splunk (splk) earnings report: q2 2016 conference call...
TRANSCRIPT
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
©2014TheStreet,Inc.Al l R ightsReserved Page1of22
Splunk(SPLK)EarningsReport:Q22016ConferenceCallTranscriptThefollowingSplunkconferencecalltookplaceonAugust27,2015,04:30PMET.Thisisatranscriptofthatearningscall:
CompanyPart icipants
KenTinsley;Splunk;VP-IR&CorporateTreasurerGodfreySullivan;Splunk;CEODougMerritt;Splunk;Head-WorldwideFieldOperationsMarcOlesen;Splunk;Head-CloudHaiyanSong;Splunk;Head-SecurityMarketsDaveConte;Splunk;CFO
OtherPart icipants
BrentThill;UBS;AnalystKeithWeiss;MorganStanley;AnalystWalterPritchard;Citigroup;AnalystBrianWhite;CantorFitzgerald;AnalystMattHedberg;RBCCapitalMarkets;AnalystMarkMurphy;JPMorgan;AnalystMichaelTurits;RaymondJames;AnalystKatherineEgbert;PiperJaffray;AnalystKashRangan;BofAMerrillLynch;AnalystJohnRizzuto;SunTrustRobinsonHumphrey;AnalystKirkMaterne;EvercoreISI;Analyst
MANAGEMENTDISCUSSIONSECTION
Operator :
Goodday,ladiesandgentlemen,andwelcometotheSplunkIncorporatedsecond-quarter2016financialresultsconferencecall.
(OperatorInstructions)
Asareminder,thisconferenceisbeingrecorded.
IwouldnowliketohandthemeetingovertoKenTinsley,VicePresidentofInvestorRelationsandCorporateTreasurer.Pleasegoahead.
KenT insley(VP-IR&CorporateTreasurer):
Thankyouverymuch,Karen,Iappreciatethat.And,goodafternoon,everybody.
WithmeonthecalltodayareSplunkCEO,GodfreySullivan;CFO,DaveConte;HeadofWorldwideFieldOperations,DougMerritt;HeadofSecurityMarkets,HaiyanSong;andHeadofCloud,MarcOlesen.WeissuedourPressReleaseafterthecloseofmarkettoday,anditispostedonourwebsite.Thisconferencecallisbeingbroadcastliveviawebcast.And,followingthecall,anaudioreplaywillbeavailableonour
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
©2014TheStreet,Inc.Al l R ightsReserved Page2of22
website.
Onthiscall,wewillbemakingforward-lookingstatements,includingfinancialguidanceandexpectationsforourthirdquarterandFY16transaction;productandservicesmix;plannedinvestmentsincludingproductsservices,sales,Cloudfacilities,andgeographies;expectedbenefitsfromourrecentacquisitions;andtrendsandmomentuminourbusiness,includingCloudbusinessandimpactonourmargins.Thesestatementsreflectourbestjudgmentbasedonfactorscurrentlyknowntous,andactualeventsorresultsmaydiffermaterially.
PleaserefertodocumentswefiledwiththeSEC,includingtheForm8-Kfiledwithtoday'sPressRelease.Thesedocumentscontainrisksanduncertainties,andotherfactors,thatmaycauseactualresultstodifferfromthosecontainedinourforward-lookingstatements.Theseforward-lookingstatementsarebeingmadeasoftoday,andwedisclaimanyobligationtoupdateorrevisethesestatements.Ifthiscallisreviewedaftertoday,theinformationpresentedduringthiscallmaynotcontaincurrentoraccurateinformation.
Wewillalsodiscussnon-GAAPfinancialmeasureswhicharenotpreparedinaccordancewithgenerallyacceptedaccountingprinciples.AreconciliationofGAAPtonon-GAAPresultsisprovidedinthePressRelease,andonourwebsite.
Withthat,letmeturnitovertoGodfrey.
Godf reySullivan (CEO):
Thanks,Ken.Hello,everyone.
WehadagreattoQ2.Iwanttothankourcustomersandpartnersfortheirenthusiasticsupport,andourSplunkemployeesfortheirmanycontributions.Totalrevenuescameinat$148.3million,up46%overlastyear.We'redelightedtowelcomemorethan500newcustomerstotheSplunkfamily.And,wenowhavemorethan10,000customersworldwide.
ThehighlightsofanySplunkquarterarealwaysaboutourcustomersuccess.IwasreallyhappytoseesomeofyouwhoattendedourrecentSplunkLiveSanFrancisco,whereourcustomerSephoraspokeaboutthechallengesofdeployingtheirin-storemobilepoint-of-salesystems.Splunkhelpedthemreducefailedcustomertransactionsby95%,increasedcustomersatisfactionanddoubledtherevenuethroughtheirmobilepoint-of-salesystems.Sephorasaid,quote,Splunkhashelpedusmovefromambiguitytotransparency.
AlsoatSanFrancisco,Equinixexplainedhow,afterdeployingSplunkCloudastheirsecurityintelligencesolution,theywentfrommonitoring20billionraweventsacrossmultiplesilos,tojust20dailyactionablealerts.Allthroughthecorrelationsandanalyticsinoursecurityapp.
YoucancheckouttheseandothergreatcustomerpresentationsonourSplunkLive.comwebsite.Ourcustomerscontinuetocreateimpressivenewusecases,andtheyalsoguideourinvestmentsintonewsolutionsareas.
Movingontoproducts.WeclosedtwoAcquisitionsinQ2,MetaforSoftwareandCaspida.MetaforprovidesanomalydetectionandbehavioralanalyticsforIToperationsusecases.Caspidaprovidesdatascience-drivenbehavioralanalyticsforsecurityusecases.ThisAcquisitionisalignedwithourstrategyofexpandingourcybersecurityofferings,andwillenableustobringmoreadvancedanalyticalcapabilitiestoourcustomers.WearepleasedtowelcometheMetaforandCaspidateamstoSplunk.
Aremindertoeveryoneonthecall,ourUserConferenceiscomingupinSeptember.And,ourProductteamswillbemakinganimpressivesetofannouncements,includingthelaunchofournewsolutionforIT
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
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serviceintelligence.And,ofcourse,anexcitingnewreleaseforSplunkEnterprise.Ihopetoseeyouthere,andwe'llcertainlybereadytocelebratewithyou.
Onthecallwithmetoday,DougwillprovideourFieldreport,HaiyanwillcoverSecurityMarketsandMarcOlesenwillprovideanupdateonourvelocityinCloud.Asalways,DaveContewillmesmerizeyouwithhisfinancialupdate.
Let'sgotoDoug.
DougMerritt (Head-WorldwideFieldOperations):
Thankyou,Godfrey.
I'mreallyproudofourfieldorganization,fordeliveringanotherstrongquarterinthefirsthalfoftheyear.Wearerapidlybuildingourcustomer-facingorganizationstosupportfourinitiatives.First,we'reconcentratingourheadcountexpansiontomajorcountries,whereweneedcriticalmasstobettersupportourcustomers.DuringQ2,weaddedmorethan100globalfieldpositions.
Second,we'realigningourfieldtechnicalresourceswithourmarketgroups,toensurethatwecandeliverabest-in-classcustomerexperienceinourcoresolutionsareas.Third,we'reinvestinginourcustomersuccessorganization.ThisisateamthatworkswithcustomerstodriveROI,valuerealizationandexpansionofthosecriticalSplunkusecases.Finally,withourchannelpartners,we'reconcentratingourfocusandoureconomics,toensurethatthosewhoinvestinSplunkcapabilitiesseeahigherreturnontheirinvestment.
Publicsectorisagreatexamplewherewe'veinvestedheavily,tocreateteamsthatarededicatedtofederal,stateandlocalgovernment.And,anewteamdedicatedtohighereducation.GreatexamplesofourworkinpublicsectorinQ2includetheUnitedStatesMarineCorps,whochoseSplunkEnterpriseastheanchoroftheirnewIToperations.And,afederalagencywhopurchasedSplunkEnterprise,ESandHunk,tocorrelateandanalyzeterabytesofdataacrossmultipleHadoopenvironments.
Wehadcontinuedmomentuminthestateandlocalarena,aswell.ThestateofUtahboughtSplunkEnterpriseandEStoidentifysuspiciousevents,bycorrelatingdatafromfirewalls,systems,devicesandapplications.And,manyothergreatwins,includingNewMexicoHumanServices,PennsylvaniaDepartmentofTransportation,WashingtonDCHealthBenefitExchangeandtheSanDiegoSheriff'sDepartment.
I'malsoreallypleasedabouttheaccelerationofournew,higher-educationteam.Inadditiontohavingmorethan500higher-edcustomers,oursoftwareisnowbeingtaught,orusedforresearch,atmorethan100universities.Stateside,collegeslikeGeorgetown,Northwestern,SanJoseState,andUCBoulder.Internationally,Singapore'sNanyangPolytechnic,Italy'sSapienzaandtheUK'sOxford,areamongthecampusessupplyingtheworkforceofthefuturewithawaytolearnSplunkskills,reflectingthehighdemandthatweseefortheseskillsinourcustomerbase.
AsScottWheelerofNorthwesternputit,studentsneedtounderstandthepowerofcombiningunstructureddatawiththestructureddatathatbusinessesalreadycollectandmanage.IntegratingSplunksolutionsintoourcurriculumgivesthemaccesstoasimple-to-useplatform,thatcanchangethecompetitivestatureofanybusiness.
IalsowanttocomplimentourAmericasteam,whocontinuetoleadwithexcellence.TheyhadanimpressiveQ2,drivingenterpriseadoptionagreementswithmultiplecustomers,includingStaples,forIToperations,applicationdeliveryandcustomeranalytics.Asareminder,ourEAAprogramenablescustomersofanysizetopurchaseunlimitedlicenseswithfixed,predictablecosts.Othercustomerwins
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
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includedBarnes&Noble,forapplicationdelivery;andYelp,anewmulti-terabytecustomerforbusinessanalytics.
Aswecontinuetorampourinternationalcoverage,I'mpleasedtoannouncecustomerwinsincludingSamsungSemiconductor,anewcustomerinInternetofThings.And[Atlassian],whosawthebenefitsofSplunkoverprioropen-sourceinitiatives,andsignedanunlimitedEAAtostandardizeonSplunk.
Finally,I'dliketocalloutafewpartners,includingAmazon,whereweteamedtowinCloudordersatChicagoPublicSchools,andArlingtonCounty,Virginia.AndKepware,oneofourpartnersforIOTdata,whoreceivedanawardfor2015ProductoftheYearbyIOTEvolutionmagazine,fortheirindustrialdataorderforSplunk.
Insummary,itwasagreatquarter.Healthybreadthoforders,geographicdiversityandSplunkcontinuingtobecomeaplatformthatspansmultipledepartments,supportingawidevarietyofthesecases.OurteamalsodidafantasticjobintheCloud,whereourabilitytohandleon-the-premandCloudisasignificantadvantage.
Formoreonthat,letmeturnitovertoMarcOlesen.
MarcOlesen (Head-Cloud):
Thankyou,Doug.
OurQ2resultsshowcontinuedaccelerationinourCloudbusiness.Wetripledourordersinninemonths.OurcustomersareexcitedwiththespeedandeaseofSplunkCloud.Theyarehappytofocustheirtimeandattentiononanalyzingthedatatoachievetheirbusinessresults,ratherthanprocuringanddeployingequipment.Asareminder,SplunkCloudisavailablethroughnineAWSglobalregions,andisnowavailableonUSGovCloudaswell.
TherearethreepathstoSplunkCloud.Thefirstpathisourwebself-serviceplatform,totrialandpurchaseSplunkCloudwithacreditcard.Thesecondpathiswithourfieldandchannel,wherenewcustomerschooseSplunkCloudasthedeploymentmodeltoacceleratetimetovalue.AfewofthecustomersweaddedinQ2includeTenneco,PernodRicardinFranceandAustralia'sUnifySolutions.
Thethirdpathiswhereourexistingon-premisecustomersareexpandingtheircapacitywithSplunkCloud,anddeployinginahybridmode.AfewofourhybridcustomersthisquarterincludeAAA,cityofAustinandLondon'sGatwickAirport.Wecontinuetohearfromcustomersthattheabilitytorunahybridsolutionisincrediblypowerfulandimportanttothem.And,Splunkisuniquelypositionedtodeliveronthat.
SomenotablewinsthisquarterincludedInfoSpace,whoreplacedacompetitivecloud-only,logsearchcompanywithSplunkCloud,andtheSplunkappforAWS.Wearehelpingthemenablecontinuousdeliverytotheirweb-publishingcustomers.Geico,anexistingSplunkcustomer,expandedwithSplunkCloud,takingadvantageoftheCloud'sfavorableTCO.Maxim'sCaterers,thebiggestfoodandbeveragecompanyinHongKong,selectedSplunkCloudandourappforPCIcompliance,forsecuringandanalyzingtheire-commercedata.
AndourlargestSplunkCloudorderthisquarterwasfromasocialmediacompanythatsignedaseven-figureorder,foramulti-terabyteinstance.ThisexistingcustomerisexpandingwithSplunkandplanstotransitionfromon-premtotheCloud.
CustomerswanttoknowthattheirworkloadsareasreliableandsecureintheCloud,astheyareonpremise.SplunkistheretohelpcustomersmovetotheCloudwithconfidence.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
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Andnow,overtoHaiyan.
HaiyanSong (Head-SecurityMarkets):
Thanks,Marc.
InQ2,wehadgreatmomentumandcontinuedtostrengthenourroleasthenervecenterforsecurity.We,again,deliveredtriple-digit,year-over-yearbookingsgrowthforES.CustomerdemandforsolutionsthatdeliverfastertimetovaluehasdriventhegrowthofES,on-premandintheCloud.Herearesomeofourcustomerexamples.
TheSecuritiesandExchangeCommissionextendedtheiruseofSplunkEnterpriseandES,asthesecurityanalyticsplatform,whereallITandsecuritydataismonitored,analyzedandreported.Nexttimeyou'reenjoyingalegendarysteakatyourlocalTexasRoadhouserestaurant,thinkofSplunkastheirnervecenter.Splunkgivesthesecurityteambetterabilitytodetect,followandshutdownattackers.And,givestheITopsteamvisibilitytoimprovecustomerexperienceontheirwebsite.
InadditiontobeingaSIEMforsituationalawareness,Splunkhasbeenincreasinglyviewedasthetrustedsecurityintelligenceplatformforbreachresponse.Thispastquarter,ahigh-profilegovernmentagencyandawell-knownuniversitywerebothbreached.And,subsequently,purchasedSplunktobeefuptheirsecurityandbreachresponse.
ThehighnoteforsecurityinQ2wasouracquisitionofCaspida,aleadinginnovatorinmachinelearninganddata-drivensecurity--datascience-drivenbehavioranalytics.Itsignifiesourcommitmenttoinvestinexhilaratinginnovationandexpandingouranalytics-drivensecurityoffering.CustomerscanbenefitfromCaspida'smachinelearningsolutiontodetectadvancedthreatsfromexternalattackersandmaliciousinsiders.
Recentbreacheshaveshownusthesignificanceofidentityandusercredentialsasanattacksurface.And,ourfirstcombinedsolutionwillfocusonuserandentitybehavioralanalyticstohelpourcustomerswiththiscriticalsecurityneed.We'reveryexcitedtowelcomethistalentedteam,andareworkinghardtowardsunveilingourplansfortheintegratedSplunkandCaspidasolutionsatourupcomingUserConferenceinLasVegas.
Wefeelprivilegedtobeattheforefrontofleadingtheindustrytransformationtowardsnextgeneration,analytics-drivensecurity.As451Researchnoted,thisemergingtechniquesarefundamentallyreshapingthenatureofsecurityanalytics,andaremovingtowarddefininganarchitecturethatgoeswellbeyondSIEM.
Forthethirdstraightyear,SplunkwasnamedaleaderinGartner'sMagicQuadrantforsecurityinformationandeventmanagement.Infact,Splunkwastheonlyvendortoimproveitscompletenessofvisionintheirreport.
Wecouldnotaskforabettertiming,andshowcase,thanthisyear'sBlackHatUSA,whichtookplaceearlyAugust.InadditiontorecordvisitorsatSplunk'sbooth,oursessiononbehavioralintuitiondetectionhadover1,000attendees.AlthoughBlackHat'snetworkoperationscenterishiddeninadarkroom,Splunkwasfrontandcenter,poweringtheNOCthatwasdescribedas,quote,thenervecenterforoneofthemosthostiletechnologyenvironmentsontheplanet,endquote.
Splunk'sanalyticsandvisualizationshelptokeepthatadvancednetworksecuredandoperational.Iamproudofthemomentumwehaveinthemarket,andtheresultswehavedeliveredinthesecuritybusiness.And,lookforwardtocontinuingtoinnovateandexpandoursecuritysolutionstohelpourcustomers.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
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Now,backtoGodfrey.
Godf reySullivan (CEO):
Thanks,Doug,MarcandHaiyan.
I'dhavetosaythatI'mreallyproudoftheSplunkExecTeam.Ourcoredevelopmentteamskeepcrankingoutwithimpressivefunctionalitythatshowsinournetpromoterscoreof50,almostunheardofinenterprisesoftware.Themarketgroupsaredefiningstrategy,productdirectionandbuildinganenviableecosystemfortheirsolutions.
OurCloudbusinessisaccelerating,basedonclearstrategyandmaniacaloperationalfocus.AndoursuperbFieldorganizationjustkeepsgettingstronger,andevenbetteratdeliveringcustomersuccess.
Ihopetoseeyouatcompnextmonth,wherewe'llraisethecurtainonourproductreleases,enjoyawiderangeofkillerpresentationsbyourcustomersandhostforyou,thefinancialcommunity,andinteractivepanelwithourExecTeam.It'sgoingtobeagreatshowandIcan'twaittogettogetherwithyouthere.Again,thankstoallofourcustomersandpartners,andthankstoeveryonewhoworksatSplunk,foranothergreatquarter.
Now,I'llturnthecallovertoCFO,DaveConte.
DaveConte (CFO):
Thanks,Godfrey.Goodafternoon,everyone.Thanksforjoiningthecall.
Q2wasanotherstrongquarter.And,we'repleasedwithourfirst-halfperformanceandcertainlyexcitedaboutouroutlookfortheremainderoftheyear.Second-quarterrevenueswere$148.3million,a46%increaseoverQ2lastyear.Licenserevenuesgrew42%,yearoveryear,totaling$88million.InQ2,andnowfor13outof14quartersasapubliccompany,morethan70%ofourlicensebookingscamefromexistingcustomers,intheformofup-sellsforadditionalcapacityandexpansionsfornewusestations.
Also,webookedmoreordersinQ2thaninanypriorquarterinourhistory.Werecorded327ordersgreaterthan$100,000.AsGodfreymentioned,wenowhavemorethan10,000customers,globally.
Onpriorcalls,I'vementionedthattheratablemixofbookingscontinuestovarysubstantially,quartertoquarter.Asarefresher,thecontributorstothatratablemixare,term-licensecontracts,SplunkCloudandcertainEAAs.
Let'stalkaboutEAAsforsecond,justafewreminders.EAAsareratablebecausetheyareeitherastandalonetermlicense,orincludeaterm-licensecomponent.Thesecontractsaretypicallythreeyearsinduration.And,inmanycases,onlythefirstyearisimmediatelybillable.
Subsequentyearsofthecontractareusuallybillableonanannualbasis,soyou'renotgoingtoseethoseextrayearsonthefaceofthefinancialstatements.Todate,theseunbilledamountshavenotbeensignificanttothefinancialsoverall.
Now,themixforthequarterwas41%,whichisonthehighendofourannualrange.We'veexperiencedandwe'veexpressedthat,toasubstantiallydegree,theratablemixwillswingfromquartertoquarter.And,itgenerallyfollowsseasonalpatterns.Asaresult,we'lltakealongerrangeviewofthemix,givenitsunpredictablenature.
Fornow,wemaintainourcurrentfull-yearguidanceof30%to40%,thoughwe'relikelytoendtheyearatthetopendofthatrange,basedonfirst-halfresults.We'regoingtokeepupdatingyouguysaswegainmoreinsight,intermsofhowthatmixistrending.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
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Now,asMarcmentionedearlier,we'repleasedwithourCloudmomentum.BothexistingandnewcustomersareutilizingCloudservicesforvariedusecasesandhybriddeployments.AsitrelatestotheimpactofCloudonourfinancials,recallthatCloudrevenueiscapturedentirelyintheserviceslineontheP&L,andtheassociatedcostsarereflectedinthecostofservices.Importantly,therearenoCloud-relatedrevenuesallocatedtothelicenseline,eventhoughmostofthisrevenuerelatestotheuseofoursoftware.
Eventually,whenCloudrevenuesbecomeasignificantcomponentoftotalrevenues,we'llreportitseparately,muchlikeyouareaccustomedtoseeingwithpeerassessedmodels.Aswe'vesaid,weexpectthegrowthinourCloudbusinesstocontinuetoimpactboththecompositionofrevenuesbetweenlicenseandservices,andtheassociatedgrossmargins.But,moreonmarginsinaminute.Now,backtotheresults.
InQ2,internationaloperationsrepresentedapproximately22%oftotalrevenues,consistentwithpreviouslevels.Oureducationandprofessionalservicesrepresented7%ofrevenuesinQ2,intherangeofpriorandexpectedlevelsofbetween5%and10%.Remember,sincewegenerallyrecognizerevenuesonserviceswhentheyaredeliveredandbilled,servicesbookingstypicallydonotflowtothebalancesheetasdeferredrevenue.
Withrespecttomargins,whichareallnon-GAAP,Q2overallgrossmarginwas88%,unchangedfromQ1.And,asexpected,startingtoshowtheimpactfromourrampingCloudbusiness.Operatingincomewas$4.8million,representingapositivemarginofapproximately3%.
Q2netincomewas$4.1million.And,EPSwas$0.03pershare,basedonafullydilutedsharecountof132millionshares.Cashflowfromoperationswas$13.6million,andfreecashflowwas$10.8million.Weendedthequarterwithover$900millionintotalcashandinvestments,whichreflectsthenetcashpaidof$143millionfortheMetaforandCaspidaacquisitions.
Now,lookingforwardtothesecondhalfoftheyear.WeexpectQ3totalrevenuesofbetween$158millionand$160million,witha1%to2%positivenon-GAAPoperatingmargin.Withourfirst-halfperformanceandQ3outlook,wenowexpectfull-yearrevenuetorangebetween$628millionand$632million,upfromourpriorguidanceof$610millionto$614million.SincewedenominaterevenuegloballyinUSdollars,wedonothaveforeignexchangeexposureontherevenueline.
Aswecontinuetoincreaseourinvestmentsinmarketgroups,productteams,theFieldandSplunkCloud,weexpecttogeneratepositivenon-GAAPoperatingmarginsofbetween2%and3%forthefullyear,consistentwithlastyear'slevelsandpriorguidance.NotethatareouropmargintargetincorporatestheexpenserunratesofboththeMetaforandCaspidaAcquisitions.
I'llsharethatourmargintargetsincludetheimpactofagradual1%to2%increaseincostofservices,fromgrowingourCloudbusiness.Italsoincludeshigherprofessionalservicescosts,deliveredaroundourmarketgroupssolutions.
Asahousekeepingitem,sinceweexpecttobeprofitableonanon-GAAPbasisforthebalanceoftheyear,foryourEPScalculations,youshouldusefullydilutedsharecountsofapproximately134millioninQ3,and137millionsharesinQ4.Weremaincommittedtorunningthebusinessonapositiveoperatingcashflowbasis,andcontinuetoexpectthatfull-yearoperatingcashflowwillbeapproximately20%oftotalrevenues,withthequarterlylevelsfollowingthetrendwe'veseenoverthepastseveralyears.
AsI'vementioned,FY16isahigherthantypicalCapExyear,asweexpectthebulkofourSanFranciscoHQbuildoutcostswillbeincurredthisyear.Whencombinedwithglobalfacilityexpansionstoaccommodateourgrowingemployeebase,weexpectapproximately$50millionintotalCapExthisyear.FirsthalfCapExtotaled$10million,andexpecttheremaining$40millionwillcomeinthebackhalfofthe
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
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year,mostlyinQ4.
Inclosing,ourteamcontinuestoexecuteonourmissiontodeliverexceptionalvaluetoourcustomers.And,wearecommittedtocontinuinginvestmentsinourproducts,solutionsandoverallglobalreach.Q2endedasolidfirsthalf,and,I'menthusiasticaboutouroutlookfortheremainderofFY16.
Withthat,let'sopenitupforquestions.
QUESTIONS&ANSWERS
Operator :
(OperatorInstructions)
BrentThill,UBS.
BrentT hill(Analyst-UBS):
Thankyou.Goodafternoon.Dave,thetermmixcontinuestocomeinaboveyourguiderange.And,Irealizeyouendedwithacommentthatyouexpecttoendclosertothehighendofyourrangethatyougaveat30%to40%.ButI'mcurious,justintermsoftheeconomics,ofwhatyou'reseeinginmostcontracts,versustheperpetualworld?Howyoulookatthetrade-off?And,howyouthinkaboutthelong-termvaluetothosedeals,versuswhatyou'reseeingontheperpetualside?
DaveConte (CFO):
Sure.Brent,thanksforthequestion.Asyouknow,thepredictabilityinany90-daycycle,ofwhatthatmixisgoingtobe,hasbeenafunitemtotrytoforecast.And,that'sfromthreeyearsagowhenwefirstwentpublic.Ithinkwhat'simportantaboutthelifetimevalueofthosearrangements,whenwethinkaboutmix,ishowwe'reenablingcustomerstoadoptaproduct.That'sourobjective.
HowdowestructurearrangementsthatgivethecustomerthepredictabilityaroundtheirinvestmentinSplunk,andthefreedomtodeploybroadlyacrosstheenterprise?So,intermsoflifetimevalue,themathematicsaroundit--athreeyear,maybeafouryeartermcontract,isequivalenttoastandardperpetuallicense.Butwhenlookingatthecohortofacustomer,andtheadoptiontrends,wethinkit'sobviouslyfarmorevaluableintermsofoverallLTVofthosecustomers.
BrentT hill(Analyst-UBS):
Great.And,aquickfollow-upforGodfreyandHaiyanonthesecurityside.Youhadareallyimpressiverunthere.AndI'mjustcurious,whenyoulookatthehaloimpactthatyoursecuritybusinessisnowhavingonotheraspectsoftheSplunk,go-to-marketandnewproducts.Whatareyouseeingintermsoflandingthatsecuritycustomer,andhowquicklyyouarestartingtoseethatnowspreadintootherareasofgovernance,riskcompliance?
Godf reySullivan (CEO):
Well,Ijusthaveanoverallcommentonthat,Brent,whichisifyouhadaskedmethatquestionthreeorfouryearsago,IalwayscoachedourfieldorganizationtogointoIToperationsfirst.Because,youcanspreadmorequicklyfromthere.And,Iwasalwaysalittlebitreservedaroundgoingintosecuritydepartmentfirst,withacustomer.Because,Iwasalwaysalittlefearfulthatwe'dgetde-positionedasasecurity,likeaSIEM,whichwouldnotbenotgreatforus.And,Ithinkthatmarkethaschangedsomuchinthelastthreeyearsthatthesecuritydepartmentisoften,now,thekeeperoftheSplunkindex.Butthedifferenceis,forthefirsttime,theyareservingasastewardforalotofmachinedataacrosstheorganization.
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
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SoIthinkit'saseasyforusnowtoentersecurity,andthenexpandacrosstoappdevorIToperationsorbusinessanalytics,asitwasthreeorfouryearsago,forustoenterinthroughITopsorapps,andthenspreadtothesecuritydepartment.IthinkthatifyoulookatallofourEAA's,andyoulookatourlargecustomerorders,allofthemaremultipleusecase.AlmosteverysingleoneofthemisbecauseSplunkhasbecomeadataplatformandwe'rebeingusedacrossmultipledepartments,multipleusecases.So,Ithinkit'schangedalotinthelasttwoorthreeyears,allforthebetterforourcustomersandus.
HaiyanSong (Head-SecurityMarkets):
Verywellsaid.
KenT insley(VP-IR&CorporateTreasurer):
Thanks,Brent.
Operator :
KeithWeiss,MorganStanley.
KeithWeiss (Analyst-MorganStanley):
Firstofall,guys,verynicequarter.Maybefollowinginonthatvein,whenwethinkabouttherecentacquisitions,theCaspidaandtheMetafor,aretheseadditionalfunctionalitiesthat'sgoingtobesoldas,perhaps,aseparateapplication,isitaseparatepaidforfunctionalityonagoingforwardbasis?Or,doesthisjustbecomepart-and-parcelofthestrengthoftheunderlyingplatform?Andonarelatednote,aswethinkaboutthatbackhalfguidance,isthereanyrevenuecontributionattributedtothoseacquisitions?
Godf reySullivan (CEO):
Okay.So,multi-partquestion,multi-speakeranswer.I'lltaketheMetaforpiece,whichistosaythatinthatcase,that'sreallymorelikeatechnologyacquisitionthatyouarelikelytoseeincorporatedintothingslikeourITserviceintelligencesolution,asopposedtoastandaloneappforexample,buttimewilltell.Wehavealotof--there'ssomeveryrobusttechnologythere,thatwethinkwillbeveryhelpfultousinIToperations.Caspidaisalittlebitdifferentthanthat,soHaiyan,I'llhandyoutheCaspidapeace.
HaiyanSong (Head-SecurityMarkets):
Alright.Caspidahasservedinthisfastmovingmarketcalledbehavioranalytics,especiallyfocusingonusers.And,weanticipatethat'sgoingtobeadditionalcapabilities.Wecontinuetobuildandintegrate.And,we'llcontinuetoofferitasastandaloneproduct,aswellasgivingusoptionstoofferbundlesandmorechoicesforthecustomer.Intermsofrevenue,weareinaveryearlystageandwe'rerunningearlyassetsprogram.AsImentioned,we'llbeunveilingmoreofthedetailsofthisintegratedplanat.comp.So,lookingforwardtotalkingtoyouguysthere.
DaveConte (CFO):
Andhey,Keith.ThisisDave.SpecificallyintermsofourmodelandourOutlook,asHaiyanmentioned,we'rereallyfocusedonensuringthatthetechnology,andhowwebundlethatinwithouroverallsecuritysolution,ispairedappropriatelywithourexistingESapplication.Ourmodelassumesnorevenuecontribution,becausewe'rereallynotplanningtohaveamajorrolloutofthatsolutionuntiltowardstheendoftheyear.So,wedon'thaveanyrevenuebuiltintoday.
KeithWeiss (Analyst-MorganStanley):
Gotit.And,ifIcouldjustsneakonemoreclarificationin.IthinkDougmentionedaddingmorethan100
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globalfieldpositionsduringthequarter.I'massumingthat'snotallquota-carryingreps.Canyougiveusalittlebitmorecoloronwhatthoseglobalfieldpositionswere?Andmaybe,canyougiveusthenumberofquota-carryingrepsexitingthequarter?
DougMerritt (Head-WorldwideFieldOperations):
Sure,Keith.Wehavebeenalittlebitmorefocused,goingintothisyear,atmakingsurethatwegaincriticalmassindifferentmarkets,andthatwehaveawell-balancedhiringapproach.So,we'veconcentratedhiringinahandfulofcustomers,wherewe'veseencriticalmassintheUSandpublicsectorreallyworktoouradvantage.We'remirroringthatmodel.But,we'realsoensuringthatweremaintainingtherightmanager-to-repratio.So,theycanactuallydotheirjobofgrowinganddevelopingtherepseffectively.We'vegottherightpresalesratios.It'sagreattechnicalsale.
Andwe'veseen,consistently,thathavingthetechnicalsideofthehousewalkthehallswiththereps,greatlyincreasestheireducationandknowledgeofSplunkandhelpsspreadthoseusecases.And,we'vebeentalkingaboutsomeofthesespecializedresourcesthatcarrydistinctsecuritycapability,orIToperationscapability,orappdevorbusinessanalyticsrather.And,we'realsoaddingthatspecializationonbothsalesandpresalesaroundtheglobe.Sothatwecanincreaseourwinrates,ormaintainourwinrates,withinthosecategories.
DaveConte (CFO):
Hey,Keith.It'sDave.Letmepileonalittlebit.I'mreallyexcitedtoseeaddingthattype--over100resourcesinthefieldorganizations,allaroundtheinitiativesthatDougmentioned.Asyouguysknow,we'vebeentalkingnowoverayearaboutbuildingoutourcapabilitiesaroundourcoremarkets.Highend'sdoingaterrificjobinsecurityasyouknow,RickFitz.
And,we'reexcitedabouttheintelligentappthatwe'regoingtobetalkingaboutat.comp.So,theseinvestmentshavebeenreallyimportant,intermsofhowwedelivervaluetothecustomer.So,seeingthattypeofmomentum,intermsofourabilitytogetcoverageandreacharoundalltheseinitiativesinfieldorganization,isgreat.Over100inasinglequarter.
Thebackhalfofyourquestionishowmanyarequotacarriers.So,weendedthequarterwith362quotacarriers.Thatisupabout36%,37%yearoveryear.30plusincrementalquotacarriessincelastquarter.
KeithWeiss (Analyst-MorganStanley):
Excellent.Greatjob,guys.
Godf reySullivan (CEO):
Thanks,Keith.
Operator :
WalterPritchard,Citi.
WalterPritchard (Analyst-Citigroup):
Hi.Thanks.AquestiononmyendaroundthedriversoftheCloudbusiness.I'mwonderingifyoucouldhelpusunderstandhowmanyofthesecustomersarebornintheCloud?Or,customersthatmaybewouldn'thavelookedatyourproducttwoyearsago,orthreeyearsago,whenyoudidn'thavetheCloudoffering?Andthen,ofthecustomersthataremoreyourtraditionalbase,what'scausingthemtoconsidertheCloudoffering,versusjustconsumingthecapacitythatthey'veconsumedforawhile?
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MarcOlesen (Head-Cloud):
Hey,Walter.ThisisMarc.Thanksforthequestion.Obviously,we'reextremelyexcitedwiththedemandwe'reseeinginthemarketplaceforCloudsolutions,andthrilledwithourgrowthtodate.It'sreallyasolution,andadeliveryoption,that'sappealingtocustomersofallshapesandsizes.So,wehaveverysmallcustomers,smalldepartmentsthatareusingCloudasanentrywayintoSplunkandtheirfirstexperience.Atthesametime,we'vegotcustomersthataresendingusatmultipleterabytesperday.
And,Ithinktherearereallytwomaindriversaroundthis.So,thefirstisjustwheredoyouwanttofocusyourtime,effort,energyandattention?OnrunningSplunk?Or,onusingSplunk?So,that'soneofthedrivers.Andthen,theotheroneiswhereisthesourceofthedata?
So,foralotofworkloadsthatarerunningintheCloud,thereisalackofinterestinbackhaulingallthatdatatoon-premiseSplunkdeplyoment.It'salreadyintheCloud,they'vealreadyrationalizedthat.So,itreallymakessensetosendittoaSplunkCloud.But,withtheadditionaloptionsthatSplunkCloudpresentsforcustomers,wedefinitelyseeanexpanding,addressablemarketbecauseofthat.
And,ofcourse,weofferahybridsolutionforourcustomers,sothattheycanrunSplunkEnterpriseon-premandSplunkCloud.And,we'reactuallytheonlysolutioninthemarketplacethatgivescustomersthattruehybridexperience,wheretheycansearchseamlesslyacrossdatastoredon-premandintheCloud.Andtotheuser,theycanbeabletogetthatunifiedexperience.
KenT insley(VP-IR&CorporateTreasurer):
Okay.Thankyou.Nextquestion,please.
Operator :
BrianWhite,CantorFitzgerald.
BrianWhite (Analyst-CantorFitzgerald):
Higuys.I'mwonderingifwecouldtalkjustalittlebitabouttheordersover$100,000.Iwentbackinmymodel,itlookslikeit'sthestrongestsequentialgrowthwe'veeverseenforJulyquarter,forthesebigorders.So,numberone,what'sthedynamicyouseeoutinthefield?Andnumbertwo,maybetalkaboutpricechangesintheJulyquarter,andwhatwastheASPthatwesaw?Ithink,previously,youtalked$40,000to$50,000.Whatarewelookingatthisquarter?Thanks.
DougMerritt (Head-WorldwideFieldOperations):
So,onthesix-andseven-figureorders,Ithinkwe'rejustdoing,asyousawwiththehiring,wetalkedthroughwiththefocusandexpansionwe'redrivingonarapidandoverallfeelbasis.We'rejustdoinganincreasinglybetterjob,Ithink.Findingopportunities,butevenmoreimportantly,addinginthecustomersuccessorreallydrivingtheseopportunities,drivingSplunkacrossmultipledifferentdepartmentsandusecases.Sothatwecandriveourselvesintotheseorganizations,asadatafabric,adataplatform.Andthose,bynature,drivelargerdeals.
Soit's--we'vegotthewonderfulchallengeofmakingsurewehaveenoughrepstocovertheBrownfieldaccounts,andthatwe'restillpayingattentiontoGreenfield.And,aswe'redrivingtheseBrownfield,you'reseeingbiggerorderscomeout.Dave,doyouwanttohandletheASP.
DaveConte (CFO):
Hey,Brian.So,ASPswereatthetopendofthatrange,atabout$50,000.And,it'sinteresting.Soyoulookat,toyourpoint,asequentialincreaseandayear-over-yearincrease,intermsoflargeorders.Andyet,
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ASPsareconsistent.And,backtomypreparedremarks,thiswasourindividuallylargestquarter,intermsoftotalordersoverall.So,thevelocityinthebusinessisgrowing,notjustintermsofalargeorders,butallordersintotal.And,that'showyougetaconsistentASP,given320somethingplussix-figuretransactions.
BrianWhite (Analyst-CantorFitzgerald):
Okay.Andjustasafollow-up,anyupdateonHunk?
DougMerritt (Head-WorldwideFieldOperations):
Asfarasmarketdynamics,we'recontinuingtoseemoreinterestinHunk.But,it'slimitedbytheamountofproduction,theHDFSinstancesweseeoutthere.
Godf reySullivan (CEO):
Yes.
DougMerritt (Head-WorldwideFieldOperations):
So,we'reslowlygrowing.And,Ithinkwe'llcontinuetobealittlebitheldbackbyhowindustrialstrengthandproductionfocusedaretheseHDFSinitiatives.
BrianWhite (Analyst-CantorFitzgerald):
Okay.Great.Greatjob.Thankyou.
KenT insley(VP-IR&CorporateTreasurer):
Thanks,Brian.
Operator :
MattHedberg,RBCCapitalMarkets.
MattHedberg (Analyst-RBCCapitalMarkets):
Sorryaboutthat.Congratsfrommeaswell.Thanksagainforsqueezingmeinhere.Iknowyouguyshavesaidinthepast,securityusecasescouldmakeupbetween35%and40%ofsomeofyourdeals.Wehadaresellersurvey,itlookslikeitcouldbeashighasmaybe50%nextyear.Iguesswiththeacquisitionsthatyou'redoinghere,doesthatlevelofactivityseemreasonabletoyouguys?
DaveConte (CFO):
Hey,Matt.It'sDave.So,asyouknow,securitymaybe2plusyearsago,was20%,25%ofthebusiness.And,attheendoflastyear,ittrueduptobeingnotquite50%,butover40%.Q2wasabout40%ofthetotalbusiness,howthatmassagesovertime,thechallengeforanyindividualmarketgroupistheothermarketgroupsaredoingreallywellalso.So,ourcoremarketsofITOA,nowover50%ofthebusiness,islookinggreat.
I'msure[SnayHall]whohasbusinessanalytics,willhavesomethingtosayaboutitoncehegetssomemoretenureunderhisbelt.But,Iwouldn'tsayit'sunreasonable,butitreallywillfluctuatequartertoquarter,andthisisimportant.Whenyoulookatthecompositionofourtransactions,someofourmorematurecustomerswhotendtodothelargerorders,canflingthatpercentageonaquarterlybasis.Fromanannualtrend,Ithinkit'sstillappropriatetothinkaboutsecurityasthe35%to45%ofthebusiness,untilweseesomethingchangeintermsoftheanalyticsspace.
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Godf reySullivan (CEO):
IhatetopileonananswerbutIwillhere.Whichis,inthesix-figureorders--thefive-figureandthelowsix-figureorderstendtobeeasiertotrack,becausethey'reoftenasingleusecase.Mostofourlargesix-figure,andalmosteveryseven-figureorder,isbecauseacustomerisusingSplunkasadataplatform.And,theyareusingitacrossmultipledepartmentsandusecases.Andthen,yougetintoanallocationgame.
So,Idon'tknowhowprecisethismarketgroupnumberwillbe,aswecontinuetomoveintoaplatform.And,we'lljusthavetotrytogiveyouthebestcolorwehave,basedongoingthroughthecustomerinformationandtryingourbesttosortitout.But,partofbeingaplatformisthatyougetmultipleusecaseswithallthesebigorders.
MattHedberg (Analyst-RBCCapitalMarkets):
That'shelpful.Andthen,asafollow-uptothat,youguysobviouslyhavegreatpartnerships,PaloAltoinparticular.Itseemslikethereareanumberofnicedealsthroughthatpartner.Isthereariskthatyouguyscouldstarttoincorporateadditionalfeaturesthatcouldeventuallystarttocompetewithsomeofthesepartners?Or,isthisstillofthemindsetthatit'scomplementarytosomeofthoseexistingrelationships?
Godf reySullivan (CEO):
Idon'tthinkthere'smuchoverlap,andIdon'tseeanyonthenearhorizon.Doyou,Haiyan?
HaiyanSong (Head-SecurityMarkets):
Ithinkit'sagreatquestion.Insecurity,there'salotofoverlappingintermsofthewordspeopleuse.But,intermsoftheparticularproblems,theanglewe'resolvingproblems,it'sjustlikeGodfreywassaying.Idon'tthinkthere'sanyoverlap,perse.So,wecontinuetohavegreatpartnershipsand,forus,Splunkwillbeassuccessfulastheecosystemweserve.And,ecosystemthatcustomersusetoputuptheirsecuritydefenses.
Godf reySullivan (CEO):
There'sjustnotenoughmarketingwordstogoaround.That'sall.
MattHedberg (Analyst-RBCCapitalMarkets):
Thanksalot,guys.Greatquarter.
Godf reySullivan (CEO):
Thanks,Matt.
Operator :
MarkMurphy,JPMorgan.
MarkMurphy(Analyst-JPMorgan):
Yes.Thankyou.I'lladdmycongratulations.Godfrey,Iwantedtoaskyou,asyoubuildtowardstheseasonallystrongfiscalQ4.Welookedbackatpastyearsandyou'veproducedapproximately60%sequentialgrowthinBillings.And,Iknowthatthenumbersaregettinglargerandthatmightnotalwayshappen.But,weknowthatyoubuildpipelinetowardsthatallyearlong.So,justgivensomeoftherecentgyrationsintheequitymarkets,Iwascurious,whatisyoursenseofpipelinebuild?Arecustomerscalm
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andthinkingrationally?Andmaybe,howdoyoufeelaboutthesetupforyear-endbudgetflushactivity?
Godf reySullivan (CEO):
Yes.Theenterprisesoftwareisenterprisesoftware.So,customersarewell-trainedtotrytouseend-of-yeartotheiradvantage.Andso,Idon'tknowthatSplunkisanydifferentthananyothercompanyinthatregard.Idon'tknowthatwe'llseeimpactofequitymarketsforanotherquarterortwo.
Becausewhat,ifany,impactallthisequitymarketgyrationwillhavedoesn'tshowuponaday-to-daybasis.Itwouldreallybemoreabout,doesitimpactacompany'sbudgetfornextyear?DotheychangetheirOutlookfornextyear?But,Idon'tsensethatthemarkethashadmuchimpactoverthelastweek,thelast30minutes.It'sreallyhardtosortthatout.Andourguidance,aswe'veconstructeditforQ3andQ4,takesthatintoconsideration.
MarkMurphy(Analyst-JPMorgan):
Thankyou.Andasafollow-up,Godfrey.IwaslookingonSplunkbase,andthenumberofappsbyvendor.Thereare151forMicrosoft,29forCisco,13forOracle.I'mjustwondering,whydothinkthatitissoheavilyskewedtowardsMicrosoft?IsMicrosoftthatdisproportionateintermsofthecriticalsystemsthatareproducingallthishigh-valuemachinedata?Or,doyouthinktheothersarejusttemporarilyunderrepresentedinthere,andthattherelikelytoclosethatgapovertime?
Godf reySullivan (CEO):
No.Iwouldsayit'sbecauseMicrosofttendstobealittlebitmore--it'sclosertotheoperatingsystemlevel.YoualmosthavetocompareMicrosoftandourappsonSplunkbasetoUnix,asopposedtocomparingittoCisco,forexample.And,there'sjustsomanydifferentutilities.
Theycertainlydon'trisetothedescriptionofasolution,orafullapp.Theymightbemoreofaconnector,oraplug-in,indescription.So,thewordsarealittlebithardto--liketherearen'tenoughwordstogoaroundforthateither.And,wetrytooversimplifyit.
ButIwouldsaythat,inthecaseofCisco,thereareenoughdifferentsecurityenvironments,andenoughdifferentproductsintheCiscoworld,thatalmostalloftheappsappliedtoaproductortechnologythat'sdistinctintheMicrosoftworld.Thereissometimesthreeorfourofthemthatcustomershavepublished,thatsolvethesameproblemaslightlydifferentway.So,it'salittlebit--Ijustwouldn'toveranalyzeit.It'snotsomethingwespendanytimeon.Let'sputitthatway.
MarkMurphy(Analyst-JPMorgan):
Thankyouverymuch.
Godf reySullivan (CEO):
Thanks,Mark.
Operator :
PhilWinslow,CreditSuisse.
Unidentif iedPart icipant :
Hey,it's[Joanne].IcameinonforPhil.Thanksfortakingmyquestion.Iwasjustwondering,withthisintegratedsolutionwithCaspida,fromacompetitivestandpoint,whoyouguysaregoingtobegoingupagainstordisplacing?And,ifyouaredisplacingaGeneration1SIEMvendor,doyouthinkSplunkisalso
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seeinganetbroaderdeployment,insideofthesecustomers,versustheGeneration1SIEMvendor?
HaiyanSong (Head-SecurityMarkets):
Allright,I'lltakethat.So,Caspidabringsbehavioranalyticsintoouralreadyverymuchanalyticsdrivenandcentricsolution,tosecurity.So,wehaveseengreatmomentuminadoptionofthenewapproach.Wehaveseengreatmomentuminreplacing,likeyousaid,thepreviousgenerationsolutionsaroundSIEM.Andwealso,asImentionedinthepreparedremarks,peopleareincreasinglylookingtoustoprovidethebestsolutionaroundbreachresponse.So,definitelyanexpandedusecase,beyondSIEM.And,weseeverygoodtractioninreplacingsomeoftheoldgenerationsolutionsthatwerethere.
Godf reySullivan (CEO):
Andwhileyou'reonthehorn,we'dliketoknowifyoucanthrowalittledirtaboutPhilonthehorn,sincehe'snotonthecall.
Unidentif iedPart icipant :
Thanks,guys.
DougMerritt (Head-WorldwideFieldOperations):
Goodcall.
Operator :
MichaelTurits,RaymondJames.
MichaelT urits (Analyst-RaymondJames):
Hey,guys.ThisisMichaelTurits.AquestiononEAAs,anythingmoreyoucantellusabouttherateofadoption,whetherit'sgettingmaterial,andwhattheusecasehasbeenforEAAs?AndI'vegotafollow-up.
DougMerritt (Head-WorldwideFieldOperations):
Sure,Michael.So,aswecontinuouslytalkabout70%ofourrevenue,roughly,comesfromexistingaccounts.And,IthinkthatinthewisenessofDaveandGodfreyyearsago,ofcallingthisenterpriseadoptionagreementisthekey.We'veseengrowthwithintheseaccounts,totryandtreatSplunkasaplatform.And,theenterpriseadoptionagreementsofvariousflavorsarehelpingtodrivethat.
Theywrapinthingslikeprofessionalservices,insomeinstances.Splunkadvisoryengineers,ourcustomer-successorientedfolks,educationcredits,headroomthattheaccountcangrowinto.
And,Idothinkthattheyareanimportantcontributortothat300plus,six-andseven-figuredealcountthatwesawthisquarter.It'sjustanythingthatwecandotomakeiteasierforourcustomerstolearnSplunk,getmoredataintoSplunk,seethevalueoftheadditionalcorrelationsandusecasesastheydothat.It'sgreatforthecustomer.AndIthinkobviously,ultimately,long-term,reallygoodforSplunk,too.
DaveConte (CFO):
Hey,Michael,it'sConte.IthinkintermsofquantifyinghowmanyEAAsarewedoing,theabsolutenumberisn'tasrelevant,Ithink.It'simportantthatwehavetheprogram,andthevehicle,sothatcustomerscanactuallygettostandardization.
So,whatweareseeingthatultimatelybridgesfromtheinitialnewcustomerusingSplunkoverthe
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lifecycleandthematurityoftheirdeployments,tobecominganEAAcustomer,isthevelocityaroundmultipleusecasesinthesameaccount.And,Ithinkthat'spart-and-parceltothepreviouslymentionedmetric.That,again,over70%ofthebusinessistheinstallbase.
Thatdoesn'tmean70%ormoreofthebookingsareEAA's.That'scustomersdeployingmultipleusecasesacrosstheirdepartments.Andnow,pairedwithhybridsearchcapabilitiesintheCloud.So,thecombinationofon-premplusClouddeployments,plusmultipleusecasesacrossmultipledepartments.That'swhatwe'reseeing,Ithink,quitefrequentlyinthecustomerbase.Ultimately,thosecustomerswillbecomeEAAsinourconstruct,butthey'renottheretoday.
MichaelT urits (Analyst-RaymondJames):
Gotit.Andthen,myfollow-upquestionwasaroundtheissueofthemix,theshifttowardsratable,andtheimpactongrowth.Obviously,we'vealltriedtodocalculationsonit.Anythingelsethatyoucanhelpuswiththisquarter?46%revenueand42%billingsgrowth,verystrong.But,weallsuspectthatsomething,thequoterunrateorrealrateisabithigher.Anythingthathelpsusthere?
Godf reySullivan (CEO):
Well,Itriedtoaddsomeclarity.Wemeasurethemixasapercentageofourgrossbookings.Thecalculationsthatwecanalldooffthefaceofthefinancialstatementsare,effectively,thederivedbillingsnumber.And,asImentionedinpreparedremarks,wedohaveacomponentofcontractvaluethat'sunbilled.It'snotsignificantinthecontextoftheoverallfinancials,thatI'dbedisclosingit.Butitwould,obviously,whenincluded,uptickthegrowthratesome.
But,it'snotsodifferentiatingthatIwouldsay,holysmokes,the46%growthrateisn'tgoodenough.And,youguysshouldunderstandthatthere'sthiswholeotherbasketofgrowth.But,asweseemoreandmore,multi-yearcontracts,andthebuildingcharacteristicsofthose.And,ifwethinkthatthereisacomponentthat'slacking,thatyouarenotgettingclearvisibilityintermsofassessingourperformance,thenwe'llobviouslyincludethat.ButIthink,asreported,Ithinkitdemonstratesthestrengthofthequarterandthemomentumwehaveinthebusiness.
MichaelT urits (Analyst-RaymondJames):
Okay.Great.Thanksverymuch.
Godf reySullivan (CEO):
Thanks,Michael.
Operator :
KatherineEgbert,PiperJaffray.
KatherineEgbert (Analyst-PiperJaffray):
Hi,thanks.Youmentionedacoupletimes,onthecall,aboutwinrates.Canyoujustgiveusanupdateonthecompetition,andhowthepricingisgoing?Thanks.
DougMerritt (Head-WorldwideFieldOperations):
Yes.Weremaininanenviablepositiononwinrates.IjustsatthroughaseriesofQVRs,aswouldnormallyhappenthefirstmonthofanewquarter.And,oneofthethingswereviewishowwe'redoingagainstcompetition.And,thatSplunkasadataplatformapproachthatwehave,itstillseemstobeprettygoshdarndifferentiated.Wehadacoupleofnicewindbacks,ortakeaways,fromcompetitors.Someopen-
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sourcecompetitors,somesmallerCloudorother-basedcompetitors.
And,whatIjustkeepseeingoverandoveriscustomers,nomatterwhattheyexperimentwith,comebacktoSplunkasthemostcompletesolutionthatdrivesthelowesttotalcostofownershipforthem.AndIthink,moreimportantly,getsproduction-worthyhigh-valuevisibilityaroundthiscomplexdataequation,quickestforthem.It'sjustbeenfuntowatch.
KatherineEgbert (Analyst-PiperJaffray):
Okay.Thanks,Dave.Andthen,acouplequickfinancialquestions.Youarenowsolidlyprofitable,intermsofoperatingmargin.Itlookslikeyou'llbethatwayfortherestoftheyear.WillyoustaythatwayyouthinkintoFY17?
DaveConte (CFO):
Yes.Hey,Katherine.Obviouslyweexpect,thisyear,FY16smargintobeconsistentwiththeprioryear.And,therateatwhichwe'reinvestingonanannualbasis,Iwouldnotexpecttodeviatesignificantlyfromthattwo-yeartrend.Mightthatbeacouplehundredbasispointsup,oracouplehundredbasispointsdown,aswemanageourinvestmentsacrossalltheseinitiatives?And,whenwegettotheendoftheyearandwelookatourpriorities,andwesetourinternalobjectives,thatwethenwillsharewithyouguys.We'llupdateyou,forsure.
Butintermsofthepositionthatwe'rein,intermsofthematurityofourmarketandourpenetration,intermsofthesizeoftheTAM.We'rereallyfocusedoncontinuingtoinvest.Because,weseejustatremendousamountofgrowthahead.So,makingsurethatwegocaptureallthosecustomerusecases.And,continuetodelightthemwithourproductsandreachthemwithourfieldorganization,andelevateourvaluewithsolutions,iscritical.And,ofcourse,thatrequiresinvestment.So,again,Iwouldexpectmaybeacouplehundredbasispointsofdeviation.But,I'llupdateyouwhenwegettotheendoftheyear.
KatherineEgbert (Analyst-PiperJaffray):
Okay.Andthen,justquickly,didtheacquisitionsaddanyrevenuethisquarter?
DaveConte (CFO):
No.
KatherineEgbert (Analyst-PiperJaffray):
Okay.Thanks.Goodjob.
Godf reySullivan (CEO):
Thanks,Katherine.
Operator :
KashRangan,BankofAmericaMerrillLynch.
KashRangan (Analyst-BofAMerrillLynch):
Hey,I'lladdmyhunkofcongratulations.Acoupleofquestionswithrespecttothesuccessful[unkasadnes]oneyearupandgettothepointwherecustomerslikeitsomuch,thatitstartstogetexpensive.AndthenyoucamebackwiththeEAAsandCloud.
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Towhatextentisthe,ohIloveitbutit'salittleexpensive,isstillprevalentinyoursalescycles?Hastocomedown,stable?Andsecondly,whenyou'rebusinessmakesashiftingtowardsmoresubscription,howareyoumeasuringsalesproductivity?And,whatisthetrendthere?
Andthirdandfinal,myfavoritequestionforDaveConte,yousaid40%ofgrossbookingssubscription.ButIwouldassumethat,giventhatroughlyhalfyourbusinessisofftheincomestatement.Onthebalancesheet,offthebalancesheet.Whyisyourgrowthratenotatleast2timesofyourreportedgrowthrate?Thankyou.
KenT insley(VP-IR&CorporateTreasurer):
Thankyou,Kash.Threegoodquestions.
Godf reySullivan (CEO):
Doug,whydon'tyouanswerwhyourgrowthrate'snotdouble?
DougMerritt (Head-WorldwideFieldOperations):
Yes,I'llstartwiththegrowthrateandletyouanswercompetitiveandthepricing.So,IdothinkthattheEAAdiscussionoptions,andespeciallytheunlimitedEAA,havehelpedabitasfaraspeople'sperceptionofavariablepricingmetric,thattheyperceivetheydon'thavefullcontrolover,aroundthepergigabytesofdataadjusted.
But,whatI'mseeingasamorenotabletrendwithinmoreofthebiggercompaniesthathave,now,gottheirmindsmorewrappedaroundanybigdatasolutionis,they'reunderstandingthetotalcostofdrivingthesetypesofsolutionsintheircompany.
And,nomatterwhatwechargeforoursoftware,whetherwegiveitawayorkeptcurrentprice,wewere10%,15%ofthetotalinvestmentnecessaryoncompute,network,storage,manpoweraroundthat.And,whyIjustseethisflipthat'sbeenreallyconsistentLetmegotrysomethingelse,andthencomebacktoSplunk.It'sgreatproductcharacteristics,greattimetovalue.
But,ultimately,theyrealize,youguysaresignificantlycheaperbecausethathugeboatthatfollowsyou,andfollowsanyonethat'sgoingtobeinthisbigdataarena,issomuchsmallerandsomuchmoreefficient.Andthen,themanpoweragainstitissignificantlymoreefficient.So,Ithinkthatourcompetitivedifferentiationwillcontinuetobereally,reallyquicktimetovalue,becauseofourintegratedapproachacrossthemultipleaspectsofourplatform,andthedifferentiationofourtechnology.
DaveConte (CFO):
And,Kash,it'sDave.Aswehavediscussedinpriorperiods,Idoagreewithyouthatifyoulookattotalgrossbookings,thegrowthratewouldbehigherthanwhatyouseederivedfromthefinancialstatements.But,I'mnotnecessarilyagreeingwiththemapthatyouhave,intermsoftheratethatgrowthwouldbe,ifyouincludeallthecontractvalue.
KashRangan (Analyst-BofAMerrillLynch):
SoIguessthatthebookingisaone-yearbooking,right?But,thebreakevenpointforasubscription,versuslicense,ismorelikeatwoyear.So,ifyouaretoconvertthatintoaproformabasis,mythinkingisthatthegrowthrateisnotjustlittlebitabove,butalotabove.Conceptually,that'swhatIwassteeringtowards.
DaveConte (CFO):
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
©2014TheStreet,Inc.Al l R ightsReserved Page19of22
Sure.Nowremember,though,thatatypicallargeorderthathasatermcomponentisthreeyearinduration.Now,notallofthatcontractvalueisonthefinancialstatements,asImentionedinthepreparedremarks.And,intheone-yearvariety,we'renotmeasuringanyrenewalstreamthatweexpecttoreceive.We'renotdoinganyproformacalculationsthatwouldtakeanannualcontractvalue,andconvertitintoatotalcontractvalue,eventhough--we'renotdoingthatmathintheimpliedgrowthrate.
KashRangan (Analyst-BofAMerrillLynch):
Yes.I'mdoingthat,andthat'swhyI'mgettingamuchhighergrowthrate.It'sallgood.Thankyou.
DaveConte (CFO):
Yes.That'sright.
Godf reySullivan (CEO):
AndKash,IwanttotakeyouformakingConteworkalittlebitonthiscall.
DaveConte (CFO):
Everycall.
Godf reySullivan (CEO):
Thanks,Kash.
DaveConte (CFO):
Thanks,Kash.
KashRangan (Analyst-BofAMerrillLynch):
Youbet.
Operator :
JohnRizzuto,SunTrust.
JohnRizzuto (Analyst-SunTrustRobinsonHumphrey):
Hi.Goodafternoon,everyone.Thisquestionisalittlebitmorequalitativethananything.
And,it'sreally--ifyoulookatthepotentialforSplunk,IknowyouliketothinkthatIkindofforecastit.Youareonlyscratchingthesurfaceofhowbigyoucanbe.Butso,inthatsense,you'rereallyonlyjuststartingtherace.And,themetricsjustkeepcomingup.Theylookgreat.
Youcouldbeonautopilot,butclearlyyou'renotdoingthatinternally.Whatarethethings,towhatyoucan,thatyou'relookingatinternallytomakesurethatyourbusinessisoperating,orgrabbingtheopportunityinfrontofit,thatithas?Suchthat,asgrowthratespotentiallymayslow,you'restillsolidifyingyourgripandyourholdofthemarketplace?
Godf reySullivan (CEO):
Goodquestion,andI'mhappytogiveaveryshortanswertothat.TherearethreethingsthatIthinkabout,onacontinuingbasis,tomakesurethatwe'redrivingthisopportunityashardaswecan.Numberoneisimprovingthetechnologyfromtoptobottomofthestack.Wecontinuetoimprovethecore,Splunk
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
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Enterpriseandallthecoreplatformelements,sothatitcanbetheverybestindexingengineanddataanalyticsdeviceknowntoman.
But,thatalsohastoencompassthesolutionsbusiness,henceourmarketgroups.So,beingabletoaddsolutionsandappsontopofthat,likeenterprisesecurity,whichhasbecomesuchaforceinthemarketplace.LikeCaspida,whichwe'llbenextyear.LikeITserviceintelligence,andonandon.So,makingsurethatwehavethebestwholeproduct,regardlessofwhatthecustomer'susecaseis,sothatR&Dspendisjobone.
CloselyfollowingthatisCloud.Because,thenextmajorgrowthareaforusistomakesurethatwecaptureeveryone'sbusiness,regardlessofwheretheywanttodeployit.And,therearesomanycustomerswhohavealotofon-prembusiness,butalsoareputtingnewprojectsintheCloud.
And,wearesouniquelypositionedtohelpthecompanybridgetheirwayfromon-premtotheCloud,becauseofourhybridapproachandbecauseoftheflexibilityofoursoftware,andourfastdeploymenttimes.We'rejust--there'snobodyinthemarketplace.AsDougsaid,there'snobodythatcandeployanddeliversuccessasfastaswecan.
And,thethirdiscoverage.Andit'sallaboutfield.It'saboutfieldexpansion.And,asDougsaid,it'saboutsalespositions,technicalpositions,customersuccess.It'sahighlytechnicalworldwelivein.And,youcan'tjustputsalespeopleonthestreetandbesuccessful.Youhavetoputaverystrongtechnicalteamonthestreettohelpthecustomerachievesuccess,andreallyunderstandthesecomplexissues.
Andsomehow,Splunkmagicallytranslatesalltheseverycomplexdataissuesintoveryrapiddeploymentsuccess.So,nowbacktobeginning.CoreR&Dplussolutionsisone,Cloudistwoandalltypesofcoverageisthree.And,aslongaswekeepdoingthat,Ithinkwehaveaprettygoodrunwayinfrontofus.
JohnRizzuto (Analyst-SunTrustRobinsonHumphrey):
Great.Andthenjustafollow-uptothat,lookingatone,youboughttwocompanieshereinanomalydetectionandbehavioralanalytics,which--theycouldbethoughtofasrun-of-the-millapplicationsbutthatactuallyseemslikeitmightbeaninflectionpointinwhereyoucantakeyourtechnology.Particularlyintermsofremediation,prescriptive,analytics,automationanddetection,whatdoyouthinkthatsectorshowimportantthesetechnologiesaretothenextgenerationSplunkoraretheynot?
Godf reySullivan (CEO):
Theyareimportant.Splunk'sreputation,Splunk'sbrandtothedegreethatourtechnologybrandisbuiltaroundhighlyflexiblesearch,isfantastic.Butcustomersdon'twanttobelimitedtojustsearch.LikeifIjustkeepsearching,I'llfindtheanomaliesorI'llfindtheunusualpatternsorI'llfindtheoutliers.TheywantSplunktotellthemwherethosepatternsareandtotellthemwheretheoutliersare,tobeabletocompareknownversusnewsothatyoudon'thavetodoeverythingthroughaquery.
Soitdoesn'tmatterwhetheryou'retalkingaboutsecurity,orIToperations,orbusinessanalytics,acustomertransactionalsetofquestions,anytypeofprocessanalysis.Youwanttobeabletocomparenewversusoldorrareversusnormalandthosetypesofthings.Sothewholenotionofmachinelearning,anomalydetection,andthelakeiscoretoawholenewsetofapplicationsofwhichinsiderthreatanduserbehavioranalyticsarejusttwoexamples,butyouhavetohavethosecoretechnologiesinordertomovefromquerytopatternrecognition.
HaiyanSong (Head-SecurityMarkets):
IfImayjustaddonequickthing,Imentionedweareincreasinglybeingplayingtheroleasanervecenter.Youcanjustthinkofthattwoacquisitionsasamajorboosttothebrainpowerthatwe'llbringto
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
©2014TheStreet,Inc.Al l R ightsReserved Page21of22
thecustomer.
JohnRizzuto (Analyst-SunTrustRobinsonHumphrey):
Perfect.Allright.Thankyou.
Godf reySullivan (CEO):
Thanks,John.
Operator :
KirkMaterne,EvercoreISI.
KirkMaterne (Analyst-EvercoreISI):
Yes.Thanksverymuchforsqueezingmein,andcongratsonthequarter.Godfrey,Ijustwantedaquickupdateonwhatyou'rethinkingabouttheopportunitytoexpandtheISEplatform--ISEpartneropportunityontopofyourdataplatform.IthinkyoutalkedacoupletimesonthecallaboutSplunkevolvingintomoreofadataplatform.
Obviouslyaplatformconnotatestheabilitytobuildmoreandmoreappsontopofit.Youguyshaveobviouslybuildalotofappsyourself.WheretogostandintermsofbringingonnewISEsthatmightbeapproachingdatafromamoreverticalperspectiveorcouldhelpyouguysextendsomeoftheusecasesandbuildsolutionsaroundsomeofyourunderlyingtechnology?I'mjustcuriouswherewestandonthatheadinginto.compnextmonth.Thanks.
Godf reySullivan (CEO):
Thanks,Kirk.I'llprobablyI'llgiveyouashortanswertodayandclumptherestofthatanswertocomp,becauseIdidn'treallydoalotofhomeworkaroundourmostrecentstatsthere.ButpartofwhatI'veasked[Zahall]todoistoreallybeefuptheteamwehavethat'sdoingallofthedevelopercertifications.Wehaveallthetools.WehavealltheAPIsandtheSDKs.WehavealotofthetechnologybitstohelpadeveloperorganizationandISVsetupcompaniesbecomemoreandmoreconfidentandcapableofsuccessontopoftheSplunkengine.
WherewearealittlebehindonresourcesisactuallyhelpingthemtestandcertifythoseappstomakesurethatwhenstuffgoesuponSplunkbase,it'sreallyeasyforcustomerstotellwhatlikeanopensourcesubmissionversussomethingthat'sbeentestedinanenterpriseenvironment.
AndIthinkthatfortheISVsoftheworld,thenumberonethingenterprisecustomersaskmeis,havethoseappsbeentestedandyouarecertainthattheycanworkinanenterpriseproductionenvironmentwithoutfail?Andthat'saverydifferentleveloffitandfinishthatthecustomersarenowaskingustomakesureof.
Theorganizationwehavethathelpsourdevelopersbesuccessfulisanextareaofmajorinvestmentforus.AndIthinkit'dbealittleeasierforustogiveyouacompletewalk-throughonthat,oratleastabriefwalk-throughonitatcomp,I'lltrytobuilditintoremarkswearepreparingfortheinvestorQ&Aforthepanel.
Butanyway,it'ssomethingthat'shighonmymind.IthinkIprobablywillgetalittlebetterorganizedansweritforcomp.
KirkMaterne (Analyst-EvercoreISI):
CompanyName:SplunkIncCompanyTicker:SPLKSector:T echnologyIndustry:ComputerSof tware&Services
EventDescription:Q22016EarningsCallMarketCapasofEventDate:7.73BPriceasofEventDate:64.24
©2014TheStreet,Inc.Al l R ightsReserved Page22of22
Great,lookforwardtoit.Thanks,guys.
DaveConte (CFO):
Thanks,Kurt.
KenT insley(VP-IR&CorporateTreasurer):
Okay.Thanks,everyone,Karen,thanksforyourhelptoday.Weappreciateit,andwearearoundheretonightifyouhaveanyfollow-upquestions.Hopeyouhaveaniceevening.Thankseveryone.
Operator :
Thankyou.Ladiesandgentlemen,thankyouforyourparticipationintoday'sconference.Thisdoesconcludetheprogramandyoumaynowdisconnect.
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