

No. The only impact for -- on margins in the second half of the year are around expanding data centers, we are planning to add two to three more, but that is not necessarily having to do with Zoom Phone. It's just adding capacity in general for our users around the globe.

不会。对于下半年利润率的唯一影响是扩展数据中心,我们计划增加两到三个,但这不一定与Zoom Phone有关。 它只是为全球用户增加容量。

Alex Kurtz

Okay, right. Thank you.

好的,对。 谢谢。

Eric Yuan

Eric Yuan...

Yes, by the way from architecture perspective, our video conferencing and Zoom Phone, we shared the same platform. As Kelly mentioned, we just needed to expand our capacity. That's pretty much, yes.

是的,从架构的角度来看,我们的视频会议和Zoom Phone,我们共享同一个平台。 正如凯利所说,我们只需要扩大我们的能力。 那是的,是的。

Alex Kurtz

Okay. Thank you.

好的。 谢谢。

Tom McCallum

汤姆麦卡勒姆...

Thank you. Thanks, Alex. And, Matt, next question, please.

谢谢。 谢谢,亚历克斯。 而且,马特,下一个问题,拜托。

会议主持员

Our next question is from Meta Marshall from Morgan Stanley. Meta, you are unmuted.

我们的下一个问题来自摩根士丹利的Meta Marshall。 Meta,你是无声的。

Tom McCallum

汤姆麦卡勒姆...

Hi, Meta.

嗨,Meta。

Eric Yuan

Eric Yuan...

Hi, Meta.

嗨,Meta。

Kelly Steckelberg

Kelly Steckelberg...

Hi, Meta.

嗨,Meta。

Meta Marshall

Hey, congrats on the quarter. So I just wanted to ask a couple of questions, maybe first and get your response to that. As you approach customers with Zoom Phone, has it changed your perspective on kind of cadence of additional features you will need to add over time, or has it really kind of met expectations to date and the cadence you were planning?

嘿,恭喜这个季度。 所以我只是想问几个问题,也许先问一下,然后得到你的答复。 当您使用Zoom Phone接近客户时,它是否会改变您对随着时间的推移需要添加的其他功能的节奏的看法,或者它是否真的达到了迄今为止的预期和您计划的节奏?

Eric Yuan

Eric Yuan...

Yes. So, today our strategy is focus on upsell, right? We already build our trust. Customers really like our video conferencing experience, in terms of video quality and voice quality. We truly believe video is the new voice. Essentially, the way for customer the uses of phone is more like another way to use our video conferencing service, right? Customer -- even if they deploy a solution on the web, they feel like very familiar with our service. Just the same experience, same unified client, I think is, customer really like that experience. We do not need to tell customers to train customers. They feel like there's a part of the overall collaboration platform. This is a very natural experience.

是。 所以,今天我们的战略重点是追加销售,对吧? 我们已经建立了信任。 在视频质量和语音质量方面,客户非常喜欢我们的视频会议体验。 我们真的相信视频是新的声音。 从本质上讲,客户使用手机的方式更像是使用我们视频会议服务的另一种方式,对吧? 客户 - 即使他们在网络上部署解决方案,他们也非常熟悉我们的服务。 同样的经验,同样的统一客户,我认为,客户真的很喜欢那种体验。 我们无需告诉客户培训客户。 他们觉得这是整个协作平台的一部分。 这是一种非常自然的体验。

Meta Marshall

Got it. And then maybe on kind of the hiring of Ryan. Traditionally you guys have not had a large channel presence. And so, he, obviously, has a lot of experience there. Does it change your perspective on how you think of the channel as a method of go-to-market, or just how does the hiring of Ryan kind of change the go-to-market approach?

得到它了。 然后可能会招聘Ryan。 传统上你们没有大量的频道存在。 所以,他显然在那里有很多经验。 它是否会改变您对如何将渠道视为进入市场的方法的看法,或者是如何雇用Ryan改变市场化方法?

Eric Yuan

Eric Yuan...

Yes, well, that's a good question. In terms of channel strategy, we just announced the Verizon partnership and the channel always plays a big role for our revenue growth. And even if you look at the total revenue, probably driven by the revenue team, as we further expand into the international market, with Ryan's good background, I would say, the channel contribution will play a big role in the future. Like Verizon partnership just started and we are going to more and more channel partners to help us expand into the international market.

是的,那是一个很好的问题。 在渠道战略方面,我们刚刚宣布了Verizon合作伙伴关系,渠道始终对我们的收入增长起着重要作用。 即使你看看可能由收入团队推动的总收入,当我们进一步扩展到国际市场时,我还会说,Ryan的良好背景,渠道贡献将在未来发挥重要作用。 与Verizon合作刚刚开始,我们将与越来越多的渠道合作伙伴一起帮助我们拓展国际市场。

Meta Marshall

Great. Thanks. Congrats, guys.

大。 谢谢。 恭喜,伙计们。

Kelly Steckelberg

Kelly Steckelberg...

Thanks, Meta.

谢谢,Meta。

Eric Yuan

Eric Yuan...

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Matt, next question, please.

马特,下一个问题,拜托。

会议主持员

Our next question is from Tom Roderick from Stifel. Tom, you are unmuted.

我们的下一个问题来自Stifel的Tom Roderick。 汤姆,你是无声的。

Kelly Steckelberg

Kelly Steckelberg...

Matt, can you unmute it?

马特,你可以取消它吗?

Tom McCallum

汤姆麦卡勒姆...

Hey, Tom. There he is, I see him. Hey, Tom.

嘿,汤姆。 他在那里,我看到了他。 嘿,汤姆。

汤姆罗德里克

Congratulations on another fantastic quarter. Well done. Eric, I want to ask my first question to you and I want to put a finer point on the question. Pat just asked about, maintaining culture. Getting to a scale, that's pretty remarkable here. And I think you're up to about 2,200 employees. Can you talk a little bit about what you're doing to drive that hiring plan in place? How you are building out HR? Capturing that incremental employee at a great company like Zoom is always good problem to have, but you're getting to a scale and makes it challenging. Can you talk a little bit about just hiring and the challenge of that at scale?

祝贺另一个梦幻般的季度。 做得好。 埃里克,我想向你提出我的第一个问题,我想对这个问题提出更好的观点。 帕特只是问起,保持文化。 达到规模,这在这里非常了不起。 我认为你们大约有2,200名员工。 你能谈谈你正在做些什么来推动招聘计划吗? 你是如何建立人力资源的? 捕获像Zoom这样的伟大公司的增量员工总是很好的问题,但是你已达到规模并使其具有挑战性。 你能谈谈招聘和大规模的挑战吗?

Eric Yuan

Eric Yuan...

Yes. So, well, in terms of hiring, so on the one hand, we wanted to do hire as quickly as possible, right? Because we have great opportunities. On the other hand, we also want to be very careful, right? We want to make sure we hire the right employees who can fit very well to our company culture with self-motivation, self-learning personality. And hiring side of that, I think we have a very aggressive hiring goal. But, to be honest with you, every quarter we did miss that, right? So the reason why we want to focus on the company culture, and we -- this is not a -- this is not a one person company, our management team company, all part of Zoom. We refer employees to join us. We do all the kind of hire for the new employees to make sure they are familiar with our business process or product. We have each other, care for each other. I think to do that right, we don't want to be too aggressive, right? That's the challenge, because sometimes I say, yes, let's hire another [indiscernible] people and starting to realize that it might break our company culture. That's why we have to balance everything, so.

是。那么,就招聘而言,一方面,我们希望尽快聘请,对吧?因为我们有很好的机会。另一方面,我们也要非常小心,对吧?我们希望确保雇用合适的员工,他们能够很好地适应我们的公司文化,具有自我激励,自我学习的个性。招聘方面,我认为我们有一个非常积极的招聘目标。但是,老实说,每个季度我们都错过了,对吧?所以我们之所以要关注公司文化,我们 - 这不是 - 这不是一个单一的公司,我们的管理团队公司,Zoom的所有部分。我们推荐员工加入我们。我们为新员工提供所有类型的雇佣,以确保他们熟悉我们的业务流程或产品。我们彼此相爱,彼此关心。我认为要做到这一点,我们不想过于激进,对吧?这就是挑战,因为有时候我会说,是的,让我们雇用另一个[音频不清晰]的人并开始意识到它可能会破坏我们的公司文化。这就是为什么我们必须平衡一切,所以。

Kelly Steckelberg

Kelly Steckelberg...

Tom, earlier this year we hired Lynne as our Chief People Officer, and just last week we hired a new Head of Talent Acquisition as well. And I think both of them are really focused on doing exactly what Eric said, which is hiring the right people, hiring quickly, but not lowering the bar. So, it's been a great -- two great additions to the team, yes.

汤姆,今年早些时候我们聘请林恩担任我们的首席人事官,就在上周,我们还聘请了新的人才招聘负责人。 而且我认为他们都非常专注于做正如埃里克所说的那样,即雇用合适的人,快速招聘,但不要降低标准。 所以,这是一个伟大的 - 团队的两个伟大的补充,是的。

汤姆罗德里克

Excellent. And then, Kelly, just one follow-up for you on the RPO commentary, following that the current RPO number, that is declining, as you see more and more customers at the enterprise level signing up for multi-year deal. Should we expect that trend to continue? Where the current number will -- the percentage will shrink just as a function of more enterprise multi-year deals out there?

优秀。 然后,Kelly,就RPO评论中的一个跟进,跟随当前的RPO数量,即正在下降,因为您看到越来越多的客户在企业级注册多年交易。 我们是否应该期待这种趋势继续? 目前的数字将会出现多少 - 这个百分比会随着更多企业多年期交易而缩减?

Kelly Steckelberg

Kelly Steckelberg...

Yes, I think certainly we are continuing to see more and more of our revenue base come from up market customers is that's really one of our key strategic focus areas. How quickly that grows? I don't know. But absolutely, it's one of the key focuses that we’ve for growing the company this year.

是的,我认为我们肯定会继续看到越来越多的收入基础来自高端市场客户,这确实是我们关键的战略重点领域之一。 这种增长有多快? 我不知道。 但绝对是,这是我们今年发展公司的重点之一。

汤姆罗德里克

Got it. Understood. Thank you, guys.

得到它了。了解。 感谢你们。

Kelly Steckelberg

Kelly Steckelberg...

Yes.

是。

Eric Yuan

Eric Yuan...

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Great. Thank you, Tom. Matt, next question, please.

大。 汤姆,谢谢你。 马特,下一个问题,拜托。

会议主持员

Our next question is from Ittai Kidron from Oppenheimer. Ittai, you're unmuted. We will give Ittai another moment. Next question is going to be from Zane Chrane from Bernstein. Zane, [technical difficulty].

我们的下一个问题来自奥本海默的Ittai Kidron。 Ittai,你是无声的。 我们将给Ittai另一个时刻。 接下来的问题将来自伯恩斯坦的Zane Chrane。 赞恩,[技术难度]。

Zane Chrane

Zane Chrane...

Thank you very much.

非常感谢你。

Eric Yuan

Eric Yuan...

Hey, Zane.

嘿,赞恩。

Kelly Steckelberg

Kelly Steckelberg...

Hi, Zane.

嗨,赞恩。

Zane Chrane

Zane Chrane...

Congratulations on a great quarter.

祝贺一个伟大的季度。

Kelly Steckelberg

Kelly Steckelberg...

Thank you.

谢谢。

Eric Yuan

Eric Yuan...

Thank you.

谢谢。

Zane Chrane

Zane Chrane...

[Indiscernible] solid results. So I was just wondering if you could dig into the architecture and the technology a little bit, Eric. One of the push backs I hear from skeptics is that, a good program replicates something like Zoom or video conferencing over the weekend and it's not really differentiated solution. That's not what I've heard from enterprise customers that have adopted Zoom. So I was just wondering, if you could dig into what is the secret sauce that really makes your technology and architecture unique and difficult to replicate? Thank you.

[音频不清晰]结果稳固。 所以我只是想知道你是否可以深入挖掘架构和技术,Eric。 我从怀疑论者那里得到的一个回击是,一个好的程序在周末复制像缩放或视频会议这样的东西,并不是真正有区别的解决方案。 这不是我从采用Zoom的企业客户那里听到的。 所以我只是想知道,如果你能深入了解什么是真正使你的技术和架构独特且难以复制的秘诀? 谢谢。

Eric Yuan

Eric Yuan...

Well, so in terms of large enterprise customers, for sure, when we started, we were focusing on SMB customers, right. Over the past several years, we started expanding into large enterprise customers. And the reason why we do see the -- we -- almost every enterprise customers, we do see a lot of users. Even for the large enterprise customers or the standardize on other platform, we see the one user, two user, one department, and two department, they all use their own budget to deploy Zoom. The reason why they are not happy about any other services in terms of ease-of-use, the quality, like this what’s your background or feature and consistent experience across the desktop, mobile and conference room statistics, right. I think the combination of technology, ease-of-use, security will win the customer trust, right. If you look at all other solutions out there today, all of them architecture is very old, right? Not a design for modern video cloud -- video first architecture. That's why we're ahead of any of our competitors for several years. Otherwise, I will go back to work all the weekend.

那么,就大型企业客户而言,当然,当我们开始时,我们专注于中小企业客户,对吧。在过去几年中,我们开始向大型企业客户扩展。我们之所以看到 - 我们 - 几乎每个企业客户,我们确实看到了很多用户。即使对于大型企业客户或其他平台上的标准化,我们也看到一个用户,两个用户,一个部门和两个部门,他们都使用自己的预算来部署Zoom。他们之所以对易用性,质量,这就是您的背景或功能以及桌面,移动和会议室统计数据的一致体验,对其他任何服务都不满意。我认为技术,易用性,安全性的结合将赢得客户的信任。如果你今天看看所有其他解决方案,他们所有的架构都很老,对吧?不是现代视频云的设计 - 视频第一架构。这就是我们几年来领先任何竞争对手的原因。否则,我会整个周末回去工作。

Zane Chrane

Zane Chrane...

Yes, that's really interesting. One of the things I think is really fascinating is the extensibility and the APIs to connecting another platforms. It seems like there's a lot of Greenfield opportunity there for maybe tying in with vendors like Salesforce or HubSpot or other cloud providers. Could you talk about what your vision is for those partnerships and kind of the technology integration to build that ecosystem?

是的,这真的很有趣。 我认为真正引人入胜的一件事是可扩展性和连接其他平台的API。 似乎有很多Greenfield机会可能会与Salesforce或HubSpot或其他云提供商等供应商捆绑在一起。 您是否可以谈谈您对这些合作伙伴关系的看法以及构建该生态系统的技术整合?

Eric Yuan

Eric Yuan...

That's a good question. Today, look, you talk with many customers in -- on one hand, they all like best-of-breed services. On the other hand, quite often you need to switch back and forth in terms of context, say like, a Dropbox or Box to Zoom or Salesforce to Zoom, the last into Zoom, right. A customer like to stay within the same context, right, say, like I'm using the Jira Atlassian system, right. Within that Jira system I can launch a Zoom call, join a Zoom meeting [indiscernible] meeting, I think that what the customer told us. That's why how to seamlessly embed Zoom into any other business workflow applications, that's the direction to go. That's the reason why we're announcing the Zoom marketplace, right? Give a customer a very flexible API. Customer even -- they do not know that it belong to a Zoom call. They feel like they are going to stay within the work day, the user interface or ServiceNow user interface. I think that's the direction.

这是个好问题。 今天,看,你与许多客户交谈 - 一方面,他们都喜欢最好的服务。 另一方面,你常常需要在上下文中来回切换,例如Dropbox或Box to Zoom或Salesforce to Zoom,最后一个是Zoom,右边。 客户喜欢呆在相同的环境中,对吧,比如说,就像我正在使用Jira Atlassian系统一样。 在那个Jira系统中,我可以启动Zoom调用,加入Zoom会议[音频不清晰]会议,我想客户告诉我们的是什么。 这就是为什么如何将Zoom无缝嵌入到任何其他业务工作流程应用程序中,这就是目标。 这就是我们宣布Zoom市场的原因,对吧? 为客户提供非常灵活的API。 客户甚至 - 他们不知道它属于Zoom调用。 他们觉得他们将留在工作日,用户界面或ServiceNow用户界面。 我认为这是方向。

Zane Chrane

Zane Chrane...

Sounds great. Well, thanks a lot and congratulations on a great quarter.

听起来不错。 嗯,非常感谢并祝贺一个伟大的季度。

Tom McCallum

汤姆麦卡勒姆...

Thank you, Zane.

谢谢,赞恩。

Kelly Steckelberg

Kelly Steckelberg...

Thanks, Zane.

谢谢,赞恩。

Tom McCallum

汤姆麦卡勒姆...

Matt, next question, please.

马特,下一个问题,拜托。

会议主持员

Our next question is from Ryan Koontz from Rosenblatt. Ryan, you are unmuted.

我们的下一个问题来自Rosenblatt的Ryan Koontz。 瑞安,你是没有变数的。

Ryan Koontz

Great. Thanks, guys. Congrats on a great quarter. Given your early success in the enterprise space, why don't you give us some color on the market verticals you're seeing the lowest hanging fruit for competitive displacements out there?

大。 多谢你们。 恭喜一个伟大的季度。 鉴于您在企业领域的早期成功,为什么不在市场垂直方面给我们一些颜色,您看到那里竞争优势的最低成果?

Eric Yuan

Eric Yuan...

Yes. So, when we started, we were focusing on high-tech market and later on we expanded into the high-end, as well as healthcare market. Over the past two to three years, we also doubled on financial sectors, and we’re going to focus on public sector as well. Over the past two quarters, we do see a very good momentum in our financial sectors. I think we are going to see more and more big enterprise customers from financial sector.

是。 因此,当我们开始时,我们专注于高科技市场,后来我们扩展到高端和医疗保健市场。 在过去的两到三年里,我们在金融领域也翻了一番,我们也将重点关注公共部门。 在过去的两个季度中,我们确实看到了金融业的良好势头。 我认为我们将看到越来越多的金融业大企业客户。

Ryan Koontz

Helpful. Thank you.

很有帮助。 谢谢。

Tom McCallum

汤姆麦卡勒姆...

Great.

大。...

Eric Yuan

Eric Yuan...

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Thanks, Ryan.

谢谢,瑞恩。

Tom McCallum

汤姆麦卡勒姆...

Thank you. Matt, next question, please.

谢谢。 马特,下一个问题,拜托。

会议主持员

Next question is from Jonathan Kees from Summit Insights Group. Jonathan, you are unmuted.

下一个问题来自Summit Insights Group的Jonathan Kees。 乔纳森,你没有变相。

Jonathan Kees

Great. I want to add my congratulations for the quarter. Great results. I want to ask a couple of topics. One, in regards to -- how I'm thinking about it, this is -- you beat your guidance, you beat estimates. When you gave guidance for this quarter you just reported, is about a month and a few days after the quarter ended. So, I guess, the way I'm thinking about is a lot of the revenue, a lot of the deals were more back-end loaded. Was there anything specific that caused that? Did you have any promotions or were there deals, like an HSBC deal that were in the previous quarter that came over into this report quarter? Just curious in terms of how that upside trended in terms of revenues and also, yes, what caused that?

大。 我想对本季度表示祝贺。 好结果。 我想问几个主题。 一,关于 - 我如何思考,这是 - 你击败了你的指导,你击败了估计。 当你刚刚报告的这个季度的指导时,是在季度结束后的一个月和几天。 所以,我想,我正在考虑的方式是很多收入,很多交易都是后端加载的。 是否有任何特定的原因造成的? 您是否有任何促销活动或是否有交易,例如本季度报告季度中出现的上一季度汇丰交易? 只是对收入方面的上升趋势以及是什么导致这种情况感到好奇?

Kelly Steckelberg

Kelly Steckelberg...

Yes. Hi, Jonathan. We did not see a tremendous shift in our linearity for the quarter. As we move into more and more enterprise customers, some of them do buy towards the back part of the quarter. But due to the -- we have customers of all sizes, so they tend to buy consistently -- pretty consistently throughout the period. So, I think, part of the over performance against our guidance was, again, us giving guidance that we want to ensure that we can achieve as a public company.

是。 嗨,乔纳森。 我们没有看到本季度的线性发生巨大变化。 随着我们进入越来越多的企业客户,其中一些客户确实在本季度后期购买。 但由于 - 我们拥有各种规模的客户,因此他们倾向于持续购买 - 在整个期间非常一致。 所以,我认为,反对我们指导的过度表现的一部分是,我们再次提供指导,我们希望确保我们能够成为一家上市公司。

Jonathan Kees

Okay, great. That makes sense. And second topic, if I can here, this one is more for you, Eric. I understand that you make it a task to reach out to customers who've left and try to understand why they're left or are leaving. I think that personal touch is wonderful. Just curious if you share with us any gems, anything that you've learned in terms of why these customers have left or thinking about leaving?

好,太棒了。 那讲得通。 第二个话题,如果我可以在这里,这个更适合你,Eric。 我知道您要完成一项任务,要联系那些离开的客户并尝试了解他们离开或离开的原因。 我认为个人风格很棒。 只是好奇你是否与我们分享任何宝石,你从这些顾客离开或考虑离开的原因中学到了什么?

Eric Yuan

Eric Yuan...

Yes. So, several years ago, I did spend a lot of time talking with those customers who left, but over the past two to three years, I did not spend too much time on that, because a lot of those users will cancel their service are very low and went per users. Actually, they really do not leave the Zoom. It's like they are going to take the family vacation over the summer timeframe and they cancel the service. After the summer, they're going to risk it as well, right. So we did not see any very big large enterprise customers, that's why I spend less and less time on that. So -- and yes, so really do not focus on that anymore.

是。 所以,几年前,我确实花了很多时间与那些离开的客户交谈,但在过去的两到三年里,我没有花太多时间在那上面,因为很多用户都会取消他们的服务。 非常低,每用户去。 实际上,他们真的不会离开Zoom。 这就像他们将在夏天的时间段内度过家庭假期,他们取消了这项服务。 夏天过后,他们也会冒风险,对吧。 因此,我们没有看到任何非常大的大型企业客户,这就是为什么我花费的时间越来越少的原因。 所以 - 是的,所以真的不再关注那个了。

Tom McCallum

汤姆麦卡勒姆...

Hey, Jonathan, did you get the camera we sent you?
Q - Jonathan Kees]
Yes. Wonderful. I hope -- can you see me? Is the camera off?

嘿,乔纳森,你收到了我们发给你的相机吗?

Q - Jonathan Kees]

是。 精彩。 我希望 - 你能看见我吗? 相机关闭了吗?

Tom McCallum

汤姆麦卡勒姆...

No, we can't.

不,我们不能。

Jonathan Kees

Oh, no.

不好了。

Tom McCallum

汤姆麦卡勒姆...

We will help you out in the next one. I will follow up and we will make sure it gets you on there, so …

我们将在下一个帮助您。 我会跟进,我们会确保它让你在那里,所以......

Jonathan Kees

Oh, no. I'm using it right now. I guess, you can hear the mic?

不好了。 我现在正在使用它。 我想,你能听到麦克风吗?

Tom McCallum

汤姆麦卡勒姆...

Yes.

是。

Kelly Steckelberg

Kelly Steckelberg...

Yes.

是。

Jonathan Kees

Okay. Yes, I am using it right now. So sorry about that. I thought it was on camera.

好的。 是的,我现在正在使用它。 对此感到抱歉。 我以为是在镜头前。

Tom McCallum

汤姆麦卡勒姆...

No worries. I just want to make sure you got it. Thank you. Hey, Matt, how many more do we have?

别担心。 我只是想确保你得到它。 谢谢。 嘿,马特,我们还有多少?

会议主持员

We have one more question. Next question and last question is from Ryan Williams from Stephens. Ryan, you are unmuted now.

我们还有一个问题。 下一个问题和最后一个问题来自Stephens的Ryan Williams。 瑞安,你现在已经无声了。

Ryan MacWilliams

Ryan MacWilliams

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Hi, Ryan.

嗨,瑞恩。

Kelly Steckelberg

Kelly Steckelberg...

Hi, Ryan.

嗨,瑞恩。

Ryan MacWilliams

Ryan MacWilliams

So, in a recent interview, Eric, you mentioned that 95% of your engineers are working on voice video. But you noted your focus is always on what customers are asking for. Are there any current capabilities customers are asking for aside from Zoom meeting phone?

所以,在最近的一次采访中,Eric提到95%的工程师正在研究语音视频。 但您注意到您的重点始终是客户所要求的。 除了Zoom会议电话之外,客户还有什么要求吗?

Eric Yuan

Eric Yuan...

I think, first of all, we already have a roadmap, right. At the same time, we wanted to talk with the customers and make sure our roadmap fits well to customer need. Having said that, we’ve so many large enterprise customers, quite often if they tell us a feature or a solution, it's really hard for us to prioritize that. That's why every time we offer product managers, our sales engineers always try to understand what's the pain point from a customer side, quite often they have a same pain point. And because of that, I think you look at our feature set roadmap is not that very complex, right. It's kind of we understand the pain point and want to make sure our solution can fit very well to customer need. Having said that, I think we do not have the challenges to manage the feature request from a large enterprise customers. The roadmap is -- we always share the roadmap with our large enterprise customers, they all buy that.

我想,首先,我们已经有了一个路线图,对吧。 与此同时,我们希望与客户交流,确保我们的路线图能够很好地满足客户需求。 话虽如此,我们有很多大型企业客户,如果他们告诉我们一个功能或解决方案,我们很难确定优先级。 这就是为什么每次我们提供产品经理时,我们的销售工程师总是试图了解客户方面的痛点,往往他们有同样的痛点。 正因为如此,我认为你看看我们的功能集路线图并不是那么复杂,对吧。 我们理解这一痛点,并希望确保我们的解决方案能够很好地满足客户需求。 话虽如此,我认为我们没有挑战来管理大型企业客户的功能请求。 路线图是 - 我们总是与我们的大型企业客户分享路线图,他们都会购买。

Ryan MacWilliams

Ryan MacWilliams

Thanks. And one last question on acquisitions. Last quarter, you mentioned that you're keeping your options open. But to this point, do you currently believe you’ve the infrastructure in place to handle a large acquisition?

谢谢。 关于收购的最后一个问题。 上个季度,您提到您保持开放的选择。 但到目前为止,您目前是否相信自己拥有处理大型收购的基础设施?

Eric Yuan

Eric Yuan...

I think, well, in terms of acquisition, I think, we are working very hard on day-to-day execution and huge opportunity ahead of us. And we do not see any great opportunity, right. If you know of any opportunity, please let us know. Otherwise, we are just laser focused on our execution to make sure our customer happy.

我认为,在收购方面,我认为,我们正在努力处理日常执行和我们面前的巨大机遇。 我们没有看到任何好机会,对吧。 如果您知道任何机会,请告诉我们。 否则,我们只是激光专注于我们的执行,以确保我们的客户满意。

Tom McCallum

汤姆麦卡勒姆...

20 investment bankers are now calling you, Eric.

埃里克,现在有20位投资银行家打电话给你。

Kelly Steckelberg

Kelly Steckelberg...

Yes.

是。

Eric Yuan

Eric Yuan...

I do not have money. Money from Kelly's side.

我没有钱。 来自凯利一方的钱。

Ryan MacWilliams

Ryan MacWilliams

Thanks, guys.

多谢你们。

Eric Yuan

Eric Yuan...

Thank you.

谢谢。

Kelly Steckelberg

Kelly Steckelberg...

Thank you.

谢谢。

Tom McCallum

汤姆麦卡勒姆...

Congratulations on new position too. So Eric, do you have any closing remarks?

祝贺新职位。 所以埃里克,你有任何结束语吗?

Eric Yuan

Eric Yuan...

So, I think, Ittai also in the call, right?

所以,我想,Ittai也在电话中,对吧?

Tom McCallum

汤姆麦卡勒姆...

Oh, yes. Matt, does Ittai still with us?

哦,是的。 马特,Ittai还和我们在一起吗?

会议主持员

Let's see if we can get him back. We tried him earlier. So Ittai, you are unmuted again.

让我们看看我们是否可以让他回来。 我们早点试过他。 所以Ittai,你再次取消静音。

Eric Yuan

Eric Yuan...

Ittai, are you on the call?

Ittai,你在接听电话吗?

Kelly Steckelberg

Kelly Steckelberg...

Who is joining in his place?

谁加入了他的位置?

会议主持员

He did have somebody joined earlier and we did confirmed with him earlier they were on the phone. I'm not sure if they're listening at the moment.

他确实早些时候加入了某人,我们早些时候确认过他们正在打电话。 我不确定他们现在是否在听。

Eric Yuan

Eric Yuan...

Okay.

好的。

Kelly Steckelberg

Kelly Steckelberg...

Okay. Thanks, Matt.

好的。 谢谢,马特。

Tom McCallum

汤姆麦卡勒姆...

Thank you Matt.

谢谢马特。

Eric Yuan

Eric Yuan...

Yes. Thank you all for joining us and we look forward to seeing many of you at Zoomtopia. Thank you.

是。 感谢大家加入我们,我们期待在Zoomtopia看到你们中的许多人。 谢谢。

Tom McCallum

汤姆麦卡勒姆...

Thank you.

谢谢。

Kelly Steckelberg

Kelly Steckelberg...

Bye, everybody.

大家再见。

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