Good day, ladies and gentlemen. Thank you for standing by, and welcome to the Everpure second quarter fiscal year 2022 earnings release conference call. At this time, all participants are in a listen-only mode. At the conclusion of our prepared remarks, there will be a question-and-answer session. If anyone should require assistance during the conference, please press the star zero on your touch tone pad at any time. As a reminder, this call is being recorded. I would now like to introduce your host for today's conference call, Mr. Sanjot Khurana. Mr. Khurana, please go ahead. Thank you. Good afternoon. Welcome to the Pure Storage second quarter fiscal 2022 earnings conference call. My name is Sanjot Khurana, Vice President of Investor Relations at Pure Storage. Joining me today are our CEO, Charles Giancarlo, our CFO, Kevan Krysler, and our CTO, Rob Lee. Before we begin, I would like to remind you that during this call, management will make some forward-looking statements which are subject to various risks and uncertainties. These include statements regarding the COVID-19 pandemic and related disruptions, our growth and sales prospects, competitive industry and technology trends, our strategy and its advantages, our current and future product offerings, and our business and operations. Any forward-looking statements that we make are based on facts and assumptions as of today, and we undertake no obligation to update them. Our actual results may differ materially from the results forecasted. Reported results should not be considered as an indication of future performance. A discussion of some of the risks and uncertainties relating to our business is contained in our filings with the SEC. We refer you to these public filings. During this call, we will discuss non-GAAP measures in talking about the company's performance. Reconciliations to the most directly comparable GAAP measures are provided in our earnings press release and slides. Additionally, when we refer to sales in our prepared remarks, we mean total bookings excluding cancelable orders. This call is being webcast live on the Pure Storage Investor Relations website and is being recorded for playback purposes. An archive of the webcast will be available on our website and is the property of Pure Storage. With that, I'll turn the call over to our CEO, Charles Giancarlo. Hello, everyone, and thank you for joining us today. Everpure had an outstanding Q2. As a growing, share-taking company, we expect every quarter to be record-breaking, but this quarter was extraordinary. Sales, revenue, and profitability were well above expectations. Revenue growth this quarter exceeded 23%, and we had the highest Q2 operating profit in our history. I was especially pleased with the growth of both our new and existing products, the balance of performance geographically, and our continuing penetration of cloud and large enterprise. These are all key parts of our long-term strategy that we've shared over the past several years. These results also show that our strategy of investing into the pandemic, and specifically investing in our enterprise sales capability and expanding our product line, was the right one. As we discussed in past calls, we predicted that Everpure's growth would accelerate as businesses adjusted to the COVID environment. We believe that our growth will be even stronger as businesses return to an in-office environment. We estimated that this would start this past Q2, and we are obviously very pleased with the results. Looking ahead, we expect that businesses will continue to adjust to the effects of the pandemic while driving digital transformation. We believe that the Delta variant has slowed a return to the office environment only temporarily, and that large-scale global vaccinations will do much to enable a full return to normal by spring of next year. As we indicated last quarter, we believe that the current environment enables us to return to our historical double-digit growth rates with increasing profitability. Our leadership and innovation of the data storage and management market continues to grow. Our strategy is focused on delivering a unified cloud operating and procurement model across all data storage use cases and environments, enabling modern cloud-native applications built on containers, and driving the modernization of today's infrastructure with a focus on the all-flash future that modern applications will demand. Let's take a quick look at the results. This past quarter provided many areas of outstanding performance, highlighted by the highest total sales for any second quarter in the history of the company, growing more than 30% year-over-year. Continued strength and momentum in subscription services revenue, up 31% year-over-year, with strong growth in Pure as-a-Service, which almost doubled revenues compared to the prior year. Our success in large enterprise continues to grow, comprising over 50% of our sales, with our top 10 customers spending more than $100 million in total. As I mentioned, both our new and existing products achieved new sales milestones. Frankly, the superlatives from this quarter are too numerous to fully enumerate, but here are a few highlights. Growth of our subscription businesses were very strong this past quarter, with sales of both Pure as-a-Service and Portworx approximately tripling year-over-year. All subscription sales taken together, including Portworx, Pure as-a-Service, and Evergreen, increased almost 50% year-over-year in Q2 and is approaching one half of Pure's total sales. These results show both the continued attractiveness of our Evergreen model and the market's excitement for our new subscription offerings. It has been nearly a year since we announced the acquisition of Portworx. Every quarter as part of Pure, Portworx has beaten their targets. This past quarter, Portworx sales tripled year-over-year and continued to gain many new customers, both large and small. Financial services and service providers are particularly interested in the ability to easily scale container-based workflows with Portworx. FlashArray//C continues to deliver tremendous growth, with sales tripling over last year. It remains the fastest-growing new product in Everpure's history and is enabling customers to transition to an all-flash data center. Cloud customers in particular are making use of FlashArray//C to improve their reliability, to reduce their environmental footprint, and to lower their operational costs. For instance, a recent 8-figure win with a top 10 hyperscaler, which will begin to ship this Q3, was won against traditional magnetic disk based on our high performance, small space and power footprint, and superior total cost of ownership. SafeMode is another compelling reason why ever more customers are turning to Everpure. This high-performance ransomware protection solution for both FlashArray and FlashBlade takes less than a millisecond to create an immutable copy of data for fast recovery. Customers can send these snapshots to a variety of destinations, such as FlashArray//C, FlashBlade, or AWS, Microsoft Azure, and NFS shares. Only six months after introduction, over 500 customers have enabled SafeMode. These examples demonstrate the success of our strategy to provide organizations with the modern data services they need to modernize their data infrastructure, to take advantage of modern applications, and to manage their data and infrastructure through code in a multi-cloud environment. Our focus on these goals has been rewarded with new and expanding customer relationships. For example, one of our enterprise customers, a global Fortune 500 financial services firm, recently chose a Pure as-a-Service subscription to fuel the expansion of their core operating applications in a virtual hub. While increasing the performance, flexibility, and scale of this global platform, they were able to reduce their physical footprint by nearly 80%, contributing significantly to their environmental sustainability goals. They estimate that this will reduce their total cost of ownership by nearly 70%, while providing significant performance increases. With growing global concerns about ransomware attacks, a U.K.-based securities firm with sub-millisecond performance requirements found performance, simplicity, and safety in Pure's recovery capabilities. Using FlashArray SafeMode with our FlashBlade FlashRecover solution on an Evergreen Gold subscription, they now have the data protection and unified fast file and object platform they need to scale safely. Our strategy since our founding is to focus on doing the right things for our customers and on doing things right. Our environmental goals dovetail with our customer-first values. Part of ensuring that our products and services have the lowest total cost of ownership means designing products that use less energy, require less cooling, need less maintenance, take up less space, and produce less waste. With our customers' increasing focus on their own environmental footprint, we will be providing more quantitative measures and sustainability programs going forward. Pure Storage is advantaged by the major trends in our industry. We enable companies around the world to shift to a cloud operating model for their private and hybrid cloud infrastructure. We lead in driving the all-flash data center. We have the most advanced services and tools to automate data management for our modern cloud native application. As we entered the year, we stated that our customers would accelerate their investment in digital transformation with renewed confidence in economic recovery this year. This was clearly evident in our performance in the first half, and especially this past Q2. In the current environment, we are confident that the momentum of our first half will continue into Q3, as evidenced by our Q3 guide and raised annual outlook. I want to thank our employees and our partners who have worked tirelessly to support our customers with great products and great service throughout the uncertainty of COVID-19 and who have created our sustainable momentum. Everyone at Pure deserves to feel proud of the advancements we have made through this difficult period. One last note that I would like to add before I turn the call over to our CFO, Kevan Krysler. I am very pleased to announce that Rob Lee, who many of you know, has just been promoted and will serve as Pure's Chief Technology Officer. Congratulations, Rob. John Colgrove, aka Coz, who in addition to his title as founder, also served as CTO, will now take the title of Chief Visionary Officer. Congratulations, Rob and Coz. Kevan, over to you. Thank you, Charlie, and good afternoon. We could not be more pleased with the strength of our business, our execution, and Q2 financial results. We saw strong sales execution across the globe, which is reflected in our sales growth of 32%, excluding cancelable orders. Similar to what we saw last quarter, our entire portfolio, including our subscription services, contributed to our performance. Our core business of FlashArray//X gained significant strength across our enterprise, commercial, and public sector customers. FlashArray//C sales more than tripled year-over-year, and FlashBlade sales established a new record high for Q2. Our revenue growth was 23% this quarter, and product revenue had its highest year-over-year growth rate compared to the previous seven quarters. Remaining performance obligations, or RPO, which includes the continued strength of our subscription services, including record sales this quarter of our unified subscription, Pure as-a-Service. We acquired 380 new customers, representing 10% year-over-year growth, and we saw particular strength with new enterprise customers this quarter. Now turning to specific financial results for the quarter. Total revenue grew 23% to approximately $497 million. Revenue in the United States grew 25%, and international revenue grew 18% compared to last year. Subscription services revenue grew approximately 31% year-over-year and represents approximately 35% of total revenue. Product revenue was very strong during the quarter, growing 19%. The differentiated value of our software and solutions continue to be reflected in our non-GAAP total gross margins of 70.5% this quarter. Non-GAAP product gross margins continue to be on the high end of our long-term expectations at 70.3%. We expect that product margins will fluctuate depending on product mix as our newer offerings continue to scale. Non-GAAP subscription services margins were 70.7%. Revenue and gross margin outperformance and improving sales efficiency contributed to delivering strong non-GAAP operating profits of $46.6 million. Continued reduced travel due to the ongoing COVID environment contributed to lower operating expenses during the quarter. We ended the quarter with over $1.29 billion in cash and approximately 3,900 employees. Cash flow from operations achieved a record high this quarter of $123 million, resulting from improved linearity and strong collections, as well as increasing operating leverage. Capital expenditures were $28 million during the quarter. Slightly over 2.3 million shares as part of our $200 million share repurchase program. Now turning to guidance. We are very pleased with our sustained momentum and improving operational efficiencies. We expect Q3 revenue to be approximately $530 million, growing almost 30%. Our revenue guide for Q3 includes revenue we expect to recognize in connection with the sale of FlashArray//C to one of the top 10 hyperscalers. We also expect non-GAAP operating profit will be approximately $40 million. I have mentioned in previous quarters that we would not be updating our annual view. However, given the strong performance of our business over the last several quarters, including our strong financial outlook for Q3, we have also updated our annual view. We now expect that revenue for the year will surpass $2 billion, growing approximately 21% to $2.04 billion. We also expect that operating income will be approximately $150 million. This is an executing with a focus on accelerating revenue growth and increasing profitability. Thank you to all of our employees and partners. I'm also really looking forward to having you join us at our virtual Analyst Day on September 28th. With that, I will turn it over to the operator so we can get to your questions. Thank you. Ladies and gentlemen, if you have a question, please press star one on your touchtone telephone. In the interest of time, we ask that you please limit yourself to one question and one follow-up question. Once your questions have been answered, please jump back in the question-and-answer queue. We'll pause for just a moment to compile the Q&A roster. Your first question comes from the line of Pinjalim Bora with JP Morgan. Great. Hey, thank you guys. Good afternoon. Congrats on the quarter. Seems like a super solid quarter here. Probably one of the highest beats, I think, if I was just looking at it going backward. Charlie, maybe at a high level, did anything surprise you in the quarter? When we were doing checks, a lot of partners kind of highlighted that Pure continues to see relatively short lead times while competitors kind of struggle with elongated lead times. Do you think that is helping you to gain share? Anything that surprised you in the quarter, would love to know. Yes. Thanks, Pinjal. I think the reason why we continue to gain share and why the quarter was so good is that we've been preparing a portfolio of products that are really second to none. While that was being done during the beginning of the COVID crisis, of course, there's a lot of disruption in our customer base. As the customers have become accustomed to operating within the COVID environment, that portfolio and our focus on developing a set of enterprise capabilities, both in sales support as well as with our products, it's finally all coming together and hitting stride. No, we expect this to be the beginning, if you will, of a very evident growth for the company as we go forward. Wow. Strong comments. Thank you for that. One follow-up for Kevan. It seems like you were able to maintain the gross margin sequentially, if I did my math correctly quickly, despite the inflationary pressures that have been creeping up. Is it fair to say that you saw a better pricing environment maybe as the component price inflation presumably made the competitors do less discounting in the field? Well, hey, Pinjal. One is I think your math is right. Absolutely, we held on gross margins. I really think that's a testament to a couple things. I think our operations team continues to do an outstanding job, sales team, and the discipline and execution in terms of why we saw the gross margin performance that we saw. Thank- Your next question comes from the line of Aaron Rakers of Wells Fargo. Yeah, thanks. Thanks for taking the question. Congrats on the solid results and guide. Throughout today's call, you referenced the fact that you've now got a top 10 hyperscale customer, it sounds like for the FlashArray//C product. I guess the question on that is that tied to their cloud offerings, or is that for internal usage? Do you expect this to be the beginning of more potential hyperscale customer traction for the company going forward? I have a follow-up. Yeah. It's a part of their overall operations. I think the answer is affirmative from the question that you asked. We do feel that this is sustainable, both in the sense of continuing with this customer as well as we think it's the beginning of seeing other similarly situated hyperscale customers start. Most of the hyperscalers, the vast majority of what they store, they store on disk. They may have a little bit of flash in their servers, but for the most part, all storage is on disk. We think this is the beginning of breaking that kind of price performance that can really compete within the disk market. Very helpful. The follow-up question's on actually the subscription revenue. You referenced the subscription revenue up 31%, and then I think you mentioned that on a combined basis, Pure as-a-Service, Portworx, and I believe Evergreen was up close to 50% year-over-year, if I correctly got that. I guess I'm curious of what is in that other subscription services line that maybe wasn't growing as fast as the three combined that you mentioned. Hey, Aaron, this is Kevan. This is just a clarification. I think the 50% reference is really towards sales- Bookings. Yeah. and bookings. Okay. Obviously the revenue, and there's a lag with the revenue. Two different metrics here that we're referring to. Okay, just to be clear, Evergreen, Portworx, and Pure as-a-Service basically are the majority, if not all of the services line in the P&L? That's correct. Okay. Thank you very much. Your next question comes from the line of Sidney Ho with Deutsche Bank. Hi, this is Jeffrey Rand for Sidney. Just wanted to follow up on the FlashArray//C into the hyperscalers. Can you give us a need for better performance by the cloud providers? Yeah. This is Rob. I'll jump in and take that one first. Yeah. When we look at FlashArray//C relative to the hybrid, C being very price competitive and actually price advantageous up to 30% price advantage in some cases. I think what we're seeing, especially with this large hyperscale r deal, is that prices, but all of the other attributes and benefits we're able to bring from Flash such as the performance, such as power, cooling savings, footprint savings, those are all very meaningful across the board. At the hyperscale, they become super meaningful, right? As we look at, for example, this customer FlashArray//C was the only product that could meet their needs without them having to go build new data centers. Great. Thank you. Just as my follow-up, you didn't mention anything on supply chain in your prepared remarks. Can you give us an update on that and if you're missing out on any revenue due to supply chain constraints? No, again, I think we're doing a great job with our operations team in partnership with our suppliers. Obviously, the environment from our perspective hasn't changed much from what we saw last quarter to be focused on it, and obviously you see the results in our print. This will be an area that we'll continue to focus on through second half. We'll manage that. Again, a testament to our sales team to continue selling the value, especially the software value associated with our solutions. Your next question comes to the line of Wamsi Mohan of Bank of America. Yes. Thank you. Your guidance for next quarter calls for close to 30% growth. All that can be explained from sort of that acceleration from 23- 30 can be explained, really through easier compares. On the one hand, you're seeing very good traction. Charlie, you spoke about share gains. You essentially are reiterating sort of this better outlook for the full-year as well. Just trying to reconcile why wouldn't you see a further organic acceleration on top? I'm not saying 30% is really good, why aren't we seeing a further acceleration, especially when you think about the comments around the backdrop of Delta being maybe somewhat transitory? Yeah. Wamsi, I'm not sure I would follow your math in terms of 30% being entirely explained by the easier compare last year. It does represent a significant growth rate, not just over last year, but frankly, as a company, we are looking at not just at year-over-year growth rates, but year-over-two-year growth rates because of obviously the anomalous compares with last year. It's a substantial gain even over our two-year compare rate. We think it's a suitably appropriate guide for this coming quarter, given the entire environment. It is of course, a raise both from our annual look forward as well as to what was consensus. We do feel that it's an appropriate raise. Yeah, we're very pleased with what we're seeing in terms of the Q3 outlook and the idea that we're driving almost 30% growth next year with the opportunity we highlighted on FlashArray//C. I think the guide that we've come out with Q3 is actually quite strong. We're very pleased with that. If I could, I think I heard you, Kevan, maybe say that some of the operating margin improvement, the operating profit dollar improvement was a function of not able to hire as fast as maybe you would've liked to. Can you just elaborate a little bit on that? How much behind are you versus target in terms of hiring? How should we think about the trajectory of that for the next few quarters? Thank you. Yeah, absolutely. Again, what I really was pleased with the quarter was not only the top line growth that we're driving, but the operating leverage that's coming with it. Really that's coming really from the sales organization. We're seeing really strong productivity and sales efficiency and discipline. Then we're seeing that come through primarily on the operating leverage that we saw for Q2. Frankly, the increased outlook for the remainder of the year. When I think about the increasing operating leverage, I would look at first what we're doing in terms of outperforming on sales as well as the gross margin performance execution of the sales team. Then, yeah, we've got a little bit of tailwind from t he COVID-19 environment. As I look at Q2, I would kind of view that between one-two points of the nine points that we saw this quarter. Not a significant tailwind, but there is a bit of a tailwind that we saw for Q2. Yeah, we're managing that quite well. Obviously on the sales side, even though we've got some more hiring to do on the sales side, they are just doing such a great job in terms of productivity. Participation rates are tremendous. We're seeing a great growth in participation rates, both on individual contributors as well as our first-line managers. I like what we see there. Your next question comes to the line of Steven Enders of KeyBanc. Hi, this is George. I'm for Steve. Thanks for taking the question. Reiterate my congrats on the quarter. I just wanted to ask if you could give us an update on your ability to close new logos. I know in the past you've mentioned how COVID is a bit of a constraint from that. We've seen things sort of open up and then the Delta variant coming back. Just an update on where you stand from that perspective. Thank you. Yeah, we do feel that people working at home, offices not really being open is a bit of a constraint on net new logo growth. Despite that, of course, we were pleased with the 10% growth we saw year-over-year, in past years, of course, we saw more. We believe that as things open up more, obviously that's been delayed a bit because of the Delta variant, as things open up more late this year, early next, we expect that to actually just improve our net new logo gains. In the meantime, our continuation to penetrate deeper and deeper into existing accounts, to penetrate deeper and deeper into the enterprise. I might point out as well that our net new logo gains in enterprise was actually quite strong. As you might imagine, the commercial logo gains swamp because there are so many more commercial accounts. In terms of net new logos, net new logos tend to be dominated by commercial, but actually our gain of enterprise net new logos this past quarter was actually quite healthy. Great. Thank you. That's very helpful. Quick follow-up. Obviously you had some nice bottom-line outperformance this quarter. Can you give us an update on how you're thinking about driving growth versus operating leverage over the long-term? Thank you. Yeah. We feel like at this point in time, given our product portfolio and given the productivity that we're seeing from the sales force, we're going to be able to deliver both. We're going to be able to deliver both continued double-digit growth, as well as continued improvement quarter by quarter in our operating profit margin. Yeah, no, we're quite confident in that. Your next question comes line of Simon Leopold of Raymond James. Thank you for taking the question. I first wanted to sort of check on how you're thinking about the longer-term growth trajectory, because in the past, Charlie, you've mentioned growth exceeding 20%, and now you put up 23, you're guiding for 29, which maybe there's some easy comp to it. If you could just sort of update us on how you feel about the overall trajectory relative to your prior comments about exceeding 20%. Yeah, no. We've made that commentary in the past because we feel quite comfortable that we will be exceeding 20% for the foreseeable future. I think we're going to stick to that point right now, which is exceeding 20%. I do think that we have room to grow beyond that again as COVID wanes. Predicting that right now is probably not a fool's errand for all of us. We do feel comfortable that in this type of COVID environment, that we can continue to grow at over 20%. Simon, we'll provide some more color on that as well in our virtual Analyst Day, we look forward in terms of our longer-term growth rates. Look forward to having those conversations as well. Great. Then just as a follow-up, you were helpful in terms of talking about bucketing revenue recurring, but maybe another way to segment your contributions is if you could talk a little bit about what portion of revenue and what's the trajectory for revenue that you would consider off-premise. So what you're doing with hybrid cloud and things like the Cloud Block Store with Azure, what you're doing with AWS, could you help us get a better assessment of how that fits into the model? Yeah. Very much so. First of all, we've stated in the past that cloud revenues has been about 30%+. We haven't really calculated it for this quarter to be talking about, but it's trending generally the same. Of course, cloud is an area that we're very focused on, and it's an area that we hope can actually continue to increase for us, especially as more and more customers and workloads go to either SaaS environments, cloud environments, and as the consumer cloud continues to scale. We feel, as you're seeing with the FlashArray//C, that over time, because our belief in the all-flash data center, the last bastion of mostly disk data center right now is actually in the cloud. It represents a great opportunity for us. Your next question comes from the line of Shannon Cross of Cross Research. Thank you very much. Just a couple of questions. The first, strength in cash flow, free cash flow, obviously, you're buying back stock. Curious how you're thinking about acquisitions and other uses. You're about a year off from when you announced Portworx. I have a follow-up. Thanks. Yes. Thank you, Shannon. We continue to be investigating opportunities for M&A. We believe that M&A that really enhances our ability to provide a cloud operating model for our customers is the right way for us to be focused. There isn't a quarter or even a week that goes by where we're not investigating a potential combination for the company. M&A continues to be an active area of investigation for us. Let me just, I do want to comment on the strong operating cash flows, which I think were tremendous for the company. Again, I think there are kind of three areas that I would attribute that to this quarter. One was really the great linearity that the sales team drove this quarter which really improved collection efforts. We saw that come through with the record operating cash flows that we saw this quarter. The other thing, obviously, is the continued focus as a company we have on operating leverage, and we're seeing some good benefits from that as well. Okay, thanks. I'm just curious, given the inflationary environment, how are you thinking about component cost longer-term and also just some of the increased headcount, et cetera, costs that you're seeing? I know you're managing things well and the pricing environment remains fairly positive, but how are you thinking about this given what we're at least seeing coming from an inflationary perspective? Thank you. Yeah. It's a great question. Let me start. Kevan, you might have more. I would really separate it into the two items that you mentioned. One is component costs, which we have seen an increase, on average probably about 10% this year in increased component costs. Of course, we live on a longer-term deflationary environment on component costs. We really view that as a temporary phenomenon having to do with supply chain shortages, and that should come back in the next year or so to the standard long-term price reduction curve that exists in that environment. On the flip side, absolutely there is going to be, and we're already starting to see the signs of an inflationary environment around wages. Our forecast and guides take that into account, but certainly what you speak of is becoming evident. One other thing I would just make sure to highlight too, back to the component cost is, look, our approach to sourcing raw NAND really continues to be an advantage for us, really when we look at some of other folks who are leveraging sourced SSDs. Leveraging our software capabilities to enable NAND management is really beneficial for us in this time as well. I think that's an important call-out. Your next question comes to the line of Karl Ackerman with Cowen and Company. Yes. Good afternoon, gentlemen. With Portworx tripling revenue year-over-year, is it now accretive to operating income? Then second, you are exiting the fiscal year in the low double-digit EBIT range. That's in line with record quarterly results exiting 2019. That's certainly really good. The question is, while some skeptics may suggest that's maybe the best you could do, could you discuss the operational improvement since the beginning of 2020, that would argue operating profit improvement is sustainable and able to grow? Thank you. Yep. Well, thanks for the question, Karl. That's been on people's minds. Focusing on operational improvement, productivity enhancement across the board of the company has been something we've been very focused on over the last several years. COVID-19 obviously set us back a bit, because obviously we plan to grow into productivity. With COVID-19, we decided to continue to invest in areas that we felt very important to our long-term growth, in particular, investing in our ability to penetrate large enterprise, which by the way, is part of productivity improvement. Two, was to invest in a broad scale portfolio of products, again, to help us to be able to penetrate and achieve much greater wallet share in our customer base. It was only a few years ago where we could only address maybe 10% of their storage needs, and today it's much wider than that. As we look forward over the next several quarters with the anticipation for the top line change that we've already discussed, we know quite strongly what our productivity gains are going to be in the different parts of our organization. These are productivity gains that we're going to be able to continue to maintain inside the company. Again, last year was the anomaly as it was for many companies, but in different ways. For us, it meant that our continued investment, that we wouldn't see the productivity or the sales return on that until the economy started to improve, and now we're starting to see that. Yeah, let me just add on to that a little bit, if you don't mind. Look, I think none of this is a surprise for us in terms of the increasing operating leverage we're driving all due to the points that Charles Giancarlo's making. You actually see the great strides Go- to-m arket's making in terms of their costs and expenses as a percentage of revenue. I think that's going to continue. I think we'll see over time, we'll get some benefits on R&D as well, and obviously on our gross margins continue to be strong. We've seen that on the product gross margin side, and also believe we can get more scale and improvement on subscription gross margins over time as our unified subscription and Pure as-a-Service scales. I absolutely believe there's upward trajectory to our operating leverage. Thank you. Your next question comes to the line of Rod Hall of Goldman Sachs. Thanks for the question. I guess I wanted to start, Charlie, with this FlashArray//C sale to the hyperscaler. I'm really intrigued by that as an opportunity. I wonder if maybe you could give us any more color on what that use case looks like. Are there other hyperscalers in your pipeline with very similar use cases? Just how big is that opportunity for you? What does that pipeline look like with those types of customers? Then I've got a follow-up. Yeah. First of all, the individual opportunity itself is a very large opportunity. It's not a one-off. It's something that will continue as we go forward as we understand it. You can think of it as a general purpose implementation for one of their key application environments inside the organization. I really can't go much further than that. It's not something that is unusual or extraordinary in a hyperscale environment. It is something that's easily transferable to other hyperscalers. By the way, it's not the first of the top 10 hyperscalers that we've sold this FlashArray//C into. It's just one that is significant for a single quarter. We do believe that this is something that we can continue to expand to other hyperscalers as well. Just to be clear too, in terms of the strength we're seeing in our Q3 guide, look, when we exclude this great opportunity that we're seeing with FlashArray//C and a top 10 hyperscaler, we're still in our comfortable +20% year-over-year growth rate excluding that opportunity. I think that's important to note as well in terms of the strength is across the business and is across the portfolio. We're really excited about the FlashArray//C opportunity, it's really incremental to the strength we're seeing. Okay, great. That's helpful. Thanks for that. I was also interested in this comment you made on wage inflation. I guess it's tough to know how that might play out over the next 18, 24 months. Just curious if you guys have any thoughts on what sort of inflation we'd be talking about? Are we talking about a few percentage points you think you might incur or any kind of thoughts on quantification of that? I don't want to overestimate what it might be, but our thinking is it's going to be a few percentage points. Yeah. Okay, great. Thanks a lot. Appreciate it. Your next question comes to the line of Amit Daryanani with Evercore. Yep. Thanks, and thanks for taking my question, I guess. I have two. First one, I was looking at the subscription growth metrics of 31%, which is obviously fairly impressive, and I think investors tend to struggle with that number a bit. I'm wondering, is there a way to think about how much of this growth is coming from existing customers versus new customers? Could you also quantify the size of some of the components that are within the subscription line? Yeah, we're not going to get into a whole lot of detail on that now. Obviously, on Virtual Financial Analyst Day, we'll provide some color that hopefully you'll find helpful in terms of our subscription momentum. Look, nothing's changed significantly. We've got great momentum on our unified subscription with Pure as-a-Service that we've highlighted. Portworx, still very important from us from a strategic perspective, but the performance is excellent. Obviously, our Evergreen is our bread and butter. It's our baseline, largest piece, continues to be so in terms of what we're looking at for this year. We'll get some more details on that as we look out to the Analyst Day, but that would be all for now. Fair enough. If I could just follow up, if I look at the growth guide that you're providing for October quarter and the full-year, the implication obviously is October will be up 29%, 30% year-over-year. You've touched on that a bit, I think your implication for Jan quarter is it's going to decelerate to like 19%, 20%. That's still a really good number, I would love to understand why the deceleration. Are you seeing a bit of a pull-in or are you just being conservative at the implied down quarter numbers? That'd be helpful. I think it's important that we've been talking about the large hyperscaler with a top 10 hyperscaler on the FlashArray//C that's putting some more strength on our Q3 guide. Even sequentially Q3 to Q4, I'm pleased with what we're seeing year-over-year, close to 20% for the annual outlook exceeding 20%. Overall quite pleased with it. Don't really view it as a decel, especially when I think about our larger opportunity that we're digesting or expect to digest in Q3 with the FlashArray//C opportunity. Your next question comes to the line of Katy Huberty with Morgan Stanley. Yes. Thank you. Kevan, just to come back to the third quarter contribution from the hyperscaler account, was the revenue contribution from that customer baked into the original full-year revenue outlook? Are you expecting any contribution from that customer that would be material in the fourth quarter? That's a great question. When we were looking at the annual guide at the beginning, no, it's fair to say that we wouldn't have contemplated. It's part of our beat both from an annual perspective and how we're looking at it for Q3. We're not expecting a significant amount to come through in Q4. We would expect a larger piece in Q3. Okay. Thank you. Just a follow-up maybe for Charlie. If we step away from the slower hiring in 2Q, which I assume is more a function of the tight labor market, how are you thinking about hiring in the coming quarters to support the stronger demand you're seeing and the intention to sustain growth rates north of 20% for the foreseeable future? It's a great question, Katy. Obviously, we want to sustain the strength and momentum of our sales capability, a high degree of focus on sales teams both U.S. and internationally. Continuing to further develop our infrastructure to be able to support sales. I would say largely the areas of IT, other areas that support sales growth. The largest focus is going to be on sustaining sales momentum. Okay, great. Thank you. Congrats on the quarter. Thank you. Your next question comes to the line of Nehal Chokshi with Northland Capital Markets. Thank you. Congrats on the really strong beat and the 7% above consensus guide for Q3 and the implied guide for Q4. That's awesome. Congratulations. Appreciate it. Yeah. Just to be clear, this top 10 hyperscaler revenue contribution for Q3, very clear now what it's going to. How much did it contribute though during Q2, though? Wouldn't have an impact for Q2, Nehal. No impact for Q2. Okay, great. You said that PAS doubled in revenue year-over-year, what about PAS bookings? Oh, PAS bookings almost tripled. Tripled. Year-over-year. Yep. Wow, okay. That's very impressive then. Yeah, absolutely. Finally, you haven't had your long-term model listed in your presentation for two quarters now. Presumably that's because you're looking to update at the upcoming Investor Day. Is that correct? That's correct. Okay, great. Thank you very much. Appreciate it. Your next question comes to the line of Matthew Cabral with Credit Suisse. Yeah. Thank you very much. I want to dig a little bit more into Cloud Block Store. I think it's five coming up on six months since you guys went GA on Azure. Just curious what the ramp's been there so far, and if there's any way to compare or contrast what the ramp on Azure's looked like compared to what you saw on AWS the first time around. Absolutely. As we've said in the past, Cloud Block Store, a fundamental part of our overall Pure as-a-Service subscription, and no doubt, it was very critical in driving part of that growth of the Pure as-a-Service. As you know, many customers may already determine which of the hyperscalers they want to use, and it's been instrumental in several of our Pure as-a-Service deals. Some with some very large, certainly Fortune 50 companies that had set their sights on Azure. From that standpoint, very strong. With respect to actual deployment on Cloud Block Store, actually I'm going to let Rob take that because he's the one that's been most tied into it. Yeah. On the deployments, Azure's come on really strong, right? We see customers now deploying across AWS and Azure. I would say demand for Azure tends to be a little bit stronger. If we step back from it, I think we look at Cloud Block Store and Portworx as a combination really as forming the backbone of our cloud portfolio. We're seeing strength across the board there, really both from customers that are deploying in cloud day one, with both Portworx and Cloud Block Store now available on multiple cloud providers. As well, customers that are starting with Pure as-a-Service through the unified subscription on-premise, and then later on growing and transitioning into Azure or AWS in time. We see both of those motions. I think that just validates our strategy as well as our thesis that customers continue to value the flexibility and uniformity that we're able to deliver across the prem, hybrid cloud, and multi-cloud environments. Yeah. I will say, just to finalize our thoughts on Cloud Block Store, that it is a fundamental part of the unified subscription. We rarely see, although we do see some customers that will just go to Cloud Block Store without having arrays on-prem, but far more customers are using it as a way for them to be able to transition from on-prem into the cloud. Therefore, it starts off as a unified subscription, and then they start to migrate, whether it's for disaster recovery or other capabilities, dev test, into the cloud environment using Cloud Block Store. It tends to be, first of all, an attractive element to the unified subscription, but secondly, taken advantage of subsequent to the engagement on Pure as-a-Service. Got it. All that's really helpful. Just a quick follow-up. You called out enterprise momentum several times in the prepared remarks and a couple of times in the Q&A, but just wondering if you could expand a little bit more on just biggest contributors or drivers to that strength. I'm curious if there's any way to think about how much of that momentum is just bigger footprint within existing customers versus getting into some net new wins versus the competitive landscape and maybe those being a little bit bigger than they were in the past. Yeah, it's actually all of the above. First of all, having a broader portfolio gets you more respect within an enterprise customer, whether that's a new customer or an existing customer. We had enterprise customers 4 years ago when I first joined, and their first response to me is, "Pure, you're great, but we can only use you for this specialized environment. Why can't you build products that cover the rest of our storage footprint?" Having a broad portfolio is necessary to be a good partner to an enterprise customer. It also allows you to compete for larger deals inside those customers. For a number of customers, and this was certainly true with a lot of banking customers, until we could reach a certain scale and address a certain percentage of their footprint, they actually didn't even want to talk to us, because they want to have what are very significant relationships. Going back to the beginning of your question, it's been because of the investment that we've made into enterprise capabilities, both sales as well as support. It's been investment in the broadening of the product line. It's been about maturing our own organization in terms of how to work with enterprise customers. All of those have contributed to our ability and our success that we've seen in expanding our enterprise business. Just to add onto that, I think one of the areas we haven't talked too much about today in the portfolio is FlashBlade, and I think that's a great example of where we've invested in broadening the portfolio, broadening our enterprise capabilities, and feature sets. That's reflective in the strength we saw. FlashBlade did extremely well in terms of large deals, and just getting back to Charlie's point, having the breadth of enterprise capabilities in the portfolio, whether it's FlashArray//C, which we've talked quite a bit about, FlashArray//X or FlashBlade. Having all of that together really just helps us go and prosecute these opportunities. Your last question comes the line of Matt Sheerin with Stifel. Yes, thanks for squeezing me in. Charlie, in your opening remarks, you talked about seeing somewhat of a slowdown in return to office on-prem at customers, and certainly we've heard that from other companies as well, yet your guidance for the quarter is strong even without that hyperscale deal. Could you give us more color on what you're hearing from customers and partners about timing of projects and your visibility? Is it better or perhaps weaker because of that? I think our visibility into their build-outs has been excellent. It really has. They share openly with us. Obviously, planning of build-outs takes some time, so they do want to share openly. Remember, there was only about a two months when there was people returning to the office, and then it got slowed down right away. Most of the improvement we're seeing is from the improvement of working in a COVID-19 environment, not because things freed up tremendously over the summer. Our guide, as I'd mentioned before, just reflects the way the world is as we see it today, not based on any further opening up. We do think that when the world does open up, we'll see even better performance, to be clear. I would say that if anything, on a very small basis, what we did see was some projects move out, but not because of COVID. It was all because of customers' ability to get other products for their build-out. With servers, networking, sheet metals, power supplies, whatever it might be, we definitely saw expected timelines push out a bit in some customer environments. But all that, I think, bodes well for us in the future as things improve. Okay, thank you. You talked a lot about the strength you're seeing from the enterprise customer base. Last quarter, you called out commercial as finally picking up. Is that continuing to hold up? Are you seeing any other signs there? It did hold up, it didn't improve any more than it did last time. That's what we're waiting for. As COVID improves, we think commercial will pick up even more. It did hold up, certainly through this last quarter, and we expect it to hold up through this quarter. Yeah, I think the commercial business did really well. Obviously, coming off such a fantastic quarter last quarter holding onto that strength, I think is pretty impressive. We're impressed with both enterprise and commercial. This concludes the question-and-answer session. At this time, I'll turn the call back over to Charles Giancarlo for closing remarks. Thank you, operator. Well, Q2 has really been a fantastic quarter for Everpure as our strategy and our execution have become evident this quarter. Everpure's being chosen because we deliver a leading and highly differentiated technology with also best-in-class customer experience. It's a very exciting time at Everpure, and we're in a great innovation cycle with our portfolio, and our sales momentum and our execution has never been stronger. I do want to recognize again the hard work of all of our employees at Everpure and the strong collaboration that we've had from our business partners. Everyone's singularly focused on delivering strong results for our customers. Thank you all, and have a good evening. This concludes today's conference call. You may now disconnect.