BlackBerry Ltd (BB) 2021 Q3 法說會逐字稿

Good afternoon, and welcome to the BlackBerry Third Quarter Fiscal Year 2021 Results Conference Call.

下午好，歡迎參加 BlackBerry 2021 財年第三季度業績電話會議。

My name is David, and I will be your conference moderator for today's call.

我的名字是大衛，我將成為你今天電話會議的主持人。

(Operator Instructions) As a reminder, this conference is being recorded for replay purposes.

（操作員說明）作為提醒，正在錄製此會議以供重播。

I would now like to turn today's call over to Tim Foote, BlackBerry Investor Relations.

我現在想將今天的電話轉給 BlackBerry 投資者關係部的 Tim Foote。

Please go ahead.

請繼續。

Thank you, David.

謝謝你，大衛。

Good afternoon, and welcome to BlackBerry's Third Quarter Fiscal 2021 Earnings Conference Call.

下午好，歡迎參加 BlackBerry 2021 財年第三季度財報電話會議。

With me on the call today are Executive Chair and Chief Executive Officer, John Chen; and Chief Financial Officer, Steve Rai.

今天與我通話的還有執行主席兼首席執行官 John Chen；和首席財務官 Steve Rai。

After I read our cautionary note regarding forward-looking statements, John will provide a business update, and Steve will review the financial results.

在我閱讀我們關於前瞻性陳述的警示說明後，約翰將提供業務更新，史蒂夫將審查財務結果。

We will then open the call for a brief Q&A session.

然後，我們將打開電話進行簡短的問答環節。

This call is available to the general public via call-in numbers and via webcast in the Investor Information section at blackberry.com.

公眾可通過電話號碼和 blackberry.com 的“投資者信息”部分的網絡廣播向公眾提供此電話。

The replay will also be available on the blackberry.com website.

重播也將在 blackberry.com 網站上提供。

As noted in our press release earlier this afternoon, slides will be shown during today's live webcast.

正如我們今天下午早些時候發布的新聞稿中所述，幻燈片將在今天的網絡直播中播放。

These slides relate to the recent BlackBerry IVY announcement.

這些幻燈片與最近的 BlackBerry IVY 公告有關。

For those of you not on the webcast or joining via the call-in numbers, the slides are available for you to access on the investor information section at blackberry.com.

對於那些沒有參加網絡廣播或通過電話號碼加入的人，您可以在 blackberry.com 的投資者信息部分訪問這些幻燈片。

Some of the statements we'll be making today constitute forward-looking statements and are made pursuant to the safe harbor provisions of applicable U.S. and Canadian securities laws.

我們今天將做出的一些陳述構成前瞻性陳述，並且是根據適用的美國和加拿大證券法的安全港條款做出的。

We will indicate forward-looking statements by using words such as expect, will, should, model, intend, believe and similar.

我們將使用諸如期望、將、應該、模型、打算、相信和類似的詞語來表明前瞻性陳述。

Forward-looking statements are based on estimates and assumptions made by the company in light of its experience and its perception of historical trends, current conditions and expected future developments as well as other factors that the company believes are relevant.

前瞻性陳述是基於公司根據其經驗和對歷史趨勢、當前狀況和預期未來發展的看法以及公司認為相關的其他因素做出的估計和假設。

Many factors could cause the company's actual results or performance to differ materially from those expressed or implied by the forward-looking statements.

許多因素可能導致公司的實際結果或業績與前瞻性陳述中明示或暗示的結果或業績存在重大差異。

These factors include the risk factors that are discussed in the company's annual filings and MD&A, including the COVID-19 pandemic.

這些因素包括公司年度文件和 MD&A 中討論的風險因素，包括 COVID-19 大流行。

You should not place undue reliance on the company's forward-looking statements.

您不應過分依賴公司的前瞻性陳述。

The company has no intention and undertakes no obligation to update or revise any forward-looking statements, except as required by law.

除法律要求外，公司無意且不承擔更新或修改任何前瞻性陳述的義務。

As is customary during the call, John and Steve will reference non-GAAP numbers in a summary of our quarterly results.

按照電話會議的慣例，約翰和史蒂夫將在我們的季度業績摘要中引用非公認會計準則數字。

For a reconciliation between our GAAP and non-GAAP numbers, please see the earnings press release and supplement published earlier today, which are available on the EDGAR, SEDAR and blackberry.com websites.

有關我們的 GAAP 和非 GAAP 數字之間的對賬，請參閱今天早些時候發布的收益新聞稿和補充，這些信息可在 EDGAR、SEDAR 和 blackberry.com 網站上找到。

And with that, I'll turn the call over to John.

有了這個，我會把電話轉給約翰。

Thank you, Tim.

謝謝你，蒂姆。

Good afternoon, everybody.

大家下午好。

Today, I'd like to keep the financial and business updates relatively brief because I'd like to spend a little bit more time discussing our recent BlackBerry IVY announcement.

今天，我想將財務和業務更新保持相對簡短，因為我想花更多時間討論我們最近發布的 BlackBerry IVY 公告。

This third fiscal quarter, we continue to build on the momentum from our second quarter, delivering results in line with our outlook we provided.

在第三財季，我們將繼續鞏固第二季度的勢頭，提供符合我們提供的展望的結果。

We delivered sequential revenue growth both in the total Software and Services section and as well as BTS.

我們在總軟件和服務部分以及 BTS 實現了連續收入增長。

We continue to deliver positive EPS and positive free cash flow this quarter.

我們在本季度繼續提供正的每股收益和正的自由現金流。

BlackBerry reported total revenue -- company revenue of $224 million.

黑莓報告總收入——公司收入為 2.24 億美元。

Software and Services revenue came in at $168 million, 1-6-8.

軟件和服務收入為 1.68 億美元，1-6-8。

License was $656 million.

許可證為 6.56 億美元。

Gross margin was 70%.

毛利率為 70%。

Earnings per share was positive $0.02.

每股收益為正0.02美元。

Cash generated from operation was $29 million.

經營產生的現金為 2900 萬美元。

Total ending cash and investment at November 30 was $757 million.

截至 11 月 30 日的期末現金和投資總額為 7.57 億美元。

I'll start my business commentary with the Software and Services group.

我將從軟件和服務組開始我的業務評論。

ARR was approximately $475 million.

ARR 約為 4.75 億美元。

Dollar-based net retention rate was 90%.

基於美元的淨保留率為 90%。

Net customer churn reduced to around 1%.

淨客戶流失率降至 1% 左右。

Spark is the combination of -- as a reminder, is a combination of our UEM and UES, the unified endpoint security offerings.

Spark 是 - 提醒一下，是我們的 UEM 和 UES（統一端點安全產品）的組合。

This quarter, we made good progress in both the government and financial services verticals, with customer wins, including U.S. Army, U.S. Postal Service, the IRS, the Department of Energy and Department of Justice as well as Raymond James Financials -- Raymond James Financial -- sorry, Citibank, the German Bundesbank, the Bank of India and the Government of Rwanda.

本季度，我們在政府和金融服務垂直領域都取得了良好進展，贏得了客戶，包括美國陸軍、美國郵政服務、美國國稅局、能源部和司法部以及 Raymond James Financials -- Raymond James Financial ——對不起，花旗銀行、德國聯邦銀行、印度銀行和盧旺達政府。

In addition, we have customer wins in other verticals, including health care and manufacturing.

此外，我們在其他垂直領域也贏得了客戶，包括醫療保健和製造業。

We continue to see progress in upgrading BlackBerry UEM customer to the full Spark Suite, i.e., adding our UES suite.

我們繼續看到將 BlackBerry UEM 客戶升級到完整 Spark 套件的進展，即添加我們的 UES 套件。

Example in the quarter including Deutsche Bank, Deutsche (inaudible) and multiple Ministry of the Dutch government.

本季度的例子包括德意志銀行、德意志銀行（聽不清）和荷蘭政府的多個部門。

Significantly during the quarter, we released Blackberry Cyber Suite, our AI-powered Cyber Suite, which combines our industry-leading EPP, EDR and MDR product.

值得注意的是，我們在本季度發布了 Blackberry Cyber Suite，這是我們的 AI 驅動的 Cyber Suite，它結合了我們行業領先的 EPP、EDR 和 MDR 產品。

It's further strengthened by the continuous authentication and the Mobile Threat Defense capabilities.

持續身份驗證和移動威脅防禦功能進一步加強了它。

This Cyber Suite is highly competitive against both traditional and the next-gen player in the cybersecurity market.

該網絡套件與網絡安全市場的傳統和下一代參與者相比具有很強的競爭力。

This has been validated by 451 Research and other industry experts.

這已得到 451 Research 和其他行業專家的驗證。

Cyber Suite brings together the best of the BlackBerry and Cylance technology.

Cyber Suite 匯集了 BlackBerry 和 Cylance 技術的精華。

Further, Cyber Suite will be available in version that integrate with all major UEM offerings, including Microsoft Intune, VMware's Workspace One, MobileIron as well as IBM MaaS360.

此外，Cyber Suite 將提供與所有主要 UEM 產品集成的版本，包括 Microsoft Intune、VMware 的 Workspace One、MobileIron 以及 IBM MaaS360。

This integration will allow BlackBerry to provide additional security to users of our rival UEMs.

這種集成將使黑莓能夠為我們的競爭對手 UEM 的用戶提供額外的安全性。

Cyber Suite has only been in the market for a month, but the early interest is strong, both in the new logo and existing customer base, with significant pipeline growth this past quarter.

Cyber Suite 上市僅一個月，但新標識和現有客戶群的早期興趣很濃厚，上一季度管道增長顯著。

Cyber Suite [always] allows us to give our prospect and customer greater options for increasing their cybersecurity while protecting their UEM investment.

Cyber Suite [總是] 允許我們為潛在客戶和客戶提供更多選擇，以提高他們的網絡安全性，同時保護他們的 UEM 投資。

As a result of these technology enhancement and positive customer receptivity, we will, in turn, step up our investment in sales and marketing to compete more aggressively.

由於這些技術改進和積極的客戶接受度，我們將反過來加大對銷售和營銷的投資，以更積極地競爭。

Before I move to BTS, I'd like to highlight the security certifications we have achieved.

在我搬到 BTS 之前，我想強調一下我們已經獲得的安全認證。

This quarter, BlackBerry UEM achieved the National Security Agency, NSA, Commercial Solutions for Classified Program approval.

本季度，黑莓 UEM 獲得了美國國家安全局 (NSA) 機密項目商業解決方案的批准。

This adds to a portfolio of U.S. government certifications we have received for BlackBerry UEM, including the NIAP certification, the Department of Defense Information Network approval product list, which I think we talked about last quarter called IN-APL or -INAPL, FedRAMP FIPS 140-2.

這增加了我們為 BlackBerry UEM 獲得的美國政府認證組合，包括 NIAP 認證、國防部信息網絡批准產品列表，我認為我們在上個季度談到了稱為 IN-APL 或 -INAPL、FedRAMP FIPS 140 -2。

No other software vendor in the cybersecurity space has been awarded most security certification by the U.S. government than BlackBerry.

在網絡安全領域，沒有其他軟件供應商比黑莓獲得了美國政府授予的大多數安全認證。

BlackBerry achieving NSA certification comes at a time when most of our major competitors have been identified having vulnerabilities that are being exploited by nation state hackers.

黑莓獲得 NSA 認證之際，我們的大多數主要競爭對手已被確定存在被國家黑客利用的漏洞。

This should give our customer and prospect a higher degree of comfort about the cybersecurity protection they received from BlackBerry.

這應該讓我們的客戶和潛在客戶對他們從 BlackBerry 獲得的網絡安全保護更加放心。

Now moving on to BTS.

現在轉到BTS。

QNX, the largest component of BTS, report sequential revenue growth.

QNX 是 BTS 的最大組成部分，報告收入連續增長。

QNX remain on track to be back to its normal run rate by early next fiscal year.

QNX 仍有望在下個財年初恢復正常運行速度。

In the quarter, we have 17 new designs, 1-7, design wins -- sorry, 6 in auto and 11 in generally embedded market.

在本季度，我們有 17 款新設計，其中 1-7 款設計獲勝——抱歉，6 款用於汽車，11 款用於一般嵌入式市場。

Our expansion in the GEM continues, which, with diverse wins, including a controller system for power turbines, a next-generation satellite receiver system and a rail traffic management system from the Seoul (inaudible) subway.

我們在 GEM 的擴張仍在繼續，其中包括動力渦輪機控制器系統、下一代衛星接收器系統和首爾（聽不清）地鐵的軌道交通管理系統。

In auto, we have designed wins in full kinetic cars and electric vehicle.

在汽車方面，我們設計了全動力汽車和電動汽車的勝利。

The wins included, instrument clusters, a couple of them in domain controller, a handful of them in ADAS designs, the [Advanced Driver Assist] -- sorry, the Advanced Driver Assist .

勝利包括儀表組，其中一些在域控制器中，少數在 ADAS 設計中，[高級駕駛員輔助]-對不起，高級駕駛員輔助。

Speaking of united vehicles, we are very pleased to share with you our strong position in the EV market.

說到聯合汽車，我們很高興與您分享我們在電動汽車市場的強勢地位。

QNX now has design wins with 19 of the top 25 electric vehicle OEMs, which, together, had 61% of the EV market in the first half of this calendar year.

QNX 現在贏得了前 25 家電動汽車 OEM 中的 19 家的設計，這些 OEM 在本日曆年上半年佔據了 61% 的電動汽車市場。

We are working hard to recruit the remaining 6.

我們正在努力招募剩下的 6 人。

Moving on to secure communication, which includes AtHoc and Secusmart.

繼續安全通信，包括 AtHoc 和 Secusmart。

Secure communication had a strong quarter.

安全通信有一個強勁的季度。

This strength was primarily due to ongoing transition to remote working, which has been obviously greatly accelerated by the pandemic.

這種優勢主要是由於持續向遠程工作過渡，而大流行顯然大大加速了遠程工作。

AtHoc has some strategic wins this quarter, including the California Department of Corrections and Rehabilitation, a rehab -- Department of Corrections and Rehab as well as the California Department of Justice.

AtHoc 在本季度取得了一些戰略勝利，包括加州懲教和康復部、一個康復機構——懲教和康復部以及加州司法部。

I believe that no one now can claim to power the entire state of California.

我相信現在沒有人可以聲稱擁有整個加利福尼亞州的權力。

Other notable renews and upsell from AtHoc in the quarter, including the United States Army, Navy as well as the Air Force as well as the Federal Aviation Administration, FAA.

本季度來自 AtHoc 的其他值得注意的更新和追加銷售，包括美國陸軍、海軍以及空軍以及美國聯邦航空管理局 (FAA)。

We also renew within the U.S. Defense Intelligence Agency, U.S. Department of the Energy, Treasury and Agricultural as well as the FEMA, Federal Emergency Management Agency.

我們還在美國國防情報局、美國能源、財政部和農業部以及聯邦緊急事務管理局 (FEMA) 內進行了續約。

Finally, I want to touch on licensing.

最後，我想談談許可。

Revenue for the quarter came in at $56 million.

本季度的收入為 5600 萬美元。

As before, the majority of the licensing revenue comes from our IP licensing business.

和以前一樣，大部分許可收入來自我們的知識產權許可業務。

As I mentioned at the beginning of the call, I'd like to spend some time discussing BlackBerry IVY, which we are very excited about.

正如我在電話會議開始時提到的，我想花一些時間討論 BlackBerry IVY，我們對此感到非常興奮。

Modern cars continue to generate huge amount of data.

現代汽車繼續產生大量數據。

I think you all agree and know.

我想你們都同意並知道。

The auto industry is not prepared to capture and create value from the analytics because these data is difficult to collect and interact with, with our very costly integrations.

汽車行業還沒有準備好從分析中獲取和創造價值，因為這些數據很難收集並與之交互，而我們的集成成本非常高。

BlackBerry IVY's mission is to make it easy to gather, securely, transport and analyze these data in a standard and a cost-efficient way across multiple brands and models on a common platform.

BlackBerry IVY 的使命是在一個通用平台上以標準且經濟高效的方式跨多個品牌和型號輕鬆收集、安全、傳輸和分析這些數據。

This will allow the developer's ecosystem to use the data to provide intelligent insights and application on a global scale.

這將允許開發者的生態系統使用數據在全球範圍內提供智能洞察和應用。

We have entered into a multiyear exclusive co-development and co-marketing agreement with AWS.

我們已與 AWS 簽訂了一項為期多年的獨家聯合開發和聯合營銷協議。

This type of agreement is rare.

這種協議很少見。

BlackBerry and AWS engineers have been working very closely to jointly build the platform.

BlackBerry 和 AWS 工程師一直密切合作，共同構建該平台。

Under the terms of our agreement, BlackBerry will own all the commercial relationships with customers and will share revenues with AWS.

根據我們的協議條款，黑莓將擁有與客戶的所有商業關係，並將與 AWS 分享收入。

Each side contributes the key capabilities required.

每一方都貢獻了所需的關鍵能力。

On the BlackBerry side, Blackberry QNX brings over 20 years of auto industry experience as well as relationship as well as a huge footprint of over 175 million cars.

在黑莓方面，黑莓 QNX 帶來了 20 多年的汽車行業經驗和合作關係，以及超過 1.75 億輛汽車的龐大足跡。

We are a trusted leader with a deep knowledge of automotive safety and security software system.

我們是值得信賴的領導者，對汽車安全和安保軟件系統有著深入的了解。

AWS is the world's largest cloud provider with a vast developer community and outstanding expertise in consumer experience, interfaces as well as IoT.

AWS 是世界上最大的雲提供商，擁有龐大的開發人員社區以及在消費者體驗、界面和物聯網方面的傑出專業知識。

Combined, we're able to provide a full end-to-end platform.

結合起來，我們能夠提供完整的端到端平台。

We expect an ecosystem of apps and services developed on the BlackBerry IVY platform over time.

我們期望隨著時間的推移在 BlackBerry IVY 平台上開發應用程序和服務的生態系統。

We will work with AWS a proven (inaudible) with successful developer communities to help drive the process.

我們將與成功的開發人員社區一起與 AWS 合作，以幫助推動這一過程。

With BlackBerry IVY, we're creating a recurring revenue data business -- recurring revenue model, that is, targeting revenue on a usage as well as a subscription base.

通過 BlackBerry IVY，我們正在創建一個經常性收入數據業務——經常性收入模型，即以使用和訂閱基礎為目標的收入。

An important difference between BlackBerry IVY and competitors in this space is that we allow the OEM to own the data, and with that, the relationship with their customers.

BlackBerry IVY 與該領域的競爭對手之間的一個重要區別在於，我們允許 OEM 擁有數據，並因此擁有與客戶的關係。

We are already in discussion with some automakers who were granted early access, and we have received positive initial feedback.

我們已經在與一些獲得早期訪問權限的汽車製造商進行討論，並且我們已經收到了積極的初步反饋。

The target is to be in the 2023 auto model -- 2023 year's model with possibly potentially some professional services prior to it.

目標是成為 2023 年的汽車模型——2023 年的模型，可能在此之前提供一些專業服務。

While it is too early for us to provide a revenue outlook, we are confident that BlackBerry IVY addresses a very large market opportunity that will greatly increase our ASP.

雖然現在提供收入前景對我們來說還為時過早，但我們相信黑莓 IVY 抓住了一個非常大的市場機會，這將大大提高我們的平均售價。

With that, let me turn the call over to Steve to provide more details about our financial performance.

有了這個，讓我把電話轉給史蒂夫，以提供有關我們財務業績的更多細節。

Thank you, John.

謝謝你，約翰。

My comments on our financial performance for the first -- sorry, for the fiscal quarter will be in non-GAAP terms, unless otherwise noted.

我對我們第一季度財務業績的評論——抱歉，除非另有說明，否則本財季將採用非公認會計原則。

Please refer to the supplemental table in the press release for the GAAP and non-GAAP details.

有關 GAAP 和非 GAAP 的詳細信息，請參閱新聞稿中的補充表格。

We delivered third quarter non-GAAP total company revenue of $224 million and GAAP total company revenue of $218 million.

我們實現了第三季度非 GAAP 公司總收入 2.24 億美元和 GAAP 公司總收入 2.18 億美元。

Third quarter total company gross margin was 70%.

第三季度公司總毛利率為70%。

Our non-GAAP gross margin includes software deferred revenue acquired but not recognized of $6 million, and excludes stock compensation expense of $1 million.

我們的非 GAAP 毛利率包括 600 萬美元的收購但未確認的軟件遞延收入，不包括 100 萬美元的股票補償費用。

Third quarter operating expenses were $142 million.

第三季度運營費用為 1.42 億美元。

Our non-GAAP operating expenses exclude $32 million in amortization of acquired intangibles, $11 million in stock compensation expense, $4 million for software deferred commissions expense acquired and $95 million fair value adjustment on the convertible debentures, which is a noncash accounting adjustment driven by market conditions.

我們的非公認會計準則運營費用不包括 3200 萬美元的收購無形資產攤銷、1100 萬美元的股票補償費用、400 萬美元的軟件遞延佣金費用以及 9500 萬美元可轉換債券的公允價值調整，這是由市場驅動的非現金會計調整狀況。

Third quarter non-GAAP operating income was $14 million, and third quarter non-GAAP net income was $11 million.

第三季度非 GAAP 營業收入為 1400 萬美元，第三季度非 GAAP 淨收入為 1100 萬美元。

Non-GAAP earnings per share was $0.02 in the quarter.

本季度非 GAAP 每股收益為 0.02 美元。

Our adjusted EBITDA was $31 million this quarter, excluding the non-GAAP adjustments previously mentioned.

本季度我們調整後的 EBITDA 為 3100 萬美元，不包括前面提到的非公認會計原則調整。

And I will now provide a breakdown of our revenue in the quarter.

我現在將提供本季度收入的明細。

Software and Services revenue was $168 million.

軟件和服務收入為 1.68 億美元。

Software product revenue remained in the range of 80% to 85% of the total, with professional services comprising the balance.

軟件產品收入佔總收入的比重保持在 80% 至 85% 之間，專業服務佔其餘部分。

The proportion of software product revenue that is recurring was approximately 83% due to product mix.

由於產品組合，經常性軟件產品收入的比例約為 83%。

The decrease in ARR this quarter, similar to the prior quarter, is primarily due to BTS.

本季度 ARR 的下降與上一季度相似，主要是由於 BTS。

We include QNX royalties in our ARR metric to give a total company view.

我們在 ARR 指標中包含 QNX 版稅，以提供公司的整體視圖。

We expect to see the impact of COVID on ARR normalize early next fiscal year as we return to our normal revenue run rate there.

隨著我們在那裡恢復正常的收入運行率，我們預計 COVID 對 ARR 的影響將在下個財年初正常化。

Licensing and other revenue was $56 million.

許可和其他收入為 5600 萬美元。

Now moving to our balance sheet and cash flow performance.

現在轉到我們的資產負債表和現金流表現。

Total cash, cash equivalents and investments were $757 million at November 30, 2020, a decrease of $220 million during the quarter.

截至 2020 年 11 月 30 日，現金、現金等價物和投資總額為 7.57 億美元，本季度減少 2.2 億美元。

This is mainly due to the early redemption of the $605 million of convertible debentures and issuance of $365 million of new convertible debentures on September 1. This represented a $240 million reduction in debt financing, partially offset by cash generated in the period.

這主要是由於提前贖回了 6.05 億美元的可轉換債券，並在 9 月 1 日發行了 3.65 億美元的新可轉換債券。這意味著債務融資減少了 2.4 億美元，部分被期間產生的現金所抵消。

Our net cash position increased to $392 million at the end of the quarter.

本季度末，我們的淨現金頭寸增至 3.92 億美元。

Third quarter free cash flow was $27 million, and cash generated from operations was $29 million, with capital expenditures of $2 million.

第三季度自由現金流為 2700 萬美元，運營產生的現金為 2900 萬美元，資本支出為 200 萬美元。

That concludes my comments, and I'll now turn the call back to John.

我的評論到此結束，我現在將電話轉回給 John。

Thank you, Steve.

謝謝你，史蒂夫。

Before I provide our outlook for the remaining of the current fiscal year, I'd like to highlight some noteworthy partnership in addition to the BlackBerry IVY that we're very excited about.

在我提供對本財年剩餘時間的展望之前，我想強調一些值得注意的合作夥伴關係，除了我們非常興奮的黑莓 IVY。

This quarter, we partnered with Zoom to provide a BlackBerry secure version of Zoom, which is highly secure way to hold virtual meetings in this new work-from-anywhere environment.

本季度，我們與 Zoom 合作提供了 BlackBerry 安全版本的 Zoom，這是在這種新的隨時隨地工作的環境中舉行虛擬會議的高度安全的方式。

It provides increased protection from corporate data leakage as well as cyber threats.

它為企業數據洩露和網絡威脅提供了更強的保護。

In the quarter, Verizon launched their business Internet secure offering, which includes our BlackBerry Smart AV antivirus product and Cisco Umbrella security service.

在本季度，Verizon 推出了他們的商業互聯網安全產品，其中包括我們的 BlackBerry Smart AV 防病毒產品和 Cisco Umbrella 安全服務。

This new product is aimed at a rise in large number of small and medium-sized business customer.

這一新產品的目標客戶是大量崛起的中小型企業客戶。

During the quarter, we announced the integration of AtHoc with both Microsoft Team and ServiceNow Now Platform.

在本季度，我們宣布將 AtHoc 與 Microsoft Team 和 ServiceNow 平台集成。

Team, as most of you know, is the market leader in collaboration software, with over 115, 1-1-5, 115 million daily active user.

眾所周知，Team 是協作軟件的市場領導者，擁有超過 115、1-1-5、1.15 億日活躍用戶。

And the Now Platform adds 51% of the IT service management market.

Now Platform 增加了 IT 服務管理市場 51% 的份額。

This integration will further enhance AtHoc's reach and the ability of enterprise to protect their assets.

這種整合將進一步增強 AtHoc 的影響力和企業保護其資產的能力。

I'll now move on to our outlook.

我現在將繼續我們的展望。

We continue to expect total company revenue for the year to be around $950 million, as we indicated last quarter.

正如我們上個季度所指出的，我們繼續預計今年公司總收入將達到 9.5 億美元左右。

We expect licensing revenue will finish the fiscal year a little stronger than previously indicated.

我們預計許可收入將在本財年結束時略高於先前的預期。

We expect revenue for BTS to continue to grow sequentially in the fourth quarter, and as we talk about, as to return to its normal run rate early next fiscal year.

我們預計 BTS 的收入將在第四季度繼續增長，並且正如我們所說的那樣，將在下個財年初恢復到正常的運行速度。

This quarter, we continue to make good progress.

本季度，我們繼續取得良好進展。

We delivered solid financial as per our outlook.

根據我們的展望，我們提供了穩健的財務。

We have developed exciting new business model, the recurring revenue model for QNX, as well as partnership, which Rai outlined, and we deliver industry-leading products as per our road map.

我們開發了令人興奮的新商業模式、QNX 的經常性收入模式以及 Rai 概述的合作夥伴關係，並且我們根據我們的路線圖提供行業領先的產品。

With that, I'd like to turn the call over to our operator to conduct the Q&A session, please.

有了這個，我想把電話轉給我們的接線員進行問答環節。

David?

大衛？

(Operator Instructions) Our first question today will be from Daniel Chan with TD Securities.

（操作員說明）我們今天的第一個問題將來自道明證券的 Daniel Chan。

The -- I don't know if you guys mentioned it, but if I missed it.

- 我不知道你們是否提到過，但如果我錯過了。

Did you provide a metric on the billings growth?

您是否提供了有關賬單增長的指標？

No, we did not.

我們沒有。

You sure didn't miss it, we haven't provided that.

你肯定沒有錯過，我們沒有提供。

Okay.

好的。

And then on the ARR declining, Steve, you talked about how it's declining because of BTS.

然後關於 ARR 的下降，Steve，你談到了它是如何因為 BTS 而下降的。

Can you just remind us what you're including there from BTS and why that's causing it to drop?

你能提醒我們你從 BTS 那裡包括什麼以及為什麼會導致它下降嗎？

The numbers -- go ahead.

數字——繼續。

Go ahead.

前進。

Go ahead.

前進。

Sure.

當然。

So the -- our ARR is a total company metric, well, for Software and Services.

所以 - 我們的 ARR 是軟件和服務的總體公司指標。

The QNX part of it, we include -- it's basically a trailing 4 quarters that feed into that metric.

其中的 QNX 部分，我們包括 - 它基本上是一個尾隨的 4 個季度，用於輸入該指標。

So there is a lag affecting.

所以有滯後影響。

So it's got the COVID impact that we've been discussing consistently, that's kind of lagged effect, making it back into the metric as we move forward and recover.

因此，它產生了我們一直在討論的 COVID 影響，這是一種滯後效應，隨著我們前進和恢復，它又回到了指標中。

Our next question comes from the line of Mike Walkley with Canaccord Genuity.

我們的下一個問題來自於 Canaccord Genuity 的 Mike Walkley。

Just a question for me.

對我來說只是一個問題。

Just building on IVY, lots of interest and excitement around it.

只是建立在常春藤上，周圍有很多興趣和興奮。

I know you're not sizing it yet because it's early days, John.

我知道你還沒有確定它的大小，因為現在還為時尚早，約翰。

But as you've shared longer-term about getting to kind of ASPs into the high teens to $20 per car, how does this help close the gap if things go really well?

但是，正如您已經分享了將 ASP 提高到每輛車 20 美元的長期目標，如果事情進展順利，這將如何幫助縮小差距？

How do you see ASP for car developing over time?

您如何看待汽車的 ASP 隨著時間的推移而發展？

As I said, we don't really have all our kind of the revenue laid out yet because the earliest we'll get the revenue, I believe, is the model year 2023.

正如我所說，我們還沒有真正安排好我們所有的收入，因為我相信我們最早獲得收入的時間是 2023 年的車型年。

So we do expect this to help close the gap in a very -- or increase ASP in a very big way.

因此，我們確實希望這有助於縮小差距——或大幅提高 ASP。

It has to do -- a lot to do with not only the base platform to collect sensor datas and analyze it over the edge and in the cloud, and OEM could then take advantage of all these sensor datas and the combination of those sensor datas to make certain decisions and either real-time or in the long term, but we're also depending a lot on how many applications could we spin up.

它必須做——不僅與收集傳感器數據並在邊緣和雲端進行分析的基礎平台有很大關係，然後 OEM 可以利用所有這些傳感器數據以及這些傳感器數據的組合來做出某些決定，無論是實時的還是長期的，但我們也很大程度上取決於我們可以啟動多少應用程序。

So -- and the OEM is going to build the application.

所以——OEM 將構建應用程序。

The Tier 1 will build the application using our platform, and so will other third parties.

第 1 層將使用我們的平台構建應用程序，其他第三方也將如此。

So if there are more applications, then obviously, there are more instances that could increase our ASP per vehicle.

因此，如果有更多的應用程序，那麼顯然會有更多的實例可以提高我們每輛車的 ASP。

So we're very hopeful that this not only have a recurring part of it, but it's also bring us a good chunk of revenue going forward.

因此，我們非常希望這不僅具有經常性的一部分，而且還為我們帶來了很大的收入。

Okay.

好的。

And just my follow-up question kind of longer-term also with BlackBerry, you guys have launched several new different software security modules.

只是我對黑莓的長期後續問題，你們已經推出了幾個新的不同軟件安全模塊。

As you look at your sales force, what are they feeding back to you in terms of their ability to land and expand customers?

當您查看您的銷售人員時，他們在吸引和擴大客戶的能力方面向您反饋了什麼？

What are they leading with?

他們以什麼為主導？

And what are some of the upsell opportunities that they're excited about with the new modules that you've launched over the last several quarters?

他們對您在過去幾個季度推出的新模塊感到興奮的一些追加銷售機會是什麼？

Yes.

是的。

So first off, on the product side, our cybersecurity suite is a very timely offering to the market because of all the hacks and the vulnerabilities going on right now.

因此，首先，在產品方面，我們的網絡安全套件非常及時地向市場推出，因為目前正在發生所有黑客攻擊和漏洞。

We have been invited to more cases nowadays because of the environment and the attention switch to cyber protection and other hacking that's going on out there.

由於環境和注意力轉向網絡保護和其他正在發生的黑客行為，我們現在被邀請處理更多案件。

So for example, knock on wood, we haven't been successfully, I guess, intruded yet.

例如，敲木頭，我們還沒有成功，我猜，還沒有被入侵。

That's not to say -- this is not a challenge.

這並不是說——這不是挑戰。

This is just the state of the affair at this point.

這只是此時的事態。

So on a medium term, when we -- our sales force are very focused on upgrading all our UEM base, which accounts for -- depending on who you listen to -- in terms of analysts, industry analysts, is somewhere between 9% to 12% of the market shares of UEM space.

因此，從中期來看，當我們 - 我們的銷售人員非常專注於升級我們所有的 UEM 基礎時，根據分析師、行業分析師的說法，這佔 - 取決於你聽誰的 - 介於 9% 到UEM空間12%的市場份額。

So we are very busy upgrading that.

所以我們非常忙於升級它。

So to sell them to UES on top of the UEM.

因此，在 UEM 之上將它們出售給 UES。

And then very soon, and literally, we're talking in months, we will release our UES platform onto the competitor's UEM, which are Intune, MobileIron, Airwatch and IBM S/360, not only at the same time, by the way, sequentially.

然後很快，實際上，我們正在談論幾個月後，我們將把我們的 UES 平台發佈到競爭對手的 UEM 上，它們是 Intune、MobileIron、Airwatch 和 IBM S/360，順便說一句，不僅同時，依次。

But we're probably going to start with Microsoft first.

但我們可能會先從微軟開始。

So that's another aspect of it.

所以這是它的另一個方面。

And the fact that we are -- so that part is the cybersecurity play.

事實上，我們是 - 所以這部分是網絡安全遊戲。

So that should keep us busy for the next couple of years and give us a lot of opportunities going after the market.

所以這應該讓我們在接下來的幾年裡保持忙碌，並為我們提供很多追逐市場的機會。

Perfect.

完美的。

And just one last question, and I'll pass the line.

只有最後一個問題，我會通過這條線。

Just on the UES, going to other UEM platforms, what is the feedback or interest level for that?

只是在 UES 上，去其他 UEM 平台，對此有何反饋或興趣？

And who do you see is even able to offer those similar capabilities for the mobile market?

您認為誰甚至能夠為移動市場提供類似的功能？

The interest levels are reasonably high.

利息水平相當高。

I mean, I don't have a specific quantitative answer to your question.

我的意思是，我對你的問題沒有具體的定量答案。

But when I speak to customers and make -- or groups of customers at the same time, they all think that makes sense, it gives them an ability to protect your current investment.

但是，當我與客戶交談並同時建立或客戶群體時，他們都認為這是有道理的，這使他們有能力保護您當前的投資。

Whatever UEM that they already invested in, if you're happy and comfortable with, your pros and cons on each of the vendors, but they could then use this BlackBerry security, which we believe is the best of the bunch in terms of technology, and I laid out all the certification we got from governments.

無論他們已經投資了什麼 UEM，如果您對每個供應商的優缺點感到滿意和滿意，但他們可以使用這種 BlackBerry 安全性，我們認為它在技術方面是同類產品中最好的，我列出了我們從政府那裡獲得的所有認證。

And so obviously, we have the best technology in protection -- in cyber protection.

很明顯，我們擁有最好的保護技術——網絡保護。

So that gives them the best of both world without having to rip out the investment, which, of course, there's no big hurry to do that, even if they wanted to do it in the long term.

這樣一來，他們就可以兩全其美，而不必放棄投資，當然，即使他們想長期這樣做，也不急於這樣做。

So this helped to add value to what they have and keep their investments.

因此，這有助於增加他們所擁有的資產的價值並保持他們的投資。

So everybody is happy about, at least at that choice, to look at.

所以每個人都很高興，至少在那個選擇上，看看。

Your next question comes from the line of Trip Chowdhry with Global Equities Research.

您的下一個問題來自全球股票研究公司的 Trip Chowdhry。

John, this quarter was phenomenal, both from execution point of view and from partnership point of view, 2 strongest companies, Amazon AWS and Zoom.

約翰，本季度無論從執行的角度還是從合作的角度來看，這兩個最強大的公司亞馬遜 AWS 和 Zoom 都非常出色。

My question is more on the IVY platform.

我的問題更多是在 IVY 平台上。

When do you think the developers can get a hand off of 3 alpha versions?

您認為開發人員什麼時候可以使用 3 個 alpha 版本？

So that the excitement in the developer community is very strong, and I was hoping that they could start capitalizing the imagination on your platform sometime in 2021.

所以開發者社區的興奮度非常高，我希望他們能在 2021 年的某個時候開始在你的平台上發揮想像力。

Do you think that's reasonable to expect?

你認為這是合理的預期嗎？

I -- good question.

我——好問題。

Thank you, Trip.

謝謝你，特里普。

I know that we will have a beta version to be ready in the third quarter of next year -- third quarter outquarter -- sorry.

我知道我們將在明年第三季度——第三季度外——推出測試版——抱歉。

Outquarter, third quarter is a September day.

外地，第三季度是九月的一天。

We will have a developer version -- we're hoping to have a developer version before that.

我們將有一個開發者版本——我們希望在此之前有一個開發者版本。

So I would say -- we say to say that about midyear next year, the application provider will be able to lay their hands on that.

所以我想說- 我們說大約在明年年中，應用程序提供商將能夠著手解決這個問題。

Beautiful.

美麗的。

And also, in terms of some OEMs, EV OEM, you did not name them.

而且，對於一些原始設備製造商、電動汽車原始設備製造商而言，您沒有說出它們的名字。

If possible, can you name a few that you think we can keep an eye on as we move forward and see what kind of applications and how they're embracing your platform?

如果可能的話，您能否列舉一些您認為我們可以在我們前進的過程中密切關注的一些應用程序以及它們如何擁抱您的平台？

Well, I don't think they will appreciate me naming them.

好吧，我認為他們不會感謝我為他們命名。

And I might -- so -- but I would say this, the initial groups of company that we have been in contact with and have gotten positive feedback, it's in a group of about 20 people, 20 different OEMs.

我可能——所以——但我想說的是，我們接觸過並得到積極反饋的最初的公司群體，大約有 20 人，有 20 家不同的原始設備製造商。

So obviously, not all 20 will sign up, but I will commit to the following thing.

所以很明顯，不是所有的 20 人都會報名，但我會承諾以下事情。

As we're getting customers sign up, we will try to make a public announcement when, obviously, the customer has to agree to it.

當我們讓客戶註冊時，我們將嘗試在客戶必須同意的情況下發佈公告。

Both Amazon and us very excited and have -- is very busy in making presentation and getting strong feedback today.

亞馬遜和我們都非常興奮，並且今天非常忙於進行演示並獲得強烈的反饋。

Our next question comes from the line of Paul Treiber with RBC Capital Markets.

我們的下一個問題來自 RBC Capital Markets 的 Paul Treiber。

A couple of follow-up questions on the Amazon relationship.

關於亞馬遜關係的幾個後續問題。

I know you're not giving details on revenue, but could you speak to the details of the partnership itself in terms of the duration of the exclusivity period and then maybe the magnitude of Amazon's commitment for co-development and co-marketing?

我知道您沒有提供有關收入的詳細信息，但您能否就獨家經營期的持續時間以及亞馬遜對共同開發和共同營銷的承諾的重要性談談合作關係本身的細節？

And then also related to that, does the agreement allow you to open it up from Amazon to other cloud providers at some point in the future?

然後與此相關的是，該協議是否允許您在未來某個時候將其從亞馬遜開放給其他雲提供商？

Yes.

是的。

So we agreed for a multiple number of years that we will be exclusive with using the Amazon Cloud and developing that product.

因此，我們多年來一直同意我們將獨家使用亞馬遜雲並開發該產品。

They will be exclusive with us.

他們將是我們獨有的。

They will not market or develop with any other party with the same -- in the auto sector in the same area of data platform, analytical platform.

他們不會與任何其他方進行市場或開發相同的數據平台、分析平台的汽車領域。

So it's a very broad agreement.

所以這是一個非常廣泛的協議。

It does allow us to open it up for other cloud, but we probably won't do that until this particular one is done.

它確實允許我們為其他雲打開它，但在完成這個特定的雲之前我們可能不會這樣做。

Not meaning the exclusive period is done, at least, set the product out and presenting to the customer.

並不意味著獨家期限已經結束，至少，將產品展示給客戶。

It's a co-development and co-marketing agreement exclusively in both dimension.

這是一個專門在兩個維度上的共同開發和共同營銷協議。

And as I pointed out, BlackBerry will hold the commercial relationship, meaning that we will transact the deal with the OEM or the GEM or the application provider.

正如我所指出的，黑莓將持有商業關係，這意味著我們將與 OEM 或 GEM 或應用程序提供商進行交易。

We'll lean on the help of AWS to get the ecosystem up and going with us.

我們將依靠 AWS 的幫助來建立生態系統並與我們一起發展。

They have a lot of engineers that signed to this.

他們有很多工程師簽署了這個協議。

If you will -- I will refer you to a number of keynote speaker at the AWS Reinvent Conference.

如果您願意，我會將您推薦給 AWS Reinvent Conference 上的一些主題演講者。

It's public information.

是公開信息。

Starting with Andy Jassy, the CEO, and how he describes our relationship with AWS as well as the head of the IoT when he made his keynote, he specifically spend quite a bit of time on this relationship.

從首席執行官 Andy Jassy 開始，以及他在發表主題演講時如何描述我們與 AWS 以及 IoT 負責人的關係，他特別在這種關係上花費了大量時間。

So you can see that they're very serious.

所以你可以看到他們非常認真。

Its seriousness not only comes from the cloud side, but it comes from the IoT side also at Amazon.

它的嚴肅性不僅來自云端，還來自物聯網方面，也來自亞馬遜。

Very interesting.

很有意思。

Secondly, I'm just looking at the transition to work-from-home globally and all the uptake of various cybersecurity and other applications.

其次，我只是關注全球向在家工作的過渡以及各種網絡安全和其他應用程序的所有吸收。

How do you see Blackberry benefiting from that?

您如何看待黑莓從中受益？

And then also, or how high locker benefited from that trend?

然後還有，或者說從這種趨勢中受益的儲物櫃有多高？

And then could you dovetail that against the net revenue retention in the quarter?

然後你能否將其與本季度的淨收入保留相吻合？

What's been driving the net revenue retention?

是什麼推動了淨收入保留？

It fell, I think, a little bit in the quarter versus its transition to work-from-home?

我認為，與向在家工作的過渡相比，它在本季度有所下降？

Yes.

是的。

So the -- I'd only tell you that the UEM license, we're doing well and initially the -- in the COVID-19 shutdown because a lot of our customers wanted to expand their number of licenses to cover everybody to work-from-home and work remotely.

所以 - 我只想告訴你 UEM 許可證，我們做得很好，最初 - 在 COVID-19 關閉中，因為我們的很多客戶都希望擴大他們的許可證數量，以覆蓋所有人的工作 -在家遠程工作。

As you know, most of our customers are large institutional, in the banking industry as well as in the government.

如您所知，我們的大多數客戶都是大型機構，包括銀行業以及政府部門。

So the volumes are quite high at that time.

所以當時的數量是相當高的。

Now, gradually, it shifted to 2 other areas: one in the secure voice technology area.

現在，它逐漸轉移到另外兩個領域：一個是安全語音技術領域。

I'd say we work remote from home, both government and all the regulated industry sectors are seriously looking at the secure voice.

我想說我們在遠程工作，政府和所有受監管的行業部門都在認真考慮安全的聲音。

And then the emergency alert systems, now I think it used to be that our reasonably focused by user recently focused in the government space.

然後是緊急警報系統，現在我認為它過去是我們用戶合理關注的焦點，最近集中在政府領域。

But now the -- it's now expanded to medium to larger enterprise where they want to be able to reach their employees and all the constituents.

但現在 - 它現在已經擴展到中型到大型企業，他們希望能夠接觸到他們的員工和所有成員。

So we see very good pickup in those areas that clearly has benefited from the, unfortunately, the pandemic situation, but the pandemic situation drove the realization of secured communications is very important.

因此，我們看到在那些顯然受益於大流行情況的領域取得了很好的回升，但大流行情況推動了安全通信的實現非常重要。

So there, we see a lot.

所以在那裡，我們看到了很多。

And then, of course, there is an indirect effect on Cyber Suite.

當然，還有對 Cyber Suite 的間接影響。

Although we just released a Cyber Suite, and as you know, we've been behind in EDR, but we believe we all caught up and we ran enough test to show that.

儘管我們剛剛發布了 Cyber Suite，而且如您所知，我們在 EDR 方面一直落後，但我們相信我們都趕上了，我們進行了足夠多的測試來證明這一點。

So you should see some revenue start coming from those areas.

所以你應該看到一些收入開始來自這些領域。

So those are kind of the area related to the work-from-remote.

所以這些都是與遠程工作相關的領域。

And just reading between the lines, the one you didn't mention was the legacy Cylance business.

只是在字裡行間，你沒有提到的是傳統的 Cylance 業務。

The -- so is that the -- should we see...

我們應該看到...

No.

不。

That's part of the Cyber Suite -- sorry.

這是 Cyber Suite 的一部分——抱歉。

Sorry, sorry.

實在抱歉。

Sorry, that was part of the Cyber Suite.

抱歉，那是 Cyber Suite 的一部分。

Net revenue retention, the slight drop there.

淨收入留存，有小幅回落。

Is that driven from just the older cyber -- the older Cylance products, maybe some churn there?

這是否只是來自較舊的網絡 - 較舊的 Cylance 產品，也許那裡有一些流失？

That number is the total company number.

該數字是公司總數。

So it's not just the so-called older Cylance products, it's a combination of our enterprise product.

所以它不僅僅是所謂的舊 Cylance 產品，它是我們企業產品的組合。

Your next question comes from the line of Todd Coupland with CIBC.

您的下一個問題來自與 CIBC 的 Todd Coupland。

I just wanted to ask you about the Q4 outlook, $950 million or so for the year.

我只是想問你關於第四季度的展望，全年 9.5 億美元左右。

So it's, I don't know, $20 million or so higher than where Street is for the year or the FactSet and then you called out IP being higher.

所以，我不知道，它比當年的 Street 或 FactSet 高出 2000 萬美元左右，然後你說 IP 更高。

So I'm wondering within that mix, will Software and Services be up sequentially?

所以我想知道在這種組合中，軟件和服務會依次上升嗎？

I always get into trouble with lawyers when I answer that.

當我回答這個問題時，我總是遇到律師的麻煩。

It is my expectation in the current model that it is up sequentially.

我對當前模型的期望是按順序上升。

Okay.

好的。

And can you characterize sort of the puts and takes within that?

你能描述一下其中的看跌期權嗎？

I know there's a few pieces in the bucket there, just close out a little for us on that.

我知道桶裡有幾塊，只是為我們關閉一點。

Yes.

是的。

We believe secure communication will continue to do well.

我們相信安全通信將繼續表現良好。

It's a combination of AtHoc and Secusmart.

它是 AtHoc 和 Secusmart 的結合。

And we believe that UEM will be relatively flat.

而且我們相信UEM會相對持平。

BTS will have a sequential outquarter.

BTS 將有一個連續的外部。

And those are kind of the major pieces.

這些是主要的部分。

Yes.

是的。

Okay.

好的。

And you've talked in the past about sort of COVID slowing new customers deciding.

而且您過去曾談到過某種 COVID 會減緩新客戶的決定。

And as your -- for, I guess, enterprise decisions, just broadly, I know there were some other questions about this earlier.

作為您的 - 我猜是企業決策，就廣義而言，我知道之前還有一些其他問題。

But as you are thinking about the next fiscal year, is there enough loosening now sort of post the vaccine, et cetera, where you can start to see some of those enterprise decisions loosen up?

但是，當您考慮下一個財政年度時，現在是否有足夠的放鬆，在疫苗等之後，您可以開始看到其中一些企業決策放鬆？

Can you just talk about your thinking on that for the next year or so?

你能談談你對未來一年左右的想法嗎？

Yes.

是的。

Our assumption is they will loosen up, and we are in the process of building our annual operating plan, our AOP for next year.

我們的假設是他們會放鬆，我們正在製定我們的年度運營計劃，即明年的 AOP。

So our assumption that it will loosen up and get back to normal.

所以我們假設它會放鬆並恢復正常。

From the auto sector point of view, so we will start seeing it also on the commercial side.

從汽車行業的角度來看，我們也將開始在商業方面看到它。

I'm reasonably sure.

我有理由確定。

Cybersecurity is, like I said earlier, it's a topic that everybody wants to talk about.

正如我之前所說，網絡安全是每個人都想談論的話題。

And so we have to kind of double down on that ourselves in terms of reaching the marketplace, and we have, a long -- a number of products and channel programs and -- which I didn't -- but in the interest of time, I didn't put it in my script, but we have a very robust channel program that combines the Cylance and BlackBerry channel program together.

因此，在進入市場方面，我們必須自己加倍努力，而且我們有很長的——一些產品和渠道計劃，而且——我沒有——但為了時間的利益，我沒有把它放在我的腳本中，但是我們有一個非常強大的頻道程序，它將 Cylance 和 BlackBerry 頻道程序結合在一起。

So there are a few things that we're doing, we believe, will both see the growth and be able to execute for the growth next year.

因此，我們相信，我們正在做的一些事情既能看到增長，又能在明年實現增長。

Okay.

好的。

Last question is, I guess it's not really stock specific to certainly my thesis, but just curious, you've seen a few major tech companies come out and say back to the office by September, work 3 days in the office, you can still work from home.

最後一個問題是，我想這不是我的論文所特有的股票，但只是好奇，你已經看到一些大型科技公司出來說在 9 月之前回到辦公室，在辦公室工作 3 天，你仍然可以在家工作。

Have you decided how you're thinking about BlackBerry from that perspective once that opportunity is there?

一旦機會出現，您是否已經決定如何從這個角度看待黑莓？

No.

不。

We have not decided.

我們還沒有決定。

September of next year seems to be a little far away.

明年的九月似乎有點遙遠。

And well, let me just say, we would have been talking -- we will be speaking at least a little 3 times, yes, before that.

好吧，讓我說，我們會一直在談——我們會至少談 3 次，是的，在那之前。

So -- but we're open.

所以 - 但我們是開放的。

We're open-minded.

我們思想開放。

I'm an applicator -- I'm an old-fashioned guy.

我是個塗藥師——我是個老派。

I'm an applicator that we should be together to build the business together, to build a team in person, that's just me.

我是一個申請者，我們應該一起建立業務，親自建立一個團隊，這就是我。

But I also recognize the fact that there are some reality, and there are people who like the flexibility.

但我也承認有一些現實，也有人喜歡這種靈活性。

So as long as it doesn't lose productivity, I'm willing to try a couple of things.

所以只要它不損失生產力，我願意嘗試一些事情。

Your next question is from the line of Steven Li with Raymond James.

您的下一個問題來自 Steven Li 和 Raymond James。

John, just a clarification first.

約翰，首先澄清一下。

The $950 million outlook, that's your non-GAAP revenue number, correct?

9.5 億美元的前景，這是你的非公認會計準則收入數字，對嗎？

Yes, that's a non-GAAP revenue number, yes, correct.

是的，這是一個非公認會計原則的收入數字，是的，正確的。

Okay.

好的。

And you'd expect BTS to grow sequentially, and you said enterprise software as well to grow a little bit sequentially in Q4.

而且您預計 BTS 將按順序增長，您說企業軟件在第四季度也會按順序增長。

Yes, that's what I said.

是的，我就是這麼說的。

Okay.

好的。

All right.

好的。

And John, on IVY, do you see IVY as a bit higher ARPU compared to some of the other modules?

John，在 IVY 上，與其他一些模塊相比，您是否認為 IVY 的 ARPU 更高一些？

Or would you expect it to be in the same range?

還是您希望它在同一範圍內？

Oh, no.

不好了。

In terms of the ASP?

在ASP方面？

Yes.

是的。

I'm hoping that -- I'm hoping it's higher than -- okay.

我希望——我希望它高於——好吧。

To be fair, let me maybe reset here for the following.

公平地說，讓我在這裡重新設置以下內容。

So you know that our current module, whether it's hypervisor, ADAS, clusters, cockpit, IBI, ranges anywhere from the low single-digit dollars to literally high single-digit or low double-digit dollars per module.

所以你知道我們當前的模塊，無論是管理程序、ADAS、集群、駕駛艙、IBI，每個模塊的價格從低個位數到高個位數或低兩位數不等。

So that's a range.

所以這是一個範圍。

I would expect this to be more towards the higher end of that spectrum.

我希望這更接近該頻譜的高端。

So when I said oh no earlier, I was thinking about IBI.

因此，當我早些時候說哦不時，我正在考慮 IBI。

So this -- compared to IBI, this will be a lot more.

所以這個- 與IBI 相比，這會更多。

Right.

正確的。

Okay.

好的。

And -- but you will split that with AWS?

而且——但是你會用 AWS 拆分它嗎？

Yes.

是的。

That will have a revenue split with AWS, correct.

這將與 AWS 進行收入分配，對。

I would like to turn the call back over to John Chen, Executive Chair and CEO of BlackBerry, for closing remarks.

我想把電話轉回給黑莓執行主席兼首席執行官 John Chen 做閉幕詞。

Thank you.

謝謝你。

Thank you, David.

謝謝你，大衛。

So thank you very much, everyone, for attending today's call.

非常感謝大家參加今天的電話會議。

And I know it's -- this is -- we have this thing now on your early evening or most of your early evening, if you're in the East Coast, I apologize for that, but a, I'm sheltering in the West Coast.

而且我知道這是-這是-我們現在在您的傍晚或傍晚的大部分時間都有這個東西，如果您在東海岸，我為此道歉，但是，我正在西部避難海岸。

And b, we had our Board meeting today.

b，我們今天召開了董事會會議。

So this is one of the reason why we're doing it this hour.

所以這是我們這個小時這樣做的原因之一。

I hope it's not overly inconvenient to you all.

我希望這不會給大家帶來太大的不便。

Before I sign off, I'd like to wish you and your family a very safe and happy holidays.

在我簽字之前，我想祝你和你的家人度過一個非常安全和快樂的假期。

And I hope to see each and every one of you in person next year.

我希望明年能見到你們每一個人。

So with that, have a good day.

因此，祝您有美好的一天。

Thank you.

謝謝你。

This concludes today's call.

今天的電話會議到此結束。

Thank you for your participation.

感謝您的參與。

You may now disconnect.

您現在可以斷開連接。