Datadog 2022 Q4 Earnings Call
发布时间 2023-05-01 23:24:20 来源
Today, and thank you for standing by, welcome to the fourth quarter data dog earnings conference call. At this time, I'll participate in a listen only mode. After the speakers presentation, there'll be a question and answer session. To ask a question during this session, you'll need to press star 11 on your telephone.
大家好，感谢您参加第四季度DataDog收益电话会议，并且一直陪伴着我们。在这段时间内，我们将以听模式参与。演讲者发表讲话后，将会有一个问答环节。如果您想在此环节中提问，请按下您电话上的星号键11。
You will then hear an automated message advising you, your hand is raised. To withdraw your question, please press star 11 again. Please be advised that today's conference is being recorded. I would now like to hand the conference over to your speaker today. You could bother us by the presence of the special relations. Please go ahead.
您会听到一条自动通知，提醒您已经举手发问。若要撤回您的问题，请再次按星号11。请注意，今天的会议正在录音。现在，我想把会议交给今天的演讲者。您的特别关系的到来可能会给我们带来麻烦，请讲吧。
简单表述：您会听到一条自动通知，提醒您已经举手发问。若要撤回问题，请再次按星号11。今天的会议正在录音。现在请演讲者发言。请开始您的发言，您的特别关系可能会给我们带来麻烦。
Thank you Catherine. Good morning and thank you for joining us to review data dogs fourth quarter in fiscal year 2022 financial results, which we announced in our press release issued this morning. Joining me on the call today are Olivier Plumel, data dogs co-founder and CEO and David Oaksler, data dogs CFO. During this call, we will make forward-looking statements, including statements related to our future financial performance, our outlook for the first quarter and fiscal year 2023 and related notes and assumptions, our gross margins and operating margins, our strategy, our product capabilities, and our ability to capitalize on market opportunities.
谢谢Catherine。早上好，感谢你参加我们的会议，一起回顾DataDog在2022财年第四季度的财务业绩，这些业绩我们今天发布了新闻稿进行公布。今天在电话会议上，我和Olivier Plumel，DataDog的共同创始人兼CEO以及David Oaksler，DataDog的CFO将参与讨论。在本次电话会议中，我们将作出前瞻性陈述，包括与未来财务表现有关的陈述，我们对2023财年第一季度和整个财年的展望以及相关的注释和假设，我们的毛利和营业利润，我们的战略，我们的产品能力以及我们利用市场机会的能力。
The words anticipate, believe continue, estimate, expect, intent, will, and similar expressions are intended to identify forward-looking statements or similar indications of future expectations. These statements reflect our views only as of today and our subject to a variety of risks and uncertainties that could cause actual results to defer materially. For a discussion of the material risks and other important factors that could affect our actual results, please refer to our form 10 to you for the quarter ended September 30, 2022.
“预期、相信、继续、估计、期望、意图、将要”和其他类似表达意思的词语，都是为了表明预测未来的陈述或类似的未来期望的迹象。这些陈述仅反映我们今天的观点，且面临各种可能导致实际结果存在重大差异的风险和不确定性。为了讨论可能影响我们实际结果的主要风险和其他重要因素，请参考我们截至2022年9月30日的第10表单。
Additional information will be made available in our upcoming form 10K for the fiscal year ended December 31, 2022, and other filings with the SEC. This information is also available on the Invest Relations section of our website along with a replay of this call. We will also discuss non-gap financial measures which are reconciled to their most directly comfortable gap financial measures in the tables in our earnings release, which is available at investors.dg.gq.com. With that, I'd like to turn the call over to the VA.
更多信息将在我们即将发布的截至2022年12月31日财年的10-K表格以及与SEC的其他文件中提供。这些信息也在我们网站的投资关系部分提供，包括本次通话的回放。我们还将讨论非平衡财务指标，其与表格中最直接相关的平衡财务指标相结合，在我们的财务报告发布表格中可得到。该表格在investors.dg.gq.com上提供。有了这些，现在我想把通话转给VA。
Thanks, Yucca. And thank you all for joining us this morning. We had a solid queue for to end a strong fiscal year 2022. We did a very significant new innovations for our customers. We saw increasing adoption of our product, and we attracted thousands of new customers to our platform. Meanwhile, we delivered stronger venue growth, margins, non-gap operating profit, and we generated more than $350 million in free cash flow.
谢谢，Yucca。感谢大家今早的参加。我们在本财年2022年末有一个坚实的队列。我们为客户做出了非常重要的新创新。我们看到了我们的产品日益被采用，并吸引了数千名新客户加入我们的平台。同时，我们实现了更强的场馆增长、利润率、非通用会计准则营运利润，并产生了超过3.5亿美元的自由现金流。
Let me start with a review of our Q4 financial performance. In Q4, revenue was $469 million, and increased of 44% year over year, 8% quarter over quarter, and above the high end of our guidance range. We had about 23,200 customers, up from about 18,800 last year. We ended the quarter with about 2780 customers with ARR of $100,000 or more, up from about 2010 last year. These customers generated about 85% of our ARR. And we had 317 customers with ARR of $1 million or more, compared to the 216 we had at the end of last year. We generated free cash flow of $96 million with a free cash flow margin of 21%. And our dollar-based net retention rate continued to be over 130% as customers increased their usage and adopted more products.
让我先回顾一下我们在Q4的财务表现。我们的营收为4.69亿美元，同比增长了44％，环比增长了8％，超过了我们的指导范围的高端。我们拥有大约23,200名客户，比去年增加了约4,000人。本季度我们的ARR（年收入再生）超过10万美元的客户数量约为2,780人，比去年增加了约770人。这些客户产生了我们85％的ARR。我们还有317个ARR为1百万美元或更多的客户，而去年末仅有216个。我们的自由现金流为9600万美元，自由现金流利润率为21％。随着客户增加使用量和采用更多产品，我们的按美元计算的净留存率仍然超过130％。
Our platform strategy continues to resonate in the market. As of the end of Q4, 81% of customers were using two or more products, up from 78% a year ago. 42% of customers were using four or more products, up from 33% a year ago, and 18% of our customers were using six or more products, up from 10% last year.
我们的平台战略在市场上取得了持续的共鸣。截至Q4结束时，81％的客户使用了两个或以上的产品，相比一年前的78％有所增加。42％的客户使用了四个或更多的产品，相比一年前的33％有所增加，18％的客户使用了六个或更多的产品，相比去年的10％有所增加。
Now, moving on to these quarters business drivers. Overall, we observed slower usage growth with these existing customers while continuing to scale on new logo acquisition and new product across sales. Starting with usage, usage growth of existing customers in Q4 was overall slightly lower than what we observed in Q2 and Q3, which we attribute first to a continuation of cut-cost optimization by our larger spending customers. And second, to seasonal annual slowdown in the second half of December that was more pronounced in previous years. As in Q2 and Q3, we continued to see more optimization from customers with a larger cloud footprint while our smaller spending customers are exhibiting higher growth.
现在让我们转向这些季度业务驱动因素。总体而言，我们观察到现有客户使用增长放缓，同时继续扩大销售渠道，使新徽标获得更多产品。从使用情况开始，Q4现有客户的使用增长总体上略低于我们在Q2和Q3所观察到的，这是因为我们的大客户继续进行成本优化，和第二个原因是12月下旬在前几年更为显著的季节性年度放缓。与Q2和Q3一样，我们继续看到拥有更大云占比的客户进行更多的优化，而我们的小客户则表现出更高的增长。
From a product perspective, we didn't see meaningful differences in a more major product as they all experienced flooded growth, albeit decelerating on the year-over-year basis. In contrast to this declaration usage course of existing customers, we continued to execute on new logo lands and multi-product adoption. And we also continued to see stable, very strong growth retention trends.
从产品角度来看，我们并没有看到一些主要产品之间有实质性的差异，因为它们都经历了洪水般的增长，尽管同比有所减缓。相比现有客户使用的声明类路径，我们继续执行新的标志登陆和多产品采用。我们也继续看到稳定、非常强劲的增长保留趋势。
First, we had our strongest new logo quarter to date with a record level of new logo AR bookings. Second, our sales pipeline remained healthy as a pattern of new logo and cross-sales is scaling above the levels of the past years and we see demand growing along with our investments in go-to-market. I'd also like to point out that although we have made steady progress, we still see significant opportunities to grow open iteration and total spend amounts with larger customers. As of January 2023, 37% of the Fortune 500 are data-dog customers up from 30% last year. For these customers, the median data-dog AR is in the hundreds of thousands of dollars this leads a very large opportunity for us to go with these customers as they continue to move towards a cloud and modern day-lapse.
首先，在这个季度，我们取得了我们迄今最强的新徽标，新标志预订达到了创纪录的水平。其次，我们的销售管道保持健康，新徽标和交叉销售的模式正在超越过去几年的水平，并且随着我们在市场推广方面的投资而需求增长。我还想指出，尽管我们取得了稳定的进展，但我们仍然看到与大客户增长有关的机会，包括开放的迭代和总支出金额。截至2023年1月，财富500强企业中37%是DataDog客户，比去年的30%有所增加。对于这些客户，中位数DataDog AR达到数十万美元，这为我们与这些客户的合作提供了非常大的机会，因为他们继续向云和现代化方向发展。
We are also pleased with the initial tech up of some of our newest products, including cloud cost management, for which we already added the mid-60s to commitment last month from a global fast-food chain. And finally, Churn has remained low with closer-venue retention steady in the mid to high-90s. We believe this higher-attention number is indicative of the business-criticality of data-dog for our customers.
我们也对我们一些最新产品的初始技术升级感到满意，其中包括云成本管理。我们上个月已经从一家全球快餐连锁店获得了中60%的承诺。最后，客户流失率保持在低水平，靠近场馆保留率在中到高90%之间稳定。我们认为这更高的关注度数字表明数据狗对我们的客户具有业务重要性。
Now, let's move on to R&D. During the quarter, we released our latest product to general availability, universal service monitoring, which detects all micro-services across an organization's environment and provides instant visibility into their health and dependencies, all without any code changes. Universal service monitoring, which is existing in fast-food monitoring and application performance monitoring capabilities, and enables end-to-end observability with minimal deployment friction.
现在，让我们来谈谈研发方面的事情。在这个季度中，我们发布了我们最新的产品——通用服务监控，它可以检测到组织环境中的所有微服务，并提供即时可见性，了解它们的健康和依赖关系，而无需进行任何代码更改。通用服务监控已经存在于快餐监控和应用性能监控功能中，可以实现最小化部署摩擦的端到端可观察能力。
Now, let's take a moment to review the R&D team's accomplishments in 2022. We ended the year with 17 generally available products, up from 13 at the end of 2021, and we greatly expanded the capabilities of our existing products. Overall, in 2022, we have meaningfully broadened our observability capabilities and pushed forward in making each product a separate grid. Meanwhile, we have made meaningful progress, but remain in early days in the new areas of Cloud Security and developer experience.
现在，让我们花些时间回顾一下研发团队在2022年所取得的成就。我们在一年结束时拥有了17种通用产品，比2021年末的13种产品增加了许多，并且我们大大扩展了现有产品的功能。总体而言，在2022年，我们显著增强了我们的可观察性能力，并推动每个产品成为一个独立的网格。与此同时，我们在云安全和开发者体验等新领域取得了有意义的进展，但仍处于早期阶段。
In observability, we continue to expand or end-to-end unified platform. We now have more than 600 integrations, including all the latest products on AWS, GCP, and Azure. We launch new AI capabilities, such as Word.logs and limited detection, to have customers separate signal from nodes in their log data, and Word.logs and analysis, to identify the root cause of issues, and quantify their impact on customers. We launch CloudCoff management, to have customers take control of their infrastructure costs. We announced service catalog, two managed service ownership at scale. We made observability pipelines generally available, enabling customers to collect and transform data from any source to any destination, or that's petabyte scale. We launch audit 12 to help customers achieve their compliance and governance goals. We extended sensitive data scanner, beyond logs, to inspect APM and RAM data flows, and we now collect data from SNMP traps, to provide greater visibility into physical network equipment.
在可观察性领域，我们不断扩展或整合端到端统一平台。我们现在拥有超过600个集成，包括AWS、GCP和Azure上的所有最新产品。我们推出了新的AI能力，如Word.logs和有限检测，让客户能够从日志数据中分离出信号和节点，并进行Word.logs和分析以识别问题的根本原因，并量化其对客户的影响。我们推出了CloudCoff管理，让客户控制他们的基础设施成本。我们宣布了服务目录，以便在规模上管理两种托管服务。我们推出了可观察性管道，使客户能够从任何来源收集和转换数据到任何目的地，或实现PB级的规模。我们推出了审核12，以帮助客户实现他们的合规和治理目标。我们扩展了敏感数据扫描器，不仅仅是日志，还可以检查APM和RAM数据流，并从SNMP陷阱中收集数据，以提供更大的物理网络设备可见性。
In Cloud Security, we get building out of platform. We launch the Cloud Security Management, or reach context-aware CNAP platform. We launch application security management, building on our acquisition of SCREEN in 2021, and we announce the data of native protection, to block malicious actors directly within the data platform.
在云安全领域，我们采用构建平台的方式。我们推出了云安全管理或实现基于上下文的CNAP平台。我们还推出了应用安全管理，基于我们于2021年收购的SCREEN。最重要的是，我们宣布实现本地保护的数据，以直接在数据平台内阻止恶意行为者。
In developer experience, we are expanding on our CI visibility product. We introduce continuous testing to bring efficient and reliable testing within CI-CD pipelines, and we launch a data of intelligence test runners, which significantly reduces the time and cost of running tests. And last but not least, we deliver the number of platform-wide initiatives.
在开发人员体验方面，我们正在扩展我们的CI可视化产品。我们引入了持续测试，以在CI-CD管道内带来高效可靠的测试，我们推出了一批智能测试运行器数据，大大降低运行测试的时间和成本。最后但也很重要，我们还推出了一系列面向整个平台的倡议。
We achieve the FedRAMP moderate authorization, and have since landed a number of government agencies as customers. Our customers today can also use COSREEN for collaboration, incident response, per programming, and debugging, less than a year after the acquisition. And we continue to expand on the HIPAA and PCI compliance of our product.
我们获得了FedRAMP中度授权，并已经获得了许多政府机构的客户。自收购以来，我们的客户今天也可以使用COSREEN进行协作、事件响应、编程和调试，不到一年的时间。我们也在继续扩展我们产品的HIPAA和PCI合规性。
As you can tell, we've been busy, and I want to thank the R&D team for a very productive year. Looking ahead to 2023, our teams are continuing to push forward, as beta products from 2022 include data streams monitoring, workflow automation, even correlation, hit maps, dynamic instrumentation, workload security profiling, resource catalog, and native protection, among others. We also continue to integrate our 2022 acquisitions, COSREEN HD-C-CREEN Cloud Graphed into the data of platform, and we are excited for their potential. In summary, we look forward to delivering many more capabilities to help our customers in 2023.
你们可以看出来，我们一直很忙，我想感谢研发团队为我们带来这个富有成效的一年。展望2023年，我们的团队还在持续努力，包括2022年的测试产品，如数据流监控、工作流自动化、相关性、命中地图、动态仪表、工作量安全分析、资源目录和本地保护等等。我们还在将2022年的收购公司，COSREEN HD-C-CREEN云图形集成到我们的平台数据中去，对此我们感到很兴奋。总之，我们期待在2023年为客户提供更多的能力。
Now, let's move on to sales and marketing. Our go-to-market teams continue to execute very well into the end of 2022, in particular on new logo-lens. So let's go over a few of our wins this quarter. First, we sign a seven-seguer land with a Fortune 500 industrial group. This company was using multiple open source and built-in cloud monitoring tools, which led to relief delays and consumer-facing outages.
现在，让我们转向销售和营销。我们的市场团队在2022年底前继续表现出色，尤其是在新客户领域。因此，让我们来看一下本季度的一些成功案例。首先，我们与一家财富500强工业集团签署了一项7位数的合同。该公司使用多个开源和内置云监控工具，导致救援延误和面向消费者的故障。
In addition to our metric, traces, and logs, this company will rely on our ability to integrate open telemetry data sources to deliver immediate value. This customer's initial deal includes 13 products across observability, security, and developer experience categories. Next, we sign a seven-seguer land with a Fortune 500 financial services company. This customer is moving hundreds of applications from on-prem to the cloud, and multiple legacy tools were creating gas and feasibility and post PCI compliance problems.
除了我们现有的度量、追踪和日志，这家公司还将依靠我们整合开放遥测数据源的能力来提供即时价值。这位客户的初始交易涵盖了可观察性、安全和开发体验等领域的13种产品。接下来，我们与一家财富500强金融服务公司签署了一个七段协议。这位客户正将数百个应用程序从本地转移到云端，多个旧工具会造成难以维护和 PCI 合规后问题。
This customer today is looking at savings of roughly $1 million in the first year of using DataDog, an emitting full reduction in meantime to resolution. This deal will start within faster monitoring and replace three different disc-pred tools with plans to expand to other DataDog products in the future. Next, we sign a seven-seguer land deal with a major federal government agency. This agency was looking to reduce tools' role and aimed at a rapid rollout to hundreds of different programs, while setting money on engineering and issue resolution.
今天的这位客户使用DataDog后，预计第一年可节省约100万美元，并大幅缩短问题解决的平均时间。这笔交易将加速监控并替换三种不同的磁盘预测工具，未来还计划扩展到其他DataDog产品。接下来，我们与一家重要的联邦政府机构签订了一份为期7年的合同。该机构希望减少工具的作用，并计划快速将数百个不同的项目实施，同时将资金用于工程和问题解决。
This agency is among a number of new government customers in 2022, following our federal moderate authorization. This deal is expected to display at least eight commercial legacy monitoring tools. Next, we sign a seven-seguer land deal with a leading Japanese system integrator. This company has been a very successful hardware system integrator, and is looking to grow its digital and cloud transformation business. This customer plans to add up 15 DataDog products in order to support its MbShoes growth plans. And last but not least, we sign a multi-million dollar expansion with one of the world leading insurance companies.
这家机构是2022年的新政府客户之一，这是我们联邦温和授权后的成果。这份合约预计至少将展示8个商业遗留监测工具。接下来，我们与一家领先的日本系统集成商签署了一个7个段落的土地交易合约。这家公司在硬件系统集成方面非常成功，并希望扩大其数字化和云转型业务。该客户计划添加15种DataDog产品，以支持其MbShoes增长计划。最后但并非最不重要的，我们签署了一份价值数百万美元的扩展合约，与世界领先的保险公司之一合作。
Prior to using DataDog, this company was using more than 30 tools across nine business units. By consulting it onto DataDog, the customer estimates it had changed roughly 115% ROI all within a year, while reducing average meantime to resolution from one and a half hours to 15 minutes. With this renewal, this company is adding database monitoring, cloud security management, and application security management, and is now using 12 DataDog products. That is for this quarter's customer highlights.
在使用DataDog之前，这家公司在九个业务单元中使用了超过30种工具。通过向DataDog咨询，客户估计在一年内大约改变了115%的投资回报率，同时将平均解决时间从一个半小时减少到了15分钟。随着这次续约，该公司正在增加数据库监控、云安全管理和应用程序安全管理，现在使用了12个DataDog产品。这是本季度客户的亮点。
And again, I'd like to thank all go-to-market teams for their great execution Q4 and throughout 2022. Now, let me speak to our longer-term outlook and my thoughts on 2023. Although we are seeing customers be more cautious with their cloud user expansion in the near term, we see no change to the long-term trends towards digital transformation and cloud migration. We think it's healthy for customers to optimize, and we believe that the ability to correct course and continually align the nature and scale of their applications with their business needs is one of the key benefits of cloud transformation.
再次感谢所有市场团队在2022年第四季度和整个2022年的出色执行。现在，让我谈谈我们的长期前景以及我对2023年的看法。虽然我们看到客户在近期对他们的云用户扩展变得更加谨慎，但我们并没有看到数字转型和云迁移的长期趋势发生改变。我们认为对客户进行优化是有益的，我们相信能够纠正方向并不断与他们的业务需求相一致，这是云转型的关键优势之一。
At DataDog, we have always organized our products and of business around helping customers gain agility and reduce costs. And we do it by enabling stronger business performance and efficient use of their engineering and infrastructure spend. Regardless of near-term mature pressure, we believe it is still early days, and we expect that companies worldwide will continue to grow than next year 90 footprint to deliver value to their customers. Given the large opportunities we've seen in front of us, we plan to keep building and innovating.
在DataDog，我们一直致力于帮助客户提高敏捷性和降低成本。我们的产品和业务都围绕着如何实现更强的业务绩效和高效地利用工程和基础设施支出来展开。尽管当前可能面临成熟压力，我们仍认为现在是早期阶段，并且预计全球公司将继续扩大规模，为客户提供更多价值。考虑到我们所看到的巨大机遇，我们计划继续构建和创新。
We have already made progress in observability, but we still have much to do to deliver more value and solve more problems for our customers. And we are excited about opportunities in cloud security, developer experience, as well as our early efforts in our areas around ITSM and World Time Business Intelligence. As we have since we founded DataDog, we are also balancing long-term investment against maintaining the discipline to ensure our continual financial performance. We recognize that the macro environment remains uncertain.
我们在可观性方面已经取得了进展，但我们仍然需要在为我们的客户提供更多价值和解决更多问题方面付出更多努力。我们对云安全、开发者体验以及我们在ITSM和世界时间业务智能领域的早期努力非常兴奋。自我们创立DataDog以来，我们一直在平衡长期投资和保持纪律，以确保持续的财务表现。我们认识到宏观环境仍然不确定。
So while we continue to focus on scaling and investing, we are growing those investments in a discipline fashion in 2023, and David will discuss this in more detail. We remain confident in our long-term opportunities, and we are continuing to invest in austerity priorities to catch up them. With that, I will turn the call over to our CFO for a review of our financial performance and guidance.
因此，虽然我们继续专注于扩张和投资，但我们将会在2023年以谨慎的方式增加这些投资。David会细讲此事。我们依然对我们的长期机遇充满信心，因此我们将继续投资于重要的领域以缩短差距。现在我将把话托付给我们的首席财务官，让他回顾我们的财务表现并提供指导。
David? Thanks, Olivier. In Q4, we continue to execute well and delivered value to our customers. Revenue was $469 million up 44% year-over-year, and up 8% quarter-over-quarter. To dive into some of the drivers of our Q4 performance, first, we saw existing customer usage growth in October and November at a similar level to what we saw in Q2 and Q3. In the month of December, we saw a slower growth dynamic. As the typical slowdown we see at the end of December was more pronounced than in previous years. As a result, the growth rate in usage by existing customers was lower in Q4 than in Q2 and Q3. Next, similar to Q2 and Q3, we saw larger spending customers grow slower than smaller spending customers. As with Q2 and Q3, we saw relatively more deceleration in the consumer discretionary vertical particularly in e-commerce and food delivery. Geographically, we saw solid and relatively similar growth across all regions.
在Q4季度中，我们继续执行良好，为我们的客户创造了价值。营收为4.69亿美元，同比增长44%，环比增长8%。接下来，我们将深入挖掘Q4业绩的一些驱动因素。首先，在10月和11月，我们看到现有客户使用量的增长与Q2和Q3中类似的水平。在12月份，我们看到增长速度放缓的趋势。这是由于12月底我们通常看到的放缓情况比以往更为明显。因此，现有客户的使用增长率在Q4中低于Q2和Q3。其次，与Q2和Q3相似，我们看到较大的支出客户增长速度相对较慢。与Q2和Q3一样，我们看到了相对更多的消费者福利垂直领域，特别是电子商务和食品配送领域的减速趋势。从地域上看，我们看到所有地区都实现了良好的且相似的增长。
As Olivier discussed, we experienced strong new logo ARR growth and low-chirn again in this quarter. We had a record level of new logo bookings in the quarter across customer sizes. Our dollar net based net retention remained a strong level above 130% for the 22nd consecutive quarter. And gross revenue retention has remained unchanged over the last several quarters and remained steady in the mid to high 90s. We believe this high and steady gross retention points to the mission critical nature of the data.com platform for our customers.
正如Olivier所讨论的那样，我们在本季度再次经历了强劲的新标识ARR增长和低离职率。无论客户大小，我们的新标识预订量都创下了记录。我们的美元净基础净留存率在连续22个季度保持强劲水平超过130％。近几个季度，我们的总收入留存率保持不变，稳定在90％至95％。我们认为这种高而稳定的总留存率表明了data.com平台对我们的客户来说具有使命关键性的性质。
Now moving on to our financial results. Billings in the quarter were $536 million, up 31% year-over-year. Billings duration was slightly lower year-over-year. Remaining performance obligations or RPO was $1.06 billion, up 30% year-over-year. An RPO duration declined on a year-over-year basis. And we note that current RPO growth was in the high 30s year-over-year. We continue to believe revenue is a better indication of our business trends than Billings and RPO as those can fluctuate relative to revenue based on the timing of invoicing and the duration of customer contracts.
现在我们来看看财务结果。本季度的计费金额为5.36亿美元，同比增长31％。计费期间相对去年有所降低。剩余履约义务或RPO为10.6亿美元，同比增长30％。RPO期限相对去年有所下降。我们注意到，当前RPO的年增长率高达30％以上。我们认为营收是我们业务趋势的更好指标，而计费金额和RPO可能会因发票定时和客户合同期限而波动。
Now let's review some of the key income statement results. Unless otherwise noted, all metrics are non-gap. We have provided a reconciliation of gap to non-gap financials in our earnings release. Gross profit in the quarter was $378 million, representing a gross margin of 81%. This compares to a gross margin of 80% last quarter and also 80% in the year-go quarter. We continue to experience efficiencies in cloud costs reflected in our cost of goods sold in this quarter. In the mid to long term, we continue to expect gross margin to be in the high 70s range. Our Q4 non-gap up-ex grew 54% year-over-year and we continue to grow our headcount in R&D and go to market.
现在让我们回顾一些关键的收入报表结果。除非另有说明，所有指标均为非通用会计准则（non-gap）。我们在财报发布中提供了通用会计准则（gap）和非通用会计准则的对照表。本季度销售毛利额为3.78亿美元，毛利率为81%。与上一季度的毛利率相比，提高了1个百分点，去年同期的毛利率也为80%。在本季度，我们仍在云成本上经验效益，反映在销售成本上。在中长期内，我们仍然期望毛利率保持在70%以上的高水平。我们的Q4非通用会计准则的营销支出同比增长了54％，我们继续扩大我们的研发与市场团队成员。
Q4 operating income was $83 million or an 18% operating margin compared to an operating income of 71 million or a 22% operating margin in the year-go quarter. As a reminder, the year-go operating margin benefited from lack of in-person office, travel and event costs due to our COVID policies during the pandemic. Turning to the balance sheet and cash flow statements, we ended the quarter with $1.9 billion in cash, cash equivalents, restricted cash and marketable securities. Cash flow from operations was $114 million in the quarter and after taking into consideration capital expenditures and capitalized software, free cash flow was $96 million for a free cash flow margin of 21%.
第4季度营业收入为8300万美元，营业利润率为18%。与去年同期相比，去年的营业收入为7100万美元，营业利润率为22%。需要提醒的是，去年的营业利润率受益于我们在疫情期间实施的COVID政策，减少了面对面办公、旅行和活动费用的影响。在资产负债表和现金流量表方面，我们以19亿美元的现金、现金等价物、限制性现金和可销售证券结束了季度。季度内的经营现金流为1.14亿美元，在考虑资本支出和资本化软件后，自由现金流为9600万美元，自由现金流率为21%。
Now for our outlook for the first quarter and the fiscal year 2023. Informing our guidance, we continue to use conservative assumptions as to the organic growth of our customers compared to historical periods. And as usual, we are basing our near-term guidance on recent activity we see with our customers. We are incorporating an expectation for seasonally weaker growth in the first quarter due to the subdued growth in the month of December that creates a lower growth trajectory to start the first quarter. While our customers are continuing to expand with us, we are assuming in our guidance that cloud optimization continues to affect our expansion rate in 2023.
现在，来谈一下我们对2023财年第一季度和整个财年的展望。在制定我们的指导方针时，我们基于客户有机增长与历史时期的比较，一如既往地采用保守假设。同时，我们根据我们与客户的最近活动来制定短期指引。我们预计第一季度由于12月份增长疲软而出现季节性较弱的增长，从而导致财年第一季度的增长轨迹较低。虽然我们的客户与我们的扩张持续增长，但我们在指导方针中仍然假定云优化会在2023年继续影响我们的扩张率。
For the first quarter, we expect revenue to be in the range of $466 to $470 million, which represents a 28 to 29% year-over-year growth. Non-GAP operating income is expected to be in the range of $68 to $72 million or an operating margin of 15%. Non-GAP net income per share is expected to be in the range of 22 to 24 cents per share based on approximately 348 million weighted average to looted shares outstanding.
我们预计第一季度的收入将在4.66亿至4.7亿美元的范围内，同比增长28%至29%。预计非GAAP运营收入将在6,800万至7,200万美元的范围内，运营利润率为15%。根据约3.48亿加重平均未流通股份，预计每股非GAAP净收入将在22至24美分之间。
For the full fiscal year 2023, we expect revenue to be in the range of $2.07 to $2.09 billion, which represents a 24 to 25% year-over-year growth. Non-GAP operating income is expected to be in the range of $300 to $320 million for a margin of 15% at the midpoint. Non-GAP net income per share is expected to be in the range of $1.02 to $1.09 per share based on approximately 351 million weighted average to looted shares outstanding.
我们预计在2023财年全年，收入将在20.7亿美元到20.9亿美元的范围内，这相当于年同比增长24%至25%。预计非GAAP运营收入将在3亿到3.2亿美元的范围内，中点处的利润率为15%。预计每股非GAAP净收益将在1.02美元到1.09美元范围内，基于约3.51亿加权平均流通股数量。
Now some additional notes on the guidance. First, regarding our fiscal year 2023 investments, we continue to balance near-term financial strength with investment in our large long-term opportunities. Our non-GAP operating income guidance reflects this discipline. We will continue to grow our R&D and go to market teams as we broaden our platform in service of our customer needs, albeit at a slower pace than in previous years. As a result, we are planning to grow our operating expenses, including COGS, in the fiscal year 2023, in the low 30% range year-over-year. We plan to grow our headcount in fiscal year 2023 in the mid-20% range year-over-year. This compares to fiscal 2022 headcount growth of approximately 50% year-over-year.
现在关于指导方针还有一些额外的注释。首先，关于我们2023财年的投资，我们将继续平衡近期财务实力与对我们的大型长期机遇的投资。我们的非GAP经营收入指导反映了这种纪律。我们将继续增长我们的研发和市场团队，以满足客户需求，尽管速度比以前慢。因此，我们计划在2023财年将运营费用（包括COGS）在低30%的年同比增长率。我们计划在2023财年将员工人数年同比增长在中20%的范围内。这与2022财年人员增长约为50%的年同比增长相比较。
Next, as interest rates have risen, our interest income has increased and become more meaningful. We expect net interest and other income for the fiscal year 2023 to be approximately $75 million. We expect tax expense in fiscal year 2023 to be $11 to $13 million. Finally, we expect capital expenditures and capitalized software together to be in the range of 4 to 5% of revenues in fiscal year 2023.
接下来，随着利率的上升，我们的利息收入也增加了，变得更具有意义。我们预计，在2023财年，净利息和其他收入约为7500万美元。我们预计在2023财年的税款支出为1100万至1300万美元。最后，我们预计2023财年的资本支出和资本化软件将占到收入的4%-5%的范围。
To reiterate Olivier's comments, we see no change to our long-term opportunities as our customers embark and expand on their cloud migration and digital transformation plans. We remain strongly positioned to help our existing and prospective customers with these journeys. I want to thank Data Dogs Worldwide for their efforts in 2022, and I'm excited about our plans for the next year.
再次重申奥利维尔的评论，我们认为随着我们的客户开始和扩展他们的云迁移和数字化转型计划，我们的长期机会没有改变。我们仍然有强有力的立足点，可以帮助我们现有和潜在的客户完成这些旅程。我想感谢Data Dogs Worldwide在2022年的努力，并对我们未来一年的计划感到兴奋。
With that, we will open the call for questions, Operator. Let's begin the Q&A. Thank you. As a reminder to ask a question, you'll need to press star 11 on your telephone and wait for your name to be announced. To withdraw your question, press star 11 again. Please stand by while we compile the Q&A roster.
运营人员，请开放提问环节。现在开始问答环节。感谢大家。提问时请按下您电话的星号键11并等待您的名字被宣布。如果您要撤回问题，请再次按下星号键11。在我们编制完问答名单之前，请耐心等待。
Our first question comes from Mark Murphy with JP Morgan. Your line is open. Thank you very much. Olivier, I was wondering if you can comment on the AWS infrastructure monitoring portion of the business specifically. Do you see that trending above or below the 25% rate of the total businesses year? I'm wondering if you perhaps see some of the other hyperscanners, Azure, Google, etc., gaining any share of that mix during this year is an advocate follow-up.
我们的第一个问题来自JP摩根的Mark Murphy。你的线路已经打开。非常感谢。Olivier，我想知道你是否能对AWS基础设施监控业务的部分发表评论。您是否认为该业务的增长率会超过或低于整体业务的25％？我想知道在今年是否会看到其他超级扫描仪，如Azure，Google等，获得任何一部分混合的份额的情况，这是一个关注回访的主张。
Yes, so, look, we obviously we see we get data from our customers using those cloud providers. We also listen to the commentary that cloud providers provide on the Internet of their own growth. There's not a one-to-one mapping between what happens on the revenue side for the cloud providers and what we see on the infrastructure side on our end. But we are seeing some of the same trend, you know, where their growth slowed down through a Q4. And we've been listening to their comments when they get guidance forward that what might look like in the near future, which also informed our guidance. In terms of the mixed shift, you know, we don't see anything that differs from the trends we saw throughout the last year. I think the story there is they also seeing optimization from some of their customers that needs a larger customer. And on our end, we expect that optimization to continue throughout the year. That's what we built into on guidance.
嗯，我们明显从云服务提供商那里获得客户数据。我们还听取了云服务提供商关于自身增长的评论。云服务提供商的收入和我们在基础设施方面看到的情况之间并没有一对一的映射关系，但我们看到了一些相似的趋势，比如Q4他们的增长放缓了。当他们发布了前瞻性指导时，我们也在倾听他们的评论，以了解近期可能会发生什么，这也影响了我们的指导。关于混合转型，我们没有看到与去年看到的趋势不同的任何东西。我认为，他们也看到了一些大客户的优化需求，我们预计这种优化将在今年持续下去，这是我们在指导中考虑到的。
Okay, understood. And then David, I believe you mentioned record new logo ARR bookings in the quarter. We're great to hear. I think we're wondering, you know, what you attribute that to just given the environment is so challenging and it you there was mentioned of several of these companies landing with eight or 10 or 15 data docs products and replacing legacy tools or replacing open source. Do you see an increase in those kinds of consolidation opportunities and maybe just a broadening where this landscape is viewing data dog as the converged observability leader and wanting to consolidate into that direction.
好的，我明白了。然后David，我相信你提到了该季度记录了新的logo ARR预订。这听起来很不错。我想我们想知道，考虑到环境非常具有挑战性，你认为这归因于什么？提到了一些公司与8、10或15个数据文档产品并入，替换传统工具或替换开源工具。您是否看到这些整合机会的增加以及对数据狗作为融合可观察性领袖的认可，并希望向该方向整合的扩大趋势？
Yeah, and Q4 and I think going forward, we continue to see greenfield and new projects, new workloads being the majority of the driver, but has seen over the quarters and we talked about some of them in our prepare remarks, consolidation opportunities. When a client is already in their cloud journey and has workloads and is looking to get a platform, create efficiencies, et cetera, they have increasingly been consolidated on data dog and we see continued opportunities for that. Yeah, to that, you know, we see the men scaling basically like we're still early in cloud migration and digital transformation. And we see no slow down from companies going from legacy to this new world. That's why we get more and more new rules and more volume there. The part of business we see going slower is the larger customers that are further along in this cut transformation, they have a lot of workload trying to optimize because that's where they can meaningful this air cost.
是的，我们认为Q4以及未来都将继续看到绿地和新项目，新工作负载成为大部分驱动器，但随着时间的推移，我们看到了一些整合机会，我们在准备的讲话中已经谈到了其中一些。
当客户已经在他们的云旅程中，并且拥有工作负载并正在寻求平台，创造效率等等时，他们越来越倾向于在数据狗上进行集中，因此我们看到了继续的机会。
是的，我们看到了男性比例的扩张，基本上我们仍处于云迁移和数字转型的早期阶段。我们看不到从传统到这个新世界的公司停止的迹象，这就是为什么我们得到了越来越多的新规则和更多的体量。我们看到业务中慢下来的部分是那些在这一切转型中走得更远的大客户，他们有很多工作负载需要优化，因为这是他们可以有意义地降低成本的地方。
Thank you very much. Thank you. One moment for our next question. We have a question from Syjint seeing from Morgan Stanley, your line is open.
非常感谢，谢谢。稍等，我们接下来的问题来自摩根士丹利的Syjint，请您发言。
Yeah, thank you for taking the question. I want to talk to ask about the product innovation and in some sense, you guys have had a pretty impeccable track record of leasing a lot of product that sort of benefited your customers over the last couple of years. Given sort of the environment that exists today, do you feel that in some sense data dog gets viewed by customers as sort of the, you know, a Lamborghini type observability solution, I'm meaning that are you. Customers may not need all of the bells and whistles that a 17 product folio can provide any thoughts there on whether data dog may be potentially over engineered for in terms of customers, willing to spend in the current environment.
非常感谢您回答我的问题。我想问一下关于产品创新的问题，在某种程度上，您们在过去几年中已经拥有了相当卓越的产品租赁记录，这些产品都使得您们的客户受益匪浅。考虑到当前的环境，您们是否认为Data Dog在某种程度上被客户视为兰博基尼级别的可观测性解决方案，我的意思是您们的客户可能并不需要17种产品的全部功能，您们是否认为Data Dog在当前环境下可能过度设计，对于客户而言或许有些超标了？
So I definitely don't think we position on self as the Lamborghini, you know, we are not the Lamborghini doesn't have a glove box and needs to go to the shop every two weeks, that's definitely not. What we have been investing heavily in in product innovation, we have a lot of products today that thanks to this acceleration of product innovation over the past few years are early in their life cycle. So what we've seen in the current environment is that it is actually helping us get to this consolidation deal that we're mentioning a little bit earlier because we can cover more of what our customers need to do and drive more efficiencies. Again, you see early in that because many of those products early in their life cycle, so they might not be applicable to every single type of customer in every single type of situation. But I think this is validating or destination there, you know, and it shows we need we need to do more of that, not less.
我绝对不认为我们将自己定位为兰博基尼，你知道，我们不是那种没有手套箱并且每两周需要去维修店的车，绝对不是。我们一直在大力投资产品创新，由于过去几年产品创新的加速，我们今天有很多产品都处于生命周期早期。所以我们在目前的环境中所看到的是，这实际上帮助我们实现了我们之前提到的整合交易，因为我们可以覆盖更多客户需要做的事情并带来更多的效率。再次重申，我们看到这些产品还处于生命周期早期，因此它们可能并不适用于每种类型的客户或每种情况。但是我认为这证实了我们的目的地，这表明我们需要做更多这样的事情，而不是更少。
And I'm aware larger customers are very, very careful about their spend. It might be more difficult for some of those products to get a lot of adoption with any particular customer at the very high level of spend. So we're focusing today on getting a maximum number of those customers to adopt those products and plan the seeds of future growth as they further consolidate and move to the ground. And just to follow up on those larger customers who are seeing who are seeing their uses trends slow more than smaller customers relative to the commitment. How are you guys sort of handling that? Are you in a situation where you're rolling over credits or you sort of enforce things sort of the take or pay aspect of the contract any color there on how you're working with those larger customers in terms of where they stand relative to their commitment?
我知道大客户非常谨慎地对待他们的花费。对于某些产品来说，在非常高的花费水平上获得任何特定客户的广泛采用可能更加困难。因此，我们今天的重点是让尽可能多的这些客户采用这些产品，并在他们进一步巩固和转移到实际使用方面播种未来的增长。关于那些与承诺相比使用趋势放缓的大客户，我们如何处理呢？你们是否在滚动信贷或者实施合同中的「取或付」条款？你们在如何与大客户合作方面，相对于他们的承诺水平之间的关系有一些表述吗？
So we always want to partner with customers and build a long term relationship with them. We've had some customers that have run into very significant business headwinds where their own businesses have contract quite a bit. And in those situations we always work with them to a structure the contracts and make sure we get to a better outcome. We've done that. We've run of all major customers over the past quarter. And you know we we've had some commission with some of our customers as well. So that's part of the what we use customers also part of the again is we're getting for the year. And I just want to add that because we tend as you know land to go land and expand and our customers tend to under commit relative to what they eventually get to. We haven't seen across the customer base a very meaningful increase of sort of unused commitments. And so and so that's something about our you know our go to market that creates flexibility with clients to commit as they see usage.
所以我们始终希望与客户合作，并与他们建立长期的关系。我们有一些客户遇到了极为严峻的商业困难，他们自己的业务受到了很大的影响。在这些情况下，我们总是与他们合作，以结构化的合同确保我们达到更好的结果。我们已经与所有重要客户合作了上季度。而且，我们也与一些客户有一些抽佣关系。这是我们使用客户的一部分，同时也是我们为全年的目标努力的一部分。我想补充一点，因为我们通常倾向于开发更多的业务，并且我们的客户相对于他们最终达到的水平倾向于承诺更少。我们没有在客户群中看到未使用承诺的显著增加。因此，这是我们的市场策略创造的灵活性，以便客户根据他们的使用情况作出承诺的一部分。
I'd appreciate it. I'll tell you David. Thank you. One moment our next question comes from Brad Ryback from Steve. Your line is open.
我会感激的。我告诉你，David。谢谢。稍等一下，我们的下一个问题来自Brad Ryback从Steve。你的线是开放的。
意思是：我感激你的帮助，我会告诉David（指另一个人），感谢Brad Ryback提问。
Great. Thanks very much. Just one real quick one David. I know you I know Billings isn't necessarily the best metric to sort of focus on but one cues are really monstrous comp. So maybe any color you can provide as we should think about billing especially which changes in duration and calendar 23 and maybe lower commits up from customers on renewal. Yeah I think again I think it is really driven by the the ARR and you know linearity of that. So you know I don't think we plan for Billings etc. We essentially have had Billings as you know go above and below the revenue based on the you know the billing in that period. And so we don't see you know really any change in that type of pattern but again bring everyone back to ARR revenues as the major economic driver.
非常好，非常感谢。这里只有一个很快的问题，David。我知道你们并不一定会专注于比利时的最优指标，但其中一些线索是真正巨大的比较。因此，也许你能提供一些有关如何考虑账单方面的信息，特别是在涉及更改的时候，以及在23号日历和续约客户的低提交方面。是的，我认为这主要是由ARR和线性驱动的。因此，我们不打算考虑账单等。我们根本没有将账单作为主要收入期间的收入与账单相差不大。因此，我们不认为会有任何这种类型的模式变化，但是请大家回归到净现值收入作为主要的经济驱动力。
That's great. And then I'll you real quickly. If you look back at your business historically there's been a fairly tight linkage between your growth rate and the hyper scalers with a multiple on it. So we sort of look forward what types of things need to happen to expand that that multiplier. Thanks. Well I mean look we're we're covering more and more of the we're starting a bigger problem for customers which means we're expanding all time. And so we can have a larger and larger multiplayer over time. That's why we were investing in new categories as well as building up observability.
这太好了。然后我会给你快速说明一下。回顾你的业务历史，你的增长率和超级规模化公司之间一直存在着相当紧密的联系，这个联系有一个倍数。所以我们展望未来，看看需要发生什么事情来扩大这个乘数。好的，我觉得我们正在覆盖越来越多的客户问题，这意味着我们的业务也在不断扩展。所以随着时间的推移，我们的乘数会越来越大。这就是为什么我们正在投资于新的类别，并建立可观测性。
And so we're going to be doing all these investments. So that's that's where we're going. I think you arrived though that the underlying wave. That is has been a tailwinds whether it's your company with cloud migration and digital transformation. I think that with my dear bit more of a headwind of all the next two quarters. But we we strongly believe that it will become a tailwind again in the future. We just gone tell can tell you when exactly. The we've listened to the call of the hyper Seattle they can tell you when either we're in the same boat there. So what we're doing today is we're focusing on the drivers of future success which are covering more of the customer landscape. You know so getting into more new logos, more geographies, more segments. And also developing all products and getting those parts adopted by more of these customers which is how we're going to have. I'm sure it's in growth in the future.
因此，我们将进行所有这些投资，这就是我们的方向。我认为您已经意识到了潜在的趋势，也就是云迁移和数字化转型在这个趋势下不断发展壮大。在接下来的两个季度中，可能会遇到更多的挑战，但我们坚信它将在未来再次成为有利的趋势。当然，我们无法确定具体会在什么时候。所以我们今天所做的就是专注于未来成功的驱动因素，这些因素涵盖了更广泛的客户领域，包括更多的新客户、新地域和新领域。同时，我们也在开发新的产品，并将其推广到更多的客户，这是我们未来稳健增长的关键。
Perfect. Thanks very much. Thank you. Our next question comes from Fred Lee with Credit Suisse. Your line is open. Good morning. Thank you for taking my question. I'm curious about you know product expansion and what will help data dog gain share as a percent of hyper scale spend a little bit related to Brad's question. I'm going to give you a minute ago. I wonder if we can get nothing in which products are gaining the most traction and have the greatest potential in 2023.
非常好。非常感谢。谢谢。下一个问题来自瑞信的Fred Lee。请问你的问题。早上好。感谢你回答我的问题。我好奇的是你们的产品扩张，以及怎样能帮助Data Dog在超大规模支出占比中获得份额，有点类似Brad的问题。我给你们一分钟的时间。我想知道哪些产品正在获得最大的关注，并在2023年拥有最大的潜力。
Well so we have a lot of products that are early in their life cycle. Some of them are large categories where we are seeing larger and larger revenue and and we have very ambitious plans. So I think it's really going to be a mix. We see some interesting early signs with cloud cost management, you know which is still only built to a handful of customers at this point. But already seeing very large commitments from some risk customers we call that on the call. So we think it might be you know if you think of anything that might have more of an impact in the short to me time that might be one of those. But really the way we think about all those products is how do we turn them all into major products you know two three four years out.
好的，我们有很多产品还在早期阶段。其中一些是大类别，我们正在看到越来越多的收入，并有非常雄心勃勃的计划。因此，我认为这真的会是一个混合的过程。我们发现了一些有趣的早期迹象，比如云成本管理，目前只面向少数客户。但是，我们已经看到了一些重要客户的大量承诺，在通话中我们称之为“风险客户”。所以，我们认为如果你想到任何可能在短期内产生更大影响的事情，那可能是其中之一。但是，我们真正考虑所有这些产品的方式是如何让它们所有成为重要产品，在两三四年内实现。
How do we win these additional categories and how do we become the platform of choice for consolidation in the long term that we're driving towards. And just a quick follow up on the security portion. So with regard to the uptake of your security solutions, how would that compare how does that compare to the adoption patterns of in front of an APM. Well it's a bit difficult to compare to to in a friday because it was the very first thing we did in the early days of the company. We it's actually pretty comparable to what we've seen with APM, you know where it's the main with a lot of investment required.
我们应该如何赢得这些额外的类别，并且如何成为长期巩固的首选平台，这正是我们努力追求的目标。还有关于安全方面的问题，对于您的安全解决方案的接受程度，它与前端APM的采用模式相比较如何？嗯，这有点难以与“星期五”相比较，因为这是我们公司早期所做的第一件事情。实际上，它与我们看到的APM是比较相似的，因为它是需要大量投资的主要部分。
We also have a very ambitious and very differentiated approach to it in which requires quite a bit of a build out and quite a few things to figure out with customers. But we also see continuous adoption growth thousands of customers in the platform we see it being adopted at the very large scale by very large customers in which some of which we call we also mentioned the call today. So we're we're not completely there yet. There's still a lot of work to do but we think it's tracking well to respect to what we can expect in our plan. Great. Thank you very much.
我们对此还有一个非常雄心勃勃且非常差异化的方法，需要进行相当多的构建和与客户协商的事项。但同时我们也看到了持续的采纳增长，数千名客户在我们的平台上采用它，我们看到它被非常大的客户采纳，并提到了今天提到的一些客户。所以我们还没有完全达成目标，还需要大量工作，但我们认为与我们的计划相比，它的跟踪效果良好。非常感谢。
One moment. Our next question comes from Andrew Noinsky with Wells Fargo. Your line is open.
请稍等。我们的下一个问题来自富国银行的安德鲁·诺因斯基。您的电话已接通。这句话的意思是主持人告诉听众稍等，下一个提问者是来自富国银行的安德鲁·诺因斯基，并告知他的电话已经接通，可以开始提问了。
Great. Good morning everyone. So thank you for taking the questions. I want to ask you about the usage patterns of large customers versus small customers. I know you said you're the smaller customers. We're not seeing as much of a slow down and usage on but what gives you confidence that those smaller customers just haven't reached or reacted. You know to the to the slowing macro yet and we may see maybe a slow down in that segment going forward.
非常好。大家早上好。非常感谢您回答我的问题。我想问一下大客户与小客户之间的使用模式。我知道你说你是小客户。我们没有看到在使用上的明显减速，但是是什么让你有信心认为这些小客户还没有受到宏观经济放缓的影响或者没有做出反应呢？你认为这一领域的小客户也可能会出现减速。
Well, it's hard to tell what was going to happen in the future right so we don't really have a crystal bowl there. What we see though is that customers save money where it matters which tends to be the very large line items which focus on the service how long into the cloud is going to be first. They're called providers bills that are again one or two orders of manager larger than their ability bills and then what's going to be affected by that and maybe with some of the decisions more specific to ability as well. So that's what we see there.
嗯，很难预测未来会发生什么，所以我们没有水晶球可以参考。但是我们可以看到客户在意的是在哪些重要的方面节省资金，通常是注重云服务的服务项目。这些被称为服务提供商的账单大小一般比他们本身能力的账单大一到两个等级，因此这会受到影响，也许还会受到与能力更相关的一些决策的影响。这就是我们所看到的情况。
That's why we see mostly the large customers do that on the smaller side as pointed out that many of our smaller customers are actually very large companies that just are fairly new into the cloud and are still growing into the cloud. So they are seeing exactly the same thing as the the appears who are spending a lot more on us. It's just the part of their business that is where the spend is growing as opposed to where the spend is today and needs to be control. The last thing I will say is on the very low end of our customer base we do see impact of the macro environment. We have a bit more turn at the very very low end which is in the what you see where you see our customer count not going up as much. Despite us having very strong new local quarters that's more focused at the very very low end of the customer base and is not moving the numbers at all in terms of a growth retention which remains very high.
这就是为什么我们经常看到大客户在小规模方面这样做，正如我们所指出的，许多小客户实际上都是非常大的公司，它们刚刚涉足云端并且还在不断发展壮大。因此，他们看到的情况与更多地在我们身上花费的大客户是完全相同的。他们只是在他们的业务中看到了支出增长的部分，而不是现在需要控制的支出部分。我最后要说的是，在我们的客户群体中，非常低端的客户群体受到了宏观环境的影响。我们在非常非常低端的客户群体中看到了一些流失，这在我们的客户数量没有显著增加时可以看到。尽管我们有非常强大的新本地季度，更加专注于非常非常低端的客户群体，但在增长保留方面仍然保持着非常高的水平。
Okay, that's great. Thank you for the color there. I was also wondering if your your gross margin was surprisingly strong in the quarter of one ring if there's anything you can do on pricing. Given you know these large customers focus on cost optimization.
好的，太棒了。感谢您提供的颜色信息。我想知道，在第一季度中您的毛利率是否出乎意料地强劲，是否有任何优惠措施可在定价上做出。考虑到这些大客户注重成本优化。
So we work with the last customers you know the obviously to make sure that they take it differently they need. You know we we optimize in gross margin of usually we we're doing quite a bit on our end to on the engineering side to do that. At all level in a 1% of gross margin is making a very large difference for the business and we can reinvest that in future growth. And prices by one person based on that doesn't make a big difference for customers.
因此，我们与最后的客户合作，确保他们以不同的方式获得他们所需要的。我们通常会优化毛利率，我们会在我们的工程端做出相当大的努力。在所有层面上，1%的毛利率对公司来说都将有很大的差异，我们可以将其再投资于未来的增长。而仅仅因为一人而定价并不会对客户产生太大影响。
I think when they are the real way to address the concerns as they keep scaling and generating much more data. And any more of the data to us is to give them more options to process that data so that you know they they can align with the with the pay to us with the value they get you know and we've been also building that on the product side. So we've pricing question is more of a product and structure question. And I just want to now that we're on cost is when I had a little clarification I think we talked about trends of gross margin.
我认为，随着不断扩展和生产更多的数据，真正解决问题的方法在于他们能够处理更多的数据，这样他们就有更多的选择来与我们的付款价值保持一致。我们也在产品方面建立了这种理念。所以说，定价问题更多的是一个产品和结构问题。现在我们要明确的是，我们在成本方面有点需要澄清，我想我们谈论的是毛利润的趋势。
And what we expect for the future and we gave some guidance as to operating expenses in 2023 I believe I might have spoken the operating expense guidance. In 2023 in the low 30s range excludes COGS we gave the God's God separately as far as our comments on that to clarify. Super thank you guys.
我们谈到了未来的期望，并且给出了2023年运营支出方面的指导。我相信我可能已经提到了2023年运营支出的指导，大约在30多个百分点的范围内，不包括成本费用。我们已经单独给出了成本费用方面的指导作为说明。非常感谢。
Our next question comes from Koji Ikeeda with Bank of America. Your line is open.
我们的下一个问题来自美国银行的Koji Ikeeda。请发言。
意思是指下一个问题由Koji Ikeeda提出，并邀请他进行发言。
Great. Hey Olivia. Hey David. Thanks for taking the questions. I wanted to ask you a question on the guidance and maybe a compare and contrast here. So I was wondering if you could talk about maybe how to think about the levels of conservatism embedded in the full year 2023. So we're going to be able to do this through your guide today versus when you first gave guidance last year for 2022.
太好了。嗨，奥利维亚。嗨，大卫。感谢你们接受采访。我想问一个关于指导的问题，可能需要进行对比和比较。我想知道能否谈谈在2023全年指南中嵌入的保守程度，以及与去年首次发布2022指南时的差异。今天我们将通过您的指南来了解这一点。
So I think the history and discount the major assumptions which are the organic growth or the expansion of existing customers and new logo. You know I think the difference in the actual results was or in the periods of times where we saw more than pro ratter or more than historical adoption and growth of existing customers. The ratio between you know that discount and where it ended up in actuals ended up larger but the intent and the strategy of providing this guidance on conservative assumptions relative to that has not changed.
我认为，需要审视历史并消除主要假设，包括有机增长或现有客户和新标志的扩张。我认为，实际结果的差异在于，我们看到了更多的比例或现有客户的历史采用和增长时期。折扣率与实际情况之间的比率变大了，但提供保守假设指导的意图和策略并没有改变。
So you know what I mean. Got it. Just one quick. Yeah. To be clear, the guidance doesn't assume that the optimization stop what we've seen over the past few quarters basically in the second half of 2022. So we know it's going to end at some point, but we don't know when exactly so we're not building that into a item. Got it. Got it.
所以你知道我的意思。明白了。只是一个很快的问题。是的。为了明确，指导方针并不假设优化会停止，就像我们在过去几个季度中所看到的，基本上是在2022年下半年。所以我们知道它终究会结束，但我们不知道具体是什么时候，因此我们没有将其列入项目中。明白了。明白了。
That's helpful. Thank you. And just one follow up here question on failed capacity. You know just thinking about hiring plans there. You mentioned in the prepared remarks, you know, overall headcount to grow in the mid 20s. But continuing to grow the go to market teams at a slower pace. So just you know that mid 20s. The right way to think about sales capacity hiring this year too. Yes, yes, I think that that's right.
非常有帮助。谢谢。我还有一个关于失败能力方面的追问。考虑到我们的招聘计划，你在准备好的发言中提到总体员工数量将会增长约20多个百分点。但是市场推广团队的增长速度会放缓。你确认这种20多个百分点的增长速度在销售能力招聘方面也是正确的吗？是的，没错。
We are growing our investments in go to market and sales capacity approximately plus or minus that the guidance we gave in headcount growth. And again, the reason for that is we still have a ground to cover. We still have segment and geographies to cover. And also as we mentioned earlier, we're having actually great success when it comes to lending new logo and new products with customers. So our sales interactions are productive or return on investment in is there yet is there. So we need to keep doing that again.
我们正加大在市场推广和销售能力方面的投资，这大概比我们之前给出的人员增长指导高低变动。我们这样做的原因在于，我们还有一些领域和地域需要开拓。而且，就像之前提到的那样，我们在吸引新客户和推出新产品方面非常成功，所以我们的销售互动很有成效，投资回报率也很高。因此，我们需要继续这样做。
These are the seeds of future success we're planting. And we don't intend to stop. I would clarify that because of the ramping nature of sales people, the growth rate that we had, which was in excess of about 25% in 2022 means that the coming online of that ramp capacity is that a rate higher than that in 2023 as we begin to harvest the investment from that. Got it, got it, thanks guys. Thanks for taking the questions. Thanks. Thank you.
这些是我们正在种植的未来成功的种子。我们不打算停止。我想澄清一下，由于销售人员的逐步增加，我们在2022年达到了超过25％的增长率，这意味着随着我们开始收获这些投资，2023年的增长率将高于那一年。明白了，谢谢大家。感谢回答问题。谢谢。谢谢。
Our next question comes from Matt Hedberg with RBC. Your line is open. Great. Thanks, guys. I'll leave for you any data points around products, but you know, I know in the past you talked about APM and logs. I think it's been a couple quarters since we had an update on the size of those businesses, but any sort of like rough magnitude of those and are they still in high growth?
我们下一个问题来自RBC的Matt Hedberg。请开口发言。太棒了。谢谢，大家。我将为你们留下产品相关的任何数据点，但是我知道你们过去曾经谈到了APM和日志。我想已经有几个季度没有更新这些业务的规模了，但是它们的大致规模是否仍然在高速增长？
I mean, we see fairly like you think of the products that are not major scale today, which are, you know, APM logs and faster monitoring. Those are are seeing about the same trend in terms of growth and Q4. And I think that's part because some of the optimization we see from customers happens across the stack because it happens upstream from us at the platform level, you know, and that's why we'll see slightly slower growth of host monitored on the platform, the platform values or on APM and also a bit less log. Some of it happens more directly at the observability level, you know, logs in particular or some aspects of the PM that are transaction based.
我想说的是，我们发现诸如 APM 日志和更快速的监控这些非主流产品在增长和 Q4 方面也呈现相似趋势。部分原因是因为我们的客户进行的一些优化是在平台层面上游发生的，这也是为什么我们在平台上监测的 hosts、平台价值或 APM 以及日志等方面的增长速度会稍微慢一些，一些优化直接在可观测性层面发生，特别是针对日志或一些基于事务的 PM 方面。
Where we see customers optimizing there and making sure they get the best value and cut the noise. But as a result, we see fairly similar trends across the product, so that's why we didn't call anything specific in the future. I'm sure we'll share more about the relative sizes, but again, the growth rates are not that different in the in Q4, so it was nothing to call out. Okay, thanks.
我们发现顾客正在优化他们的购物，并确保他们获得最佳价值和消除噪音。但是结果是，我们发现产品之间的趋势非常相似，因此我们没有在未来叫任何特定的名称。 我相信我们会分享更多有关相对大小的信息，但是在第四季度的增长率并没有那么不同，所以没有什么需要特别指出的。好的，谢谢。
And then maybe just David on the guide, obviously with a kind of a mid 20s revenue guide, you know, you talked in the prepared remarks about having an NRR above 130 or almost two years. You know, presumably that dips below 130 any sort of commentary on how that might progress through the year. Yeah, I think you're right. If implicit in that guide is is below 130 or report to everybody as we have that, you know, we've seen, you know, it relate to the diesel, I would say on that on that that given the change in the organic growth rate that we've been talking about starting in the middle of Q2 last year.
然后可能只有David作为导游，明显拥有像20多岁的收入向导一样的特点，你知道，你在准备好的发言中提到过NRR超过130或接近两年。你知道，假定该指导意见低于130，任何关于它如何在一年内进展的评论吗？是的，我认为你是对的。如果那份指南中隐含的是低于130或如我们所报道的那样，你知道，我们已经看到它与柴油相关了，我想说，考虑到我们去年Q2中期开始谈论的有机增长率的变化。
It would be it's getting past that to the extent that it changes that changes that net retention plus or minus given the net retention is comparison against the year and year on your customers. So you do have headwinds in the compare through the time that we had the change of the organic, which we had said was in the middle of Q2 last year last year. God, thanks.
这句话的意思是：随着时间的推移，网站保留率的变化会影响净保留率的正负变化，净保留率与客户的年度比较有关。然而，我们在去年Q2中期进行了自然变化，这会对比较造成一定的阻力。感谢上帝。
Okay, one moment. Our next question comes from Fred, have Meyer with McCory? Your line is open. Hey, thank you. I wanted to ask with respect to the slowdowns and that you've seen what's within certain customers. Have you seen anything to suggest that these could be related to layoffs in tech, either because say that off seats have been directly impacted, which is because of general disruption to dev option engineering teams?
好的，稍等一下。我们接下来的问题来自弗雷德·梅耶和麦考里公司，请发言。嘿，谢谢。我想问一下，关于你们在某些客户中看到的减速，你们有没有看到任何暗示表明这可能与科技行业的裁员有关，是因为技术岗位受到了直接影响，还是因为开发和工程团队遭受了一般性的干扰？
No, we think it's mostly because they can save money on their cloud deals. You know, again, it's one of the great things about the cloud is that it's an ongoing expense. You can adjust it over time. You can restructure the way you're running applications. So there is there are some knobs you can use to optimize, you know, which you can't, if you're running everything on prem. As older costs are, our suncoes are the future. So we mostly see that there's a little bit more noise and productivity with some customers because they're having check up, you know, and so we need to talk to different people and you know, they need to organize a little bit so it can add a bit of noise and some of the conversations.
我们认为，他们能够在云计算交易中节省资金是主要原因。你知道，云计算的一个好处就是它是一项持续支出。你可以随时调整它。你可以重组你运行应用程序的方式。因此，你可以使用一些调整项来优化，这是在运行所有内容的本地机器上无法实现的。由于老成本是未来的障碍，所以我们大多数认为，一些客户会有一点噪音和生产力问题，因为他们需要检查一下并与不同的人交流，因此我们需要与不同的人交谈，他们需要进行一些组织，这可能会增加一些噪音和一些谈话。
But really, the dominant motion is optimizing their cloud infrastructure, their cloud bill and their message, especially the case if they're spending a lot there. The vast majority of our products are in fast-moving usage or data volumes, not perceived. So we're not directly impacted by layoffs. Thank you for that.
实际上，主要的作为是优化他们的云基础设施、云账单和信息，特别是在他们在这方面花费很多的情况下。我们的绝大多数产品是快速移动的使用或数据量，而不是被感知的。因此，我们不会直接受到裁员的影响。谢谢您的关注。
And then just a quick follow up would be actually the prepared remarks. Thank you for the context and cloud costs, costs management. Perhaps more generally talk about your customer's interest in finance and how data is always positioned to be able to help customers that are understand both where they're spending, how they're spending and what sort of ROI they're seeing. Yes, our customers are definitely interested in the finance, the larger the other more they're interested in and that directly relates to the web, they're doing cloud optimization. It's a very nascent category today.
然后，简要的跟进就是准备好的发言稿。感谢您提供的上下文和云成本、成本管理方面的信息。或许，更普遍地讲，谈谈您的客户对金融的兴趣，以及数据如何始终处于有助于客户理解他们的开支、如何开支以及他们正在看到的ROI的位置。是的，我们的客户确实对金融感兴趣，而且越大的客户对此越感兴趣，这直接关系到他们进行云优化。目前，这是一个非常新生的类别。
It's a nascent practice, almost of our customers. And we also have a lot of experience internally, you know, running ourselves as very large cloud operation across all of the large cloud providers. So that's why we believe we can build something that is fairly differentiated there. Our product there is having a great reception from customers even though it's still early. I mentioned earlier, you know, we signed a mid-60 year deal, annual deal with a large restaurant chain. And we see more of that coming all way. So we think it's one way in which we can also help our customers as they need to optimize and be more efficient in the short and medium. Thank you.
这是一项新兴的业务，几乎是我们所有客户都需要的。我们在内部也有很多的经验，因为我们在所有大型云服务提供商上都有非常大的云操作经验。这就是我们相信我们可以构建出一些比较有差异化的东西。尽管还很早，但我们的产品在客户中反响很好。我之前提到，我们与一家大型餐厅连锁店签订了一份为期60年的年度协议。我们预计未来还会有更多这样的合作。因此，我们认为这是一种可以帮助客户提高短期和中期效率的方式之一。谢谢。
Our next question comes from Camille with William and Blair. Your line is open. Thanks for taking my question. I want to clarify one of the things that you're incorporating seasonally weaker growth in the first quarter due to subdued growth in the month of December. Can you span on how demand and customer conversations have trended in the first few weeks of 23 and whether it's changed since 22 years? Yeah, I think you have two different avenues.
我们的下一个问题来自William and Blair的Camille。请发言。感谢回答我的问题。我想澄清一件事情，即你们在第一季度会考虑季节性的较弱增长，因为12月份增长乏力。你能否详细介绍一下23年的需求和客户交流在最初几周的趋势，以及是否与22年有所不同？是的，我认为你们有两个不同的途径。
I think we said in new logos we had a strong quarter. We continue as we mentioned to have a strong pipeline, meaning that for new projects, new workloads, we continue to see, you know, a solid demand environment in terms of the organic. When you have this happens in most years, when you have people going on vacation and sort of reducing the amount of logs or work they're doing, you tend to see a rebound of that in January. We did see a bit of that, but given the volatility in the market, we want to be cautious in reading too much into that and we'll let everybody know how that plays out.
我认为我们在新标志方面取得了强劲的季度成绩。正如我们所提到的，我们持续拥有强大的项目流水线，意味着对于新的项目和工作量，我们继续看到有机需求环境表现稳健。当您在大多数年份中遇到这种情况时，人们放假并减少他们所做的工作量或日志的数量，您通常会在一月份看到这种情况的反弹。我们确实看到了一些这样的情况，但考虑到市场的波动性，我们想要谨慎地阅读过多的内容，我们会让所有人知道它的发展情况。
Yeah, mathematically, you know, we, we, the Q4 was more loaded than that, loaded in terms of all recognized revenues. So we entered Q1 in a lower lower level. So that's why we also have sequential. In terms of the trends, I've just taken with David. We, we, while that's since 90 was higher than we had seen in previous years, and we can explain that in different ways and basically customers are trying to sell money there. A lot more careful about turning off the lights when they leave vacation, basically. But we, what we see in early 2023 so far is consistent with what we've seen in Q4 in the second half of 2022 in general.
数学上讲，我们知道，Q4比较重要，因为我们所有的认可收入都在那个季度，所以我们进入Q1时处于一个较低的水平。这也是为什么我们有了“顺序”的原因。就趋势而言，我刚刚和David在一起讨论过，我们看到90是高于以前几年的，我们可以用不同的方式来解释，基本上是因为客户正在努力节约成本。但是我们发现，2023年初到目前为止，与Q4和2022年下半年的趋势是一致的。
So it's still too early, really too past judgment, but it's really factors into our, our guidance, which is that we, we don't believe that the optimization has stopped. We assume it's going to continue. We don't know yet when it's going to, when it's going to stop, we know it's going to happen at some point, but we're not planning it for this year. You know, guidance. Yeah, it's helpful. Thank you.
这还太早，不宜做出判断，但这真正影响到我们的指引，即我们认为优化仍在继续。我们预计这种情况会持续下去，不能确定何时会停止，但我们知道会在某个时间点停止，但我们不打算今年进行此类计划。你知道，这种指引真的很有帮助，谢谢。
And just as a quick follow up, it's nice to see the large wins on the federal side. I realized it's still early, but can you update us on how big of a contribution that could be in 23 and how important are additional authorizations for expanding to that market or just FedRAMP moderate a light address most of the time. So I mean, I can't give you specific numbers there. I know we're seeing, we're seeing wins, we're seeing engagements from the, from the government agencies and the communities that serve them. So all that is very good. We still have some building to do on the good market teams for that. And we also still have some things to build on the, on the products side, like there's more levels of certification we want to get to reach more of those customers. So we still have to build. When I say is we, we are, we're getting the proof points that we're a fit and that customers can use us in those environments and that there is a real market for us. That's awful. Thanks again.
作为追加问题，很高兴看到联邦政府方面的巨大胜利。我意识到现在还为时过早，但您能否更新一下23年可能的贡献有多大，扩展到那个市场有多重要，或者仅仅FedRAMP适用于大多数情况下的轻度或中度授权。所以我是说，我无法给您具体的数字。我知道我们正在看到胜利，我们正在看到政府机构和为它们服务的社区的参与。所有这些都非常好。我们在好的市场团队方面还需要构建一些东西。我们在产品方面还有一些东西要构建，比如我们想要达到更多的客户需要达到更高的认证级别。所以我们仍然需要努力。当我说“我们”，我们意味着我们正在获得证明点，我们是合适的，客户可以在这些环境中使用我们，而且我们确实有一个真正的市场。非常感谢。
Thank you. Our next question. Our next question comes from Sterling Audi with SVB Mawfit Nathanson. Your line is open.
谢谢您。下一个问题。下一个问题来自斯特林·奥迪，他来自SVB Mawfit Nathanson。请开口提问。
Yeah, thanks. Hi guys. I'll, I'm curious if you have any sense, you know, working and talking with customers as to when they started in optimization project, how long it actually takes them to get to that, that new level. It can change if the economy gets worse. But is this something where they started and it takes them a month, a quarter to quarters. Any sense would be, would be helpful.
嗯，谢谢。大家好。我很好奇，你们在与客户交流和合作的过程中，是否有意识到他们在优化项目方面的起点，在多长时间内才能达到新的水平。这可能会受到经济状况恶化的影响。但这是一个需要花费一个月、一季度或更多时间才能开始的项目吗？如果有任何感觉，请告诉我，将非常有帮助。
Yeah, so it's a, it's a little bit hard to give an answer that fits all types of customers because they're also all going through the organization a little bit differently. They have, they are different scales and there and they're going through. Different phases with their businesses in the, in the economy, you know, we think customers having multiple rounds of layoffs, for example, or having to adjust multiple times with their business. But what we see in general is that the fastest thing they can do to have an impact on their bill is to adjust some of the data that they send in logs or are in APM. And after that, you'll, you'll see them do a little bit more at the top provider level, you know, which is higher impact in terms of their own saving, but also takes a little bit more time because they need to reorganize some of their workloads and invest more engineering time in doing that. So we've seen that happen with some of our customers. For a number of our customers, we, we saw it happen with things that don't and that's, and we see them start going again, but it's too early to call it for the rest of the customer base that again they're all going through fairly different things and different scales.
嗯，很难为所有类型的客户提供合适的答案，因为他们都在组织中以不同的方式进行。他们有不同的规模和不同的阶段，在经济上经历了多次裁员或多次调整业务。但我们总体上看到的是，他们可以最快地对账单产生影响的事情是调整一些在日志或APM中发送的数据。之后，你会看到他们在顶级供应商层面做更多的事情，这在节省自己的成本方面具有更高的影响力，但也需要更多的时间，因为他们需要重新组织一些工作负载，并投入更多的工程时间。我们看到一些客户发生了这种情况，但对于其他客户而言，这还为时过早，因为他们都经历着不同的事情和不同的规模。
And I'm just, thank you. And we have a question from Alex Zuchen with Wolf Research. Your line is open.
我很感激，我们现在有一个来自Wolf Research的Alex Zuchen的问题。请你提出你的问题。
Hey, guys, thanks for the question. I guess it's only if you think about the trends that you saw in the second half of last year and what you're seeing year to date, when you think about optimizations versus timeline to spin up new workloads and the effect that that has on the NRR as it progresses, what, when you look at the timeline that you think that takes and the anniversary of these headwinds, you know, particularly with the larger customers, how does that look from a linearity perspective over the course of the year.
嘿，大家好，感谢问题。我想只有在你考虑到去年下半年所看到的趋势以及今年到目前为止所看到的趋势时，你才会考虑到优化与启动新工作负载的时间表以及对NRR的影响。当你考虑到需要多长时间来实现这一时间表以及面对这些不利因素的一周年纪念时，特别是对于大型客户而言，从线性的角度来看，全年的情况会如何。
So right now, you know, in, not again, as we're assuming that we, we're seeing the same trends of growth or reaching customers throughout the year, like we're not, we're not assuming any inflection, we're assuming a continuation of that with some level of conservatism compared to the actual result last year. That's what we're building in. The, again, we believe that there's going to be some reaction at some point as the optimization has on its course, but given the level of macro uncertainty, I think it's it's too difficult to or we can't actually tell you when. Again, we've listened to the call of the of the cut provider. They also can tell you when. And so we're being prudent with the guys there.
现在，我们认为我们将看到与去年相同的增长趋势以及与客户接触的情况，在这方面，我们不会再出现任何拐点。我们有一定的保守性，将其与去年的实际结果进行比较。我们相信，随着优化的不断进行，总会出现某种反应，但是在宏观不确定性的情况下，我们很难告诉您何时会出现反应。我们注意到我们的竞争对手也无法预测何时会发生变化。因此，我们正在采取谨慎的态度。
Perfect. And then David, maybe just one for you around cash and cash conversion for cash flow. As we look at the year, just curious if there's any kind of different flexibility in payment terms or even just the assumption for the cash conversion from operating income to cash flow for the full guidance to 23.
太好了。接下来，David，我对现金和现金转化的现金流问题提出一个问题。当我们看今年的情况时，只是好奇是否有任何支付期限上的灵活性，或者仅仅是假定从营业收入到现金流的现金转化率对于23号的全面指导有所不同。
解释：询问关于公司的现金流转换率和支付条件的灵活性，以及对23年的全面指导的现金转换率的预测是否不同。
We've always said that our free cash flow is been around the slightly higher than our EBIT margin. If you look back, you'll see that it's in some quarters a little above and some quarters a little below. We have not seen any changes of in material changes in payment terms or or the flows of cash. So there's nothing we've seen so far that would cause us to change our views about cash flow conversion for the company.
我们一直说，我们的自由现金流大致上比我们的息税前利润率略高。如果回顾一下，你会发现在某些季度里略高，而在某些季度里略低。我们并没有看到任何实质性的付款条款或现金流的变化。因此，迄今为止，我们没有看到任何使我们改变对公司现金流转化的看法的东西。
Thank you guys.
谢谢你们。
Thank you. That's all the time we have for questions. I'd like to turn the call back over to Olivier Pomell for closing remarks.
谢谢。关于问题，我们已经没有时间了。我想将电话交还给Olivier Pomell做闭幕陈述。他将对此发表意见。
Thank you all. So I just wanted to take a minute to first thank all customers for trusting us with their business and partnering with us. I know some of them are going through difficult times last year and also early this year. And so we're working with them. Actually, we all come out of it stronger. I also want to thank our employees, data dogs everywhere around the world for actually delivering a fantastic year in 2022 from all of the metrics we control ourselves. We saw some slowdown in consumption with some customers, but we also delivered a lot of value for customers. We scaled our local to market teams. We did great in terms of landing new locals attaching new products, shipping products that saw more clients for customers. And we think that this was very well for the future. So I'm very optimistic. I'm looking forward to a fantastic year in 2023 with everyone and on these are close the call.
谢谢大家。我想花一分钟来感谢所有客户对我们的信任和合作。去年和今年初，我们知道有些客户正在经历困难时期，我们正在与他们合作。最终，我们都会更强大。我也要感谢我们的员工，数据狗在全球的所有地方，他们在2022年交出了一个令人惊叹的成绩单，所有我们控制的指标都表现出色。我们看到一些客户消费放缓，但我们也为客户提供了很多价值。我们扩大了我们的本地市场团队，做得很好的地区开拓了新客户，附加了新产品，增加了客户量。我们认为这对未来非常有利。所以我非常乐观，期待在2023年与所有人一起度过一个美好的一年。现在，让我们结束本次通话。
This concludes today's conference call. Thank you for participating. You may now disconnect.
今天的电话会议到此结束。感谢您的参与。您现在可以挂断电话了。