A Flare Across the Clouds : Cloudflare's Earnings Report
Tomasz TunguzVenture Capitalist If you were forwarded this newsletter, and you'd like to receive it in the future, subscribe here. A Flare Across the Clouds : Cloudflare's Earnings Report
I’m watching public company earnings to identify early trends in the software market to inform startups’ plans for 2023. Yesterday, Cloudflare announced earnings. I’m adding Cloudflare to the list of tracked companies for this series.
CloudFlare’s annual growth rates haven’t slowed in the 5 quarters, unlike Microsoft, Google, & Amazon’s growth rates. Net-dollar retention did dip below the 130% annual target because of customers’ changing buying patterns, a message consistent with other clouds:
But, the earnings call suggests enterprise customers’ buying habits remain healthy. The enterprise segment outgrew the company’s average growth rate by 8 percentage points.
Overall NDR fell, but enterprise spending remains steady.
All regions grew at the same rate last quarter implying no regional differences in buyer demand.
The surge in pipeline is notable given the uncertainty in the market but the close rates are low & sales cycles slow : another confirmatory data point for startups to plan cautiously in 2023.
Channel sales have become stronger. This is likely due to a move up-market where larger buyers seek professional services to deploy infrastructure. But it may also suggest that many resellers with large sales teams looking to sustain their transactional businesses are able to drive additional software bookings.
Machine-learning companies are an important agent of growth & seem to be less loyal to a platform as they seek the most economical solution for their data storage & compute needs.
Cloudflare’s earnings report suggests smaller companies may not suffer the broader headwinds of the market. The company’s security portfolio which should prove more resilient to fluctuations in spend factors in significantly to the results’ hardiness. As Google also reported, usage-based pricing models may weather downturns betterbecause the products they meter grow irrespective of headcount growth, a positive sign for infrastructure. |
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