Dynatrace(DT) - 2026 Q3 - Earnings Call Transcript

Financial Data and Key Metrics Changes - Dynatrace achieved a total revenue of $515 million in Q3 2026, with subscription revenue at $493 million, both reflecting a 16% year-over-year growth and exceeding guidance by 150 basis points [22][24] - The company reported an annual recurring revenue (ARR) of $1.97 billion, representing a 16% growth, marking three consecutive quarters of stabilization in ARR growth [19][24] - Non-GAAP operating margin was 30%, surpassing guidance by nearly 100 basis points, while non-GAAP net income reached $135 million, or $0.44 per diluted share, exceeding guidance by $0.02 [23][24] Business Line Data and Key Metrics Changes - The log management product category is the fastest-growing segment, surpassing $100 million in annualized consumption, with growth exceeding 100% year-over-year [22][24] - The average ARR per new logo was over $160,000, with the average land size in Q3 exceeding $200,000, contributing to a new logo ARR growth of over 21% [20][21] - The gross retention rate remained in the mid-90s, while the net retention rate (NRR) was 111%, consistent with the previous two quarters [21][24] Market Data and Key Metrics Changes - The AI market is projected to grow from less than $200 billion in 2023 to nearly $5 trillion in the next seven years, with cloud and AI-native workloads experiencing unprecedented growth [6][8] - The demand for observability solutions is increasing as organizations face challenges related to data complexity and the need for reliable AI insights [8][14] Company Strategy and Development Direction - Dynatrace is focusing on enhancing its observability platform to support autonomous operations, integrating AI capabilities to deliver reliable outcomes [6][12] - The company is investing in partnerships with major hyperscalers and expanding its go-to-market strategy to capture the growing demand for observability solutions [15][16] - A new $1 billion share repurchase program has been authorized, reflecting confidence in the business and long-term growth opportunities [24][25] Management's Comments on Operating Environment and Future Outlook - Management expressed optimism about the ongoing momentum in the business, driven by strong demand for observability and the successful execution of the go-to-market strategy [18][24] - The company raised its full-year guidance for ARR growth to a range of 15.5%-16%, expecting to surpass $2 billion in ARR [25][26] - Management highlighted the importance of end-to-end observability as foundational for AI-driven environments, emphasizing the need for reliable insights to support automation [30][39] Other Important Information - Dynatrace's third-generation platform is designed to handle the complexity of modern cloud and AI-native environments, enabling predictive capabilities and resilience [9][12] - The company is actively engaging with customers to consolidate fragmented tools, which is driving momentum in new logo acquisitions [30][44] Q&A Session Summary Question: Insights on automation and client engagement - Management noted strong momentum in end-to-end observability as clients seek to consolidate tools and improve outcomes [29] Question: Observability's evolution with AI - Management indicated that while there is apprehension about AI adoption, observability will become the control plane for enterprise AI, requiring deterministic insights before agentic actions can be taken [31] Question: Log monitoring consumption growth - Management confirmed that log consumption has exceeded $100 million, with significant growth expected to continue as it becomes embedded in end-to-end observability deals [32] Question: Confidence in net new ARR growth - Management expressed confidence in the robust pipeline and visibility for future growth, particularly in large deals [41] Question: Competitive landscape and AI's impact - Management acknowledged the competitive risks but emphasized Dynatrace's unique architectural advantages and the necessity of observability in AI environments [46][49]