C3.ai Inc (AI) 2021 Q3 法說會逐字稿

Ladies and gentlemen, thank you for standing by, and welcome to the C3.ai Third Quarter Fiscal Year 2021 Earnings Call.

女士們、先生們，感謝大家的支持，歡迎參加 C3.ai 2021 財年第三季度財報電話會議。

(Operator Instructions)

（操作員說明）

I would now like to hand the conference over to your speaker today, Paul Phillips, Vice President of Investor Relations at C3.ai.

現在我想將會議交給今天的發言人，C3.ai 投資者關係副總裁 Paul Phillips。

Thank you.

謝謝。

Please go ahead, sir.

請繼續，先生。

Good afternoon, everybody, and welcome to C3.ai's Earnings Call for the Third Quarter of Fiscal Year 2021, which ended January 31, 2021.

大家下午好，歡迎參加 C3.ai 截至 2021 年 1 月 31 日的 2021 財年第三季度收益電話會議。

This is Paul Phillips, Vice President 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 close today, we issued a press release with details regarding our third quarter results as well as a 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，其中包含有關我們第三季度業績的詳細信息以及我們業績的補充，這兩個內容都可以在我們網站 ir.c3.ai 的投資者關係部分訪問。

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 related 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。

These risks are summarized to the release that we issued today.

我們今天發布的新聞稿中總結了這些風險。

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

有關可能影響我們財務業績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，包括我們的招股說明書。

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 responses 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 quarterly results.

最後，有時在我們準備好的評論或對您的問題的答復中，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季度業績。

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？

Thank you, Paul, and good afternoon, everyone.

謝謝保羅，大家下午好。

It's my great pleasure to have the opportunity to spend some time with you this afternoon.

我很高興今天下午有機會與您共度時光。

So let's talk about the company and talk about the market.

那麼我們先談談公司，再談談市場。

Overall, we're really quite pleased with the progress that we continue to make in the market globally.

總的來說，我們對我們在全球市場上繼續取得的進展感到非常滿意。

We continue to break ground as the only enterprise AI software pure-play.

我們繼續作為唯一的企業人工智能軟件取得突破。

This is a large and rapidly growing market.

這是一個巨大且快速增長的市場。

We continue to innovate.

我們不斷創新。

We continue to expand our market partner ecosystem and the associated increased distribution capacity associated with that.

我們繼續擴大我們的市場合作夥伴生態系統以及與之相關的分銷能力的增強。

We continue to demonstrate technology leadership.

我們繼續展現技術領先地位。

I believe that we are increasingly well positioned to establish a global market leadership position in enterprise AI software.

我相信我們越來越有能力在企業人工智能軟件領域建立全球市場領導地位。

So let's talk about the financial highlights.

那麼我們來談談財務亮點。

All in all, it was a strong third quarter.

總而言之，第三季度表現強勁。

Revenue in the third quarter was $49.1 million.

第三季度收入為 4910 萬美元。

$42.7 million of that was subscription revenue, an increase of 23% from a year earlier.

其中 4270 萬美元是訂閱收入，比去年同期增長 23%。

Subscriptions have increased to 87% of our revenue mix.

訂閱收入占我們收入的比例已增至 87%。

Services revenue for the quarter was $6.4 million or 13% of total revenue representing a decrease of 4% from a year ago.

該季度的服務收入為 640 萬美元，佔總收入的 13%，比去年同期下降 4%。

Non-GAAP operating expense for the quarter increased to $49.2 million, up 27% from a year ago.

該季度非 GAAP 運營費用增至 4920 萬美元，比去年同期增長 27%。

And non-GAAP operating loss for the quarter was $11.9 million compared to $8.4 million a year ago.

該季度非 GAAP 運營虧損為 1,190 萬美元，而去年同期為 840 萬美元。

Let's talk about the overall state of the market.

我們來談談市場的整體狀況。

When we think about enterprise AI and digital transformation, we are focused on an extraordinarily large addressable market that according to analysts was $174 billion in 2020, increasing to $271 billion by 2024.

當我們考慮企業人工智能和數字化轉型時，我們關注的是一個非常大的潛在市場，據分析師稱，該市場在 2020 年為 1,740 億美元，到 2024 年將增加到 2,710 億美元。

This is a significant opportunity by any standard and the largest software market opportunity that I have seen in my professional career.

無論以任何標準衡量，這都是一個重要的機會，也是我在職業生涯中見過的最大的軟件市場機會。

Digital transformation enabled by enterprise AI remains at the top of the agenda of virtually every CEO and Board globally.

企業人工智能實現的數字化轉型仍然是全球幾乎每位首席執行官和董事會的首要議程。

We see increasingly robust interest and demand for enterprise AI solutions, and our pipeline continues to grow substantially across all region -- all industries and all regions.

我們看到對企業人工智能解決方案的興趣和需求日益強勁，並且我們的管道在所有地區、所有行業和所有地區持續大幅增長。

Let me address a few significant -- a few of the significant customer wins in the third quarter, firstly, Infor.

讓我談談一些重要的問題——第三季度贏得的一些重要客戶，首先是 Infor。

We have formed a strategic wide-ranging relationship with Infor, a multibillion-dollar ERP software provider.

我們與價值數十億美元的 ERP 軟件提供商 Infor 建立了廣泛的戰略合作關係。

Under the terms of the agreement, Infor will be integrating many existing Infor applications with the C3 AI Suite and the C3.ai applications to market, sell and deploy AI-based solutions to their customers under the Infor brand.

根據協議條款，Infor 將把許多現有的 Infor 應用程序與 C3 AI Suite 和 C3.ai 應用程序集成，以 Infor 品牌向客戶營銷、銷售和部署基於 AI 的解決方案。

This will evolve into a broader partnership with Infor to market C3.ai solutions to Infor customers, including C3.ai Reliability, C3 AI CRM and C3 AI Ex Machina, a next-generation predictive analytics application that empowers anyone to develop scale and produce AI-based insights without writing code.

這將發展為與Infor 更廣泛的合作夥伴關係，向Infor 客戶推銷C3.ai 解決方案，包括C3.ai Reliability、C3 AI CRM 和C3 AI Ex Machina，後者是下一代預測分析應用程序，使任何人都能夠開發規模並生產AI基於洞察而無需編寫代碼。

Secondly, I want to talk about Johnson Controls in Milwaukee.

其次，我想談談密爾沃基的江森自控。

Johnson Controls recently selected C3.ai for their inventory and supply chain optimization.

江森自控最近選擇 C3.ai 來優化其庫存和供應鏈。

Johnson Controls is a $23.5 billion company that's a leading manufacturer of fire, HVAC and security equipment for buildings and energy services.

江森自控是一家價值 235 億美元的公司，是建築和能源服務消防、暖通空調和安全設備的領先製造商。

Finally, I want to talk about an opportunity at the United States Army where we expanded our work with the U.S. Army Aviation to improve aircraft readiness.

最後，我想談談美國陸軍的一個機會，我們擴大了與美國陸軍航空兵的合作，以提高飛機的戰備狀態。

In addition, with our partner, Raytheon, we recently began work on the U.S. Army's next-generation tactical ground station that will enable automated processing and analytics of massive amounts of incoming sensor data for improved situational battlefield awareness.

此外，我們最近與我們的合作夥伴雷神公司開始研究美國陸軍的下一代戰術地面站，該地面站將能夠自動處理和分析大量傳入的傳感器數據，以提高戰場態勢感知能力。

This is very, very high-tech, think Star Wars level, technology.

這是非常非常高科技的，想想星球大戰級別的技術。

This AI-based system will provide decision support to commanders based on information coming from a multitude of sensors and sources within the CI -- within the C3.ai Suite, synthesizing this into a single unified data image.

這個基於人工智能的系統將根據來自 CI 內（C3.ai 套件內）多個傳感器和來源的信息，為指揮官提供決策支持，並將其合成為單個統一的數據圖像。

I want to talk about industry diversification.

我想談談產業多元化。

We continue to diversify across industries.

我們繼續在各個行業實現多元化。

We're seeing increasing contributions from life sciences, financial services and high-tech sectors as well as increasingly healthy growth in international sales.

我們看到生命科學、金融服務和高科技領域的貢獻不斷增加，國際銷售也日益健康增長。

High-tech accounted for 8% of our business in fiscal year '21 year-to-date compared to less than 1% for the same period a year ago.

21 財年至今，高科技業務占我們業務的 8%，而去年同期這一比例還不到 1%。

Life sciences accounted for 7% of our business in fiscal year '21 year-to-date compared to less than 1% for the same period a year ago.

迄今為止，生命科學業務占我們 21 財年業務的 7%，而去年同期這一比例還不到 1%。

Manufacturing sector accounted for 11% of our business in fiscal year '21 to date compared to approximately 1% over the same period a year ago.

21 財年迄今為止，製造業占我們業務的 11%，而去年同期這一比例約為 1%。

At the same time, oil and gas accounted for 38% of our business in fiscal year '21 year-to-date compared to approximately 59% a year ago.

與此同時，截至目前，石油和天然氣業務占我們 21 財年業務的 38%，而一年前這一比例約為 59%。

Addressing strategic partnerships.

解決戰略夥伴關係。

Core to our market growth strategy is: one, the evolution of our global direct, geographic and vertical market sales organizations to include major accounts, enterprise sales, mid-market sales and mass market sales channels; and two, the expansion of our market partner ecosystem in both horizontal and vertical markets.

我們市場增長戰略的核心是：一、我們的全球直接、地域和垂直市場銷售組織的演變，包括大客戶、企業銷售、中端市場銷售和大眾市場銷售渠道；第二，我們的市場合作夥伴生態系統在橫向和縱向市場上的擴展。

We realized significant benefits from these efforts in the third quarter with increased geographical expansion, increased vertical diversification, significant growth in software subscriptions and, importantly, increased volume and diversity in the average contract in our sales pipeline.

我們在第三季度從這些努力中獲得了顯著的效益，包括地域擴張的增加、垂直多元化的增加、軟件訂閱的顯著增長，以及重要的是，我們銷售渠道中平均合同的數量和多樣性的增加。

By way of example, our average total subscription contract value decreased from $12.1 million in fiscal year '20 to $5.2 million in Q3 fiscal '21.

舉例來說，我們的平均訂閱合同總價值從 20 財年的 1210 萬美元下降到 21 財年第三季度的 520 萬美元。

This is substantial progress.

這是實質性的進步。

We continue to build and increase our engagement with our partner ecosystem as a key growth strategy, enabling us to significantly expand our market reach and serve customers across industries globally.

我們繼續建立並加強與合作夥伴生態系統的互動，將其作為一項關鍵的增長戰略，使我們能夠顯著擴大我們的市場覆蓋範圍並為全球各行業的客戶提供服務。

In the third quarter, we established or expanded such partnerships with Microsoft, Baker Hughes, ENGIE, Shell, Infor, FIS and Raytheon.

第三季度，我們與微軟、貝克休斯、ENGIE、殼牌、Infor、FIS和雷神公司建立或擴大了此類合作夥伴關係。

And you can expect to see continued activity, accelerated activity, in this area going forward.

您可以期待看到這一領域的持續活動、加速活動向前發展。

In the financial services sector, our industry partner, FIS, launched FIS AML Compliance Hub powered by C3.ai, the first joint product release under a broad alliance between FIS and C3.ai.

在金融服務領域，我們的行業合作夥伴 FIS 推出了由 C3.ai 提供支持的 FIS AML 合規中心，這是 FIS 和 C3.ai 廣泛聯盟下的第一個聯合產品版本。

This solution leverages C3.ai's advanced machine learning technology, combined with the deep financial industry domain expertise of FIS, to dramatically improve the effectiveness of financial crime detection.

該解決方案利用C3.ai先進的機器學習技術，結合FIS深厚的金融行業領域專業知識，大幅提高金融犯罪偵查的有效性。

C3.ai and Microsoft closed our first AI CRM deal with a Fortune 500 customer.

C3.ai 和 Microsoft 與財富 500 強客戶達成了首筆 AI CRM 交易。

We believe AI will represent a significant and growing part of the $60-plus billion CRM market globally.

我們相信，人工智能將在全球 60 多億美元的 CRM 市場中佔據重要且不斷增長的份額。

In the defense sector, we engaged with our defense industry partner, Raytheon, to provide technology for the U.S. Army's intelligent ground station initiative.

在國防部門，我們與國防工業合作夥伴雷神公司合作，為美國陸軍的智能地面站計劃提供技術。

As I referenced earlier, we formed a comprehensive alliance with Infor to integrate many existing Infor applications using the C3.ai Suite and C3.ai applications and enabling Infor to market these applications to its customers through all its channels.

正如我之前提到的，我們與Infor 建立了全面的聯盟，使用C3.ai Suite 和C3.ai 應用程序集成許多現有的Infor 應用程序，並使Infor 能夠通過其所有渠道向客戶推銷這些應用程序。

You can expect that in the coming quarters, we will make increased efforts to expand our market partner ecosystem across both horizontal and vertical markets as we see this as a key point of leverage for market growth.

您可以預期，在未來幾個季度，我們將加大力度在橫向和縱向市場上擴展我們的市場合作夥伴生態系統，因為我們認為這是市場增長的關鍵槓桿點。

We focused a lot on strengthening company leadership.

我們非常注重加強公司領導力。

And we expanded the company's leadership with the addition of Jim Snabe, formerly Co-CEO of SAP and Chairman of Siemens, also Chairman of Maersk, to the C3.ai Board of Directors.

SAP 前聯合首席執行官、西門子董事長兼馬士基董事長 Jim Snabe 加入 C3.ai 董事會，擴大了公司的領導層。

I've come to rely on Jim as a trusted adviser as he has been an adviser to the company for some time -- he's an adviser to me for some time.

我已經開始依賴吉姆作為值得信賴的顧問，因為他擔任公司顧問已有一段時間了——他也擔任過我的顧問一段時間了。

Okay, as we work to establish C3.ai as a leading global enterprise software company, he brings a unique set of leadership skills and expertise in the company and is a great addition to our world-class Board.

好的，在我們努力將 C3.ai 打造成全球領先的企業軟件公司的過程中，他為公司帶來了一套獨特的領導技能和專業知識，並且是我們世界一流董事會的重要補充。

In addition, we continue to expand our global Advisory Board that has been really, really important in establishing customer relationships, okay, and building presence in-country and in the industries.

此外，我們繼續擴大我們的全球顧問委員會，這對於建立客戶關係以及在國內和行業中建立影響力非常非常重要。

The Advisory Board now includes Jacques Attali, who is Founder and first President of the European Bank for Reconstruction and Development and former special adviser to the President of France; Sajid Javid, who is a member of Parliament and former Home Secretary and former Chancellor of Exchequer in the U.K.; Admiral Dennis McGinn, former U.S. Assistant Secretary of the Navy in the Obama Administration; Rick Ledgett, former Deputy Director of the NSA in the Obama Administration; Franck Cohen, former President of SAP in Europe; and George Mathew, former President and COO of Alteryx.

顧問委員會現在包括雅克·阿塔利（Jacques Attali），他是歐洲復興開發銀行的創始人和首任行長，也是法國總統的前特別顧問；薩吉德·賈維德 (Sajid Javid)，英國國會議員、前內政大臣和前財政大臣；丹尼斯·麥金海軍上將，奧巴馬政府前美國海軍助理部長；里克·萊吉特 (Rick Ledgett)，奧巴馬政府國家安全局前副局長； SAP 歐洲區前總裁 Franck Cohen；以及 Alteryx 前總裁兼首席運營官 George Mathew。

Now those of you who have been tuned into financial channels or are watching The Wall Street Journal or reading the Financial Times or Bloomberg, you would have noticed that we have been investing, okay, in branding globally.

現在，那些收聽財經頻道或正在觀看《華爾街日報》、《金融時報》或《彭博社》的人會注意到，我們一直在全球品牌建設方面進行投資。

And we expanded our enterprise AI branding campaign to include significant cable TV and radio presence with spots running on virtually all the major business and financial networks in the United States and Europe.

我們還擴大了企業人工智能品牌宣傳活動，將重要的有線電視和廣播節目納入其中，並在美國和歐洲的幾乎所有主要商業和金融網絡上播放節目。

We also expanded our advertising to include the U.K., EMEA and APAC as well as the United States.

我們還將廣告範圍擴大到英國、歐洲、中東和非洲、亞太地區以及美國。

We are becoming increasingly known as the enterprise AI market leader.

我們越來越成為企業人工智能市場的領導者。

Leading indicators of brand equity and brand recognition have been substantially increasing, including public relations volume; news sentiment, social media sentiment and Internet search frequency.

品牌資產和品牌認知度等領先指標大幅提升，其中包括公關量；新聞情緒、社交媒體情緒和互聯網搜索頻率。

Let's talk about energy sustainability.

我們來談談能源可持續性。

Well, the energy and sustainability market is back, okay, and it is on fire.

嗯，能源和可持續發展市場又回來了，而且很火爆。

And so we are seeing increased interest for AI-enabled solutions in the energy and sustainability market.

因此，我們看到能源和可持續發展市場對人工智能解決方案的興趣日益濃厚。

This market is coming back strong.

這個市場正在強勢回歸。

Over the last year alone, the number of companies and governments that have committed to reach net-zero emissions has doubled.

僅去年一年，承諾實現淨零排放的公司和政府數量就增加了一倍。

No doubt, you've seen the flood of announcements from companies such as ENGIE, Shell, Baker Hughes, Microsoft, Amazon, Ford, BP, JetBlue, American Airlines and others announcing their zero carbon commitments.

毫無疑問，您已經看到 ENGIE、殼牌、貝克休斯、微軟、亞馬遜、福特、英國石油公司、捷藍航空、美國航空等公司發布了大量聲明，宣布其零碳承諾。

Sustainability is also clearly a top priority for the U.S. -- for the new U.S. administration, targeting a $2 trillion investment in climate security.

可持續發展顯然也是美國的首要任務——美國新政府的目標是在氣候安全方面投資 2 萬億美元。

C3.ai is a leader in this space.

C3.ai 是該領域的領導者。

Energy and climate sustainability is the core market, many of you will recall, where we started with our first product offering in 2010, C3 Energy Management, which we have deployed into production use with many large organizations globally, including ENGIE and the New York Power Authority.

許多人還記得，能源和氣候可持續發展是核心市場，我們從 2010 年推出第一個產品 C3 能源管理開始，我們已將其部署到全球許多大型組織的生產使用中，包括 ENGIE 和紐約電力公司權威。

One iconic Fortune 100 company has been a customer since 2012.

一家標誌性的財富 100 強公司自 2012 年以來一直是該公司的客戶。

They have set ambitious sustainability goals and used our energy management application to identify and prioritize their energy efficiency and carbon reduction investments globally to meet their climate goals.

他們制定了雄心勃勃的可持續發展目標，並使用我們的能源管理應用程序來確定其全球能源效率和碳減排投資並確定其優先順序，以實現其氣候目標。

Many utilities use C3.ai technology and C3 Energy Management, not only to optimize their own energy usage and optimize the grid infrastructure but also to help their customers meet their energy efficiency and greenhouse gas goals.

許多公用事業公司使用 C3.ai 技術和 C3 能源管理，不僅可以優化自身能源使用和電網基礎設施，還可以幫助客戶實現能源效率和溫室氣體排放目標。

A great example is New York Power Authority that deploys C3.ai Energy Management as a service, enabling its large commercial and industrial customers to achieve their energy efficiency and greenhouse gas goals.

紐約電力局就是一個很好的例子，它將 C3.ai 能源管理部署為一項服務，使其大型商業和工業客戶能夠實現其能源效率和溫室氣體排放目標。

And with our energy partner, ENGIE, we're delivering innovative solutions built with C3 Energy Management.

我們與我們的能源合作夥伴 ENGIE 一起提供利用 C3 能源管理構建的創新解決方案。

Ohio State University, for example, has deployed ENGIE Smart Institutions built on C3.ai technology to reduce and manage its energy use and carbon footprint across its entire 485-building campus in Columbus.

例如，俄亥俄州立大學部署了基於 C3.ai 技術的 ENGIE 智能機構，以減少和管理哥倫布整個擁有 485 棟建築的校園的能源使用和碳足跡。

We're also working with ENGIE on a novel cutting-edge solution addressing the very difficult challenges of managing Scope 3 emissions, a problem that requires an entirely new technology approach.

我們還與 ENGIE 合作開發一種新穎的尖端解決方案，以解決管理範圍 3 排放的非常困難的挑戰，這個問題需要全新的技術方法。

In the third quarter, we significantly expanded our effort -- our investment in the C3.ai Digital Transformation Institute, issuing a new call for papers to fund innovative research in applying AI and digital transformation to energy and climate security.

第三季度，我們顯著擴大了我們的努力——對 C3.ai 數字化轉型研究所的投資，發出新的論文徵集，以資助將人工智能和數字化轉型應用於能源和氣候安全的創新研究。

We're very excited to support this next wave of research by providing -- enabling safer, cleaner, lower cost and more reliable energy and to help lead the way to a lower-carbon future.

我們非常高興能夠通過提供更安全、更清潔、更低成本和更可靠的能源來支持下一波研究，並幫助引領通往低碳未來的道路。

We are extraordinarily well positioned for this new opportunity.

我們已做好充分準備迎接這一新機遇。

Many of you will know that C3.ai was recognized by Glassdoor as the best place to work during the pandemic.

你們中的許多人都知道，C3.ai 被 Glassdoor 評為大流行期間的最佳工作場所。

We were ranked among the top 25 cloud computing companies with stellar employee satisfaction during the COVID crisis.

在新冠病毒危機期間，我們被評為員工滿意度最高的 25 家云計算公司之一。

This ranking is based on employee feedback provided through Glassdoor during the first 6 months of the pandemic.

該排名基於大流行前 6 個月通過 Glassdoor 提供的員工反饋。

I encourage those of you who are interested to take a look at Glassdoor to get a feel for the high levels of employee engagement and enthusiasm at C3.ai.

我鼓勵有興趣的人看看 Glassdoor，感受一下 C3.ai 高水平的員工敬業度和熱情。

As you know, we placed an exceptionally strong focus on human capital at C3.ai and are aggressively expanding the company.

如您所知，我們非常重視 C3.ai 的人力資本，並正在積極擴張公司。

In a few short months since the company went public in December, we've increased our headcount by approximately 10% to roughly 560 today.

自 12 月公司上市以來的短短幾個月內，我們的員工人數增加了約 10%，達到目前的約 560 人。

We continue to attract massive interest from the global data science and data engineering software pool.

我們繼續吸引全球數據科學和數據工程軟件庫的巨大興趣。

In the third quarter, we received over 17,000 job applicants.

第三季度，我們收到了超過 17,000 名求職者。

We conducted 3,966 interviews with over 1,700 candidates and administered almost 700 assessments.

我們對 1,700 多名候選人進行了 3,966 次面試，並進行了近 700 項評估。

Of that, we hired 60 full-time employees, and we've processed an additional 57 job offers that have been accepted.

其中，我們僱傭了 60 名全職員工，並且還處理了另外 57 份已被接受的工作機會。

One of the unique aspects of C3.ai is our clear technology and product differentiation.

C3.ai 的獨特之處之一是我們明確的技術和產品差異化。

And we continue to protect the company's intellectual property with a combination of trade secret, copyright, trademark and a growing family of U.S. and foreign patents, with 13 U.S. and foreign patents having been awarded and 40 U.S. and foreign patent applications pending.

我們繼續通過商業秘密、版權、商標以及不斷增加的美國和外國專利組合來保護公司的知識產權，已授予 13 項美國和外國專利，還有 40 項美國和外國專利申請正在審理中。

The U.S. Patent Office recently awarded us a broad and important patent entitled "Systems, methods, and devices for an enterprise AI application development platform".

美國專利局最近授予我們一項廣泛而重要的專利，名為“企業人工智能應用開發平台的系統、方法和設備”。

This is the most significant and substantial patent we have been awarded to date.

這是我們迄今為止獲得的最重要、最實質性的專利。

This patent essentially secures the fundamental concepts of applying a model-driven architecture for enterprise AI applications, and it secures it as C3.ai intellectual property, and we are working now to form a technology licensing office at C3 to license some of this IP to companies that elect to attempt to internally develop their enterprise AI applications.

該專利本質上確保了將模型驅動架構應用於企業人工智能應用程序的基本概念，並確保其作為C3.ai 知識產權，我們現在正在C3 組建一個技術許可辦公室，以將其中一些IP 許可給C3. ai。選擇嘗試內部開發企業人工智能應用程序的公司。

Big picture, we see a robust and growing interest in enterprise AI software, the solutions that we offer.

總體而言，我們看到人們對企業人工智能軟件以及我們提供的解決方案的興趣日益濃厚。

We continue to make significant progress on all fronts in our objective to establish and maintain a global leadership position in enterprise AI.

我們繼續在各個方面取得重大進展，以實現建立並保持企業人工智能全球領導地位的目標。

We continue to aggressively grow the company, diversify our business across industries and geographies and expand our partner ecosystem.

我們繼續積極發展公司，實現跨行業和跨地區的業務多元化，並擴大我們的合作夥伴生態系統。

We believe we are very well positioned to address this $200 billion-plus addressable market opportunity, and we are just getting started.

我們相信，我們完全有能力抓住這個價值 2000 億美元以上的潛在市場機會，而我們才剛剛開始。

With that, I will turn it over to our CFO, David Barter, for further details on our financial results in the third quarter.

接下來，我會將其轉交給我們的首席財務官 David Barter，以獲取有關我們第三季度財務業績的更多詳細信息。

David?

大衛？

Thank you, Tom.

謝謝你，湯姆。

We delivered a strong performance in the third quarter, and we're optimistic about the growing demand we're seeing for our software.

我們在第三季度取得了強勁的業績，我們對我們的軟件需求不斷增長感到樂觀。

Revenue in the third quarter was $49.1 million, up 19% from a year ago, reflecting continued business momentum and increased adoption of enterprise AI.

第三季度收入為 4910 萬美元，同比增長 19%，反映出持續的業務增長勢頭和企業人工智能採用的增加。

During the third quarter, subscription revenue was $42.7 million, an increase of 23% from a year ago.

第三季度訂閱收入為 4270 萬美元，比去年同期增長 23%。

Professional services revenue was $6.4 million, a decrease of 4% from a year ago.

專業服務收入為 640 萬美元，比去年同期下降 4%。

We also saw an increasing diversification of our revenue mix.

我們還看到我們的收入組合日益多樣化。

Our revenue growth in the quarter was highlighted by contributions from over 6 different industry verticals, including some of our newer verticals such as life sciences and financial services, that delivered approximately 24% of our third quarter revenue.

我們本季度的收入增長得益於超過 6 個不同垂直行業的貢獻，其中包括生命科學和金融服務等一些較新的垂直行業，這些行業貢獻了我們第三季度收入的約 24%。

Geographically, EMEA and APAC drove over 30% of our revenue.

從地理位置上看，歐洲、中東和非洲和亞太地區占我們收入的 30% 以上。

Finally, it's important to note the improving operating efficiency.

最後，值得注意的是運營效率的提高。

This quarter, subscription revenue increased 23% year-over-year, while non-GAAP sales and marketing expense increased 14% year-over-year.

本季度，訂閱收入同比增長 23%，非 GAAP 銷售和營銷費用同比增長 14%。

An important aspect of our model is the usage of market partners.

我們模型的一個重要方面是市場合作夥伴的使用。

It is a leverage-selling model that significantly extends our sales reach into each industry vertical.

這是一種槓桿銷售模式，可以顯著地將我們的銷售範圍擴展到每個垂直行業。

Our partners possess deep domain expertise in their respective vertical markets, a commitment to enterprise AI and a significant customer base that will benefit from our enterprise AI applications.

我們的合作夥伴在各自的垂直市場擁有深厚的領域專業知識、對企業人工智能的承諾以及將從我們的企業人工智能應用程序中受益的重要客戶群。

This will provide us with sales leverage over time.

隨著時間的推移，這將為我們提供銷售槓桿。

It is worth noting that our contract with Baker Hughes, our market partner for oil and gas, includes a very specific contractual commitment.

值得注意的是，我們與石油和天然氣市場合作夥伴貝克休斯的合同包含非常具體的合同承諾。

It is a 5-year agreement, and the total contract value is $450 million.

該協議為期5年，合同總價值為4.5億美元。

Their commitment to C3.ai increases over the 5-year term of the agreement.

他們對 C3.ai 的承諾在協議的 5 年期限內不斷增加。

This offers predictable growth in the years ahead.

這提供了未來幾年可預測的增長。

For example, the Baker Hughes commitment is $75 million in fiscal year '22 compared to $53 million in fiscal year '21.

例如，貝克休斯在 22 財年的承諾為 7500 萬美元，而在 21 財年的承諾為 5300 萬美元。

Our contractual backlog continues to provide us with healthy revenue visibility.

我們的合同積壓繼續為我們提供健康的收入可見性。

It's important to note that we use adjusted RPO to measure our backlog.

值得注意的是，我們使用調整後的 RPO 來衡量我們的積壓工作。

This metric includes our GAAP remaining performance obligations, our contracts with a cancellation clause and the Baker Hughes commitment.

該指標包括我們的 GAAP 剩餘履約義務、帶有取消條款的合同以及貝克休斯的承諾。

At the end of Q3, adjusted RPO was $538 million, up 16% from the prior year.

截至第三季度末，調整後的 RPO 為 5.38 億美元，比上年增長 16%。

Within adjusted RPO, the GAAP RPO was $247.5 million, our contracts with a cancellation clause was $48.4 million and the Baker Hughes commitment was $241.8 million.

在調整後的 RPO 中，GAAP RPO 為 2.475 億美元，帶有取消條款的合同為 4840 萬美元，貝克休斯承諾為 2.418 億美元。

With a healthy revenue visibility and coverage that comes from an unusually large contractual backlog, we continue to focus on expanding our footprint within existing customers, adding new market partners and adding new customers in existing and new industry verticals.

憑藉異常龐大的合同積壓帶來的健康收入可見性和覆蓋範圍，我們繼續專注於擴大現有客戶的足跡，增加新的市場合作夥伴，並在現有和新的垂直行業中增加新客戶。

In discussing our expenses and profitability, I will be referring to non-GAAP measures, unless otherwise indicated.

在討論我們的費用和盈利能力時，除非另有說明，我將指的是非公認會計原則衡量標準。

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。

This can be found in the IR section of our website, and it is on file with the SEC.

您可以在我們網站的 IR 部分找到此信息，並且已向 SEC 備案。

The difference between our GAAP and non-GAAP financial measures in the quarter was stock-based compensation expense.

本季度我們的 GAAP 和非 GAAP 財務指標之間的差異在於基於股票的薪酬費用。

Gross margin in the third quarter was 75.9% compared to 73.8% a year ago.

第三季度毛利率為 75.9%，而去年同期為 73.8%。

This expansion was driven by subscription gross margin.

這一擴張是由訂閱毛利率推動的。

It increased to 84% compared to 74.7% in the prior year period.

與去年同期的 74.7% 相比，這一比例上升至 84%。

Operating expense increased to $49.2 million, up 27% from a year ago.

運營費用增至 4,920 萬美元，比去年同期增長 27%。

As Tom described, we are making significant investments in R&D in order to bring new products to market that can enhance our growth.

正如湯姆所描述的，我們正在研發方面進行大量投資，以便將新產品推向市場，從而促進我們的增長。

C3 AI CRM and C3 AI Ex Machina are 2 such initiatives.

C3 AI CRM 和 C3 AI Ex Machina 就是這樣的兩個舉措。

We are also investing in our go-to-market efforts, including the expansion of our direct sales force.

我們還投資於進入市場的努力，包括擴大我們的直銷隊伍。

We're also investing in brand awareness, market education and enterprise AI thought leadership.

我們還投資於品牌知名度、市場教育和企業人工智能思想領導力。

Operating loss for Q3 was $11.9 million or a margin of 24.3% compared to $8.4 million or a margin of 20.3% a year ago.

第三季度運營虧損為 1,190 萬美元，利潤率為 24.3%，而去年同期為 840 萬美元，利潤率為 20.3%。

Turning to our balance sheet and cash flows.

轉向我們的資產負債表和現金流。

We ended the third quarter with $1.12 billion in cash and cash equivalents.

第三季度末，我們擁有 11.2 億美元的現金和現金等價物。

This includes net proceeds of $844.6 million from our initial public offering in December.

其中包括我們 12 月份首次公開募股的 8.446 億美元淨收益。

Our operating cash outflow for the period was $24.7 million, due primarily to increased investments in sales, marketing and headcount.

我們本期的經營現金流出為 2,470 萬美元，主要是由於銷售、營銷和員工方面的投資增加。

CapEx in Q3 was $0.2 million.

第三季度的資本支出為 20 萬美元。

This led to free cash outflow of $24.9 million.

這導致自由現金流出 2,490 萬美元。

The timing of our billings and collections can vary.

我們的賬單和收款時間可能會有所不同。

In order to capture a complete picture of our cash flow margin, it's recommended to calculate it on a rolling 4-quarter basis.

為了全面了解我們的現金流量利潤率，建議按四個季度滾動進行計算。

For the last 4 quarters, our free cash flow margin was a negative 24%.

過去 4 個季度，我們的自由現金流利潤率為負 24%。

Deferred revenue was $62.3 million at the end of the quarter.

截至本季度末，遞延收入為 6230 萬美元。

It's important to note that deferred revenue is not a perfect measure for our business due to the quarter-to-quarter variability and the timing of invoices to our customers and our historical large transaction sizes.

值得注意的是，由於季度與季度之間的變化、向客戶開具發票的時間以及我們歷史上的大額交易規模，遞延收入並不是衡量我們業務的完美指標。

In addition, our billing terms vary.

此外，我們的計費條款也有所不同。

For some contractual arrangements, we are not billing at inception.

對於某些合同安排，我們不會在開始時計費。

But instead, we'll bill the customer periodically over the duration of the arrangement, so these customers' revenue commitments do not appear in deferred revenue.

但相反，我們將在安排期間定期向客戶開具賬單，因此這些客戶的收入承諾不會出現在遞延收入中。

As an example, at the end of the third quarter, we booked several deals that will generate $4.1 million of revenue.

例如，在第三季度末，我們預訂了幾筆交易，將產生 410 萬美元的收入。

But this amount is not in our deferred revenue.

但這筆金額並不在我們的遞延收入中。

Looking to the fourth quarter, we expect total revenue to be in the range of $50 million to $51 million, representing approximately 21% year-over-year growth at the midpoint of the range.

展望第四季度，我們預計總收入將在 5000 萬美元至 5100 萬美元之間，相當於該範圍中值的同比增長約 21%。

Non-GAAP loss from operations is expected to be in the range of $28 million to $27 million.

非 GAAP 運營虧損預計在 2800 萬美元至 2700 萬美元之間。

For full fiscal year 2021, we expect total revenue to be in the range of $180.9 million to $181.9 million, representing approximately 16% of year-over-year growth at the midpoint of the range.

對於 2021 年整個財年，我們預計總收入將在 1.809 億美元至 1.819 億美元之間，約佔該範圍中值同比增長的 16%。

Non-GAAP loss from operations is expected to be in the range of $50.1 million to $49.1 million.

非 GAAP 運營虧損預計在 5010 萬美元至 4910 萬美元之間。

Historically, the difference between our GAAP and our non-GAAP financial measures has been limited to stock-based compensation expense.

從歷史上看，我們的公認會計原則和非公認會計原則財務指標之間的差異僅限於基於股票的薪酬費用。

Beginning with this guidance, for the fourth quarter and full year fiscal 2021 and in future reporting periods, the difference between GAAP and non-GAAP measures will include stock-based compensation expense and the employer portion of payroll tax expense related to stock transactions.

從本指引開始，對於2021 財年第四季度和全年以及未來的報告期，公認會計原則和非公認會計原則措施之間的差異將包括基於股票的薪酬費用以及與股票交易相關的工資稅費用中的雇主部分。

In summary, we are pleased with our strong performance in our first quarter as a public company.

總之，我們對作為上市公司第一季度的強勁表現感到滿意。

Our results and outlook reflect growing market demand from enterprises across an increasing range of industries.

我們的業績和前景反映了越來越多行業的企業不斷增長的市場需求。

With continued investment in multiple growth drivers, we are increasingly well positioned to capitalize on a large multibillion-dollar market opportunity generating value for all of our stakeholders.

隨著對多種增長動力的持續投資，我們越來越有能力利用數十億美元的巨大市場機會，為所有利益相關者創造價值。

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) Your first question comes from the line of Brad Sills with BofA Securities.

（操作員說明）您的第一個問題來自美國銀行證券公司的 Brad Sils。

Congratulations on your first quarter as a public company.

祝賀您作為上市公司的第一個季度。

I wanted to ask about the vertical partner focus here.

我想問一下垂直合作夥伴的關注點。

Obviously, you talked about some leverage that you'll see here from some of these partnerships.

顯然，您談到了您將從其中一些合作夥伴關係中看到的一些槓桿作用。

Could you help us understand for perhaps some of the newer ones like Raytheon, FIS, these are relatively new verticals for the company.

您能否幫助我們了解一些較新的公司，例如雷神公司、FIS，這些對於公司來說是相對較新的垂直領域。

What kind of resources are committed from the partner -- from these partners?

合作夥伴（這些合作夥伴）承諾了哪些資源？

How are you going to market together?

你們打算如何一起營銷？

How are you expecting to get that leverage through these partnerships?

您期望如何通過這些合作夥伴關係獲得這種影響力？

Brad, this is Tom.

布拉德，這是湯姆。

I'll field this one because it's kind of sales and marketing related.

我會處理這個問題，因為它與銷售和營銷相關。

Well, as you know, we're going to market across 3 planes.

嗯，如您所知，我們將在 3 架飛機上進行營銷。

We have horizontal market partners like, say, Microsoft would be the largest, but also IBM and EDF.

我們有橫向市場合作夥伴，例如最大的微軟，還有 IBM 和 EDF。

We're building a geographic marketing organization in North America, Asia Pacific, okay, and in Europe.

我們正在北美、亞太地區以及歐洲建立一個地理營銷組織。

And then across all sectors, we have vertical market sales organizations in oil and gas, in utilities, in financial services, in precision health, et cetera.

然後在所有領域，我們在石油和天然氣、公用事業、金融服務、精準醫療等領域都有垂直市場銷售組織。

And you can expect that each of the -- the goal is that each of these vertical markets, we will align with a leveraged market partner.

您可以預期，我們的目標是，在每個垂直市場中，我們都將與槓桿市場合作夥伴保持一致。

So the classic case is Baker Hughes.

所以經典案例就是貝克休斯。

So we've aligned in oil and gas with Baker Hughes.

因此，我們在石油和天然氣領域與貝克休斯結盟。

This is a $24 billion, roughly, I think, oil services company that gives us access to 12,000 people now selling with us around the world.

我認為，這是一家價值 240 億美元的石油服務公司，為我們提供了接觸世界各地 12,000 名銷售人員的機會。

And there's virtually not one of the largest, say, 20 or 30 oil companies that we are not in active sales motion with, whether it's Aramco, ADNOC, Rosneft, Gazprom, Shell.

事實上，我們沒有與最大的石油公司之一（例如20 或30 家石油公司）進行積極的銷售行動，無論是阿美公司、阿布扎比國家石油公司、俄羅斯石油公司、俄羅斯天然氣工業股份公司還是殼牌公司。

And 12,000 salespeople is a lot of sales capacity.

12,000 名銷售人員是一個很大的銷售能力。

If we look at financial services, as you know, we have a couple of -- we have a very large and successful relationship in banking with Bank of America and with a number of applications there, and with Standard Chartered Bank.

如果我們看一下金融服務，如你所知，我們有幾個——我們在銀行業與美國銀行及其許多應用程序以及渣打銀行建立了非常廣泛且成功的關係。

And we've built a large product line to meet the needs of financials -- of banks, whether it's anti-money laundering, cash management, securities lending, Volcker Rule compliance, intraday liquidity, what have you.

我們已經建立了一個龐大的產品線來滿足金融業——銀行的需求，無論是反洗錢、現金管理、證券借貸、沃爾克規則合規、日內流動性等等。

And so through our partnership with FIS, which I think does roughly $12 billion or $13 billion of revenue into banking, these people are now -- we have access to their, I think, 20,000 banking customers around the world with their entire sales organization.

因此，通過我們與FIS 的合作（我認為FIS 為銀行業帶來了大約120 億或130 億美元的收入），這些人現在——我認為，我們可以接觸到他們在世界各地的20,000 名銀行客戶及其整個銷售組織。

So this is the entire FIS sales organization.

這就是整個 FIS 銷售組織。

As it relates to Infor, I don't know how many salespeople Infor have.

因為涉及到Infor，我不知道Infor有多少銷售人員。

I'll have to look it up.

我得查一下。

But it's a ton of salespeople.

但這是大量的銷售人員。

These guys sell billions of dollars in software, and now they're selling our software solutions as core to what they're doing.

這些人銷售了數十億美元的軟件，現在他們正在銷售我們的軟件解決方案作為他們正在做的事情的核心。

So we're dealing with -- by the time you roll in companies like what we're doing with Microsoft and Adobe in -- okay, in CRM, what we're doing with oil and gas and Baker Hughes, what we're doing in banking with FIS, okay, what we're doing in manufacturing, and particularly with Infor, we're dealing with literally tens of thousands of people that are selling for us around the world.

所以我們正在處理——當你加入像我們與微軟和Adobe合作的公司時——好吧，在CRM中，我們在石油和天然氣以及貝克休斯方面所做的事情，我們正在做的事情銀行業與FIS 的合作，好吧，我們在製造業的合作，特別是與Infor 的合作，我們正在與世界各地數以萬計的銷售人員打交道。

And if we're able to successfully execute this strategy in the next 2, 3 years, honestly, I think we can put the lights out of the market before anybody else gets here.

如果我們能夠在未來兩三年內成功執行這一戰略，老實說，我認為我們可以在其他人進入市場之前將其熄滅。

And so this is core to the strategy.

所以這是該戰略的核心。

I think nobody has ever attempted this before.

我想以前沒有人嘗試過這個。

We believe it's a core competence for us and expect us and specifically, people like me and Ed and Houman, who you know, could be spending a significant amount of time on this.

我們相信這是我們的核心能力，並期望我們，特別是像我、艾德和霍曼這樣的人，你知道，可能會在這方面花費大量時間。

And then we brought in a very senior executive by the name of Gene Reznik, who was the Chief Strategy Officer at Accenture, to head up this initiative of coordinating the vertical market partners.

然後我們聘請了一位非常高級的管理人員，名叫吉恩·雷茲尼克（Gene Reznik），他是埃森哲的首席戰略官，來領導這項協調垂直市場合作夥伴的計劃。

So we expect a significant investment here and expect in the coming quarters, there will be additional announcements with these vertical market partners that we think will give us a -- increase our competitive advantage in the market.

因此，我們預計將在這方面進行重大投資，並預計在未來幾個季度，這些垂直市場合作夥伴將發布更多公告，我們認為這將增強我們在市場上的競爭優勢。

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。

The concept of embedding C3's platform into some of these horizontal categories, you mentioned an early win with the Microsoft partnership here for C3.ai-enabled CRM, Infor is a new partner for ERP.

將 C3 平台嵌入其中一些橫向類別的概念，您提到了與 Microsoft 合作夥伴關係在 C3.ai 支持的 CRM 方面的早期勝利，Infor 是 ERP 的新合作夥伴。

Can you remind us a little bit on kind of where you are with those partnerships?

您能否提醒我們一些您在這些合作夥伴關係中的進展情況？

I know they're early.

我知道他們還早

How quickly does it take one of these partners to ramp up from an integration standpoint and then go to market?

這些合作夥伴之一需要多長時間才能從集成的角度提升並進入市場？

When do you think you'll see the leverage out of those 2 partnerships in particular.

您認為什麼時候您會看到這兩個合作夥伴關係的影響力？

I think we've been at Baker Hughes now, if I'm not mistaken, 5 quarters.

如果我沒記錯的話，我想我們已經在貝克休斯呆了五個季度了。

Is this about right, guys?

伙計們，這對嗎？

Okay.

好的。

And David, you can correct me?

大衛，你能糾正我嗎？

I think we're up to 7 quarters.

我想我們已經到了 7 個季度了。

Seven quarters?

七個季度？

Okay.

好的。

I stand corrected.

我糾正了。

Okay.

好的。

Thank you.

謝謝。

And I think Baker Hughes is a bigger a large global company, and they're fully spooled up.

我認為貝克休斯是一家規模更大的跨國公司，他們已經全力以赴。

I mean we are building probably 4 products together we're bringing to market.

我的意思是，我們正在共同開發大約 4 種產品並將其推向市場。

We have 2 products that we already have in the marketplace.

我們有 2 款產品已投放市場。

We're fully spooled up.

我們已經完全準備好了。

Granted, Infor is brand new.

誠然，Infor 是全新的。

Granted, FIS is relatively new.

誠然，FIS 相對較新。

And so you're going to expect us -- it will take us 1, 2, 3, 4 quarters to get these things really spooled up and get the momentum going and it's not going to turn out overnight, but we're building a revenue capacity flywheel that, I think, once you get in -- when you start looking at calendar year in '22, '23, I think this is going to be a significant force to be reckoned with.

所以你會期望我們——我們需要 1、2、3、4 個季度才能真正把這些事情做好並保持勢頭，這不會在一夜之間出現，但我們正在建立一個我認為，一旦你開始考慮22、23年的日曆年，我認為這將是一股不可忽視的重要力量。

Your next question comes from the line of Jack Andrews with Needham.

你的下一個問題來自傑克·安德魯斯和李約瑟的對話。

Congratulations on the results.

祝賀結果。

I wanted to see if you could expound a little bit on the -- your go-to-market strategy around the Ex Machina product.

我想看看您能否詳細闡述一下您圍繞 Ex Machina 產品的上市策略。

I believe this is somewhat of a different offering from the solutions that you've historically sold.

我相信這與您以前銷售的解決方案有所不同。

So how should we just be thinking about your strategy?

那麼我們應該如何考慮你的策略呢？

And is this something that you expect the uptake to be mainly from your existing base of customers?

您預計這主要來自您現有的客戶群嗎？

Or do you expect Ex Machina to effectively draw in some brand-new customers to the C3.ai family?

或者您是否期望 Ex Machina 能夠有效地吸引一些全新客戶加入 C3.ai 家族？

Thank you for asking, Jack.

謝謝你的提問，傑克。

So Ex Machina is a product that we've had in the market for some years, and we've been working -- where we are now is we are releasing this.

所以《Ex Machina》是我們在市場上推出多年的產品，我們一直在努力——現在我們正在發布這個產品。

And we have done all the work with the documentation, the stack overflow, the online training, the community, basically offer this as a mass market product.

我們已經完成了文檔、堆棧溢出、在線培訓、社區的所有工作，基本上將其作為大眾市場產品提供。

So you can think of this as serving with same market need that's currently served by Alteryx, which is basically associated with the democratization of data science.

因此，您可以將其視為滿足 Alteryx 當前所服務的相同市場需求，這基本上與數據科學的民主化相關。

This is allowing people who would normally be doing analytics with pivot tables, okay, on -- in Excel spreadsheets to be doing point -- no code, low-code, WYSIWYG, what you see is when you get, point and click, drag and drop data science.

這使得通常使用數據透視表進行分析的人們可以在 Excel 電子表格中進行點操作，無需代碼、低代碼、所見即所得，您看到的是當您點擊、拖動時所看到的並放棄數據科學。

And what we've released here is kind of a 21st century version of that solution.

我們在這裡發布的是該解決方案的 21 世紀版本。

And the democratization of data science is something that has to happen.

數據科學的民主化是必鬚髮生的事情。

I mean for when we see the expansion of AI, this is not all going to happen through people hiring 50 PhD-level data scientists from MIT at $0.25 million apiece, it's just not going to happen.

我的意思是，當我們看到人工智能的擴展時，這一切都不會通過人們以每人 25 萬美元從麻省理工學院聘請 50 名博士級數據科學家來實現，這根本就不會發生。

So we're going to have to provide the tools where mere mortals can apply data science to their business to achieve the benefits.

因此，我們必須提供工具，讓普通人可以將數據科學應用到他們的業務中以獲得好處。

And that's what Ex Machina is all about.

這就是《機械姬》的意義所在。

And so think about it -- I think Alteryx is a fine company.

所以想一想——我認為 Alteryx 是一家很好的公司。

I'm sure it will foresee -- it will continue to be successful.

我確信它會預見——它將繼續取得成功。

But it has -- it serves that market need.

但它確實滿足了市場需求。

Now Alteryx has some constraints.

現在 Alteryx 有一些限制。

It'll run on any computer you want as long as it's on-premise on a Windows machine.

只要它位於本地 Windows 計算機上，它就可以在您想要的任何計算機上運行。

And Ex Machina will run on any computer that supports a browser.

Ex Machina 將在任何支持瀏覽器的計算機上運行。

So it's entirely cloud-native.

所以它完全是雲原生的。

Alteryx will use any amount of data that you want as long as it doesn't exceed 2 gigabytes.

Alteryx 將使用您想要的任何數據量，只要不超過 2 GB。

Well, we're doing data science at organizations like Enel, Shell, UnitedHealthcare, Department of Defense, we're dealing with hundreds of petabytes, not a couple of gigabytes.

嗯，我們正在 Enel、殼牌、UnitedHealthcare、國防部等組織進行數據科學，我們處理的是數百 PB，而不是幾 GB。

And Alteryx will allow you to perform data science on basically as many rows as you want as long as it doesn't exceed 10,000.

Alteryx 允許您對基本上任意數量的行執行數據科學，只要不超過 10,000 行即可。

And so think about a 21st century interface on a cloud-native WYSIWYG application where the nuclear reactor that's under the surface that nobody knows is the entire C3.ai platform.

因此，考慮一下云原生所見即所得應用程序上的 21 世紀界面，其中無人知曉的地表下的核反應堆是整個 C3.ai 平台。

And so that is a -- it's a mass market product.

所以這是一種大眾市場產品。

It's available on the market right now.

它現在在市場上有售。

You could sign up on the web today and get a free trial.

您今天就可以在網上註冊並獲得免費試用。

I encourage you to do so.

我鼓勵你這樣做。

And after you do your 30-day free trial, I encourage you to buy it.

在您完成 30 天免費試用後，我鼓勵您購買它。

I think it costs $300 a month or something.

我認為每月花費 300 美元左右。

And so we'll be looking at -- that will be an area where we'll be looking at thousands of customers.

因此，我們將關注——這將是我們將關注數千名客戶的領域。

It's now a tried and tested and proven production product.

它現在是一個經過嘗試、測試和驗證的生產產品。

And everybody on the call, I encourage you to go find C3.ai, click on Ex Machina, sign up for a free trial and send me an e-mail and send your thoughts on the product, either before or after you buy it.

通話中的各位，我鼓勵您在購買之前或之後找到 C3.ai，點擊 Ex Machina，註冊免費試用並向我發送電子郵件並發送您對產品的想法。

Your next question comes from the line of Michael Turits with KeyBanc.

您的下一個問題來自 KeyBanc 的 Michael Turits。

Congrats, of course, on the first quarter out.

當然，恭喜第一季度的表現。

So I was really pleased to see the Fortune 500 deal, the Microsoft partnership.

所以我真的很高興看到財富 500 強交易、微軟合作夥伴關係。

I was wondering if you could drill down a little bit on that and tell us where -- what the value creation was there and why that seems promising going forward.

我想知道您是否可以對此進行深入研究，並告訴我們其中的價值創造是什麼，以及為什麼這看起來很有前途。

And then I've got a follow-up.

然後我有一個後續行動。

Great question, Michael.

好問題，邁克爾。

I mean we have a number of significant partners that -- and we go to market with AWS.

我的意思是，我們有許多重要的合作夥伴，而且我們通過 AWS 進入市場。

We go to market with Google.

我們與穀歌一起進入市場。

We go to market with a lot of these guys.

我們和很多這樣的人一起去市場。

But I would say the organization that has the DNA most aligned with ours is Microsoft.

但我想說，與我們的DNA最一致的組織是微軟。

I mean these guys are really strong in enterprise selling.

我的意思是這些人在企業銷售方面確實很強。

And so we've been able to align with them at some of the largest organizations in the world, in the United States government, with Shell and with others.

因此，我們能夠與世界上一些最大的組織、美國政府、殼牌和其他機構的他們保持一致。

I mean we're up-to-speed now with these guys.

我的意思是我們現在已經跟上這些人的步伐了。

They are a great partner.

他們是很好的合作夥伴。

And it looks to me like, as it relates to cloud computing, I mean these guys are going to be a force to be reckoned with because they really do understand the enterprise and they know how to sell there.

在我看來，當它與雲計算相關時，我的意思是這些人將成為一股不可忽視的力量，因為他們確實了解企業並且知道如何在那裡銷售。

And I think they've come to believe that we're not entirely unfamiliar with that process also.

我認為他們已經開始相信我們對這個過程也並非完全陌生。

And so we get along with those guys really well.

所以我們和這些人相處得很好。

And we're selling with them in oil and gas.

我們與他們一起銷售石油和天然氣。

We're selling with them in utilities.

我們在公用事業領域與他們一起銷售。

We're selling with them in banking.

我們在銀行業與他們一起銷售。

I could -- some place around here, there's a whole pipeline of transactions that we're working with Microsoft, enterprise transactions.

我可以——在這附近的某個地方，我們正在與微軟合作，有一個完整的交易管道，企業交易。

I'm confident it's hundreds of transactions that we're working together.

我相信我們正在合作處理數百筆交易。

Another thing on Microsoft is they don't hesitate to spool up the big guns.

微軟的另一件事是他們會毫不猶豫地拿出大槍。

So if they need to close a deal or make a commit to a customer, they'll roll out Satya or Judson or JP or whoever they need to make the commit and make sure the commitment gets met.

因此，如果他們需要完成交易或向客戶做出承諾，他們將推出 Satya、Judson、JP 或任何他們需要的人來做出承諾並確保承諾得到履行。

They're really strong.

他們真的很強。

And Tom, if I could just get you to be macro prognosticator here for a minute.

湯姆，如果我能讓你在這裡擔任宏觀預測員一分鐘。

You did 20% sequential -- almost 20% sequential growth in the quarter.

本季度環比增長了 20%，接近 20%。

That's the most you've done in 7 quarters.

這是您在 7 個季度內完成的最多的一次。

And is this an indication that from a -- I mean, obviously, you're doing a lot of things right, but from a demand or a macro perspective that people are opening up to these kind of larger projects that you do?

這是否表明——我的意思是，顯然，你做了很多正確的事情，但從需求或宏觀角度來看，人們正在對你所做的此類大型項目持開放態度？

Well, I think our subscription revenue was like 24% growth, wasn't it?

嗯，我認為我們的訂閱收入增長了 24%，不是嗎？

And so it was really pretty healthy.

所以它真的非常健康。

And that's what we're focused on.

這就是我們關注的重點。

We're really not focused on the services line.

我們確實不專注於服務線。

And we want to keep the services line under control.

我們希望保持服務線的控制。

And we gave you guys the courtesy of disaggregating those 2. So there's no question as to whether we're a software company or a services company.

我們向你們提供了將這兩者分解的禮貌。因此，毫無疑問我們是一家軟件公司還是一家服務公司。

Okay.

好的。

Now let's talk about -- I mean coming into January of 2020, and we were blowing and glowing, right -- blowing and going, right?

現在讓我們來談談——我的意思是進入 2020 年 1 月，我們風生水起，光芒四射，對吧——風風火火，對吧？

I think our growth rate last fiscal year was 68%, was it, top line?

我認為上一財年我們的增長率是 68%，是嗎？

Okay.

好的。

71%.

71%。

Oh, 71%.

噢，71%。

Okay.

好的。

Thank you.

謝謝。

71%.

71%。

I mean it was -- we were blowing and going.

我的意思是——我們吹著風走。

When COVID hit in February, I mean our world just stopped.

當新冠疫情在二月份襲來時，我的意思是我們的世界就停止了。

I mean I understand back then, our average transaction size, as you know, was like, what did I say, $21 million, okay?

我的意思是，我當時的理解是，我們的平均交易規模，正如你所知，就像我說的，2100 萬美元，好嗎？

And so London closed.

於是倫敦關門了。

Paris closed.

巴黎關門了。

New York closed.

紐約關閉。

Chicago closed.

芝加哥關閉。

God knows, San Francisco closed, okay, and even the beaches in North Cali were closed.

天知道，舊金山關閉了，好吧，甚至北卡利的海灘也關閉了。

I mean there was nobody else for business.

我的意思是沒有其他人做生意。

So we hit a speed bump, okay, in the first 2 quarters of -- I would say, in February, March, April, May time frame, we hit a speed bump, okay?

所以我們遇到了一個減速帶，好吧，在前兩個季度——我想說，在二月、三月、四月、五月的時間範圍內，我們遇到了減速帶，好嗎？

Then the -- all of a sudden, you start getting -- all the stimulus starts to take place.

然後——突然之間，你開始得到——所有的刺激開始發生。

People start focusing on digital transformation.

人們開始關注數字化轉型。

They start focusing on AI, and we began to see a significant acceleration in our business once you get into June, July, August, September, which made us feel comfortable talking to you guys about the idea of making this a public company.

他們開始專注於人工智能，一旦進入六月、七月、八月、九月，我們就開始看到我們的業務顯著加速，這讓我們很樂意與你們談論使其成為一家上市公司的想法。

I mean there is no question that we're seeing an acceleration, and we believe that as we get into fiscal year '22 and '23, we will see increased growth rates.

我的意思是，毫無疑問，我們正在加速增長，而且我們相信，當我們進入 22 和 23 財年時，我們將看到增長率的提高。

And so this is a healthy market, and I believe we know how to grow our business rapidly, and we're pretty optimistic.

所以這是一個健康的市場，我相信我們知道如何快速發展我們的業務，而且我們非常樂觀。

But I think the growth -- the overall growth rate in this year, this fiscal year, David, which will be, what?

但我認為增長——今年、本財年的總體增長率，大衛，這將是什麼呢？

For the -- in April, I think...

對於四月，我認為......

This year.

今年。

Yes, we will be in the midpoint of the guidance, 16%.

是的，我們將處於指導值的中間位置，即 16%。

Midpoint of the guidance of, like, 16%.

指導值的中點，例如 16%。

Okay, fine.

好的。

But once -- we're dragging Q1 and Q2 like a boat anchor of this fiscal year, and they hurt us.

但有一次，我們像本財年的船錨一樣拖著第一季度和第二季度，它們傷害了我們。

And -- but COVID has turned from a massive decelerant to an accelerant.

而且——但新冠疫情已經從巨大的減速劑變成了加速劑。

And we're -- I'd like to say COVID is behind us.

我想說，新冠疫情已經過去了。

Hopefully, it will be behind us soon so we can all get together for a cocktail in New York.

希望它很快就會過去，這樣我們就可以在紐約聚在一起喝一杯雞尾酒。

But yes, we're optimistic about the next 2 years.

但是，是的，我們對未來兩年持樂觀態度。

Your next question comes from the line of Dan Ives with Wedbush.

你的下一個問題來自丹·艾夫斯和韋德布什的對話。

So Tom, could you maybe talk about how your conversations have changed with customers over the last 6 to 9 months when I compare it to a year ago?

Tom，您能否談談過去 6 到 9 個月與一年前相比，您與客戶的對話有何變化？

I mean maybe -- does it really feel like it almost went from more of a push to a pull?

我的意思是，也許——真的感覺像是從更多的推力變成了拉力嗎？

I mean can you just maybe talk about some of the drivers and some of the anecdotal conversations with the CEOs and CIOs?

我的意思是，您能否談談一些驅動因素以及與首席執行官和首席信息官的一些軼事對話？

It's a great question, Dan.

這是一個很好的問題，丹。

I did not anticipate the effect of the IPO on the brand.

我沒有預料到 IPO 對品牌的影響。

I guess I should have because all the bankers tell you it's going to do it.

我想我應該這樣做，因為所有銀行家都告訴你它將做到這一點。

"And geez, this is going to be important for your business." I just looked at it as a financing event to finance growth.

“天哪，這對你的生意很重要。”我只是將其視為一次為增長提供資金的融資活動。

And so I guess I'm kind of slipping because the effect of the IPO and the associated PR really has been huge on the perceived credibility and gravitas in the business.

所以我想我有點下滑，因為首次公開募股和相關的公關對企業的可信度和莊嚴感確實產生了巨大的影響。

And so we're seeing a much substantial increase in the growth of the pipeline.

因此，我們看到管道的增長大幅增加。

Conversations are happening faster.

對話進行得更快。

The default position the companies that are coming into the discussion is that it works.

參與討論的公司默認立場是它有效。

And how are we going to make it work?

我們如何讓它發揮作用？

There's virtually -- if we want to hire a senior executive today, there's virtually nobody who won't return the call.

事實上，如果我們今天想聘請一位高級管理人員，幾乎沒有人會拒絕回電話。

And so it's -- the effect to the company has been extraordinarily positive.

因此，這對公司的影響非常積極。

If you do a -- when you go play in Google Analytics sometime, and go do a search on, like, enterprise AI or C3.ai and look at what has happened in terms of kind of where we are in search frequency in these terms, I mean we've moved way, way up in the list.

如果你在 Google Analytics 中進行搜索，比如企業 AI 或 C3.ai，然後看看我們在這些術語中的搜索頻率發生了什麼，我的意思是我們在列表中已經向前移動了很多很多。

So it's -- as I say, since the IPO, things have -- I think the IPO contributed.

所以，正如我所說，自從首次公開募股以來，事情已經發生了變化，我認為首次公開募股做出了貢獻。

I think the global economy has contributed.

我認為全球經濟做出了貢獻。

I think the fact that the government is trading $100 billion a day, this government probably isn't hurting, and the focus is on digital transformation and AI.

我認為政府每天的交易額高達 1000 億美元，這個政府可能不會造成傷害，而且重點是數字化轉型和人工智能。

So we're -- I think we're in the right place at the right time.

所以我們——我認為我們在正確的時間出現在正確的地點。

We have a good solution.

我們有一個很好的解決方案。

And I think things have changed significantly.

我認為事情已經發生了重大變化。

Your next question comes from the line of Mark Murphy with JPMorgan.

你的下一個問題來自摩根大通的馬克·墨菲。

Yes.

是的。

We've seen quite a bit more excitement about a commodity super cycle, and in particular, in oil because of the pandemic recovery and response.

由於大流行病的複蘇和應對，我們看到了對大宗商品超級週期的更多興奮，特別是在石油領域。

I'm wondering how different is your energy deal pipeline today versus a year ago.

我想知道今天的能源交易渠道與一年前有何不同。

I don't think you've commented on Petronas in the script.

我認為你沒有在劇本中評論過國油。

Wondering if you could comment on that.

想知道你是否可以對此發表評論。

Just how different is that pipeline?

該管道到底有何不同？

And does a typical oil and gas company feel more pressure to modernize during tough times or maybe more inclination to spend into a super cycle?

一家典型的石油和天然氣公司是否會在困難時期感受到更大的現代化壓力，或者是否更傾向於投入超級週期？

Well, Mark, I don't pretend to be an expert in energy markets, as you know, but it's been fascinating to watch.

好吧，馬克，正如你所知，我並不假裝自己是能源市場專家，但這看起來很有趣。

And first of all, the relationship with Baker Hughes is extraordinarily positive.

首先，與貝克休斯的關係非常積極。

And it's kind of funny that it would be because you couldn't find 2 companies more culturally different.

有趣的是，你找不到兩家文化差異更大的公司。

This is an old school oil and gas company.

這是一家老派的石油和天然氣公司。

The other is a new school, high-tech company.

另一個是新學校、高科技公司。

But these guys are pretty switched on.

但這些傢伙非常活躍。

And today, I mean we must talk between the 2 companies 100 times a day, and we can finish each other's sentences.

今天，我的意思是，我們兩家公司之間每天必須交談 100 次，並且我們可以完成彼此的句子。

When we first -- you get into February, March, April, oil was negative $37 a barrel.

當我們第一次進入 2 月、3 月、4 月時，油價為每桶負 37 美元。

You think that might have had a chilling effect on the energy business.

您認為這可能會對能源行業產生寒蟬效應。

Holy moly, I mean these guys were just reeling, right?

天哪，我的意思是這些傢伙只是感到暈眩，對吧？

They couldn't figure out how to lay off people fast enough.

他們不知道如何足夠快地裁員。

And then they -- and then after they've kind of picked themselves and dusted themselves off, I think they started looking at the reality situation where companies like Shell, which is, as I recall, roughly a EUR 300 billion business, I think the fifth largest company in the world, and they looked at the economics of -- they looked at oil futures at that time, nobody was predicting oil over $50 a barrel.

然後他們——然後在他們自我振作並撣掉身上的灰塵之後，我認為他們開始關注現實情況，像殼牌這樣的公司，我記得，我認為殼牌是一家價值大約 3000 億歐元的企業。世界第五大公司，他們研究了當時的經濟情況——他們研究了石油期貨，沒有人預測石油價格會超過每桶50 美元。

I believe it might be over $50 a barrel today, but it wasn't being predicted to go over it.

我相信今天的價格可能會超過每桶 50 美元，但預計不會超過該價格。

And there's a lot of downward pressure on oil prices for all the reasons that we both know.

由於我們都知道的所有原因，油價面臨很大的下行壓力。

And I think if you look at $50 a barrel oil, there might be one company in the world that can make money, okay, at $50 or $45 a barrel, and that would be Saudi Aramco because they have no lifting cost.

我認為，如果你看看每桶 50 美元的石油，世界上可能有一家公司可以以每桶 50 或 45 美元的價格賺錢，那就是沙特阿美公司，因為他們沒有提升成本。

I think that stuff comes out of the ground at about $6 a barrel.

我認為這些東西從地下開采出來的價格約為每桶 6 美元。

So then you have the rest of these guys, whether it's Rosneft, Gazprom, Exxon or Shell, who are running these large global enterprises, and they have the choice to either reinvent themselves or slowly go out of business.

那麼剩下的這些人，無論是俄羅斯石油公司、俄羅斯天然氣工業股份公司、埃克森美孚還是殼牌公司，都在經營這些大型全球企業，他們可以選擇要么徹底改造自己，要么慢慢倒閉。

And so these -- I mean you get to places like Shell, these guys are not -- I mean these are highly educated and really bright people.

所以這些——我的意思是你去像殼牌這樣的地方，這些人不是——我的意思是這些人受過高等教育，而且非常聰明。

They've made the decision to reinvent themselves.

他們做出了重塑自我的決定。

So I think the oil pressure and oil fluctuations are proving to be an accelerant to the use of AI as these companies really focus on renewable.

因此，我認為石油壓力和石油波動被證明是人工智能使用的促進劑，因為這些公司真正專注於可再生能源。

I mean Shell is turning itself into a renewable energy company.

我的意思是殼牌正在將自己轉變為一家可再生能源公司。

And with the bulk of, I think, their revenues are going to be coming from electricity in the future.

我認為，他們的大部分收入未來將來自電力。

That's a big change.

這是一個很大的變化。

And -- but we see Rosneft, Gazprom, Aramco, ADNOC, they're -- all the big guys are thinking about this, and we're at the table.

而且 - 但我們看到俄羅斯石油公司、俄羅斯天然氣工業股份公司、阿美石油公司、阿布扎比國家石油公司，他們 - 所有的大公司都在考慮這個問題，而我們也在談判桌上。

Okay.

好的。

Great to hear.

很高興聽到。

And David, as a quick follow-up, could you clarify how did the GAAP RPO or backlog behaved sequentially in the January quarter?

David，作為一個快速跟進，您能否澄清 GAAP RPO 或積壓工作在一月份季度的表現如何？

I'm just not sure if I heard that number correctly.

我只是不確定我是否正確聽到了這個數字。

And I know you -- there's a few different layers on that cake for you.

我了解你——蛋糕上有幾個不同的層適合你。

So just how did that GAAP RPO behaved sequentially?

那麼 GAAP RPO 的表現到底如何呢？

And then I'm just wondering, do you have the current RPO or the next 12 months' portion at your fingertips by any chance?

然後我只是想知道，您是否掌握了當前的 RPO 或未來 12 個月的部分？

Or perhaps do we see that later?

或者也許我們稍後會看到這一點？

Well, you'll see the current RPO in the Q, but the current RPO is $131 million.

那麼，您將在 Q 中看到當前的 RPO，但當前的 RPO 是 1.31 億美元。

Okay.

好的。

Great.

偉大的。

And then what was the sequential change just in the total GAAP RPO?

那麼 GAAP RPO 總額的連續變化是多少？

Absolutely.

絕對地。

So when you actually look at our total GAAP RPO, you're looking at it from -- last quarter, it was $267 million, and it's $247.5 million.

因此，當您實際查看我們的 GAAP RPO 總額時，您會發現上個季度的 2.67 億美元和 2.475 億美元。

So $267.4 million to be precise, $247.5 million is the GAAP RPO.

因此，準確地說，2.674 億美元是 GAAP RPO。

One of the changes that's happened here, Mark, is that back in the old days, like, say, pre-December, we were ruthless about the way that we engaged -- we did software transactions, okay?

馬克，這裡發生的變化之一是，在過去，比如 12 月之前，我們對我們的參與方式是無情的 - 我們進行軟件交易，好嗎？

If the commitment from the customer was not irrevocable, nonrefundable commitment to buy, okay, over multiple years, we just did not do business, hard stop, okay?

如果客戶的承諾不是不可撤銷、不可退款的購買承諾，好吧，多年來，我們只是不做生意，硬停止，好嗎？

Now that we have a -- now we're kind of in a little bit more positioned where we're focused -- and what we're doing, and we were doing our best to finance the business, and we did a pretty good job, okay, without ringing a lot of doorbells on Sand Hill Road.

現在我們有了一個——現在我們在我們所關注的地方有了更多的定位——以及我們正在做的事情，我們正在盡最大努力為業務融資，我們做得很好工作，好吧，不用在沙山路按很多門鈴。

But now that the business is pretty well capitalized, we're focused on market share, okay?

但既然業務資本充足，我們就專注於市場份額，好嗎？

And we've gone towards more, I would say, market transactions, where we are willing to consider engaging in multiyear transactions with organizations where some percentage of the transaction is cancelable based upon performance.

我想說，我們已經轉向更多的市場交易，我們願意考慮與組織進行多年交易，其中一定比例的交易可以根據績效取消。

Well, you could be sure that we're going to bust our asses to make sure that nothing gets canceled.

好吧，你可以肯定我們會竭盡全力確保沒有任何事情被取消。

But does that -- but that decision did have a negative effect on RPO, okay?

但是這個決定確實對 RPO 產生了負面影響，好嗎？

And I think it's the right decision to make for the business.

我認為這對企業來說是正確的決定。

But we've become -- we're doing engaging, and we're being more flexible and easier to do business with in order to get contracts signed.

但我們已經變得——我們正在做吸引人的事情，我們正在變得更加靈活，更容易開展業務，以便簽署合同。

And it does have some downward pressure on RPO, but I think it will have upward pressure on revenue, prospectively.

它確實對 RPO 產生了一些下行壓力，但我認為，未來它會對收入產生上行壓力。

And Mark, with that in mind, the cancelable piece went from 37.1 to 48.4, so sequentially up 30%.

馬克，考慮到這一點，可取消的商品從 37.1 升至 48.4，環比上漲了 30%。

Okay.

好的。

So it's a -- if I'm hearing you correctly, there's a little more inclusion of cancellation clauses in the contracts, so that just the RPO is kind of the mix is shifting a little off the long term and a little off the GAAP piece because it's -- I guess they're rolling a little more into the cancelable piece in it, but it's netting out positively for revenue.

所以，如果我沒聽錯的話，合同中會包含更多的取消條款，因此 RPO 是一種混合，稍微偏離了長期，也偏離了 GAAP 部分因為我猜他們在可取消部分投入了更多資金，但它對收入產生了積極的影響。

Is that a fair estimation?

這是一個公平的估計嗎？

Positive, what, like -- and it's also positive -- RPO plus cancelable, it's increased year-over-year, right?

積極的，什麼，就像——而且也是積極的——RPO加上可取消，它逐年增加，對吧？

Year-over-year, it is up.

年復一年，它在上升。

Sequentially, it was off a little bit.

隨之而來的是，它有點關閉了。

Okay.

好的。

Your next question comes from the line of Patrick Colville with Deutsche Bank.

您的下一個問題來自德意志銀行的帕特里克·科爾維爾。

Congrats on your inaugural set of results as a public company.

祝賀您作為上市公司取得的首個業績。

So I guess I've got a 2-part question.

所以我想我有一個由兩部分組成的問題。

I mean I think we just touched on it just now, but I want to just clarify.

我的意思是，我想我們剛剛談到了這個問題，但我想澄清一下。

So the delta between RPO and billings, just help me understand that, because if I look at billings in the quarter, I think it was off about 5%, whereas the adjusted RPO was up 16%.

因此，RPO 和賬單之間的增量只是幫助我理解這一點，因為如果我查看本季度的賬單，我認為它下降了約 5%，而調整後的 RPO 上升了 16%。

So just help me understand why that might be?

那麼請幫助我理解為什麼會這樣？

Sure.

當然。

Well, I think what I tried to include in my prepared remarks on billings was -- I think you're looking at perhaps the deferred revenue.

嗯，我想我試圖在我準備好的關於賬單的評論中包含的是——我想你可能正在考慮遞延收入。

Is that correct?

那是對的嗎？

Exactly.

確切地。

Yes.

是的。

And so I think what we tried to highlight in our remarks is that, and it was in line with Tom's comment on being more flexible, there were some pieces of our deals that are not flowing through deferred.

因此，我認為我們在講話中試圖強調的是，我們的某些交易並未延期，這與湯姆關於更加靈活的評論一致。

And I called out a portion of what happened at the end of the quarter where $4.1 million isn't flowing through deferred.

我指出了本季度末發生的部分情況，其中 410 萬美元沒有遞延流動。

So I think that is -- to an extent, that's what's impacting your math there.

所以我認為這在某種程度上影響了你的數學。

Okay.

好的。

Got it.

知道了。

And are you prepared to call out the Baker Hughes contribution in the quarter?

您準備好讚揚貝克休斯在本季度的貢獻了嗎？

The Baker Hughes contribution as part of RPO?

貝克休斯的貢獻作為 RPO 的一部分？

As part of revenue.

作為收入的一部分。

The Baker Hughes portion, I think, we will actually be including in our 10-Q.

我認為，貝克休斯部分實際上將包含在我們的 10-Q 中。

And so you'll see -- you'll -- that's where that revenue will be published.

所以你會看到——你會——這就是收入將被發布的地方。

Your next question comes from the line of DJ Hynes with Canaccord.

您的下一個問題來自 DJ Hynes 和 Canaccord 的節目。

Congrats on the results.

祝賀結果。

Tom, when you think about building domain expertise as you enter a new vertical, how much of that falls on C3 development efforts?

Tom，當您考慮在進入新的垂直領域時建立領域專業知識時，其中有多少落在 C3 開發工作上？

And how much of that is influenced by the lighthouse account with which you're partnering?

其中有多少受到與您合作的燈塔帳戶的影響？

I'm just trying to think about how you replicate the model as you continue to grow into new markets.

我只是想思考，當你繼續開拓新市場時，如何復制這個模式。

It's a great question, DJ.

這是一個很好的問題，DJ。

And one of the real gems of the story that really is not realized yet by a lot of the market is that across all of these markets, whether it's AI-based predictive maintenance for the Air Force, whether it's customer churn at Bank of America, okay, whether it's process optimization, AI-based predictive maintenance for paper manufacturing at Georgia-Pacific, or whether it's hydrocarbon loss accounting at Shell, 99% of the code we're installing is the same across all of the -- across the entire installed base because that's the beauty of what we've done, okay?

這個故事的真正亮點之一是，很多市場尚未意識到，在所有這些市場中，無論是空軍基於人工智能的預測性維護，還是美國銀行的客戶流失，好的，無論是流程優化、Georgia-Pacific造紙廠基於人工智能的預測性維護，還是殼牌的碳氫化合物損失核算，我們正在安裝的代碼99% 都是相同的- 整個系統安裝基礎，因為這就是我們所做的事情的美妙之處，好嗎？

So you don't need to know -- we don't need to know first principles of how a turbine works in order -- a gas turbine works in order to build a digital twin for the turbine or build a predictive maintenance model for that turbine.

因此，您不需要知道——我們不需要知道渦輪機如何正常工作的基本原理——燃氣輪機的工作原理，以便為渦輪機構建數字孿生或為其構建預測性維護模型渦輪。

99% of the code is exactly the same.

99%的代碼是完全相同的。

All that changes are the data sources, the machine learning models, okay, and the user interface.

所有變化都是數據源、機器學習模型以及用戶界面。

We agree that the user interface is trivial.

我們同意用戶界面很簡單。

We have trivialized this idea of aggregating very large data sets into unified federated image.

我們已經輕視了將非常大的數據集聚合成統一的聯合圖像的想法。

For example, this is what Palantir calls an ontology.

例如，這就是 Palantir 所說的本體。

This is what Palantir does, okay?

這就是 Palantir 所做的，好嗎？

Palantir is a large services organization that takes -- it's a big business, right?

Palantir 是一家大型服務組織，它是一項大業務，對嗎？

I'm thinking at ENGIE and now we've aggregated 100 trillion rows of data from 50 enterprise data sources, 27 million sensors.

我在 ENGIE 思考，現在我們已經從 50 個企業數據源、2700 萬個傳感器聚合了 100 萬億行數據。

And then with regard to the extra price for weather, terrain and social media, that will update weather, terrain and social media 62 billion times a day.

然後關於天氣、地形和社交媒體的額外費用，這將每天更新天氣、地形和社交媒體 620 億次。

And when you aggregate that into the federated image, this is what Palantir says that every sentence of their presentation is ontology, ontology, ontology.

當你將其聚合到聯合圖像中時，Palantir 表示，他們演示的每句話都是本體論、本體論、本體論。

Look it up.

查一下。

It's not quite that magic, okay?

這並不那麼神奇，好嗎？

So rather than doing that through services, we do that through software.

因此，我們不是通過服務來做到這一點，而是通過軟件來做到這一點。

Now so we built with our partners at Baker Hughes -- actually, before Baker Hughes, we built a predictive maintenance application for an offshore oil rig, okay, at Shell.

現在，我們與貝克休斯的合作夥伴一起構建 - 實際上，在貝克休斯之前，我們為殼牌的海上石油鑽井平台構建了預測維護應用程序。

We don't know anything about offshore oil rig, okay?

我們對海上石油鑽井平台一無所知，好嗎？

We've built production optimization for their LNG operations in Australia, that's Queensland Gas.

我們為澳大利亞昆士蘭天然氣公司的液化天然氣業務進行了生產優化。

We don't know anything about LNG operations.

我們對液化天然氣運營一無所知。

But we're able to work with their subject matter experts, our team of 6 people and their team of 6 people, and build the applications.

但我們能夠與他們的主題專家、我們的 6 人團隊和他們的 6 人團隊合作，構建應用程序。

Today, Shell, God knows how many people they have working on projects, is between 100 and 1,200, because they have 100 projects in flight.

今天，殼牌，天知道他們有多少人在做項目，在 100 到 1,200 人之間，因為他們有 100 個項目正在進行中。

And then we did smart grid analytics for Enel.

然後我們為 Enel 進行了智能電網分析。

And Enel, I would say, that's the largest AI application in production in a nonclassified space on Earth.

我想說，Enel 是地球上非機密空間中最大的人工智能生產應用。

I mean we don't know anything about how the grid operates, but we know about using AI to do what they want to do, which is volt-VAR, predictive maintenance for devices and customer churn and what have you.

我的意思是，我們對電網如何運行一無所知，但我們知道如何使用人工智能來做他們想做的事情，即 volt-VAR、設備和客戶流失的預測性維護等等。

As we're doing AI-based predictive maintenance for the F-35 Joint Strike Fighter, do you think we have any idea how a Joint Strike Fighter operates?

當我們正在為 F-35 聯合攻擊戰鬥機進行基於人工智能的預測維護時，您認為我們知道聯合攻擊戰鬥機是如何運作的嗎？

I assure you, we do not, okay?

我向你保證，我們不會，好嗎？

Only the people at Lockheed Martin know that, okay?

只有洛克希德·馬丁公司的人知道這一點，好嗎？

And so where we're able to build the tools, where their subject matter experts can do what they do, that is the beauty of what we've done.

因此，我們能夠構建工具，他們的主題專家可以做他們所做的事情，這就是我們所做的事情的美妙之處。

We're able to apply the same code for anti-money laundering in a bank and, okay, predictive maintenance for an F-35 Joint Strike Fighter.

我們能夠將相同的代碼應用於銀行的反洗錢，以及 F-35 聯合攻擊戰鬥機的預測性維護。

And so I don't think we will be constrained by domain expertise.

因此，我認為我們不會受到領域專業知識的限制。

Now that being said, what -- and to the extent that we need it, where are we getting it?

話雖如此，我們從哪裡得到它？

We're getting it through partnerships like FIS, like Infor, like Baker Hughes and ENGIE as it relates to energy efficiency.

我們正在通過 FIS、Infor、Baker Hughes 和 ENGIE 等與能源效率相關的合作夥伴來實現這一目標。

So I kind of went all around that.

所以我就圍繞這個問題進行了討論。

But you do not need to be a nuclear scientist to build a predictive maintenance application for a nuclear reactor.

但您不需要成為核科學家即可為核反應堆構建預測維護應用程序。

And that's the beauty of what we've built.

這就是我們所構建的美麗之處。

Yes.

是的。

Your next question comes from the line of Peggy Yu with Morgan Stanley.

你的下一個問題來自摩根士丹利的 Peggy Yu。

First, to touch on the pipeline, you've mentioned seeing greater customer interest and the pipeline has continued to grow pretty substantially last quarter.

首先，談到管道，您提到看到了更大的客戶興趣，並且上季度管道繼續大幅增長。

Wanted to see if you could give us a little bit of color on pipeline conversion trends, especially as we go through the year?

想知道您是否能為我們提供一些有關管道轉換趨勢的信息，尤其是在我們度過這一年的過程中？

I'm sorry, pipeline conversion trends?

抱歉，管道轉換趨勢？

Peggy, I don't have that answer, okay?

佩吉，我沒有答案，好嗎？

And it's a legitimate question.

這是一個合理的問題。

Next time we will talk, I'll have the answer.

下次我們談話時，我就會得到答案。

I don't have it, okay?

我沒有，可以嗎？

And so anything I would give you would be misleading.

所以我給你的任何東西都會產生誤導。

It's a good question.

這是一個好問題。

And I'm sorry, it's very, very rarely I get caught absolutely out of my heels, and you caught me.

抱歉，我很少會完全陷入困境，而你卻抓住了我。

My apologies.

我很抱歉。

Yes, you win the prize for the day.

是的，您贏得了當天的獎品。

Okay?

好的？

So I guess, could you talk about the trends around margins as we go head into Q4?

所以我想，當我們進入第四季度時，您能談談利潤率的趨勢嗎？

Looks like the margins -- so Q3, obviously, saw a pretty good improvement, and Q4 seems to be slightly down.

看起來利潤率 - 所以第三季度顯然有了相當好的改善，而第四季度似乎略有下降。

What are some of the puts and takes there?

那裡有哪些看跌期權和看跌期權？

Q4 margin is down?

第四季度利潤率下降？

How was that -- how does one -- oh...

那怎麼樣——一個人怎麼樣——哦...

I think the non-GAAP operating loss that we had highlighted in the guidance table.

我認為我們在指導表中強調了非公認會計準則運營虧損。

I think one of the things that is going to contribute to a little bit margin compression in Q4 is -- I mean we are focused on being a software company, okay?

我認為第四季度利潤率會有所壓縮的因素之一是——我的意思是我們專注於成為一家軟件公司，好嗎？

We're not focused on being a software -- a services company as lucrative as it could be in this particular market.

我們並不專注於成為一家軟件公司，而是一家在這個特定市場上利潤豐厚的服務公司。

I know.

我知道。

Okay?

好的？

I read -- I look at Yahoo!

我讀過——我看雅虎！

Finance every now and then, too, okay?

時不時也理財一下好嗎？

That being said, we're going to supplement -- in order to facilitate our customers and not be in the professional services business, we're going to outsource professional services work with some third-party providers that we've enabled.

話雖這麼說，我們將補充 - 為了方便我們的客戶而不是從事專業服務業務，我們將與我們啟用的一些第三方提供商外包專業服務工作。

So we have this large ecosystem of third-party providers, like IBM's global services, and I think there's about 20 others.

因此，我們擁有這個龐大的第三方提供商生態系統，例如 IBM 的全球服務，我認為還有大約 20 個其他提供商。

And so we will actually give a piece of our contract to them, which will put some downward pressure on -- I'm sorry, upward pressures in cost of goods sold and a little bit downward pressure on margins.

因此，我們實際上會將一部分合同交給他們，這將給他們帶來一些下行壓力——對不起，銷售商品成本的上行壓力和利潤率的下行壓力。

At the same time, it will keep me out of the services business.

同時，它將使我遠離服務業務。

And that's -- so that's what -- it's not a macro trend, but that's what that's all about.

這不是宏觀趨勢，但這就是全部。

Your next question comes from the line of Arvind Ramnani with Piper Sandler.

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

Congrats on your first quarter out of the gate.

恭喜你第一季度的表現。

I have a question on your vertical partnerships.

我對你們的垂直合作夥伴關係有疑問。

As you indicated, it's a very important part of your strategy.

正如您所指出的，這是您戰略中非常重要的一部分。

And I wanted to understand how you're tracking progress with these partnerships, particularly with the newer ones versus the ones that are more ingrained?

我想了解您如何跟踪這些合作夥伴關係的進展，特別是與較新的合作夥伴關係和更根深蒂固的合作夥伴關係？

Are you looking at deals or pipeline?

您正在尋找交易或渠道嗎？

And are there certain trigger points that get you to switch from NFI to Fiserv as the partnership isn't quite working out?

由於合作關係進展不順利，是否存在某些觸發點促使您從 NFI 切換到 Fiserv？

So just kind of conceptually, how you're managing success at these important partnerships.

因此，從概念上講，您如何在這些重要的合作夥伴關係中取得成功。

We have -- thank you for the question.

我們有——謝謝你的提問。

And we have very, very impressive instrumentation here on kind of what's going on in the business, what's going on with business activity with each partner, with each of the vertical, what's the rate at which we're growing pipeline, what deals are we working together, what's the next step of each deal, what's the expected revenue, what are the revenue goals for this year, next year, the year after, by quarter.

我們在這裡有非常非常令人印象深刻的工具，涉及業務中正在發生的事情，每個合作夥伴的業務活動發生了什麼，每個垂直領域，我們增長管道的速度是多少，我們有哪些交易共同努力，每筆交易的下一步是什麼，預期收入是多少，今年、明年、後年、按季度的收入目標是什麼。

So we have very tight metrics on that.

所以我們對此有非常嚴格的衡量標準。

Fortunately, we haven't gotten to the point where one is not working yet and we need to replace it.

幸運的是，我們還沒有達到一個無法工作而需要更換的地步。

We're still focused on making every one of them successful.

我們仍然致力於讓他們每個人都取得成功。

And we believe that with the partners we have, that we can.

我們相信，通過我們擁有的合作夥伴，我們可以做到。

That being -- are we going to get to a point where one doesn't work?

那就是——我們是否會發展到一個不起作用的地步？

We will.

我們將。

But we -- but sometime, Arvind, when you're here, I mean we could kind of show you the metrics that we have for tracking this in sales operations.

但我們 - 但有時，Arvind，當你在這裡時，我的意思是我們可以向你展示我們在銷售運營中跟踪這一點的指標。

I believe that we have a finger on the pulse of this business as it relates to the AI-enabled CRM system that we have deployed that is absolutely state-of-the-art.

我相信我們已經掌握了這項業務的脈搏，因為它與我們部署的人工智能 CRM 系統有關，該系統絕對是最先進的。

Your next question comes from the line of Pat Walravens with JMP.

您的下一個問題來自 JMP 的 Pat Walravens。

Great.

偉大的。

And if I can, I'd like to ask 2. The first...

如果可以的話，我想問 2。第一個……

Go for it, Pat.

加油吧，帕特。

So the first is, for investors, as they look at this, C3 grew 71% in fiscal '20.

首先，對於投資者而言，C3 在 20 財年增長了 71%。

You hit COVID.

你感染了新冠病毒。

And then in fiscal '21, revenue at the midpoint is going to grow 16%.

然後在 21 財年，收入中點將增長 16%。

So how should we think about sort of the durable long-term growth rate for this business?

那麼我們應該如何考慮這項業務的持久長期增長率呢？

We believe the growth rate will expand.

我們相信增長率將會擴大。

Okay.

好的。

Here's the broader one.

這是更廣泛的。

So Tom, can you talk a little bit about the deal with the U.S. Army that you won with Raytheon?

湯姆，您能談談您與雷神公司贏得的與美國陸軍的交易嗎？

I mean those things are typically super competitive, right?

我的意思是這些事情通常都是超級有競爭力的，對吧？

Who is the competition?

誰是競爭對手？

And then just more broadly, how big -- or talk about the opportunity that C3 has with the defense industry?

然後更廣泛地說，有多大——或者談談 C3 在國防工業中擁有的機會？

Okay.

好的。

Now this is our -- I know that everybody on this call believes that I close every deal that we do, okay?

現在這是我們的——我知道參加這次電話會議的每個人都相信我完成了我們所做的每筆交易，好嗎？

And I can assure you that's not true.

我可以向你保證這不是真的。

As a matter of fact, from August 13, 2020, until, like, December 13 -- December, about 21st, I did nothing but talk to you guys for about 21 hours a day, and I never talked to a customer or prospect.

事實上，從2020年8月13日開始，直到12月13日——12月21日左右，我每天除了和你們聊天大約21個小時之外什麼也沒做，我從來沒有和客戶或潛在客戶交談過。

So as much as I would like to talk about that deal with Raytheon on that particular transaction, I don't know anything about it, okay?

因此，儘管我很想談論與雷神公司就該特定交易達成的交易，但我對此一無所知，好嗎？

And we can somehow hold the session to talk about it.

我們可以以某種方式召開會議來討論這個問題。

How big is the opportunity in defense and intel?

國防和情報方面的機會有多大？

It's freaking huge, okay, in that -- as it relates to applying AI to military and defense, this is going to be a major initiative for the United States government and you have China spending tens of billions of dollars today, a year on AI, and we're -- and the United States government, I think, been historically under-investing, there's a lot of talk about it and very little action.

這是非常巨大的，好吧，因為它涉及到將人工智能應用於軍事和國防，這將是美國政府的一項重大舉措，而中國今天每年在人工智能上花費數百億美元，我認為，美國政府歷來投資不足，對此有很多討論，但行動卻很少。

I think now we're seeing, I think, going forward, as it relates to defense and intel, that market opportunity is going to be virtually limitless.

我認為現在我們看到，我認為，隨著國防和情報的發展，市場機會幾乎是無限的。

And I think we're in a position to have -- make an impact there, which is why you see then and again the former Assistant Secretary of the Navy, and Rick Ledgett, former Deputy Director of the NSA, joining our advisory Boards to help us figure out how to navigate that.

我認為我們能夠在那裡產生影響，這就是為什麼你一次又一次地看到前海軍助理部長和國家安全局前副局長里克·萊吉特加入我們的顧問委員會，幫助我們弄清楚如何解決這個問題。

I'll be on the phone on Friday with one of the immediate past secretaries of 1 of the 3 branches of the U.S. military to get his advice on how we should structure this going forward.

週五我將與美國軍隊三個軍種之一的前任部長通電話，徵求他對我們未來應如何構建這一框架的建議。

But you can expect us to be making a very, very substantial investment there.

但你可以預期我們會在那裡進行非常非常大的投資。

I mean this is -- will this ever be anything like 50% of our business?

我的意思是——這會占到我們業務的 50% 嗎？

No way, no how, okay?

沒辦法，沒辦法，好嗎？

I mean we're not going to become a federal contractor.

我的意思是我們不會成為聯邦承包商。

But do we expect it to be a larger and rapidly growing segment of our business?

但我們是否期望它成為我們業務中規模更大、增長更快的部分？

Yes, we do.

是的，我們願意。

I think we might be at the last -- we might be about to wrap this up.

我想我們可能已經到了最後——我們可能即將結束這一切。

Is that correct?

那是對的嗎？

Yes.

是的。

There are no further questions at this time.

目前沒有其他問題。

Okay.

好的。

Let me just provide a couple of closing comments, and then we'll put a wrap on this.

讓我提供一些結束語，然後我們將對此進行總結。

So first of all, thanks, everybody, for your attention and your thoughtful questions.

首先，感謝大家的關注和深思熟慮的問題。

And to the extent that I -- I think there were 2 questions I didn't have the answer to.

就我而言——我認為有兩個問題我沒有答案。

One was from Pat and one was from Morgan Stanley.

一份來自帕特，一份來自摩根士丹利。

And I apologize.

我道歉。

We'll figure out a way -- I guess I can't get back.

我們會想辦法的——我想我回不去了。

Yes, we need to figure out a way.

是的，我們需要想辦法。

Can we follow up?

我們可以跟進嗎？

In the world of [Reg FD], we deem we can do this?

在[Reg FD]的世界裡，我們認為我們可以做到嗎？

We'll operate with that.

我們將以此為基礎進行操作。

Okay.

好的。

I'll say we'll do this.

我會說我們會這樣做。

I think that we're really pleased with the third quarter results.

我認為我們對第三季度的業績非常滿意。

We think they illustrate the power and potential of this highly differentiated model-driven architecture that is enabling enterprises across a wide range of industries to rapidly and efficiently develop and operate complex predictive AI applications to scale.

我們認為它們說明了這種高度差異化的模型驅動架構的力量和潛力，使各行業的企業能夠快速有效地開發和運營複雜的預測人工智能應用程序以擴展規模。

We think we are really well positioned to address this rapidly growing, greater than $200 billion addressable market opportunity.

我們認為，我們確實處於有利地位，可以抓住這個快速增長、價值超過 2000 億美元的潛在市場機會。

And as we enter our fourth fiscal quarter of 2021, I believe that C3.ai has never been more strongly positioned in the market.

隨著我們進入 2021 年第四財季，我相信 C3.ai 在市場上的地位從未如此強大。

I believe that we are demonstrating clear technology leadership in enterprise AI.

我相信我們在企業人工智能領域展現出明顯的技術領先地位。

We are building a powerful brand.

我們正在打造一個強大的品牌。

Our human capital resources are second to none.

我們的人力資本資源是首屈一指的。

Our customer and market partners' successes speak for themselves, and the competitive landscape does not appear to be limiting.

我們的客戶和市場合作夥伴的成功不言而喻，競爭格局似乎並沒有受到限制。

So thank you so much for your time.

非常感謝您抽出寶貴的時間。

We look forward to sharing our progress with you in the months and years ahead.

我們期待在未來的幾個月和幾年裡與您分享我們的進展。

And we wish you all a great day and a great week.

我們祝愿大家度過美好的一天和美好的一周。

So thank you for your -- for the courtesy and your time today.

感謝您今天的禮貌和抽出時間。

Ladies and gentlemen, this concludes today's conference call.

女士們、先生們，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。