Q2 2022 Elastic NV Earnings Call

Speaker 1: participate in the Barclays Global TMT Conference. That'll turn it over to Sean.

We participate in the Barclays Global TMT conference that I will turn it over to Shai.

Speaker 2: Thank you Anthony. Hello and welcome everyone. I'm happy to be here with all of you today to share our second quarter results. We once again delivered strong performance driven by broad adoption of our offering and the continued growth of ElastiCloud. In Q2, total revenue grew 42% year-over-year. Revenue from ElastiCloud grew 84% year-over-year. And we once again saw robust customer acquisition and expansion

Thank you Anthony Hello, and welcome everyone I'm happy to be here with all of you today to share our second quarter results. We once again delivered strong performance driven by broad adoption of our offerings and the continued.

Alaska cloud.

In Q2 total revenue grew 42% year over year revenue from elastic cloud grew 84% year over year and we once again saw robust customer acquisition and expansion metrics. We ended the quarter with more than 17000 subscription customers, including over 830 with annual.

Speaker 2: We ended the quarter with more than 17,000 subscription customers, including over 830 with annual contract value of more than $100,000.

Contract value of more than $100000.

Speaker 2: The strong performance was fueled by continued adoption of our differentiated solutions, reflecting our increased strategic relevance across our customer base.

This strong performance was fueled by continued adoption of our differentiated solutions, reflecting our increased strategic relevance across our customer base.

Speaker 2: Organizations across the world continue to accelerate their digital transformation plans, creating massive volumes of data.

Organizations across the world continue to accelerate their digital transformation plan.

Creating massive volume of data I.

Speaker 2: IDC estimates that by 2025, we will be generating 480 exabytes of data per day, and as much as 90% of that data is unstructured. And with endless data comes

RBC estimates that by 2025, we will be generating 480 extra bytes of data per day.

And as much as 90% of that data is unstructured.

And with endless data comes endless possibilities.

Speaker 2: At Elastic, we use the power of search to help people and organizations turn these possibilities into results.

At elastic we use the power of search to help people and organizations guarantees possibilities into results with our leading platform with search powered solutions, we help everyone organizations their employees and their customers accelerate the results that matter.

Speaker 2: With our leading platform for search-powered solutions, we help everyone, organizations, their employees, and their customers accelerate the results that matter. Our solutions for enterprise search, observability, and security help people find what they need fast.

Our solutions for enterprise search observer ability and security help people find what they need faster.

Speaker 2: keep mission-critical applications running smoothly, and protect against cyber.

Keep in mission critical applications running smoothly and protect against cyber threats.

Speaker 2: As I get back to spending time in person with customers, something I'm hearing again and again is that for many organizations, their business strategy heavily relies on their cloud strategy.

As I get that the spending time in person with customers something I'm hearing again and again is that for many organizations their business strategy heavily relies on their cloud strategy.

Speaker 2: As organizations embrace the cloud to drive business agility and flexibility, IT systems also become more distributed and heterogeneous.

As organizations embrace the cloud to drive business agility and flexibility.

Systems also become more distributed and heterogeneous.

Speaker 2: This is because as new workloads are deployed on the cloud, many times across clouds, existing workloads might still run on-premises.

This is because as new workloads are deployed on the cloud many times across clouds.

Listing workloads might still run on it.

Speaker 2: And with data having gravity to it, deploying search-powered solutions next to it while working seamlessly across it is critical.

And with data having gravity to it.

Knowing search powered solution is next to it while working seamlessly across it is critical.

Speaker 2: Our investments in ElastiCloud are geared to address exactly these needs and it is resonating with our customers.

Investments in the elastic cloud are geared to address exactly this team and it is resonating with our customers.

Speaker 2: And we continue to invest in ElastiCloud, which we expect will exceed 50% of our revenue in the next three years.

And we continue to invest in elastic cloud, which we expect will exceed 50% of our revenue in the next three years.

Speaker 2: We are expanding our strategic partnerships with the cloud hyperscalers and we are seeing significant traction in the cloud market.

We are expanding our strategic partnerships with the cloud hyperscale it and we are seeing significant traction in the cloud marketplaces.

Speaker 2: This is happening thanks to our investments with each cloud provider in product, marketing, and the field.

This is happening thanks to our investments with each cloud provider in product marketing and the field.

Speaker 2: In Q2, we announced new integrations with Google Dataflow that allows customers to leverage the powerful search and analysis capabilities of Elastic from within the Google Cloud Cloud.

In Q2, we announced new integrations with Google data flow that allows customers to leverage the powerful search and analysis capabilities of elastic with named it the Google cloud console.

Speaker 2: We also added support for Amazon Arm-based EC2 instance.

We also added support for Amazon and arm based easy two instances and we expanded into three new AWS regions and now have 48 regions across Asia, AWS and Google cloud.

Speaker 2: And we expanded it to three new AWS regions, and now have 48 regions across Azure, AWS, and Google Cloud.

Speaker 2: We also released major enhancements that improve data resiliency and reduce network latency across all cloud providers, enabling customers to deliver results fast while reducing data transfer costs.

We also released major enhancements that improve data resiliency and reduce network latency across all cloud providers.

Enabling customers to deliver results fast, while reducing data transfer costs.

Speaker 2: Elastic Cloud is the best, easiest, and only way to access all of our innovations across all of our solutions.

Elastic cloud is the best easiest and only way to access all of our innovation across all of our solutions.

Speaker 2: For example, a long-time free and open user, one of the world's leading online job sites, migrated their free on-prem clusters to our enterprise gear on Elastic Cloud.

For example, a lot.

Long time free and open user one of the world's leading online job site.

Granted they're free on crime clusters to our enterprise here on elastic cloud.

Speaker 2: The customer is using Elastic to power the global job search functionality on the website and to monitor logs for suspicious or illegal activities.

Customer is using elastic to power their global job search functionality on the website and to monitor logs for suspicious or illegal activity.

Speaker 2: they moved to ElastiCloud to access these innovations while lowering their overall cost.

They moved to elastic cloud to access these innovations while lowering their overall cost.

Managing risk is another reason and global organizations are turning to elastic and with increasing sophistication and scale of cyber security threats across an ever growing attack surface area elastic security helps our customers quickly find the data they need to prevent detect and <unk>.

Speaker 2: Managing risk is another reason global organizations are turning to Allah.

Speaker 2: And with increasing sophistication and scale of cyber security threats across an ever-growing attack surface area, Elastic Security helps our customers quickly find the data they need to prevent, detect, and respond to complex cyber threats at scale, minimizing risk, and protecting your organization's reputation. Because cyber risk...

Respond to complex cyber threat at scale many.

Minimizing waste and protecting your organization's reputation.

Cyber risk is business waste.

Speaker 2: One of the core and unique pillars in Elastic Security is openness. From open data, to open architecture, to open content, to open collaboration.

One of the core and unique pillars in elastic securities openness from open data to open architecture to open content to open collaboration.

Speaker 2: Openness is something we believe is deeply missing in the cyber security space and we are actively working

Openness is something we believe is deeply missing in the cyber security space and we are actively working to change that.

Speaker 2: Security starts with data. That's why we invest in integrations to extend our customers' ability to protect their data and use it to prevent, detect, and respond to cyber threats.

Security starts with data that's why we invested in integrations to extend our customers' ability to protect their data and use it to prevent detect and respond to cyber threats.

Speaker 2: This quarter, we announced integrations with products from Carbo Black, CrowdStrike, CloudFlare, HashiCorp, and Palo Alto Network.

This quarter, we announced integrations with products from carbon black crowd strike cloud player Hashi Corp, and Palo Alto networks.

Speaker 2: When customers get started with Elastic, we often see a natural evolution as they expand their adoption of Elastic across SIEM, endpoint protection, cloud security, and XDR. In fact, Forrester recognized our strong, customizable, free, and open SIEM, naming Elastic a contender in the industry's first analysis of XDR advantages.

When customers get started with the last thing, we often see a natural evolution as they expand their adoption of elastic across Sim endpoint protection cloud security and Xdr in fact.

To recognize our strong customizable free and open Sim naming elastic a contender in the industry's first analysis of xdr vendors.

Speaker 2: And this analysis was done even before we launched our XDR operation.

And this analysis was done even before we launched our xdr offering.

Speaker 2: We believe this was driven partially by the power of our open search platform, including capabilities such as searchable snapshots and machine learning, which we believe are game changers for security use.

We believe this was driven partially by the power of our open search platform, including capabilities, such as searchable snapshots and machine learning, which we believe are game changers for security use cases.

Speaker 2: Typically, our security customers start to use us for same use.

Typically our security customers start to use us for some use cases for example in Q2, we closed new business with a global leader in commercial electronic documents management and operations.

Speaker 2: For example, in Q2, we closed new business with a global leader in commercial electronic documents management and operations.

Speaker 2: They chose our SIEM to replace their legacy products because they were looking for an open and innovative data-driven SIEM that is an easy-to-deploy, cost-effective option to manage their growing data volumes while meeting data retention requirements.

Shows our Sim to replace their legacy product because they were looking for and opened an innovative data driven Sim that is an easy to deploy cost effective option to manage their growing data volumes, while meeting data retention requirements.

Speaker 2: Other times, customers start with security and add observability while they continue to expand their security use case.

Other times customers start with security and Adams ability, while they continued to extend their security use cases.

Speaker 2: For example, we closed business during the quarter with a major U.S. public research.

For example, we've closed business during the quarter with a major U S Public research University.

We had first adopted our endpoint security solution and then expanded to observe ability.

Speaker 2: In Q2, the customer expanded with us yet again, choosing our SIEM to replace a legacy product for their security operations center.

In Q2, the customer expanded with us yet again choosing.

Our Sim to replace a legacy product when their security operations Center.

Speaker 2: They currently deploy Elastic on devices across the university system and leverage searchable snapshots and frozen data here to better manage their high volume logging data and storage.

They currently deploy elastic on devices across the University system, and leverage searchable snapshots and frozen data appear to better manage their high volume logging data and storage needs.

Speaker 2: Which leads me to another trend we are seeing, the continued convergence and adoption of a unified platform within and across observability and security.

Which leads me to another trend we are seeing the continued convergence and adoption of a unified platform within and across observer ability and security.

Speaker 2: On one hand, customers are bringing together logs, metrics, and application traces with unified observability.

On one hand customers are bringing together logs metrics and application traces with unified observer ability.

Speaker 2: At the same time, we're seeing a similar convergence in security with SIEM, Endpoint, and cloud security coming together with XDR.

At the same time, we're seeing a similar convergence in security with Sim endpoint and cloud security coming together with xdr.

Speaker 2: And because customers rely on the same data across security, operations, and development, they are choosing Elastic as their unified platform.

And because customers rely on the same data across security operations and development they are choosing elastic.

Unified platform.

Speaker 2: growing from one to another and laying the foundations for new DevSecOps workflows.

Growing from one to another and laying the foundations for new Dev Checkups workflows.

Speaker 2: We are investing heavily in this major evolution in the market.

We are investing heavily in this major evolution in the market.

Speaker 2: For example, we joined forces with Optimize to further enhance the ability for customers to gain insight into the entire IT ecosystem and eliminate blind spots in complex distributed environments.

For example, we joined forces with optimized to further enhance the ability for customers to gain insight into the entire ecosystem and eliminate blind spots in complex distributed environment.

Speaker 2: This will allow customers to have always-on continuous profiling capabilities without needing to explicitly instrument applications.

This will allow customers to have always on continuous profiling capabilities without needing to explicitly instrument application.

Along with CMT and build those security, which I spoke about last time. The addition of optimized furthers our vision to enable customers to book observed and protect their cloud native workloads.

One of the world's largest internet domain registration and web hosting companies is a great example of this.

Speaker 2: They wanted a single pane of glass across DevOps, network operations, and security.

They wanted a single pane of glass across Dev Ops network operations and security.

Speaker 2: They previously chose Elastic Cloud for observability to achieve faster mean time to respond and have implemented logging, metrics, and APM.

They previously chose elastic cloud Forbes your ability to achieve faster meantime to respond and have implemented logging metrics and APM.

Speaker 2: With a unified resource-based pricing and features like searchable snapshots, the customer is able to bring in more data and instrument more applications than with other vendors.

With a unified resource based pricing and features like searchable snapshot the customer is able to bring in more data and instruments more applications than with other vendors.

But the story doesn't stop there.

Speaker 2: In Q2, the customer expanded to security, displacing another vendor with our SIEM. Because, as we say, while you observe, why not protect?

Q2, the customer expanded the security displacing another vendor with our Sim.

As we say, while you observe why not protect.

Speaker 2: And within elastic observability, our APM capabilities continue to grow. In Q2, we GA'd trace correlations to help organizations overcome complex dependencies to keep modern cloud applications running.

And within elastic of durability or APM capabilities continue to grow in Q2 with GE, a trace correlation to help organizations overcome complex dependent to keep modern cloud applications running.

While logging is still the most common use case for new customers to adopt the Alaska observer ability.

APM customer use cases are growing in both land and expand.

A leading telehealth platform provider expanded business with us so they can gain insight into their overall operating environment.

Speaker 2: Demand for their platforms skyrocketed over the last 18 months.

Demand for their platform skyrocketed over the last 18 months.

Speaker 2: Already an elastic observability customer for logging, in Q2 they added APM to better understand and improve the user experience of patients and providers.

Already in Alaska comes through mobility customer for logging in Q2, they added APM to better understand and improve the user experience of patients and providers.

Speaker 2: User experience can be competitive differentiator for enterprise.

User experience can be competitive differentiator for enterprises, our customers use our silver ability solution to monitor user experience and they use elastic enterprise search to empower their customers and employees to find what they need when they need it.

Speaker 2: Our customers use our observability solution to monitor user experience. And they use Elastic Enterprise Search to empower their customers and employees to find what they need when they need it.

Speaker 2: In Q2, we announced the general availability of our native web caller, offering a fast and efficient way for users to ingest content directly from publicly accessible websites.

In Q2, we announced the general availability of our native web color offering a fast and efficient way for users to ingest content directly from publicly accessible website.

Speaker 2: Customers turn to our enterprise search solution for our out-of-the-box capabilities like WebCaller and Workplace Search, as well as the flexibility to develop search apps with Elasticsearch.

Customers turned to our enterprise search solution for our out of the box capabilities like web color and workplace hurt.

As well as the flexibility to develop search apps with elastic search.

Speaker 2: A wonderful example of this is the business was closed with one of the largest diversified financial services institutions in the United States.

A wonderful example of this is the business was closed with one of the largest diversified financial services institutions in the United States.

Speaker 2: The customer uses workplace search to centralize search across their multiple data sources to promote efficiency across the organization.

The customer uses workplace search to centralized search across their multiple data sources to promote efficiency across the organization.

In Q2.

<unk> added a new use case developing a custom application to reliably search audit and report on ATM data using elastic search as a central repository.

Speaker 2: Retail customers are taking a cloud-first approach as they look to retool their traditional brick and mortar businesses to meet the continuing demand for online shopping and curbside pickup.

Retail customers are taking a cloud first approach as they look to retool their traditional brick and mortar businesses to meet the continuing demand for online shopping and curbside pickup.

Speaker 2: One of the world's largest home improvement speciality retailers expanded business with us in Q2.

One of the world's largest home improvement speciality retailers expanding business with us in Q2.

Speaker 2: Their online business has nearly doubled over the last two years and the existing search functionality on their website was not able to keep up with their scalability and availability requirements.

Their online business has nearly doubled over the last three years and the existing search functionality on their website was not able to keep up with their scalability and availability requirement.

Speaker 2: With ElastiCloud on Google Cloud, the customer is able to leverage the speed and scale of ElastiSearch without having to invest in additional people and infrastructure to manage the deployment. And with our machine learning capabilities, they are able to provide more relevant search results and product suggestions for their customers.

With elastic cloud on Google cloud.

Customer is able to leverage the speed and scale overlap search without having to invest in additional people and infrastructure to manage the deployment.

And with our machine learning capabilities, they are able to provide more relevant search results and product suggestions for their customers.

Speaker 2: Elastic is at the epicenter of all of these digital transformation trends. The possibilities for us are endless.

And last thing is at the epicenter of all of these digital transformation trends.

The ability for us are endless.

Speaker 2: That's why we are making significant investments in our business, in all functions, and particularly in the field. We are expanding coverage in all geographies and also expanding our global cloud inside sales, which supports our scalable programmatic approach to revenue generation, which focuses on ElastiCloud.

That's why we are making significant investments in our business in all functions and particularly in the field, we're expanding coverage in all geographies and also expanding our global cloud inside sales, which supports our scalable programmatic approach to revenue generation, which focused on elastic cloud.

And we continue to invest in our partnerships.

Speaker 2: Azure and Google Cloud were marquee sponsors at our Elasticon Global User Conference.

Azure and Google Cloud, where mark key sponsors at our Alaska Global user conference.

Speaker 2: Scott Guthrie, Microsoft's Executive Vice President of Cloud and AI, join me on the virtual stage at Elastic on Globe.

Scott Guthrie, Microsoft Executive Vice President of cloud and AI joined me on the virtual stage at elastic on global.

Speaker 2: And customers including Adobe General Motors IBM S.A.P. and Twitter showed how elastic is helping them solve their data challenge.

And customers, including Adobe General Motors, I B M. S N P and Twitter showed how elastic is helping them solve their data challenges.

Speaker 2: As we scale towards becoming a multi-billion dollar company in the future, we welcome Shelly Lebovich to the Elastic Board of Directors.

As we scale towards becoming a multibillion dollar company in the future.

We welcome Shelley labor, which to the elastic board of directors.

Speaker 2: Shelly was the CIO at Morgan Stanley and the World Bank, and she brings 30 years of real-world security domain expertise and extensive corporate board and advisory experience.

Shelley was the CIO at Morgan Stanley and the World Bank and she brings 30 years of real World Security domain expertise and extensive corporate board and advisory experience.

Speaker 2: And for the second year in a row, we were honored to be named as the best technology company for women, a best overall company for women, and best company where CEOs support gender diversity by workplace review site PeriGov.

And for the second year in a row, we were honored to be named as the best Technology company for women.

Our best overall company for women and Best Company, where Seo support gender diversity by workplace review site fairy godmother.

Speaker 2: It's humbling to see that wherever and however our community, customers, and partners are putting Elastic to work, we are helping them search, solve, and succeed, at scale, and on a single platform.

It's humbling to see that wherever and however, our community customers and partners are putting Alaska to work, we are helping them search sold and succeed at scale and on a single platform.

Now over to you <unk>.

Speaker 3: Thanks, Shai. Q2 was another great quarter, continuing our momentum of strong execution and investments to capture the large market opportunity ahead of us.

Thanks, Mike Q2 was another great quarter, continuing our momentum of strong execution and investments to capture the large market opportunity ahead of us.

Speaker 3: Elastic Cloud was once again the highlight with strong new customer additions and robust consumption trends.

Elastic cloud was once again, the highlight with strong new customer additions and robust consumption trends.

Speaker 3: We continue to expect that cloud will remain a tailwind for the longer term. More broadly, our solutions continue to resonate with customers and we are capitalizing on the clear secular tailwinds, both around the volume of data and how enterprises more effectively use that data.

We continue to expect the cloud will remain a new win for the longer term.

More broadly our solutions continue to resonate with customers and we are capitalizing on the secular tailwind both around the volume of data and how enterprises more effectively use that data.

Let's get into the numbers.

Speaker 3: Total revenue in the second quarter was $206 million, up 42% year-over-year, reflecting the continued successful execution of our strategy.

Total revenue in the second quarter was $206 million up 42% year over year, reflecting the continued successful execution of our strategy.

Speaker 3: We're very pleased with our performance, which was better than expected, with stronger than expected consumption rates in Elastic Cloud.

We're very pleased with our performance, which was better than expected with stronger than expected consumption rates and elastic cloud.

44% of our revenue came from outside the United States. We continue to view the geographic distribution as a long term strength of our business model.

Speaker 3: We continue to view this geographic distribution as a long-term strength of our business model.

Speaker 3: Subscription revenue in Q2 totaled $190.3 million, comprising 92% of total revenue.

Subscription revenue in Q2 totaled $193 million comprising.

Comprising 92% over revenue.

Speaker 3: Within subscriptions, revenue from Elastic Cloud was again strong at $69 million, growing 84% year-over-year, driven by strong customer growth and usability.

Subscription revenue from elastic cloud was against from at $69 million growing 84% year over year, driven by strong customer growth and usage.

Speaker 3: Nasdaq Cloud was approximately 34% of total revenue, up from 26% a year ago.

The call was approximately 34% over revenue up from 26% a year ago.

Speaker 3: The vast majority of ElastiCloud revenue is now derived from consumption-based arrangements.

The vast majority of elastic cloud revenue is now derived from consumption based arrangements.

Speaker 3: As you may know, the consumption model places no limits on how much data a customer can bring into a platform.

As you May know the consumption model places no limits on how much data a customer can bring into our platform.

Speaker 3: Additionally, customers have the flexibility to purchase credits based on the amount they plan on using or purchase purely on demand each month. They also have the flexibility to consume credits on actual usage without wasting credits until they are up and running at full capacity and without being penalized with higher rates if they consume credits faster than they expect.

Additionally, customers have the flexibility to purchase credits based on the amount we plan on using ultra just purely on demand each month.

They also have the flexibility to consume credits on actual usage without wasting credits Antoni are up and running at full capacity and without these penalized with higher rates, if they consume credit faster than they expected.

Speaker 3: Limitless consumption and customer flexibility considerably reduce friction and make it a superior business model compared to a traditional ratable model.

The limit this consumption and customer flexibility considerably reduced friction and make it a superior business model compared to a traditional or out of the model.

Speaker 3: Also, we recognize revenue based on the actual consumption. Revenue grows as consumption ramps, so we believe this sets us up nicely for strong revenue and expansion metrics in the future.

Also we recognize revenue based on the actual consumption revenue growth as consumption ramps. So we believe that sets us up nicely for strong revenue and expansion metrics in the future.

Speaker 3: Within Elastic Cloud, we once again saw strength in both our annual cloud business as well as our monthly cloud business.

But then elastic cloud we once again saw strength in both our annual cloud business as well as among detailed business.

Speaker 3: More specifically, our monthly cloud business exhibited ongoing momentum in both new customer additions and increased consumption.

Specifically, our multi cloud business exhibited ongoing momentum in both new customer additions and increased consumption.

Speaker 3: This route to market continues to be a great way to acquire and onboard new customers as they quickly find value in our paid features and support.

Route to market continues to be a great way to acquire and onboard new customers quickly find value in our paid features and support.

Speaker 3: Monthly Cal Revenue was approximately 16% of total revenue in Q2 versus 15% in Q1.

Monthly card revenue was approximately 16% of total revenue in Q2 versus 15% in Q1.

Speaker 3: Professional services revenue in Q2 was $15.7 million, growing 47% year over year. This revenue stream can fluctuate across quarters depending on the timing of projects and delivery.

Professional services revenue in Q2 was $15 7 million growing 47% year over year since.

This revenue stream can fluctuate across quarters, depending on the timing of projects in delivery.

Speaker 3: Professional services remains mainly a product in either and we do not expect professional services to increase significance in mix over the years.

Special services remains mainly a product in either and.

And we do not expect professional services to increase significantly over the year.

Speaker 3: The quarter strength in terms of deal flow was broad based across our three solutions driven by new and existing customer growth across segments and geographies.

The quarter strength in terms of deal flow was broad based across our three solutions, driven by new and existing customer growth across segments and geographies.

Speaker 3: The Americas grew the fastest, followed by APJ and then EMEA.

Medical grew the fastest followed by APG and then EMEA.

Federal business performed well in the quarter.

Speaker 3: Calculated billings in the quarter grew 30% year-over-year to approximately $231 million.

Calculated billings in the quarter grew 30% year over year to approximately $231 million.

Speaker 3: At the end of Q2, total deferred revenue was approximately $390 million, up 26% year-over-year.

At the end of Q2 total deferred revenue was approximately $390 million up 26% year over year.

Speaker 3: Maining performance obligations total approximately $832 million, up 29% year-over-year.

Remaining performance obligations totaled approximately $832 million up 29% year over year.

Speaker 3: Customers continue to make marketer commitments to us, reflecting the increasing strategic relevance we bring to their business.

Customers continue to make multi year commitments to us, reflecting the increasing strategic relevance we bring to their businesses.

Speaker 3: Contract length remains slightly over 1.5 years on average.

Contract lengths remained slightly over one five years on average.

Speaker 3: As a reminder, we do not actively manage the business to a target contract length, so this can fluctuate across quarters. Also, our monthly cloud business has no deferred revenue or remaining performance applications.

As a reminder, we do not actively manage the business to a target contract length. So this can fluctuate across quarters.

So amongst the cloud business has no deferred revenue or remaining performance obligations.

Turning to customer metrics.

Speaker 3: He ended Q2 with over 17,000 total subscription customers.

We ended Q2 with over 17000 total subscription customers.

Speaker 3: We once again saw significant strength in customer additions driven by new customer momentum for Elastic Cloud.

We once again saw significant strength in customer additions driven by new customer momentum from elastic cloud.

Speaker 3: We also ended the quarter with more than 830 customers with annual contract values above $100,000, compared to more than 780 such customers at the end of Q1, reflecting continued strong expansion trends.

We also ended the quarter with more than 830 customers with annual contract values above $100000 compared to more than 780, such customers at the end of Q1, reflecting continued strong expansion training.

Speaker 3: This marks the third quarter in a row of strong momentum in this category.

This marks the third quarter in a row of strong momentum in this category.

Speaker 3: We also crossed another important milestone and now have over 100 customers with ACV over $1 million compared to over 50 such customers at the end of Fiscal 20 and over 75 such customers at the end of Fiscal 20.

Also crossed another important milestone and now have over 100 customers with ACD over $1 million compared.

Compared to over 50, such customers at the end of fiscal 'twenty and over 75, such customers at the end of fiscal 'twenty one.

Speaker 3: The pace of customer additions and growth in both the greater than 100K ACV and greater than 1 million ACV categories reflects the success of our enterprise selling motion and we believe we are still only in the early stages of unlocking the opportunity in the enterprise.

The pace of customer additions and growth in both the greater than 100 gig ECB and greater than 1 million ACD categories reflects the success of our enterprise selling motion and.

And we believe we are still only in the early stages of unlocking the opportunity in the enterprise segment.

Our net expansion rate was roughly flat compared to Q1 remaining slightly below 130%.

Speaker 3: Our net expansion rate was roughly flat compared to Q1, remaining slightly below 130%. As you know, this is a trailing 12-month measure and therefore a bit slower moving. We continue to expect the net expansion rate to remain at current level, give or take a few percentage points in FISCO 22.

As you know this is a trailing 12 month measure and therefore, a bit Stuart moving we continue to expect the net expansion rate to remain at current levels give or take a few percentage points in fiscal 'twenty.

Now turning to profitability, which is non-GAAP.

Speaker 3: Gross profit in the quarter was approximately $158 million, representing a gross margin of 76.8%.

Gross profit in the quarter was approximately $158 million, representing a gross margin of 76, 8%.

Speaker 3: We managed our overall gross margin well during the quarter despite the increase in the clouds.

Managed our overall gross margin well during the quarter. Despite the increase in the bottlenecks.

Speaker 3: Looking ahead, ElastiCloud will remain a modest headwind to gross margin overall as it increases in mix and we continue to invest to drive growth.

Looking ahead elastic cloud will remain a modest headwind to gross margin overall as increases in mix and we continue to invest to drive growth.

Speaker 3: Looking at operating expenses in Q2, we increased our investments in the business as we laid out in the prior call.

Looking at operating expenses in Q2, we increased our investments in the business as we laid out in the prior call.

Speaker 3: 341 people to the company, which included 61 from recent acquisitions.

<unk> 341 people to the company, which included 61 from recent acquisitions.

Speaker 3: A significant portion of these investments were in sales and marketing, but our core strategy of driving initial adoption and then scaling up through the enterprise remains unknown.

Significant portion of these investments were in sales and marketing, but our core strategy of driving initial adoption and then scaling up to the enterprise remains unchanged.

Speaker 3: We're also expanding our capacity across geographies and segments, as well as scaling our velocity sales motion to further drive our cloud.

We're also expanding our capacity across geographies and segments as well as giving a velocity sales motion to further drive our cloud business.

Speaker 3: At the same time, we are continuing to focus on moving further up within the enterprise with field investments that support our solution strategy.

At the same time, we're continuing to focus on moving further up within the enterprise with field investments that support our solution strategy.

Speaker 3: We expect these investments to continue in Cisco 22 across all functions as we look to capture the market opportunity ahead.

We expect these investments to continue in fiscal 'twenty two across all functions as we look to capture the market opportunity ahead.

Speaker 3: Our operating profit in the quarter was $1.4 million with an operating margin of 0.7%, which was significantly better than expected, primarily due to the strong revenue performance in the quarter. This reflects the operating leverage

Our operating profit in the quarter was $1 $4 million with an operating margin of 7%, which was significantly better than expected primarily due to the strong revenue performance in the quarter.

This reflects the operating leverage inherent in our business model.

Speaker 3: We also continue to benefit, as expected, from lower travel and event spending given the pandemic.

We also continued to benefit as expected from lower travel and event spending given the pandemic.

Speaker 3: Loss per share in Q2 was $0.09, using 92.2 million weighted average shares outstanding. Turning to free cash flow.

Loss per share in Q2 was nine using $92 2 million weighted average shares outstanding.

Turning to free cash flow.

Cash flow was negative $12 $2 million in Q2.

Speaker 3: As we've said before, quarterly cash flow can be lumpy and affected by timing issues and seasonal variation, so we look at cash flow primarily for the full fiscal year. We continue to expect our free cash flow margin to remain slightly positive on an unlevered basis in Fiscal 2019.

We've said before quarterly cash flow can be lumpy unaffected by timing issues and seasonal variation. So we look at cash flow primarily for the full fiscal year.

We continue to expect our free cash flow margin to remain slightly positive on an unlevered basis in fiscal 'twenty two.

We ended Q2 with a strong balance sheet cash and cash equivalents totaled approximately $876 million. After the recent acquisitions of food security and CND.

Speaker 3: We ended Q2 with a strong balance sheet. Cash and cash equivalents totaled approximately $876 million after the recent acquisitions of Build.Security and CMB.

Turning to guidance.

Speaker 3: The year is playing out as we expected, both from an execution and business environment perspective.

The other is playing out as we expected ultimate execution and business environment perspective.

Speaker 3: Specifically on Elastic Cloud, our customers' consumption patterns have been robust through the first half of the fiscal year, and we expect this trend to continue.

Specifically on elastic cloud our customers consumption patterns have been robust through the first half of the fiscal year and we expect this trend to continue.

Speaker 3: We remain confident that Elastic Cloud will continue to grow faster than the overall business. And as Shai mentioned, we expect Elastic Cloud revenue to exceed 50% of total revenue in the next three years.

We remain confident that Alaska will continue to grow faster than the overall business and as <unk> mentioned, we expect elastic cloud revenue to exceed 50% of total revenue in the next three years.

Speaker 3: We also continue to expect our calculated billings growth in the second half to be greater than the first half as our recent investments gain traction.

We also continue to expect our calculated billings growth in the second half to be greater than the first half as our recent investments gain traction.

Speaker 3: That said, we continue to believe that revenue is a better indicator of our business trends than calculated billings and RPOs, as those can fluctuate based on timing and the duration of customer contracts. In a consumption model, these metrics are also less correlated to revenue due to the variability associated with customer consumption patterns.

That said, we continue to believe that revenue is a better indicator of our business strengths on calculated billings and our field as those can fluctuate based on timing and the duration of customer contracts and.

The consumption model of these metrics are also less correlated to revenue due to the variability associated with customer consumption patterns.

Speaker 3: Also, as I mentioned previously, our monthly cloud business, which has been gradually increasing in mix, has no deferred revenue or remaining performance updates.

Also as I mentioned previously our monthly cloud business, which has been gradually increasing and mix has no deferred revenue or remaining performance obligations.

Speaker 3: Additionally, as you know, the U.S. dollar has been strengthening recently. At current spot rates, we expect FX to be roughly a 1% headwind to reported revenue in the second half of the year.

Additionally, as you know the U S. Dollar has been strengthening recently at current spot rates, we expect FX to be roughly a 1% headwind to reported revenue in the second half of <unk>.

Looking ahead, we remain very excited about the long term opportunity ahead of us and we'll continue to invest aggressively in the second half against that opportunity as.

Speaker 3: As the business environment continues to improve, we also expect increased expenses related to travel and events. Even with these investments, we will continue to demonstrate the operating leverage in the model for the full fiscal year.

As the business environment continues to improve we also expect increased expenses related to travel and events.

Even with these investments we will continue to demonstrate the operating leverage in the model for the focus from here.

Speaker 3: With that background, for Q3, we expect revenue in the range of $207 million to $209 million, representing a growth rate of 32% year-over-year at the midpoint.

With that background for Q3, we expect revenue in the range of $207 million or $209 million.

Representing a growth rate of 32% year over year at the midpoint.

Speaker 3: We expect non-GAAP operating margin in the range of negative 6% to negative 5%, and non-GAAP net loss per share in the range of $0.24 to $0.20, using between 92.5 and 93.5 million ordinary shares out there.

We expect non-GAAP operating margin in the range of negative 6% to negative, 5% and non-GAAP net loss per share in the range of 24 to 20 using between 92, 5% to $93 5 million ordinary shares outstanding.

Speaker 3: For full fiscal 22, we expect revenue in the range of $826 million to $832 million, representing a growth rate of 36% year-over-year at the midpoint.

For full fiscal 'twenty, two we expect revenue in the range of $826 million to $832 million representing.

Representing a growth rate of 36% year over year at the midpoint.

Speaker 3: We expect non-GAAP operating margin in the range of negative 3% to negative 2%, and non-GAAP net loss per share in the range of $0.61 to $0.51, using between 92 and 93 million ordinary shares outstanding.

We expect non-GAAP operating margin in the range of negative, 3% negative, 2% and non-GAAP net loss per share in the range of 61 to 51.

Using between 92, and 93 million ordinary shares outstanding.

Speaker 3: In summary, we had a great first half of the fiscal year and our strategy is working nicely.

In summary, we had a great first half of the fiscal year and our strategy is working nicely.

Speaker 3: We remain excited about the long-term market opportunity ahead of us, and we are investing towards that. And with that, let's go ahead and take questions. Operator?

Remain excited about the long term market opportunity ahead of us and we are investing towards that.

And with that let's go ahead and take questions operator.

We will now begin the question and answer session.

Speaker 4: To ask a question, you may press star, then 1 on your touchtone phone.

To ask a question you May Press Star then one on your Touchtone phone.

Speaker 4: If you're using a speakerphone, please pick up your handset before pressing the key.

We're using a speakerphone please pick up your handset before pressing the keys.

Speaker 4: To withdraw your question, please press star, then 2.

Or withdraw your question. Please press Star then two.

Speaker 4: Our first question today comes from Raimo Linshao with Barclays.

Our first question today comes from Ryan Lynch Hill with Barclays.

Speaker 5: Thank you and congrats on a strong quarter.

Okay.

And congrats on a strong quarter.

Speaker 5: If you think, Shai, can you talk a little bit about like the cloud adoption patterns that you're seeing there? Because if I look out into the industry, it seems like all of the vendors are seeing like very, very strong growth. Can you talk a little bit about like that whole notion of competition versus actually a broadening of the market and what's driving that broadening of the market at this scale? And then I had one follow up for Janne Schaap.

If you think Shai can you talk a little bit about like the cloud adoption patterns that you're seeing there because if I look out into the industry. It seems like all of the vendors are seeing like very very strong growth.

Can you talk a little bit about like that whole notion of competition versus actually a broadening of the market and what's driving that brought in and off the market at this at this scale and then I had one follow up for you on a shocker.

Speaker 2: Yeah, of course. Thanks. Thanks for the question. Happy to answer it.

Yes of course thanks.

Thanks for the question and happy to answer it.

Speaker 2: I will answer it in at least two parts on my end. The first part is the move to the cloud. I traveled and visited customers in Europe and in the US.

I will answer it in two parts on my end. The first part is the move to the cloud.

<unk> and visited customers in the in Europe and in the U S.

Speaker 6: And I see more and more both small companies, but many large enterprises obviously moving to the cloud. They still have some workloads running on prem, but definitely new workloads are running on the cloud. And when they run on the cloud,

I see more and more both small companies, but many large enterprises, obviously move into the cloud.

We still have some workloads running on prem, but definitely new workloads are running on the cloud and when they were out of the cloud, especially for large enterprises. They are looking for multi cloud strategy. This is when we talk to them about our strategy and our investments in running on all the various cloud Hyperscale is our integrations with them and the support for existing work.

Speaker 6: especially for large enterprises, they're looking for multi-cloud strategy. This is when we talk to them about our strategy and our investments in running on all the various cloud hyperscalers, our integrations with them, and the support for existing workloads that they have on on-prem. They're very excited about the opportunity that we're presenting them.

They have an on prem, they're very excited about the opportunity that presents itself.

Speaker 6: But cloud is the delivery model, which obviously we're investing in and making sure that we have a best-in-class offering.

The cloud is the delivery model, which obviously, we're investing in and making sure that we have a best in class offering.

Speaker 6: Our three solutions are well-integrated, obviously, and delivered best on our cloud offering.

All three solutions are well integrated obviously in delivering best on our cloud offering and those three solutions are the ones that I think are growing the most when it comes to the opportunity that we have in front of us enterprise search the ability to add a search box to your website.

Speaker 6: And those three solutions are the ones that I think are growing the most when it comes to the opportunity that we have in front of us.

Speaker 6: enterprise search, the ability to add a search box to your website, observability, the ability to monitor your cloud workloads, as well as your on-prem workloads and infrastructure.

<unk> the ability to monitor your cloud workloads as well as your on Prem workloads and infrastructure.

Speaker 6: and security to the ability to detect and prevent cyber threats.

And security to the ability to detect and prevent cyber threats. All of them are markets that are in the mid term convergence yet expansion that I to be honest haven't seen over the last few years that have been.

Speaker 6: All of them are markets that in the midst of convergence, yet expansion that I, to be honest, haven't seen over the last few years that have been engaging in them.

Engaging in them. So that we remain very excited and the combination of these three highly applicable solutions across verticals and across geographies delivered by cloud makes me optimistic about the future.

Speaker 6: To that I remain very excited and the combination of these three highly applicable solutions across verticals and across geographies delivered by cloud makes me optimistic about the future.

Speaker 5: Yeah, perfect. And Janusz, as we think about your business with more clouds in the mix, I think that billings will be less and less relevant. What's your thoughts going forward in terms of what you should really talk to in terms of CRPO, billings, maybe an ARR metrics, revenue? Because a lot of the cloud doesn't get captured, well, none of the cloud gets really captured in billings.

Yeah, perfect and youngest.

As we think about your business with more cloud in the mix I think billings will be less and less relevant like can you kind of.

As you move forward going forward in terms of like what you should really talk to in terms of.

<unk> billings, maybe an air our metrics revenue.

I'll be quick.

A lot of the cloud doesn't get captured world none of the caucus, which is captured in buildings and stuff.

Speaker 3: Yeah, it's a great question, Raimo, and you know, at the end of the day, there's no perfect measure in these kinds of businesses, which is why, as I've indicated before, I think revenue is the best measure for us to reflect the performance of our business.

Yes.

Great question Raimo and.

You know at the end of the day, there's no perfect measure in these kinds of businesses, which is why as I've indicated before I think revenue is the best measure for us to reflect the performance of our business and includes the full effect of the adoption of our technology across all the different formats that we offer.

Speaker 3: It includes the full effect of the adoption of our technology across all the different formats that we offer. It's also the best measure to look at, particularly since now the vast majority of our cloud business is based on consumption-based arrangements. As you know, in a consumption model, revenue reflects customers' current consumption patterns. It's not a time-based runoff of historical deals.

Also the best measure to look at particularly since now the vast majority of our cloud business is based on consumption based arrangements and you know as you know in a consumption model revenue reflects customers current consumption patterns. It's not a time base run off of historical deals. So revenue in fact in a consumption business is a very current measure of cost.

Activity.

And calculated billings and <unk> provided a bit of a view of billings and backlog, but they are affected by the various factors that you've talked about especially because the monthly cloud business does not have any deferred revenue on our appeal. So given that I continue to look at revenue as a primary measure when I look at the business internally.

Perfect. Thank you and congrats.

Thank you.

Speaker 4: Our next question comes from Brent Till with Jeffreys.

Our next question comes from Brent Thill with Jefferies.

Okay.

Janice.

Speaker 1: Janesh, I think everyone's curious. I know you mentioned don't focus on billings or DR, but you did have a pretty sharp decel year on year on current DR. Was there anything that you take away from that? I think you'd mentioned you expected the second half billings to be higher than the first half. Are you still anticipating that?

Thank you everyone. Just curious I know you mentioned don't don't focus on billings are Dr. But you did have a pretty sharp DSL year on year on currency yard was there was there anything that you take away from that I think you'd mentioned you expect in the second half billings to be higher in the first half are you still are you still in since maybe not.

Speaker 3: Yeah, we are Brent. So, you know, if I reflect back on the quarter and the performance in Q2, we are very pleased with the outcome. I think the team did really well on many different fronts. Obviously, the headline numbers that you see in terms of revenue growth and cloud revenue growth at 84%, but there were many successes across the business when you look at the customer metrics and the expansion metrics.

Yes, we are Brent So you know as I reflect back on the quarter and the performance in Q2, we are very pleased with the outcome I think the team did really well on many different fronts. Obviously the headline numbers that you see in terms of revenue growth in cloud revenue growth at 84%, but there were many successes across the business. When you look at the customer metrics the expansion metrics.

Speaker 3: So there was a lot for us to be pleased about in the quarter. We had already shared previously that we expected a stronger second half in billings, given that the investments that we started to make in the past couple of quarters should start to bear fruit in the back half of this fiscal year, and that continues to be our expectation. So the year is playing out just as we expected, and we're looking forward to the rest of the year. We feel really good about the business looking ahead, and you see that confidence reflected in the raised guidance for the year.

So there was a lot for us to be pleased about in the quarter.

We had already shared previously that we expected a stronger second half in billings given that the investments that would be soft demand in the past couple of quarters should start to bear fruit in the back half of this fiscal year and that continues to be our expectation for the year is playing out just as we expected.

And we're looking forward to the rest of the year, we feel really good about the business looking ahead, and you'll see that confidence reflected in the raised guidance for the year.

Speaker 1: And maybe for Shai, just when you think about the commitment to the platform, it seems like you have numerous engines of growth and this kind of commitment to the Elastic platform versus, you know, taking one area for security or another area for search. Are you seeing these bigger enterprise-wide commitments where you're seeing standardization and bigger enterprise license agreements? Talk to us about just the adoption pattern, what you're seeing as it relates to the platform adoption.

And maybe for Sean just when you think about the commitment to the platform. It seems like you have numerous.

Engines of growth in this kind of commitment to the elastic platform versus taking one area for security or another area for search are you seeing these bigger enterprise wide commitments, where youre seeing standardization and bigger.

Enterprise license agreements talk to us about just the adoption pattern on what Youre seeing.

As it relates to the platform adoption.

Speaker 6: Yeah of course, happy to. So first of all I'll start that our focus is on our three main solutions enterprise search, observability and security. We've been playing in the observability play space for you know almost 10 years now and through observability specifically through logging we're starting to be used more and more within the security space even before we invested actively to build user experiences that are curated for security professionals.

Yeah of course happy to.

So first of all I'll start that our focus is on our three main solutions enterprise search observer ability and security we've been playing in deals obviously mobility play space for.

Almost 10 years now.

And through observer ability, specifically through logging, we're starting to be used more and more within the security space, even before we invested actively to build.

User experiences that are curious for security professionals.

Speaker 6: So, all of them are very natural evolution of our product line. The benefit that I believe we have is the fact that all of them are developed into a single unified platform.

So all of them are very natural evolution of our product line at the benefit that I believe we have is the fact that all of them develop into a single unified platform.

Speaker 6: that means that we can implement certain capabilities in one area and then have them immediately impact the other. I mentioned, for example, our ability to reduce latency, compress network, and reduce data storage costs, and those suddenly, once we implemented them, apply to all of our cloud customers across enterprise search, observability, and security.

That means that we can implement certain capabilities in one area and then have them immediately impact the other I mentioned for example, our ability to.

Reduced latency compress network and reduced storage costs and those suddenly once we implemented them apply to all of our cloud customers across enterprise search observer ability and security.

Speaker 6: That platform play also helps us with our ambitions and efforts to become the first or second player in each market, like we did, by the way, from my perspective, at least in the enterprise search market, which was our first solution. So we continue to invest heavily, heavily there.

That platform play also helps us with our ambitions in efforts to become the first or second player in each market like we did by the way from my perspective at least in the enterprise search market, which was our first solution. So we continue to invest heavily heavily there.

Great. Thank you.

Speaker 4: Our next question comes from Matt Hedberg with RBC Capital Markets.

Our next question comes from Matt Hedberg with RBC capital markets.

Great. This isn't a shelf for Matt hedberg, Thanks for taking my questions.

Speaker 7: Great. This is Anusha from Merit Hedberg. Thanks for taking my questions. Maybe could you start by talking about the maritime environment and the health of your end market? And secondarily, although the details of the new COVID variant are limited, are you assuming any additional conservatism in your model? Yeah, maybe I'll take that. So just yeah.

Could you start by talking about the.

Macro environment and the health of the end market and secondarily, although the details on the new Covid <unk> limited are you assuming any additional kinds of Pennsylvania them in your model.

Yeah, maybe I'll take that so just yeah and stuff.

Go ahead try.

I'll talk about the market environment is happy to do so.

Speaker 6: I'll talk about the market environment, happy to. So, first of all, the three solutions that we work through that works into the single platform, and by the way, I'll talk a bit about the examples of customers that I didn't get a chance to mention before. They help us really address the needs of our customers. Our total addressable market is not of 70 billion.

First of all the.

The three solutions that we worked through that works into the single platform and by the way I will talk a bit about the examples of customers that it didn't get a chance to mention before.

They help us really address the needs of our customers.

Total addressable market is north of $70 billion.

Speaker 6: dollars, and we think it reflects the expansion and applicability of our software, and we're very, very excited about it. Together with our cloud growth, we think that we're solving our customers' needs every single day, and that's very exciting. As I speak to customers every single day, we help solve their challenges of today's and also of the next few years.

And we think it reflects the expansion and applicability of our software and we're very very excited about it together with our cloud growth. We think that we're solving our customers' needs every single day, and that's very exciting as I speak to customers every single day, we help solve their challenges of today's and also.

The next few years.

Speaker 6: would just help a home improvement company with their supply chain challenges in observing it and making sure that they can optimize it and serve their customers. That's very exciting.

Just helped and home improvement.

Company.

With their supply chain challenges observing it and making sure that they can optimize it and serve their customers. That's very exciting and we help one of our largest customers start with us in the logging use case expand to APM and then adopt our full breadth of observer ability use cases, and then from there thanks to their usage and wonderful.

Speaker 6: We help one of our largest customers start with us in the logging use case, expand to APM, and then adopt our full breadth of observability use cases. And then from there, thanks to their usage and wonderful experience that they had with us, they've expanded and now use us for CM, displacing their existing incumbent vendor within the security space. And I'm excited to also offer them down the road, our endpoint security and cloud security offering.

They had with us they've expanded and now youre pursuing.

Assume displacing their existing incumbent vendor within the security space and I'm excited to also offer them down the road, our endpoint security and cloud security offering. So all of that makes me very excited about what we build at the end of the day.

Speaker 6: So all of that makes me very excited about what we build. At the end of the day, as companies become more digital, as they move to the cloud, they end up generating large and massive volumes of data.

As companies become more digital has been moved to the cloud they end up generating large and massive volumes of data and we I consider us to be the leader in providing search experiences across any type of data and I think that represents a huge opportunity ahead of us.

Speaker 6: And we, I consider us to be the leader in providing search experiences across any type of data. And I think that represents a huge opportunity ahead of us.

Speaker 6: When it comes to COVID and market conditions, you know, obviously, this is a very volatile situation. We have new variants coming on, countries changing their rules.

When it comes to Covid and market conditions.

This is a very volatile situation, we have new variants coming on.

Countries changing the rules.

Speaker 6: What we remain focused on is, first of all, making sure that we serve our customers as they go through these difficult times, sometimes turbulent times. We keep our employees safe and focus on the applicability of our solutions, which doesn't change during COVID or hopefully soon when COVID passes.

We remain focused on his first of all making sure that we serve our customers as they go through these difficult times and sometimes turbulent times, we keep our employees safe and focus on the applicability of our solution. So it doesn't change.

During COVID-19, though hopefully soon when COVID-19 passes.

Speaker 6: the ability to find what you're looking for addresses secular trends that are there whether COVID exists or not.

The ability to find what you're looking for address the secular trends that are there whether COVID-19 exist or not.

And then maybe just to round that out in terms of how we've modeled COVID-19 specifically into the guidance. We are continuing to see a slightly better environment to try and said that was the expectation when we laid out a plan at the start of the year and we expect that in the back half things will continue to improve gradually over the course of fiscal 'twenty two.

Speaker 3: And then maybe just to round that out in terms of how we've modeled COVID specifically into the guidance, we are continuing to see a slightly better environment. As Shai said, that was the expectation when we laid out our plan at the start of the year. And we expect that in the back half, things will continue to improve gradually over the course of fiscal 2020.

Speaker 8: Got it. And then you've reported strong customer net ads for three consecutive quarters now. Could you talk about the drivers of that trend? And then how durable are this level of net ads? And then one last question for me. How is the licensing change from a few quarters ago positively impacting new customer adoption? Thank you.

Got it and then are you.

We reported strong customer net adds for three consecutive quarters now could you talk about the drivers of that trend and then how durable are this level of net adds.

And then one last question for me how is the licensing change some of your quota ethical positively impacting new customer adoption. Thank you.

Speaker 3: Sure. So I can take those. And to start with, in terms of the customer metrics, we've been very pleased with our customer metrics. I think fundamentally our strategy is working. As customers start to use us for one solution, their data volumes grow, their needs grow, they ingest data from more sources, they then extend into additional solutions, and all of that drives significant expansion for us.

Sure. So I can I can take those and to start with in terms of the customer metrics. We've been very pleased with our customer metrics I think fundamentally our strategy is working.

As customers start to use us for one solution.

They need a volumes grow their needs grow they ingest data from more sources. They then extend into additional solutions and all of that drives significant expansion for us So where are we.

Speaker 3: So we're also calling higher within the enterprise, which is an area where we've been investing quite meaningfully. And our strategy is working quite nicely there as well. We talked about metrics, not just in terms of total customer count, a lot of which come on the monthly cloud format to us, but also the expansion that we've seen in the greater than 100K and greater than million dollar ACV categories.

We're also calling higher within the enterprise, which is an area, where we've been investing quite meaningfully and our strategy is working quite nicely there as well we talked about metrics not just in terms of total customer count a lot of which come on the monthly cloud format to us, but also the expansion that we've seen in the greater than 100 gain greater than million dollars.

<unk> categories.

Speaker 3: So, the opportunity for us is large and we are continuing to invest and it's the motions that we've been driving historically including the cloud partnerships that we have, the investments we've been making internally in the business that are helping us drive that sustained growth in terms of new customer additions, both in terms of total customers as well as the expansion for the greater than 100K and greater than million dollar category.

So the opportunity for US is large and we are continuing to invest in its emotions that we've been driving historically, including the cloud partnerships that we have the investments we've been making internally in the business that are helping us drive that sustained growth in terms of new customer additions both in terms of total customers as well as the expansion for us.

The greater than 100 gain greater than million dollars categories.

Speaker 3: And then, you know, as I think about the other part of your question...

And then as I think about it.

The other part of your question.

Speaker 3: In terms of the sustainability of that, again, it comes back to the investments we're making. As we've talked about before, the opportunity is really rich out there. We're investing heavily in the business. We feel pretty good about the motions that we have in terms of customer acquisition and customer expansion, and we're looking forward to the rest of the fiscal year.

In terms of the sustainability of that again it comes back to the investments, we're making as we talked about before and the opportunity is really rich out there we're investing heavily in the business, we feel pretty good about the motions that we have in terms of customer acquisition and customer expansion.

And we're looking forward to the rest of this fiscal year.

Speaker 6: Wait, thank you. Yeah, maybe I can chime in for the license change quickly. I think it's a very relevant question. So first of all, the license change, we've been very happy with the license change. The first and most important part is that our community of users.

Great. Thank you, yes, and maybe I can chime in I can chime in for the license change quickly I think it's a very relevant question.

So first of all the licensed change we've been very happy with the license change the first and most important part is that our community of users all the way from practitioners developers operations at <unk> continued to adopt our software based on every single metric that we track actually it's increasing in some areas like our download.

Speaker 6: all the way from practitioners, developers, operations, SREs, continue to adopt our software based on every single metric that we track. Actually, it's increasing in some areas like our download numbers, which makes me very excited.

Numbers, which makes me very excited.

Speaker 6: And also, when I end up talking to CIOs and CFOs out there, they take it, you know, very naturally and think that that makes total sense.

And also when I end up talking to <unk> and <unk> out there.

Big ticket.

Very naturally and think that that makes total sense.

Speaker 6: When it comes to how it plays out in the market, one of the wonderful things that happen when the license changes that there's more clarity in the market. This type of clarity is clarity that we deserve. The fact that the only way to access our innovations and our products is by working with us as a company in a collaborative way. And obviously when you become a cloud customer, you have access to all of it.

When it comes to how it plays out in the market one of the wonderful things that happened when the license changes that there is more clarity in the market. These type of clarity is clarity that we deserve the fact that the only way to access our innovations in our products is by working with US as a company in a collaborative way and obviously when you have.

Become a cloud customer you have access to all of it.

Speaker 6: And this clarity is now showing over the last few quarters, and I expect this additional clarity to be a tailwind for us over the next few years, especially for our cloud business.

And this clarity is now showing over the last few quarters and I expect this additional clarity to be a tailwind for us over the next few years, especially for our cloud business.

Thanks.

Our next question comes from E churn Wang with Citi.

Speaker 9: Our next question comes from Yi Chun Wong with Citi.

Hello.

Again, that's issuing Wong your line is open.

Hi, guys can you guys hear me all right.

Yeah, we can.

Speaker 10: I'm sorry, hey, thanks for taking the question. Yeah, I'm just curious on some of the elastic cloud. It looks like it decelerated slightly on constant currency, which is kind of slightly surprising given the strength we've seen on some of the competitors. And could you provide some of the.

I'm sorry.

Hi.

Thanks for taking the question I'm just curious on some of the elastic cloud it looks like it decelerated slightly on constant currency, which is kind of surprising given the strength we've seen on some of the competitors and could you provide some colors as to the numbers.

What do you see the.

Some of your new customer momentum all expansion trend from current customers and I guess the follow up to that is yes that you actually saw a blog post regarding the Trs strategy could change on elastic search website that was completed in the analog Togo and I was just wondering if are you guys seeing there would be any effect on your usage.

Speaker 10: And I guess the follow-up to that is we actually saw a blog post regarding the TLS certificate change on Elasticsearch website that was completed in the end of October . And I was just wondering if you guys think there would be any effect on your usage.

And everything seems to be.

Slowing down a little bit.

Yep.

Thanks.

Speaker 3: Yeah, maybe I can take the first part of your question, and I'll let Shai touch on the second part. In terms of the cloud revenue outlook, at 84% growth in cloud in Q2, we were actually very pleased with that performance, both in terms of as reported as well as constant currency change.

Yes, maybe I can take the first part of your question and I'll, let shai touch on the on the second part.

In terms of the cloud revenue outlook.

84% growth in.

Cloud in Q2, we were actually very pleased with that performance both in terms of as reported as well as constant currency change.

Speaker 3: the growth rates. So, you know, I think that was a very positive outcome from our perspective. We executed very well on many fronts.

The growth rates so.

I think that was a very positive outcome from our perspective, we executed very well on many fronts.

Speaker 3: We had a large number of net new customer additions and also expansion, as I just talked about. The investments that we've made, the partnerships, the go-to-market investments that we're driving, the integrations with the hyperscalers, I think all of that is working very nicely for us.

We had a large number of net new customer additions and also expansion as I just talked about.

The investments that we've made the partnerships the go to market.

Investments that were driving the integrations with the hyper scaler I think all of that is working very nicely for us. So looking at the cloud business overall, we've delivered robust growth now for several quarters in a row.

Speaker 3: So looking at the cloud business overall, we've delivered robust growth now for several quarters in a row. Given our focus and our customers' preference as they adopt Elastic Cloud and start to expand in Elastic Cloud, we do continue to expect that cloud will grow significantly faster than the overall business. And as we laid out, it'll exceed 50% of revenue over the course of the next few years.

Given our focus on our customers' preference.

Adopt our elastic cloud and start to expand and elastic cloud. We do continue to expect that cloud will grow significantly faster than the overall business and as we laid out it'll exceed 50% of revenue over the course of the next few years.

Speaker 3: Shai, do you want to touch on the bit about the blog post?

Shai do you want to touch on the bit about the blog post.

Yes of course, I believe that what do you refer to is our license change which.

Speaker 6: Yeah, of course. I believe that what you refer to is our license change, which I answered.

Which I I answered.

Speaker 6: in the previous question. We remain excited about it. And you asked about how we look at it as a future driver for our business. We all believe and are excited about the clarity that it drives in the market as we speak. And we think that it's going to be a tailwind for our cloud business over the next few years.

In the previous question, we remain excited about it and you asked about.

How we look at it as a.

The future driver for our business.

We all believe and are excited about the clarity that it drives in the market as we speak.

And we think that is going to be a tailwind for our cloud business over the next few years.

Speaker 10: Um, not the licensing change. I know there's like a TRS certification change for the elasticsearchwebsite.com.

Not the licensing change I know, that's like a Trs certification change for the elastic social website that come in.

Speaker 10: in October , I think it was for the Elastic Cloud or Elastic.

In October I think.

It was for the elastic cloud or elastic search website. There was a significant change and then cause because we saw some of the web traffic.

Speaker 10: website there was a certificate change and then because because we saw some of the web traffic it kind of decelerated meaningfully and we just figured it might be a coincidence that it just tracks.

Kind of decelerated meaningfully.

We just think I might be a coincidence that the two tracks.

I'll just ask you guys doing to certification change on your website on the silver.

Speaker 10: certification change on your website, on the server.

Speaker 6: Oh, I see. There's really no change in our business or web traffic as a company. We continue to monitor it and we haven't seen any change on our end.

Oh I see.

Really no change in our business and our web traffic because as a company we continue to monitor it and we haven't seen any change on our end.

Okay. Thanks.

Speaker 4: Our next question comes from Mark Murphy with J.P. Morgan.

Our next question comes from Mark Murphy with J P. Morgan.

Speaker 11: Oh, great. Hey, thank you for taking the questions. This is Binjal, I'm sitting on behalf of Mark. Shai, I wanted to ask you about Optimize. Seems like it takes you into the observability of cloud-native slash microservices-based workloads. Is that entirely a cloud solution and how does that compare with competitive products like Datadog and SignalFX from Splunk?

Oh, great Hey, thank you for that.

Taking the questions that's been sitting in on behalf of Mark.

Sure I wanted to ask you about optimize it seems like it takes you into the opposite of the appeal.

Claudia Slash micro services based workloads.

Is that entirely a cloud solution and then how does that compare with competitive products like data dog in signal effects from Splunk.

Speaker 6: Yeah, of course. So, first of all, we're very excited about the optimized acquisition. It's the investments that will make not only on the expected of what our customers need today, like APM and logging and infrastructure monitoring and metrics, but also on emerging technologies.

Yes of course.

First of all.

We're very excited about the optimized acquisition.

Investments that we're making not only on the expected of what our customers need today, like APM and logging infrastructure monitoring and metrics, but also in emerging technologies.

Speaker 6: Optimize is built on top of a technology that is continuously evolving and emerging called eBPF that allows to do continuous profiling at very low overhead without explicit profiling of the application.

<unk> is built on top of a technology that is continuously evolving and emerging called E. Vps that allow us to do continuous profiling at very low overhead without explicit profiling of the application.

Speaker 6: This technology is a Linux operating system technology, so it applies to any server that runs Linux and runs containers on top of it. And obviously, it's heavily used in cloud-native workloads that revolve around tools called Kubernetes and container workloads.

These technologies are Linux operating system technology, so it applies both too.

It applies to any server that runs <unk> and runs containers on top of it.

And obviously.

Heavily used in cloud native workloads that revolver on tools called cobalt kubernetes and container workloads. So yes, we expect most of the usage of it to happen on cloud native workloads, especially as it can peer into containers workloads and help people continuously profile at that low overhead it's a.

Speaker 6: So yes, we expect most of the usage of it to happen on cloud-native workloads, especially as it can peer into containers, workloads, and help people continuously profile it at low overhead. It's a technology that evolves as we speak at a very rapid pace, and we're excited about the ability to adopt it, integrate it into our platform, and offer it to our users under the same proxy model that we already have over the next year.

Collagen that evolves as we speak at a very rapid pace and we're excited about the ability to.

Adopt it integrated into our platform and offering to our users under the same proxy battle that we already have.

Over the next year.

Understood that does that kind of.

Speaker 11: Understood. Does that kind of take you to parity versus some of the competitive products?

Okay Super priority versus some of the competitive products.

Speaker 6: I think that the whole technology around continuous profiling is something that is in the very, very early beginning, so it's hard to say whether there's parity or not. This is one of the newer aspects of observability, and I think the thing that I'm excited about is the fact that we're building the foundation for us to use that technology because we believe it's going to be a core foundational aspect of observability moving forward.

Yeah.

I think that whole.

Technology around continuous profiling is something that is in the very very early beginnings. So it's hard to say, whether there's like parity or does.

This is one of the newer aspects of observer ability and I think the thing that I'm excited about is the fact that we are building the foundation for us to use that technology, because we believe it's going to be a core foundational aspects some observer ability moving forward.

Speaker 11: Understood. And one for Ginesh. Ginesh, when I look at the sequential subscription revenue growth, it seems like about 7%. It seems a bit lower if I look at previous Q2s in prior year. Is there anything unusual in terms of linearity in the quarter or maybe your higher consumption-based mix now doesn't even make sense to compare versus prior year? I mean, any color would be helpful.

Understood and one Virginia.

When I when I look at the sequential subscription revenue growth. It seems like about 7% seems a bit lower if I look at previous Q2s in prior year is there anything unusual in terms of linearity in the quarter or or maybe your higher consumption based mix now doesn't even make sense to compare.

Versus prior year, I mean, any any color would be helpful.

Speaker 3: Yeah, happy to talk about that, Benjamin. Fundamentally, nothing unusual in terms of the mix of business or the linearity or things as they played out. You know, I look at the quarter of a quarter growth, but also look at the year-over-year growth where, you know, as the business gets a lot bigger, obviously the, you know, the growth rates are hardest to sustain. But when you look at the year-over-year growth at 84%, I think that's been remarkable for us in terms of the results of the investments that we've made. So we were actually very pleased with the performance. Yeah.

Yeah happy to talk about that pendulum fundamentally nothing unusual in terms of the mix of business, so the linearity or things.

Played out.

Look at the quarter over quarter growth, but also look at the year over year growth there.

As the business gets a lot bigger obviously, the you know the growth rates are hardest to sustain but when you look at the year over year growth at 84% I think that's been remarkable for us in terms of the the.

The results of the investments that we've made so we're actually very pleased with the performance as I mentioned the usage or consumption on the platform was even higher than we expected at the start of the quarter and so that's laid out quite nicely and it sets us up very nicely for the back half of the year.

Speaker 3: As I mentioned, the usage or consumption on the platform was even higher than we expected at the start of the quarter.

Speaker 3: And so that played out quite nicely and it sets us up very nicely for the back half of the year.

Understood. Thank you.

Speaker 4: Our next question comes from Brad Reback

Our next question comes from Brad Reback with Stifel.

Speaker 12: Great. Thanks very much. Shai, during the prepared remarks, you talked about a free-to-pay conversion, a fairly large customer that moved from a self-managed free to your SaaS product. Is this going to be something you see as a long-term opportunity or more as a one-off?

A great excuse me thanks, very much sorry during the prepared remarks, you talked about a free to paid conversion fairly large customer that moved from a self managed free to your cloud.

Your SaaS product.

Is this going to be something you see as a long term opportunity or more.

One off.

Yes.

Speaker 6: I deeply believe that this is a long-term opportunity for us. Yes, especially with our cloud business. There's a few factors playing into it. The first one is that companies are realizing that it's much better to let the people that develop and build the products to run them as well, so they can focus on their business.

I deeply believe that this is a long term opportunity for US, yes, especially with our cloud business. There's a few factors playing into it.

First one is that.

Companies are realizing that it's much better to let the people that develop and build the products to run them as well so they can focus on their business.

Speaker 6: And obviously that is a driver for our cloud business. And we're very proud of our bottom-up adoption and the vast, vast community that we have of users that started with downloading the software and running it themselves. And I think there's an opportunity to tap into that and have them move to us as they move to the cloud and run on the cloud.

And obviously that is a driver for our cloud business and we're very proud of our bottom up adoption and the vast vast.

Community that we have of users that started with downloading the software and running in themselves and I think theres, an opportunity to tap into that and have them move to us as they move to the cloud and run on the cloud.

Speaker 6: The other part that I would say is, you know, and that was a part of the reasons why we changed our license is that I expect the license change to help drive clarity in the market that I already, I'm already seeing.

The other point that I would say is there was a.

Part of the reasons why we change our license is that I expect the license change to help drive clarity in the market that I already I'm already seeing when it comes to customers that our users are free users that use elastic search on crime and then as they want to go and move to the cloud there is very very clear.

Speaker 6: when it comes to free users that use Elasticsearch on-prem, and then as they want to go and move to the cloud, there is very, very clear company, and only company that provides Elasticsearch as a service, and that's us, with the full breadth of capabilities and of our solutions as well. I think that's something that I remain excited about. I think that this is gonna play out over the next few years, but it's definitely as good as a tailwind for our business.

Company and the only company that provides a lot of successes or sort of a service and that's us and with the full breadth of capabilities of our solutions as well.

Thats something that I remain excited about I think that this is going to play out over the next few years.

But it's definitely a good as a tailwind for our business.

Excellent thanks very much.

Our next question comes from Koji Ikeda with Bank of America.

Speaker 4: Our next question comes from Koji Ikeda with Bank of America.

Speaker 12: Oh, hey, Shai. Hey, Janesh. Thanks for taking my questions. I've got a couple for you. The first one on the Elastic App Search web crawler announcement, with it becoming GA and the 7.15 release. I was wondering if you could talk a little bit about how fast that can get enterprise search up and running versus how it was done in the past.

Oh, Hey, Shai, Hey, Josh Thanks for taking my questions.

Got a couple for you the first one on the elastic App search web crawler announcements with it becoming GAA, India seven <unk> release I was wondering if you could talk a little bit about how fast that can get enterprise search up and running versus how it was how was done in the past and when I first saw the release back at the end of September reading the blog post.

Speaker 12: And when I first saw the release, you know, back at the end of September , reading the blog post, I thought that there could be many different use cases for this type of crawler within an organization. I was wondering if that thought process was right. You know, could this crawler be used for anywhere within an organization where data is being updated continuously, like an e-commerce search or maybe in an internal workplace or a self-service technology base? And then I have one follow-up.

I thought that there could be many different use cases for this type of crawler within an organization I was wondering if if that thought process is right now because this call will be used for for anywhere within an organization where data is being updated continuously like a like an e-commerce search or maybe in an internal workplace or a self service technology base.

Then I have one follow up.

Speaker 6: Yeah, of course. We're excited about the web technology. This ties into our efforts to continuously simplify and ease data onboarding and usage of our products across our three solutions, and that's a great example of our

Yeah of course, we're excited about.

Web Kalra technology this ties into our efforts to continuously simplify and he's data onboarding and usage of our products across our <unk> solutions and that's a great example of our.

Speaker 6: investments that we do in the enterprise search space.

Investments that were doing the enterprise search space definitely also on our cloud business as we as customers customers that do adopt and use our web crawler tend to stick around and convert from trial to paid customers significantly more compared to customers that haven't used the web quarter. So that's just a great indication that.

Speaker 6: Definitely also on our cloud businesses, we as customers that do adopt and use our web crawler tend to stick around and convert from trials to paid customers significantly more compared to customers that haven't used the web crawler. So that's just a great indication that.

Speaker 6: as we invest in simplicity and ease of use of our products.

As we invest in simplicity and ease of use of our products instead.

Speaker 6: that we will be able to increase the number of customers that we have and increase the consumption that they have over time.

We will be able to.

To increase the number of customers that we have and increase the consumption that they have over time.

Speaker 6: It's all about ease of use when it comes to a company that thrives on the ability to build search experiences on data, and a big part of the early part of the interaction with Elastic is the ability to onboard data. And that was a big focus for us over the last few releases, including 7.15, and it's one of the biggest focuses that we have in 7.15, in our upcoming release.

It's all about ease of use when it comes to a company that thrives on the ability to build search experiences on data and a big part of the early part of the <unk>.

Traction with elastic is the ability to onboard data and that was a big focus for us over the last few releases, including 715 and it's one of the biggest focuses that we have at 716 in our upcoming release.

Speaker 12: Got it, got it. Thank you. And then just one follow-up for Janesh, looking at the numbers here on the second quarter results, it looked like it was about a 5% revenue upside against the high end of the guide, whereas the last two quarters were maybe double digits, I believe, against the high end of the guide. Just was curious, anything to note in the quarter, maybe back-end loaded bookings or anything else in the revenue that we should be aware of? Thank you.

Got it got it. Thank you and then just one follow up for <unk> looking at the numbers here on the second quarter results. It looked like it was about a <unk>.

5% revenue again upside against the high end of the guide.

Whereas the last two quarters, where maybe double digits I believe against the high end of the guide just was curious anything to note in the quarter, maybe backend loaded bookings or or anything else in the revenue that we should be aware of thank you.

Speaker 3: Hey, so nothing specific to call out, you know, I will point out, though, that as we enter the year, we did talk about the fact that we have better visibility. And so we were going to lean into that a little bit more.

So nothing specific to call out you know I will point out, though that as we entered the year. We did talk about the fact that we have better visibility and so we're going to lean into that a little bit more so I think it played out as we expected it would and a little bit better than we expected given the strong consumption patterns that we saw.

Speaker 3: So I think it played out as we expected it would, and a little bit better than we expected, given the strong consumption patterns that we saw on cloud with respect to the consumption and usage trends for customers. So that's really what you saw here in the numbers. And if I compare that to Q1, you'll recall that in Q1 we had some other benefits in professional services and so forth that helped the number. But this was really the strength of elastic cloud consumption that we saw reflected in the numbers in Q1.

On cloud with respect to the consumption and usage trends for customers. So that's really what you saw here in the in the numbers and if I compare that to Q1, you will recall that in Q1, we had some some other benefits in professional services and so forth that helped the number but but this was really the strength of elastic cloud consumption that would be reflected in the <unk>.

In Q2.

Speaker 12: Got it. Thanks, Janesh. I appreciate you guys taking my questions. Thank you.

Got it thanks for that I. Appreciate it appreciate you guys taking my questions. Thank you.

Thank you.

Speaker 4: Our next question comes from Kingsley Crane with Barenburg Capital Markets.

Our next question comes from Kingsley Crane with Bahrenburg capital markets.

Speaker 10: Hi, our questions have been answered. This is Ed Maggi on Things Ukraine. So we'll see the floor. Thanks.

Hi, my questions have been answered.

Is that magic thing, we create so we will see the floor. Thanks.

Speaker 4: And our next question will come from Steve Koenig with SMBC.

And our next question will come from Steve Koenig with F N B C.

Speaker 13: Hi. Thank you, Elastic. Steve Koenig here. I appreciate you squeezing me in.

Alright. Thank you Olaf 60 of cancer care I appreciate you squeezing me in.

The Ah <unk>.

You've got this.

Speaker 13: goal of getting elastic clouds to exceed 50 percent of total route in the next three years, which looks imminently doable. I'm wondering, when you look ahead to those next three years,

Goal.

Getting elastic cloud to exceed 50% of total revenue in next few years, which looks eminently doable.

Wondering.

When you when you look ahead to those next three years, what are going to be the key operational challenges or initiatives that.

Speaker 13: what are going to be the key operational challenges or initiatives that you'll need to undertake or changes that you'll have to make, whether it's in product go-to-market, pricing, et cetera, to make that goal a reality. Thank you very much.

You'll need to undertake or are changes that you'll have to make.

Whether it's in product go to market pricing et cetera to make that Golar reality. Thank you very much.

Speaker 6: Yeah, I'm happy to take it. You know, our cloud journey started in 2015. And, you know, we've been investing in cloud since then. But definitely over the past year, two years, we've invested significantly more. And we mentioned that this year is a year of investment for us. I'll start with the

Yeah.

I'm happy to take it.

Our cloud journey started in 2015 and.

Investing in cloud since then but definitely over the past year two years, we've invested significantly more and we mentioned that this year is a year of investment.

For us I'll start with the product side.

Speaker 2: The first part is around the effort of running Elastic Cloud natively.

The first part is around the estimate of running elastic cloud natively.

Speaker 6: on all the cloud hyperscalers, Amazon AWS, Google Cloud, and Microsoft Azure. That's a lot of work on the product side, from integrations with the marketplaces, billing engines.

On all the cloud Hyperscale is Amazon AWS, Google Cloud and Microsoft Azure, That's got a lot of work on the product side from integrations with marketplaces billing engines.

Speaker 6: the various data sources that they provide, and providing a single pane of glass across all of those data sources, all of these cloud providers, sorry, with our cross-cluster search capabilities and the ability to search across all of them from a single location. That really resonates with our customer base, and that's not an easy thing to implement, especially with large enterprises.

Various data sources that they provide and providing a single pane of glass of <unk>.

Across all of those data sources.

All of these cloud providers, sorry, with our cross cluster search capabilities and the basic search across all of them from a single location.

Really resonates with our customer base and that's not an easy.

Thing to implement especially with large enterprises.

Speaker 6: The other part is continue to invest in more and more ease of use in terms of onboarding data to Elasti.

Part of it is.

New to invest in more and more ease of use in terms of onboarding data to elastic we shine when there's data in elastic itself, we have such advanced capabilities when more and more data exist in elastic like searchable snapshots the ability to store data over long term and being able to still search it using the <unk>.

Speaker 6: We shine when there's data in Elastic itself, we have

Speaker 6: such advanced capabilities when more and more data exist in Elastic, like searchable snapshots, the ability to store data over long-term and being able to still search it using the same APIs and same UI.

<unk> so the more data comes into Alaska. The more consumption is driven in our cloud, which is great, but the more value our customers see so we continue to invest in ease of use of Onboarding data.

Speaker 6: So the more data comes into Elastic, the more consumption is driven in our cloud, which is great.

Speaker 6: but the more value our customers see. So we continue to invest in ease of use of onboarding data into our cloud.

Into our cloud service the other parties are there.

Speaker 6: The other parties are, you know, and then, you know, tons of other aspects that we spoke about some of them when it comes to our various solutions and making sure that we continue to innovate, invest, and lead there. When it comes to our go-to-market…

Then you know tons of other aspects that we spoke about some of them when it comes to our various solutions and making sure that we continue to innovate and invest in.

And lead there when it comes to all go to market.

Speaker 6: A few things that I can mention. The first part is continuing investments in our cloud partners, all the three cloud hyperscalers that I mentioned. We love working well with them. We think that a business that goes through the marketplace is additive to both of us, and we love having a joint offering, a joint solution as a result of it. We make significant investments across all three.

Few things that I can mention the first parties.

Investments in our cloud partners.

The all the three cloud Hyperscale is that I mentioned.

We love working well with them.

That business that goes through the marketplace as additive to both of US and we love having that joint offering that George solution as a result of it.

We made significant investments across all three.

Speaker 6: Our investments that we mentioned in our inside sales function, a big part of our sales service, increased consumption, product-led growth is heavily helped by inside sales function that continue to take it and help our customers succeed over time as they continue to use our software and our products, which is exciting.

Our investments that we mentioned in our inside sales function.

A big part of our self service increased consumption product led growth is.

Is heavily helped by inside sales function that continue to take it and help us help our customers succeed over time as they continue to use our software and our products which is exciting.

Speaker 6: But that also comes together with our investments in going upward in enterprises. That's something that we've invested over the last year. A good example of it is our analyst relations that we only really kick started about a year or a year and a half ago. And you already see the impact of it across the Gartner and Forrester analyst relations that we have in the Magic Quadrants results and Forrester waves.

But that also comes together with our investments in growing up within enterprises.

Something that we've invested over the last year a good example of it is our analysts relations that we only really kick started about a year or year and a half ago and you already see the impact of weak across the Gartner and Forrester.

Analyst relations that we have in the magic quadrant results enforced the waves, but.

Speaker 6: But that also includes investments in our field when it comes to supporting C-level executives and going all the way up to customers that invest north of a million dollars with us and making sure that we support them.

That also includes investments in our field when it comes to supporting C level executives and going all the way up to customers that invest north of a million dollars with us and making sure that we support them.

Speaker 6: Those are just some of the investments that we're making. They're all tied together. And we think that together with the just.

Just some of the investments that we're making there all tied together and we think that together with us just tailed.

Speaker 6: tailwind of companies becoming more digital, moving to the cloud, then our license change means that we're excited on going on this journey of increasing the capacity for our cloud business.

Tailwind of company, becoming companies, becoming more digital moving to the cloud than our license change we instead.

We're excited about going on this journey of increasing increasing the capacity for our cloud business.

Speaker 6: Beyond that, I will just mention the simple fact that every customer that uses our cloud is in better hands and have better experience. So on a very natural level, we prefer our customers to run on our cloud versus not because we think that they get the best experience provided by Elastic.

Beyond that I just mentioned the simple fact that.

Every customer that is our cloud is in better hands and have better experience. So on a very natural level will be for our customers to run on our cloud versus not because we think that they get the best experience provided by elastic.

Thanks very much.

Sure.

Speaker 4: This concludes our question and answer session. I'd like to turn the call back over to Shai Bannon for some closing remarks.

This concludes our question and answer session I would like to turn the call back over to Shannon for some closing remarks.

Thank you everyone. Thank you for joining US today Q2 was a great quarter four of last week, we continued to see strong customer momentum for our differentiated solutions and a large market opportunity ahead of us I appreciate youre joining us Joe.

Speaker 6: Thank you everyone. Thank you for joining us today. Q2 was a great quarter for Elastic. We continue to see strong customer momentum for our differentiated solution.

Speaker 6: and a large market opportunity ahead of us. I appreciate you joining us. Ciao.

Speaker 4: The conference has now concluded. Thank you for attending today's presentation. You may now disconnect.

The conference has now concluded. Thank you for attending today's presentation you may now disconnect.