賽富時 (CRM) 2014 Q4 法說會逐字稿

Good afternoon.

下午好。

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

我的名字是克里斯蒂，今天我將成為您的會議接線員。

At this time, I would like to welcome everyone to the CRM Q4 FY14 earnings conference call.

在這個時候，我想歡迎大家參加 CRM Q4 FY14 財報電話會議。

(Operator Instructions)

（操作員說明）

Thank you.

謝謝你。

Mr. John Cummings, Senior Director of Investor Relations, you may begin your conference.

投資者關係高級總監 John Cummings 先生，您可以開始您的會議了。

Thanks so much, Christy.

非常感謝，克里斯蒂。

Good afternoon, and thanks for joining us to discuss our fiscal fourth-quarter and full-year 2014 results.

下午好，感謝您加入我們討論我們的 2014 財年第四季度和全年業績。

Our fourth-quarter results press release, SEC filings, and a webcast replay of today's call can be found on our Investor Relations website at www.Salesforce.com/investor.

可以在我們的投資者關係網站 www.Salesforce.com/investor 上找到我們的第四季度業績新聞稿、美國證券交易委員會文件和今天電話會議的網絡直播重播。

We will also post the highlights of today's call on Twitter at the handle @Salesforce_IR.

我們還將在 Twitter 上@Salesforce_IR 的句柄上發布今天電話會議的亮點。

On the call today are Marc Benioff, Chief Executive Officer, and Graham Smith, Chief Financial Officer.

今天的電話會議是首席執行官馬克貝尼奧夫和首席財務官格雷厄姆史密斯。

Marc and Graham will open with a few remarks, and then we will open the call for questions.

Marc 和 Graham 將發表一些評論，然後我們將開始提問。

Our commentary today will primarily be in non-GAAP terms.

我們今天的評論將主要採用非 GAAP 術語。

Reconciliations between our GAAP and non-GAAP results and guidance can be found in our earnings press release issued earlier today.

我們的 GAAP 和非 GAAP 結果和指導之間的調節可以在我們今天早些時候發布的收益新聞稿中找到。

During the call, we may offer additional metrics to provide further insight into our business or results.

在通話期間，我們可能會提供其他指標，以進一步了解我們的業務或結果。

This detail may or may not be provided in the future.

將來可能會或可能不會提供此詳細信息。

We may also reference certain unreleased services or features not yet available.

我們還可能引用某些尚未發布的服務或功能尚不可用。

We cannot guarantee future timing or availability of these services or feature, and so recommend that customers make purchase decisions based on services and features currently available.

我們無法保證這些服務或功能的未來時間或可用性，因此建議客戶根據當前可用的服務和功能做出購買決定。

The purpose of today's call is to provide you with information regarding our fiscal fourth-quarter 2014 results.

今天電話會議的目的是為您提供有關我們 2014 財年第四季度業績的信息。

Some of our comments may contain forward-looking statements, which are subject to risks, uncertainties and assumptions.

我們的一些評論可能包含前瞻性陳述，這些陳述受風險、不確定性和假設的影響。

Should any of these risks or uncertainties materialize, or should our assumptions prove to be incorrect, actual Company results could differ materially from these forward-looking statements.

如果任何這些風險或不確定性成為現實，或者我們的假設被證明不正確，公司的實際結果可能與這些前瞻性陳述大不相同。

A description of risks, uncertainties and assumptions and other risk factors that could affect our financial results are included in our SEC filings, included in our most recent report on Form 10-Q, particularly under the heading risk factors.

對可能影響我們財務業績的風險、不確定性和假設以及其他風險因素的描述包含在我們提交給美國證券交易委員會的文件中，包括在我們最近的 10-Q 表報告中，特別是在標題風險因素下。

So with that, I will turn the call over to Marc.

因此，我將把電話轉給 Marc。

All right.

好的。

Fantastic.

極好的。

Well, thank you so much, really appreciate it.

嗯，非常感謝，真的很感激。

And I -- first of all, before we get started, John, I just want to tell everyone that I am thrilled to announce that just this morning Salesforce was named by Fortune magazine as the world's number one most admired software company.

我——首先，在我們開始之前，約翰，我只想告訴大家，我很高興地宣布，就在今天早上，Salesforce 被《財富》雜誌評為世界上最受尊敬的軟件公司排名第一。

It is the second year in a row that we have received this tremendous recognition from Fortune Magazine.

這是我們連續第二年獲得《財富》雜誌的這一巨大認可。

I just want to thank them so much, and we are delighted to have that honor.

我只想非常感謝他們，我們很高興能獲得這份榮譽。

And I would also like to congratulate our team here at Salesforce for just an outstanding performance for our fourth quarter and fiscal year.

我還要祝賀我們在 Salesforce 的團隊在第四季度和財政年度的出色表現。

I just want to thank all of our employees, our customers, our partners, everyone, we, as I am sure everyone can see by our numbers, we had a spectacular finish to yet another what is absolutely another year of just exceptional growth.

我只想感謝我們所有的員工，我們的客戶，我們的合作夥伴，每個人，我們，我相信每個人都可以從我們的數字中看到，我們在又一個絕對是非凡增長的一年中取得了驚人的成績。

Now if you hadn't had a chance to look at the numbers, you will see that revenue for the fourth quarter rose 37% from a year ago to $1.15 billion, and our full FY14 revenue grew 33% to more than $4 billion.

現在，如果您沒有機會查看這些數字，您會看到第四季度的收入同比增長 37% 至 11.5 億美元，而我們 FY14 的全部收入增長 33% 至超過 40 億美元。

And we are about to push through this $5 billion milestone run rate any minute, you can see that.

我們即將在任何時候推動這個 50 億美元的里程碑式運行速度，你可以看到這一點。

No other software company of our size and scale is growing at this speed.

沒有其他像我們這樣規模和規模的軟件公司以這種速度增長。

Deferred revenue grew by 35% year over year to more than $2.5 billion, and the dollar value of booked business on and off the balance sheet is now at $7 billion.

遞延收入同比增長 35% 至超過 25 億美元，資產負債表內外的已登記業務的美元價值目前為 70 億美元。

And I am sure everyone has seen that we have raised our guidance by $100 million, which is really unusual, and just really speaks to the acceleration that we have had in our business to [$5.3] billion.

我相信每個人都已經看到我們將我們的指導提高了 1 億美元，這真的很不尋常，而且確實說明了我們的業務已經加速到 [5.3] 億美元。

We are going to get into that detail in a moment.

我們稍後會詳細介紹。

Now during the quarter, we significantly grew the number of seven and eight-figure transactions, compared to the fourth quarter of last year.

現在在本季度，與去年第四季度相比，我們的七位數和八位數交易數量顯著增加。

We had more than 200 transactions in the quarter that were seven-figures or more, including more than 10 eight-figure transactions.

本季度我們有超過 200 筆七位數或以上的交易，其中包括 10 多筆八位數的交易。

And that is just really exceptional for a software company in the CRM space, and CRM to do -- see more than 200 transactions that were seven-figures or greater is just incredible.

這對於 CRM 領域的軟件公司來說真的是非常特殊的，而且 CRM 要做的事情——看到超過 200 筆七位數或更多的交易簡直令人難以置信。

I know that none of our peers are seeing these large transaction volume like this.

我知道我們的同行都沒有看到像這樣大的交易量。

In addition, I am also delighted to announce that we are raising our FY15 revenue guidance by $100 million to $5.3 billion, which is the full-year growth rate of 30% at the high end of our range.

此外，我也很高興地宣布，我們將 2015 財年的收入指引上調 1 億美元至 53 億美元，這是我們範圍高端的 30% 的全年增長率。

We couldn't be more happy about that, and we are committed to improving non-GAAP profitability by 125 to 150 basis points, which is a huge goal of mine for this year, and increasing cash flow growth this year, while also continuing to deliver on this outstanding pace of top line growth.

我們對此感到非常高興，我們致力於將非 GAAP 盈利能力提高 125 至 150 個基點，這是我今年的一個巨大目標，並增加今年的現金流增長，同時繼續實現這一出色的收入增長速度。

So just a great job by the Company and I just want to congratulate everybody.

因此，公司做得很好，我只想祝賀大家。

For 15 years, Salesforce has been the catalyst and evangelist for innovation enterprise software, and now we can really see the next-generation has occurred.

15 年來，Salesforce 一直是創新企業軟件的催化劑和傳播者，現在我們可以真正看到下一代已經出現。

Customers are really connecting with their customers in entirely new ways, we are benefiting from that.

客戶真正以全新的方式與他們的客戶建立聯繫，我們從中受益。

We are absolutely entering this third wave of computing, where everything is connected, and the customer relationship management really is the heart of all of this, because behind every tweet, behind every app, behind everything, is a customer.

我們絕對正在進入第三波計算浪潮，一切都連接在一起，而客戶關係管理確實是這一切的核心，因為在每條推文、每款應用程序和一切的背後，都有一位客戶。

And this is our message, as we get out on tour, that everything that is happening is about the customer.

這是我們的信息，當我們開始巡迴演出時，正在發生的一切都是關於客戶的。

And this vision has opened a door for thousands of companies, and empowered them to connect with their customers in a deeper way, through this next-generation devices, apps and products.

這一願景為成千上萬的公司打開了一扇門，使他們能夠通過這種下一代設備、應用程序和產品以更深層次的方式與客戶建立聯繫。

If you were at Dreamforce, more than 140,000 people registered to attend Experience the Power of Dreamforce this year, and they saw Salesforce1.

如果您在 Dreamforce，今年有超過 140,000 人註冊參加 Experience the Power of Dreamforce，他們看到了 Salesforce1。

And Salesforce1, for everyone who has used it, for the 250 ISVs who are building on top of it, for all the custom code that has already been deployed on it by our customers.

Salesforce1，適用於所有使用過它的人，適用於在它之上構建的 250 家獨立軟件開發商，適用於我們的客戶已經在其上部署的所有自定義代碼。

It is just a radically new customer platform for the Internet of customers, that is social, it is mobile, it is cloud, and it connects everything.

它只是一個全新的客戶互聯網客戶平台，即社交，移動，雲，連接一切。

I use it everyday myself, and I will tell you a story.

我自己每天都用它，我會告訴你一個故事。

We were closing out our fiscal year.

我們即將結束我們的財政年度。

It was end of January, and I was invited by a friend of mine, Walter Robb, who uses Dreamforce -- he is [co-CEO] of Whole Foods to come down and be in a dinner in Arizona.

那是一月底，我的朋友沃爾特·羅伯（Walter Robb）邀請了我，他使用 Dreamforce——他是 Whole Foods 的 [聯合首席執行官]，來到亞利桑那州參加晚宴。

Everyone, of course, is enjoying their dinner, and under the table I have my iPhone and I am able to see with all my analytics, and everything exactly how the quarter is closing out.

當然，每個人都在享受他們的晚餐，桌子底下我有我的 iPhone，我可以看到我所有的分析數據，以及本季度收盤的一切。

I don't think there is probably too many CEOs who have that power today.

我認為今天可能沒有太多的 CEO 擁有這種權力。

But it is something that everybody needs, because everybody wants to run their business on their phone.

但這是每個人都需要的東西，因為每個人都想在手機上開展業務。

Because Salesforce1 was built to API first, because it can connect with anything and everything.

因為 Salesforce1 首先是基於 API 構建的，因為它可以連接任何事物。

It runs in all these mobile devices, completely transforms how you run your business.

它在所有這些移動設備中運行，徹底改變了您經營業務的方式。

And I am thrilled to announce that we have more than 250 major ISVs who have signed up to build Salesforce1 apps on our App Exchange, and more than 30 Salesforce1 apps like Evernote and Dropbox and LinkedIn and HP are live on the App Exchange today.

我很高興地宣布，我們有超過 250 家主要 ISV 已經註冊在我們的 App Exchange 上構建 Salesforce1 應用程序，並且今天有 30 多個 Salesforce1 應用程序，如 Evernote 和 Dropbox，LinkedIn 和 HP 在 App Exchange 上運行。

That is really exciting.

這真的很令人興奮。

Our focus on the customer success, the adoption of our technology, making these technology market transitions, the movement to things like mobile, the movement to cloud, the movement to social, the movement to the world -- connected world.

我們專注於客戶成功，採用我們的技術，進行這些技術市場轉型，向移動設備的移動，向雲的移動，向社交的移動，向世界的移動——互聯世界。

That really has defined Salesforce over the last 15 years.

在過去的 15 年裡，這確實定義了 Salesforce。

And it is why you see today, the Service Cloud is the world's number-one platform for customer service and support.

這就是您今天看到的原因，Service Cloud 是全球第一大客戶服務和支持平台。

And in this new Forrester Wave, which I looked at these Forrester Waves as my guide to where the industry is going, Forrester is just a phenomenal research organization.

在這個新的 Forrester Wave 中，我將這些 Forrester Waves 視為行業發展方向的指南，Forrester 只是一個非凡的研究機構。

They have really just changed the game, when it comes to research in the technology industry.

在技術行業的研究方面，他們真的改變了遊戲規則。

I was with their CEO at the World Economic Forum.

我和他們的首席執行官一起參加了世界經濟論壇。

He keynoted, and led the kickoff panel for the World Economic Forum this year.

他發表了主題演講，並領導了今年世界經濟論壇的啟動小組。

I mean, we have really seen this incredible shift.

我的意思是，我們真的看到了這種不可思議的轉變。

In addition to our Service Cloud, with desk.com, we are bringing this whole customer service concept to small businesses as well, and that has been just an incredible addition to our momentum.

除了我們的 Service Cloud，我們還通過desk.com 將整個客戶服務理念帶到了小型企業中，這對我們的發展勢頭來說是一個令人難以置信的補充。

The ExactTarget Marketing Cloud is the world's most powerful customer platform for one-to-one marketing, probably one of the really great accomplishments of the year.

ExactTarget Marketing Cloud 是世界上最強大的一對一營銷客戶平台，這可能是今年最偉大的成就之一。

Not just Salesforce1, but also the ExactTarget Marketing Cloud, really defining the Salesforce as the absolute leader in marketing today.

不僅僅是 Salesforce1，還有 ExactTarget Marketing Cloud，真正將 Salesforce 定義為當今營銷領域的絕對領導者。

And I mentioned Forrester, according to them, spending on digital marketing was going to double in five years and represent 30% of total marketing spend by 2017.

我提到了 Forrester，據他們說，數字營銷支出將在五年內翻一番，到 2017 年將佔總營銷支出的 30%。

And I think you have heard me say, that I really think that it is imminent that CMOs are going to be spending more on technology then CIOs.

而且我想你已經聽到我說，我真的認為 CMO 將在技術上花費比 CIO 更多的錢是迫在眉睫。

Our flagship Sales Cloud is the world's number one platform for sales.

我們的旗艦銷售雲是世界第一的銷售平台。

Undisputed leader in CRM, according to IDC, another phenomenal research organization.

據另一家非凡的研究機構 IDC 稱，CRM 領域無可爭議的領導者。

And in addition, we are consistently ranked as well in that area by Forrester as well.

此外，我們在該領域也一直被 Forrester 評為。

So really cool growth in sales, in service, in marketing, which are huge growth areas for industry, and in our platform, the number one platform for developing next-generation apps.

銷售、服務、營銷方面的增長真的很酷，這些都是行業的巨大增長領域，在我們的平台中，這是開發下一代應用程序的第一平台。

Of course, we have this incredible trifecta with Force.com, Heroku and Fuel, which is the ExactTarget platform.

當然，我們與 Force.com、Heroku 和 Fuel（即 ExactTarget 平台）有著令人難以置信的三重奏。

And the ability to build these next generation apps is why more than 1.5 million app developers are now on our platforms, up 50% from last year, thousands of ISVs developing on our platforms, so much activity on the App Exchange.

構建這些下一代應用程序的能力是為什麼現在有超過 150 萬應用程序開發人員在我們的平台上，比去年增長 50%，成千上萬的 ISV 在我們的平台上開發，在 App Exchange 上的活動如此之多。

So many new mobile apps happening on Salesforce1.

Salesforce1 上出現了許多新的移動應用程序。

So many new marketing apps happening on Fuel.

Fuel 上出現了許多新的營銷應用程序。

Phenomenal productivity of developers with Heroku, especially these Ruby developers just love Heroku.

Heroku 開發人員的驚人生產力，尤其是這些 Ruby 開發人員非常喜歡 Heroku。

And now, with our next-generation of service marketing, sales and platform technologies, these companies have all the tools they need to connect with their customers in these new ways.

現在，借助我們的下一代服務營銷、銷售和平台技術，這些公司擁有了以這些新方式與客戶建立聯繫所需的所有工具。

And for example, Humana, who is one of the largest healthcare providers in the US selected our Service Cloud in the quarter to embed a service button right inside their apps.

例如，美國最大的醫療保健提供商之一 Humana 在本季度選擇了我們的服務雲，在他們的應用程序中嵌入了一個服務按鈕。

We saw that also at Dreamforce, we saw Phillips embed a service button right on their ultrasound machine.

我們在 Dreamforce 也看到了這一點，我們看到 Phillips 在他們的超聲波機器上嵌入了一個服務按鈕。

That is obviously a huge trend.

這顯然是一個巨大的趨勢。

And everybody needs a Service Cloud, and everybody needs a help button on their product, a physical button or a virtual button.

每個人都需要一個服務雲，每個人都需要他們產品上的幫助按鈕、物理按鈕或虛擬按鈕。

In the quarter, we also strengthened our partnership with General Electric, in their oil and gas group.

在本季度，我們還加強了與通用電氣石油和天然氣集團的合作夥伴關係。

They selected Service Cloud, ExactTarget Marketing Cloud, and the platform to connect drilling and exploration equipment.

他們選擇了 Service Cloud、ExactTarget Marketing Cloud 以及連接鑽井和勘探設備的平台。

Great, obviously, a huge -- I am a huge fan of General Electric, and their CEO spoke at Dreamforce in the previous year.

太好了，顯然，一個巨大的——我是通用電氣的忠實粉絲，他們的首席執行官去年在 Dreamforce 上發表了講話。

Maersk, one of the world's largest shipping and transportation companies selected our Service Cloud and Salesforce1 to bring all their customer products and supply chain together.

馬士基是世界上最大的航運和運輸公司之一，選擇了我們的服務雲和 Salesforce1 來將他們所有的客戶產品和供應鏈整合在一起。

So the pace at which these companies are embracing our next-generation customer platform is phenomenal.

因此，這些公司採用我們的下一代客戶平台的速度是驚人的。

Our progress with Salesforce1 is phenomenal, our progress with the Marketing Cloud is phenomenal.

我們在 Salesforce1 方面的進步是驚人的，我們在 Marketing Cloud 方面的進步是驚人的。

And of course, we also brought in an incredible new distribution leader this year with Keith Block, who has completely transformed how we are going to market.

當然，今年我們還引入了一位令人難以置信的新分銷領導者 Keith Block，他徹底改變了我們的營銷方式。

And taking those three things into consideration, I am absolutely thrilled to tell you that our service delivered more than 100 billion transactions in the quarter, up 49% from year ago, an average of more than 1.7 billion transactions every single business day.

考慮到這三件事，我非常高興地告訴您，我們的服務在本季度完成了超過 1000 億筆交易，比去年同期增長 49%，平均每個工作日超過 17 億筆交易。

And nothing speaks more to the value of Salesforce, than the actual usage of our products, their adoption, the speed, the reliability, the trust that our customers come to expect.

沒有什麼比我們產品的實際使用、產品的採用、速度、可靠性和客戶所期望的信任更能說明 Salesforce 的價值了。

And that customer success is why I am also pleased to announce that our attrition is down to the lowest levels we have seen in the history of our Company.

客戶的成功也是為什麼我也很高興地宣布，我們的員工流失率降至公司歷史上的最低水平。

So very exciting progress by our organization in that area.

我們的組織在該領域取得了非常令人興奮的進展。

Look, it has been a spectacular year for Salesforce, for our customers, our partners, our employees.

看，對於 Salesforce，對於我們的客戶、我們的合作夥伴和我們的員工來說，這是一個了不起的一年。

We are looking forward to being the first enterprise cloud company to achieve more than $5 billion in revenue this year.

我們期待成為今年第一家收入超過 50 億美元的企業雲公司。

And before I close, I do want to let you know we are out on tour again.

在我結束之前，我確實想讓你知道我們又開始巡演了。

We have our Salesforce1 world tour.

我們有我們的 Salesforce1 世界巡迴演唱會。

You may have come to see me, already kicked that off in New York.

你可能來找我了，已經在紐約開始了。

You can come to Philadelphia on March 6, to the Pennsylvania Convention center.

您可以在 3 月 6 日來到費城，前往賓夕法尼亞會議中心。

You can come to Melbourne on March 26, Boston on April 2, Chicago on April 24, London on May 22, Amsterdam on May 27, Washington, DC on May 29, Atlanta on June 12, Toronto on June 25, Paris on June 26.

3月26日墨爾本，4月2日波士頓，4月24日芝加哥，5月22日倫敦，5月27日阿姆斯特丹，5月29日華盛頓，6月12日亞特蘭大，6月25日多倫多，6月26日巴黎.

I am going to be really busy this year, but we have got a huge message to get out there, that the world is going social.

今年我會很忙，但我們有一個重要的信息要走出去，世界正在變得社交化。

It is going mobile.

它正在走向移動。

It is going cloud, and it is getting connected.

它正在走向雲，並且正在連接。

That it is an Internet of customers, that, behind every app, behind every device, behind everything, behind the internet of everything, is a customer.

這是一個客戶的互聯網，在每一個應用程序、每台設備、一切的背後、萬物互聯的背後，都是一個客戶。

If you can connect with that customer in a whole new way, you can have the same great success with your business, that we are having with our business.

如果您能夠以全新的方式與該客戶建立聯繫，那麼您的業務將取得與我們業務相同的巨大成功。

And we wish that for all of our customers.

我們希望我們所有的客戶都能做到這一點。

It has been a banner year, and I am absolutely thrilled to do that.

這是標誌性的一年，我非常高興能做到這一點。

And I want to just say, Graham is about to give his comments.

我只想說，格雷厄姆即將發表評論。

And Graham, your contribution to the Company of success over the past six years can't be overstated.

還有格雷厄姆，您在過去六年中對公司成功的貢獻怎麼強調都不為過。

It has been amazing, and we are announcing your retirement on the call.

這太棒了，我們在電話會議上宣布您退休。

You are going to be leaving the Company in a little bit more than a year from now, in March of 2015.

你將在一年多後離開公司，也就是 2015 年 3 月。

It is something that you and I have talked about for some time.

這是你和我已經討論了一段時間的事情。

It is something that you want to do, and I respect very much, because you just delivered phenomenal success for us, and you are leaving our Company in an incredibly great financial position.

這是你想做的事情，我非常尊重，因為你剛剛為我們帶來了非凡的成功，而且你離開我們公司時的財務狀況令人難以置信。

And we are thrilled to have one more exciting year for you coming up.

我們很高興能為您帶來更激動人心的一年。

We will be sorry to see you go, of course, and we have a world-class set of financial professionals who work so closely with Graham.

當然，我們很遺憾看到您離開，我們擁有一批與 Graham 密切合作的世界級金融專業人士。

But Graham, you are a phenomenal CFO.

但是格雷厄姆，你是一位了不起的首席財務官。

So thank you for everything you did for the Company.

因此，感謝您為公司所做的一切。

All right.

好的。

Thank you, Marc.

謝謝你，馬克。

Well, yes, it is, we are going to have an epic 2015.

嗯，是的，是的，我們將有一個史詩般的 2015 年。

And so, that is a great, hopefully going to be just a fantastic year to finish my spell here at Salesforce.com.

所以，這是一個偉大的，希望這將是一個美妙的一年，完成我在 Salesforce.com 的工作。

But before I get into that, let me just spend a little bit of time on the financial details.

但在我開始之前，讓我花一點時間在財務細節上。

As Marc has described, we had just a great year at Salesforce, we closed the largest acquisition in our history.

正如 Marc 所描述的，我們在 Salesforce 度過了美好的一年，我們完成了歷史上最大的收購。

We launched our Salesforce1 platform, and we added a number of industry-leading executives to the team.

我們推出了 Salesforce1 平台，並為團隊增加了一些行業領先的高管。

And our financial results this year were just outstanding, with strong growth in revenue, deferred revenue and operating cash flow.

我們今年的財務業績非常出色，收入、遞延收入和經營現金流都增長強勁。

We saw strength across both our enterprise and commercial businesses, and ExactTarget posted just a terrific finish to the year.

我們在企業和商業業務中都看到了實力，而 ExactTarget 剛剛在這一年中取得了出色的成績。

In addition, we achieved a new milestone of customer success with attrition dropping to record lows.

此外，我們實現了客戶成功的新里程碑，客戶流失率降至歷史新低。

I will give you a little more detail on that in a second.

我稍後會給你更多的細節。

Let me take you through the highlights of the quarter and the year, starting with revenue and EPS.

讓我帶您了解本季度和年度的亮點，從收入和每股收益開始。

So fourth-quarter revenue was $1.145 billion, that is up 37% over Q4 last year.

因此，第四季度收入為 11.45 億美元，比去年第四季度增長 37%。

If you exclude the FX headwind of approximately $3 million, Q4 revenue was actually of 38%.

如果排除大約 300 萬美元的外匯逆風，第四季度的收入實際上是 38%。

ExactTarget contributed approximately $96 million to revenue in the fourth quarter, which was higher than we expected.

ExactTarget 在第四季度為收入貢獻了大約 9600 萬美元，高於我們的預期。

Non-GAAP EPS for fourth quarter was $0.07, that was $0.01 ahead of our expectations.

第四季度非公認會計原則每股收益為 0.07 美元，比我們的預期高出 0.01 美元。

Full-year revenue was $4.071 billion, that is up 33% over FY13.

全年收入為 40.71 億美元，比 FY13 增長 33%。

Excluding an FX headwind of approximately $24 million, full-year revenue was up 34% year over year.

排除約 2400 萬美元的外匯逆風，全年收入同比增長 34%。

ExactTarget contributed approximately $194 million to revenue for the full year.

ExactTarget 為全年收入貢獻了大約 1.94 億美元。

Full year non-GAAP EPS was $0.35.

全年非公認會計原則每股收益為 0.35 美元。

Looking at Q4, year-over-year growth on a regional basis, Americas revenue grew 41% to $821 million.

從第四季度的地區來看，美洲地區的收入同比增長 41%，達到 8.21 億美元。

Revenue in Europe grew also 41% in dollars, 35% in constant currency to $210 million, and revenue in Asia increased 12% in dollars, and 24% in constant currency to $115 million.

歐洲的收入以美元計算也增長了 41%，以固定貨幣計算增長了 35%，達到 2.1 億美元，亞洲的收入以美元計算增長了 12%，以固定貨幣計算增長了 24%，達到 1.15 億美元。

As mentioned, dollar attrition in the fourth quarter, now that is excluding ExactTarget, the dollar attrition in all our business excluding ExactTarget dipped below 10%.

如前所述，第四季度的美元損耗，現在不包括 ExactTarget，我們所有業務中不包括 ExactTarget 的美元損耗下降到 10% 以下。

So it is a high single-digit number for the first time.

所以第一次是高個位數。

That is a new record low in the history of the Company.

創公司歷史新低。

So just an amazing result for us, to finish the year.

所以對我們來說這是一個了不起的結果，結束了這一年。

Turning to margins, fourth quarter non-GAAP gross margin was [80]%, while our Q4 non-GAAP operating margin was 6.9%.

談到利潤率，第四季度非美國通用會計準則毛利率為 [80]%，而我們的第四季度非美國通用會計準則營業利潤率為 6.9%。

For the full year non-GAAP gross margin was also [80]%, and our non-GAAP operating margin was [8.9]%.

全年非美國通用會計準則毛利率也為 [80]%，我們的非美國通用會計準則營業利潤率為 [8.9]%。

The reduction in our full-year margins reflect the acquisition of ExactTarget, as well as the Oracle license agreement we signed during the year.

我們全年利潤率的下降反映了對 ExactTarget 的收購，以及我們在這一年簽署的 Oracle 許可協議。

Our Q4 operating margin was further impacted by the occurrence of Dreamforce in November, where as last year Dreamforce was included in our Q3 results.

11 月 Dreamforce 的出現進一步影響了我們第四季度的營業利潤率，與去年一樣，Dreamforce 被包含在我們的第三季度業績中。

Turning to hiring, we added more than 500 people in the fourth quarter, and more than 3,500 new employees in the full fiscal year, bringing our total headcount to just over 13,300.

談到招聘，我們在第四季度增加了 500 多人，並在整個財年增加了 3,500 多名新員工，使我們的總員工人數剛剛超過 13,300 人。

That is up 36% over last year.

這比去年增長了 36%。

Turning to the balance sheet, we ended the year with approximately $1.3 billion in cash and marketable securities.

談到資產負債表，我們在年底擁有大約 13 億美元的現金和有價證券。

That is down from approximately $1.8 billion last year.

這低於去年的約 18 億美元。

Accounts receivable was up 56% over last year to approximately $1.4 billion.

應收賬款比去年增長 56%，達到約 14 億美元。

Deferred revenue ended the year at $2.5 billion, up 35% over last year, including approximately $99 million related to ExactTarget.

截至年底的遞延收入為 25 億美元，比去年增長 35%，其中包括與 ExactTarget 相關的約 9900 萬美元。

Excluding approximately $8 million of year-over-year FX headwind, deferred revenue increased 36%.

排除約 800 萬美元的同比外匯逆風，遞延收入增長了 36%。

On a sequential quarter basis, deferred revenue also had an FX headwind of approximately $8 million.

在連續季度的基礎上，遞延收入也有大約 800 萬美元的外匯逆風。

Deferred revenue continued to benefit from the residual effects of multiple year invoices from the continued shift toward annual billing.

遞延收入繼續受益於持續轉向年度計費的多年發票的剩餘影響。

The combined benefit to deferred revenue in Q4 was approximately $75 million, up from $67 million sequentially, but down from $125 million in Q4 last year.

第四季度遞延收入的綜合收益約為 7500 萬美元，高於上一季度的 6700 萬美元，但低於去年第四季度的 1.25 億美元。

As we mentioned in Q3, given the declining impact from the shift to annual invoicing we initiated actually over two years ago now, this will be the last time we provide the specific dollar impact on deferred revenue.

正如我們在第三季度提到的那樣，鑑於我們在兩年前實際上開始的年度發票轉變的影響正在下降，這將是我們最後一次提供對遞延收入的具體美元影響。

However, we do plan to continue to provide the proportion of annual invoices issued in the quarter.

但是，我們確實計劃繼續提供本季度開具的年度發票的比例。

Excluding ExactTarget, approximately 83% of the value of all subscriptions support-related invoices were issued with annual terms in Q4.

不包括 ExactTarget，所有訂閱支持相關發票的價值中約有 83% 是在第四季度按年度開具的。

That is compared with approximately 80% in Q4 last year.

相比之下，去年第四季度約為 80%。

And for ExactTarget, we were really pleased to see improvements in their mix of annual billing in Q4, which increased approximately 10 points over Q4 last year.

對於 ExactTarget，我們非常高興地看到他們在第四季度的年度計費組合有所改善，比去年第四季度增加了大約 10 個百分點。

So great progress there.

那裡進步很大。

Unbilled deferred revenue, or revenue that is contracted but not yet invoiced and is off the balance sheet was approximately $4.5 billion in Q4.

第四季度未開票的遞延收入或已簽約但尚未開票且資產負債表外的收入約為 45 億美元。

That is an increase of approximately 29% over the last year.

這比去年增加了大約 29%。

Turning to cash flow, Q4 operating cash flow was $271 million, down 4% over Q4 last year, but actually above our expectations.

現金流方面，第四季度經營現金流為 2.71 億美元，比去年第四季度下降 4%，但實際上超出了我們的預期。

And for the full fiscal year, operating cash flow was $875 million, up 19% over FY13.

整個財年的運營現金流為 8.75 億美元，比 FY13 增長 19%。

So a very strong result, when you consider that ExactTarget reduced our full-year operating cash flow by more than $50 million during the year.

當您考慮到 ExactTarget 在這一年減少了我們的全年運營現金流超過 5000 萬美元時，這是一個非常強勁的結果。

CapEx was $70 million in fourth quarter, up 38% year over year, and $299 million for the full year, that is up 70% over last year.

第四季度資本支出為 7000 萬美元，同比增長 38%，全年為 2.99 億美元，比去年增長 70%。

The year-over-year increase in CapEx was principally related to new office build-outs, and to a lesser extent ExactTarget.

資本支出的同比增長主要與新辦公室建設有關，在較小程度上與 ExactTarget 有關。

CapEx as a percent of revenue in the fourth quarter was 6% unchanged from Q4 last year.

第四季度資本支出佔收入的百分比與去年第四季度持平 6%。

Free cash flow, which we define as operating cash flow is CapEx was $201 million in fourth quarter, down 13% from last year.

自由現金流，我們定義為運營現金流，第四季度資本支出為 2.01 億美元，比去年下降 13%。

For the full-year, free cash flow was $576 million, up 3% over FY13.

全年自由現金流為 5.76 億美元，較 FY13 增長 3%。

Turning to guidance.

轉向指導。

With our strong finish to FY14, we are delighted to be raising our full-year 2015 revenue outlook by $100 million to $5.25 billion to $5.3 billion.

憑藉我們對 FY14 的強勁業績，我們很高興將 2015 年全年收入預期提高 1 億美元至 52.5 億美元至 53 億美元。

And that gives year-over-year revenue growth range of 29% to 30%.

這使得收入同比增長范圍為 29% 至 30%。

As you heard from Marc and me, we are committed to improving our non-GAAP margins.

正如您從 Marc 和我那裡聽到的那樣，我們致力於提高我們的非 GAAP 利潤率。

We expect full-year non-GAAP EPS in the range of $0.48 to $0.50, which implies an increase in our non-GAAP operating margins of 125 to 150 basis points, and that assumes no significant M&A activity during the year.

我們預計全年非 GAAP 每股收益在 0.48 美元至 0.50 美元之間，這意味著我們的非 GAAP 營業利潤率將增加 125 至 150 個基點，並且假設年內沒有重大併購活動。

Our FY15 non-GAAP EPS also assumes that other income expense will continue to be a net expense, and we are also assuming a non-GAAP tax rate of 36.5%.

我們的 2015 財年非公認會計原則每股收益還假設其他收入費用將繼續為淨費用，我們還假設非公認會計原則的稅率為 36.5%。

We made some changes to our non-GAAP tax forecasting, so let me just spend a minute to provide some color on that.

我們對我們的非公認會計原則稅收預測進行了一些更改，所以讓我花一點時間來提供一些顏色。

In an effort to provide more consistency for guidance and reporting purposes, we will begin using a fixed, long-term non-GAAP projected tax rate, in this case 36.5%.

為了為指導和報告目的提供更多的一致性，我們將開始使用固定的長期非公認會計原則預計稅率，在這種情況下為 36.5%。

This non-GAAP tax rate eliminate the effects of non recurring and period-specific items, which can vary and have certainly varied in size and frequency.

這種非公認會計原則稅率消除了非經常性和特定時期項目的影響，這些項目可能會有所不同，並且在規模和頻率上肯定會有所不同。

We will provide updates to this fixed rate annually, or if a situation arises or causes significant change to our assumptions around the projected rate, and continue to provide a reconciliation of our GAAP to non-GAAP tax rate in the detailed financials, under income tax effects and adjustments.

我們將每年提供此固定利率的更新，或者如果出現情況或導致我們圍繞預計利率的假設發生重大變化，並繼續在所得稅下的詳細財務報表中提供我們的 GAAP 與非 GAAP 稅率的對賬效果和調整。

For FY15, we expect operating cash flow to grow in the mid-20% range, and expect CapEx to be approximately 5% to 7% of revenue, in line with historical averages.

2015 財年，我們預計經營現金流將增長在 20% 左右，資本支出佔收入的比例約為 5% 至 7%，與歷史平均水平一致。

Turning to Q1, we anticipate revenue in the range of $1.205 billion to $1.21 billion, representing year-over-year growth of 35% to 36%.

談到第一季度，我們預計收入在 12.05 億美元至 12.1 億美元之間，同比增長 35% 至 36%。

We expect non-GAAP EPS in the range of $0.09 to $0.10, and we expect Q1 deferred revenue growth to be in the low 30%s range.

我們預計非公認會計原則每股收益在 0.09 美元至 0.10 美元之間，我們預計第一季度遞延收入增長將在 30%s 的低位範圍內。

During the first quarter, we are committed to repaying in cash an aggregate principal balance of more than $280 million related to conversions of our $575 million 75 basis points senior notes which we issued in January, just 4.5 years ago, so they are due January 2015.

在第一季度，我們承諾以現金償還總額超過 2.8 億美元的本金餘額，這些本金餘額與我們在 4.5 年前的 1 月發行的 5.75 億美元 75 個基點優先票據的轉換有關，因此它們將於 2015 年 1 月到期.

And we will likely see continued conversions during FY15, which will have an impact on our cash flow as well as our financing cash flows, (inaudible) actually on cash balance, as our financing cash flows is spread throughout the year.

我們可能會在 2015 財年看到持續的轉換，這將影響我們的現金流以及我們的融資現金流，（聽不清）實際上影響現金餘額，因為我們的融資現金流在全年都分佈。

As a reminder, all of the underlying assumptions for our GAAP and non-GAAP guidance, and a complete non-GAAP reconciliation can be found in our earnings press release issued today.

提醒一下，我們的 GAAP 和非 GAAP 指導的所有基本假設，以及完整的非 GAAP 調節可以在我們今天發布的收益新聞稿中找到。

Just before moving on to Q&A, I want to briefly address my future retirement, that Marc talked about, that we announced today.

在繼續進行問答之前，我想簡要談談我今天宣布的 Marc 談到的我未來的退休。

I could not be more convinced of Salesforce.com's long-term success.

我對 Salesforce.com 的長期成功深信不疑。

This year, we will celebrate our 15th anniversary, and also pass our 10th year as a public company, and I am sure over the next decade we will see Salesforce.com to grow to be one of the very largest software companies in the world.

今年，我們將慶祝成立 15 週年，也將度過我們作為上市公司的第 10 個年頭，我相信在接下來的十年中，我們將看到 Salesforce.com 成長為世界上最大的軟件公司之一。

And I have really enjoyed being part of the Salesforce team for the past six years, and I want to thank everybody who have I worked with, both within Salesforce and our advisors for helping me and the Company be so successful.

在過去的六年裡，我真的很享受成為 Salesforce 團隊的一員，我要感謝與我共事的每一個人，包括 Salesforce 內部和我們的顧問，他們幫助我和公司取得如此成功。

And I look forward to helping the executive team with the CFO search process and oversee ensuring a very smooth transition for the next 13 months.

我期待在 CFO 搜索過程中幫助執行團隊，並監督確保未來 13 個月的平穩過渡。

So with that, I will open the call up for questions.

因此，我將打開電話提問。

Okay.

好的。

Before we do that, I just want to come back and just say, Graham, thank you so much for your contribution to our success of the last six years.

在我們這樣做之前，我只想說，格雷厄姆，非常感謝你為我們過去六年的成功所做的貢獻。

I really can't overstate what you have done for the Company, and when you are, with this retirement, you are going to leave an unbelievable legacy, and I couldn't be more grateful.

我真的不能誇大您為公司所做的一切，而當您退休時，您將留下令人難以置信的遺產，我非常感激。

So thank you very much.

所以非常感謝。

And Graham will be speaking next week at the Raymond James conference in Florida, so come and see Graham there.

格雷厄姆下週將在佛羅里達州的雷蒙德詹姆斯會議上發言，所以來看看格雷厄姆吧。

And I will also be speaking at the Morgan Stanley conference here in San Francisco on Tuesday, at 12 PM to 12.40 PM, and I will be also joined by our Chief Accounting Officer, Joe Allanson.

我還將在周二下午 12 點至 12 點 40 分在舊金山舉行的摩根士丹利會議上發言，我們的首席會計官喬·艾倫森也將與我一起發言。

So please come, and see me and Joe on Tuesday.

所以請在星期二來見我和喬。

All right.

好的。

And so, with that, I will turn it over to questions.

因此，我將把它轉為問題。

(Operator Instructions)

（操作員說明）

Your first question comes from Kash Rangan with Merrill Lynch.

您的第一個問題來自美林證券公司的 Kash Rangan。

Hi, thank you very much.

你好，非常感謝。

Graham, if you are looking for career advice on what to do next, I highly recommend sell-side equity research.

格雷厄姆，如果你正在尋找關於下一步做什麼的職業建議，我強烈推薦賣方股票研究。

But, Marc, for you: Can you talk more about the platform?

但是，馬克，對你來說：你能多談談這個平台嗎？

Obviously, you launched Salesforce1 with a mobile-centric approach to the market.

顯然，您推出的 Salesforce1 採用了以移動為中心的市場方法。

Can you talk about some of the largest transactions that the Company is pulling down, especially post Salesforce1?

您能否談談公司正在減少的一些最大交易，尤其是在 Salesforce1 之後？

And how does the composition of your business look two to three years from now, vis-a-vis a healthy sales cloud and service cloud all relative to the platform?

相對於與平台相關的健康銷售雲和服務雲，兩到三年後您的業務構成如何？

Thank you very much.

非常感謝。

That's it for me.

對我來說就是這樣。

Well, I really appreciate that question, because it's really the heart of our strategy, and something to where I've spent a huge amount of my personal time this year, getting Salesforce1 right.

嗯，我真的很感激這個問題，因為它確實是我們戰略的核心，也是我今年花費大量個人時間的地方，讓 Salesforce1 正確。

You know, Kash, because you follow enterprise software so closely that I don't think there is any company whose enterprise software has moved as well as ours has to the phone.

你知道，Kash，因為你如此密切地關注企業軟件，以至於我認為沒有任何公司的企業軟件像我們的手機一樣遷移到手機上。

And not only do we have a compelling mobile experience for our sales service and marketing clouds, but you can also build your own custom applications and deploy whatever you need to automate your company right onto the phone.

我們不僅為我們的銷售服務和營銷雲提供了引人入勝的移動體驗，而且您還可以構建自己的自定義應用程序並將您需要的任何內容部署到手機上，從而使您的公司實現自動化。

And as an ISV, you can also publish right into Salesforce1.

作為 ISV，您還可以直接發佈到 Salesforce1。

It looks a lot like Facebook or Twitter does on an iPhone or an android, but you are running your business.

它看起來很像 Facebook 或 Twitter 在 iPhone 或 android 上的表現，但你正在經營你的業務。

We are the first ones there.

我們是那裡的第一批人。

It is a huge competitive advantage for Salesforce.

這對 Salesforce 來說是一個巨大的競爭優勢。

It is a critical part of every sales cycle.

它是每個銷售週期的關鍵部分。

And we are moving into a phone world.

我們正在進入一個電話世界。

I have said this on the call before: I strongly believe in the future of the phone.

我之前在電話中說過：我堅信手機的未來。

I think phones are getting larger, faster, and that your software has to run really well on the phone, and ours does, and perhaps only ours does.

我認為手機變得越來越大、越來越快，你的軟件必須在手機上運行得非常好，我們的軟件可以，也許只有我們的軟件可以。

I think that is certainly true today.

我認為今天確實如此。

I don't know for how long that will be true for, but I haven't seen anyone else really deliver a vision of enterprise software on the phone.

我不知道這會持續多久，但我還沒有看到其他人真正在手機上提供企業軟件的願景。

On my phone, I can manage my feed, I can manage all of my groups, all my employee information, my analytics and dashboards, my schedules.

在我的手機上，我可以管理我的提要，我可以管理我的所有群組、我的所有員工信息、我的分析和儀表板、我的日程安排。

And all the critical ISV apps as well that I use, as well as custom apps.

以及我使用的所有關鍵 ISV 應用程序以及自定義應用程序。

I mean, at Salesforce, we have just some really great apps that we have deployed internally that are custom to us.

我的意思是，在 Salesforce，我們只有一些非常棒的應用程序，我們在內部部署了這些應用程序是為我們定制的。

Everything from managing our IT trouble tickets, to even giving feedback on Salesforce1 to create a task for our customers-for-life organization.

從管理我們的 IT 故障單到提供有關 Salesforce1 的反饋，為我們的終身客戶組織創建任務，應有盡有。

And it is the heart of everything we do.

它是我們所做一切的核心。

Now, we have got a lot of horses in the race here, and we are not a single-product company anymore.

現在，我們這裡有很多馬參加比賽，我們不再是一家單一產品的公司。

We are a multi-product company, and we have got many product sales.

我們是一家多產品公司，我們有很多產品銷售。

Cloud is certainly a phenomenal success story; it is a multi-billion-dollar product line.

云無疑是一個非凡的成功故事。這是一條價值數十億美元的產品線。

And service cloud is incredible.

服務雲令人難以置信。

Marketing cloud -- you know what those numbers are, and you see that growth rate.

營銷雲——您知道這些數字是多少，並且您會看到增長率。

Platform is right there.

平台就在那裡。

So, we have got four incredible product lines, and that is our focus today.

所以，我們有四個令人難以置信的產品線，這就是我們今天的重點。

The sales cloud, the service cloud, the marketing cloud, and the platform.

銷售雲、服務雲、營銷雲、平台。

And it is certainly our goal that each one of those are multi-billion-dollar products.

我們的目標當然是每一個都是價值數十億美元的產品。

That is our strategic direction.

這是我們的戰略方向。

We are very focused on the strategies, the communication, the branding, the acquisitions necessary to make sure that those four things are all multi-billion-dollar products.

我們非常專注於戰略、溝通、品牌推廣和必要的收購，以確保這四件事都是價值數十億美元的產品。

And there aren't that many companies in our industry who have been able to deliver that kind of multi-product success, but we have.

在我們的行業中，能夠實現這種多產品成功的公司並不多，但我們做到了。

We have a clear strategy.

我們有明確的戰略。

And those are our -- the four legs of our stool, and we are going to continue to execute on that.

這些是我們的——我們凳子的四條腿，我們將繼續執行。

And we believe that the customer is the heart of that strategy -- that we have everything necessary to connect with the customers in a whole new way.

我們相信客戶是該戰略的核心——我們擁有以全新方式與客戶建立聯繫所需的一切。

And for these customers who are signing these huge deals with us, with Salesforce1 as the core platform, with this sales, service, marketing, platform strategy, we have got the right story and we have the right solution.

對於這些與我們簽署這些巨額交易的客戶，以 Salesforce1 作為核心平台，通過這種銷售、服務、營銷、平台戰略，我們有正確的故事，我們有正確的解決方案。

And you can go to the App Store or GooglePlay store right now and download it, and use it and try it and you can see it.

你現在可以去 App Store 或 GooglePlay 商店下載它，使用它並嘗試它，你可以看到它。

It is phenomenal.

這是驚人的。

Your next question come from Keith Weiss with Morgan Stanley.

您的下一個問題來自摩根士丹利的 Keith Weiss。

Excellent.

出色的。

Thank you, guys.

感謝你們。

And, Graham, it has been a pleasure working with you over the past six years.

而且，格雷厄姆，很高興在過去六年中與您合作。

And I am going to direct a question in your way.

我將以你的方式提出一個問題。

The reduction in the attrition rate to under 10% -- it is a great accomplishment.

減員率降至 10% 以下——這是一項了不起的成就。

I think it talks a lot about the stickiness of the Salesforce.com solution increasing strategic-ness as a solution, but I think it also talks to the operational controls that you guys have put in place.

我認為它談論了很多關於 Salesforce.com 解決方案的粘性，增加了作為解決方案的戰略性，但我認為它也談到了你們已經實施的運營控制。

The question after that is: Do you think there is room for further improvement in that?

之後的問題是：您認為這方面還有進一步改進的空間嗎？

As your product offerings get more strategic, and maybe from an operational perspective, to get that attrition rate even lower?

隨著您的產品變得更具戰略性，也許從運營的角度來看，讓流失率更低？

Yes, thanks.

對了謝謝。

We are obviously delighted to see that rate finally drop below 10%.

我們顯然很高興看到這一比率最終降至 10% 以下。

It feels like -- I think it is 18 points -- it has been a long journey, but I think there is certainly still room for improvement.

感覺 - 我認為是 18 分 - 這是一段漫長的旅程，但我認為肯定還有改進的空間。

And I think, we have talked in the past about the different programs we have, the early warning systems we have, the shift to enterprise.

而且我認為，我們過去曾討論過我們擁有的不同計劃，我們擁有的預警系統，以及向企業的轉變。

And I think, clearly bringing in the new leadership team, with Keith Block and Tony Fernicola, has certainly added to that just absolute credibility in the enterprise space.

我認為，顯然引入新的領導團隊，包括 Keith Block 和 Tony Fernicola，無疑增加了企業領域的絕對可信度。

And we, frankly, see very, very low attrition rates in enterprise.

坦率地說，我們看到企業的流失率非常非常低。

And so, for us, it is a lot more about working on the mid-market and small business, and I think you will see us continue to do that.

因此，對我們來說，更多的是關於中型市場和小型企業的工作，我想你會看到我們繼續這樣做。

I don't think you should expect -- you have seen -- the rate of decline has been slow and steady.

我認為你不應該期待——你已經看到——下降的速度是緩慢而穩定的。

And I think we will be working hard to basically keep that going over the next few years.

我認為我們將努力工作，在接下來的幾年里基本上保持這種狀態。

I don't really -- it's impossible for me to give you a credible forecast, but I think it certainly can go lower over time, if we keep working at it.

我不是真的 - 我不可能給你一個可靠的預測，但我認為如果我們繼續努力，它肯定會隨著時間的推移而降低。

Your next question comes from Mark Murphy with Piper Jaffray.

您的下一個問題來自 Mark Murphy 和 Piper Jaffray。

Yes.

是的。

Thank you very much.

非常感謝。

Marc, when you consider how the marketing battle is developing, and in particular as it relates to Adobe, how are you thinking about some of Adobe's competencies, including content management and website analytics?

Marc，當您考慮營銷戰的發展情況，特別是與 Adobe 相關的情況時，您如何看待 Adobe 的一些能力，包括內容管理和網站分析？

And also, how do you think Adobe and maybe Oracle feel about trying to take on Salesforce's dominant leadership position in some of the areas that are going to be so synergistic to marketing?

此外，您認為 Adobe 和甲骨文對嘗試在一些與營銷如此協同的領域中佔據 Salesforce 的主導地位有何看法？

In other words, the sales cloud and the service cloud -- do you think it's really feasible to try to become a system of engagement, if you don't own those assets?

換句話說，銷售雲和服務雲——如果你不擁有這些資產，你認為嘗試成為一個參與系統真的可行嗎？

Well, I love Adobe.

好吧，我喜歡 Adobe。

I have used their products since I was at Apple, when they created postscript for the laser printers.

自從我在 Apple 工作以來，我就一直在使用他們的產品，當時他們為激光打印機創建了 postscript。

And those founders who still guide that company are two of the most visionary people, I think, in the industry, and it is a great organization.

我認為，那些仍然指導這家公司的創始人是業內最有遠見的兩個人，這是一個偉大的組織。

They obviously participate in the marketing of the market, and so do we, and so do others, because it's a big market.

他們顯然參與了市場營銷，我們如此，其他人也如此，因為這是一個大市場。

And as we said, CMOs are going to be spending more on technology than CIOs.

正如我們所說，CMO 在技術上的支出將超過 CIO。

And I think that this is not a zero-sum game.

而且我認為這不是一場零和遊戲。

I think there is plenty of room for everybody.

我認為每個人都有足夠的空間。

And I have been investing, as you probably know, for the last two or three years now, because we believe so strongly in this, and we've bought quite a few assets, and tried a lot of different things.

你可能知道，在過去的兩三年裡，我一直在投資，因為我們堅信這一點，我們已經購買了很多資產，並嘗試了很多不同的東西。

Because we had to kind of find our way through this opportunity, and we certainly have done that.

因為我們必須通過這個機會找到自己的方式，我們當然已經做到了。

And you can see we bought the premier asset in the market last year.

你可以看到我們去年購買了市場上的首要資產。

There is just no question.

毫無疑問。

We are number one in email marketing.

我們在電子郵件營銷中排名第一。

We are number one in social listening.

我們在社交聆聽方面排名第一。

We are number one in social publishing.

我們在社交出版領域排名第一。

We are number one in social advertising, with social.com, which is the number-one provider of services to advertisers on Facebook.

我們在社交廣告方面排名第一，social.com 是 Facebook 上為廣告商提供服務的第一大提供商。

I think it manages about 10% of Facebook's ad spend, approximately, and we just see a lot of potential going forward.

我認為它管理著大約 10% 的 Facebook 廣告支出，我們只是看到了很大的發展潛力。

One of the most exciting things with ExactTarget is the complete re-conceptualization of their product into Journey Builder.

ExactTarget 最令人興奮的事情之一是將其產品完全重新概念化為 Journey Builder。

And for those of you who have seen us now demonstrate that, it is a whole new vision for the marketer that is getting great response.

對於那些已經看到我們現在證明這一點的人來說，對於營銷人員來說，這是一個全新的願景，得到了很好的回應。

As part of the ExactTarget acquisition, I think we also ended up with a phenomenal asset called Pardot, which was actually a huge part of the quarter.

作為收購 ExactTarget 的一部分，我認為我們最終還獲得了一項名為 Pardot 的非凡資產，這實際上是本季度的重要組成部分。

It was one of the absolute fastest-growing products we have ever seen.

它是我們見過的絕對增長最快的產品之一。

It is tightly integrated with our sales cloud, and will be even more tightly integrated.

它與我們的銷售雲緊密集成，並且將更加緊密集成。

It competes in that lead-nurturing marketplace, and that's another area.

它在那個潛在的培育市場中競爭，這是另一個領域。

There is a lot of different places to play in marketing, and I think that we are absolutely a player in marketing.

營銷中有很多不同的地方可以發揮作用，我認為我們絕對是營銷的參與者。

I think one of our key assets, of course, is our large and extremely well-run direct sales organization.

我認為我們的關鍵資產之一當然是我們龐大且運行良好的直銷組織。

Also, that customers want that marketing cloud to be tightly integrated with what they are doing with sales and service.

此外，客戶希望營銷雲與他們在銷售和服務方面所做的事情緊密集成。

But I want to make it clear: I really think that there is plenty of room here for everybody.

但我想說清楚：我真的認為這裡有足夠的空間供每個人使用。

There is a lot of great companies out there.

那裡有很多偉大的公司。

Adobe is a great company, and we are going to be the number-one marketing cloud in the world.

Adobe 是一家偉大的公司，我們將成為世界上排名第一的營銷雲。

Your next question comes from the line of Raimo Lenschow with Barclays.

您的下一個問題來自巴克萊銀行的 Raimo Lenschow。

Thank you.

謝謝你。

Graham, it was great working with you, and maybe don't listen to Kash on the career advice.

格雷厄姆，和你一起工作很棒，也許不要聽卡什的職業建議。

A quick one: This quarter we saw a big increase in large deals.

一個快速的：本季度我們看到大宗交易大幅增加。

Can you talk a little bit about the drivers there?

你能談談那裡的司機嗎？

How much of that was Keith Block already, and how much can we expect more from him?

其中有多少已經是 Keith Block 了，我們還能從他身上期待多少？

And how much was it customers buying into division of Salesforce, in terms of Salesforce1 and the [Xana] product.

就 Salesforce1 和 [Xana] 產品而言，客戶購買 Salesforce 部門的費用是多少。

So, is this the beginning a trend that will continue?

那麼，這是一個將繼續的趨勢嗎？

Thank you.

謝謝你。

Well, thank you.

嗯，謝謝。

I think if you look at large deals for Salesforce, they do tend to be quite seasonal.

我認為，如果您查看 Salesforce 的大宗交易，它們確實往往具有很強的季節性。

It's the end of our fiscal year.

這是我們財政年度的結束。

Our sales reps tend to architect their own compensation plans to culminate in a large transaction at the end of the fiscal year; it's kind of the nature of the enterprise software business.

我們的銷售代表傾向於製定自己的薪酬計劃，以在財政年度結束時達成大筆交易；這是企業軟件業務的一種性質。

If you go back and look at -- we tend to report, at the end of every year, the number of large transactions in the fourth quarter that occur.

如果你回頭看看——我們傾向於在每年年底報告第四季度發生的大宗交易數量。

I think you will see that we have just had really good symmetrical growth of our large transactions, but also our small and medium transactions as well.

我想你會看到，我們的大筆交易和中小筆交易都實現了非常好的對稱增長。

We have run a full portfolio of business -- a full portfolio of geographies.

我們經營著一個完整的業務組合——一個完整的地域組合。

The large enterprise business is important, the small business is important, the medium business is important.

大企業重要，小企業重要，中型企業重要。

We have a complex distribution organization, which is why we are so fortunate to, this year, attract a great leader, Keith Block, to run that for us.

我們有一個複雜的分銷組織，這就是為什麼我們如此幸運地在今年吸引了一位偉大的領導者 Keith Block 來為我們運營。

He is also a member of our Board of Directors.

他也是我們董事會的成員。

He has done a great job.

他做得很好。

He has hired a great management team; and we couldn't be, I think, better positioned for continued excellence in distribution.

他聘請了一支優秀的管理團隊；我認為，我們不能更好地定位於持續卓越的分銷。

And Raimo, just a reminder on the numbers.

還有雷莫，只是對數字的提醒。

We reported more than 200 seven- and eight-digit transactions this quarter.

我們本季度報告了超過 200 筆七位數和八位數的交易。

Q4 a year ago was over 150, so, that, more or less, mirrors that growth rate in the 30%-plus range.

一年前的第四季度超過 150，因此，這或多或少反映了 30% 以上的增長率。

So, as Marc says, very kind of symmetric growth.

因此，正如 Marc 所說，這是一種非常對稱的增長。

I think that that's really the most important thing.

我認為這真的是最重要的事情。

Because, as the CEO, I want all aspects of the Business to be growing with equanimity, and that we don't leave any one segment or any one geography behind.

因為，作為首席執行官，我希望業務的各個方面都能從容地發展，並且我們不會將任何一個細分市場或任何一個地理區域拋在後面。

Because the strength of the Company, and the reason why you see Salesforce delivering a 37% growth opportunity here, is because we manage that full portfolio of revenue.

因為公司的實力，以及您看到 Salesforce 在這裡提供 37% 增長機會的原因，是因為我們管理著完整的收入組合。

We have talked about that on a number of calls.

我們已經在多次電話會議上談到了這一點。

But we have done that very well, and that is a key part of our strategy.

但我們做得很好，這是我們戰略的關鍵部分。

And I don't like to over-emphasize any one area, but in the enterprise -- like I said, I don't know any other company that's gotten close to more than 200 transactions in the seven- and eight-digit category in customer relationship management enterprise software, this quarter or any quarter before this.

我不想過分強調任何一個領域，但在企業中——就像我說的，我不知道有任何其他公司在 7 位和 8 位類別中獲得了接近 200 筆交易客戶關係管理企業軟件，本季度或之前的任何季度。

Your next question comes from Heather Bellini with Goldman Sachs.

您的下一個問題來自高盛的 Heather Bellini。

Great, thank you.

太好了謝謝。

Congratulations, and, yes, Graham, I echo everyone's thoughts and you will definitely be missed.

恭喜，是的，格雷厄姆，我贊同每個人的想法，你一定會被想念的。

My question, Marc, is -- I guess I had two questions, one for Marc and one for Graham.

Marc，我的問題是-- 我想我有兩個問題，一個是給Marc，一個是給Graham。

Marc, how do you think about the integration of your marketing cloud assets?

Marc，您如何看待營銷雲資產的整合？

And how important will the ultimate integration of these assets be to further inflecting the growth that you are seeing in that cloud to get to the vision that you are talking about a few years down the road?

這些資產的最終整合對於進一步影響您在該雲中看到的增長以實現您在幾年後談論的願景有多重要？

And then, I have a follow-up for Graham.

然後，我對 Graham 進行了跟進。

Well, thanks, Heather.

好吧，謝謝，希瑟。

As usual, I think that your question is actually something that is very relevant for where we are right now, and I will tell you exactly how I think about this.

像往常一樣，我認為您的問題實際上與我們現在所處的位置非常相關，我將確切地告訴您我對此的看法。

In the marketing area, some parts need to be very deeply integrated, and some parts can be loosely coupled.

在營銷領域，有些部分需要非常深度的集成，有些部分可以鬆耦合。

In the deeply integrated area, lead nurturing for example, with Pardot -- if you go to pardot.com, and you look at the website, you look at the integration that we have done so far, I think between now and Dreamforce, you will see a extremely deep integration between Salesforce and Pardot.

在深度集成領域，例如領導培育，使用 Pardot -- 如果你訪問 pardot.com，然後查看網站，查看我們迄今為止所做的集成，我認為從現在到 Dreamforce，你將看到 Salesforce 和 Pardot 之間極其深入的集成。

We continue to scale that business and grow it, and make sure that it is integrated extremely deeply to our core.

我們繼續擴展該業務並發展它，並確保它與我們的核心非常深入地集成。

With ExactTarget, that unit is more loosely coupled because many of the key areas that it focuses on do not need to be as deeply integrated as the Pardot asset.

使用 ExactTarget，該單元的耦合更加鬆散，因為它關注的許多關鍵領域不需要像 Pardot 資產那樣深度集成。

Still, we can have shared contacts.

不過，我們可以共享聯繫人。

We can integrate our service cloud.

我們可以集成我們的服務雲。

We can bring in our consoles.

我們可以帶上我們的遊戲機。

But at the end of the day, I believe that those marketers are going to want a control panel to be able to run their business, and I believe that that's going to look a lot like ExactTarget.

但歸根結底，我相信那些營銷人員會想要一個控制面板來運行他們的業務，而且我相信這看起來很像 ExactTarget。

You can see how we have already integrated Salesforce core services and Salesforce platform with Journey Builder.

您可以看到我們如何將 Salesforce 核心服務和 Salesforce 平台與 Journey Builder 集成。

You are going to see more things like that.

你會看到更多這樣的事情。

And it is just a very, very exciting time for the marketers.

對於營銷人員來說，這只是一個非常非常激動人心的時刻。

And you won't hear me say it enough, that I think we have the premier asset, premier platform, and we are going to continue to see some real excellence out of ExactTarget and our Indianapolis team.

而且你不會聽到我說的足夠多，我認為我們擁有一流的資產、一流的平台，我們將繼續看到 ExactTarget 和我們的印第安納波利斯團隊取得真正的卓越表現。

Okay, great.

好，太棒了。

And just the follow-up for Graham would be: Graham, I might have missed this, but did you give what ExactTarget did for deferred for the quarter?

格雷厄姆的後續行動是：格雷厄姆，我可能錯過了這個，但你是否給出了 ExactTarget 為該季度的延期所做的事情？

Yes.

是的。

It was $99 million, right -- $99 million.

那是9900萬美元，對——9900萬美元。

Thank you.

謝謝你。

Your next question comes from Ross MacMillan with Jefferies.

您的下一個問題來自 Ross MacMillan 和 Jefferies。

Thanks, a lot.

非常感謝。

And, Graham, congratulations on your time at Salesforce, and all the very best for when you do ultimately leave the Company.

還有，格雷厄姆，祝賀您在 Salesforce 工作，祝您最終離開公司時一切順利。

Marc, I had a question also on platform, which, I guess is: With the success you are seeing with Salesforce1, does that change your view on the time frame on which the platform can get to $1 billion of ARR?

馬克，我在平台上也有一個問題，我猜是：隨著您在 Salesforce1 上看到的成功，這是否會改變您對平台可以達到 10 億美元 ARR 的時間框架的看法？

And does it change your view on the platform addressable market?

它是否會改變您對平台目標市場的看法？

Thanks.

謝謝。

Well, I think Salesforce1 is an accelerator on the platform.

嗯，我認為 Salesforce1 是平台上的加速器。

I also think that Heroku is an accelerator on the platform.

我也認為 Heroku 是平台上的加速器。

I think Fuel from ExactTarget is an accelerator on the platform.

我認為 ExactTarget 的 Fuel 是平台上的加速器。

That these three things together really make a phenomenal platform.

這三樣東西加在一起真的是一個了不起的平台。

I couldn't be more excited with Salesforce1, and how it is going for our customers.

我對 Salesforce1 以及它對我們客戶的影響感到無比興奮。

As I said, our own success with that, inside the Company, speaks to what it can do for our customers, to our ability to compete in the markets, differentiate ourselves, to make our customers successful in the phone environment.

正如我所說，我們自己在公司內部的成功說明了它可以為我們的客戶做些什麼，說明我們有能力在市場上競爭，讓自己與眾不同，讓我們的客戶在電話環境中取得成功。

We are all-in on iOS; we are all-in on Android.

我們在 iOS 上全力以赴；我們全力以赴使用 Android。

It is great on phones; it is great on tablets.

它在手機上很棒；它在平板電腦上很棒。

I know that it has a lot of upside.

我知道它有很多好處。

If you haven't followed the success of Heroku in the Ruby world, since we acquired that asset, it has been a rocket ship.

如果您還沒有關注 Heroku 在 Ruby 世界中的成功，那麼自從我們獲得該資產以來，它就是一艘火箭飛船。

And that continues to be a huge part of our message to developers, especially in building interaction applications.

這仍然是我們向開發人員傳達信息的重要部分，尤其是在構建交互應用程序時。

We saw some great stories, especially in the enterprise this quarter with Heroku.

我們看到了一些很棒的故事，尤其是在本季度的 Heroku 企業中。

One very large retailer -- I don't want to get into the details because I don't know if we have approval to use their name or not -- needed, in a crisis situation, to rapidly deploy a very large application.

一家非常大的零售商——我不想詳細說明，因為我不知道我們是否獲准使用他們的名字——在危機情況下需要快速部署一個非常大的應用程序。

And they built it and deployed it in Heroku; and it was a huge success for them.

他們在 Heroku 中構建並部署了它；這對他們來說是一個巨大的成功。

I can tell you, with Fuel, that one of the real assets of ExactTarget is that it is not just an app, but it is a platform, and that they very much have our strategy.

我可以告訴你，對於 Fuel，ExactTarget 的真正資產之一是它不僅僅是一個應用程序，而是一個平台，而且他們非常有我們的策略。

It is integrated with a lot of key ISV apps.

它與許多關鍵的 ISV 應用程序集成。

And it is that trifecta of Salesforce1, Fuel, and Heroku that just give us three tremendous platform assets to really go after any task in building a custom capability for the customer.

正是 Salesforce1、Fuel 和 Heroku 的三重奏，為我們提供了三個巨大的平台資產，可以真正完成為客戶構建自定義功能的任何任務。

Your next question comes from Brent Thill with UBS.

您的下一個問題來自瑞銀的 Brent Thill。

Graham, congrats on a great run.

格雷厄姆，恭喜你跑得很好。

Marc, Keith spoke at Dreamforce about the transition to vertical engagement with customers.

Marc, Keith 在 Dreamforce 上談到了與客戶垂直互動的過渡。

I know earlier you had mentioned you didn't want to go more vertical with the product.

我知道您之前曾提到您不想在產品上更加垂直。

But can you just talk about this progression, and the potential change in strategy, and how you think this impacts your engagement in the field with customers?

但您能否談談這一進展、戰略的潛在變化，以及您認為這會如何影響您在該領域與客戶的互動？

Well, I think it's a very important strategy.

嗯，我認為這是一個非常重要的策略。

It's actually a strategy that we have executed in the Company, but Keith is definitely emphasizing.

這實際上是我們在公司執行的一項戰略，但基思絕對強調。

And customers, by segment, want more value from us, and want us to be able to speak to them in their own language, to be able to bring value to them, to bring systems integrators.

客戶，按細分，希望我們提供更多價值，並希望我們能夠用他們自己的語言與他們交談，能夠為他們帶來價值，帶來系統集成商。

I think a great story is our tremendous success in the pharmaceutical area with Veeva.

我認為一個偉大的故事是我們與 Veeva 在製藥領域取得的巨大成功。

You can see that has been very much one of our key focuses, making sure that we have a dominant position in pharmaceutical.

你可以看到這一直是我們的重點之一，確保我們在製藥領域佔據主導地位。

We have a key ISV that we have worked with there, and it has been a great story.

我們有一個關鍵的獨立軟件開發商，我們在那里合作過，這是一個很棒的故事。

You talk to those big pharmaceutical companies -- well, that is a model for us for other industries.

您與那些大型製藥公司交談——嗯，這是我們為其他行業樹立的榜樣。

We want to align ISVs; we want to align marketing, branding.

我們希望調整 ISV；我們想要調整營銷，品牌。

We want to bring in other key resources, so that we can create success by vertical.

我們想引入其他關鍵資源，這樣我們就可以通過垂直創造成功。

I think Keith has a vision and clarity around that that is even bigger than we had before he came here, and we are letting him run that with all of his gusto.

我認為基思有遠見和清晰，這比他來這里之前我們所擁有的還要大，我們讓他全神貫注地運行它。

Your next question comes from Brad Zelnick with Macquarie.

您的下一個問題來自麥格理的 Brad Zelnick。

Thank you very much.

非常感謝。

Graham, not only would I be an outlier if I didn't echo the sentiment of my peers, but I truly mean it, and I wish you the best, and congratulations on your achievements.

格雷厄姆，如果我不回應同齡人的觀點，我不僅會成為一個異類，而且我是認真的，我祝你一切順利，並祝賀你取得的成就。

Marc, the question is for you.

馬克，這個問題是給你的。

Can you talk about what you are doing with EdgeSpring, and specifically, when it comes to big data and in memory analytics, how much of an opportunity is there to embed these capabilities into your existing clouds versus a separate, distinct analytics cloud?

您能否談談您正在使用 EdgeSpring 做什麼，特別是在大數據和內存分析方面，將這些功能嵌入到您現有的雲中與單獨的、不同的分析雲相比，有多少機會？

Well, thanks for that question, because I am a huge believer in big data.

好吧，謝謝這個問題，因為我是大數據的忠實信徒。

And I am a huge believer in analytics and reporting, dashboards.

我非常相信分析和報告、儀表板。

You will see with Salesforce that probably was the most under-covered, under-reported story of Dreamforce, is what we delivered in analytics and reporting; a lot of that with some of these great new leaders that we acquired this year.

您將在 Salesforce 中看到，這可能是 Dreamforce 中最隱蔽、報導不足的故事，也是我們在分析和報告方面提供的；我們今年收購了一些偉大的新領導人，其中很多。

If you go and take a look at what we could do for customers today with our new, next-generation reporting engine, next-generation dashboards, I don't think there is a company that delivers more dashboards and more reports and more analytics to customers every day than Salesforce.

如果您去看看我們今天可以使用我們新的下一代報告引擎、下一代儀表板為客戶做些什麼，我認為沒有一家公司可以提供更多儀表板、更多報告和更多分析每天都有客戶比 Salesforce。

I haven't seen it.

我沒見過。

We are -- I know that in my own case, as I said in my story -- January 31, I am in Arizona at a dinner; it was a great dinner.

我們——我知道就我自己而言，正如我在我的故事中所說—— 1 月 31 日，我在亞利桑那州吃晚飯；這是一頓豐盛的晚餐。

But I want to know how the quarter is doing, and I am just able to look down and glance at my phone, and I have got incredible real-time analytics happening, and dashboards and reports.

但我想知道本季度的情況，我只需低頭看一眼我的手機，就可以看到令人難以置信的實時分析、儀表板和報告。

And I know exactly what is happening with the quarter.

我確切地知道本季度發生了什麼。

And I think every CEO, every head of sales, every head of service, every head of marketing, manager, mid-manager needs that same capability.

我認為每位 CEO、每位銷售主管、每位服務主管、每位營銷主管、經理、中層經理都需要同樣的能力。

And we are delivering that in a social world.

我們正在社交世界中實現這一點。

It shows up in my feed.

它出現在我的提要中。

In a mobile world, it shows up in my phone.

在移動世界中，它出現在我的手機中。

In a cloud world, it shows up deeply integrated with our services.

在雲世界中，它與我們的服務深度集成。

And we are definitely evaluating and looking at all the places that we can put those analytics and dashboards.

我們肯定在評估和查看我們可以放置這些分析和儀表板的所有地方。

Customers have come to us and said that there's more for us to do, which is why we have made these investments.

客戶來找我們，說我們還有更多工作要做，這就是我們進行這些投資的原因。

And I think that if you go and look at what we have already delivered, you will be hugely surprised, and you will see the emergence of some great new capabilities at Salesforce.

我認為，如果你去看看我們已經交付的東西，你會感到非常驚訝，你會看到 Salesforce 出現了一些很棒的新功能。

Your next question comes from Brendan Barnicle with Pacific Crest.

您的下一個問題來自 Pacific Crest 的 Brendan Barnicle。

Thanks so much.

非常感謝。

Marc, I wanted to ask a follow-up to Brent Thill's question.

Marc，我想對 Brent Thill 的問題進行後續跟進。

As you move more into the verticals and the salesforce, how do you make sure that you are not perceived as some sort of threat to the next generation of Veeva's and vertical-specific vendors that might want to build on the platform?

隨著您更多地進入垂直領域和銷售隊伍，您如何確保不會被視為對可能希望在該平台上構建的下一代 Veeva 和垂直特定供應商的某種威脅？

So, I really appreciate that.

所以，我真的很感激。

When there is an ISV or there is someone building on our platform, we want to invest in them and partner with them.

當有獨立軟件開發商或有人在我們的平台上構建時，我們希望投資於他們並與他們合作。

We have been a very partner-friendly organization.

我們一直是一個對合作夥伴非常友好的組織。

We have a huge investment fund.

我們擁有龐大的投資基金。

I think it is probably one of the largest investment funds in the industry.

我認為它可能是業內最大的投資基金之一。

We don't talk about it or brand it.

我們不談論它或品牌它。

But I can tell you that we invest, and we have had great returns.

但我可以告訴你，我們進行了投資，並且獲得了豐厚的回報。

I just reviewed our investment fund returns, and we invest in the cloud-computing companies that are building on Salesforce and on our platform, and we want to help these ISVs be successful.

我剛剛回顧了我們的投資基金回報，我們投資了在 Salesforce 和我們的平台上構建的雲計算公司，我們希望幫助這些 ISV 取得成功。

We want to give them the seed capital.

我們想給他們種子資金。

We want to give them growth capital.

我們想給他們成長資本。

We want to help them with distribution relationships.

我們希望幫助他們處理分銷關係。

We want to help them with their marketing, with their branding.

我們希望幫助他們進行營銷和品牌推廣。

We want to partner closely with them, and we have got some great success stories.

我們希望與他們密切合作，我們已經取得了一些偉大的成功案例。

We mentioned Veeva.

我們提到了 Veeva。

I am sure you know ServiceMax.

我相信你知道ServiceMax。

I am sure you know Kenandy.

我相信你認識肯南迪。

I am sure you know FinancialForce.

我相信你知道金融力量。

I mean, you go to the App Exchange and look under native, and look at all the native apps that are there, and you will see that we are investing in those companies.

我的意思是，你去 App Exchange 看看原生應用，看看那裡的所有原生應用，你會發現我們正在投資這些公司。

And that, one of the reasons they are getting growth is we are aligning to make them successful.

而且，他們獲得增長的原因之一是我們正在調整以使他們成功。

We want those native app providers to be successful, and we want to partner with them, and we want them to grow and be a core part of our vertical strategy, absolutely.

我們希望這些本地應用程序提供商取得成功，我們希望與他們合作，我們希望他們成長並成為我們垂直戰略的核心部分，絕對。

Your next question comes from Phil Winslow with Credit Suisse.

您的下一個問題來自瑞士信貸的菲爾溫斯洛。

Hello, congrats, guys, on another fabulous quarter.

你好，恭喜，伙計們，在另一個神話般的季度。

And, again, Marc, just as you said, behind any tweet, there is a customer.

而且，馬克，正如你所說，在任何推文背後，都有一位客戶。

Well, behind any great CEO, there is a great CFO.

好吧，任何偉大的 CEO 背後，都有一個偉大的 CFO。

So, congrats on your guys' partnership, at least another year of it.

所以，恭喜你們的伙伴關係，至少又是一年。

But my question is, Marc, on the service cloud.

但我的問題是，Marc，關於服務雲。

A lot of times it has been a [marketing on] platform.

很多時候它是一個[營銷]平台。

I wonder if you could touch on just what you are seeing there in terms of trends across both service cloud actually, and desk.com, and just what are you seeing competitively out there?

我想知道您是否可以就服務雲和desk.com 的實際趨勢談一談您所看到的，以及您所看到的競爭優勢是什麼？

Thanks.

謝謝。

Well, I think customer service is absolutely one of the most exciting areas.

好吧，我認為客戶服務絕對是最令人興奮的領域之一。

I mean, it is a big -- it has been a big investment area for us.

我的意思是，這是一個很大的 - 它對我們來說是一個很大的投資領域。

We believe that there is huge opportunity in the enterprise, huge opportunity in the mid-market, huge opportunity in the small market.

我們相信企業有巨大的機會，中型市場有巨大的機會，小市場有巨大的機會。

We are -- we have a lot -- we have desk.com, which, if you haven't seen the new version of desk that we released a few weeks ago, it is doing incredibly well.

我們——我們有很多——我們有desk.com，如果你還沒有看到我們幾週前發布的新版本的desk，它做得非常好。

We are continuing to invest in the success of desk.com, which was an acquisition that we made over a year ago.

我們將繼續投資於desk.com 的成功，這是我們一年多前進行的收購。

And we also have our service cloud, which was an acquisition that we did about five years ago.

我們還有我們的服務雲，這是我們大約五年前進行的一次收購。

The leader of that company, called InStranet that was based in Paris, is now the head of our product organization, Alex Dayon, and he has done a phenomenal job building that product, and I am very excited about service.

那家公司的領導者，名為 InStranet，總部設在巴黎，現在是我們產品組織的負責人 Alex Dayon，他在構建該產品方面做得非常出色，我對服務感到非常興奮。

But I love all of my children.

但我愛我所有的孩子。

I love the sales cloud, I love the service cloud, I love the marketing cloud and I love the platform.

我愛銷售雲，我愛服務雲，我愛營銷雲，我愛平台。

And I love all of our partners, too, so all of our ISVs, I would say.

我也愛我們所有的合作夥伴，所以我想說的是我們所有的獨立軟件開發商。

I guess that would be the fifth thing; I probably don't talk about that enough.

我想這將是第五件事；我可能談得不夠多。

Christy, we have time for one more question.

克里斯蒂，我們有時間再問一個問題。

Your final question comes from the line of Samad Samana with FBR.

您的最後一個問題來自 FBR 的 Samad Samana。

Hello, good afternoon.

你好，下午好。

Marc, Japan had the best constant-currency quarter in a while after struggling in the prior few quarters.

馬克，日本在前幾個季度苦苦掙扎之後，有一段時間以來最好的固定貨幣季度。

Were there any particular strategy changes that drove the improvement, or was it just a better demand environment in that region?

是否有任何特定的戰略變化推動了改進，或者只是該地區更好的需求環境？

And then as a follow-up to that, how penetrated is the core sales cloud outside the United States?

然後作為後續行動，核心銷售雲在美國以外的滲透率如何？

Yes.

是的。

Well, I think that -- I will answer part of this, and then I will turn it over to Graham.

好吧，我認為——我會回答其中的一部分，然後我會把它交給格雷厄姆。

I really think international remains a huge upside opportunity for Salesforce.

我真的認為國際市場對 Salesforce 來說仍然是一個巨大的上行機會。

We have invested very heavily in the United States market, which was a very good decision, because it is the mega market for enterprise software.

我們在美國市場投入了大量資金，這是一個非常好的決定，因為它是企業軟件的大市場。

We really only do business in a few countries.

我們真的只在少數幾個國家做生意。

We do business in the United States, in Canada, in the United Kingdom, France, Germany.

我們在美國、加拿大、英國、法國、德國開展業務。

All which also performed really well.

所有這些都表現得非常好。

This year, Europe had a great year.

今年，歐洲度過了美好的一年。

We did business in Japan.

我們在日本做生意。

That has been a great story for us.

這對我們來說是一個很棒的故事。

We just moved into our new headquarters in Japan, invited by the government to move into the JP Tower, the Japan Post Tower, which is a brand-new tower in the Marunouchi district.

我們剛搬進我們在日本的新總部，應政府邀請搬進JP Tower，即日本郵政大廈，這是丸之內區的一座全新塔樓。

And we do business in Australia, and that is basically it.

我們在澳大利亞做生意，基本上就是這樣。

So, we have a lot more opportunity internationally, but we have a lot of opportunity in a lot of areas.

所以，我們在國際上有更多的機會，但我們在很多領域都有很多機會。

And so, every time a dollar comes up for investment, we debate it very closely here.

因此，每次一美元用於投資時，我們都會在這裡進行非常密切的討論。

Where are we going to put it?

我們要把它放在哪裡？

Internationally, in a city, in a country, in a product?

在國際上，在一個城市，在一個國家，在一個產品中？

Because in our industry there is a lot of opportunity for growth, and we have been very fortunate to place those dollars correctly.

因為在我們的行業中有很多增長機會，我們很幸運能夠正確放置這些資金。

And you saw a great outcome here on this fiscal year, delivering a 37% growth quarter, and a 33% year.

您在本財年看到了一個很好的結果，實現了 37% 的季度增長和 33% 的年度增長。

And that is -- then the question is: Okay, how much more are we going to put in all these various pieces?

那就是 - 那麼問題是：好的，我們還要在所有這些不同的部分中投入多少？

Graham, do you want to --?

格雷厄姆，你想——？

(multiple speakers)

（多位發言者）

Yes, to remind people that, obviously, Asia Pac is not just Japan; it is Japan and Asia and Australia, New Zealand.

是的，提醒人們，顯然，亞太地區不僅僅是日本；它是日本和亞洲以及澳大利亞、新西蘭。

And certainly, we saw a little better execution in Japan and Australia in the fourth quarter.

當然，我們在第四季度看到日本和澳大利亞的執行情況有所改善。

So, I think that is really what has helped lift that constant-currency growth rate a bit in the fourth quarter.

因此，我認為這確實有助於在第四季度略微提高固定貨幣增長率。

Great.

偉大的。

Thanks.

謝謝。

Thank you very much.

非常感謝。

And again, I want to just come back before we do end this call, and I want to just come back to Graham, and thank you again for your great contribution to the Company over the last six years.

再一次，我想在我們結束這次電話會議之前回來，我想回到格雷厄姆，再次感謝您在過去六年中對公司的巨大貢獻。

We are looking forward to working with you for the next 13 months.

我們期待在接下來的 13 個月與您合作。

So, I know you are not going anywhere.

所以，我知道你哪兒也不去。

-- not going anywhere.

——哪兒也不去。

(laughter)

（笑聲）

But we just -- we want to signal it now, so that we have an orderly transition of power.

但我們只是 - 我們現在想發出信號，以便我們有秩序地移交權力。

Many of you who have followed Salesforce know that Graham was not our first Chief Financial Officer.

許多關注 Salesforce 的人都知道，Graham 不是我們的第一位首席財務官。

He is our third, and he has absolutely done a phenomenal job.

他是我們的第三個，他絕對做得非常出色。

As we have gone through these CFO transitions before, we know that investors want to have a lot of heads-up and transparency into the process.

正如我們之前經歷過這些首席財務官的過渡一樣，我們知道投資者希望在這個過程中有很多提示和透明度。

And so, that is why I'm so thrilled to be able to talk about this today with Graham.

所以，這就是為什麼我很高興今天能夠與格雷厄姆談論這個問題。

Great.

偉大的。

Yes, Marc, it has obviously been just an amazing experience, as I have said.

是的，馬克，正如我所說，這顯然是一次了不起的經歷。

I can assure everybody, I am going to be working just as hard over the next 13 months to make sure that everything goes right.

我可以向大家保證，在接下來的 13 個月裡，我將同樣努力工作，以確保一切順利。

I will be making sure of that, as well.

我也會確保這一點。

So, don't worry about that.

所以，別擔心。

(laughter)

（笑聲）

I want to thank everyone for all their support for this fiscal year.

我要感謝大家對本財政年度的支持。

We look forward to seeing you next week at the Raymond James conference, or at the Morgan Stanley conference.

我們期待在下週的 Raymond James 會議或摩根士丹利會議上見到您。

And please come on the road with us.

請和我們一起上路。

We have got a great tour coming up.

我們即將迎來一場精彩的巡演。

Come and see us in Philly, come and see us in Melbourne, in Boston, Chicago, London, Amsterdam, in DC, Atlanta, Toronto, Paris.

來費城看我們，來墨爾本、波士頓、芝加哥、倫敦、阿姆斯特丹、華盛頓特區、亞特蘭大、多倫多、巴黎看我們。

We have got many more; come and meet our customers, our partners.

我們還有更多；來見見我們的客戶，我們的合作夥伴。

Come and see Salesforce1 in action.

來看看 Salesforce1 的實際應用。

And get ready for Dreamforce.

並為 Dreamforce 做好準備。

Because Dreamforce is coming in October, only a few short months away.

因為 Dreamforce 將於 10 月推出，距離我們只有短短幾個月的時間。

The world's largest and most important technology show in the world of cloud computing, social and mobile and enterprise software is coming back to San Francisco.

世界上最大和最重要的雲計算、社交和移動以及企業軟件技術展將重返舊金山。

And we are going to have another incredible Dreamforce this year as well.

今年我們還將擁有另一個令人難以置信的 Dreamforce。

So, thanks, everybody, and we will see you next quarter.

所以，謝謝大家，我們下個季度見。

This concludes today's conference call.

今天的電話會議到此結束。

You may now disconnect.

您現在可以斷開連接。