ChargePoint Holdings Inc (CHPT) 2021 Q1 法說會逐字稿

Ladies and gentlemen, good morning.

女士們，先生們，早上好。

My name is Louisa, and I will be your conference operator for today.

我叫 Louisa，今天我將擔任你們的會議接線員。

At this time, I would like to welcome everyone to the ChargePoint First Quarter Fiscal 2022 Earnings Conference Call and Webcast.

此時，我想歡迎大家參加 ChargePoint 2022 財年第一季度收益電話會議和網絡直播。

(Operator Instructions) I will now turn the call to Patrick Hamer, Vice President of Capital Markets and Investor Relations.

（操作員說明）我現在將電話轉給資本市場和投資者關係副總裁帕特里克哈默。

Patrick, please go ahead.

帕特里克，請繼續。

Good afternoon, and thank you for joining us on today's conference call to discuss financial results for ChargePoint's first quarter of fiscal 2022.

下午好，感謝您參加今天的電話會議，討論 ChargePoint 2022 財年第一季度的財務業績。

I'm Patrick Hamer, Head of Capital Markets and Investor Relations at ChargePoint.

我是 ChargePoint 資本市場和投資者關係主管 Patrick Hamer。

This call is being broadcast over the web and can be accessed on the Investors Section of our website at investors.chargepoint.com.

此電話會議正在網絡上播出，可以在我們網站 investors.chargepoint.com 的投資者部分訪問。

With me on today's call are Pasquale Romano, our President and Chief Executive Officer; and Rex Jackson, our Chief Financial Officer.

和我一起參加今天電話會議的有我們的總裁兼首席執行官 Pasquale Romano；和我們的首席財務官 Rex Jackson。

This afternoon, we issued our press release announcing results for the first quarter ended April 30, 2021, which can be found on our website.

今天下午，我們發布了新聞稿，宣布截至 2021 年 4 月 30 日的第一季度業績，可在我們的網站上找到。

We would like to remind you that during the conference call, management will be making forward-looking statements, including our second fiscal quarter and fiscal year 2022 outlook and our expected investment and growth initiatives.

我們想提醒您，在電話會議期間，管理層將發表前瞻性陳述，包括我們的第二財季和 2022 財年展望以及我們預期的投資和增長計劃。

These forward-looking statements involve risks and uncertainties, many of which are beyond our control and could cause actual results to differ materially from our expectations.

這些前瞻性陳述涉及風險和不確定性，其中許多是我們無法控制的，可能導致實際結果與我們的預期存在重大差異。

These forward-looking statements apply as of today, and we undertake no obligation to update these statements after the call.

這些前瞻性陳述從今天起適用，我們不承擔在電話會議後更新這些陳述的義務。

For a more detailed description of factors that could cause actual results to differ, please refer to our Form 8-K/A filed with the SEC on April 1, 2021, and our earnings release posted today on our website and filed with the SEC on Form 8-K.

有關可能導致實際結果不同的因素的更詳細描述，請參閱我們於 2021 年 4 月 1 日向美國證券交易委員會提交的 8-K/A 表格，以及我們今天在我們的網站上發布並於表格 8-K。

Also, please note that certain financial measures we use on this call are non-GAAP.

另外，請注意，我們在此次電話會議中使用的某些財務指標是非公認會計原則。

For historical periods, we provide the reconciliations of these non-GAAP financial measures to GAAP financial measures in the investor presentation that can be found on the Investors Section of our website.

對於歷史時期，我們在投資者介紹中提供了這些非 GAAP 財務措施與 GAAP 財務措施的對賬，這些措施可以在我們網站的投資者部分找到。

And finally, once we've completed this call, we'll be posting the transcript of our opening remarks to our Investor Relations website under the quarterly results section.

最後，一旦我們完成此電話會議，我們將在季度業績部分下將我們的開場白髮佈到我們的投資者關係網站上。

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

有了這個，我會把電話轉給 Pasquale。

Thank you, Pat.

謝謝你，帕特。

Good afternoon, and thank you for joining our first quarter earnings call.

下午好，感謝您參加我們的第一季度財報電話會議。

Our strong results this quarter reflect our commitment to execution as we continue to build on our established leadership position in EV charging.

我們本季度的強勁業績反映了我們對執行的承諾，因為我們將繼續鞏固我們在電動汽車充電領域的既定領導地位。

Our exceptional charging technology built over 13 years and broad customer base positions ChargePoint to capitalize on the ongoing and accelerating shift to electric mobility.

我們擁有超過 13 年的卓越充電技術和廣泛的客戶群，使 ChargePoint 能夠利用持續和加速向電動汽車的轉變。

We are deep in execution.

我們正在深入執行。

And next, I'll share the extent to which our team and operations are scaling to support the unprecedented pace of fueling infrastructure build-out.

接下來，我將分享我們的團隊和運營擴展到何種程度，以支持前所未有的推動基礎設施建設的步伐。

The ChargePoint team is now over 900 strong.

ChargePoint 團隊現在有超過 900 人。

We have attracted and engaged high-caliber talent across North America and Europe, and our productivity remains strong as we transitioned to predominantly virtual operations amidst the pandemic.

我們在北美和歐洲吸引並聘用了高素質人才，並且在大流行期間我們過渡到以虛擬為主的運營方式時，我們的生產力依然強勁。

Our channel partners in North America and Europe help us reach more customers at a local level, including distribution partners, value-added resellers and installation partners.

我們在北美和歐洲的渠道合作夥伴幫助我們在當地接觸到更多客戶，包括分銷合作夥伴、增值經銷商和安裝合作夥伴。

In fact, we added 53 additional channel partners in Q1.

事實上，我們在第一季度新增了 53 個渠道合作夥伴。

Our support team services a range of customers from site hosts to drivers.

我們的支持團隊為從網站託管人到司機的一系列客戶提供服務。

We continue to offer scaled support operations around the clock in 9 languages and our operations and maintenance group is now 180 partners strong.

我們繼續以 9 種語言全天候提供規模化的支持運營，我們的運營和維護團隊現在擁有 180 個強大的合作夥伴。

EV charging requires compliance with electricity metering accuracy requirements, and we continue the extensive software work associated with this.

EV 充電需要符合電能計量精度要求，我們將繼續開展與此相關的大量軟件工作。

The build-out of the new fueling network is supported by our utility and energy partners, and we saw there was an estimated 200% increase in total approved utility customer incentive program funding in North America over the last 12 months.

新加油網絡的建設得到了我們的公用事業和能源合作夥伴的支持，我們看到在過去 12 個月中，北美批准的公用事業客戶激勵計劃資金總額估計增加了 200%。

In Europe, our team is engaged with more than a dozen energy retailers and utilities, developing strong partners that want to leverage our technology.

在歐洲，我們的團隊與十多家能源零售商和公用事業公司接洽，發展想要利用我們技術的強大合作夥伴。

We continue to work with the industry to enable drivers to roam across networks without penalty of access fees.

我們繼續與業界合作，使司機能夠跨網絡漫遊而無需支付接入費。

The number of roaming ports accessible from a ChargePoint account now tops 175,000.

ChargePoint 帳戶可訪問的漫遊端口數量現在已超過 175,000 個。

These are just a few examples of what it takes to generate new customer growth, service existing customers and deliver a great experience for drivers.

這些只是產生新客戶增長、服務現有客戶和為司機提供良好體驗所需的幾個例子。

The EV and EV charging markets continue to gain momentum.

電動汽車和電動汽車充電市場繼續保持增長勢頭。

Vehicles are essential to this category.

車輛對於這一類別至關重要。

According to Bloomberg NEF, there were 378,000 EVs sold in North America in 2020.

據彭博新能源財經報導，2020 年北美共售出 378,000 輛電動汽車。

They expect nearly 540,000 to be sold in 2021, an increase of 43%.

他們預計 2021 年將售出近 540,000 套，增長 43%。

The European market is large and growing rapidly.

歐洲市場很大，而且增長迅速。

Bloomberg NEF expects over 1.9 million vehicles will be sold in 2021, thanks to the addition of over 165 new vehicle models.

彭博新能源財經預計，由於增加了超過 165 款新車型，2021 年汽車銷量將超過 190 萬輛。

Vehicle announcements in both markets are accelerating as OEMs commit to electrification.

隨著原始設備製造商致力於電氣化，這兩個市場的車輛發布都在加速。

Supply chain willing, the new vehicle sales market is poised for a breakout.

供應鏈願意，新車銷售市場蓄勢待發。

We believe charge Point's unmatched scale and industry-leading platform uniquely positioned us to win business in this fast-growing market across lines of business.

我們相信 charge Point 無與倫比的規模和行業領先的平台使我們能夠在這個快速增長的跨業務市場中贏得業務。

This was evident in our impressive first quarter results.

這在我們令人印象深刻的第一季度業績中顯而易見。

As we saw over the past year, our segment diversity helped us to mitigate the impact of COVID related slowdowns in the commercial business, thanks to strength in our fleet and residential business.

正如我們在過去一年所看到的那樣，由於我們的車隊和住宅業務實力強勁，我們的細分市場多樣性幫助我們減輕了與 COVID 相關的商業業務放緩的影響。

We saw a recovery in our commercial business this quarter, which I will address in more detail shortly.

本季度我們的商業業務有所復甦，我將在稍後詳細介紹。

Before we continue, I would like to welcome Susan Heystee to our Board of Directors.

在我們繼續之前，我想歡迎 Susan Heystee 加入我們的董事會。

Susan brings technology and revenue leadership to our Board.

Susan 為我們的董事會帶來了技術和收入方面的領導地位。

She currently serves as a strategic adviser and Director of Ouster, Inc., a public LIDAR company.

她目前擔任激光雷達上市公司 Ouster, Inc. 的戰略顧問和董事。

Previously, she led Verizon Telematics global OEM business.

此前，她領導 Verizon Telematics 全球 OEM 業務。

And I would also like to thank Neil Suslak for his many years of service as a Board member.

我還要感謝 Neil Suslak 作為董事會成員多年的服務。

Neil made an early commitment to electric mobility as an early investor in ChargePoint and has been a board member since March of 2014.

作為 ChargePoint 的早期投資者，Neil 很早就致力於電動汽車，並自 2014 年 3 月起成為董事會成員。

Moving on to the first quarter.

繼續第一季度。

We reported revenue of $40.5 million, a 24% year-over-year increase and slightly ahead of the high end of our guidance range.

我們報告的收入為 4050 萬美元，同比增長 24%，略高於我們指導範圍的高端。

We saw strong trends in all 3 lines of business: commercial, fleet and residential and across North America and Europe.

我們在所有 3 個業務領域都看到了強勁的趨勢：商業、車隊和住宅以及整個北美和歐洲。

Commercial billings increased by 50% year-over-year in the first quarter against a quarter last year that was only nominally impacted by COVID.

第一季度商業賬單同比增長 50%，而去年同期僅名義上受到 COVID 的影響。

We added a record number of new customers in Q1, bringing the total to more than 5,000.

我們在第一季度增加了創紀錄的新客戶數量，使總數達到 5,000 多個。

Existing customers expanded ports as EV penetration increased, and this drove top line growth in the quarter, with a customer rebuy rate at well over 60% in both North America and Europe.

隨著電動汽車普及率的提高，現有客戶擴大了港口，這推動了本季度的收入增長，北美和歐洲的客戶再購買率均超過 60%。

We ended the quarter with over 112,000 active public and private charging spots on our network, up from approximately 106,000 last quarter.

本季度末，我們的網絡上有超過 112,000 個活躍的公共和私人充電點，高於上一季度的約 106,000 個。

This reflects activated port growth of 28% year-over-year.

這反映出激活港口同比增長 28%。

We provided active port count as it reflects the ports that are available for use and generating recurring high-margin software subscription revenue.

我們提供了活動端口數，因為它反映了可供使用並產生經常性高利潤軟件訂閱收入的端口。

As a reminder, our hardware is always accompanied by our software.

提醒一下，我們的硬件總是伴隨著我們的軟件。

We offer both Level 2 and DC fast charging solutions.

我們提供 2 級和直流快速充電解決方案。

And while we continue to observe that the majority of fueling is Level 2, we offer higher power DC fast charge solutions for a range of use cases, including those occasions when drivers need to fuel up quickly, such as in fast fill settings and fleet depots.

雖然我們繼續觀察到大多數加油是 2 級，但我們為一系列用例提供更高功率的直流快速充電解決方案，包括駕駛員需要快速加油的情況，例如快速加油設置和車隊倉庫.

Today, more than 3,500 of our active ports are DC fast charge.

今天，我們有超過 3,500 個活動端口是直流快充。

We continue to enable a winning driver experience with ChargePoint integrated on a range of screens from our highly rated mobile app to in car infotainment systems to proprietary auto OEM apps.

我們繼續通過集成在一系列屏幕上的 ChargePoint 實現成功的駕駛體驗，從我們高度評價的移動應用程序到車載信息娛樂系統再到專有的汽車 OEM 應用程序。

We announced our support for Android Auto in April, and this builds on our prior vehicle integration announcements, including Apple CarPlay, Volvo and Polestar, among others.

我們在 4 月份宣布了對 Android Auto 的支持，這是基於我們之前的汽車集成公告，包括 Apple CarPlay、沃爾沃和 Polestar 等。

Now I will discuss in more detail 2 of our focus areas for growth, our fleet business and Europe operations.

現在我將更詳細地討論我們增長的兩個重點領域，即我們的車隊業務和歐洲業務。

Our fleet business includes delivery and logistics, sales, service and motor pool and shared mobility verticals in both North America and Europe.

我們的車隊業務包括北美和歐洲的交付和物流、銷售、服務和汽車池以及共享移動垂直領域。

This was a strong fleet quarter with billings up 172% year-over-year.

這是一個強勁的機隊季度，賬單同比增長 172%。

Fleet billings in the quarter were comprised of a diverse group of clients with a wide array of needs, which speaks to the breadth of our solution offering.

本季度的機隊賬單由具有廣泛需求的多元化客戶組成，這說明了我們提供的解決方案的廣度。

We are working with Big Box and other large retailers to design and implement charging solutions for the delivery fleets, IKEA is a great example from this quarter.

我們正在與 Big Box 和其他大型零售商合作，為送貨車隊設計和實施充電解決方案，宜家是本季度的一個很好的例子。

We are seeing more shared mobility business.

我們看到更多的共享移動業務。

With a growing portion of public transit electrified, we are working closely with leading transit authorities with first quarter engagements, including Orange County Transportation Authority in California and Pierce Transit in Washington.

隨著越來越多的公共交通電氣化，我們正在與領先的交通當局密切合作，第一季度參與其中，包括加利福尼亞州的奧蘭治縣交通管理局和華盛頓的皮爾斯交通局。

New York City continues to deploy EV charging, including ChargePoint solutions to support its nation leading municipal EV fleet and is on track to deploy additional network DC fast chargers by the end of 2021, for both fleet and public use.

紐約市繼續部署 EV 充電，包括 ChargePoint 解決方案以支持其全國領先的市政 EV 車隊，並有望在 2021 年底之前部署更多網絡直流快速充電器，供車隊和公共使用。

We've seen strong demand for ChargePoint Home Flex, our solution for drivers in single-family residences.

我們看到了對 ChargePoint Home Flex 的強勁需求，這是我們為單戶住宅司機提供的解決方案。

We are also seeing corporate customers buying ChargePoint Home solutions for take-home fleets including through auto leasing and fleet management company, lease bond in North America.

我們還看到企業客戶為帶回家的車隊購買 ChargePoint Home 解決方案，包括通過北美的汽車租賃和車隊管理公司、租賃債券。

In Europe, we are working with leading lease management companies like ALD Automotive, for whom we enable automated home reimbursement, public charging, workplace and fleet charging to provide one seamless approach.

在歐洲，我們正在與 ALD Automotive 等領先的租賃管理公司合作，我們為他們提供自動化的家庭報銷、公共收費、工作場所和車隊收費，以提供一種無縫的方法。

Our fleet work with utilities continues.

我們的車隊與公用事業的合作仍在繼續。

This last quarter, we collaborated with XL Energy to provide ChargePoint solutions for public charging for its customers at home and across their fleet of utility service vehicles.

上個季度，我們與 XL Energy 合作，為其客戶在家中及其公用事業服務車隊提供公共充電充電點解決方案。

Fleet is a category that historically understood the significance of the economic benefit of electrification, but has been hampered by the availability of vehicles.

車隊是一個歷史上理解電氣化經濟效益重要性的類別，但一直受到車輛可用性的阻礙。

We see tremendous potential for growth as more vehicles begin to ship in volume and in a wide range of form factors.

我們看到了巨大的增長潛力，因為越來越多的車輛開始大量出貨，並且外形各異。

Now moving on to Europe.

現在轉移到歐洲。

As discussed on our last call, Europe is a key part of our growth strategy.

正如我們在上次電話會議上所討論的那樣，歐洲是我們增長戰略的關鍵部分。

It leads in market adoption of EVs and its progressive policy electrification mandates.

它在電動汽車的市場採用及其漸進的電氣化政策授權方面處於領先地位。

The charging ecosystem in Europe is fragmented and has suffered reliability issues as compared to the options in North America.

與北美的選擇相比，歐洲的充電生態系統是分散的並且存在可靠性問題。

Our ground-up technology and field-tested solutions address these reliability issues and are selling well.

我們的全新技術和經過現場測試的解決方案解決了這些可靠性問題並且暢銷。

We continue to invest in our European team.

我們繼續投資於我們的歐洲團隊。

Our European headcount has doubled since the start of 2020 and is just shy of 150.

自 2020 年初以來，我們在歐洲的員工人數翻了一番，接近 150 人。

With sales leadership well established, we continue to grow our sales team, we have made significant hires in engineering as well as product and services.

隨著銷售領導地位的確立，我們繼續壯大我們的銷售團隊，我們在工程以及產品和服務方面進行了大量招聘。

Our recent investments are paying off.

我們最近的投資正在取得回報。

We had our strongest financial quarter on record in Europe across essentially all metrics.

在幾乎所有指標上，我們都取得了歐洲有記錄以來最強勁的財政季度。

Revenue growth in Europe in the first quarter was up over 140% year-over-year and activated ports increased 24% sequentially from Q4 to over 4,700.

第一季度歐洲的收入同比增長超過 140%，激活港口比第四季度環比增長 24%，達到 4,700 多個。

In summary, we believe we are well positioned to pursue growth opportunities in commercial, fleet and residential in North America and Europe.

總之，我們相信我們有能力在北美和歐洲尋求商業、車隊和住宅的增長機會。

On the policy front, we are encouraged by the inclusion of EV charging in President Biden's proposed American Jobs Plan for infrastructure funding.

在政策方面，我們對拜登總統提出的基礎設施融資美國就業計劃中包含電動汽車充電感到鼓舞。

We are actively engaged with parties in Washington, D.C., with states across the U.S., in Canada and the EU to provide guidance in shaping policy to support our vision to move all people and goods on electric power.

我們積極與華盛頓特區、美國各州、加拿大和歐盟的各方合作，為製定政策提供指導，以支持我們用電力推動所有人和貨物發展的願景。

Our balance sheet remains strong with over $610 million in cash at the end of the quarter.

我們的資產負債表依然強勁，本季度末現金超過 6.1 億美元。

Our capital-light business model provides us the flexibility to execute on our long-term growth plans.

我們的輕資本業務模式為我們提供了執行長期增長計劃的靈活性。

And for more, Rex, over to you.

還有更多，雷克斯，交給你了。

Thanks, Pasquale, and good afternoon, everyone.

謝謝，Pasquale，大家下午好。

First, my comments are in non-GAAP.

首先，我的評論是非公認會計原則。

And our non-GAAP results, we principally exclude stock-based compensation and the effect of the valuation of our preferred stock warrants.

而我們的非 GAAP 結果，我們主要排除了基於股票的薪酬和我們優先股認股權證估值的影響。

We reconcile to GAAP in our earnings release.

我們在收益發布中與 GAAP 保持一致。

Second, after a quick review of our results, I will provide revenue estimates for Q2 and for the year.

其次，在快速回顧我們的結果後，我將提供第二季度和全年的收入預測。

Third, consistent with our March call and as you could see in our earnings release, we report revenue along 3 lines: network charging systems, subscriptions and other.

第三，與我們 3 月份的電話會議以及您在我們的收益發布中看到的一致，我們按照 3 條線報告收入：網絡收費系統、訂閱和其他。

Network charging systems represent our network hardware.

網絡計費系統代表我們的網絡硬件。

Subscriptions include our cloud services, our assured warranties and our ChargePoint as a service offerings, where we bundle our solutions into a recurring subscription.

訂閱包括我們的雲服務、有保證的保修和我們的 ChargePoint 即服務產品，我們將我們的解決方案捆綁到定期訂閱中。

Other includes energy credits, professional services and certain nonmaterial revenue streams.

其他包括能源信貸、專業服務和某些非物質收入流。

Q1 revenue was $40.5 million, up 24% year-over-year and slightly above the high end of our guidance range of $35 million to $40 million.

第一季度收入為 4050 萬美元，同比增長 24%，略高於我們 3500 萬至 4000 萬美元指導範圍的上限。

Network charging systems revenue was up 36% year-over-year as commercial began its recovery and fleet and residential posted strong results.

網絡充電系統收入同比增長 36%，因為商業開始復蘇，車隊和住宅也取得了強勁的業績。

North American commercial outperformed our fourth quarter, an encouraging signal from a return-to-work perspective.

北美商業表現優於我們的第四季度，從重返工作的角度來看，這是一個令人鼓舞的信號。

Subscription revenue was also up 20% from Q1 of last year.

訂閱收入也比去年第一季度增長了 20%。

Other revenue declined largely because of lower energy credit-related revenue.

其他收入下降的主要原因是與能源信貸相關的收入減少。

Billings by category for the first quarter were commercial 73%, fleet 12%, residential 11% and other 4%.

第一季度按類別劃分的賬單為商業 73%、車隊 12%、住宅 11% 和其他 4%。

Billings by percentage for the fourth quarter were commercial 68%, fleet 17%, residential 12% and other 3%.

第四季度的賬單百分比為商業 68%、車隊 17%、住宅 12% 和其他 3%。

Fleet had its second best billings quarter ever after a particularly strong Q4.

在特別強勁的第四季度之後，Fleet 迎來了有史以來第二好的營業額季度。

From a geographic perspective, Q1 revenue from North America was 91%, and Europe was 9% compared to 96% and 4%, respectively, in Q1 of last year, demonstrating early returns on our continued investments in the European market.

從地理角度來看，第一季度北美收入為 91%，歐洲為 9%，而去年第一季度分別為 96% 和 4%，這表明我們在歐洲市場的持續投資取得了早期回報。

Our subscription ChargePoint as a service offerings, which yield ratable recurring revenue, turned in a solid quarter, growing 64% year-over-year.

我們的訂閱 ChargePoint 即服務產品產生可觀的經常性收入，該季度業績穩健，同比增長 64%。

As Pasquale indicated, new customer acquisition was particularly strong and repeat customer business, the cornerstone of our strategy, was in line at over 60% of total billings, demonstrating the power of our land and expand model as small first purchases create sticky relationships and a significant repeat rate.

正如 Pasquale 所指出的那樣，新客戶的獲取特別強勁，回頭客業務是我們戰略的基石，佔總賬單的 60% 以上，展示了我們的土地和擴展模型的力量，因為小額首次購買創造了粘性關係和顯著的重複率。

Turning to gross margin.

轉向毛利率。

Non-GAAP gross margin for Q1 was 23%, up sequentially from the fourth quarter's 22% on similar mix, which continued to favor our lower-margin DC and residential products.

第一季度的非美國通用會計準則毛利率為 23%，高於第四季度類似組合的 22%，這繼續有利於我們利潤率較低的 DC 和住宅產品。

The improvement principally reflects ongoing component cost reduction activities and operational improvements.

改進主要反映了正在進行的組件成本降低活動和運營改進。

Turning to operating expenses.

轉向運營費用。

In the first quarter, our non-GAAP operating expenses were $47.2 million, an increase of 32% from the first quarter of last year.

第一季度，我們的非 GAAP 運營費用為 4720 萬美元，比去年第一季度增長 32%。

As a leader in this space, we're investing heavily in sales and marketing to support our land and expand model in North America and Europe, in R&D and operations to support significant new product development and a rapidly expanding customer base, and across the company to meet the unique demands of this new space and of being a fast scaling newly public company.

作為該領域的領導者，我們大力投資於銷售和營銷以支持我們在北美和歐洲的土地和擴張模式，投資於研發和運營以支持重要的新產品開發和快速擴大的客戶群，以及整個公司以滿足這個新領域的獨特需求，並成為一家快速擴張的新上市公司。

During the quarter, we repaid $35 million in debt.

本季度，我們償還了 3500 萬美元的債務。

Also during the quarter, holders exercised $11.9 million of our public and private warrants associated with the merger.

同樣在本季度，持有人行使了與合併相關的 1190 萬美元的公共和私人認股權證。

These warrants are cash exercised and contributed $74 million to our balance sheet.

這些認股權證以現金行使，為我們的資產負債表貢獻了 7400 萬美元。

We finished the quarter with $610 million in cash and cash equivalents and are well capitalized to fund our business plan.

我們在本季度結束時擁有 6.1 億美元的現金和現金等價物，並且資本充足，可以為我們的業務計劃提供資金。

During the quarter, we issued approximately 18 million shares associated with 2 of 3 merger earn-out tranches, and we ended the quarter with 305 million shares outstanding.

在本季度，我們發行了約 1800 萬股與 3 筆合併盈利股中的 2 股相關的股票，本季度末我們發行了 3.05 億股流通股。

Turning now to guidance.

現在轉向指導。

For the second quarter, we expect revenue of $46 million to $51 million at midpoint, an increase of 39% versus Q2 of last year and representing a strong first half of this year.

對於第二季度，我們預計中點收入為 4600 萬至 5100 萬美元，比去年第二季度增長 39%，代表今年上半年的強勁表現。

As we look beyond Q2, we're continuing to assess ongoing developments regarding the reopening of economies in North America and Europe and the challenges and opportunities they present.

展望第二季度之後，我們將繼續評估有關北美和歐洲經濟重新開放的持續發展及其帶來的挑戰和機遇。

Accordingly, we continue to expect revenue of $195 million to $205 million for the year, consistent with the guidance we provided on our last call, and at midpoint, reflecting a 37% year-over-year increase.

因此，我們繼續預計今年的收入將達到 1.95 億美元至 2.05 億美元，這與我們在上次電話會議上提供的指導意見一致，處於中點，反映出同比增長 37%。

I'll now pass the call back to Pasquale for closing remarks.

我現在將電話轉回給 Pasquale，請他發表結束語。

Thanks, Rex.

謝謝，雷克斯。

Based on these results, it is clear we are focused on execution, and we believe we are exceptionally well positioned as more fleet and passenger vehicles shipped.

根據這些結果，很明顯我們專注於執行，我們相信隨著更多車隊和乘用車的出貨，我們處於非常有利的位置。

To support that position, we have exciting R&D work on our way to continue delivering innovative products.

為了支持這一地位，我們正在進行令人興奮的研發工作，以繼續提供創新產品。

At ChargePoint, we know that every charging port counts towards a more sustainable future.

在 ChargePoint，我們知道每個充電端口都對實現更可持續的未來至關重要。

Our analytics and reporting features make it easy for customers to understand and measure the environmental impact of their charging program.

我們的分析和報告功能使客戶可以輕鬆了解和衡量其充電計劃對環境的影響。

We are proud of our contribution as a company to mitigating climate change, as we shared on Earth Day on April 22, ChargePoint drivers had driven over 2.6 billion electric miles and avoided 107 million gallons of fossil fuels.

作為一家公司，我們為緩解氣候變化做出的貢獻感到自豪，正如我們在 4 月 22 日地球日分享的那樣，ChargePoint 司機已經駕駛了超過 26 億英里的電力，並避免了 1.07 億加侖的化石燃料。

Drivers on our network have avoided roughly 387,000 metric tons of greenhouse gas emissions.

我們網絡上的司機避免了大約 387,000 公噸的溫室氣體排放。

We expect customers to increase their focus on the ESG benefits of EV charging going forward.

我們希望客戶在未來更加關注 EV 充電的 ESG 優勢。

North American and European markets are more environmentally focused by the day.

北美和歐洲市場日益關注環保問題。

Commercial, fleet and residential electrification is accelerating organically.

商業、車隊和住宅電氣化正在有機地加速。

This past quarter continues to demonstrate the ChargePoint growth scales with EV adoption.

上個季度繼續證明 ChargePoint 的增長規模隨著電動汽車的採用而擴大。

We are an index for the electrification of mobility, a transition which we believe promises many years of growth ahead.

我們是移動電氣化的指標，我們相信這一轉變有望在未來多年實現增長。

We will now open the call to your questions.

我們現在將打開您的問題的電話。

(Operator Instructions) Our first question comes from Colin Rusch from Oppenheimer & Co.

（操作員說明）我們的第一個問題來自 Oppenheimer & Co. 的 Colin Rusch。

You guys, can you hear me okay?

伙計們，你能聽到我說話嗎？

Apologies for the trouble.

很抱歉給您帶來麻煩。

Colin, we can hear you.

科林，我們能聽到你的聲音。

Okay.

好的。

All right.

好的。

Perfect.

完美的。

Can you talk about the competitive dynamics with all the capital that's been raised on the market?

你能談談市場上籌集的所有資金的競爭動態嗎？

And how you think about consolidation as we see all of these deployments go out and potentially work and potentially not work?

您如何看待整合，因為我們看到所有這些部署都已經結束，可能有效，也可能無效？

Colin, could you clarify that with respect to the...

科林，你能澄清一下關於...

Yes.

是的。

I mean -- so yes, we're expecting a bunch of your competitors to roll out some pretty healthy networks.

我的意思是 - 所以是的，我們期待你的一群競爭對手推出一些非常健康的網絡。

And some of those business models may or may not survive.

其中一些商業模式可能會或可能不會生存。

So I'm wondering about how you think about navigating that environment where there's a lot of capital going into the infrastructure and preparing for potential consolidation in the space, and defending your market share along the way?

因此，我想知道您如何考慮在有大量資本進入基礎設施並為該領域的潛在整合做準備的環境中導航，並在此過程中捍衛您的市場份額？

Well, I mean, as you know very well, we've developed a lot of our business models over a decade of real-world experience in the EV charging market.

好吧，我的意思是，正如您所知，我們在 EV 充電市場十年的實際經驗中開發了許多商業模式。

So we're confident in our approach.

所以我們對我們的方法充滿信心。

We're not frankly spending a whole lot of time propondering that particular question.

坦率地說，我們並沒有花很多時間來思考這個特定問題。

We're heads down and executing.

我們低著頭執行。

And if you look at the numbers that we've just reported for the quarter, we're getting the results, we think, that are commensurate with the model working that we've been refining over a decade, as I said.

如果你看看我們剛剛報告的本季度的數字，我們認為，我們得到的結果與我們十多年來一直在改進的模型相稱，正如我所說的。

And with respect to capital coming in, this is a capital-light model, so the amount of capital that's coming into different players in the market, it doesn't necessarily affect us because we're not dependent on a capital-heavy model.

關於資本的流入，這是一個輕資本模式，所以進入市場不同參與者的資本數量不一定會影響我們，因為我們不依賴於資本密集型模式。

In fact, I think capital-heavy models definitely have a challenge in that there is that, that governor, so to speak, on the forward velocity based on the need for continued capital where we don't have that.

事實上，我認為資本密集型模型肯定存在挑戰，可以說，州長基於對持續資本的需求而前進的速度，而我們沒有。

Perfect.

完美的。

And then just around the supply chain and how you guys are managing some of the risk on that side.

然後就是圍繞供應鏈以及你們如何管理這方面的一些風險。

Could you talk about any sort of safety stock that you guys are keeping or feel like you need to keep potentially at this point?

你能談談你們目前持有或覺得可能需要持有的任何類型的安全庫存嗎？

Or is it sort of environment where you're able to get what you need and pass on any incremental expenses on to customers?

還是在這種環境中，您能夠獲得所需的東西並將任何增量費用轉嫁給客戶？

I'll make some comments, and I'll let Rex comment as well.

我會發表一些評論，我也會讓 Rex 發表評論。

We obviously are watching that entire set of issues very, very, very closely.

顯然，我們正在非常、非常、非常密切地關注整套問題。

Our operations team is doubled down significantly and making sure that we've got good assurance of supply.

我們的運營團隊顯著增加了一倍，並確保我們有良好的供應保證。

We're working with our contract manufacturers to put in safeguards.

我們正在與我們的合同製造商合作以實施保障措施。

Nevertheless, we are seeing issues inside as we -- inside the quarter as we execute.

儘管如此，我們在我們執行的季度內看到了問題。

We've mitigated them.

我們已經減輕了它們。

As you've seen in the results, we haven't reported any problems so far with the supply chain hindering our performance.

正如您在結果中看到的那樣，到目前為止，我們還沒有報告任何阻礙我們績效的供應鏈問題。

And we're going to continue to put in the necessary mitigation mechanisms to guarantee that we've got a part flow into our contract manufacturers to support our forecast.

我們將繼續採用必要的緩解機制，以保證我們有一部分流入我們的合同製造商以支持我們的預測。

Yes, Colin.

是的，科林。

This is Rex.

這是雷克斯。

I think if you look back on Q1, we had some impact due to supply chain, but it was immaterial and well mitigated, as Pat said.

我認為，如果你回顧第一季度，我們會因供應鏈而產生一些影響，但正如帕特所說，它並不重要並且得到了很好的緩解。

It did cost us a little bit of expedite and other fees that we still managed to improve our gross margin sequentially.

它確實花費了我們一些加速和其他費用，我們仍然設法連續提高我們的毛利率。

So that's good.

所以這很好。

As we look forward to this quarter, we've taken what we know about supply chain into account in providing our guidance.

展望本季度，我們在提供指導時考慮了我們對供應鏈的了解。

And then as we look out into the second half of the year, which against our annual guidance, implies very, very nice growth numbers sequentially for Q3 and Q4.

然後當我們展望今年下半年時，這與我們的年度指導相反，這意味著第三季度和第四季度的連續增長數字非常非常好。

We're managing that very, very closely.

我們正在非常、非常密切地管理它。

And so we don't have any conclusions on that yet, but we were definitely taking the things we see on the supply chain into account.

所以我們還沒有任何結論，但我們肯定會考慮我們在供應鏈上看到的事情。

Our next question comes from Shreyas Patil from Wolfe Research.

我們的下一個問題來自 Wolfe Research 的 Shreyas Patil。

So I just wanted to ask about the full year guidance.

所以我只想問一下全年指導。

I mean, we've seen really strong demand for EVs in the U.S. and Europe.

我的意思是，我們已經看到美國和歐洲對電動汽車的需求非常強勁。

U.S. sales are up 100% year-to-date.

今年迄今為止，美國的銷售額增長了 100%。

Europe is up something like 89%.

歐洲上漲了大約 89%。

And you talked about previously how correlated the business is to the broader EV demand.

你之前談到了業務與更廣泛的電動汽車需求的相關性。

So just thinking about, if we do end up seeing stronger sales, I mean, is there anything -- is there anything that we need to think about in terms of like either a lag effect or anything like that, that would prevent that upside potential if demand does come in stronger?

所以想一想，如果我們最終看到更強勁的銷售，我的意思是，有什麼 - 有什麼我們需要考慮的，比如滯後效應或類似的東西，這會阻止這種上升潛力如果需求確實變得更強勁？

So we definitely believe that we are very nicely correlated to the availability of EVs.

所以我們絕對相信我們與電動汽車的可用性非常相關。

No question about that.

毫無疑問。

As we look at the second half of the year from the perspective where we are today, as we said in our prepared remarks, we -- we're watching reopenings here and in Europe.

當我們從今天的角度來看今年下半年時，正如我們在準備好的發言中所說的那樣，我們正在關注這里和歐洲的重新開放。

There's always a possibility that goes really well.

總有可能進展順利。

But there's also the possibility that something happens and you snap back because you can see what's happened in India, for example.

但也有可能發生某些事情，你會迅速反擊，因為你可以看到印度發生的事情，例如。

So as we look out, and then, of course, the supply chain thing that we just mentioned.

因此，當我們向外看時，當然還有我們剛才提到的供應鏈問題。

So we think it's prudent to be cautious now.

因此，我們認為現在謹慎行事是明智的。

I think we're going to be massively smarter in 90 days when we have our next call because we'll have Q2 behind us and really good visibility into those external factors as we look at Q3 and Q4.

我認為我們將在下一次通話的 90 天內變得更加聰明，因為我們將擁有第二季度，並且在我們查看第三季度和第四季度時能夠很好地了解這些外部因素。

So I think it just made sense to confirm guidance this time, and then we'll take a really hard look at this for the Q3 -- Q2 call, excuse me.

所以我認為這次確認指導是有意義的，然後我們將在第三季度認真研究這個——第二季度電話會議，對不起。

Okay.

好的。

Great.

偉大的。

And then on the network gross margin.

然後是網絡毛利率。

So it looks like you saw a good improvement versus Q4.

所以看起來你看到了比第四季度更好的改進。

It looked like it was up maybe 140 basis points and obviously up meaningfully year-over-year.

看起來它可能上漲了 140 個基點，並且明顯同比上漲。

How should we think about the main drivers of margin improvement on the network side?

我們應該如何思考網絡側利潤率提升的主要驅動因素？

And where do you see margins eventually reaching?

您認為利潤率最終會達到什麼水平？

So clearly, as we said in our prepared remarks, there is a meaningful mix component in our business.

很明顯，正如我們在準備好的評論中所說，我們的業務中有一個有意義的組合組成部分。

So with the advent of the pandemic, workplace has been -- it's been solid, but it hasn't had the growth that it's had historically over the last, I don't know, x several quarters.

因此，隨著大流行病的到來，工作場所一直很穩固，但它並沒有像過去那樣歷史上的增長，我不知道，x 幾個季度。

DCs performed -- excuse me, fleets performed very well, which includes DC, there's also fast fill and our home business is growing extremely strongly over the last 2, 3 quarters.

DC 表現——對不起，機隊表現非常好，其中包括 DC，也有快速填充，我們的家庭業務在過去 2、3 個季度中增長非常強勁。

Those are on the lower end of the gross margin curve for us.

對我們來說，這些處於毛利率曲線的低端。

Individually, we don't give out gross margin by product.

單獨地，我們不按產品給出毛利率。

But to understand mix, you can tell that those are the 2 guardrails.

但是要了解 mix，您可以看出這些是 2 個護欄。

As we look -- we did have a good performance internally, I think, this quarter.

正如我們所看到的——我認為本季度我們在內部確實表現良好。

So the biggest drivers of gross margin are mix.

因此，毛利率的最大驅動因素是混合。

And then as we go up, both the operational improvement curve, the cost reduction efforts that we're doing on components, and then obviously, growth in workplace and commercial, those are all very, very positive influences on gross margin as we look out.

然後隨著我們的上升，運營改善曲線，我們在組件上所做的成本降低工作，然後顯然，工作場所和商業的增長，這些都對毛利率產生了非常非常積極的影響，正如我們所看到的.

I still believe that we should be comfortably in the mid- to high 30s as we look out a couple, 3 years from now.

我仍然相信，當我們展望 3 年後的一對夫婦時，我們應該舒適地處於 30 多歲的中期。

And then I think we have steady improvements ahead of us for this year.

然後我認為我們今年有穩定的改進。

Okay.

好的。

Great.

偉大的。

And if I could just sneak one last one in.

如果我能偷偷最後一個進去。

Just obviously, you talked about fleet earlier in the call.

很明顯，你在電話中早些時候談到了艦隊。

And it's -- we've seen a number of companies talking about the fleet charging opportunity.

而且它——我們已經看到許多公司在談論車隊充電機會。

And that even includes a Ford, which talked about it last week at their Investor Day.

這甚至包括一輛福特，上週在他們的投資者日上談到了它。

So just trying to think about how -- what are some of the areas that differentiate ChargePoint in the fleet space?

所以只是想想想如何 - 在車隊空間中區分 ChargePoint 的一些領域是什麼？

And how you think about positioning there?

你如何看待在那裡的定位？

Well, I think there are 2 main drivers to our advantage in the fleet space.

好吧，我認為我們在艦隊領域的優勢有兩個主要驅動因素。

First, we charge anything that rolls.

首先，我們對任何滾動的東西收費。

So there's no OEM specifics in our solution, is completely OEM neutral.

所以我們的解決方案中沒有 OEM 細節，完全是 OEM 中立的。

So also, we're a very complete solution in the fleet space.

因此，我們在艦隊領域也是一個非常完整的解決方案。

It's all-encompassing, a broad product line on the software side in both the charter control, the energy management and the vehicle scheduling as well as a full complementary line of hardware products of all the different speeds and feeds necessary to adequately service a fleet customer, most fleets have a good mix of vehicle types and vehicle sizes and vehicle charging needs, and we can do that, all with one solution.

它是包羅萬象的，在包機控制、能源管理和車輛調度方面的軟件方面的廣泛產品線，以及充分服務車隊客戶所需的所有不同速度和饋送的完整互補硬件產品線，大多數車隊都很好地混合了車輛類型和車輛尺寸以及車輛充電需求，而我們可以通過一個解決方案做到這一點。

So we're real bullish on our fleet products, and we're not sitting still either.

因此，我們非常看好我們的機隊產品，而且我們也不會坐以待斃。

There's a tremendous amount going in R&D there.

那裡有大量的研發工作。

Our next question comes from Gabe Daoud from Cowen.

我們的下一個問題來自 Cowen 的 Gabe Daoud。

I was wondering if you can maybe give us a little color around R&D spend.

我想知道你是否可以給我們一些關於研發支出的顏色。

On a run rate basis, $25 million this quarter.

按運行率計算，本季度為 2500 萬美元。

How does that trend as we move throughout the balance of this year?

隨著我們在今年餘下時間的發展，這種趨勢如何？

So I would answer that, both on R&D and more broadly, we are definitely looking at the trends in the market right now and where we think investments need to go to take advantage of higher vehicle availability, not only in passenger, but in the fleet space.

所以我要回答的是，無論是在研發方面還是在更廣泛的方面，我們都在關注目前的市場趨勢，以及我們認為需要投資的地方，以利用更高的車輛可用性，不僅是在乘客方面，而且在車隊方面空間。

So we've made an affirmative decision in the company to put additional energy behind our efforts.

因此，我們在公司做出了一個肯定的決定，為我們的努力投入更多的精力。

So it has gone up, and I would expect our OpEx generally to trend a little north this year.

所以它已經上升了，我預計今年我們的 OpEx 總體上會向北傾斜。

And again, it's because we've got a lot of product introductions that we want to do in the not-too-distant future.

再一次，這是因為我們有很多產品介紹，我們想在不久的將來做。

There's a lot of customer support that touches both R&D and operations and customer support.

有很多客戶支持涉及研發和運營以及客戶支持。

The sales and marketing side, we're going heavier there generally and particularly in Europe because our land and expand model just proves itself every quarter with the customer additions we showed this quarter and also a very consistent 60-plus percent organic refi business.

在銷售和營銷方面，我們在那里普遍加大力度，特別是在歐洲，因為我們的土地和擴展模式每個季度都通過我們本季度展示的客戶增加以及非常一致的 60% 以上的有機再融資業務證明了自己。

So we -- as we look at the environment externally and given the fact that we have the scale we have already, it just makes all the sense in the world to us to put energy behind this.

因此，當我們從外部審視環境並考慮到我們已經擁有的規模這一事實時，我們將精力投入其中對我們來說在世界上都是有意義的。

What you'll see longer term is that our operating expenses as a percentage of revenue will trend down, but in the very short run, from a dollars perspective, I expect it to trend up.

從長遠來看，你會看到我們的運營費用佔收入的百分比將呈下降趨勢，但在很短的時間內，從美元的角度來看，我預計它會呈上升趨勢。

Got it.

知道了。

Got it.

知道了。

Okay.

好的。

That's helpful.

這很有幫助。

And then as a follow-up, you kind of hit on it, but last quarter, you'd also mentioned the potential rollout of a new product offering focused on Europe.

然後作為後續行動，你有點成功，但上個季度，你還提到了可能推出針對歐洲的新產品。

Is there any update there or anything you could talk to around that?

那裡有任何更新或您可以就此進行討論嗎？

No, just stay tuned for general product updates in the future.

不，請繼續關注未來的一般產品更新。

And the minute -- the minute we're ready to announce them, you'll be one of the first to know.

在我們準備好宣布它們的那一刻，您將成為第一個知道的人。

Our next question comes from Craig Irwin from ROTH Capital Partners.

我們的下一個問題來自 ROTH Capital Partners 的 Craig Irwin。

I wanted to ask a little bit about the DC fast charging products.

我想問一下直流快充產品。

Can you maybe update us on the margin plan there?

您能否向我們更新那裡的保證金計劃？

Where you are as far as your longer-term plan for increasing margins?

就提高利潤率的長期計劃而言，您的進展如何？

Do we need to see some of these product introductions for fleets and other markets for you to meet your longer-term targets there?

我們是否需要看到一些針對車隊和其他市場的產品介紹，以便您在那裡實現長期目標？

So as Rex mentioned, we don't talk about the particulars of gross margin by product.

因此，正如 Rex 所提到的，我們不討論產品毛利率的細節。

We don't break that out.

我們不會打破它。

What I can say is that the quarter saw -- this past quarter saw some great work in margin improvement, specifically on the existing product line.

我能說的是，這個季度看到了——上個季度在利潤率提高方面做了一些出色的工作，特別是在現有產品線上。

So to your question, are we waiting for a breakthrough on a new product line?

那麼對於你的問題，我們是否在等待新產品線的突破？

Or are we continuing to make improvements on the existing product line as it matures?

還是隨著現有產品線的成熟，我們繼續對其進行改進？

It's definitely the latter.

肯定是後者。

We're seeing planned as we execute margin improvements and not just in the fast charge products, but across the board.

當我們執行利潤率改進時，我們看到了計劃，不僅僅是在快速充電產品中，而是在整個領域。

I'll repeat one point that Rex made because I think it's pretty indicative.

我將重複 Rex 提出的一點，因為我認為它非常具有指示性。

We've improved the margin quarter-over-quarter, as Rex mentioned, and that was in the face of having to expand a little bit more on COGS because of some of the supply chain mitigations we had to put in place.

正如 Rex 提到的那樣，我們已經提高了季度利潤率，而且由於我們必須採取一些供應鏈緩解措施，因此不得不在 COGS 上擴大一點。

So we outperformed and only had that outperformance drag down a little, but not -- but still outperformed.

所以我們跑贏大盤，只是稍微拖累了跑贏大盤，但不是——但仍然跑贏大盤。

It was only dragged out a little by the mitigation cost on the supply chain.

它只是被供應鏈上的緩解成本拖了一點。

So we're comfortable.

所以我們很舒服。

Okay.

好的。

So most investors really want to pick through the margin discussion fairly -- in a fairly detailed manner.

因此，大多數投資者真的希望以相當詳細的方式公平地選擇保證金討論。

So one of the things that has been said in the past is that the mix of products into the end of the year, and obviously, the revenue are a large part of the expectations for a strong margin rebound, particularly as back to work gets commercial market really moving again, as I understand, those are your highest margin products.

因此，過去說過的一件事是產品組合到年底，顯然，收入是對強勁利潤率反彈預期的很大一部分，尤其是在恢復工作變得商業化的情況下市場真的又動了，據我所知，那些是你們利潤率最高的產品。

Can you maybe walk us through what we should be looking at there to see something in the 30% or 30% plus range is achievable as we exit your fiscal year?

您能否帶我們了解一下我們應該在那裡看到的東西，以便在我們退出您的財政年度時可以實現 30% 或 30% 以上的目標？

It sounds a lot like a question for annual gross margin guidance.

這聽起來很像是年度毛利率指導的問題。

But what I can tell you is to amplify one thing that Pat said, we really had some very, very good improvements this past quarter across the board and particularly in a couple of places where it was very impactful and very much needed.

但我可以告訴你的是放大帕特所說的一件事，我們在過去的一個季度確實取得了一些非常非常好的改進，特別是在幾個非常有影響力和非常需要的地方。

I think the -- if you look in the second half of the year, clearly, if we get back to work and the mix starts to shift back to a more normalized mix for the company, that's going to have a very positive impact on the resulting gross margin.

我認為 - 如果你看看今年下半年，很明顯，如果我們重新開始工作並且組合開始轉變為更正常的公司組合，那將對公司產生非常積極的影響由此產生的毛利率。

I would say with that, interestingly enough, we think commercial should come back, but that doesn't mean that the other products are going to roll off.

我想說的是，有趣的是，我們認為商業應該回歸，但這並不意味著其他產品將會下線。

So we're not -- we feel like the trends for those -- the part of the business, it's slightly on the lower margin side is going to continue.

所以我們不是 - 我們覺得那些趨勢 - 業務的一部分，它在較低的利潤率方面將繼續下去。

But net-net, I feel very good about continued improvement in gross margin throughout the balance of this year.

但淨淨，我對今年餘下時間毛利率的持續改善感到非常滿意。

I hesitate to call a number at the end of the year just because that would be guidance.

我猶豫要不要在年底打電話給一個號碼，因為那將是指導。

Understood.

明白了。

And last question, if I may, I'll slip this one in.

最後一個問題，如果可以的話，我會把這個問題放進去。

So you guys are doing exactly what you said you would do, executing well, both in North America and Europe.

所以你們正在按照你們所說的去做，在北美和歐洲都表現出色。

You've got fleet handled.

你已經處理了艦隊。

You've got a road map with new products, that's expected.

您已經有了新產品的路線圖，這是意料之中的。

Many of the SPAC IPOs are looking at the competitive environment and trying to pull forward the opportunity.

許多 SPAC IPO 都在關注競爭環境，並試圖抓住機會。

Probably the biggest opportunity for ChargePoint would be Europe and the new products for Europe and the more aggressive market positioning there.

ChargePoint 最大的機會可能是歐洲和歐洲的新產品以及那裡更積極的市場定位。

Is there a possibility we could see the ChargePoint take a more aggressive stance as far as expansion in Europe?

就歐洲擴張而言，我們是否有可能看到 ChargePoint 採取更激進的立場？

Or are you moving at a measured rate based on a preexisting plan to ensure no unforeseen challenges?

或者您是否根據預先存在的計劃以可衡量的速度移動，以確保不會出現不可預見的挑戰？

Well, I mean, I think philosophically, we've been actually in an aggressive posture with respect to our investment in Europe for quite some time now because we believe in the geography as being incredibly relevant for us globally.

好吧，我的意思是，我認為從哲學上講，我們實際上在相當長一段時間內對我們在歐洲的投資採取了積極的姿態，因為我們相信地理對我們在全球範圍內具有難以置信的相關性。

So I don't think we need to change our posture there.

所以我認為我們不需要改變我們的立場。

But again, I don't think that's not an indication that we're not being aggressive already.

但同樣，我認為這並不表示我們還沒有積極進取。

I think we're being adequately aggressive.

我認為我們已經足夠積極了。

Rex, any other comment?

雷克斯，還有其他意見嗎？

Yes.

是的。

The only other thing I would add is we have, in effect, almost doubled our headcount in Europe over the last 2, 3 quarters.

我要補充的唯一另一件事是，實際上，在過去的 2、3 個季度中，我們在歐洲的員工人數幾乎翻了一番。

And we're not finished with the hiring plan that we have there for this year.

我們還沒有完成今年的招聘計劃。

So we're really putting a lot of players in the field.

所以我們真的讓很多玩家參與其中。

One of the things I've said internally is, from a headcount perspective and a reach perspective in Europe, we're one of the largest companies in our space in Europe when it comes to the number of people that we have attacking that market.

我在內部說過的一件事是，從歐洲的員工人數和影響力的角度來看，就我們攻擊該市場的人數而言，我們是歐洲最大的公司之一。

And that doesn't count any of the incredibly long list of things that they get from our operations in North America.

這還不算他們從我們在北美的業務中獲得的長得令人難以置信的清單中的任何一項。

So it's an extension, and yet it's still larger.

所以它是一個擴展，但它仍然更大。

So I think our coverage there has improved markedly and will be a competitive advantage.

所以我認為我們在那裡的覆蓋面已經顯著提高，將成為一個競爭優勢。

And I think the things that we've done on the roaming front are excellent.

我認為我們在漫遊方面所做的工作非常出色。

Our focus on network and software, we think is the right strategy.

我們專注於網絡和軟件，我們認為這是正確的策略。

And then obviously, as you referenced, there are a lot of additional solutions that we'll be providing attached to that over the next several quarters.

然後很明顯，正如您所提到的，在接下來的幾個季度中，我們將提供許多附加的解決方案。

And one more thing to note, which I think is a significant issue, I think through your modeling is the scale -- achieving global scale helps tremendously in gross margin.

還有一件事要注意，我認為這是一個重要問題，我認為通過你的建模是規模——實現全球規模對毛利率有很大幫助。

So our scale in North America on a market share basis is great, but it's an overall still relatively small unit volume market as compared to where it's going.

因此，我們在北美的市場份額規模很大，但與它要去的地方相比，它的整體單位體積市場仍然相對較小。

As that continues and as there's cross-regional product line leverage in supply chain and support operations and other elements of gross margin, we should see an advantage there.

隨著這種情況的繼續，並且由於在供應鍊和支持運營以及毛利率的其他要素中存在跨區域產品線槓桿作用，我們應該在那裡看到優勢。

If we can execute on the vision, which is to be significant in Europe, significant in fleet and significant in our North American commercial business.

如果我們能夠實現這一願景，這將在歐洲、機隊和我們的北美商業業務中發揮重要作用。

So a point of clarification, right, significant in the North American business.

所以澄清一點，對，在北美業務中很重要。

A 70% plus share of the network endpoints.

70% 以上的網絡端點份額。

Is that a logical goal for you to chase in Europe?

這是你在歐洲追求的合乎邏輯的目標嗎？

Is that something that the level of investment is sufficient?

那是投資水平足夠的東西嗎？

Or you would be happy with a much lower share?

或者你會對低得多的份額感到滿意？

So when we look out with our financial lens over a multiyear period, I'm not going to put a number to that, but our assumptions are that we get comfortably into the 20s in Europe.

因此，當我們從多年的財務角度來看時，我不會給出一個數字，但我們的假設是我們可以輕鬆進入歐洲的 20 年代。

I'd like to do better than that, but there's not a North America style assumption in how we view our financials over the next several years.

我想做得更好，但在我們如何看待未來幾年的財務方面，沒有北美風格的假設。

And that's out of pure play conservative model.

那是出於純粹的保守模式。

We have a question from Itay Michaeli from Citi.

花旗的 Itay Michaeli 向我們提出了一個問題。

I apologize if I missed this, I during the call a little bit late.

如果我錯過了這個，我深表歉意，我在通話中有點晚了。

But in terms of the revenue in the quarter, I was hoping you could just mention the contribution from new customers versus existing customers?

但就本季度的收入而言，我希望您能僅提及新客戶與現有客戶的貢獻？

I'm just trying to think about kind of the land and expand model and kind of the evidence you're seeing of that kind of playing out in your revenue in terms of customers that have been with you for longer versus new customers and how that kind of seasoning is progressing?

我只是想考慮土地和擴張模式的種類，以及你看到的那種在你的收入中發揮作用的證據，這些證據是與你在一起時間更長的客戶與新客戶相比，以及如何什麼樣的調味品正在進步？

Sure.

當然。

Sure.

當然。

It's Rex.

是雷克斯。

I'll be happy to help you there.

我很樂意在那裡幫助你。

So Q1 revenue was $40.5 million.

所以第一季度的收入是 4050 萬美元。

The -- one of the things that we we're super pleased about this quarter, there were a lot of them, but super pleased about was the customer additions that we had this quarter were remarkable, to say that it was an uptick from last quarter would be an understatement.

- 我們對本季度感到非常高興的事情之一，其中有很多，但非常高興的是我們本季度的客戶增加非常顯著，可以說比上一季度有所上升季度將是輕描淡寫。

Not useful to give you percentages, but it was a super strong customer in terms of new customer acquisition.

給你百分比沒有用，但就新客戶獲取而言，它是一個超級強大的客戶。

And then the thing that has been remarkably consistent over every quarter that I looked at over the last 3 years is about 60% of our business comes from existing customers.

然後，我在過去 3 年中看到的每個季度都非常一致的是，我們大約 60% 的業務來自現有客戶。

It's a rebuy.

是回購。

So the land and expand thing, you nailed it, it is literally the cornerstone of the company.

所以土地和擴張的東西，你釘了它，它實際上是公司的基石。

And it's one of the reasons why I've said we do want to continue with the investments, in particular, for example, in sales and marketing, because getting -- it's a hell of a lot easier to keep a customer than it is to get one.

這就是為什麼我說我們確實希望繼續投資的原因之一，特別是在銷售和營銷方面，因為獲得 - 留住客戶比留住客戶要容易得多得到一個。

So we're putting an enormous amount of energy into customer acquisition because it just pays down the road.

因此，我們將大量精力投入到客戶獲取中，因為它會在未來得到回報。

That's very helpful.

這很有幫助。

On to the new customers, are you finding that the onboarding process is happening even faster?

對於新客戶，您是否發現入職流程發生得更快？

I think it was -- typically, my understanding is a couple -- it's a sort of a few month process, but just given what's happening with EV, are you seeing that process even go quickly?

我認為這是 - 通常，我的理解是一對夫婦 - 這是一個幾個月的過程，但考慮到 EV 正在發生的事情，你是否看到這個過程甚至很快？

Or maybe in other words, was the customer adds better than what you had internally expected?

或者換句話說，客戶添加的內容是否比您內部預期的要好？

Can you clarify what you mean by onboarding?

你能澄清一下你所說的入職是什麼意思嗎？

Is that post win to installation or is that time in pipeline?

那個帖子是安裝成功還是那個時候正在準備中？

Time in pipeline.

管道中的時間。

Do you want to take that one, Rex?

你想拿那個嗎，雷克斯？

Let's see.

讓我們來看看。

So first of all, the nice thing about the land and expand thing that we just discussed is a lot of that -- all that is really faster in business.

所以首先，我們剛剛討論的關於土地和擴張的好處是很多——所有這些在業務中確實更快。

Sometimes you see it coming, sometimes you don't, but that's pretty fast turn.

有時你看到它來了，有時你沒有，但那是非常快的轉變。

If it's a brand new customer, I think our sales process lasts anywhere from getting the phone call up to about 6 months, and it just depends on what the process looks like on the other side.

如果是全新的客戶，我認為我們的銷售流程從接到電話到 6 個月左右不等，這僅取決於另一方的流程。

I do think it's trending down and getting quicker, but it really depends on the situation with the customer and the size of what they want to install and the necessary understanding of what the make ready and other things that would be necessary in order to put in these solutions.

我確實認為它正在下降並變得更快，但這實際上取決於客戶的情況和他們想要安裝的東西的大小以及對準備好的東西的必要理解以及安裝所需的其他東西這些解決方案。

So I don't know if that answers your questions, but I would say it's anywhere from a month to outside 6 months, and it's getting shorter.

所以我不知道這是否能回答您的問題，但我會說從一個月到 6 個月以外的任何時間，而且時間越來越短。

Yes.

是的。

That's very helpful.

這很有幫助。

And just lastly, as a point of clarification for the Q2 revenue guidance.

最後，作為第二季度收入指導的澄清點。

Should we assume that the revenue mix in Q2 is pretty similar to what you experienced in Q1 in terms of DC and residential?

我們是否應該假設第二季度的收入組合與您在第一季度在 DC 和住宅方面所經歷的非常相似？

That's a tough one, but I would expect it to be a little better on the commercial side than it was in Q1, because we did a really nice sort of year-over-year resurgence in North America commercial, and then we had a great quarter in Europe, generally.

這是一個艱難的過程，但我預計它在商業方面會比第一季度好一點，因為我們在北美商業方面實現了非常好的同比復甦，然後我們取得了很好的成績一般在歐洲的四分之一。

So I think the reopening and people getting back to work and the whole recovery on the commercial side has really nice signs in Q1, and I would expect that to continue in Q2.

因此，我認為重新開放和人們重返工作崗位以及商業方面的整體復甦在第一季度都有非常好的跡象，我預計第二季度將繼續如此。

Thank you for your question.

謝謝你的問題。

It appears we have no further questions from the audience.

看來我們沒有聽眾的進一步問題了。

So I'll hand back over to the management team for any closing remarks.

因此，我將把任何結束語交還給管理團隊。

First of all, thanks for attending, everyone, and thank you for all the thoughtful questions.

首先，感謝大家的出席，感謝大家提出的所有深思熟慮的問題。

To summarize, I think some of the points that Rex and I made in the prepared remarks, we are heavily focused on execution right now.

總而言之，我認為雷克斯和我在準備好的發言中提出的一些觀點，我們現在非常關注執行。

We're very pleased with the results across all our lines of business, and I think we're well positioned to execute on the long-term growth plans.

我們對所有業務線的結果感到非常滿意，我認為我們已經做好準備執行長期增長計劃。

So we really look forward to the next earnings call with all of you, and have a wonderful afternoon.

因此，我們真的很期待與大家的下一次財報電話會議，祝您度過一個愉快的下午。

Thanks, everyone.

感謝大家。

Ladies and gentlemen, that completes today's call.

女士們，先生們，今天的電話會議到此結束。

Thank you for the management team for joining.

感謝管理團隊的加入。

You may now disconnect your lines.

您現在可以斷開線路。