C3.ai Inc (AI) 2021 Q4 法說會逐字稿

Good day, and thank you for standing by, and welcome to the C3 AI Fourth Quarter Fiscal Year 2021 Earnings Call.

美好的一天，感謝您的耐心等待，歡迎參加 C3 AI 2021 財年第四季度收益電話會議。

(Operator Instructions) Please be advised that today's conference is being recorded.

（操作員指示）請注意，今天的會議正在錄製中。

(Operator Instructions)

（操作員說明）

I would now like to hand the conference over to your speaker today, Paul Phillips.

我現在想把會議交給今天的發言人保羅·菲利普斯。

Please go ahead.

請繼續。

Good afternoon, and welcome to C3 AI's Earnings Call for the Fourth Quarter and Full Year Fiscal 2021, which ended April 30, 2021.

下午好，歡迎參加 C3 AI 於 2021 年 4 月 30 日結束的 2021 年第四季度和全年財報電話會議。

This is Paul Phillips, VP of Investor Relations of C3 AI.

我是 C3 AI 投資者關係副總裁 Paul Phillips。

With me on the call today are Tom Siebel, Chairman and Chief Executive Officer; and David Barter, Chief Financial Officer.

今天與我一起參加電話會議的是董事長兼首席執行官湯姆·西貝爾 (Tom Siebel)；首席財務官大衛·巴特 (David Barter)。

After the market closed today, we issued a press release with details regarding our fourth quarter and full year fiscal results as well as the supplement to our results, both of which can be accessed on the Investor Relations section of our website at ir.c3.ai.

今天收盤後，我們發布了一份新聞稿，詳細介紹了我們第四季度和全年的財務業績以及業績的補充，這兩個內容都可以在我們網站 ir.c3 的投資者關係部分訪問。艾。

This call is being webcast, and a replay will be available on our IR website following the conclusion of the call.

本次電話會議正在網絡直播，電話會議結束後，我們的 IR 網站上將提供重播。

During today's call, we will make statements relating to our business that may be considered forward-looking under federal securities laws.

在今天的電話會議中，我們將發表與我們的業務相關的聲明，根據聯邦證券法，這些聲明可能被視為前瞻性聲明。

These statements reflect our views only as of today and should not be considered representative of our views as of any subsequent date.

這些聲明僅反映我們今天的觀點，不應被視為代表我們任何後續日期的觀點。

We disclaim any obligation to update any forward-looking statements or outlook.

我們不承擔更新任何前瞻性陳述或展望的義務。

These statements are subject to a variety of risks and uncertainties that could cause actual results to differ materially from expectations.

這些陳述受到各種風險和不確定性的影響，可能導致實際結果與預期存在重大差異。

For a further discussion of the material risks and other important factors that could affect our actual results, please refer to our filings with the SEC.

有關可能影響我們實際結果的重大風險和其他重要因素的進一步討論，請參閱我們向 SEC 提交的文件。

Also, during the course of today's call, we will refer to certain non-GAAP financial measures.

此外，在今天的電話會議中，我們將提及某些非公認會計準則財務指標。

A reconciliation of GAAP to non-GAAP measures is included in our press release.

我們的新聞稿中包含了 GAAP 與非 GAAP 指標的調節表。

Finally, at times, in our prepared comments or in response to your questions, we may discuss metrics that are incremental to our usual presentation to provide greater insight into the dynamics of our business or our annual results.

最後，有時，在我們準備好的評論或回答您的問題時，我們可能會討論對我們通常的演示有所補充的指標，以便更深入地了解我們的業務動態或年度業績。

Please be advised that we may or may not continue to provide this additional detail in the future.

請注意，我們將來可能會也可能不會繼續提供此附加詳細信息。

With that, let me turn the call over to Tom for his prepared remarks.

接下來，讓我將電話轉給湯姆，聽他準備好的發言。

Tom?

湯姆？

Well, thank you, Paul, and good afternoon, everyone.

嗯，謝謝你，保羅，大家下午好。

I am very pleased to give you an update on the state of the business.

我很高興向您提供有關業務狀況的最新信息。

Bottom line, Q4 was a great quarter and fiscal year '21 was a great year.

總而言之，第四季度是一個出色的季度，21 財年也是一個出色的一年。

I'm pleased to report that C3 AI is well positioned to substantially accelerate growth and continue to gain market share in the coming year.

我很高興地向大家報告，C3 AI 處於有利地位，能夠在來年大幅加速增長並繼續獲得市場份額。

Let's talk about our fourth quarter results.

我們來談談第四季度的業績。

We exceeded our guidance for both revenue and non-GAAP operating income.

我們的收入和非公認會計原則營業收入都超出了我們的指導。

Our bookings grew, believe it or not, over 500% in Q4 compared to the quarter a year earlier.

不管你信不信，第四季度我們的預訂量比去年同期增長了 500% 以上。

Our bookings grew 179% quarter-to-quarter.

我們的預訂量環比增長 179%。

Revenue in the fourth quarter was $52.3 million, an increase of 26% year-over-year.

第四季度營收為5230萬美元，同比增長26%。

Subscription revenue for the quarter was $43.1 million, up from $36.8 million a year ago, an increase of 17% year-over-year.

該季度的訂閱收入為 4310 萬美元，高於去年同期的 3680 萬美元，同比增長 17%。

Gross profit for the quarter was $40.6 million, a 78% gross margin, compared to $32.1 million gross profit a year ago, an increase in gross profit of 26% year-over-year.

該季度毛利潤為 4060 萬美元，毛利率為 78%，而去年同期毛利潤為 3210 萬美元，毛利潤同比增長 26%。

Our remaining performance obligations were $293.8 million compared to $239.7 million a year earlier, an increase of 23% year-over-year.

我們的剩餘履約義務為 2.938 億美元，而去年同期為 2.397 億美元，同比增長 23%。

Including cancelable orders, our non-GAAP RPO was $345.1 million compared to $246.9 million a year ago, an increase of 40% year-over-year.

包括可取消訂單在內，我們的非 GAAP RPO 為 3.451 億美元，而去年同期為 2.469 億美元，同比增長 40%。

Our total enterprise AI customer count at the end of the year was 89, representing an 82% growth rate year-over-year.

截至年底，我們的企業人工智能客戶總數為89家，同比增長82%。

Now let's take a look at fiscal year '21 in entirety.

現在讓我們全面回顧一下 21 財年。

Total revenue for the year was $183.2 million, up from $156.7 million a year ago, an increase of 17% year-over-year.

全年總收入為 1.832 億美元，高於去年同期的 1.567 億美元，同比增長 17%。

Subscription revenue for the year was $157.4 million, up from $135.4 million a year earlier, an increase of 16% year-over-year.

全年訂閱收入為 1.574 億美元，高於上年同期的 1.354 億美元，同比增長 16%。

Subscription revenue -- importantly, subscription revenue as a percentage of total revenue remained 86%, constant year-over-year.

訂閱收入——重要的是，訂閱收入佔總收入的百分比保持在 86%，與去年同期持平。

Gross profit for the year was $138.7 million, a 76% gross margin, compared to $117.9 million gross profit a year ago, an increase of 18% year-over-year.

全年毛利潤為 1.387 億美元，毛利率為 76%，而去年同期毛利潤為 1.179 億美元，同比增長 18%。

Most importantly, our average contract value for the year continued to decrease from $16.2 million in fiscal year '19 to $12.1 million in fiscal year '20 to $7.2 million in fiscal year '21, providing smoothing growth in bookings and greater revenue visibility going forward.

最重要的是，我們今年的平均合同價值繼續從19 財年的1620 萬美元下降到20 財年的1210 萬美元，再到21 財年的720 萬美元，從而實現了預訂量的平穩增長和未來收入可視性的提高。

We experienced continued customer momentum in the course of the year, accelerating in the half of the year.

我們在這一年中經歷了持續的客戶增長勢頭，並在半年加速。

Specifically in the fourth quarter, we expanded our enterprise AI footprint in defense and intelligence, financial services, manufacturing, oil and gas, utilities and energy sustainability.

具體來說，在第四季度，我們擴大了企業人工智能在國防和情報、金融服務、製造、石油和天然氣、公用事業和能源可持續發展領域的影響力。

We had a number of new enterprise production application deployments at the United States Air Force, Bank of America, Standard Chartered Bank, Koch Industries, MEG Energy, Duke Energy and ENGIE.

我們在美國空軍、美國銀行、渣打銀行、科氏工業、MEG Energy、杜克能源和 ENGIE 部署了許多新的企業生產應用程序。

C3 AI also initiated new enterprise AI projects with 3M, ConEd, FIS, Infor, Koch Industries, New York Power Authority and Shell, and signed new contracts with Commonwealth Bank, George Washington University School of Medicine and Health Sciences, NCS, One Medical, San Mateo County, Stanford Healthcare, SWIFT, and Yokogawa Electric Corporation in Japan.

C3 AI還與3M、ConEd、FIS、Infor、Koch Industries、紐約電力局和殼牌啟動了新的企業人工智能項目，並與聯邦銀行、喬治華盛頓大學醫學與健康科學學院、NCS、One Medical、日本的聖馬特奧縣、斯坦福醫療保健公司、SWIFT 和橫河電機公司。

We enjoyed substantially expanded business agreements with existing customers, including the United States Air Force, the U.S. Military Rapid Sustainment Office and the F-35 Joint Program Office.

我們與現有客戶簽訂了大幅擴展的業務協議，其中包括美國空軍、美國軍事快速維持辦公室和 F-35 聯合項目辦公室。

Importantly, Shell executed a very significant expansion that spans over -- slightly in excess of 5 years to significantly accelerate the deployment of C3 AI and ML applications across Shell global assets.

重要的是，殼牌執行了一次非常重大的擴展，時間略長於 5 年，以顯著加速 C3 AI 和 ML 應用程序在殼牌全球資產中的部署。

This represents a major expansion of the partnership that C3 AI and Shell have forged over the past several years.

這代表著 C3 AI 和殼牌在過去幾年中建立的合作夥伴關係的重大擴展。

Again, importantly, the total number of C3 AI customers at the end of the year was 89, up from 49 at the end of the previous year, an 82% increase year-over-year.

同樣重要的是，截至年底，C3 AI 客戶總數為 89 家，高於上年末的 49 家，同比增長 82%。

We continue to expand our partner market -- our market-partner ecosystem to extend our global distribution and service capabilities.

我們繼續擴大我們的合作夥伴市場——我們的市場合作夥伴生態系統，以擴展我們的全球分銷和服務能力。

During the quarter, C3 expanded its relationship with strategic partner and financial technology leader, FIS, to launch joint solutions for the financial services industry, including FIS Credit Intelligence powered by C3 AI.

本季度，C3 擴大了與戰略合作夥伴和金融技術領導者 FIS 的關係，為金融服務行業推出聯合解決方案，包括由 C3 AI 提供支持的 FIS Credit Intelligence。

And this builds upon the previously announced launch of FIS AML or anti-money laundering compliance powered by C3 AI.

這建立在之前宣布推出由 C3 AI 提供支持的 FIS AML 或反洗錢合規性的基礎上。

The company saw continued success in its partnership with Baker Hughes, exceeding its fiscal year '21 revenue target for the alliance.

該公司與貝克休斯的合作持續取得成功，超過了該聯盟的 21 財年收入目標。

The company formed a wide-ranging strategic alliance with Infor, an ERP technology cloud leader, to jointly expand enterprise-class AI solutions across industries and extend Infor's native machine learning capabilities.

公司與ERP技術雲領導者Infor結成廣泛的戰略聯盟，共同拓展跨行業的企業級人工智能解決方案，並擴展Infor的原生機器學習能力。

Let's talk a little bit about product and technology.

我們來談談產品和技術。

It is difficult to overstate the significance of the rate of innovation in product engineering at C3 AI.

C3 AI 產品工程創新率的重要性怎麼強調都不為過。

As of the end of Q4, we have released 20 enterprise AI applications into general availability across 5 vertical markets.

截至第四季度末，我們已在 5 個垂直市場發布了 20 個企業人工智能應用程序並全面上市。

This, in addition to the C3 AI Suite itself.

除此之外，還有 C3 AI 套件本身。

In the course of the fourth quarter alone, we released 40 updates and upgrades to these applications.

僅在第四季度，我們就發布了 40 個這些應用程序的更新和升級。

And to give you a feel for the complexity of some of these deployments, we update one of our larger deployments in excess of 320 million times per day.

為了讓您了解其中一些部署的複雜性，我們每天更新其中一個大型部署超過 3.2 億次。

Operating at now massive scale as of the end of the year, the C3 AI Suite and Applications were integrated with more than 800 unique enterprise and extraprise data sources and sensor constellations.

截至今年年底，C3 AI 套件和應用程序已大規模運營，與 800 多個獨特的企業和外部數據源以及傳感器星座集成。

We manage more than of 4.8 million concurrent production AI models.

我們管理著超過 480 萬個並發生產 AI 模型。

We process more than 1.5 billion AI predictions per day.

我們每天處理超過 15 億個人工智能預測。

And we evaluate over 30 billion machine learning features daily.

我們每天評估超過 300 億個機器學習功能。

Our service levels remain superlative, offering our customers 99.99% product availability with exceptional performance characteristics for the C3 AI Suite over the course of the year.

我們的服務水平仍然是一流的，全年為客戶提供 99.99% 的產品可用性以及 C3 AI 套件的卓越性能特徵。

Ladies and gentlemen, this would constitute a gold standard in the software industry.

女士們先生們，這將構成軟件行業的黃金標準。

The production release of Ex Machina, serving the needs of the citizen data scientists opens a new, large and rapidly growing market opportunity for C3 previously served by Alteryx.

Ex Machina 的生產版本滿足了公民數據科學家的需求，為之前由 Alteryx 提供服務的 C3 開闢了一個新的、龐大且快速增長的市場機會。

For those of you interested, I encourage you to go to our website and sign up for a free trial of Ex Machina.

對於那些感興趣的人，我鼓勵您訪問我們的網站並註冊 Ex Machina 的免費試用版。

If you like it, buy it.

如果你喜歡就買。

I am most enthusiastic about the advancements we are making in C3 AI CRM.

我對我們在 C3 AI CRM 方面取得的進步感到非常興奮。

AI CRM represents the next generation of the now $80 billion addressable CRM market, a market segment that I'm confident we will lead.

AI CRM 代表了目前價值 800 億美元的 CRM 市場的下一代，我相信我們將引領這個細分市場。

Keep your eye on this space.

密切關注這個空間。

You can expect a number of exciting announcements and product releases from C3 in the coming year.

您可以期待 C3 在來年發布許多令人興奮的公告和產品。

With Shell and Microsoft, C3 AI expanded the Open AI Energy Initiative, an open marketplace for C3 AI Applications.

C3 AI 與殼牌和微軟合作，擴展了開放 AI 能源計劃，這是一個 C3 AI 應用程序的開放市場。

Announced in February, the open AI initiative accelerates the deployment and availability of enterprise AI solutions to the energy industry by providing a framework for energy operators, service providers, equipment providers and independent software vendors to offer interoperable solutions powered by the C3 AI suite and Microsoft Azure.

開放人工智能計劃於2 月宣布，通過為能源運營商、服務提供商、設備提供商和獨立軟件供應商提供一個框架，提供由C3 AI 套件和Microsoft 提供支持的可互操作解決方案，從而加速企業人工智能解決方案在能源行業的部署和可用性天藍色。

Fiscal year '21 was a great year for C3 AI.

21 財年對於 C3 AI 來說是偉大的一年。

The enterprise AI software market is rapidly growing, and we see accelerating interest in enterprise AI solutions across industries, geographies and market segments.

企業人工智能軟件市場正在快速增長，我們看到跨行業、地域和細分市場對企業人工智能解決方案的興趣日益濃厚。

We are aggressively investing to extend our product and technology leadership to expand our market partner ecosystem and associated distribution capacity.

我們正在積極投資，以擴大我們的產品和技術領先地位，以擴大我們的市場合作夥伴生態系統和相關的分銷能力。

As we continue to execute on delivering high-value outcomes for our customers, we are increasingly well positioned to establish a global leadership position in enterprise AI application software.

隨著我們繼續致力於為客戶提供高價值成果，我們越來越有能力在企業人工智能應用軟件領域建立全球領導地位。

Bottom line, performance was strong across the board, and we are planning for accelerating growth in the coming year.

最重要的是，整體表現強勁，我們計劃在來年加速增長。

And with that, I'll turn it over to our CFO, David Barter, for a more complete color on the quarter and the year.

然後，我會將其交給我們的首席財務官 David Barter，以獲取有關季度和年度的更完整的信息。

David?

大衛？

Thank you, Tom.

謝謝你，湯姆。

We've exceeded our guidance for both revenue and profitability in the fourth quarter while also building significant backlog that will help drive future growth in fiscal year 2022 and beyond.

我們第四季度的收入和盈利能力都超出了預期，同時還積累了大量積壓訂單，這將有助於推動 2022 財年及以後的未來增長。

Revenue in the fourth quarter was $52.3 million, up 26% from a year ago due to increasing demand for our enterprise AI applications, with particularly strong deal volume late in the quarter as reflected in our accounts receivable, deferred revenue, calculated billings and remaining performance obligations.

由於對我們的企業人工智能應用程序的需求不斷增加，第四季度的收入為5230 萬美元，同比增長26%，本季度末的交易量特別強勁，這反映在我們的應收賬款、遞延收入、計算的賬單和剩餘績效中義務。

Our fourth quarter revenue growth is a meaningful improvement over the 19% growth in Q3 and the 11% growth in the first half of the fiscal year, which reflected the impact COVID had on our business.

我們第四季度的收入增長比第三季度 19% 的增長和上半財年 11% 的增長有了顯著的改善，這反映了新冠疫情對我們業務的影響。

Subscription revenue increased to $43.1 million in the fourth quarter, while professional services revenue grew to $9.2 million, reflecting strong customer implementation activity and engagement with Baker Hughes that will make our virtual data lake and reliability applications even more compelling for oil and gas customers.

第四季度訂閱收入增長至4310 萬美元，而專業服務收入增長至920 萬美元，反映出強勁的客戶實施活動以及與貝克休斯的合作，這將使我們的虛擬數據湖和可靠性應用程序對石油和天然氣客戶更具吸引力。

In Q4, 82% of our revenue was from subscriptions and 18% was from professional services.

第四季度，我們 82% 的收入來自訂閱，18% 來自專業服務。

On a full year basis, 86% of our revenue was from subscriptions and 14% was from professional services, consistent with our revenue mix in fiscal year 2020.

全年來看，我們 86% 的收入來自訂閱，14% 來自專業服務，這與我們 2020 財年的收入結構一致。

We continued to anticipate subscription revenue mix in the upper 80% range on a trended basis.

我們繼續預計訂閱收入組合在趨勢基礎上將保持在 80% 以上的範圍內。

However, there may be some variation in the revenue mix quarter-to-quarter.

然而，季度與季度之間的收入組合可能會出現一些變化。

Our revenue growth was highlighted by contributions from 8 different industry verticals, including some newer verticals such as high tech, life sciences, financial services and telco.

我們的收入增長得益於 8 個不同垂直行業的貢獻，包括高科技、生命科學、金融服務和電信等一些較新的垂直行業。

Over the course of fiscal year 2021, these newer verticals contributed 17% of revenue compared to 8% in fiscal year 2020.

在 2021 財年，這些新的垂直行業貢獻了 17% 的收入，而 2020 財年這一比例為 8%。

Geographically, our revenue diversification also increased as activity in EMEA and APAC continue to expand.

從地域上看，隨著歐洲、中東和非洲和亞太地區的活動不斷擴大，我們的收入多元化也有所增加。

On a full year basis, EMEA and APAC drove 34% of our revenue compared to 22% in the prior year.

全年來看，歐洲、中東和非洲和亞太地區占我們收入的 34%，而上一年為 22%。

Our sales execution in Q4 also drove a meaningful increase in our contracted backlog.

我們第四季度的銷售執行也推動了合同積壓訂單的顯著增加。

Total remaining performance obligation, or RPO, at the end of the quarter was $293.8 million, an increase of 23% from a year ago and a 19% sequential increase from the third quarter.

截至本季度末，剩餘履約義務 (RPO) 總額為 2.938 億美元，比去年同期增長 23%，比第三季度環比增長 19%。

Current RPO, which we expect to recognize in the next 12 months, was $145.2 million, an increase of 11% from the prior quarter.

我們預計在未來 12 個月內確認的當前 RPO 為 1.452 億美元，比上一季度增長 11%。

In addition, we had $51.3 million of additional contracted backlog from contracts with the cancellation rights.

此外，我們還有 5130 萬美元的額外合同積壓訂單，這些訂單來自具有取消權的合同。

When combined with our GAAP RPO, this produces a non-GAAP RPO of $345.1 million.

與我們的 GAAP RPO 相結合，得出的非 GAAP RPO 為 3.451 億美元。

Our non-GAAP RPO grew 40% from a year ago, and this represents a sequential increase of 17% from the third quarter.

我們的非 GAAP RPO 較去年同期增長 40%，較第三季度環比增長 17%。

It's important to note that our non-GAAP RPO does not include any backlog associated with Baker Hughes that does not have an existing customer contract.

值得注意的是，我們的非 GAAP RPO 不包括與沒有現有客戶合同的貝克休斯相關的任何積壓訂單。

This commitment at the end of the fourth quarter was $219.3 million, and it leads to an adjusted RPO of $564.4 million, an increase of 31% year-over-year.

截至第四季度末的承諾金額為 2.193 億美元，調整後的 RPO 為 5.644 億美元，同比增長 31%。

Before moving on, I'd like to provide a brief update on our performance in oil and gas.

在繼續之前，我想簡要介紹一下我們在石油和天然氣領域的業績。

Our revenue related to the Baker Hughes market partner relationship was $55.9 million, and it exceeded its revenue commitment of $55.3 million.

我們與貝克休斯市場合作夥伴關係相關的收入為 5590 萬美元，超出了其 5530 萬美元的收入承諾。

Baker Hughes partnership revenue increased 20% compared to $46.7 million of revenue generated in fiscal year 2020.

與 2020 財年的 4670 萬美元收入相比，貝克休斯合作夥伴收入增長了 20%。

In our financials, a portion of the Baker Hughes partner revenue is reported as related party revenue as it is contracted directly with Baker Hughes.

在我們的財務數據中，貝克休斯合作夥伴收入的一部分被報告為關聯方收入，因為它是與貝克休斯直接簽訂合同的。

And the balance of the revenue reflects situations where C3 AI has the contractual relationship with the end customer, but Baker Hughes assisted with the sales process.

收入餘額反映了 C3 AI 與最終客戶存在合同關係，但貝克休斯協助銷售流程的情況。

In the fourth quarter, the related party revenue was $13.8 million and the nonrelated party component was $8.7 million.

第四季度，關聯方收入為 1380 萬美元，非關聯方部分為 870 萬美元。

For full fiscal year 2021, related party revenue was $35.4 million and the nonrelated party revenue was $20.5 million.

2021 財年，關聯方收入為 3540 萬美元，非關聯方收入為 2050 萬美元。

Turning to expenses and profitability.

轉向費用和盈利能力。

I will be referring to non-GAAP metrics, which excludes stock-based compensation expense and the employer portion of payroll tax expense related to stock transactions.

我將指的是非公認會計準則指標，其中不包括基於股票的補償費用和與股票交易相關的工資稅費用的雇主部分。

A GAAP to non-GAAP reconciliation is provided with our earnings press release.

我們的收益新聞稿中提供了 GAAP 與非 GAAP 的調節表。

Gross margin in the fourth quarter was 78.3%, up from 77.5% a year ago.

第四季度毛利率為78.3%，高於去年同期的77.5%。

For full fiscal year 2021, our gross margin was 76.4%, up from 75.6%.

2021 財年，我們的毛利率為 76.4%，高於 75.6%。

The margin expansion over the year was driven by subscription gross margin, which increased to 80.6%, up from 77% in the prior year.

全年利潤率的增長是由訂閱毛利率推動的，訂閱毛利率從上一年的 77% 增至 80.6%。

Our operating loss was $15.4 million in the fourth quarter and favorable to our guidance of a loss of $28 million to $27 million.

第四季度我們的運營虧損為 1,540 萬美元，有利於我們虧損 2,800 萬至 2,700 萬美元的指引。

In the fourth quarter, headcount increased by 56, an 11% sequential increase compared to the third quarter.

第四季度員工人數增加了 56 人，與第三季度相比環比增長 11%。

For the full fiscal year, headcount increased by 134, a year-over-year increase of 30%.

整個財年，員工人數增加了134人，同比增長30%。

We thoughtfully invested throughout the year, and we will continue to invest with focus on expanding our market leadership position as we scale our business.

我們全年都進行了深思熟慮的投資，隨著業務規模的擴大，我們將繼續投資，重點是擴大我們的市場領導地位。

Shifting to our balance sheet and cash flows.

轉向我們的資產負債表和現金流。

We ended the year with $1.09 billion in cash and cash equivalents and investments compared to $1.12 billion at the end of the third quarter.

截至年底，我們的現金和現金等價物及投資為 10.9 億美元，而第三季度末為 11.2 億美元。

We had an operating cash outflow of $31.7 million in the fourth quarter.

第四季度我們的運營現金流出為 3170 萬美元。

Including capital expenditures of $462,000, free cash flow was an outflow of $32.2 million in the fourth quarter.

包括 462,000 美元的資本支出在內，第四季度自由現金流為 3,220 萬美元。

For full fiscal year 2021, operating cash flow was an outflow of $37.6 million and free cash flow was an outflow of $39.2 million.

2021 財年，運營現金流流出 3760 萬美元，自由現金流流出 3920 萬美元。

Reflecting on the deal activity in the fourth quarter, accounts receivable increased to $65.5 million, up 112% over the fourth quarter in the prior year.

反映第四季度的交易活動，應收賬款增加至 6,550 萬美元，比去年第四季度增長 112%。

Deferred revenue grew to $75.2 million, a healthy 25% increase from the end of fiscal year 2020 as well as a 21% sequential increase from the third quarter.

遞延收入增長至 7520 萬美元，較 2020 財年末健康增長 25%，較第三季度環比增長 21%。

Now turning to our guidance for fiscal year 2022 and the first quarter.

現在轉向我們對 2022 財年和第一季度的指導。

We're beginning the year with a healthy contracted backlog.

新年伊始，我們的合同積壓情況良好。

As I mentioned earlier, current RPO increased sequentially 11% last quarter, and our non-GAAP RPO increased 17% sequentially.

正如我之前提到的，上季度當前的 RPO 環比增長了 11%，我們的非 GAAP RPO 環比增長了 17%。

This level of growth provides us with meaningful revenue coverage.

這種增長水平為我們提供了有意義的收入覆蓋。

In Q1, we expect subscription revenue will continue to expand and our subscription revenue mix will climb back to prior year levels.

在第一季度，我們預計訂閱收入將繼續擴大，我們的訂閱收入組合將回升至去年同期水平。

We also expect approximately $2 million less of professional services revenue in Q1 when compared to the prior quarter.

我們還預計第一季度的專業服務收入比上一季度減少約 200 萬美元。

On a full year basis, we expect our subscription revenue mix increase slightly year-over-year given our focus as a software company.

考慮到我們作為一家軟件公司的重點，我們預計我們的訂閱收入組合將同比略有增長。

Gross margin will continue to expand.

毛利率將繼續擴大。

It's important to keep in mind that C3 AI has been designed to be a structurally profitable business.

重要的是要記住，C3 AI 被設計為一項結構性盈利業務。

We expect gross margin to expand by another point in the coming year, driven by the growth of our subscriptions.

我們預計，在訂閱量增長的推動下，來年毛利率將再增長一個百分點。

And finally, it is worth noting that we will invest thoughtfully to expand our leadership position in the market.

最後，值得注意的是，我們將進行深思熟慮的投資，以擴大我們在市場上的領導地位。

Investment will be higher in Q1 and then it will be more balanced for the remaining quarters of the year.

第一季度的投資將會更高，然後今年剩餘季度的投資將會更加平衡。

With that in mind, for full fiscal year 2022, we anticipate revenue to be in the range of $243 million to $247 million, non-GAAP operating loss in the range of $119 million to $107 million.

考慮到這一點，我們預計 2022 財年的收入將在 2.43 億美元至 2.47 億美元之間，非 GAAP 運營虧損將在 1.19 億美元至 1.07 億美元之間。

For the first quarter of fiscal year '22, we expect revenue in the range of $50 million to $52 million and non-GAAP operating loss in the range of $35 million to $28 million.

對於 22 財年第一季度，我們預計收入在 5000 萬美元至 5200 萬美元之間，非 GAAP 運營虧損在 3500 萬美元至 2800 萬美元之間。

In summary, we exceeded our guidance for revenue and operating income in the fourth quarter.

總而言之，我們第四季度的收入和營業收入超出了我們的指導。

With our growth initiatives well underway and the increasing demand for our technology, we believe we are in a strong position to deliver an even better performance in fiscal year 2022.

隨著我們的增長計劃順利進行以及對我們技術的需求不斷增加，我們相信我們有能力在 2022 財年實現更好的業績。

Thank you for joining today's call.

感謝您參加今天的電話會議。

Now I'll turn the call over to the operator for questions.

現在我將把電話轉給接線員詢問問題。

Operator?

操作員？

(Operator Instructions) We have our first question coming from the line of Daniel Ives with Wedbush.

（操作員說明）我們的第一個問題來自 Daniel Ives 和 Wedbush 的線路。

Can you talk just about success that you're having, vertically speaking, when I think about utilities and oil and gas versus financials?

當我考慮公用事業、石油和天然氣與金融業時，您能否垂直談談您所取得的成功？

Are you starting to see just more and more penetration across verticals from a customer base?

您是否開始看到客戶群在各個垂直領域的滲透率越來越高？

Well, yes.

嗯，是。

I mean we began -- we had a huge concentration in utilities, as you'll recall.

我的意思是，正如您所記得的，我們一開始就非常專注於公用事業。

And then a couple of years ago we went into the oil and gas business, and now that's a pretty big chunk of our business.

幾年前，我們進入了石油和天然氣業務，現在這是我們業務的很大一部分。

We're seeing initial success that's quite significant in financial services with Bank of America and Standard Chartered Bank.

我們看到美國銀行和渣打銀行在金融服務領域取得了相當重大的初步成功。

And now with the relationship with FIS and a number of discussions we have going on in the world, we expect to see substantial expansion in financial services as our products are used for anti-money laundering, customer churn, cash management, Volcker Rule compliance, margin lending.

現在，隨著與 FIS 的關係以及我們在世界範圍內進行的一系列討論，我們預計金融服務將大幅擴展，因為我們的產品用於反洗錢、客戶流失、現金管理、沃爾克規則合規、保證金貸款。

Manufacturing remains a big business for us, particularly as it relates to stochastic optimization of the supply chain, production optimization.

製造對我們來說仍然是一項大業務，特別是因為它涉及供應鏈的隨機優化和生產優化。

So I mean we're clearly diversifying across a wide range of industries, and I think we'll see increasing diversification, both in terms of additional industry segments and a wider range, instead of only doing very, very large deals like we did 3 and 4 years ago, and now we have a mix of large deals, medium deals and small deals that is resulting in a substantial reduction in our average contract value.

所以我的意思是，我們顯然正在廣泛的行業中實現多元化，而且我認為我們將看到多元化的增加，無論是在額外的行業細分還是更廣泛的範圍方面，而不是像我們那樣只進行非常非常大的交易 3與四年前相比，現在我們有大型交易、中型交易和小型交易，這導致我們的平均合同價值大幅下降。

So as this plays out just like the relational database business did and the mini computer market did and CRM did, I think that enterprise AI will be adopted across all sectors, precision health, travel/transportation, aerospace, you name it.

因此，正如關係數據庫業務、迷你計算機市場和 CRM 所做的那樣，我認為企業人工智能將被應用於所有領域，精準醫療、旅行/交通、航空航天，凡是你能想到的領域。

And we expect to play in all those sectors.

我們希望在所有這些領域發揮作用。

Great.

偉大的。

And just a quick follow-up.

只是快速跟進。

Can you just talk about -- from a conversation with -- that you're having with customers, when you're talking to CIOs, CEOs, how it's changed in terms of where C3 stands today versus even 6 months ago or a year ago?

您能否從與客戶的對話中談一談，當您與首席信息官、首席執行官交談時，與 6 個月前或一年前相比，C3 今天的情況發生了怎樣的變化？

I mean is it -- has it really gone from -- to just more strategic and it's almost more of a pull versus push?

我的意思是，它是否真的變得更具戰略性，並且幾乎更像是拉動而不是推動？

Can you just compare and contrast, especially just given what you've seen in the last 30, 40 years?

您能否進行比較和對比，尤其是考慮到您在過去 30、40 年中所看到的情況？

Well, I think we really hit an inflection point after -- I mean the first 2 quarters of this calendar year were -- excuse me, of calendar year '20, okay, were tough, right?

好吧，我認為我們確實遇到了一個拐點，之後——我的意思是今年的前兩個季度——對不起，20 日曆年的前兩個季度，好吧，很艱難，對吧？

And we were doing these large enterprise transactions and then COVID hit, Paris closed, Rome closed, London closed, New York closed, Chicago closed.

我們當時正在做這些大型企業交易，然後新冠疫情來襲，巴黎休市，羅馬休市，倫敦休市，紐約休市，芝加哥休市。

And so that did slow us down.

這確實減慢了我們的速度。

Now when we get into May, June, July of last year, we saw dramatic acceleration.

現在，當我們進入去年的五月、六月、七月時，我們看到了急劇的加速。

And this mandate towards digital transformation seems to have made it at the top of everybody's agenda.

數字化轉型的使命似乎已成為每個人議程的首要任務。

And digital transformation is very much about the application of enterprise AI to make stuff more efficiently, plan stuff more efficiently, deliver higher-quality products into the hands of more satisfied customers at lower cost.

數字化轉型很大程度上涉及企業人工智能的應用，以更高效地製造產品、更高效地規劃產品、以更低的成本將更高質量的產品交付到更滿意的客戶手中。

We are clearly more credible today in the market than we ever have been.

今天，我們在市場上顯然比以往任何時候都更加可信。

I think that -- I think we're doing a pretty good job of demonstrating thought leadership in AI, the work that we're doing with major research institutions like Illinois, Carnegie Mellon, Princeton, MIT, Stanford, Berkeley, KTH is kind of really helping us at the high end.

我認為——我認為我們在展示人工智能領域的思想領導力方面做得非常好，我們與伊利諾伊州、卡內基梅隆大學、普林斯頓大學、麻省理工學院、斯坦福大學、伯克利大學、瑞典皇家理工學院等主要研究機構所做的工作是友善的在高端領域真正幫助我們。

But now we have production use cases in -- all over the place in utilities, all over the place in manufacturing, in financial services, in aerospace.

但現在我們在公用事業、製造業、金融服務業、航空航天領域都有生產用例。

And so the pipeline has never been larger, okay, and the sales cycles are shorter than they have ever been.

因此，渠道從未如此龐大，好吧，銷售週期也比以往任何時候都短。

So we're -- right now we're pretty optimistic about what the next coming 2 years look like.

所以我們現在對未來兩年的情況非常樂觀。

We have our next question coming from the line of Brad Sills with Bank of America.

我們的下一個問題來自美國銀行的 Brad Sils。

I wanted to ask one just about the general environment for AI and the sales audience.

我想問一下人工智能的總體環境和銷售受眾。

Are you seeing a change where now your deals are sponsored more by a data scientist owner, if you will?

您是否看到了變化，現在您的交易更多地由數據科學家所有者贊助（如果您願意的話）？

Or is it still very much a CIO sales as a line of business, as AI becomes more at the forefront of critical capabilities for these companies?

或者，隨著人工智能越來越成為這些公司關鍵能力的最前沿，它仍然是作為一個業務線的 CIO 銷售嗎？

Is the sales audience changing?

銷售受眾是否發生變化？

And are you seeing that more pervasively through these organizations?

您是否通過這些組織更普遍地看到了這一點？

Well, I mean, it's a good question, Brad.

嗯，我的意思是，這是一個很好的問題，布拉德。

And I think it is changing.

我認為情況正在改變。

If you see, like, the uptake on Ex Machina, they were selling to basically individual data scientists and citizen data scientists to all these organizations, like, $500 at a time or something.

如果你看到 Ex Machina 的受歡迎程度，他們基本上是向所有這些組織的個人數據科學家和公民數據科學家出售產品，比如一次 500 美元之類的。

And the uptake there is pretty substantial.

而且那裡的吸收量相當可觀。

But I would say it varies from organization to organization.

但我想說的是，每個組織的情況都不同。

Some places, it's starting in divisions.

有些地方是從分區開始的。

At other places like Bank of America, it's hard to get to the very top or at or near the top.

在美國銀行等其他地方，很難達到最高水平或達到或接近最高水平。

So it -- whether we start at the bottom or we start at the middle, we seem to make it to the top sooner or later.

所以，無論我們是從底部開始還是從中間開始，我們似乎遲早都會到達頂部。

And at Bank of America or Standard Chartered Bank or Koch, it's -- this is a rapidly growing hot market with a lot of people really interested.

在美國銀行、渣打銀行或科赫，這是一個快速增長的熱門市場，很多人都對此非常感興趣。

And they've been -- I think they're a little bit frustrated with what they've been attempting to accomplish in the last 3, 4, 5 years but haven't been able to accomplish.

我認為他們對過去 3 年、4 年、5 年一直試圖實現但未能實現的事情感到有點沮喪。

So we present the prospect of being able to fix that and business is good.

因此，我們提出了能夠解決這個問題的前景，而且生意很好。

That's great.

那太棒了。

And then one more, if I may, please.

如果可以的話，請再來一張。

As you've pivoted towards these smaller deals, smaller land deals, what does that mean for the expansion opportunity?

當您轉向這些較小的交易、較小的土地交易時，這對擴張機會意味著什麼？

How is that different from some of these larger deals where you land bigger?

這與您獲得的更大交易有何不同？

Should we see a greater velocity of expand deals than some of these early wins that perhaps are smaller in footprint?

我們是否應該看到比這些規模較小的早期勝利更快的擴展交易速度？

I think that's a really good question.

我認為這是一個非常好的問題。

And the answer is yes.

答案是肯定的。

I mean as you get into selling to small and medium businesses, selling CRM, selling Ex Machina, I mean, there you're selling $500, [1,000] at a time, and it becomes a NRR game.

我的意思是，當你開始向中小型企業銷售、銷售 CRM、銷售 Ex Machina 時，我的意思是，你一次銷售 500 美元，[1,000]，它就變成了 NRR 遊戲。

NRR has been really less important as a metric for us historically because we're landing contracts that were so long in duration and so large.

從歷史上看，NRR 作為一個指標對我們來說實際上不太重要，因為我們簽訂的合同期限如此長且規模如此之大。

I mean you can remember in fiscal year '18 and '19, you were here when we were doing $30 million, $40 million, $50 million deals all the time.

我的意思是，你還記得在 18 和 19 財年，當我們一直在進行 3000 萬美元、4000 萬美元、5000 萬美元的交易時，你就在這裡。

And that's clearly changing now.

現在情況顯然正在改變。

So I think it's a healthy mix of large deals, medium deals and de minimis transactions.

所以我認為這是大型交易、中型交易和微量交易的健康組合。

I would say, $500 a month, by our standards, is certainly de minimis.

我想說，按照我們的標準，每月 500 美元肯定是微不足道的。

But it certainly looks good in the long run in terms of evening out, getting the lumpiness out of bookings so we don't have to deal with that anymore.

但從長遠來看，就晚上外出而言，這確實看起來不錯，擺脫了預訂的混亂，這樣我們就不必再處理這個問題了。

We have our next question coming from the line of Michael Turits with KeyBanc.

我們的下一個問題來自 KeyBanc 的 Michael Turits。

Tom, can you just give us a little bit more on the Shell deal?

湯姆，您能給我們介紹一下有關殼牌交易的更多信息嗎？

Is it an expansion?

是擴張嗎？

How does it impact, if it does, revenue going forward?

如果確實如此，它將如何影響未來的收入？

Well, it is revenue, and it's more revenue, and it's more revenue.

嗯，這是收入，這是更多的收入，這是更多的收入。

So I think the existing contract that we had in place with Shell, Michael, and I could be wrong on this, I think it was the second or third contract, okay?

所以我認為我們與殼牌、邁克爾和我簽訂的現有合同可能是錯誤的，我認為這是第二份或第三份合同，好嗎？

And it was about 4 years in duration.

持續時間大約為4年。

Originally, we did a couple of production trials with them, I forget what year, and those were successful, and then they expanded to kind of a small enterprise deal, then they expanded to a larger enterprise deal, which was 3 or 4 years in duration.

最初，我們與他們進行了幾次生產試驗，我忘記了是哪一年，那些都成功了，然後他們擴展到一種小型企業交易，然後他們擴展到更大的企業交易，這是3 或4年的時間期間。

Now Shell is very much reinventing itself around all aspects of its business with this initiative they call Shell.ai, which is a combination of basically C3 AI sitting on top of Azure and then a number of very, very bright people who are applying AI to basically all aspects of Shell's business, upstream, downstream, midstream and, really importantly, renewables.

現在，殼牌正在圍繞其業務的各個方面進行徹底改造，他們稱之為 Shell.ai，該計劃基本上是基於 Azure 的 C3 AI 和一些非常非常聰明的人將 AI 應用到的組合。基本上是殼牌業務的所有方面，上游、下游、中游，以及非常重要的可再生能源。

I think by 2050, I'm not really privy to all of Shell's company, but -- all of Shell's strategy, but looks to me like it might become an electricity business.

我認為到 2050 年，我並不真正了解殼牌公司的全部情況，但是——殼牌公司的所有戰略，但在我看來，它可能會成為一家電力企業。

Anyhow, they were deploying many, many successful applications.

不管怎樣，他們部署了很多很多成功的應用程序。

They decided to renew their application a year before it expired.

他們決定在申請到期前一年更新申請。

And so they entered into a new 5-year relationship with us to kind of dramatically expand the number of assets, to which they can apply the C3 applications and the C3 stack.

因此，他們與我們建立了新的 5 年合作關係，以大幅擴展資產數量，他們可以在其中應用 C3 應用程序和 C3 堆棧。

We work with them independently of that to develop this Open AI Initiative, which you can think of as a marketplace that's being sponsored by Shell, C3 and Microsoft.

我們與他們獨立合作開發這個開放人工智能計劃，你可以將其視為由殼牌、C3 和微軟贊助的市場。

And it's a marketplace in which all the energy providers can basically put their C3 applications, and they can trade them to one another.

這是一個所有能源提供商基本上都可以放置其 C3 應用程序的市場，並且可以相互交易。

So Shell is a -- it's a strategic deal.

因此，殼牌是一項戰略交易。

It's 5-plus years.

已經5年多了。

And it is irrevocable, nonrefundable commitment.

而且這是不可撤銷、不可退還的承諾。

And it's a very substantial and important transaction that we think will serve at something of a bell cow in the oil and gas industry because Shell is perceived of as a technology leader in that space.

這是一項非常重大且重要的交易，我們認為它將在石油和天然氣行業發揮重要作用，因為殼牌被認為是該領域的技術領導者。

And so we think that will help fuel our oil and gas business, which is already quite healthy.

因此，我們認為這將有助於推動我們已經相當健康的石油和天然氣業務。

And I know a lot of people think oil and gas is kind of yucky, but these guys are all reinventing themselves as renewable energy companies, and we're very pleased to be able to play a role in that.

我知道很多人認為石油和天然氣有點令人討厭，但這些人都在將自己重塑為可再生能源公司，我們很高興能夠在其中發揮作用。

Thanks, Tom.

謝謝，湯姆。

And David, if you could, could you talk to us a little bit about the move down market from a couple of aspects, one, in terms of Ex Machina, in terms of the progress there and how much might be built into the guide and then maybe what your TCV was like in the quarter if it's really moving down?

大衛，如果可以的話，你能從幾個方面和我們談談下沉市場嗎？一是《機械姬》的進展情況，以及指南中可能包含多少內容，那麼，如果您的TCV 真的下降了，那麼本季度的TCV 可能會怎樣？

Michael, I couldn't quite hear the second part of your question.

邁克爾，我聽不太清你問題的第二部分。

Could you repeat it, please?

請您重複一遍好嗎？

So again -- I'm sorry about that.

再說一遍——我對此感到抱歉。

So all about the move down market and maybe you could approach it from a couple of angles.

關於市場的下行，也許你可以從幾個角度來看待它。

First of all, how much traction with Ex Machina, how much is built into the guide for next year from Ex Machina?

首先，《機械姬》的吸引力有多大，《機械姬》明年的指南中有多少內容？

And on TCV, what was it, not just in the year, but in the quarter?

在 TCV 上，不僅是當年的情況，而且是本季度的情況？

And how effectively are you moving that down?

您如何有效地將其降低？

Great questions.

很好的問題。

Michael, in terms of planning, the way we planned our business, we think about our subscription revenue accelerating over the course of the year.

邁克爾，就規劃而言，我們規劃業務的方式，我們認為我們的訂閱收入在這一年中會加速增長。

And as you can see in our guide, we're looking at a midpoint of 26 going up to 34, and Ex Machina certainly features in that.

正如您在我們的指南中所看到的，我們正在考慮 26 到 34 之間的中點，而《機械姬》無疑是其中的特色。

So we have thought about it in terms of our go-to-market teams, and we planned at a detailed level as we thought about the outlook for the year and how to continue to accelerate our growth.

因此，我們從市場營銷團隊的角度進行了思考，並在考慮今年的前景以及如何繼續加速增長時進行了詳細的計劃。

So that's in terms of Ex Machina.

這就是《機械姬》的情況。

And then in terms of TCV in the quarter, we were at about $7.5 million of TCV in the quarter.

然後就本季度的 TCV 而言，本季度的 TCV 約為 750 萬美元。

We have our next question coming from the line of Patrick Colville with Deutsche Bank.

我們的下一個問題來自德意志銀行的帕特里克·科爾維爾。

The presentation was fascinating, and I was really interested to kind of hear how you see the market evolving.

演講很精彩，我真的很想听聽您如何看待市場的發展。

Just help me understand though, just this quarter, and I guess implicit in your guide, it doesn't seem like the -- this is translating into dollars just yet.

請幫助我理解，就在這個季度，我想你的指南中隱含著，這似乎還沒有轉化為美元。

Subscription revenue is kind of basically flat sequentially and, implicit in the guide, it's kind of flat again in the first quarter.

訂閱收入與上一季度基本持平，並且在指南中隱含，第一季度再次持平。

So just help me understand just the kind of puts and takes between this fantastic long-term potential that you've articulated that we can see versus the kind of near term this translating into kind of dollars now.

因此，請幫助我了解您所闡述的我們可以看到的這種奇妙的長期潛力與現在轉化為美元的短期潛力之間的看跌期權和拿取期權。

I think it was kind of flat last year, Q4 to Q1, wasn't it, Patrick, if my memory serves me correct?

我認為去年第四季度到第一季度的情況比較平淡，帕特里克，如果我沒記錯的話，不是嗎？

And I think that the growth projections that you and others had for us, correct me if I'm wrong, the amount for this year was about 9%, and I think we came in at about 17%.

我認為你和其他人對我們的增長預測，如果我錯了，請糾正我，今年的增長量約為 9%，我認為我們的增長約為 17%。

The -- we're seeing -- part of what's going on in Q1 is, we -- the growth -- the year is going to be a very healthy year.

我們看到，第一季度發生的事情的一部分是，我們的增長，今年將是非常健康的一年。

Q1 will be a very healthy quarter.

第一季度將是一個非常健康的季度。

We are raising guidance for Q1 over what the consensus was.

我們正在根據共識提高第一季度的指導。

Part of what's going on in Q1, however, is an artifact.

然而，第一季度發生的事情的一部分是人為的。

You have to go back and look at bookings, which I'm not going to disclose, okay, for like Q1 and Q2 of fiscal year '20, okay?

你必須回去看看預訂情況，我不會透露，好吧，就像 20 財年第一季度和第二季度一樣，好嗎？

And if you look at '19 and '20, we're kind of thrashing around quarter-to-quarter in bookings.

如果你看看 19 和 20 年，我們的預訂量每季度都在大幅波動。

And there's kind of an artifact there.

那裡有一種神器。

It has some downward pressure on -- everything -- as these -- as the revenue kind of -- from bookings waterfalls out over, say, 36 months.

它對所有事情都存在一些下行壓力，例如，由於預訂量在 36 個月內急劇下降，收入也隨之下降。

And there was a quarter back there that wasn't very big, and the term of the revenue was not very long in the quarter.

過去的一個季度規模並不是很大，而且該季度的收入期限也不是很長。

And there's a little bit downward pressure in Q1.

第一季度存在一些下行壓力。

The Q1 is going to be -- it will be a fine quarter, and the year is going to be a great year.

第一季度將是一個美好的季度，今年也將是偉大的一年。

Great.

偉大的。

That's very helpful.

這非常有幫助。

And then I guess, as we kind of think beyond fiscal first quarter into kind of fiscal second, third and fourth of next year, I mean, just sticking to the numbers here.

然後我想，當我們從第一財季到明年第二財季、第三財季和第四財季的時候，我的意思是，只是堅持這裡的數字。

Again, the guide suggests quite a material re-acceleration.

該指南再次建議大幅重新加速。

I mean I remember at the time of the IPO, we were talking about a number of factors, including the exit from coronavirus.

我的意思是，我記得在首次公開募股時，我們討論了很多因素，包括冠狀病毒的退出。

We were talking about kind of lapsing of the Baker Hughes contract reset.

我們正在談論貝克休斯合同重置的失效。

Are they still the kind of key reasons for this re-acceleration in subscription revenue in the second half of fiscal '22?

它們仍然是 22 財年下半年訂閱收入重新加速的關鍵原因嗎？

Or are there other factors that we should be aware of?

或者還有其他我們應該注意的因素嗎？

Well, I think what we saw was a re-acceleration of bookings in the second half of fiscal year '21 really, okay?

嗯，我認為我們看到的是 21 財年下半年的預訂量確實重新加速，好嗎？

And as we -- I mean we came into fiscal year '21 blowing and going, I think.

我認為，我的意思是，我們進入 21 財年時勢頭強勁。

Wasn't the growth rate in fiscal year '20 like 91% growth or something?

20財年的增長率不是91%之類的嗎？

71%.

71%。

71%.

71%。

Okay.

好的。

Sorry.

對不起。

It was a big number.

這是一個很大的數字。

It was a big number.

這是一個很大的數字。

It was significantly not 0, okay?

它明顯不是0，好嗎？

It was big and then we got kicked in the teeth with COVID, okay?

事情很嚴重，然後我們就被新冠病毒打得落花流水，好嗎？

And the -- and I think what you're seeing is just -- what we saw in the second half of the year is just a re-acceleration of business.

我認為你所看到的是——我們在今年下半年看到的只是業務的重新加速。

And COVID is clearly over, and our digital transformation is -- the interest in that is more acute than it ever has been, okay?

新冠疫情顯然已經結束，我們的數字化轉型——對此的興趣比以往任何時候都更加強烈，好嗎？

The interest in enterprise AI is more significant than it ever has been, okay?

人們對企業人工智能的興趣比以往任何時候都更加濃厚，好嗎？

And we're perceived of as a kind of more substantial, more reliable provider than we ever have been.

我們被認為是比以往任何時候都更可靠、更可靠的供應商。

So I think what we're just seeing is acceleration of business.

所以我認為我們剛剛看到的是業務的加速。

It's a good thing.

這是一件好事。

We have our next question coming from the line of Jack Andrews with Needham.

我們的下一個問題來自傑克·安德魯斯和李約瑟的對話。

Tom, I was wondering if you could speak to just the hiring environment.

湯姆，我想知道你是否可以只談談招聘環境。

It's historically been difficult for applicants to secure opportunities at C3.

從歷史上看，申請人很難獲得 C3 的機會。

And so could you just speak to, are you able to scale the organization the way you want to in terms of finding the right types of people to build out the organization these days?

那麼您能否談談，您現在是否能夠按照您想要的方式擴展組織，以找到合適類型的人員來構建組織？

I reviewed those data today, Jack.

我今天查看了這些數據，傑克。

Great question.

很好的問題。

Last quarter, I think we had 12,000 applicants, okay, job applicants from all over the world to C3 AI.

上個季度，我想我們有 12,000 名求職者，好吧，來自世界各地的 C3 AI 求職者。

[Count them], 12,000, okay?

[數一下]，12,000，好嗎？

And this annualizes to roughly 50,000.

每年大約有 50,000 個。

And we're in the heart of Silicon Valley.

我們位於矽谷的中心。

This is supposed to be a very challenging hiring environment.

這應該是一個非常具有挑戰性的招聘環境。

Of the -- of those 12,000, I think, we had interviews in one form or another with almost 3,000, and we hired a net of, like, 56.

我想，在這 12,000 人中，我們以某種形式對近 3,000 人進行了面試，最終淨聘用了大約 56 人。

So we have really the brightest and most -- highly trained and experienced data scientists in the world and application engineers and salespeople and sales leadership, okay, and marketing leadership who want to join us.

因此，我們確實擁有世界上最聰明、最訓練有素、經驗豐富的數據科學家、應用工程師、銷售人員和銷售領導層，好吧，還有想要加入我們的營銷領導層。

And so we're very, very fortunate in that respect.

因此，我們在這方面非常非常幸運。

We kind of need to figure what's going on and battle this as we go forward.

我們需要弄清楚正在發生什麼，並在前進的過程中與之鬥爭。

But the rate of interest in people coming to work at C3 has not slowed down, okay?

但人們對來 C3 工作的興趣並沒有減慢，好嗎？

And our rate of interest in hiring people has definitely not slowed down.

我們招聘人員的興趣絕對沒有放緩。

And if you go -- and I encourage anybody who's interested to -- you get a pretty good feel for what the culture is like and what the morale is like if you go look us up on Glassdoor.com.

如果你去——我鼓勵任何有興趣的人——如果你在 Glassdoor.com 上查找我們，你就會很好地感受到我們的文化和士氣。

But yes, it was, I think, 12,050 people -- or 12,500 people who have applied for jobs here in the last quarter.

但是，是的，我認為上個季度有 12,050 人——或者說 12,500 人在這裡申請了工作。

It's really rewarding.

真的很值得。

That's great.

那太棒了。

Thanks for the color around that.

感謝周圍的顏色。

And just as a follow-up question.

只是作為後續問題。

I think in your prepared remarks, you referenced strong deal volume late in the quarter.

我認為在您準備好的講話中，您提到了本季度末的強勁交易量。

I was wondering if you could provide some more context around that.

我想知道您是否可以提供更多相關背景信息。

Was that something that just happened organically within your customer base?

這是在您的客戶群中自然發生的事情嗎？

Or is that the result of maybe some of your partnerships really coalescing?

或者這是你們的一些合作夥伴關係真正合併的結果？

Any further clarity would be appreciated.

任何進一步的澄清將不勝感激。

Jack, I don't think I said anything like that.

傑克，我想我沒有說過那樣的話。

I think, Jack, you may have heard it in one of my paragraphs.

我想，傑克，你可能在我的一段話中聽到過。

What -- I missed that.

什麼——我錯過了。

I was out of the room.

我走出了房間。

And so I think all we were highlighting is the correlation, Jack, between our bookings and how that manifested in terms of accounts receivable, deferred revenue and the strengthening of our performance measures like RPO.

因此，我認為我們強調的是我們的預訂之間的相關性，以及在應收賬款、遞延收入和加強我們的績效指標（如 RPO）方面如何體現的相關性。

And so what we saw -- we just saw bookings percolate through the financial results.

所以我們看到的是——我們只是看到預訂滲透到財務業績中。

We have our next question coming from the line of Mark Murphy with JPMorgan.

我們的下一個問題來自摩根大通的馬克·墨菲。

Tom, how is the signaling from some of your end markets that benefit from higher commodity prices like oil and gas or higher inflation and interest rates, such as financial services?

湯姆，一些受益於石油和天然氣等大宗商品價格上漲或金融服務等通脹和利率上升的終端市場發出的信號如何？

I'm just wondering because that's a pretty good portion of your customer base.

我只是想知道，因為這是你們客戶群中相當大的一部分。

Is it safe to assume that's on much firmer footing versus a year ago where you would see that driving strong pipeline growth for later in this year?

是否可以安全地假設，與一年前相比，現在的基礎更加牢固，您認為這將在今年晚些時候推動管道的強勁增長？

Well, oil and gas, I don't know what gas prices were a year ago, but I remember about 1.5 years ago, you couldn't give away oil, right?

好吧，石油和天然氣，我不知道一年前的天然氣價格是多少，但我記得大約 1.5 年前，你不能放棄石油，對嗎？

It was like negative $37 a barrel or something.

就像每桶負 37 美元之類的。

Where is it today?

今天在哪裡？

You know better than I, roughly $67 or something like that.

你比我更清楚，大概是 67 美元之類的。

So you can assume it's easier to do business with oil at $67 a barrel than it is at negative $37.

因此，您可以假設，以每桶 67 美元的價格做生意比以負 37 美元的價格做生意更容易。

I can assure you of that.

我可以向你保證這一點。

And the banks all seem to be printing money around the world.

世界各地的銀行似乎都在印鈔。

So those segments do look healthier than they have in some time for us.

因此，對我們來說，這些細分市場看起來確實比以前更健康。

And we expect to see outsized growth in those segments.

我們預計這些領域將出現大幅增長。

We're not stopping there.

我們不會就此止步。

I mean you can expect us to be investing this year in a big way in defense and intelligence, and that's been manifested in some of the hiring that you've seen.

我的意思是，你可以預期我們今年將在國防和情報方面進行大量投資，這在你所看到的一些招聘中得到了體現。

Telco, where we're putting -- we've put together a large organization around telco.

電信公司，我們所在的地方——我們已經圍繞電信公司組建了一個大型組織。

You can expect to see a large investment in precision health.

您可以預期會看到對精準健康的大量投資。

So yes, we will be further penetrating the oil and gas businesses and the banking business.

所以，是的，我們將進一步滲透石油和天然氣業務以及銀行業務。

And those industries today look very healthy.

如今這些行業看起來非常健康。

Okay.

好的。

As a follow-up, I guess, regarding the Shell partnership extension, are you able to comment on the dollar amount?

作為後續行動，我想，關於殼牌合作夥伴關係延期，您能否對美元金額發表評論？

And it wasn't clear to me whether that is reflected in the RPO balance that we're seeing for Q4.

我不清楚這是否反映在我們看到的第四季度的 RPO 平衡中。

Or is that something -- would that manifest in the Q1 metrics?

或者這會在第一季度的指標中體現出來嗎？

That's in RPO.

這就是 RPO。

I mean we closed it in Q4, and it's in RPO.

我的意思是我們在第四季度關閉了它，並且處於恢復點目標 (RPO) 內。

And -- but in terms of the size of it, I can tell you if you take all of our deals, the size of some of the deals and divide by the number of deals, it's, what I'd say, $7.2 million.

而且 - 但就其規模而言，我可以告訴你，如果你把我們所有的交易，其中一些交易的規模除以交易數量，我想說的是 720 萬美元。

And that -- but the size of Shell, it's a good one.

而且，就殼牌公司的規模而言，這是一個不錯的選擇。

It's bigger than a bread box.

它比麵包盒還大。

Let's say, it didn't contribute to bringing our average total contract value down.

可以說，它並沒有導致我們的平均合同總價值下降。

Yes.

是的。

Okay.

好的。

And then just one final one, David.

然後是最後一件事，大衛。

On the CRPO, I think it grew well sequentially.

在 CRPO 方面，我認為它連續增長良好。

I think it grew 9% or 10% year-over-year.

我認為它同比增長了 9% 或 10%。

Is there any perspective on maybe how to drive that current piece of RPO a bit faster?

對於如何加快當前 RPO 的速度，有什麼看法嗎？

I think a prior analyst was commenting that we see it in the kind of longer-term portions.

我認為之前的一位分析師評論說，我們在長期部分中看到了這一點。

But can -- look -- for instance, do you think that CRPO number could be growing a little faster a couple of quarters down the road?

但是，例如，你認為 CRPO 的數字在未來幾個季度可能會增長得更快一點嗎？

Yes is the short answer.

是的，這是簡短的答案。

We have our next question coming from the line of David Hynes with Canaccord.

我們的下一個問題來自 David Hynes 與 Canaccord 的對話。

Tom, you highlighted CRM as kind of the opportunity that excites you the most.

Tom，您強調 CRM 是最令您興奮的機會。

I'm just curious, like, where do you see the most low-hanging fruit in CRM?

我只是很好奇，您認為 CRM 中最容易實現的目標在哪裡？

And what's the home run vision for that market as you kind of reimagine it with AI?

當您用人工智能重新構想這個市場時，該市場的本壘打願景是什麼？

Well, I'm not sure it's a thing that's excited me the most, but I'm really excited about it, okay?

好吧，我不確定這是最讓我興奮的事情，但我真的很興奮，好嗎？

It's not going to be our biggest market.

這不會是我們最大的市場。

Our biggest market is going to be enterprise AI writ large, think precision health, think banking, think oil and gas, travel/transportation, what have you.

我們最大的市場將是企業人工智能，想想精準健康、想想銀行業、想想石油和天然氣、旅行/交通等等。

That being said, guys, CRM today is an $80 billion addressable market, okay?

話雖這麼說，伙計們，今天的 CRM 是一個價值 800 億美元的潛在市場，好嗎？

The next generation of CRM is all about AI-enabled CRM, okay?

下一代 CRM 都是基於人工智能的 CRM，好嗎？

And AI-enabled CRM is basically when you take the data that are in the CRM system and combine it with all sorts of exogenous data.

人工智能支持的 CRM 基本上就是獲取 CRM 系統中的數據並將其與各種外源數據相結合。

Let's take a hypothetical of a manufacturing company, maybe Boeing, okay?

讓我們假設一家製造公司，也許是波音，好嗎？

So Boeing has all the -- they used to sell $60 billion worth of commercial aircraft.

所以波音擁有一切——他們過去銷售了價值 600 億美元的商用飛機。

I have no idea what they sell today.

我不知道他們今天賣什麼。

Okay.

好的。

But they have a CRM system, probably Salesforce Receivable or something.

但他們有一個 CRM 系統，可能是 Salesforce Receivable 之類的。

They're all kind of the same, okay?

他們都是一樣的，好嗎？

And they -- where they have all the sales forecast that the guys put in.

他們——他們有這些人輸入的所有銷售預測。

And these sales -- these systems are just like the systems that you guys have at JPMorgan Chase and every place else.

這些銷售——這些系統就像你們在摩根大通和其他地方擁有的系統一樣。

The sales guys just put whatever they need to get -- put in there to get the sales manager off the back, okay?

銷售人員只是把他們需要的東西放在那裡，讓銷售經理擺脫困境，好嗎？

And so they put in all these records.

所以他們輸入了所有這些記錄。

They already have 35,000 salespeople at Merck, each of which are putting hundred lines of garbage.

默克公司已經有 35,000 名銷售人員，每個人都在寫上百行垃圾。

And so you get 350,000 lines of garbage in your forecasting system.

因此，您的預測系統中會出現 350,000 行垃圾。

And you take the [sum] of that and that's supposed to be your sales forecast.

然後你將其求和，這應該就是你的銷售預測。

Well, it really doesn't work that way.

嗯，事實並非如此。

Now however, the data really aren't useless.

然而現在，這些數據確實不再毫無用處。

And if we think about -- this is hypothetical because we're not talking with them about this, but let's think about Dave Calhoun at Boeing.

如果我們想一想——這是假設，因為我們沒有與他們討論這個問題，但讓我們想想波音公司的戴夫·卡爾霍恩。

And he's got the information that's in their CRM system about contacts, about opportunities, about deals that are supposed to close at Lufthansa, at Bank of America, at Southwest Airlines.

他在他們的 CRM 系統中獲取了有關聯繫人、機會以及漢莎航空、美國銀行和西南航空應該完成的交易的信息。

And it's just the information that the salespeople put in.

這只是銷售人員輸入的信息。

Now imagine combining that data with almost 9x more that or order of magnitude, more exogenous data about the market, think commodity prices, jet fuel prices, the equity prices of Boeing's customer, Southwest Airlines, Lufthansa, American Airlines, NLP on social media, okay, NLP on analyst reports, equity prices of all these companies, GDP growth rates, travel -- passenger travel miles, is the country at war, is the country at peace, okay?

現在想像一下，將這些數據與幾乎9 倍以上或數量級的、更多的市場外生數據結合起來，想想大宗商品價格、航空燃油價格、波音客戶、西南航空、漢莎航空、美國航空、社交媒體上的NLP 的股票價格，好吧，NLP 的分析師報告，所有這些公司的股票價格，GDP 增長率，旅行——乘客旅行里程，國家處於戰爭狀態，國家處於和平狀態，好嗎？

NLP on media, if Southwest Airlines is announcing a 15% layoff for whatever reason, like airlines do from time to time, and their stock just goes down 30%, what's the probability of this order for, like, 100 737 MAXs is going to close this quarter?

媒體上的NLP，如果西南航空無論出於何種原因宣布裁員15%，就像航空公司時不時做的那樣，而他們的股票只是下跌了30%，那麼這筆訂單（例如100 737 MAX 飛機）的概率是多少？本季度結束？

Oh, that would be 0, okay?

哦，那就是 0，好嗎？

So you can see how we can take all of those data, tens of thousands of signals from the market, analyst reports, news reports, stock prices, commodity prices, jet fuel prices, GDP growth rates, is the country at war, is the country at peace, and build very precise machine learning models that tell Dave Calhoun what deals are actually going to close, okay?

所以你可以看到我們如何獲取所有這些數據，來自市場、分析師報告、新聞報導、股票價格、大宗商品價格、航空燃油價格、GD​​P增長率的數以萬計的信號，國家是否處於戰爭狀態，是國家和平，建立非常精確的機器學習模型，告訴戴夫·卡爾霍恩哪些交易實際上將完成，好嗎？

And not only is this -- let's set Calhoun aside.

不僅如此——讓我們把卡爾霍恩放在一邊。

Let's talk about something like what would be a Procter & Gamble, okay?

我們來談談寶潔公司之類的事情，好嗎？

So Procter & Gamble not only needs the revenue -- forecast revenue, they need to forecast products because they need to make the right amount of stuff at the right time to meet the demand function in order to realize their revenue, right?

因此，寶潔公司不僅需要收入——預測收入，他們還需要預測產品，因為他們需要在正確的時間生產正確數量的產品來滿足需求函數，從而實現收入，對嗎？

So we can build a -- we have now demonstrated that we can build these AI models, okay, that are literally in order of magnitude more precise as it relates to revenue forecasting, customer forecasting, next best product, next best offer, customer churn than what's going on in CRM today.

所以我們可以建立一個——我們現在已經證明我們可以建立這些人工智能模型，好吧，這些模型實際上在數量級上更精確，因為它與收入預測、客戶預測、下一個最佳產品、下一個最佳報價、客戶流失有關與當今 CRM 中發生的情況相比。

And you're going to see us releasing these products this year for banking, okay, for aerospace, okay, for manufacturing, for health care, what have you.

你會看到我們今年發布這些產品用於銀行業、航空航天業、製造業、醫療保健等等。

And most products will be well received.

大多數產品都會受到好評。

Now we have done extensive market research on the levels of customer satisfaction in the CRM industry today.

現在，我們對當今 CRM 行業的客戶滿意度水平進行了廣泛的市場調查。

And I'm telling you the levels of -- these people hate their vendors, okay?

我告訴你——這些人討厭他們的供應商，好嗎？

And so the levels of customer satisfaction are uniform.

因此，客戶滿意度水平是一致的。

It's an $80 billion market.

這是一個800億美元的市場。

And [as it was a] segment that's related to AI, the intersection of AI and CRM, I believe we're going to establish a leadership position in that market.

[因為它是]與人工智能相關的細分市場，即人工智能和 CRM 的交叉點，我相信我們將在該市場建立領導地位。

We've hired some very key people in CRM here.

我們在這裡聘請了一些 CRM 方面非常關鍵的人員。

You'll be seeing some announcements soon of some other very key people who are joining us.

您很快就會看到一些其他非常重要的人物加入我們的公告。

And that is going to be an exciting market.

這將是一個令人興奮的市場。

And as you people know, it's a market that I'm not entirely unfamiliar with.

正如你們所知，我對這個市場並不完全陌生。

And so we're going to have some fun there.

所以我們會在那裡玩得很開心。

Do I think we're going to put existing CRM companies out of business?

我認為我們會讓現有的 CRM 公司破產嗎？

No way.

決不。

They're great companies.

他們是偉大的公司。

They're going to continue to survive.

他們將繼續生存。

Will we establish a significant toehold in that segment that is -- where people are interested in using AI for these things?

我們是否會在這個領域建立一個重要的立足點——人們對使用人工智能來做這些事情感興趣？

Don't bet against this.

不要打賭反對這一點。

Yes.

是的。

Yes.

是的。

Okay.

好的。

That's helpful.

這很有幫助。

And then maybe you could speak to the mix of kind of direct versus partner-led business and maybe how that differs today versus what it looked like a year ago.

然後也許你可以談談直接業務與合作夥伴主導的業務的混合，以及今天與一年前的情況有何不同。

How do you say partner-led?

你怎麼說合作夥伴主導？

Okay.

好的。

So...

所以...

Partner-assisted, I guess.

我猜是合作夥伴協助的。

Yes.

是的。

Well, partner-assisted, I think, is right.

嗯，我認為，合作夥伴協助是正確的。

Okay.

好的。

I'm not really certain we really have any -- it's a great question, David.

我不太確定我們是否真的有——這是一個很好的問題，大衛。

And we're going to work -- we are going to market at a massive scale, I'd say, with Microsoft, okay, with Baker Hughes.

我們將合作——我想說，我們將與微軟合作，好吧，與貝克休斯合作，進行大規模的市場營銷。

And now we're just kind of kicking into gear, okay, with FIS, okay, and Infor.

現在，我們剛剛開始與 FIS 和 Infor 合作。

And I think we're ready to go to market with Singtel in Asia.

我認為我們已經準備好與新加坡電信一起進入亞洲市場。

Partner-assisted, I mean, it's -- I mean probably -- I mean I think our pipeline today is larger than it has ever been.

我的意思是，在合作夥伴的協助下，我的意思是，我的意思是，我的意思是，我認為我們今天的渠道比以往任何時候都大。

I think that -- this is off the record.

我認為——這是不公開的。

I'll never say it again.

我再也不會這麼說了。

Okay.

好的。

It's probably off by 10%.

大概下降了10%。

But I think our pipeline for this year is like $1.6 billion or something, okay?

但我認為我們今年的渠道大概是 16 億美元之類的，好嗎？

And so give me some slack on that one, guys.

所以，伙計們，請給我一些寬容。

I don't have any numbers in front of me, but I think it's pretty -- directionally, it's about right.

我面前沒有任何數字，但我認為它很漂亮——從方向上來說，它是正確的。

I would say it would be -- I would speculate that on 50% of those transactions, we are engaged with a partner, either Microsoft or a Baker Hughes or somebody like that to bring the deal home.

我想說的是——我推測，在這些交易的 50% 中，我們會與合作夥伴合作，要么是微軟，要么是貝克休斯，或者類似的人，以將交易帶回家。

Yes.

是的。

Okay.

好的。

That's a helpful data point.

這是一個有用的數據點。

This partner ecosystem is an important part of the equation.

這個合作夥伴生態系統是這個等式的重要組成部分。

Can we really rely on the partner to close the deal for us?

我們真的可以依靠合作夥伴來幫我們完成交易嗎？

I'm not so sure.

我不確定。

We might have to close it ourselves, okay?

我們可能必須自己關閉它，好嗎？

But the partner-assist, if your partner happens to be Satya or Judson Althoff at Microsoft, they're pretty good sales guys, I'm telling you.

但合作夥伴助理，如果你的合作夥伴恰好是微軟的 Satya 或 Judson Althoff，我告訴你，他們是非常優秀的銷售人員。

We have our next question coming from the line of Sanjit Singh with Morgan Stanley.

我們的下一個問題來自摩根士丹利的桑吉特辛格。

I wanted to follow up on the previous question, really relating to the customer count, which picked up pretty nicely.

我想跟進上一個問題，實際上與客戶數量有關，客戶數量增長得很好。

I think they're up to like 89 customers from around 64 at the time of IPO.

我認為他們的客戶數量從 IPO 時的 64 家左右增加到 89 家。

And just wanted to get a sense of what's driving that?

只是想了解一下是什麼推動了這一趨勢？

Is it a better sort of spending environment or from a sort of go-to-market sales execution, sales hiring perspective, you're starting to see that sales productivity really start to come through the door to help accelerate that customer count velocity?

這是一種更好的支出環境，還是從某種進入市場的銷售執行、銷售招聘的角度來看，您開始看到銷售生產力真正開始進入大門，以幫助加快客戶計數速度？

Well, Sanjit, I think there's 2 things that we're seeing that are very influencing that.

好吧，Sanjit，我認為我們看到有兩件事對其影響很大。

Number one, you'll recall that pre-IPO, we were only elephant hunting, okay?

第一，你會記得在首次公開募股之前，我們只是在狩獵大象，好嗎？

We only had a major accounts group, okay?

我們只有一個主要客戶組，好嗎？

And since then, we've been building kind of a traditional enterprise sales organization, a middle-market sales organization and a mass market sales organization.

從那時起，我們一直在建立傳統企業銷售組織、中間市場銷售組織和大眾市場銷售組織。

One of our -- we did a pretty large transaction this quarter.

我們的一個——本季度我們做了一筆相當大的交易。

I believe, that took place on the Microsoft -- on the Azure Marketplace.

我相信，這發生在微軟——Azure 市場上。

Did it not, in Asia?

在亞洲不是嗎？

It did, okay?

確實如此，好嗎？

Okay.

好的。

And all you guys, I encourage you to go to C3.ai.com -- C3.ai now, okay, put in your name, address and credit card number, and for 30 days, use the Ex Machina for free.

你們所有人，我鼓勵你們去C3.ai.com——現在C3.ai，好吧，輸入您的姓名、地址和信用卡號，然後在30天內免費使用Ex Machina。

I mean hundreds and hundreds of people are doing that, okay?

我的意思是成百上千的人都在這樣做，好嗎？

So -- and -- so please do it.

所以——而且——所以請這樣做。

And please also forget to dial in, in 30 days and cancel your subscription, okay?

另外，請忘記在 30 天內撥入並取消訂閱，好嗎？

But I think of it as 3 things, Sanjit.

但我認為這是三件事，Sanjit。

Number one is, you remember, we said a couple of years ago, we're putting -- we're going to expand the major accounts group.

第一是，你記得，我們幾年前說過，我們將擴大主要客戶群體。

We're going to expand the enterprise group.

我們要擴大企業集團。

We're going to put a middle market group in place.

我們將建立一個中間市場集團。

We'll put a mass market group in place.

我們將組建一個大眾市場小組。

We've been doing all that, including telesales, marketplaces, the Internet sales.

我們一直在做這一切，包括電話銷售、市場銷售、互聯網銷售。

And then this is combined with the partner ecosystem, be it Microsoft, AWS, Baker Hughes or what have you.

然後將其與合作夥伴生態系統相結合，無論是 Microsoft、AWS、Baker Hughes 還是其他合作夥伴。

So it's resulting in just a much larger diversity of different-sized deals.

因此，這導致了不同規模的交易更加多樣化。

So the strategy that we said we were going to execute starting in well before the IPO, I mean, I communicated this as early as early -- in 2018, we're executing it and it's working.

因此，我們所說的我們將在 IPO 之前就開始執行的戰略，我的意思是，我很早就傳達了這一點 - 在 2018 年，我們正在執行它並且它正在發揮作用。

Makes total sense.

完全有道理。

Now the follow-up question is a topic that we've talked about for a couple of quarters now, Tom, which is around like the competitive environment.

湯姆，接下來的問題是我們已經討論了幾個季度的話題，這就像競爭環境一樣。

So if we look at the broader landscape, including C3 and then some of the other vendors that either own parts of the space or trying to do multiple parts of the workflows and data science machinery, it seems like everybody is growing like a weed.

因此，如果我們放眼更廣闊的前景，包括 C3 以及其他一些供應商，他們要么擁有部分空間，要么試圖完成工作流程和數據科學機器的多個部分，似乎每個人都像雜草一樣生長。

And I know your view is that a lot of customers are stuck in proof-of-concept hell.

我知道您的觀點是許多客戶陷入了概念驗證的地獄。

Going back to that question of, do customers sort of do the dance with the sort of stitch-together approach or they come to sort of an end-to-end platform like a C3?

回到那個問題，客戶是否會採用某種拼接方法來跳舞，或者他們會選擇像 C3 這樣的端到端平台？

Where are we in that journey do you think?

您認為我們在這段旅程中處於什麼位置？

Well, I think everybody is going to try to build it themselves, and that's what IT people do.

嗯，我認為每個人都會嘗試自己構建它，這就是 IT 人員所做的。

And they try to build relational database systems themselves.

他們嘗試自己構建關係數據庫系統。

They try to build ERP systems themselves.

他們嘗試自己構建 ERP 系統。

They try to build their own CRM systems themselves.

他們嘗試自己構建自己的 CRM 系統。

How that worked for Morgan Stanley, okay?

這對摩根士丹利來說效果如何，好嗎？

I mean they tried, okay?

我的意思是他們嘗試過，好嗎？

They tried to build all those things themselves, okay?

他們試圖自己建造所有這些東西，好嗎？

(inaudible), okay?

（聽不清），好嗎？

How did it work for JPMorgan Chase?

摩根大通是如何運作的？

I mean they tried to build all these systems themselves.

我的意思是他們試圖自己構建所有這些系統。

And today, JPMorgan Chase is trying to build their own AI platform, okay, after that comes down crash -- they tried to build their own ERP system.

今天，摩根大通正在嘗試建立自己的人工智能平台，好吧，在崩潰之後——他們試圖建立自己的 ERP 系統。

They tried to build their own CRM system.

他們嘗試建立自己的CRM系統。

All that came crashing down around them.

他們周圍的一切都崩潰了。

So they'll spend, I don't know, how many hundreds of millions or billions of dollars trying to build their own AI platform.

所以他們會花費，我不知道，多少億或數十億美元來嘗試建立自己的人工智能平台。

And then Jamie will be gone, and they'll bring in some new CEO, and they'll fire everybody and buy it from a commercial vendor.

然後傑米就會離開，他們會引入一些新的首席執行官，他們會解僱所有人並從商業供應商那裡購買它。

That's the way this works.

這就是它的工作原理。

So virtually every one of our customers, Shell, ENGIE, Koch Industries, United States Air Force, Army Futures Command, have tried to build this themselves -- Baker Hughes, that would be GE.

因此，幾乎我們的每一位客戶，殼牌、ENGIE、科赫工業公司、美國空軍、陸軍未來司令部，都試圖自己建造這一產品——貝克休斯，那就是通用電氣。

And it didn't work out so well.

但效果並不那麼好。

And so this is just a phase.

所以這只是一個階段。

We've seen this over and over and over in the industry, and it's just a phase that everybody's got to go through.

我們在行業中一遍又一遍地看到這種情況，這只是每個人都必須經歷的階段。

They have to try it themselves and crash and burn a couple of times and then they buy it from a reliable vendor.

他們必須自己嘗試並反复嘗試幾次，然後從可靠的供應商那裡購買。

We have our next question coming from the line of Arvind Ramnani with Piper Sandler.

我們的下一個問題來自 Arvind Ramnani 和 Piper Sandler。

Tom, most of my questions have been asked, but I did have a couple of questions.

湯姆，我的大部分問題都被問到了，但我確實有幾個問題。

I had a question about your overall product.

我對你們的整體產品有疑問。

Can you talk about applicability of using the same code base across different industries or different applications?

您能談談在不同行業或不同應用程序中使用相同代碼庫的適用性嗎？

Yes.

是的。

Well, Arvind, I mean, it's a really good question.

嗯，阿爾文德，我的意思是，這是一個非常好的問題。

And you and I have talked about this before, but I really do appreciate you asking it.

你和我之前已經討論過這個問題，但我真的很感謝你提出這個問題。

So we deliver -- I think, we have about 21 different AI products today across 5 different industries.

所以我們提供——我認為，我們今天在 5 個不同的行業擁有大約 21 種不同的人工智能產品。

And we have a family of products for manufacturing, for oil and gas, for financial services, for aerospace.

我們擁有一系列用於製造、石油和天然氣、金融服務、航空航天的產品。

And what's counterintuitive is that whether we're doing object identification for the Space Command, clearance adjudication for the Defense Intelligence Agency, stochastic optimization of the supply chain at Koch Industries or AI-based predictive maintenance for Shell for offshore oil rigs, all of which we do.

違反直覺的是，無論我們是為太空司令部進行物體識別、為國防情報局進行許可裁決、為科赫工業公司供應鏈進行隨機優化，還是為殼牌海上石油鑽井平台進行基於人工智能的預測性維護，所有這些我們的確是。

Now these are separate products with separate documentation, separate user interfaces, separate APIs to aggregate data.

現在，這些是單獨的產品，具有單獨的文檔、單獨的用戶界面、單獨的 API 來聚合數據。

But 90% of the codes that are running across all those applications, whether it's cash management at Bank of America or predictive maintenance for offshore oil rigs at Shell, it's the same code base.

但所有這些應用程序中運行的 90% 的代碼，無論是美國銀行的現金管理還是殼牌海上石油鑽井平台的預測性維護，都是相同的代碼庫。

And so that's counterintuitive.

所以這是違反直覺的。

And this is the beauty of this model-driven architecture.

這就是模型驅動架構的美妙之處。

And we have really broken the code on that, okay?

我們確實已經破解了這方面的密碼，好嗎？

So we're able -- everything we do is reusable.

所以我們能夠——我們所做的一切都是可重複使用的。

And so that's what people -- we have broken the code.

這就是人們——我們已經破解了密碼。

We all know of the intellectual property.

我們都知道知識產權。

The patents have been awarded to us.

專利已授予我們。

It is our invention, okay, this idea of using a model-driven architecture for enterprise AI and IoT applications.

這是我們的發明，好吧，這個想法是為企業人工智能和物聯網應用程序使用模型驅動架構。

So it's a -- 90% of the codes -- what changes from customer to customer are the data sources, the APIs that we use for the data source, trivial problem, okay, the user interface expression, it differs from, say, anti-money laundering to predictive maintenance for low-pressure compressors on offshore oil rigs.

所以，90% 的代碼——不同客戶之間的變化是數據源、我們用於數據源的 API、微不足道的問題，好吧，用戶界面表達，它不同於，比如說，反-從洗錢到海上石油鑽井平台低壓壓縮機的預測性維護。

But we can all agree, I hope, that the user interface is trivial.

但我希望我們都同意用戶界面是微不足道的。

And then the part that differs from -- the most from installation to installation are the machine learning models.

然後，從安裝到安裝最不同的部分是機器學習模型。

And the machine learning models, we hopefully can agree, these are nontrivial, but they constitute maybe 3% of the code.

我們希望能夠同意機器學習模型，這些模型並不平凡，但它們可能佔代碼的 3%。

Perfect.

完美的。

Perfect.

完美的。

And you've answered a couple of questions on guidance, but I just maybe wanted to frame it a little bit differently.

您已經回答了幾個有關指導的問題，但我可能只是想以稍微不同的方式來闡述它。

At the midpoint of the guide, you're really adding $62 million in revenue in fiscal '22.

在指南的中間部分，您實際上在 22 財年增加了 6200 萬美元的收入。

And then when I look at like your fiscal '20, which was a good year before the pandemic hit, you added $65 million.

然後，當我看一下你們的 20 財年（在大流行爆發之前），你們增加了 6500 萬美元。

So it seems like the guidance has a fair bit of conservatism because you have $62 million adding, but you also have some delays and some pent-up demand from the delays that you experienced last year that should kind of boost revenue at more than like $62 million.

因此，該指導似乎相當保守，因為您增加了 6200 萬美元，但也有一些延誤和一些因去年經歷的延誤而被壓抑的需求，這應該會增加收入超過 62 美元百萬。

So I just wanted to get a sense of how conservative your guide may be.

所以我只是想了解一下你們的指南有多保守。

Well, Arvind, you know me a little bit and I hope that at the end of the day that people will believe that I was credible, and I am credible.

好吧，阿爾溫德，你對我有一點了解，我希望人們最終會相信我是可信的，而且我是可信的。

So we're focusing on being credible.

因此，我們專注於保持可信度。

And we -- what we want to do is meet and exceed, beat and exceed, beat and exceed.

而我們——我們想做的是滿足並超越，擊敗並超越，擊敗並超越。

So we're -- I think that -- I don't know how many enterprise applications software companies are growing.

所以我們——我認為——我不知道有多少企業應用軟件公司正在成長。

What's the expected growth rate in the -- 33% or something like that?

預計增長率是多少——33% 或類似的數字？

34%.

34%。

34%.

34%。

I mean, I don't know how many enterprise software companies are growing at 34% compound annual growth rates, but I'm sure that would be in the top decile.

我的意思是，我不知道有多少企業軟件公司以 34% 的複合年增長率增長，但我確信它們會位居前十分之一。

I suspect -- I have not really tracked this stuff, but I suspect it would be in top decile.

我懷疑——我還沒有真正追踪過這些東西，但我懷疑它會排在前十分位。

And right now, we have proved we intend to move in the top decile this year.

現在，我們已經證明我們打算今年進入前十分之一。

And hopefully, we'll come back to you next year and move up a little higher.

希望我們明年能再次與您聯繫並提升一點。

We have our next question coming from the line of Pat Walravens with JMP Group.

我們的下一個問題來自 JMP Group 的 Pat Walravens。

Congratulations on the quarter.

祝賀本季度。

So Tom, you've got oil and gas, financial services, CRM, Ex Machina hiring.

湯姆，你有石油和天然氣、金融服務、CRM、Ex Machina 招聘。

Can you just tell us for this year, for this coming year, what are your top 3 sort of strategic imperatives?

您能否告訴我們今年和來年您的三大戰略要務是什麼？

It's a really good question.

這是一個非常好的問題。

The strategic imperatives, Pat, and you'll see a number of announcements coming in this area, and there have been some announcements, is making sure that we have the leadership in place to scale this business globally.

帕特，戰略要務是確保我們擁有在全球範圍內擴展這項業務的領導力，你會看到這一領域的許多公告，並且已經有一些公告。

And you've seen some of this with Ed Cardon.

你已經在埃德·卡登身上看到了一些這樣的情況。

You've seen some of this in -- from General Cardon, who is the Chairman of C3 Federal, the new General Manager of C3 Federal.

您已經從卡登將軍那裡看到了其中的一些內容，他是 C3 Federal 的董事長，也是 C3 Federal 的新任總經理。

And you can expect that we will be adding a number of -- you saw this with Jim Snabe, the co-CEO of SAP joining our Board.

您可以預期，我們將增加一些成員——您在 SAP 聯合首席執行官 Jim Snabe 加入我們董事會時就看到了這一點。

And we have been really, really focused on bringing senior leadership into the company in the last 9 months.

在過去的 9 個月裡，我們非常非常注重將高級領導層帶入公司。

And we're -- and you're going to see a number of announcements there that, I think, you'll agree are significant.

我們——你們將會在那裡看到許多公告，我認為你們會同意這些公告非常重要。

And I think that is the -- I mean we have the technology.

我認為這就是——我的意思是我們擁有技術。

The market is much bigger than we can address and rapidly growing.

這個市場比我們所能應對的要大得多，並且正在快速增長。

The technology foundation we have is very rich and it works.

我們擁有的技術基礎非常豐富並且行之有效。

We have -- we're leaving in our wake a string of highly satisfied customers.

我們已經留下了一批非常滿意的客戶。

I think we're doing a pretty good job at building brand equity.

我認為我們在建立品牌資產方面做得非常好。

The competitive dynamics of this market are not very significant.

該市場的競爭動態並不十分顯著。

I mean, basically, we are selling vehicles and everybody else is selling ball bearings and wheels and carburetors, okay?

我的意思是，基本上，我們銷售車輛，其他人都銷售滾珠軸承、車輪和化油器，好嗎？

And we're selling vehicles, okay?

我們正在銷售車輛，好嗎？

And so there's not much going on in terms of the competitive dynamics.

因此，就競爭動態而言，並沒有發生太多事情。

And so we just need to make sure that we have the seasoned leadership in place to scale this business in federal systems, in Asia Pacific, in Japan, in Europe, in manufacturing, health care, telecommunications, aerospace, et cetera.

因此，我們只需要確保我們擁有經驗豐富的領導力，可以在聯邦系統、亞太地區、日本、歐洲、製造、醫療保健、電信、航空航天等領域擴展這項業務。

I think it's human capital.

我認為這是人力資本。

That's -- that is the game.

這就是——這就是遊戲。

And if you go and look on Glassdoor, any of you who are interested, I think that this focus on human capital has been consistent for many years, and it will continue.

如果你去看看 Glassdoor，任何感興趣的人都會發現，這種對人力資本的關注多年來一直是一致的，而且還會繼續下去。

There are no further questions at this time.

目前沒有其他問題。

I will now turn the call over back to Tom Siebel for closing remarks.

我現在將把電話轉回給湯姆·西貝爾（Tom Siebel）做總結髮言。

Okay.

好的。

Ladies and gentlemen, we thank you for taking time out of your busy day, okay, to check in on us.

女士們先生們，我們感謝您在百忙之中抽出時間來關注我們。

We appreciate your interest and know that we are -- it is now June of 2021.

我們感謝您的關注，並且知道現在是 2021 年 6 月。

I'm very pleased to report that there has been no day in the history of this company when this company has been better positioned, when the market has been -- when there has been more market opportunity or where this company has been better positioned to seize the market opportunity.

我很高興地向大家報告，在這家公司的歷史上，從來沒有哪一天這家公司處於更好的定位，當時市場已經有更多的市場機會，或者這家公司已經處於更好的位置抓住市場機遇。

So as we approach the next 2, 3, 4 years, I can tell you, we approach it with great enthusiasm, and we'll see how this turns out when it's over.

因此，當我們接近接下來的 2、3、4 年時，我可以告訴你，我們會以極大的熱情來對待它，當它結束時，我們會看到結果如何。

But I think there's some probability that we might build a pretty substantial company here.

但我認為我們有可能在這裡建立一家相當大的公司。

So thank you for your interest.

感謝您的關注。

Thank you for your support, and thank you for your questions.

感謝您的支持，也感謝您的提問。

And we wish you all a great day.

我們祝大家度過愉快的一天。

This concludes today's conference call.

今天的電話會議到此結束。

Thank you for participating.

感謝您的參與。

You may now disconnect.

您現在可以斷開連接。