Ittai Kidron

Olivier said Datadog is moving toward an AI SOC, having separated the Bits AI Security Analyst agent from its SIEM so customers can use it with other SIEMs, broadening the addressable market beyond SIEM re-platforming.

David said gross customer additions remain strong and on trend, attributing the reported net customer-count variability to the low-end free-to-contract border, which has very little effect on revenues. Olivier noted customers above the $100,000 and $1 million thresholds are trending very well.

Obstler explained same guidance methodology with discounted trends. The 18-20% guide with 20%+ core business growth implies conservative assumptions for largest customer. AI cohort of 650 is highly diversified with no concentration concerns.

Obstler declined to disclose the Q4 AI native revenue percentage, having previously shared it through Q3 (12%).

Pomel noted good sales productivity with ongoing comp plan tweaks to balance upsell vs new customer acquisition. Highlighted new multi-year plans for larger customers that take longer to land, with initial success from new go-to-market motions.

Kevin said the guide balances strong momentum against the time needed for the geo and vertical sales leadership transition and the pace of integrated SecOps uptake. He expects continued 115% NRR, an opportunity to accelerate new logo growth with dedicated executives, and a broader product set to land new logos. Jay and Kevin added AI security is a durable tailwind though not specifically called out in the guidance.

Kevin identified two factors: sales leadership transitions under Mike Rich and uncertain pace of integrated SecOps product uptake for Red Canary. Noted Q4 implied 9.5% organic net new ARR growth is still an acceleration versus prior year.

Kevin said ZIA/ZPA ARR grew mid-teens, consistent over recent quarters. Only 4,400 of 20,000+ target enterprises on platform. Over half of Fortune 500 still to prospect. Jay added customers on avg triple initial ZIA purchase in 4 years.

Jay explained two-tier go-to-market model: broad account-centric sales team plus specialist takeoff teams for emerging products. Red Canary acquisition brings a seasoned SOC go-to-market team. Z Flex starting with larger customers, will expand prudently after learning.

Confirmed $3B ARR target on track. Net retention 114%. Emerging products expected to be mid-20s% of new and upsell, up from 22% last year.

CJ said the AI-native GTM motion is a work in progress; many arrive via self-serve and MongoDB is refining when to add direct field coverage.

Mike acknowledged the leadership transition was a factor in guidance but said the team in place is strong and no material disruption is expected.

Mike defended the conservative FY27 EA guide: variability comes from multiyear vs 1-year deal timing, and MongoDB deliberately bakes in more upside than downside.

Dev said MongoDB transitions self-serve customers to high-touch sales as they scale (as it did with cloud), and reiterated enterprise AI adoption remains early and productivity-focused.

Christiane declined to guide specifically for 2026 but expressed confidence in solid product growth trajectory. Ken cited fragmented market with no player above 10-20% share, seeing greenfield opportunity across all three pillars.

Keith deflected the specific dollar question by citing data quality challenges with two-tier distribution model, particularly in SMB where end-user device registration is unreliable.

Ken confirmed biggest SASE deals are displacements of legacy VPN and SaaS providers, and referenced the presentation showing ~10% large enterprise SASE penetration with ~70% SD-WAN penetration.

Asked by George Iwanyc on for Ittai Kidron. Khozema called the macro super dynamic, citing consumer pressure, the Middle East and inflation, but said it is not affecting results.

Asked by George Iwanyc on for Ittai Kidron. Thomas said the multiproduct customer count rose 29% in Q1 and revenue from those customers is accelerating.

Kurtz pushed back on separating core vs emerging, arguing EDR telemetry is foundational to all modules and the business should be viewed holistically as a platform.