Thank you, and welcome to Udemy Second Quarter 2022 Earnings Conference Call. With me today are Greg Coccari, Udemy's Chairman and Chief Executive Officer; and Sarah Blanchard, Udemy's Chief Financial Officer. Before we begin, during this conference call, we will make forward-looking statements within the meaning of federal securities laws. These statements involve assumptions and are subject to known and unknown risks and uncertainties that could cause actual results to differ materially from those discussed or anticipated. For a complete discussion of risks associated with these forward-looking statements, we encourage you to refer to our most recent Form 10-K and Form 10-Q filings with the Securities and Exchange Commission. Our forward-looking statements are based upon information currently available to us. We caution you to not place undue reliance on forward-looking statements and we do not undertake and expressly disclaim any duty or obligation to update or alter our forward-looking statements, except as required by applicable law. In addition, during this call, certain financial performance measures may be discussed that differ from comparable measures contained in our financial statements prepared in accordance with the U.S. Generally Accepted Accounting Principles referred to by the Securities and Exchange Commission as non-GAAP financial measures. We believe these non-GAAP financial measures assist management and investors in evaluating our performance and comparing period-to-period results of operations in a more meaningful and consistent manner, as discussed in greater detail in the supplemental schedules to our earnings release. A reconciliation of these non-GAAP measures to the most comparable GAAP financial measures is included in our earnings press release. These reconciliations together with additional supplemental information are available at the Investor Relations section of our website. A replay of today's call will also be posted on the website. I will now turn the call over to Gregg.

Thank you, Stacey. Good afternoon, everyone, and thank you for joining us. Q2 was a very strong quarter for Udemy, continuing our momentum as the platform with exceptional breadth, depth and reach for learners and instructors around the world who seek to improve lives and business outcomes through learning. In a changing labor market where highly skilled talent is both scarce and increasingly valuable, Udemy's platform for reskilling and upskilling has become mission-critical for businesses and individuals. The added tailwinds of hybrid and remote work as well as digital transformation are further driving Udemy's adoption. But what makes Udemy truly unique is the unsurpassed quality of our content. Learners come to Udemy because that's where they learn best. That's why we win. We hear this directly from learners. For example, we were thrilled in June with Stack Overflow's annual survey of nearly 30,000 developers around the world found that two thirds of the responders selected Udemy as the most popular online course or certification program for learning how to code. This truly incredible result reminds us of why we do what we do, help people learn valuable skills like coding so they can advance their careers, explore new opportunities and ultimately change their lives. We saw a strong execution this quarter with revenues of $153 million, up 21% year-over-year. We delivered another quarter of outstanding Udemy business performance with year-over-year revenue up 77% and ARR of $316 million, up 74% year-over-year. We now have over 12,000 Udemy business customers. And for the first time, Udemy business revenue exceeded consumer revenue in June. As we've outlined on previous calls, our Udemy business learning platform has expanded beyond on-demand courses to also include additional learning methodologies to further engage the learner, help them interact with the instructor and their peers in practice…

Thank you, Gregg. As Gregg said, we had a very strong second quarter, driven by continued momentum and execution in our Udemy Business segment. This is evident in our exceptional Udemy business ARR growth in Q2 of 74% versus the prior year, with Udemy Business customer growth of 44% versus the prior year. Udemy Business continues to perform well across a broad array of verticals and geographies. Q2 total revenue of $153.1 million was up 21% year-over-year and up 1% sequentially. Our Udemy business net dollar retention rate was 118% this quarter within our expected quarter-to-quarter range, highlighting the continued success of our land and expand strategy. Udemy Business revenue was $74.6 million, up 77% from the prior year, demonstrating our consistent and sustained growth at this scale. Our consumer business delivered $78.5 million in revenue, down 7% from the prior year. As Gregg noted earlier, we see encouraging so early signs of stability in our consumer business, which was down 2% year-over-year when excluding the impact of FX. While macro uncertainty still presents some degree of volatility in our consumer business and outlook, it's important to note that we continue to view the consumer marketplace as fundamentally healthy. And we're encouraged by the stabilization of top line performance that we saw in Q2. We continue to add instructors and thousands of courses monthly, and our marketplace serves as a vibrant engine that fuel Udemy Business growth. The symbiotic system of these two parts of our business is a unique and differentiated model that we believe will continue to drive Udemy Business top line growth over the long term. For the remainder of this call, all financial metrics are non-GAAP, unless stated otherwise. Q2 gross profit was $89 million, up 27% year-over-year, driven by Udemy Business. Gross margin was 58%…

[Operator Instructions] Our first question comes from the line of Brent Thill with Jefferies. Your line is now open.

Hey thanks for the questions guys.

Hi, Brent.

Brent, could you please re-queue? Thank you. Sorry about that. Brent, your line is now open.

Hey can you guys hear me?

Yes we can.

Thanks. This is David Lustberg on for Brent. Appreciate the questions. Gregg, I wanted to start, you talked a little bit in your opening remarks about shifting of budget, I guess, from online to -- offline to online rather. I think a lot of folks out there are a little bit worried about pressure on LND budgets as we head into a tougher macro. I'm curious, as you think about potential pressure on budgets, do you think that encourages the shift of dollars from off-line to online?

Yes, we actually do. Still 80% of the online -- of the training today is in-person. And we know with remote work, and we know with the remote workforce, that's very expensive, and it's more difficult. So we're seeing some budgets that are being cut back, but actually are -- they're adding more CCU to Udemy because we have a very effective cost-effective, high ROI business. And so we've been doing very well in this environment.

That's helpful. And maybe just a follow-up. Can you remind us about your sales cycle? What's the typical time line? And have you guys noticed any changes in that over the last couple of months? Thanks.

Not really. It's really too early for us to have seen any impact in that. It was very consistent over the last couple of quarters, so we have not seen that lengthen at all. And our normal sales cycle, it really depends on size of companies, the smaller companies we do within a quarter. The larger company is six months to 12 months.

Great. Appreciate it guys.

Our next question comes from Rob Oliver with Baird. Your line is now open.

Great. Thank you. Good evening, can you guys hear me okay?

Yes, we can.

Great. Hi, Gregg, hi Sarah. Just figured I'd double check. So obviously, a huge quarter for you guys on UP with some major signature wins, which you called out, Gregg, in your prepared remarks. I've been just analyzing the focus on bolt-on, but I'll just focus on one, and then I had a follow-up. On that -- on the second largest deal which came on the heels of the largest deal, which you characterized as a competitive displacement. I was wondering if you could add a little bit of color around the RFP process, what some of the salient points were for why Udemy was chosen? And was there a side-by-side trial period? I know we've -- you discussed in the past, you guys have mentioned often you run side-by-side with competitors. Any color there would be helpful. And then I just had a quick follow-up.

Yes, I believe it was a head-to-head test that went on for a significant number of months. And so normally, when that's in these larger companies, we'll be careful. They'll do head-to-head tests and we had much higher engagement. So it led to that deal.

Okay. Helpful. And Sarah, for you, just on the consumer side, you I think you guys were fairly clear you saw signs of stabilization. We're not out of the woods in still some unknowns. So would just love to get a sense from you, I guess, on some of the newer initiatives there, in particular, perhaps the consumer subscription offering. It appears you guys mentioned how you've rolled that out now broadly in the U.S., I think I heard -- it appears you guys have settled around that $30 price point per month with what struck us as a newer option. We're at a significant discount for upfront pay. Can you talk a little bit about how that's going, early reads on that, and if those economics are right? And then a corollary to that, if we can expect you guys will tweak that consumer subscription pricing similar to the pricing we see the levers you guys pull around your one-off course solutions. Thank you.

Yes, great questions. So you're right on the economics there. And it's too early to tell. It's pretty early that we launched that annual plan. So I would say too early to tell, but we are rolling it out. And we expect pretty broad rollout across most of the major markets in the back half. From a pricing perspective, we're always testing. We've discussed before that we have this really sophisticated pricing algorithm for our transactional courses. And we'll probably be doing some testing on the consumer subscription side, but we're not there yet.

Great. That’s helpful. Okay, thanks again guys appreciate it.

Thanks, Rob.

Our next question comes from Terry Tillman with Truist. Your line is now open.

Yes, thanks Gregg and Sarah, and congrats on the UB traction. I just had a couple of questions. It seems like with UB Pro and some of these enhancements like cohort learning, immersive learning. I think you all mentioned that those were added to some of these kind of signature wins in the quarter or renewals. This seems like this could be a pretty meaningful uplift on UB deals. So what is the typical uplift you're seeing so far where UB Pro is being attached? And then how much have you actually kind of made this programmatic selling and gone back to base and comfortable in selling in new deals? And then I had a follow-up.

Great questions. So we are still, as we've discussed, kind of seeding the market with these and some of these upsells really are smaller portions of the seats while our customers are testing it out. And I think they're ramping nicely. But too early to sort of give any uplift numbers. We are and have been sort of enabling our sales force to sell kind of a solution set to our customers comprehensively. And so we're hoping to continue to see that ramping and taking hold over the next few quarters.

Okay. Great. And maybe a follow-up. I don't know if this is for you, Sarah or Gregg. But I'm kind of curious about like network effects in your business now. Particularly in AsiaPac, you seem like you have some interesting new nuggets for us every quarter. But I think you're setting a precedent whether you like it or not. You all had some large Japanese corporation deals, now you're working with municipalities. Whether it's Japan or maybe an update on South Korea or China, just how would you kind of characterize where you are on maybe creating these kind of halo effects or network effects where you're becoming kind of like a brand of choice in those markets? Thank you.

Yes. We absolutely believe that there's a network effect to this business. That as we are very well established in Japan, Japan continues to be one of our fastest growing markets. Our relationship with Benesse is very strong, and we're building it out, and it's very exciting to be around. But it's also helping us in Korea. We've only been there for two quarters, but we reached 100 -- we reached $1 million ARR in Q2 -- in the second quarter in South Korea. But we also had a couple of large corporations, too. So we've got a couple of anchor tenants. And so we feel real good about that. In Japan excuse me, in China, we're building the pipeline, but it feels very strong. It feels very good. So we are seeing network effects in Asia for sure. But I think we've seen this historically in other places.

Thanks.

Our next question comes from Jason Celino with KeyBanc. Your line is open.

Hi, thanks, this is actually Devin Au on for Jason tonight. It sounds like Udemy Business is firing in all cylinders. But just given the macro backdrop in Europe and a lot of investors are zooming in on that, curious to hear what you're seeing in that region in your Udemy business. Are you seeing deals getting delayed or pushed out? Just curious to hear any commentary on that?

Yes. We actually had a very strong quarter in EMEA in Udemy Business. So -- and they've been consistently very, very strong for us. And so we had another very good quarter. What we did see was a little softness in the small business segment. So it was the first time we've seen a little bit of that. And but other than that, the large corporations, the large enterprises did very, very well. So it was just one segment of Europe was a little bit soft.

Got it. That's good to hear. And then just one more. I know there's a lot of emphasis on profitability by investors recently. Has there been any sort of re-evaluation to Udemy's strategy or framework around profitability targets recently. Just want to hear some thoughts on that.

Yes. So we've always been focused on driving toward profitability. At the same time, we are making targeted investments. We continue to see really strong demand in Udemy Business. So we're very thoughtfully building out that go-to-market team and obviously watching very closely. And on the R&D side, investing in things that we believe are going to drive a long-term improvement in our LTV. So I would say we have always had a focus on profitability. Obviously, there was some macroeconomic uncertainty. We're trying to make sure we're being very prudent and very targeted. But we're still investing where we believe that makes sense from a unit economics perspective.

Great. Thanks.

Thank you.

Our next question comes from Josh Baer with Morgan Stanley. Your line is now open.

Hi, I guess it’s me. Thanks for the question and congrats on the strong quarter. Wanted to ask a few more on margins and maybe start on the outperformance in Q2. I was hoping you could quantify the pullback in marketing spend or give a little more context on what made you decide to pull back on marketing spend? And then as far as the outperformance, was it mostly that and just generally the strong segment gross margins or any other moving pieces in Q2?

Yes, great question. So the majority of the outperformance was pulling back on the direct marketing spend. Earlier on, we saw some softness in conversions. We actually saw in May and June many of those conversions have come back and are looking good. And there were some project spend as well that, just as we're watching the macroeconomic environment, we're trying to be really, really step with our spend. So I would say nothing unusual, just trying to run the business. We do -- we're very careful with our marketing ROI, and we run it by channel, by country. We have a pretty sophisticated machine over there, so continuing to progress that. And I think in the third quarter, if we -- if those conversion rates hold up, we might be leaning in a little bit more there where it makes sense, obviously, with the long-term bottom line in mind.

Got it. Yes, that's the next question on Q3 and just more generally the back half. I mean with that outperformance in Q2, you just did minus 5% margin in the first half and then guidance is for minus 13% in Q3. And then that implies minus 20%, I believe, in Q4. So like maybe going leaning back into direct marketing spend, we've heard about the R&D investments. I mean, but anything else broadly to and as far as investment areas or any other moving pieces, just surround that decline in the EBITDA margin?

Yes. The other moving piece is our go-to-market team. So we had some great success in Q2, bringing on some talent across the regions that we're still seeing more demand than we can handle. And so those expenses are sitting Q3 as those teams are ramping up, but nothing unusual. Same on the R&D side where we were able to bring in some key skill sets that we have been looking for in the second quarter.

Okay. Thank you.

Thanks, Josh.

Our next question comes from Brett Knoblauch with Cantor Fitzgerald. Your line is now open.

Hi, guys thanks for taking my questions. Just two for me. First, I know you guys added five new currencies or support from five new currencies in the quarter. Can you talk about what you initially see when you announced support for those currencies? Is it just for companies that pay in their local currency and maybe see an uptick in demand?

It's really on the consumer side that we're adding the currencies. So and when you add currencies, what you see is an uptick in the conversion rates. So that's why we keep adding currencies. And so we added -- it's a fairly simple math. We can see the conversions are, we can see new payment methods. If we could add 5% conversions in a country, we will do that. So this is the never-ending story. We've been working on currencies for over a decade. And we just actually those teams have gotten bigger because the opportunities are, of course, global.

Understood. That makes sense. And then on one of the large deals you guys flagged as you replace a competitor, there's just some insights into the customer's decision there. Was it price driven? Or is that a combination of those? And I guess, broadly speaking have you seen any changes in the competitive landscape? Or are you still winning a similar amount or a fair share?

Yes. We haven't seen a lot of change in the competitive landscape. We typically don't win on -- price is not usually the answer either. It's engagement. We win -- we go head to head, and it's the quality of the content, it's the depth of the content, it's the 13 local languages. And we add over 400 courses a month to Udemy Business. So it gets bigger and bigger, fresher and fresher, better and better. And that's why we win. And typically, we have people that are under-pricing us. And so we're winning and we're winning our fair share. So our close rates are, if anything, a little bit better.

Awesome, that’s good to hear. Thanks guys.

Our next question comes from Ryan MacDonald with Needham. Your line is now open.

This is Matt Shea on for Ryan. Thanks for taking the question. I wanted to start on the consumer segment. So going back to the currency and pricing and promotion updates, how do those changes impact the gross margin within the consumer business?

So our -- the biggest piece of our cost of revenue are the instructor costs, and those are a take rate. And so as we're doing pricing changes and promotion changes, because it's a take rate, it doesn't really impact the gross margin too much.

Got it. That makes sense. Okay. And then appreciating all the updates around Udemy Business and the tailwinds that you guys have behind you, what kind of impacts are you seeing from the potentially weakening macro that could cause seat-based decline because of layoffs or tightening budgets? Just kind of trying to get a sense of what negatives are built into the guidance?

We haven't seen a lot of impact. The fact is we are only in 10% of the seats, potential seats in our current customers. So our land and expand strategy is working very, very well. And you can see that from our net retention. So we think that there's -- in this environment, that gets more difficult. That the fact is because we have a very effective, efficient high ROI product that we will define in this environment.

Got it. Congrats on the quarter guys.

Thank you.

Our next question comes from Arvind Ramnani with Piper Sandler. Your line is now open.

Hi, thanks for taking my question. So I just wanted to ask about the overall strength in your business segment. Certainly, you provided some color, but I wanted to really ask sort of what are you seeing in terms of your overall pipeline now versus six months ago? And secondly, is there any sort of change in conversations you've had with clients now versus six months ago? And then I have a follow-up after that.

We're seeing continued strength in our Udemy Business. We're adding -- why we keep adding more people, why we keep adding more to our go-to-market teams. Our pipeline is bigger than it was six months ago, so it continues to grow. As we keep adding go-to-market people and we keep scaling well, our pipeline keeps building. So the business looks very strong at this point.

Terrific. And then with some companies looking to kind of conserve costs, I mean, certainly, we've seen a lot of like layoffs and focus on operating efficiency. Are you all benefiting from consolidation where a particular client may be using two or three education providers and -- but they're kind of like consolidating their spend with one provider. Are you seeing any benefit or any headwind from that consolidation?

We really haven't seen that at this point. I think it's too early for us to see that kind of an impact. So there's -- we really haven't. So our close rates continue to be very high. Our net retention keeps. So we really haven’t seen huge effect at this point.

Terrific. Thank you.

That concludes today's question-and-answer session. Ladies and gentlemen, this concludes today's conference. Thank you for participating.