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spk09: Ladies and gentlemen, thank you for standing by and welcome to the Q2 2022 Mindcast Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask the question during the session, you will need to press star then one on your telephone. Please be advised that today's conference is being recorded. If you require any further assistance, please press star then zero. I would now like to turn the conference over to your speaker for today, Mr. Robert Sanders, you may begin.
spk06: Good morning and welcome to Mimecast Earnings Call for the fiscal second quarter of 2022. I'm Robert Sanders, Director of Investor Relations. With me on the call this morning are Peter Bauer, our co-founder, chairman and CEO, and Rafe Brown, our CFO. Today's conference call is being broadcast live. A replay of this call will be available after the live call has ended. We will make forward-looking statements regarding future events and the future financial performance of the company. These forward-looking statements are subject to risks and uncertainties that could cause actual results to differ materially from those in the forward-looking statements, including risks and uncertainties related to our recent security incident and the ongoing impact of the global COVID-19 pandemic. We caution you to consider the important risk factors that could cause actual results to differ from those in the forward-looking statements contained in today's press release and on this call. These risk factors are further defined in Mimecast's most recent Form 10-Q filed with the Securities and Exchange Commission. During this call, we will present both GAAP and non-GAAP financial measures. These non-GAAP measures are not intended to be considered in isolation from, a substitute for, or superior to our GAAP results. a reconciliation of GAAP to non-GAAP measures, and the reasons for our representation of the non-GAAP information is included in today's press release, which can be found in the investor relations section of our website. The date of this call is November 2nd, 2021. Any forward-looking statements we make today are based on assumptions that we believe to be reasonable as of this date. We undertake no obligation to update these statements as a result of new information or future events. Now, I'd like to turn the call over to Peter Bauer.
spk08: Peter. Good morning, everyone, and thanks for joining us. I hope you and your families are safe and healthy. I'll begin with some takeaways from the quarter and progress on executing our strategy. I'll also touch on the threat landscape and why we believe Mimecast services are as mission critical as ever. And then Rafe will detail our financial results. Our results this quarter exceeded the high end of our guidance ranges across all metrics. underscoring our strong execution and favorable security demand, especially in North America and the UK. We generated $147.2 million in revenues, which is up 16% year-over-year in constant currency. We drove an increase in average order value to $15,000, which is approximately 15% over the prior year in constant currency. Now, this increase in AOV was partially impacted by a reduction in smaller customers that Rafe will discuss in detail later in the call. Additionally, we increased the number of services per customer to 3.8. That's up from 3.4 last year. We also delivered a strong net retention rate of 106% in the quarter, up from 105% in Q1. Of note, we drove another increase in the percentage of revenue coming from enterprise, or customers with more than 5,000 seats, to 20%, continuing our gains in the enterprise segment. Now, these results speak to our strong execution against our three-pronged growth strategy, as we A, expand our footprint in the enterprise market, B, sell our multi-product platform, and C, automate our to create even stronger and easier to use engagements with our SMB customers and channel partners. Let me provide some examples of that execution this quarter. Firstly, a UK-based consumer goods company with 42,000 employees bought four services across all three zones, secure email gateway with targeted threat protection in zone one, internal email protection in zone two, and demark analyzer in zone three. Then a U.S.-based telecom company with 20,000 seats purchased six services across zones one, two, and a continuity offering that protects against downtime. A logistics services company with 30,000 seats added additional services. This included awareness training, brand exploit protect, large file sending, and demark analyzer. And in total, this customer has now bought eight services across our three zones, plus archiving. An athletic work company based in the U.S. with 8,000 seats purchased seven services. And a clinical research organization in the U.S. with 4,800 seats purchased eight services, including secure email gateway, targeted threat protection in zone one, internal email protect, awareness training, and cybergraph in zone two, and brand exploit protection in Zone 3. And they also added browser isolation, one of our newer offerings. We also had three more hospital systems in the U.S. join Mimecast, one with 15,500 employees, one with 15,000, and the last one with 9,300 seats. And as you know, there have been a number of recent ransomware attacks against hospital systems, and it's clear that these organizations are taking the risk very seriously. We're proud to help them and ensure the continuity of care at these important organizations. We're pleased that customers are relying on Mimecast to solve additional problems too, as they seek to enhance cyber resilience and keep their organization safe. And our teams are doing an excellent job building trust with our customers and prospects and ensuring they understand the enhanced protection provided by our comprehensive suite. And you can see that in our consistent increases in average order value, products per customer, and our industry-leading retention rates. On the product side, we saw particularly strong engagement with awareness training this quarter, adding 400 new customers. As we expand the scope of our offering, we educate on the ever-changing attacks that organizations face today. Our API and alliances program continues to drive results. Integrations with security partners allow organizations to incorporate minecast threat intelligence and automation capabilities into their broader security ecosystem. Notable new collaborations include Exabeam, Sumo Logic, Netscope, and Humio, a CrowdStrike company. These collaborations further differentiate our offerings from competitors and have helped us win new customers as well as deepen existing relationships. We observe even stronger retention among customers who leverage our API integrations. Now, cybercrime is occurring at record rates, and data breaches are more costly than ever, and many companies remain inadequately prepared to defend against these attacks. As trends continue to shift towards the cloud, companies adopt remote and hybrid work environments, and the overall digital transition continues, security remains of utmost importance. And our holistic email security 3.0 strategy and integrated suite of offerings gives customers a meaningful advantage in in mitigating these risks. Now, we continue to work to improve and expand our platform to address our customers' evolving needs and the evolving nature of security threats. For example, our recent innovations around CyberGraph, an AI-driven machine learning social graph technology is designed to identify and mitigate the most advanced and highly targeted phishing and impersonation attacks. But recently, we were proud to host over 750 customers, prospects, and channel partners who attended Mimecast's Beyond 2021 Messaging Security and Compliance virtual conference, where we shared recommendations to help organizations minimize risk and increase cyber awareness. Another exciting development from the quarter was was Mimecast's role as a founding member of the XDR Alliance. The Alliance is a partnership of leading cybersecurity industry innovators committed to an inclusive and collaborative extended detection and response framework. The goal of the XDR Alliance is to foster an open approach to XDR, which is essential to enable organizations to protect themselves against the growing number of cyber attacks, breaches, and intrusions. I'd also like to provide an update on our ESG efforts and progress towards Mimecast's net zero commitment. Recall we've pledged to zero out our entire operational footprint this fiscal year and become a fully net zero emissions company by 2030. In the near term, to meet our goals, we'll be offsetting all scope one and two carbon emissions with third party certified renewable energy certificates and carbon offsets. Additionally, we're conducting a full materiality assessment to baseline our energy needs and identify opportunities to further reduce our footprint. Currently, we operate several 100% renewably powered data centers in the UK, Germany, Canada, and the United States. And finally, we announced to our employees a hybrid model that allows for remote work, further reducing the carbon intensity of employee-related travel.
spk14: And with that, I'll turn it over to Rafe. Thank you, Peter. I'm pleased to report that we exceeded the high end of our guidance for revenue, adjusted EBITDA, and free cash flow for the second quarter of fiscal 2022. Our performance this quarter was driven by improving customer retention rates, excellent cross-sell of additional products to our customer base, strong bookings early in the quarter, and an uptick in one-time fees from professional services and archive data migration fees. In the second quarter, we generated revenue of $147.2 million, which represents a 20% improvement over the prior year in absolute dollar terms. Adjusting for $5.1 million of currency tailwind, our constant currency growth rate over the prior year was 16%. Note that since providing guidance in August, foreign currency fluctuations positively impacted our second quarter revenue results by $400,000. Net revenue retention stood at 106% for the trailing four-quarter period ending September 30th, building off an improvement in this metric that we noted last quarter. Looking at its components, upsell improved to 114%, where we saw strength in both product-based upsell as well as seat and price-based upsell. On the product side, the second quarter saw strong interest in our awareness training, CyberGraph, and DMARC solutions. Downsell and churn improved to 8% for the four-quarter period. Before I turn to net new customer count and AOV metrics, I want to provide a bit of detail on a change with a particular managed service provider, or MSP. As a result of a reorganization of this MSP's business, a low dollar portion of their customer base was transferred to a former affiliate. As a result, 1,600 customers with a total annual contract value of less than $100,000 have been removed from our total customer count. Excluding these customers, we added 600 net new customers in the second quarter. As of September 30th, our total customer count stands at approximately 39,600 customers. Given the very small average order value of this particular MSP's customers, this action by itself increased ALV of our base customers. Calculated at October 25th FX rates, ALV jumped to $15,000, up approximately 15% over the prior year in constant currency terms. Excluding this particular MSP change, average order values would have been approximately $14,400, up approximately 10% over the prior year in constant currency terms, still an impressive increase. This fundamental improvement in average order values was helped by our having increased the average number of services per customer across our customer base to 3.8 from 3.4 one year ago. as well as seat expansion within our base customers as they added new employees. This is a reminder that many of the changes to our customer count metric happen among customers with less than 100 seats and typically low annual contract values. To that end, in isolation, our net new customer count metric is becoming increasingly less important as the focus of our revenue growth has shifted to larger organizations. We recommend investors consider changes in both customer count and average order value as important metrics to consider when evaluating our progress toward achieving our strategy. Turning back to our financial statements, we continue to see improvements in gross margins. In the quarter, we recognized a 79% non-GAAP gross margin, up 150 basis points from the second quarter of the prior year. Adjusted EBITDA for the second quarter totaled $46.8 million, representing an adjusted EBITDA margin of 31.8% compared to 27.4% in the same quarter of the prior year, a 440 basis point improvement. Now, turning to the bottom line. Our non-GAAP operating profit for the second quarter was $38 million, or 25.8% of revenue, an improvement of 540 basis points from the prior year. We reported GAAP net income of $17.6 million for the second quarter, or a profit of $0.26 per diluted share based on 68.8 million fully diluted weighted average shares outstanding. Our gap tax expense totaled $2.8 million in the second quarter, which included a discrete stock windfall benefit of $700,000. We continue to expect our full-year gap tax expense to be approximately $6.3 million. Our non-GAAP net income for the quarter was $27.7 million, or $0.40 per diluted share. Our non-GAAP tax expense totaled $9.2 million for the quarter, or 25%, which is consistent with the rate we discussed last quarter and the change to our non-GAAP tax methodology, whereby we book to a long-term non-GAAP tax rate throughout the year. Turning to cash flow, second quarter operating cash flow totaled $43.1 million or 29.3% of revenue. Free cash flow totaled $31.2 million for the quarter or 21.2% of revenue. And as of September 30th, Mindcast had $367 million of cash on the balance sheet. Net of debt, our current cash balance stands at $285 million. Let me now turn to guidance. For the third quarter of fiscal 2022, revenue is expected to be between $149.2 million and $150.7 million, or 13% to 14% growth in constant currency terms. Our guidance is based on exchange rates as of October 25, 2021, and includes an estimated positive impact of $2.7 million resulting from the weakening of the U.S. dollar compared to the prior year. Adjusted EBITDA for the third quarter is expected to be between $41 and $42 million, which at the midpoint reflects an adjusted EBITDA margin of 27.7%, up 100 basis points from Q3 of last year. Free cash flow for the third quarter is expected to be between $33 million and $34 million, which at the midpoint reflects a free cash flow margin of 22.4%. Turning to the full fiscal year, fiscal 2022 revenue is expected to be between $589.9 million and $593.6 million, or 14% to 15% growth in constant currency terms. Adding the details, foreign exchange rate fluctuations are positively impacting this guidance by an estimated $17.5 million compared to the rates in effect in the prior year. The prior guidance for fiscal 2022 provided in August was $580.1 million at the midpoint. Our overachievement in Q2, coupled with the continuing strength we are seeing in our business, is leading us to raise the midpoint of our full-year guidance by $10.7 million in constant currency terms. This increase of $10.7 million is being positively impacted by $1 million of foreign exchange tailwind that has risen since the rates used in our August call, resulting in the midpoint of our full-year guidance moving up by a total of $11.7 million in absolute dollar terms, from a midpoint of $580.1 million to a midpoint of $591.8 million. We are raising full year 2022 adjusted EBITDA guidance to between $164.2 million and $165.7 million, which at the midpoint of our guidance would reflect an adjusted EBITDA margin of 27.9%, up 250 basis points from the prior year. despite our anticipating a return of costs associated with travel and in-person events for the remainder of the fiscal year. At the midpoint, this represents a $12 million improvement over our prior guidance. We are also raising full-year 2022 free cash flow guidance to a range of $136.1 million to $137.6 million, reflecting a free cash flow margin of 23% at the midpoint of our revenue guidance. This is a 550 basis point improvement over the prior year. At the midpoint, this represents a $9 million improvement over our prior guidance. To conclude, we are very pleased with the business's performance for the first half of the fiscal year. Given that approximately 98% of our revenue is recognized ratably, good performance in the first half of the year provides a significant benefit to our full year revenue results, as demonstrated by our, again, raising our revenue guidance for the full year fiscal 2022. And with that, I'll turn it back to Peter for some closing remarks.
spk08: Well, thanks, Rafe. At Mimecast, we offer a unique, fully integrated and efficient platform with a highly durable business model where 98% of our business is recurring subscription revenue. We have industry-leading retention and high gross margins, and we're proud to be a trusted mission-critical service provider to leading companies around the world. I'd like to thank the entire Mimecast team for their efforts and relentless dedication to our mission. And with that, Alfreda, if we could open up the call to take your questions.
spk09: Thank you. Ladies and gentlemen, as a reminder to ask the question, you will need to press star then one on your telephone. To withdraw your question, press the pound key. Again, that's star one to ask the question. Please stand by while we compile the Q&A roster. Our first question comes from the line of Faket Kalia with Barclays. Your line is open.
spk07: Okay, great. Hey, good morning, guys. Thanks for taking my questions here. How are you?
spk08: Well, thanks, Second. Thanks, Second.
spk07: Hey, Rafe, maybe just to start with you on the customer account, I think what you said was, you know, there were basically 1,600 customers that were removed, and so, you know, the real sort of apples-to-apples net ads was about 600 customers. But can you just dig a little bit deeper into that MSP change? I mean, were those 1,600 customers that – that have actually churned or, you know, maybe just go one level deeper into sort of the mechanics of how that customer count is being adjusted.
spk14: Yeah, I'm happy to do that. And you were spot on. You know, the net takeaway was the 600 net new customers. But looking at this particular instance, this is a real one-off situation with this MSP. And, in fact, we have, like, three different relationships with the provider. And this is just one of the three that went away because of our – Excuse me. Because of a reorganization they did on their side, and it really had nothing to do with us in that they did a reorganization, and it goes back years where these customers came from, but in this reorganization, they ended up transferring part of their business to a former affiliate. We don't have a relationship with that former affiliate, so we did drop them out of our customer count.
spk07: Okay, got it. That's very clear. Peter, maybe for my follow-up for you, lots to talk about, but maybe we'll stick to the competitive backdrop to sort of start out. Can you just talk a little bit about, or can you update us a little bit on the competitive backdrop? I guess with now a couple quarters since PowerPoint has gone private, arguably a little bit more noise coming out of Microsoft on security in general. Just give us a little bit of an update. on the competitive backdrop and what you've seen in the quarter or what you saw in the quarter.
spk08: Thanks. Yeah, thanks, Zach. So I think we had a very successful quarter from a competitive standpoint. You know, several large account wins, and you heard me call those out in the prepared remarks. I think very clear that those would have been in competition with some of the usual suspects. And so we feel really good about that. And we think that success has come through real innovation over the past year in our products, as well as strong execution. I think our email security 3.0 strategy, moving customers to a pervasive mindset about email and messaging security relative to what historically has been much more of a perimeter mindset, has given us a strong differentiation And the ability to sell solutions across all three of the zones that we described in our email security 3.0 strategy. So we feel good. Once again, a significant portion of our business comes to us from Office 365 customers that have not yet added a third-party solution for layered security and risk mitigation and resilience onto that. So all around a good quarter.
spk07: Very helpful. Thanks, guys.
spk08: I second.
spk09: Thank you. Our next question comes from the line of Catherine Tripnick with Collier's. Your line is open.
spk01: Oh, thank you for taking my question. Excellent quarter. So mine has to do with FedRAMP's lead and any management changes you had in the last six months and where those slots are. Remember, you've changed your chief revenue officer's left. You've been onboarding new people, so... A little bit more color on where you are with that in the channel, and then a little bit on the SLED business and how that's performing. Thank you.
spk14: Catherine, I'll start us off on our public sector efforts. As you're aware, we have achieved FedRAMP ready status. Getting that full federal authority to operate is quite a project, and it takes a good long time. Really, in the immediate sense where we've seen really good progress, in North America has been, you know, those states, governments, we called out the criminal justice certification last quarter for a particular state. You know, those things build off, it's the same infrastructure. They need that extra level of security. They have those heightened requirements around support and staff. So we're harvesting immediate benefit from that because there's a great demand for that type of service out there, even as we continue to pursue the federal side of And then, of course, we frequently call out some wins we have outside the U.S., again, where a lot of public sector organizations are looking to a cloud service provider such as ourselves to give them the protection they need.
spk08: Great. Catherine, I'll dive in on some of the team changes. So just to recall, we've got a new CMO in the business, Bernd Lieger, who joined us about five months ago. So he's bedding in well and building his team up, and I think we're very excited about Vern's contribution into the company. The second new executive was David Rasipour, who joined us about three months ago as our chief technology and product officer. And I recall that was the result of a change in structure where we created an integrated product and engineering organization which we think is a better setup for us to accelerate innovation into the next several years for the company. And David has been doing the work of both continuing to drive innovation in the company, but also really bringing that structural change around and integrate those organizations together. I think what we're seeing in some of the advancements around offerings like Cybergraph machine learning, artificial intelligence, some of the ways that we're looking to exploit data within our platform, and some of the things that we've not yet announced but we'll share with you in coming calls are really exciting us and I think creating a lot of energy inside the product and engineering organization. So we feel really good about those two new executives. And then I think, as you mentioned, our chief revenue officer, Dino, left us at the end of September to join a startup in the Boston area. We wish him well. Obviously, change is something that brings opportunity. And so we're in markets searching for a new CRO. And I think it really brings us an opportunity to find a candidate that has significant international experience And experience at scale as we move from, you know, the knocking on the door of $600 million up to sort of a billion, two billion and beyond as a scaled organization. And so we're excited to be sourcing talent with that kind of experience and track record. Thanks, Catherine.
spk01: Yeah, thank you.
spk09: Thank you. Our next question comes from the line of Matt Higgins. Hedberg with RBC Capital Markets. Your line is open.
spk03: Hey, it's Dan Bergstrom for Matt Hedberg. Thanks for taking our questions. See on the upsell, really nice improvements here. Is there a way to think about the balance and strength between, say, pricing upsell and additional seats?
spk14: Yeah, you know, we saw good strength on both sides of that equation. You know, clearly one of the benefits that, you know, that we're seeing out there is the A lot of companies are hiring back following the COVID downturn. And you'll recall that last year we went to great lengths to really make sure we could invest in our customer relationships, keep customers even if they had to downsell. And so it's great to see that come back. But that is just a piece of the story. The product side was really strong. And I think it really helps us feel validated because even during all of last year where we're in the midst of COVID, we continue to invest in our products, continue to drive innovation. And that investment coupled with an environment where people are seeing a lot of very high-profile attacks out there has fueled the upsell of product side of the house as well over these last couple quarters.
spk03: great. And then, Peter, you know, you just touched on this in answering Catherine's questions. But maybe, you know, a little more on what you're looking for, maybe from a chief revenue officer and the go-to-market in general as you look to scale the business, you know, from that $500 million, $600 million level you talked about to, you know, $1 billion, $2 billion and beyond.
spk08: Yeah, it's great. Look, I think there's three things that are big opportunities for Mimecast. I think Continental Europe is and experience with Continental Europe is something we're excited to gain expertise in the company. It's a massive market, and frankly one that we're just getting started in, and so there's a real opportunity to scale up there. I think secondly, while we've done very well with Channel, I think there's an opportunity, particularly as we're moving up market, to continue to build out our channel partnerships and our channel relationships. They're increasing the opportunities for channel partners to provide more services around our platform and our product. And we want to develop those opportunities and work with the right kind of channel partners that can capitalize on that and deliver even greater value to our customers. And that, of course, intersects with our API strategy. where frequently channel partners are bringing multi-vendor solutions, XDR strategies to the forum. So we're excited about that. I think also the third piece would be as we look at that next phase of scale, there's quite a bit operationally that I think we can gain from. So looking at some of the more scientific operational aspects of scaling a sales organization from an enablement, an operations point of view, I think some expertise in that area to help lead us forward and build on the great platform and track record that we've created thus far is definitely an area that I'm looking for in a new candidate.
spk03: Really great. Thanks, Peter.
spk09: Thank you. Our next question comes from the line of Brian Exant with Goldman Sachs. Your line is open.
spk05: Great. Thank you. Good morning, and thank you for taking the question. Peter, I just had, I guess maybe we'll add a question for you on Office 365 penetration. Could you perhaps give us an update on, you know, how penetrated is your customer base, particularly as you go upmarket? And are these migrations, I think Rafe noted some higher data migration fees in his prepared remarks. How is the environment changing, one, now that you're going upmarket, and then two, now that we're kind of seeing better economic improvement, what are you seeing on the migration side, particularly with Office 365, what's the penetration and how is that environment changing?
spk08: Yeah, that's great. Within our base, and I think we used to provide the numbers fairly frequently around the percentage of our base that's on 365. I don't think we've shared specific numbers for a while, but it's probably in the two-thirds realm of our base that sits on Office 365. We see a significant proportion of our new business coming to us already on 365. And I think your point, when you look at larger organizations, there's frequently a hybrid configuration that they have. And they want to be prepared for hybrid configurations one way or another. And what I mean by hybrid configurations is that can mean combinations of on-premise exchange and Office 365 tenancies. It can also mean combinations of alternative mail environments like G Suite, and Office 365, multiple Office 365 tenancies, too, because larger companies are constantly evolving with M&A activities and the like. And so having a partner like us on the cybersecurity and infrastructure side that can really help them mitigate risk across a heterogeneous mail setup is quite valuable. So, Brian, I don't know if that's right. covers everything?
spk05: Yeah, I guess, you know, maybe just a follow-on on the back of that. Are you seeing an acceleration in, I guess, 365 migrations? And is this, is the activity that you're seeing more a function of new customers coming on that are adding you kind of, you know, in synchronization with coming onto the platform and going off as 365? Or is this the or are you more frequently seeing your install base migrate?
spk08: Look, I think we've historically spoken about sourcing business before the migration to Office 365, in preparation for that. At the time of migration, a combined project that looks at both. And then post-migration, once they're on and they recognize the need for additional risk mitigation, resilience, and layered security. And naturally, that mix has shifted over time. So going back some years, obviously, a great deal of it was in preparation for and then during. And over time, as Microsoft has been more and more successful in their customers moving to 365, a greater proportion of it is already on 365 and selecting to add us to that deployment.
spk05: Got it. That's helpful. Thank you very much.
spk09: Thank you. Our next question comes from the line of Steve Connick with SMDC. Your line is open.
spk15: Hey, guys. This is Owen Hayworth. I'm with Steve. Thanks for taking the question. Congrats on the great quarter. So Peter, it's great to see the enterprise segment get up to 20%. It seems like your offering sure is resonating well with the large customers. I'm wondering now that we've hit that 20% mark, where do we go from here? Where do you see that segment settling in the mid and the long term?
spk08: Thanks. It's such an interesting question. I think we expect it to continue to grow. However, you know, we have a considerable opportunity in the SMB and the commercial or mid-market sector, too, which continues to grow. So there's constant sort of pressure within the segmentation of the revenue pie, if you like. And so I think we see that enterprise segment as a considerable growth opportunity, and we continue to invest in our capabilities to serve as large enterprise customers and to build that momentum. So, you know, directionally more, but I don't think we specifically shared, you know, quite how we see that playing out.
spk14: Yeah, no, I would say that. And I think we're just really pleased to see the, you know, the mid-market and that commercial space growing as well. We I think it's validation of our strategy of focusing on bigger customers and delivering that differentiated value. But if one of the byproducts is it helps commercial accounts continue to buy our platform and grow with us, that's a great outcome.
spk15: Yeah, great. Thank you. Also, as a second one, I'm sure, I mean, everyone saw the article out earlier this week from the journal on potential buyout or M&A. I'm wondering, I mean, I'm sure you can't comment publicly on that. I don't know if there's anything you can share. But the second question, kind of how do reports like these affect your ability to drive net new expansion business? Does that change anything in customer decision making? And if you can share anything on the article, that'd be great as well. Thank you, guys.
spk08: Yeah, I think, you know, you're right. You're not surprised that you didn't really comment on those rumors. And, you know, rumors can appear all the time. But I think, you know, I think the speculation is indicative of the value that people see in email security and the importance of the space. And we're really focused on running our business, taking care of customers, competing in the marketplace, and, you know, continuing our growth journey as Mindcast. So, you know, we try not to be discouraging.
spk09: Thank you. Our next question comes from the line of Brent Till with Jefferies. Your line is open.
spk13: Hey, guys. You have a gel on for Brent. Thanks for the question. I have a two-parter. I guess simplistically, Rafe, can you just talk through the puts and takes of guidance? You've accelerated constant currency revenue growth two straight quarters, put a lot of hard work into this U-shaped recovery. Any reason to expect a decline in the next few quarters, constant currency, when we have easier comps? And then maybe you could just provide a little bit of color on the geos and what's embedded into guidance as well. Thanks.
spk14: Yeah, no, happy to add that. You know, as I noted in the kind of prepared remarks, really happy with how the first half has played out. And it has allowed us, you know, to be able to deliver those nice upticks to the full year guidance. You know, one thing just about our business, the way that we recognize revenue with almost, you know, approximately 98% of it recognized ratably is Clearly, as the year goes along, even a great Q4 just has very little impact to move the revenue, as you would imagine. So as the year progresses, the scope of change off where we are starts to narrow. But we've had that great first half of the year. And remember, when we gave that initial guidance, the world was still rather unsettled. And despite all of that, we've really been able to take advantage of you know, North America first coming out of COVID, then the UK, and this getting to your next part of your question, you know, parts of our business that last 20% are in different stages of bounce back after the pandemic. You know, our Australian colleagues are delighted because they're just now coming out of lockdown. And I think that opens up a lot of new opportunities there. But as the year goes on, you know, with, you know, while we still have a lot of wood to chop, the numbers start to become tighter just because of the routable nature of our business. Thanks, guys.
spk09: Thank you. Our next question comes from the line of Jonathan Recover with Bayer. Your line is open.
spk10: Hi. Good morning. So, Peter, I'd like to revisit the company strategy on the on M&A, which historically has really been more about small tuck-in technology deals relative to, you know, let's call larger transformative M&A. But, you know, specifically when you look at the email 3.0 strategy, you've obviously been pushing the boundaries of serving markets beyond traditional email security. And I'm just, you know, curious, I mean, are there areas that you feel might justify more sizable M&A relative to what you have done historically? And if possible, any color of what those complementary opportunities might look like.
spk08: Yeah, thanks, Jonathan. So, yeah, I think your reference to email security 3.0 strategy is good in terms of how it's created a wider aperture for us to deliver solutions and a context for us to incorporate some of the adjacencies that really add value to the email security space. I think for us the direction is in a few areas. One is obviously there's messaging and collaboration activity happening beyond email that we have kind of core domain expertise to be able to add risk mitigation and security capabilities around. So we're interested in areas like that. I think also as a platform we have such considerable exposure to the threat landscape given the size of our customer base and the global deployment that we have and the really diversity of types of customers across segments and industries. And so we're interested in ways that we can make that data more useful to customers to strengthen their overall security system and infrastructure. And we've seen some of that value really playing out in terms of our integrations So we're interested in ways in which we can expand the contribution that we make in some of those areas like threat intelligence and kind of intelligent data utilization. So as we look at what's been our historical formula, I think as you point out, the longest part of the history of the company was building this organic platform and then in the last five or six years, a succession of technology and talent orientated acquisitions. You know, we continue to scout and explore opportunities to grow the company and to grow our technology platform. And there's some interesting things out there. As a larger company, we also have some optionality to do things that, you know, that might be a little bit bigger than what we've done historically and so on. I think very much in keeping with the strategy that we've described in terms of value to customers and not getting too far ahead of our skis in terms of other themes.
spk10: Yeah. No, that's very helpful, Peter. And just a quick follow-up, I think, Ray, this one's for you. You mentioned some contribution from one time, PSVs and some archive migration fees. Any way to quantify that contribution? Sure.
spk14: Yeah, it was relatively small, you know, above our run rate. You know, I was just talking about how 98% of our revenue comes from relatively recognized sources. You know, it ticked up in the quarter about a half a million more than our typical run rate. I think it's particularly, you know, worth, I just felt it was worth calling out because, you know, that year-over-year comparison of last year was perhaps a particularly low quarter on those type of fees. So, you know, the careful observers of the quarter-by-quarter growth rate would pick up that it stood out. So, nothing huge, but I thought it was worth noting.
spk10: Male Speaker Yeah, I appreciate the call. Thanks, guys.
spk09: Female Speaker Thank you. Our next question comes from the line of Brian Cawley with Stevens. Your line is open.
spk12: Brian Cawley Hey, guys. Thanks for taking the question. So, apologies if I missed it, Did you guys disclose the annual revenue impact from the MSP change that you discussed?
spk14: Yeah. It was actually less than $100,000. So those were really quite small customers.
spk12: Got it. Okay. And then just thinking about kind of your key geographies and where they are from a recovery perspective, which regions are you seeing still struggling the most, kind of would be key to driving a further acceleration in revenue from here. And similarly, I mean, from a product perspective, I'm curious which modules or products you kind of expect to be the biggest drivers of upsell moving forward.
spk14: Sure. So on the geographic side, maybe just for everybody's sake, give the rundown of the benefits. You know, the U.S. has clearly been the quickest and the strongest to emerge. We noted last quarter the U.K., seemed to come out from under the COVID doldrums and perform well. That happened again this quarter. We were quite excited about it. And the important thing there is when we have North America and the UK, that's 80% of our business, so it really puts us in a good position. I would say that the group that probably still has their hands full the most would be our South Africa team. They actually are performing well on the upsell side of the house, but the broader economy has its challenges. And so that's going to take some time to work out. And then there's a bit of a spectrum. Australia did fairly well considering, but there's some hope that they get out of lockdown and they go through the summer holidays here. But once that bounces through, that gives them a green light to grow in the future.
spk08: And then just to... Just to weigh in a little bit on when we see some of the big opportunities in product. I think we were delighted. Obviously, we're approaching pretty good saturation on targeted threat protection. But we were really pleased to see continued penetration with 3,000 customers, new and existing, adding TDP to their product stack. But there's some other really great areas of opportunity. IEP, for example, now at about 25% penetration within the base, adding 700 customers in the quarter. DMARC is something that is driving a lot of conversations for us. Again, early days for that with 1,100 customers in total in the base with a tick up there. And awareness training now at 5,000 customers. So, you know, there's plenty of room to run with even those modules in the base. And then there is another, you know, technology that we've launched which we don't officially count within the product count, you know, which is CyberGraph. And we've seen that have, you know, tremendous amount of interest within our base and I think very exciting levels of adoption coming through on that.
spk12: Got it. That's all really helpful. Thanks for the time.
spk09: Thank you. Our next question comes from the line of Mike Seekles with Needham. Your line is open.
spk02: Hey, guys. Thanks for taking the questions here. Just first to clean up, I know an earlier questioner had asked about the upsell dynamic, and I know that there was commentary regarding the strength of the product uptake, um, as well as some contribution from the seat count and pricing. And I think when we revisited it in the Q and a, it almost sounded like the seat count and pricing was, was somewhat beneficial, but the real dynamic there was product. Can you, can you, I guess, further later into that and help parse out those three dynamics as far as how they fed into that upsell?
spk14: Yeah. You know, it's, um, Absolutely. You know, I think they're all big contributors in the quarter, right? So, you know, there are multiple things going on there. But I do want to underscore that the product side, which you can get a good feel for when you look through in our investor deck where we talk about or we lay out for everybody kind of our current customers by product. You can really see where some nice – uptake is on that product expansion side. So that's been just really important to us, helping drive that. You know, the mix varies, of course, quarter to quarter, but, you know, I mean, in very rough figures, it's around 50-50. That's split between upsell driven by product versus the upsell that was driven by both seat and price expansions.
spk02: That's helpful. And then one other question, if I could, but can you talk to the investments in the channel and specifically MSPs to ensure that you're continuing to grow alongside those partners? And maybe just as a reminder here, how much in revenue are you guys generating from channel and MSPs today?
spk14: Yeah. So, you know, that's a great question. You know, we talk about a three-pronged strategy, excuse me, But, you know, that third leg of that, that third prong is really focused on how we as an organization continue to grow and drive efficiency through, you know, through our systems, through our processes, as well as through modernizing a bunch of our relationships, in particular on the channel side. So, you know, we've launched a number of efforts in that respect. You know, we're focused on making it easier for channel partners to transact with us, making everything from easier to get a quote, easier to put it through, easier to upsell, all of that, but really focusing on some of the, frankly, the friction that builds up in a system over time. Now, a lot of those projects are going to be rolled out over the coming quarters. We're looking at ways with MSPs in particular to really modernize our relationships so that those MSPs that are investing in that relationship, we're, you know, reciprocating and really, you know, making sure we're focused on organizations that help us grow, to be frank. And likewise, you know, you do that by making sure that they can have a profitable business and provide great service to their customers. So, you know, that all kind of sits in a broader quote to cash project that our IT team and the finance team are working on together. So there's a real big focus on on how do we build an organization that is at once efficient, but actually using technology and the way we go to market to help accelerate that growth. And at the end of the day, we get the majority of our business comes through the channel in one form or fashion, whether it's MSPs or distributors and resellers. So it's really an important thing as we go to market.
spk02: Great. Thank you.
spk09: Thank you. Our next question comes from the line of Nihal Chokshi with Northland Capital. Your line is open.
spk04: Yeah, thank you. An awesome quarter. The constant currency growth rate continues to tick up to 16% year over year. Can you put that in context of your February 2000 investor day long-term growth trends of 17% to 21%? Is this still on the table, and what's the time frame for returning to that now, now that you're almost there actually?
spk14: Yeah, no, that's a good question. And maybe just to make sure everyone's aligned, so right before we all realized that COVID was going to be the thing it has become, we had an analyst day, and we set out long-term targets, which on the top line were 17% to 21% growth. On the bottom line, the free cash flow line, we called out 23% to 25% growth. So on that margin, excuse me, yes. So, you know, to focus on the revenue side where your question was, you know, we've said repeatedly as we've gone through it, you know, when we look at the market, when we look at the need for solutions like ours, and frankly, when we look at all of these attacks that keep coming out of the woodwork, we believe that's the right way to think about our business, that those long-term targets apply. Obviously, with COVID hitting right after that, you know, it's threw off the timing somewhat from what we might have initially planned. But those long-term targets are the right way to think about our business. On the bottom line, down on the free cash flow margin side of the house, we just guided to that 23%, which we think is a really big accomplishment because that's actually coming earlier than we dared to think back when we gave that original guidance. So they're the right targets. They're the right way to think about our business. And we've said repeatedly – FY22 was going to be about stabilization of the growth rate, and that puts us in a position, obviously, to see how we can get back to reacceleration.
spk04: All right, great. Thank you.
spk09: Thank you. Our next question comes from the line of Young Kim with Luke Capital Markets. Your line is open. Thank you.
spk11: Thank you. First, congrats on a solid execution. Ray, first, just on the downside or the churn rate that went down sequentially from 9% to 8%, congratulations on that. Does that also include the effect from the MSP change or the dollar impact from that is just too small, so it didn't really impact that number at all?
spk14: Yeah, because that one's a dollar impacted, technically, yes, but it's such a tiny, tiny element there, you know, in the grand scheme of things that doesn't move it. Because remember, we look back to four quarters ago at our whole base of customers and see how that goes. But, you know, what we're really pleased, you know, we were absolutely really pleased on seeing that rate, you know, improve because that, you know, I think it's, you know, it's a sign that COVID tail out there from last year is, you know, obviously falling off, but it's also the execution that the team did you know, working on making sure we're retaining our customers, making sure we're making them successful, and making sure they have the solutions out there to protect themselves. So that's what's really helping us on the downsell insurance side.
spk11: Okay, great. Thanks for that answer. Peter, as the company continues to move up market, which you guys are executing very well on that front, I am assuming your initial land deal size has improved, I'm assuming, pretty meaningfully. And also, the velocity of the expand and then also the follow-on deal is changing quite a bit. If you can just give us some insight into how the land and expand dynamics are changing as you focus on larger customers. And to that end, has your view on the overall structure of your sales organization has changed? I am assuming that you're hiring direct salespeople as fast as you can, just like everybody else. But is there any kind of shift towards maybe providing greater sales incentive for new logo lands versus expansion deals and such? Just trying to get a better understanding of the dynamics there on the landing stand and how you're thinking about your sales organization to support that. Thanks.
spk08: Yeah, great, Yoon. So quite a few layers to your question there. I think, firstly, what we're seeing in terms of land and expand with larger customers is they really buy into this multi-zone mindset of solving the email security challenge. And so each of the zones and the capabilities that we offer within each zone resonate with them as a strategic approach to dealing with with these threats and these sophisticated threats. And so what we find is that that's a strong differentiator, and that an enterprise may embark with a pretty broad purchase of those solutions, and I called out some of those anecdotes in the prepared remarks, but equally they may start the journey with perhaps just one of the zones, or replacing an incumbent in one of the zones with a roadmap and an idea to then subsequently roll out additional modules. And so we really see a mix of broad-based adoption early in the land phase, and then also expansion over time. I think it's also fair to say that some of the new modules and the 3.0 strategy has only come about in the last few years. And so we do have large customers in the base that are now adopting those solutions. I think when we talk about sales team structure and how are we optimizing that to capitalize on the opportunity, I think in the larger account space where it's a more strategic and more complex account, there isn't really strong differentiation between land and expand because those accounts in expansion motion may require a significant amount of account management work and effort, and so we really do incentivize that quite strongly with our enterprise sellers. Obviously that is different as we move down market into more of the transactional part of the business, but I think we're seeing how the incentive structures that we have in place are working effectively to drive some of the results particularly with that uptick to 106 percent in net revenue retention. Thanks, Ewan. Ewan Birney Okay, great.
spk11: Thank you.
spk09: Female Speaker Thank you. I'm sure no further questions in the queue. I will now turn the call back over to Peter Bauer for closing remarks.
spk08: Peter Bauer Folks, thanks for joining our Q2 FY22 quarterly earnings results. We appreciate your interest in our business, and we look forward to sharing our results with you again in about 90 days' time.
spk09: Ladies and gentlemen, this concludes today's conference call. Thank you for your participation. You may now disconnect.
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