The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: But maybe just to kick things off, Dean, I'm going to assume we have some folks maybe who don't know the Jamf story. So give like the 30-second
overview and bridge that into kind of -- 30 seconds, maybe, wishful thinking, and then you can bridge it into Q2 and kind of what you're seeing.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: So macro is top of mind, right? Let's talk about the demand environment. So sales cycles, what are you seeing? And then maybe unique to Jamf,
supply chain, is certainly going on. And then I think of like slower headcount growth at companies, right? I mean, that used to be just a nice tailwind
for your business. Just how does it all fit together?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes, we can hit on that as well. So you have 2 sides to the business. You kind of alluded to this with your intro comments, the commercial side, the
education side. The unit economics are different. The growth rates are different. Just maybe help folks understand that.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes, it's a good mix shift. So you alluded to the results, I think 40% organic growth, 17% cash flow margins. You guys run a really balanced business
kind of profitable growth. Given all we talked about macro, any changes in the investment philosophy, the go-to-market strategy? Like are you
doing anything different? I know you say you can't hire fast enough, but I'm sure you're also looking at other areas of the business as well.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. Let's talk about the relationship with Apple. I think that's an important part of the story to understand. I mean there's kind of 3 facets to it. I
don't know if technology partner is the right way to describe it, but there's technology alignment, right? And then there's the go-to-market alignment,
and then there's customer dynamics. So touch on that.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. Yes. That's super helpful. One of the hot topics that interest ebbs and flows, depending on which way the wind is blowing, is around kind of
Apple's interest in this space, right? And like, are they going to pursue an enterprise IT strategy? And what would that mean for Jamf? Just talk a
little bit about that and how you see them positioned.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes, yes. So you alluded to some competitive displacements. I think it was the first time I've heard you like talk about it on the Q2 call. It's I think
just typically not been an area where you're focused. But there's been some changing dynamics in the industry. And maybe this bridges into a
conversation around competition. But just help everyone understand what has happened and what it means for your business.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes, that's exciting. Let's talk about security. You have referenced it several times. Just how did you amass the security portfolio? Like what was the
time line here? And what do you think is just driving -- and talk about like the problem you're solving, right, and the momentum.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. Maybe you could talk about how you are packaging and taking it all to market, right? You've introduced some bundles, I guess, for lack of a
better term.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. How do you think about pricing power in the space? Do you get to a point where the willingness to pay X per device like hits a ceiling at some
point. I guess, maybe not on the security side, right? I mean, they're going to continue to invest in security, but just how do you think about using
price as a lever.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes, it's a good answer. Let's talk about the education deal in Taiwan. I think that was another interesting data point to come out of the Q2 call.
Just the tailwinds that are driving that forward and kind of the opportunities you see potential full scope there.
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. So we talked about balanced growth, right? And I think investors really appreciate that you can grow as fast as you are and deliver the operating
leverage and the cash flow that you do. I'm going to play devil's advocate. Could this business grow faster if you took margins down?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. I've been finishing with kind of an open-ended question with all the presentations that we've done, which is just like, so 1 or 2 things that you
think investors still underappreciate about the Jamf story. What would they be?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Yes. Yes. That's a great way to conclude. Thank you, Dean, Ian. I appreciate it. It's going to be fun to keep tabs on progress as we execute against
this big vision.
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