$Elastic(ESTC)$ $Snowflake(SNOW)$ $MongoDB(MDB)$ 

Elastic最近一期季报里面提到：

Total revenue was $223.9 million, an increase of 43% year-over-year, as reported and on a constant currency basis

Net Expansion Rate was slightly above Q2 FY22 and just below 130%

NER 130%，相当于躺赢30%增速，销售新拓客增速只有13%，而销售费用占营收比47%，销售效率很低，稍微值得庆幸的是Elastic Cloud部分有79%的增速，订阅部分只有26%增速。

对比同行的两个公司：

Snowflake在最近一期年报里面提到：

our net revenue retention rate of 178% as of January 31, 2022

营收增速为102%，躺赢78%，销售新拓客24%，销售费用占总营收61%。Snowflake下一财年的营收指引60%~70%，估计是net revenue retention rate大幅下降导致的。

MongoDB在最近一期年报里面提到：

Our net ARR expansion rate, which has consistently been over 120%

营收增速为49%，躺赢20%，销售新拓客29%，销售费用占总营收56%。

综合来看，MongoDB销售新拓客能力最强，Snowflake其次，Elastic新拓客能力很差，估计和CEO过于技术有关，之前和AWS也闹了矛盾。后面更换CEO之后，期望能好好搞搞销售，提升人效。