賽富時 (CRM) 2017 Q2 法說會逐字稿

Good day, my name is Victoria, and I will be your conference operator.

美好的一天，我叫維多利亞，我將成為您的會議操作員。

At this time, I would like to welcome everyone to the Salesforce second quarter earnings conference call.

此時此刻，我歡迎大家參加 Salesforce 第二季財報電話會議。

(Operator Instructions)

（操作員說明）

Thank you.

謝謝。

I would now like to turn the call over to John Cummings, Vice President of Investor Relations.

我現在想將電話轉給投資者關係副總裁約翰卡明斯 (John Cummings)。

Sir, you may begin.

先生，您可以開始了。

Well, thanks so much, Victoria, and good afternoon, everyone, and thanks for joining us for our second quarter FY17 results conference call.

好吧，非常感謝維多利亞，大家下午好，感謝您參加我們的 2017 財年第二季業績電話會議。

Our second quarter results press release, SEC filings, and a replay of today's call can be found on our IR website at www.salesforce.com/investor.

我們的第二季業績新聞稿、SEC 文件以及今天電話會議的重播可在我們的 IR 網站 www.salesforce.com/investor 上找到。

With me on the call today is Marc Benioff, Chairman and CEO, Keith Block, Vice Chairman, President and COO, and Mark Hawkins, our CFO.

今天與我一起參加電話會議的是董事長兼首席執行官馬克·貝尼奧夫(Marc Benioff)、副董事長、總裁兼首席營運官基思·布洛克(Keith Block) 以及首席財務官馬克·霍金斯(Mark Hawkins)。

As a reminder, our commentary today will primarily be in non-GAAP terms.

提醒一下，我們今天的評論將主要採用非公認會計準則術語。

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

我們的公認會計原則和非公認會計原則結果和指導之間的調節可以在我們的收益新聞稿中找到。

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

此外，我們今天的一些評論可能包含前瞻性陳述，這些陳述受到風險、不確定性和假設的影響。

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

如果其中任何一個成為現實，或者我們的假設被證明是不正確的，公司的實際結果可能與這些前瞻性陳述有重大差異。

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

這些風險、不確定性和假設以及可能影響我們財務表現的其他因素的描述包含在我們向 SEC 提交的文件中，包括我們最新的 10-Q 表格報告。

So with that, let me turn the call over to you, Marc.

那麼，讓我把電話轉給你，馬克。

Outstanding, John.

傑出的，約翰。

Thank you very much, and thank you to everyone joining us on today's call.

非常感謝，也感謝參加今天電話會議的所有人。

I am absolutely delighted to be here to talk about our second quarter results, and to tell you about everything that is going on at Salesforce.

我非常高興能夠在這裡談論我們第二季度的業績，並向您介紹 Salesforce 發生的一切。

So revenue, as you see, has grown 25% in dollars, and 26% year-over-year in constant currency to more than $2 billion.

因此，如您所見，以美元計算的收入增長了 25%，以固定匯率計算的收入同比增長了 26%，達到超過 20 億美元。

And just congratulations to everyone at Salesforce.

恭喜 Salesforce 的每個人。

This is our first $2 billion quarter.

這是我們第一個 20 億美元的季度。

And also no other enterprise software Company of our size and scale is delivering this kind of growth rate.

而且，沒有其他企業軟體公司能夠提供與我們同等規模的成長率。

Congratulations to everyone.

恭喜大家。

Deferred revenue was $3.8 billion, up 26% in dollars and 27% in constant currency.

遞延收入為 38 億美元，以美元計算成長 26%，以固定匯率計算成長 27%。

The dollar value of booked business on and off the balance sheet is now $11.8 billion, which is up 28% from a year ago.

資產負債表內外登記業務的美元價值目前為 118 億美元，比一年前成長 28%。

We're raising our FY17 revenue guidance to $8.325 billion at the high end of our range, up 25%.

我們將 2017 財年的營收指引上調至 83.25 億美元，處於區間上限，增幅為 25%。

And we're delivering on this strong pace of top line growth, even as we continue to improve on our non-GAAP operating margin.

儘管我們的非公認會計原則營業利潤率不斷提高，但我們仍在實現這種強勁的營收成長速度。

Salesforce continues to be the fastest growing Top 10 software company in the world.

Salesforce 仍然是全球成長最快的 10 名軟體公司。

And last week, Forbes ranked us as one of the most innovative companies in the world for the sixth year in a row, and has named Salesforce, quote, the innovator of the decade, unquote.

上週，《富比士》連續第六年將我們評為全球最具創新力的公司之一，並將 Salesforce 評為十年來的創新者。

Thank you, Forbes.

謝謝你，福布斯。

And that's a great tribute to our amazing employees, especially our technology and product teams.

這是對我們出色的員工，特別是我們的技術和產品團隊的極大致敬。

Dreamforce is coming up, and you're going to see an incredible level of new innovation when we introduce Salesforce Einstein, the world's first comprehensive artificial intelligence platform for CRM.

Dreamforce 即將推出，當我們推出世界上第一個用於 CRM 的綜合人工智慧平台 Salesforce Einstein 時，您將看到令人難以置信的新創新水平。

Salesforce Einstein is AI for everyone.

Salesforce Einstein 是適合所有人的人工智慧。

It's going to democratize artificial intelligence.

它將使人工智慧民主化。

It's going to make every company and every employee smarter, faster and more productive.

它將讓每家公司和每一位員工變得更聰明、更快、更有生產力。

We are going to deliver the world's smartest CRM.

我們將提供世界上最聰明的 CRM。

And as you know, over the last few years, we've acquired a number of AI companies, incredible companies like RelateIQ, MetaMind, Implisit, PredictionIO, Tempo AI, and more with amazing, amazing people in technology.

如您所知，在過去幾年中，我們收購了許多人工智慧公司，這些令人難以置信的公司，如 RelateIQ、MetaMind、Implisit、PredictionIO、Tempo AI 等，擁有令人驚嘆的技術人員。

We've been able to stitch all this together, into this incredible AI platform.

我們已經能夠將所有這些整合到這個令人難以置信的人工智慧平台中。

And this focus on AI, and on the critical aspects of AI as the next wave of our industry, has resulted in a machine learning team of more than 175 data scientists who have built this amazing Einstein platform.

這種對人工智慧以及人工智慧作為我們行業下一波浪潮的關鍵方面的關注，催生了一個由超過 175 名數據科學家組成的機器學習團隊，他們建立了這個令人驚嘆的 Einstein 平台。

And that's really why I'm so excited, and why everyone at Salesforce is so excited.

這就是我如此興奮的原因，也是 Salesforce 的每個人都如此興奮的原因。

And when you come to Dreamforce, you're going to see how this fits together, and how we're delivering Salesforce Einstein.

當您來到 Dreamforce 時，您將看到它們如何組合在一起，以及我們如何交付 Salesforce Einstein。

And we're going to have great new products like Sales Cloud Einstein and Service Cloud Einstein, Marketing Cloud Einstein.

我們將推出出色的新產品，例如 Sales Cloud Einstein、Service Cloud Einstein、Marketing Cloud Einstein。

We're going to have our Analytics Cloud Einstein, and many other artificial intelligence capabilities in all of our clouds.

我們將在所有雲端中擁有分析雲端愛因斯坦和許多其他人工智慧功能。

And our customers will be able to build their own AI capabilities using Einstein extensions and Heroku.

我們的客戶將能夠使用 Einstein 擴充功能和 Heroku 建立自己的人工智慧功能。

This is going to be a huge differentiator and growth driver going forward, and it puts us well ahead of our CRM competition once again.

這將成為未來巨大的差異化因素和成長動力，它使我們再次在 CRM 競爭中遙遙領先。

Salesforce Einstein is also a perfect example of how we've been able to combine organic innovation with some amazing acquisitions.

Salesforce Einstein 也是我們如何將有機創新與一些令人驚嘆的收購結合的完美例子。

We came into this year with a lot of excitement and energy around the investments we've made in our own technology.

今年我們對自己的技術投資充滿了興奮和活力。

Earlier this year, as you know, market conditions did change, and my leadership, the Board and I were presented with some incredible opportunities that we just never thought would be available to us.

如你所知，今年早些時候，市場狀況確實發生了變化，我的領導層、董事會和我面臨著一些令人難以置信的機會，我們從未想過會有這些機會。

We took a look at these amazing acquisitions, and our strategy was simple.

我們研究了這些令人驚嘆的收購，我們的策略很簡單。

We will acquire one-of-a-kind companies with unique technologies, amazing engineering teams and, of course, visionary leaders that fit with our mission and our strategic plan to help our customers connect with their customers in new ways.

我們將收購獨一無二的公司，這些公司擁有獨特的技術、出色的工程團隊，當然還有符合我們使命和戰略計劃的富有遠見的領導者，以幫助我們的客戶以新的方式與他們的客戶建立聯繫。

And some of these acquisitions are helping us build out our CRM today, others are laying out the foundation for our future.

其中一些收購正在幫助我們建立當今的 CRM，其他收購則為我們的未來奠定基礎。

A great example is Demandware, a Company we've had a great relationship with and have admired, and there's no company like Demandware.

Demandware 就是一個很好的例子，我們與這家公司有著良好的關係，並且非常欽佩，沒有一家公司能像 Demandware 一樣。

It's the clear leader in the multi-billion dollar cloud e-commerce marketplace, a natural extension of our platform.

它是價值數十億美元的雲端電子商務市場中明顯的領導者，也是我們平台的自然延伸。

It expands our CRM offering with capabilities our customers have been asking for.

它透過客戶一直要求的功能擴展了我們的 CRM 產品。

And when we've talked to customers like Louis Vuitton or Brunello Cucinelli, or See's Candy, or even Adidas, they talk about Demandware as the critical part of their e-commerce cloud, and that's how it became Salesforce's e-commerce cloud.

當我們與 Louis Vuitton、Brunello Cucinelli、See's Candy、甚至 Adidas 等客戶交談時，他們將 Demandware 視為其電子商務雲的關鍵部分，這就是它成為 Salesforce 電子商務雲的原因。

It's the solution that our customers drove us to, and we are absolutely thrilled with this great new family of e-commerce products at Salesforce.

這是我們的客戶促使我們採用的解決方案，我們對 Salesforce 的這個出色的新電子商務產品系列感到非常興奮。

We also take advantage of opportunities to invest in our future with incredible companies like Qwip.

我們也利用機會與 Qwip 等出色的公司一起投資我們的未來。

And everyone knows the great leader of Qwip, Bret Taylor, the creator of Google Maps, and also the former CTO of Facebook who has created this next-generation technology of live documents, bringing a new level of content and communication and collaboration right into our platform.

大家都知道Qwip 的偉大領導者布雷特·泰勒(Bret Taylor)，他是Google 地圖的創建者，也是Facebook 的前首席技術官，他創建了這種下一代實時文檔技術，為我們的內容、溝通和協作帶來了新的水平。

And with all of this, we're creating the world's smartest CRM through sales, service, marketing, community, analytics, e-commerce and IoT.

有了這一切，我們正在透過銷售、服務、行銷、社群、分析、電子商務和物聯網創建世界上最聰明的 CRM。

We have never been better positioned for the future.

我們為未來做好了前所未有的準備。

You're going to see that at Dreamforce, it is going to be a rush of innovation.

你將會看到，在 Dreamforce，這將會是一場創新熱潮。

There's never been more new products and more capabilities released at Dreamforce, and you're never going to see a better place to see how all this amazing innovation and products comes together.

Dreamforce 發布了前所未有的新產品和更多功能，您不會看到更好的地方來了解所有這些令人驚嘆的創新和產品如何結合在一起。

This is our biggest customer event of the year, coming very, very soon, October 4 through 7. We've got more than 2,300 customer speakers, inspiring, motivating, empowering, educating our amazing community of customer trailblazers.

這是我們今年最大的客戶活動，即將於 10 月 4 日至 7 日舉行。

We also have an amazing line up of speakers including Melinda Gates, and General Motors' Mary Barra, Congressman John Lewis and many, many more.

我們還有令人驚嘆的演講者陣容，包括梅琳達蓋茲、通用汽車的瑪麗巴拉、國會議員約翰劉易斯等等。

And you're not going to want to miss U2 performing at our Dreamfest UCSF benefit concert to raise $10 million for children's hospitals.

您一定不會想錯過 U2 在我們的 Dreamfest UCSF 慈善音樂會上的表演，該音樂會旨在為兒童醫院籌集 1000 萬美元。

It's going to be an unforgettable event.

這將是一次難忘的活動。

Dreamforce is already sold out, so talk to John to get registered, and I'm going to look forward to seeing everybody there.

Dreamforce 已經賣完了，所以請與 John 聯繫以進行註冊，我期待在那裡見到大家。

Now let's turn it over to Keith, and talk about our customer highlights for the quarter.

現在讓我們把它交給基思，談談我們本季的客戶亮點。

Keith?

基思？

Thanks, Marc, and thanks to everybody for joining the call today.

謝謝馬克，也謝謝大家今天加入電話會議。

Overall, we delivered a solid second quarter.

整體而言，我們第二季的業績表現強勁。

Our results reflect our continued focus on becoming more strategic with the enterprise, expanding internationally, investing in our partner ecosystem, and broadening our penetration in our target industries.

我們的業績反映了我們持續專注於企業更具策略性、國際擴張、投資於我們的合作夥伴生態系統以及擴大我們在目標產業的滲透率。

In each of these areas, we made good progress in Q2.

在每個領域，我們在第二季都取得了良好的進展。

Now at the same time, we saw some softness at the end of the quarter, primarily in the United States.

同時，我們在本季末看到了一些疲軟的情況，主要是在美國。

And after a thorough operational review of the United States business, from sales, to products, to marketing, really all aspects of our business, I am confident in our plan for the year.

在對美國業務進行了徹底的營運審查之後，從銷售、到產品、到行銷，實際上是我們業務的各個方面，我對我們今年的計劃充滿信心。

We have a proven and tenured sales leadership team.

我們擁有一支久經考驗的終身銷售領導團隊。

We have industry-leading products.

我們擁有業界領先的產品。

We have continued high win rates, and our second half pipeline is very strong.

我們的勝率持續很高，而且我們的下半場管道非常強勁。

We also are seeing very high levels of customer engagement.

我們也看到客戶參與度非常高。

So let me take you through some of the highlights of the quarter.

讓我帶您回顧本季的一些亮點。

We continue to close some of the biggest and most strategic transactions in the industry.

我們繼續完成一些業內規模最大、最具戰略意義的交易。

In fact, we closed another nine-figure transaction in Q2 with a Fortune 50 customer.

事實上，我們在第二季與財富 50 強客戶完成了另一筆九位數的交易。

For those of you who are counting, this is now the third quarter in a row where we've established these very strategic nine-figure relationships.

對於那些正在數數的人來說，這已經是我們連續第三個季度建立了這些非常具有戰略意義的九位數關係。

On the international front, over the last few years, we have been steadily increasing our distribution capacity, expanding our partner ecosystem, investing in offices and infrastructure, and opening new data centers.

在國際方面，過去幾年，我們一直在穩步提高分銷能力，擴大合作夥伴生態系統，投資辦公室和基礎設施，並開設新的資料中心。

And all of these investments are clearly paying off.

所有這些投資顯然都得到了回報。

Europe was our fastest growing region, powered by some great strategic wins with Cellcom, and PostNord and TNT, AXA and Nestle, great brands.

歐洲是我們成長最快的地區，這得益於與 Cellcom、PostNord 和 TNT、AXA 和雀巢等偉大品牌的一些重大戰略勝利。

Asia-Pac had some great wins with Shinsei Bank, Meiji Yasuda, Samsung, and Telstra.

Asia-Pac 與 Shinsei Bank、Meiji Yasuda、Samsung 和 Telstra 取得了一些重大勝利。

And in Latin America, we expanded our relationship with the largest private bank in Brazil, Itau.

在拉丁美洲，我們擴大了與巴西最大的私人銀行 Itau 的關係。

And in every region, our partners, which is so critical to our strategy, have been a huge part of our success.

在每個地區，我們的合作夥伴對我們的策略至關重要，也是我們成功的重要組成部分。

Our ecosystem continues to expand with incredible ISVs and global and regional SIs.

我們的生態系統不斷擴大，擁有令人難以置信的 ISV 以及全球和區域 SI。

In fact, partner certifications reached 38,000 in the quarter, up 25% from a year ago, which is proof positive that our partner strategy is working, and adding to our additional overall capacity.

事實上，本季合作夥伴認證數量達到 38,000 個，比去年同期成長 25%，證明我們的合作夥伴策略正在發揮作用，並增加了我們額外的整體能力。

We continue to gain traction from our vertical focus, which furthers our momentum in each of our major industries.

我們繼續從垂直關注中獲得動力，這進一步增強了我們在每個主要行業的發展勢頭。

And I'd like to share a few of those stories.

我想分享其中一些故事。

In healthcare, United Health Group significantly expanded with us to help build its next-generation of patient and customer engagement for more than 125 million people.

在醫療保健領域，United Health Group 與我們一起大幅擴張，幫助超過 1.25 億人建立下一代患者和客戶參與。

This is an incredible vision to make healthcare more cost effective, efficient, predictive and intelligent.

這是一個令人難以置信的願景，旨在使醫療保健更具成本效益、高效、預測和智慧。

In retail, one of the world's largest brands expanded with us to consolidated their entire guest experience, to turn the billions of messages they send to customers in one-to-one journeys that are seamless, intelligent, and predictive.

在零售業，世界上最大的品牌之一與我們一起擴展，以鞏固他們的整個客戶體驗，將他們發送給客戶的數十億訊息轉化為無縫、智慧和預測的一對一旅程。

Macy's is another great example of how our retailers can transform with us.

梅西百貨是零售商如何與我們一起轉型的另一個很好的例子。

They started with Heroku, for just portions of their mobile and e-commerce websites.

他們從 Heroku 開始，僅用於部分行動和電子商務網站。

Now they are bringing Salesforce to 185,000 employees and a 1,000-plus HR call center agents.

現在，他們正在將 Salesforce 帶給 185,000 名員工和 1,000 多名人力資源呼叫中心代理。

And our momentum in retail is only going to get super-charged with Demandware, our Salesforce commerce cloud.

我們在零售業的發展勢頭只會因我們的 Salesforce 商務雲 Demandware 而增強。

In financial services, we expanded with State Farm and Nationwide and Farmers and the Advisor Group, one of the largest networks of independent broker dealers in the country, and they are rolling out the Salesforce Financial Services cloud to thousands of affiliated advisors.

在金融服務方面，我們與 State Farm 和 Nationwide and Farmers and the Advisor Group（美國最大的獨立經紀交易商網絡之一）進行了擴展，他們正在向數千名附屬顧問推出 Salesforce 金融服務雲。

As you know, this is a product we launched just last quarter, and the early interest has been remarkable.

如您所知，這是我們上季度剛推出的產品，早期的興趣非常濃厚。

These are all incredible stories.

這些都是令人難以置信的故事。

I could go on and on, and at Dreamforce, you're going to hear even more from our customers, and how they are transforming their business with Salesforce.

我可以繼續說下去，在 Dreamforce，您將會從我們的客戶那裡聽到更多消息，以及他們如何利用 Salesforce 實現業務轉型。

Before I close, I'd like to thank the team and the Company for their hard work and their efforts driving customer success in the quarter and of course, to our customers and partners for their trust in us.

在結束之前，我要感謝團隊和公司在本季度推動客戶成功的辛勤工作和努力，當然也要感謝我們的客戶和合作夥伴對我們的信任。

And I look forward to a strong second half.

我期待下半場表現強勁。

And with that, I'd like to turn the call over to Mark to talk about our financial performance in the quarter.

說到這裡，我想把電話轉給馬克，談談我們本季的財務表現。

Great.

偉大的。

Thanks, Keith.

謝謝，基斯。

Total revenue for the second quarter was up 25% in dollars, and 26% in constant currency.

第二季總營收以美元計算成長了 25%，以固定匯率計算成長了 26%。

Excluding the year-over-year FX headwind of $25 million.

不包括同比 2500 萬美元的外匯逆風。

Demandware contributed $9 million to revenue in the second quarter, which was near the high end of the guidance we provided in June.

Demandware 第二季的收入貢獻了 900 萬美元，接近我們 6 月提供的指導的上限。

Our dollar attrition for the second quarter, which excludes Marketing Cloud, remains below 9%, supporting top line revenue growth.

我們第二季的美元消耗（不包括行銷雲）仍低於 9%，支撐了營收成長。

Looking at revenue by cloud, Sales Cloud grew 13% year-over-year in dollars, Service Cloud grew 29%, App Cloud and other grew 43%, Marketing Cloud grew 28% which now includes the subscription and support revenue from Demandware.

以雲端運算收入來看，銷售雲年增 13%，服務雲成長 29%，應用雲和其他雲端成長 43%，行銷雲成長 28%，其中包括來自 Demandware 的訂閱和支援收入。

While many enterprise software companies are aspiring to achieve their $1 billion run rate in one product, we already have three products with revenue run rates of more than $1 billion today, with the Marketing Cloud soon to become our fourth.

雖然許多企業軟體公司都渴望在一款產品中實現 10 億美元的運行率，但我們今天已經擁有三種收入運行率超過 10 億美元的產品，行銷雲端很快就會成為我們的第四個產品。

This gives us multiple levers of growth, and provides additional business diversification.

這為我們提供了多種成長槓桿，並提供了額外的業務多元化。

This was another quarter of consistent year-over-year constant currency revenue growth in our regions, with EMEA growing 32%, and Asia-Pac growing 29%.

這是我們各地區貨幣收入較去年同期持續成長的另一個季度，其中歐洲、中東和非洲地區成長了 32%，亞太地區成長了 29%。

During the second quarter, FX drove more revenue pressure than expense relief.

第二季度，外匯帶來的收入壓力大於費用緩解。

So I'm very pleased that we were able to still deliver 25 basis points of non-GAAP operating margin improvement year-over-year, our ninth consecutive quarter of expansion.

因此，我很高興我們仍然能夠實現非 GAAP 營業利潤率同比提高 25 個基點，這是我們連續第九個季度實現擴張。

And we achieved this even while we began integrating Demandware in other recent acquisitions.

即使我們開始在最近的其他收購中整合 Demandware，我們也實現了這一目標。

I've already discussed how FX impacted our P&L, but the more meaningful impact was to the cash flow statement and balance sheet.

我已經討論了外匯如何影響我們的損益表，但更有意義的影響是對現金流量表和資產負債表的影響。

Cash flow in the quarter was $251 million, down 18% over last year.

該季度現金流為 2.51 億美元，比去年同期下降 18%。

Operating cash flow was principally impacted by FX headwinds, as well as continued deepening of the seasonality of invoicing, and one-time costs associated with the acquisition of Demandware.

營運現金流主要受到外匯逆風、發票季節性持續加深以及與收購 Demandware 相關的一次性成本的影響。

However, I'm very pleased with our cash generation in the first half of the year of $1.3 billion, which is up 25% over the first half of last year.

不過，我對今年上半年我們的現金產生量達到 13 億美元感到非常滿意，比去年上半年成長了 25%。

Deferred revenue ended the quarter at more than $3.8 billion, which includes approximately $23 million related to our acquisition of Demandware.

本季末的遞延收入超過 38 億美元，其中包括與我們收購 Demandware 相關的約 2,300 萬美元。

This was up 26% in dollars, and 27% in constant currency, when excluding a year-over-year FX headwind of $35 million.

若排除較去年同期 3,500 萬美元的外匯逆風，則以美元計算成長 26%，以固定匯率計算成長 27%。

Sequentially, deferred revenue had an FX headwind of $41 million.

隨後，遞延收入面臨 4,100 萬美元的外匯阻力。

This was the largest sequential deferred revenue headwind we have ever seen, and highlights a dramatic effect that currency had at the end of Q2.

這是我們所見過的最大的連續遞延收入逆風，並凸顯了貨幣在第二季末產生的巨大影響。

In the quarter, approximately 78% of all subscription and support-related invoices were issued with annual terms.

本季度，大約 78% 的訂閱和支援相關發票都是按年度條款開立的。

Q2 benefit to deferred revenue from the change in billing frequency was less than 1 percentage point of growth.

第二季計費頻率變化帶來的遞延收入收益成長不到 1 個百分點。

Moving on to guidance.

繼續指導。

Just as FX had a significant impact on our Q2 results, we now expect FX pressures to persist for the remainder of the year, with a full year revenue headwind of approximately $100 million to $150 million.

正如外匯對我們第二季業績產生重大影響一樣，我們現在預計外匯壓力將在今年剩餘時間內持續存在，全年收入逆風約為 1 億至 1.5 億美元。

In this context, I'm pleased to raise our full year revenue guidance to $8.275 to $8.325 billion.

在此背景下，我很高興將全年收入指引提高至 8.275 至 83.25 億美元。

At the same time we're making minor adjustments to our operating model to absorb and integrate recent acquisitions, in order to deliver the profitability we've committed to.

同時，我們正在對我們的營運模式進行細微調整，以吸收和整合最近的收購，以實現我們承諾的獲利能力。

As such, we continue to expect non-GAAP diluted EPS of $0.93 to $0.95, which implies approximately 70 basis points of non-GAAP operating margin improvement.

因此，我們繼續預期非 GAAP 攤薄後每股收益為 0.93 美元至 0.95 美元，這意味著非 GAAP 營業利潤率將提高約 70 個基點。

Finally, with FX volatility we've discussed, we're updating our full year operating cash flow guidance to a year-over-year growth rate of 20% to 21% which allows us to remain on track for our first $2 billion cash flow year.

最後，根據我們討論過的外匯波動，我們將全年營運現金流指引更新為 20% 至 21% 的年成長率，這使我們能夠繼續實現第一個 20 億美元現金流年。

For Q3, we're initiating guidance for the revenue of $2.11 billion to $2.12 billion, non-GAAP diluted EPS of $0.20 to $0.21, and year-over-year deferred revenue growth of approximately 20%.

對於第三季度，我們預計營收為 21.1 億美元至 21.2 億美元，非 GAAP 攤薄後每股收益為 0.20 美元至 0.21 美元，遞延營收年增約 20%。

To close, we delivered a solid result in second quarter, and I'm very pleased to be raising our top line guidance, while maintaining bottom line guidance for the year.

最後，我們在第二季度取得了堅實的業績，我很高興能提高我們的頂線指導，同時維持今年的底線指導。

As Keith said, with our strong pipeline of new business, and with Dreamforce in October, we have a great set up as we move through the back half of the year.

正如 Keith 所說，憑藉我們強大的新業務管道以及 10 月的 Dreamforce，我們在今年下半年已經做好了準備。

And I look forward to welcoming many of you at our Analyst Day at Dreamforce in October.

我期待在 10 月的 Dreamforce 分析師日上歡迎你們中的許多人。

And with that, we'll open up the call for questions.

至此，我們將開始提問。

Operator?

操作員？

(Operator Instructions)

（操作員說明）

Your first question comes from the line of Keith Weiss with Morgan Stanley.

你的第一個問題來自摩根士丹利的基斯‧韋斯 (Keith Weiss)。

Thank you for taking the question.

感謝您提出問題。

Keith, you mentioned some weakness at the end of the quarter.

基思，您提到了本季末的一些弱點。

I was wondering if you could dig into that a little bit for us?

我想知道您能否為我們深入研究？

Was it from like a competitive impact, was it in any particular product segment?

是來自競爭影響嗎？

Anything you could give us in terms of color, in terms of what happened at the end of the quarter, and to the degree to which it's going to persist into Q3, into the back half of the year?

您能給我們一些關於顏色、季度末發生的事情以及這種情況將持續到第三季、下半年的程度嗎？

And then maybe, Mark, if you could talk to us -- Mark Hawkins, if you could talk to us about, how much of that conservatism for the weakness at the end of the quarter is implied into the guidance that we have for Q3 and Q4, particularly the implied billings guidance for Q3?

然後，馬克，如果你能和我們談談——馬克霍金斯，如果你能和我們談談，我們對第三季度和第三季度的指導中隱含了多少針對本季度末疲軟的保守主義情緒？

Yes.

是的。

Okay, Keith, thanks for the question.

好的，基思，謝謝你的提問。

So listen, we had a solid quarter, our results were good.

所以聽著，我們有一個穩定的季度，我們的業績很好。

We did have some weakness, and some softness if you will in parts of our business in United States.

我們確實有一些弱點，如果你願意的話，我們在美國的部分業務也有一些弱點。

As I had mentioned in my earlier comments, we conducted a very, very detailed operational review.

正如我在之前的評論中提到的，我們進行了非常非常詳細的營運審查。

Which is by the way part of our normal cadence, it's what we normally do.

順便說一句，這是我們正常節奏的一部分，也是我們通常所做的。

But we took a deeper look, given that we had some softness in parts of the US.

但考慮到美國部分地區的情況有些疲軟，我們進行了更深入的研究。

And look, at the end of the day, what I would boil this down to, is just a bit of blocking and tackling.

看看，歸根結底，我會把這歸結為一點阻擋和解決。

And we've taken a look at it.

我們已經研究過它。

We've made the adjustments, we've looked at our playbooks.

我們已經做出了調整，我們已經查看了我們的戰術手冊。

We've tightened up on a few things.

我們在一些事情上加強了力度。

But in these quarters, things push out, things pull in, and that's happened in every single quarter that I've ever been involved with.

但在這些季度中，事情會推出，事情也會發生，這種情況在我參與過的每個季度都會發生。

And I think many of you know, that I've been in this business for over 30 years.

我想你們很多人都知道，我從事這個行業已經 30 多年了。

So as I've said, we've taken a look at the operational aspects of the business.

正如我所說，我們已經研究了業務的營運方面。

I feel very, very positive about the second half.

我對下半場感覺非常非常積極。

Our pipeline is strong.

我們的管道很強大。

Our win rates were very strong in the quarter.

本季我們的勝率非常高。

Our level of engagement has never been stronger.

我們的參與程度從未如此之高。

In fact, over the last two weeks, I have spent time with three of the CEO and COOs at the top 10 US bank in the United States.

事實上，在過去的兩周里，我與美國排名前十的銀行的三位執行長和營運長共度了時光。

And all of them are talking to us about transformation, and raising their level of engagement with customers.

他們所有人都在與我們談論轉型以及提高與客戶的互動水平。

And they view us as a trusted advisor, and they want to know how we can help them.

他們將我們視為值得信賴的顧問，他們想知道我們如何幫助他們。

They're talking to us.

他們正在和我們說話。

They're talking to Salesforce, they're not talking to other customers.

他們正在與 Salesforce 交談，而不是與其他客戶交談。

So when I look at the leadership team that we have in place, which has been a very high performing team historically.

因此，當我看到我們現有的領導團隊時，他們在歷史上一直是一支表現非常出色的團隊。

When I look at our second half pipeline, when I look at our level of engagement, which is unprecedented, I feel very, very strongly about the second half of the fiscal year.

當我看到我們下半年的管道時，當我看到我們史無前例的參與程度時，我對本財年下半年的感覺非常非常強烈。

Yes, let me pick up on the second point, Keith.

是的，讓我談談第二點，基斯。

The question you asked around DR -- and you asked about billings.

你問的關於災難復原的問題——你問的是關於帳單的問題。

Let me just talk about our DR, deferred revenue.

我就說一下我們的DR，遞延收入。

Obviously, we have some impact for the foreign exchange.

顯然，我們對外匯有一些影響。

We talked about having such a impact in Q2.

我們談到了第二季的影響。

It's the biggest sequential change that we have seen ever in the history of Salesforce, so it has to be factored in appropriately.

這是 Salesforce 歷史上我們所見過的最大的連續變化，因此必須適當地考慮它。

The other thing that I know you'll get, Keith, also is the invoice seasonality, and the compounding effect that we talked about at Dreamforce last year.

Keith，我知道您會得到的另一件事也是發票季節性，以及我們去年在 Dreamforce 上討論過的複合效應。

We showed all the math and the multi-year trend that's happening there, of course, we would look at that as well.

我們展示了所有的數學和那裡發生的多年趨勢，當然，我們也會關注這一點。

But I'd level it up basically, and say that we think it's appropriate.

但我基本上會升級它，並說我們認為這是合適的。

And when we look at the overall top line demand of revenue growth as described, I'm just pleased to be able to have, this is the third time this year that we've raised our annual guidance for revenue for the year.

當我們看到所描述的收入成長的整體頂線需求時，我很高興能夠，這是我們今年第三次提高今年的年度收入指導。

And we're doing that predicated on all the things, Keith talked about, the second half pipeline.

基斯談到，我們正在以所有事情為基礎來做這件事，即下半年的管道。

Looking at things like our market share, we continue to gain momentum based on the most recent market share data that was released, win ratios.

看看我們的市場份額等因素，根據最新發布的市場份額數據和勝率，我們繼續獲得動力。

But at the end of the day, what I'm most pleased about doing, is doing that for the third time in the face of $100 million to $150 million in FX headwinds at the top line.

但歸根究底，我最高興做的事是，面對營收 1 億至 1.5 億美元的外匯逆風，我第三次這麼做了。

And yet we're still doing the third raise.

然而我們仍在進行第三次加註。

So I think we have a good set up, as Keith described.

所以我認為我們有一個很好的設置，正如基思所描述的那樣。

And obviously, we have to factor in all the things he covered.

顯然，我們必須考慮他所涵蓋的所有內容。

That's my point of view.

這就是我的觀點。

Hope that helps.

希望有幫助。

Your next question comes from the line of Heather Bellini with Goldman Sachs.

您的下一個問題來自高盛的希瑟貝利尼 (Heather Bellini)。

Great.

偉大的。

Thank you so much.

太感謝了。

This question is for Marc Benioff.

這個問題是問馬克·貝尼奧夫的。

Marc, there's obviously has been a lot of news coming out of Salesforce over the past 90 days.

Marc，在過去 90 天裡，Salesforce 顯然發布了許多新聞。

You also had a bunch of comments in the press surrounding LinkedIn.

您也在媒體上發表了很多關於 LinkedIn 的評論。

I guess, what I'm wondering is the last time I believe you set out a big public goal for the Company was your $10 billion target several years ago, which obviously, you're -- it looks like you'll trip over very soon.

我想，我想知道的是，我最後一次相信您為公司設定的重大公共目標是幾年前的 100 億美元目標，顯然，您--看起來您會很容易絆倒。

I'm just wondering if you could share with everyone your vision for the Company, as you look out over the next three to five years?

我只是想知道您是否可以與大家分享您對公司未來三到五年的願景？

How you're thinking about the Company's revenue potential, and how important M&A will be going forward in achieving those goals?

您如何看待公司的收入潛力，以及未來併購對於實現這些目標有多重要？

Thank you.

謝謝。

Well, Heather, I really appreciate that.

嗯，希瑟，我真的很感激。

Specifically to the M&A question, when we came into this year, we didn't really have M&A on our forecast.

具體到併購問題，當我們進入今年時，我們的預測中並沒有真正的併購。

And the reason why is, because when we look at doing M&A, we look for really strategic, great companies that are one-of-a-kind, and also that we're going to get a great price.

原因是，當我們考慮進行併購時，我們尋找真正具有戰略意義的、獨一無二的偉大公司，而且我們將獲得一個很好的價格。

Then we have a tremendous process in our Company that includes our Board of Directors, M&A committee, as well as our internal corporate development group.

我們公司有一個龐大的流程，包括董事會、併購委員會以及內部企業發展小組。

And when we looked out, we didn't see that happening.

當我們向外看時，我們並沒有看到這種情況發生。

But then there were some pretty big changes that happened in the market.

但隨後市場發生了一些相當大的變化。

And the first one, I know you covered, which was that LinkedIn did not have a great quarter, and their stock dropped by 50%.

第一個，我知道你已經提到過，LinkedIn 的季度表現不佳，他們的股價下跌了 50%。

And when that happened, it really triggered our process, because all of a sudden a great company that is a unique asset, that's strategic was available at a great price.

當這種情況發生時，它確實觸發了我們的流程，因為突然之間，一家偉大的公司是一項獨特的資產，具有戰略意義，並且可以以很高的價格獲得。

And so, we made a bid for LinkedIn.

因此，我們競購了 LinkedIn。

And another Company as you know, Microsoft made a bid, and Microsoft outbid us.

如你所知，另一家公司微軟出價了，微軟的出價高於我們。

And that happened for a lot of different reasons, but we thought that that was a great asset at a great price.

發生這種情況的原因有很多，但我們認為這是一筆物美價廉的資產。

Then, as the market continues to evolve, we had an incredible situation occur, which very similar, which is a company that we coveted for many years, Demandware was all of a sudden approached by another company.

然後，隨著市場的不斷發展，我們發生了一個令人難以置信的情況，這非常相似，我們覬覦多年的一家公司，Demandware突然被另一家公司接洽。

And they tried to acquire Demandware, and it came to our attention, would we want to buy them?

他們試圖收購 Demandware，這引起了我們的注意，我們想買他們嗎？

And we put in a bid for Demandware, because again, it's a great company, it was a great price, tremendously strategic fit for our Company, and our future e-commerce platform.

我們對 Demandware 進行了競標，因為這又是一家很棒的公司，價格也很優惠，非常適合我們公司和我們未來的電子商務平台。

And I had just come back from a trip to LVMH who uses Salesforce for CRM, and is also standardized on Demandware.

我剛從 LVMH 旅行回來，他們使用 Salesforce 進行 CRM，並且也在 Demandware 上進行了標準化。

And they said, those two solutions combined, that's all they needed to manage all their customer information.

他們說，這兩種解決方案相結合，這就是他們管理所有客戶資訊所需的一切。

That was enough to me to go to the Board and say, look, we've been approached to buy Demandware.

這足以讓我去董事會說，看，我們已經接洽購買 Demandware。

This is one-of-a-kind opportunity.

這是千載難逢的機會。

There's no other leader in cloud e-commerce.

雲端電子商務領域沒有其他領導者。

Our customers like LVMH, like others I could go through are using Demandware.

我們的客戶（例如 LVMH）和我遇到的其他客戶都在使用 Demandware。

We should acquire this, and we were successful in that bid.

我們應該收購這個，並且我們成功競標了。

Now as the summer kind of rolled on, I did not expect to get a call from someone who I have incredible respect for, Bret Taylor, who is the CEO of Qwip.

現在，隨著夏天的臨近，我沒想到會接到我非常尊敬的人的電話，他是 Qwip 的執行長 Bret Taylor。

I've followed his career for many years.

我關注他的職業生涯很多年了。

I try to have dinner with him once a month.

我試著每個月和他一起吃一次晚餐。

Everyone knows the incredible work he did with Google Maps.

每個人都知道他在 Google 地圖方面所做的令人難以置信的工作。

Everyone knows he was the CTO of Facebook, and he had accepted an investment from Salesforce in his Company.

大家都知道他是 Facebook 的 CTO，並且接受了 Salesforce 對他公司的投資。

And we were talking about the possibility of Salesforce acquiring his company, and him joining our team as one of our top technical leaders.

我們正在討論 Salesforce 收購他的公司的可能性，以及他作為我們的頂級技術領導者之一加入我們的團隊。

And that's a dream that this Company has had for several years.

這是該公司多年來的夢想。

Everyone here, and many people in the industry as well covet and love Bret, and when we had that opportunity, we took that.

這裡的每個人，以及業內的許多人也都垂涎並喜愛布雷特，當我們有這個機會時，我們抓住了這個機會。

And so, our -- beginning of our fiscal year plan not to acquire any companies, all of a sudden turned into we acquired two very important companies with the Demandware and also Qwip.

因此，我們在財政年度開始時計劃不收購任何公司，突然變成了我們收購了兩家非常重要的公司：Demandware 和 Qwip。

And we've also found a couple of other great companies as well.

我們還發現了一些其他偉大的公司。

And this M&A window, I talked about that I think on the last call, and openly in the press, seems to have open for the year.

我在上次電話會議上以及在媒體上公開表示，這個併購窗口似乎已經在今年開放了。

I think it will probably close, probably at the end of this calendar year, but it's been an incredible time for us to acquire some phenomenal assets.

我認為它可能會在今年年底關閉，但對我們來說，這是收購一些非凡資產的絕佳時機。

And I've never been more excited about Salesforce and our product line, and coming into Dreamforce, like I said, is just awesome.

我對 Salesforce 和我們的產品線從未如此興奮，正如我所說，加入 Dreamforce 真是太棒了。

Oh, and specifically on the goal.

哦，特別是關於目標。

Well, I'm not giving forward guidance, of course, but yes, we are, you're right.

嗯，當然，我不會提供前瞻性指導，但是，是的，我們是，你是對的。

You can do the math, and so can I. We're about to get very close to being able to start talking about our $10 billion a year.

你可以計算一下，我也可以。

We aren't doing that on this call.

我們不會在這次通話中這樣做。

And you can see it in our core numbers that, when we pass through that, we are going to be taking a very aggressive goal to double the Company.

你可以從我們的核心數據中看到，當我們通過這一點時，我們將採取一個非常激進的目標，使公司規模翻倍。

I'm very committed to top line growth as you know.

如您所知，我非常致力於營收成長。

I'm also very committed to bottom line growth.

我也非常致力於獲利成長。

I will not grow the Company without also growing the bottom line, and we've proven that.

如果不增加利潤，我就不會發展公司，我們已經證明了這一點。

And you can see that on the press release that's in front of you, that the top and bottom line have grown really well this quarter, and we'll continue to do that.

您可以在您面前的新聞稿中看到，本季度的收入和利潤增長得非常好，我們將繼續這樣做。

And we'll continue to do that, while being able to participate in this M&A environment, because as you can see, not only did we buy the companies, but we also beat our numbers.

我們將繼續這樣做，同時能夠參與這種併購環境，因為正如你所看到的，我們不僅收購了這些公司，而且還擊敗了我們的數字。

So we will continue to execute that.

所以我們將繼續執行該計劃。

I hope that answers your questions.

我希望這能回答您的問題。

Your next question comes from the line of Ross MacMillan with RBC Capital Markets.

您的下一個問題來自加拿大皇家銀行資本市場 (RBC Capital Markets) 的 Ross MacMillan。

Thanks so much for taking my questions.

非常感謝您回答我的問題。

One for Keith.

一張是給基斯的。

First of all, if I -- I think that I heard right that the Demandware revenue went into the Marketing Cloud segment.

首先，如果我——我認為我沒聽錯，Demandware 收入進入了行銷雲領域。

So, if I took that out, and looked at it organically, it seemed that that cloud decelerated to maybe something in the low 20% growth range.

所以，如果我把它拿出來，有機地觀察它，看起來雲的成長速度可能會減速到 20% 左右。

And I was just curious, Keith, if the Marketing Cloud in particular was an area of softness in the quarter?

我只是好奇，基思，行銷雲是否是本季特別疲軟的領域？

Or if there any other dynamics going on there that are leading to that business decelerate here?

或者是否存在任何其他動態導致這裡的業務減速？

Yes.

是的。

So thanks for your question.

謝謝你的提問。

Obviously, some of this, and Mark Hawkins can discuss it, but some of that effect would come from FX.

顯然，其中一些影響，馬克霍金斯可以討論，但其中一些影響將來自 FX。

But generally speaking, we're still very, very excited about Marketing Cloud.

但總的來說，我們對 Marketing Cloud 仍然非常非常興奮。

I think as you know, we have had a strong push on industry focus, and retail is one of our top industries.

我想如您所知，我們大力推動產業重點，而零售業是我們的重點產業之一。

Marketing Cloud obviously plays a big role there.

行銷雲顯然在那裡發揮著重要作用。

And when you add Demandware, in concert with Marketing Cloud from a portfolio perspective, that just means that we are bringing a very, very compelling solution to retail.

當您新增 Demandware 並從產品組合的角度與 Marketing Cloud 配合時，這只意味著我們正在為零售業帶來一個非常非常引人注目的解決方案。

So we continue to be very competitive with Marketing Cloud.

因此，我們與 Marketing Cloud 的競爭仍然非常激烈。

We're locking in a lot of deals.

我們鎖定了很多交易。

Our win rates have remained the same.

我們的勝率維持不變。

And Mark, I don't know if you want to make a comment on the FX component?

馬克，我不知道您是否想對外匯部分發表評論？

Yes.

是的。

No, I think there is that.

不，我想是有這樣的。

And the only comment I'd add is we, as recently reported, we continue to take market share in this area as well, and that bodes well, and it supports your win ratio.

我要補充的唯一評論是，正如最近報導的那樣，我們也繼續佔據該領域的市場份額，這是個好兆頭，它支持您的獲勝率。

Your next question comes from the line of Karl Keirstead with Deutsche Bank.

您的下一個問題來自德意志銀行的 Karl Keirstead。

Yes, hi.

是的，嗨。

Thanks for taking my question, and maybe I'll start with Keith.

感謝您提出我的問題，也許我會從基斯開始。

Keith, you mentioned the second half pipeline looks pretty strong, it gives you confidence.

基思，你提到下半年的管道看起來相當強勁，這給了你信心。

But the 3Q deferred revenue enhanced billings guidance doesn't imply that much strength actually.

但第三季遞延收入增強的帳單指引其實並不代表那麼強勁。

So are we to interpret your comment that you're looking at a fairly strong 4Q print?

那麼我們是否應該解釋您的評論，即您正在查看相當強勁的第四季度印刷品？

I guess, that's my question.

我想，這就是我的問題。

I'll stop there.

我就到此為止。

Thanks.

謝謝。

Yes, let me address the pipeline issue, and then, of course, Mark, if you want to weigh in that's fine.

是的，讓我解決管道問題，然後，當然，馬克，如果你想權衡一下，那很好。

So we are coming into a second half of the year where we feel very, very strongly about our pipeline.

因此，我們進入今年下半年，我們對我們的管道感覺非常非常強烈。

Of course, we've got our big event with Dreamforce coming up in October, and that obviously will help super-charge our quarter, and we get an incredible turn-out from our customers and our partners.

當然，我們將在 10 月舉辦 Dreamforce 大型活動，這顯然將有助於為我們的季度帶來強勁動力，並且我們的客戶和合作夥伴對我們的參與度非常高。

But we feel very, very strongly about that pipeline.

但我們對這條管道的感覺非常非常強烈。

And what gives me so much confidence about the second half, is not just the pipeline, but it is also as I mentioned earlier of the level of engagement that we are seeing.

讓我對下半年充滿信心的不僅僅是管道，而且正如我之前提到的，我們所看到的參與程度。

I mentioned the three executives that I recently spent time with.

我提到了最近與我共度時光的三位高階主管。

I'll tell you a very quick story about the gentleman named Steven Helmsley, who is the CEO of UnitedHealth Group, who spent hours with me, talking about his vision for healthcare, and his industry, and why he was committed to working with us, hence signing an agreement with the quarter.

我將向您講述一個關於聯合健康集團首席執行官史蒂文·赫爾姆斯利(Steven Helmsley) 的先生的簡短故事，他花了幾個小時與我交談，談論他對醫療保健的願景、他的行業以及他為何致力於與我們合作，因此與該季度簽署了協議。

But there are dozens and dozens of those conversations that are taking place.

但這樣的對話正在進行中。

Marc recently came back from Europe where he was surrounded with other CEOs, and he may want to comment on, talking about the opportunity to drive the transformation and customer engagement in their businesses.

馬克最近從歐洲回來，周圍都是其他首席執行官，他可能想發表評論，談論推動業務轉型和客戶參與的機會。

So I think the level of engagement is very strong.

所以我認為參與度非常高。

The pipeline feels very, very good.

管道感覺非常非常好。

As I mentioned earlier again, this is a very high performing leadership team that we have, that has delivered quarter in and quarter out, and obviously I have enormous confidence -- we all do in the Company in those folks.

正如我之前再次提到的，我們擁有一支表現非常出色的領導團隊，每季都在交付成果，顯然我對公司充滿信心——我們對這些人都充滿信心。

And with respect for the forward guide, I'll defer that to Mark Hawkins, and let him respond.

出於對前鋒指南的尊重，我會將其交給馬克·霍金斯，並讓他做出回應。

Sure.

當然。

Absolutely, Karl.

當然，卡爾。

I think, at the end of the day, when you take the most significant FX sequential headwind to deferred revenue that we've ever experienced in Q2, obviously that has to be factored into our overall plan.

我認為，歸根結底，當你將我們在第二季度經歷過的最重大的外匯連續逆風帶到遞延收入時，顯然必須將其納入我們的總體計劃中。

All the context that Keith gave you as well, gets factored into our plan for the second half.

基斯向您提供的所有背景資訊都已納入我們下半年的計劃中。

But certainly in Q3, we had to factor in the foreign exchange.

但當然在第三季度，我們必須考慮外匯因素。

And don't forget that what we talked about -- I know you know this well too --the continued compounding effect of invoicing that we described mathematically at Dreamforce continues.

不要忘記我們所談論的——我知道你也很清楚這一點——我們在 Dreamforce 中用數學方法描述的發票的持續複合效應仍在繼續。

And those are things to think about as well, but certainly the FX has a real bearing.

這些也是需要考慮的事情，但外匯確實有真正的影響。

Your next question comes from the line of Brent Thill with UBS.

您的下一個問題來自瑞銀集團 (UBS) 的布倫特·蒂爾 (Brent Thill)。

Thanks.

謝謝。

Keith, on the deals in Q2 that flipped in the US, it seems like just implied from your conversation, your comments that those deals are still in the pipe.

基思，關於第二季度在美國發生的交易，從您的談話和評論中似乎暗示這些交易仍在醞釀中。

You didn't lose them competitively, that it's just a matter of timing, it wasn't an issue of those deals going somewhere else?

你並沒有在競爭中失去他們，這只是一個時間問題，這不是這些交易轉移到其他地方的問題？

Yes.

是的。

So I want to make sure that I'm very clear that what we saw the softness in parts of the US business, it was at the end of the quarter, really in July.

因此，我想確保我非常清楚，我們看到美國部分業務的疲軟是在本季末，實際上是在 7 月。

And our win rates continue to be very, very strong.

我們的勝率仍然非常非常高。

As far as these deals that slipped, again typical of my experience, some of these deals will close in the next quarter or next quarter or next quarter.

就這些下滑的交易而言，這又是我的典型經驗，其中一些交易將在下個季度或下個季度或下個季度完成。

None of these deals are going away.

這些交易都不會消失。

None of these deals have been lost.

這些交易都沒有遺失。

They may take different shapes and sizes and forms, but all of these deals are very, very much in play.

它們可能採取不同的形狀、大小和形式，但所有這些交易都非常非常重要。

Your next question comes from the line of Kash Rangan with Merrill Lynch.

您的下一個問題來自 Kash Rangan 與 Merrill Lynch 的對話。

Hello.

你好。

Thanks for taking my question.

感謝您提出我的問題。

A fair question to Marc Benioff, given the potential about three years back.

考慮到大約三年前的潛力，這對馬克貝尼奧夫來說是一個公平的問題。

Three years back or so, I think your Q1 new business was a little weak, and everybody was worried on Wall Street.

大約三年前，我認為你們第一季的新業務有點疲軟，華爾街的每個人都擔心。

And then, subsequently the next three or four quarters, your billings growth rate went from 17% to 19% in that quarter, to well north of the high 20%s, 30%s.

然後，在接下來的三到四個季度，您的帳單成長率從該季度的 17% 上升到 19%，遠高於 20%、30% 的高水準。

So is it just a temporary phase with slippage of deals, or could there be some broader macroeconomic forces at work, that have a fair bit of [probability].

那麼，這只是交易下滑的一個暫時階段，還是可能有一些更廣泛的宏觀經濟力量在起作用，這些力量有相當大的[可能性]。

Just want to get your feel for that?

只是想了解一下你的感受嗎？

And also secondly, more strategically, what could be the impact of Einstein?

其次，從策略角度來說，愛因斯坦的影響力可能是什麼？

Could there be a replacement cycle within your base, or new TAM ops release that could be opened to Salesforce that were previously not available?

您的基地內是否存在更換週期，或者可以向 Salesforce 開放以前無法使用的新 TAM 操作版本？

Thank you so much.

太感謝了。

Well, thanks, Kash.

嗯，謝謝，卡什。

And yes, you're right.

是的，你是對的。

I mean, we've been -- Keith and I have had a lot of conversations about this, because Keith and I have both been in the enterprise software business for 25 years or more, 30 years.

我的意思是，我們 - Keith 和我對此進行了很多對話，因為 Keith 和我都在企業軟體行業工作了 25 年或更長時間，30 年。

And I think we both started at Oracle in 1986.

我想我們都是從 1986 年開始在 Oracle 工作的。

And we've, you do get a quarter now and then, when some specific geography, in this case the United States, has some softness.

當某些特定地區（在本例中是美國）出現一些疲軟時，我們確實偶爾會得到四分之一。

And it's just the nature of enterprise software, and that's just where we are.

這就是企業軟體的本質，而這正是我們所處的位置。

I don't attribute it to any other factor than that.

除此之外，我不會將其歸因於任何其他因素。

And that's just, what it is, what it is.

就是這樣，它是什麼，它是什麼。

And you move on to the third quarter and assess your pipelines, and ours are full and rich.

然後你進入第三季並評估你的管道，我們的管道是完整和豐富的。

And you assess your competitive position, and our win rates are strong.

當您評估自己的競爭地位時，我們的勝率很高。

And you look at where your innovation cycle is, and we've never had a bigger, new product cycle as your question indicates.

你看看你的創新週期在哪裡，我們從來沒有像你的問題所顯示的那樣有更大的新產品週期。

Which is that, when we roll into Dreamforce, we are going to have an incredible release of Einstein.

也就是說，當我們進入 Dreamforce 時，我們將看到愛因斯坦令人難以置信的釋放。

You're going to see dramatic enhancements to our Salesforce Lightning platform, new mobile capabilities and enhancements with Salesforce1.

您將看到我們的 Salesforce Lightning 平台的顯著增強、新的行動功能以及 Salesforce1 的增強。

Of course, the productivity tools available through Qwip, which is remarkable live documents -- if everyone hasn't downloaded and started using Qwip, whether it's on your phone or your iPad, or on your laptop, I mean, it's just a remarkable piece of technology.

當然，透過Qwip 提供的生產力工具，這是非凡的即時文件- 如果每個人都還沒有下載並開始使用Qwip，無論是在您的手機、iPad 還是筆記型電腦上，我的意思是，這只是一個非凡的作品的技術。

And then we, of course, have some of these incredible new platforms that we did not have a year ago, like e-commerce cloud.

當然，我們擁有一些一年前還沒有的令人難以置信的新平台，例如電子商務雲。

So all of that together provides for a very exciting Dreamforce.

因此，所有這些共同構成了一股非常令人興奮的夢想力量。

And in regards to how we price it, you've seen that Sales Cloud continues to do really well, even though it's a monster in terms of revenue.

至於我們如何定價，您已經看到 Sales Cloud 的表現仍然非常出色，儘管它在收入方面是一個怪物。

And one of the reasons that growth continues is because we have these amazing options available with our Sales Cloud like, of course, Pardot.

持續成長的原因之一是我們的 Sales Cloud 提供了這些令人驚嘆的選項，當然還有 Pardot。

We all know that, which is an incredible product that we picked up with -- when we bought ExactTarget three years ago.

我們都知道，這是我們三年前購買 ExactTarget 時選擇的令人難以置信的產品。

We also have an another amazing option on Sales Cloud, which is a CPQ, or SteelBrick, which is another amazing option that we picked up last year.

我們在 Sales Cloud 上還有另一個令人驚嘆的選項，即 CPQ 或 SteelBrick，這是我們去年選擇的另一個令人驚嘆的選項。

And there will be another amazing option with Einstein for Sales Cloud to give you this incredible intelligence.

Einstein for Sales Cloud 將提供另一個令人驚嘆的選項，為您提供令人難以置信的智慧。

So you're going to see some awesome capabilities.

所以你會看到一些很棒的功能。

You're going to also have those kind of options available that -- like for example, Analytics Cloud will have the Einstein option as well, to make machine intelligence part of your analytics journey.

您還將擁有此類可用選項 - 例如，分析雲端也將具有 Einstein 選項，使機器智慧成為您分析之旅的一部分。

So there's a lot of exciting things coming for Dreamforce.

Dreamforce 將會帶來很多令人興奮的事情。

And nobody likes to see softness in any particular region.

沒有人喜歡看到任何特定地區出現疲軟。

This did seem quite isolated in my opinion to the US.

在我看來，這對美國來說確實是相當孤立的。

Like I said, we really saw some great growth and deal flow in the United States, but we did get a bit of softness at very end of the quarter.

正如我所說，我們確實在美國看到了一些巨大的成長和交易流，但在本季末我們確實出現了一些疲軟。

And then, we had great performance in Europe, we had great performance in Asia Pacific, we had great -- I mean, Japan had a record quarter and a record month in July.

然後，我們在歐洲取得了出色的表現，我們在亞太地區取得了出色的表現，我們取得了出色的成績——我的意思是，日本在七月份創下了創紀錄的季度和創紀錄的月份。

So it's just -- it's an incredible part of the enterprise industry, and it's something that you learn to not only just manage through, but use to make your Company stronger and stronger and stronger, which is exactly what we did the last time that we saw that, which was in the quarter you talked about.

所以它是企業產業令人難以置信的一部分，你不僅要學會管理它，還要用它來讓你的公司變得越來越強大，這正是我們上次所做的。在你談到的季度。

Your next question comes from the line of Alex Zukin with Piper Jaffrey.

你的下一個問題來自 Alex Zukin 和 Piper Jaffrey 的對話。

Hello.

你好。

Thanks for taking my questions.

感謝您回答我的問題。

So maybe Mark one for you, kind of on this theme around digital transformation projects.

因此，也許可以為您標記一個，圍繞數位轉型專案的主題。

As you speak to CEOs, do you see -- do you sense at least in the US, any change in the pace of those digital transformation projects?

當您與執行長交談時，您是否看到——至少在美國，您是否感覺到這些數位轉型專案的步伐有任何變化？

And then, maybe one for Mark Hawkins, within your framework of growth and profitability, what is the triggering mechanism to start showing incremental leverage, if there is some moderational kind of growth?

然後，也許馬克霍金斯（Mark Hawkins）認為，在您的成長和獲利能力框架內，如果存在某種適度的成長，開始顯示增量槓桿的觸發機制是什麼？

Well, it's a great question.

嗯，這是一個很好的問題。

Last week I was with a lot of customer CEOs, CEO of Unilever and ABB, and Coca Cola and PricewaterhouseCoopers, and the CEO of Bank of America.

上週我和許多客戶執行長在一起，包括聯合利華和ABB、可口可樂和普華永道的首席執行官，以及美國銀行的執行長。

And in each and every case, those customers are not only absorbing more and more of our technology than ever before, but they're getting more aggressive about their digital transformation.

在每一種情況下，這些客戶不僅比以往任何時候都吸收了越來越多的我們的技術，而且他們的數位轉型也變得更加積極。

I mean, today ABB, which is an incredible manufacturing company based in Switzerland, they deploy now more than 20,000 users, and are connecting all of their machines, and building an incredible customer network using Salesforce.

我的意思是，如今 ABB 是一家總部位於瑞士的令人難以置信的製造公司，他們現在部署了超過 20,000 名用戶，並且正在連接所有機器，並使用 Salesforce 建立了一個令人難以置信的客戶網路。

When I look at the work that Brian is doing at BofA, again it's a huge fundamental transformation of this business to be customer first, and to be digital, and to be integrated.

當我看到布萊恩在美國銀行所做的工作時，我再次發現，這是該業務的巨大的根本性轉變，即客戶至上、數位化和整合。

And both of those companies and the other companies I've mentioned have chosen Salesforce as their CRM platform to do that work.

這些公司和我提到的其他公司都選擇 Salesforce 作為他們的 CRM 平台來完成這項工作。

And I could go through dozens and dozens and dozens of others, that I think that that pace of not just digital transformation, but what I would say is customer transformation.

我可以經歷幾十、幾十、幾十個其他的，我認為這種步伐不僅是數位轉型，而且我想說的是客戶轉型。

Creating a customer first environment that is intelligent and mobile, and one that's allows their companies to build these one-on-one relationships with either their B2B customers or B2C customers as well.

創造一個智慧且行動的客戶至上環境，讓公司能夠與 B2B 客戶或 B2C 客戶建立一對一的關係。

This is a pace of change that I've never seen.

這是我從未見過的變化速度。

And I don't think that there's a Company that's -- we're working with today who is reducing their digital transformations.

我認為我們今天合作的公司沒有一家正在減少數位轉型。

If anything, I think almost every single one that I met with this quarter, and I have even spent a couple weeks in Japan this quarter are accelerating it.

如果有什麼不同的話，我認為本季我遇到的幾乎每一個人，甚至本季我在日本待了幾週的人都在加速這一過程。

And so, Mark, let me pick up the second part of the question.

因此，馬克，讓我來回答問題的第二部分。

Alex, thank you for the note on full revenue operating margin framework, and how do we think about profitability and triggers and such.

亞歷克斯，感謝您關於全部收入營運利潤率框架的說明，以及我們如何考慮盈利能力和觸發因素等。

As Marc said, we think about that a lot.

正如馬克所說，我們對此思考了很多。

Growth is number one, and as he showed, as we showed this quarter, with the beat at the bottom line, as we're showing for the year with our guide, operating margin expansion is important to us as well, very consistent with our framework.

成長是第一位的，正如他所表明的那樣，正如我們本季度所表明的那樣，隨著利潤的增長，正如我們在今年的指南中所表明的那樣，營業利潤率的擴張對我們也很重要，這與我們的業績非常一致。

Clearly, when you think about the trigger points of that framework, it's growth rates, and we think about those three categories.

顯然，當你考慮該框架的觸發點時，它就是成長率，我們會考慮這三個類別。

And what that brings to mind for me, for this quarter, and this information that we're sharing with you, we have a guide that's in that 25%-ish revenue growth rate for the year.

這讓我想起了這個季度的情況，以及我們與您分享的信息，我們有一份關於今年 25% 左右收入增長率的指南。

Again, as we said the third raise of the year, and that's what that number looks like.

再一次，正如我們所說的今年第三次加薪，這就是這個數字的樣子。

And then, of course, what we haven't talked about as much is $11.8 billion of billed and unbilled deferred revenue that grew, that big number at 28% in aggregate.

當然，我們還沒有談論過 118 億美元的已開票和未開票遞延收入的成長，這一數字總計達 28%。

So we think about growth a lot.

所以我們常常考慮成長。

We think about profitability a lot.

我們經常考慮盈利能力。

We think about the revenue framework that's very much intact.

我們認為收入框架非常完整。

You've heard from Mark and heard from me, but clearly, it's keeping growth number one, but also delivering the profitability consistent with that framework.

你已經聽過馬克和我的來信，但顯然，它保持了成長第一，但也提供了與該框架一致的獲利能力。

But clearly, growth is the trigger.

但顯然，成長是觸發因素。

Your next question comes from the line of Kirk Materne with Evercore ISI.

您的下一個問題來自 Evercore ISI 的 Kirk Materne。

Thanks very much.

非常感謝。

Just first for Marc Benioff.

馬克·貝尼奧夫只是第一個。

I guess, a follow-up on Alex's question around on -- your conversations around digital transformation.

我想，亞歷克斯的問題的後續內容是——你們圍繞數位轉型的對話。

Did those conversations already start gearing into AI as well?

這些對話是否也已經開始轉向人工智慧？

Meaning I'm curious with Einstein coming out, do you think that the customer base that's already thinking about digital transformation, are they asking questions about AI from you all?

這意味著我對愛因斯坦的出現很好奇，您認為已經在考慮數位轉型的客戶群是否會向你們提出有關人工智慧的問題？

And then Keith, just on your commentary around the pipeline looking good, as you mentioned at your last company, there was -- you have been around this industry for awhile.

然後基思，就你對管道的評論看起來不錯，正如你在上一家公司提到的那樣，你已經在這個行業工作了一段時間了。

Your last company had modest seasonality in the fourth quarter.

您上一家公司第四季的季節性因素較為溫和。

Are we just starting to see more seasonality in the business as well, as you get into larger deals?

當您進行更大的交易時，我們是否也開始看到業務中出現更多的季節性？

Thanks a lot.

多謝。

Yes, well, I'll tell you that you're absolutely right,.

是的，好吧，我會告訴你，你是完全正確的。

I mean, and it's obviously one of the reasons that we have invested so significantly in artificial intelligence.

我的意思是，這顯然是我們在人工智慧方面進行大量投資的原因之一。

We strongly believe that when we look at the future of Salesforce, when we look at the future of our industry, of course, we've seen the evolution from the cloud.

我們堅信，當我們展望 Salesforce 的未來時，當我們展望產業的未來時，我們當然已經看到了雲端的演變。

We talked about that on many calls, we talked about social, we talked about mobile.

我們在很多電話中談到了這一點，我們談到了社交，我們談到了行動。

I think we are really now evolved into four key areas.

我認為我們現在確實已經發展到四個關鍵領域。

And my employees and executives all know that I feel very strongly around this, but of course, the absolute first one is intelligence.

我的員工和主管都知道我對此有強烈的感受，但當然，絕對第一個是情報。

That is companies demand that your software is going to be intelligent, smart.

也就是說，公司要求你的軟體必須是智慧的。

That you're going to have machine learning and deep learning and machine intelligence built in.

您將內建機器學習、深度學習和機器智慧。

That it's going to be excellent, that that machine intelligence is going to be declarative, as well as programmatic.

這將是非常出色的，機器智能將是聲明式的，也是程式化的。

That you're going to leave no customer behind.

你不會讓任何一個客戶掉隊。

If a customer is a programmer, they can use it.

如果客戶是程式設計師，他們就可以使用它。

If a customer is non-programmatic, what we declarative, they're going to be able to use it.

如果客戶是非程式化的，我們聲明什麼，他們將能夠使用它。

This is very important going forward, and I really believe we're going to have the best artificial intelligence platform in the industry.

這對未來非常重要，我堅信我們將擁有業界最好的人工智慧平台。

We have phenomenal executives, phenomenal minds.

我們擁有非凡的主管、非凡的頭腦。

The progress so far has been incredible.

迄今為止的進展令人難以置信。

And I think when you see Einstein, you'll see that it is on par and capable with any other AI platform that you've seen like Watson and others.

我認為，當你看到 Einstein 時，你會發現它與你見過的任何其他人工智慧平台（如 Watson 和其他平台）不相上下，而且能力強大。

But with Einstein, it has these capabilities, like non-programmatic capabilities, as well as programmatic capabilities that is built into our applications, as well as being independent.

但對於 Einstein，它具有這些功能，例如非程式功能，以及內建在我們的應用程式中的程式功能，並且是獨立的。

And I think that will be very powerful.

我認為這將非常強大。

Two, platform I think everybody knows that I strongly believe you can't just build a platform -- I can't just build an application, you have to build platforms.

二、平台 我想每個人都知道，我堅信你不能只是建立一個平台——我不能只是建立一個應用程序，你必須建立平台。

And these platforms also have to be declarative, as well as programmatic.

這些平台也必須是聲明性的和程序化的。

And I, of course, am biased, but I believe that our Lightning platform is the best in enterprise software.

當然，我有偏見，但我相信我們的閃電平台是企業軟體中最好的。

You can build applications that run on any device, whether it's any phone or any tablet or any PC, or any type of IoT capability.

您可以建立在任何裝置上運行的應用程序，無論是任何手機、任何平板電腦、任何 PC，還是任何類型的 IoT 功能。

And I believe that Lightning will be an incredible capability for us going forward.

我相信閃電網路將成為我們未來令人難以置信的能力。

And three is mobility, that is Salesforce now has millions of users on its mobile platforms.

第三是行動性，即Salesforce現在在其行動平台上擁有數百萬用戶。

I know many people on this call use Salesforce1 every day.

我知道參加這次電話會議的許多人每天都會使用 Salesforce1。

We have many other key mobile technologies like Salesforce Inbox and others available as well, and mobility remains a huge focus for Salesforce.

我們還有許多其他關鍵行動技術，例如 Salesforce Inbox 等，且行動性仍然是 Salesforce 的一大重點。

And when you come to Dreamforce, you're going to see more and more capable, capabilities on mobility.

當您來到 Dreamforce 時，您將看到越來越多的移動能力。

As billions of users around the world go online on their phones, they want to be able to do that with Salesforce, run their business from their phone.

隨著全球數十億用戶透過手機上網，他們希望能夠透過 Salesforce 實現這一點，透過手機運行業務。

And Salesforce1 remains I believe, the absolute most popular application development and deployment vehicle for mobile.

我相信 Salesforce1 仍然是絕對最受歡迎的行動應用程式開發和部署工具。

And finally, productivity, we have to have productivity built in.

最後，生產力，我們必須內建生產力。

All of our applications need to have core productivity applications whether it is e-mail, or like the Salesforce Inbox, or spreadsheets or word processors like Quip, live documents.

我們所有的應用程式都需要擁有核心生產力應用程序，無論是電子郵件、Salesforce Inbox、電子表格或 Quip 等文字處理程序、即時文件。

All of that has to be an integral -- an integrated part of what we're doing.

所有這些都必須是我們正在做的事情的一個組成部分。

We believe that strongly.

我們堅信這一點。

We've obviously done a lot of great work with Microsoft as well, with their products.

顯然，我們也與微軟的產品進行了許多出色的合作。

We have now our own product in this category.

我們現在在這個類別中有自己的產品。

And this is going to be really important for us going forward.

這對我們未來的發展非常重要。

And it's the reason we bought Quip is because we believe that productivity is the fourth leg of the stool.

這就是我們購買 Quip 的原因，因為我們相信生產力是凳子的第四條腿。

And that when you look at artificial intelligence, platform, mobility and productivity, and then you look on top of that, our core applications in sales, service, marketing, community, analytics, apps, IoT and e-commerce.

當你關注人工智慧、平台、行動性和生產力時，你也會看到我們在銷售、服務、行銷、社群、分析、應用程式、物聯網和電子商務方面的核心應用程式。

And you could even break productivity out as its own application category.

您甚至可以將生產力分解為自己的應用程式類別。

I think all of you know, productivity itself has a huge TAM, $26 billion a year TAM -- those nine applications differentiated by these four capabilities.

我想你們都知道，生產力本身有一個巨大的 TAM，每年 260 億美元的 TAM——這九個應用程式透過這四種功能來區分。

And that's how I look at where our product line is going.

這就是我對我們產品線發展方向的看法。

And what I hope to be able to articulate that in a much simpler, and much easier to understand way, when we get to Dreamforce for our customers.

當我們為客戶提供 Dreamforce 時，我希望能夠以更簡單、更容易理解的方式闡明這一點。

Just to again, just to respond to the second part of the question.

再一次，只是回答問題的第二部分。

As you know over three years ago, Mark asked, Mark and I had many, many conversations about coming on to Salesforce, which I was super excited about, and I continue to be super excited about being here.

如你所知，三年多前，馬克問道，馬克和我就加入 Salesforce 進行了很多很多對話，對此我感到非常興奮，而且我仍然對來到這裡感到非常興奮。

But a couple of the charters coming on Board here, was obviously to continue the outstanding operational excellence of our broader market, our SMB business.

但這裡的幾項章程顯然是為了繼續我們更廣闊的市場、我們的中小企業業務的卓越營運。

But really to accelerate into the enterprise, and I think we've made excellent progress there.

但真正要加速進入企業，我認為我們已經在這方面取得了出色的進展。

But as you continue this SMB business and accelerate into the enterprise, of course, you're going to be balancing out the portfolio.

但是，當您繼續開展中小企業業務並加速進入企業時，您當然會平衡產品組合。

And by definition, the nature of enterprise typically is back-ended in the second half of years.

根據定義，企業的本質通常是在下半年後端。

So I think it's natural to expect that, that will drive some degree of seasonality for the second half of the year.

因此，我認為很自然地預計，這將在今年下半年推動一定程度的季節性變化。

But we run a balanced portfolio business, and that's what we strive to every single day.

但我們經營的是平衡的投資組合業務，這就是我們每天努力的目標。

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

你的下一個問題來自摩根大通的馬克墨菲。

Yes, thank you very much.

是的謝謝你。

Question for Marc Benioff.

問馬克貝尼奧夫的問題。

So essentially, all of the major services firms experienced problems recently, and that included Cognizant and Infosys and Genpact, and a whole bunch of others.

因此，從本質上講，所有主要服務公司最近都遇到了問題，其中包括 Cognizant、Infosys、Genpact 以及其他許多公司。

And I do believe several of them mentioned softness in digital projects in the month of July.

我確實相信他們中的一些人提到了 7 月份數位專案的疲軟。

I think some of that was attributed to the big banks that were counting on a midyear interest rate increase, which did not happen, partially as a result of the Brexit vote.

我認為其中部分原因是大銀行指望年中升息，但升息並未實現，部分原因是英國脫歐公投。

I'm just curious, do you look at all of that as purely coincidental, relative to what you mentioned at the end of the quarter in the US?

我只是很好奇，相對於您在美國季度末提到的情況，您是否認為這一切純粹是巧合？

Or is it possible that there was a bit of a brief pause, maybe a little macro induced, that just potentially may have pushed some number of transactions out of Q2, and perhaps leading into a bigger second half of the year?

或者是否有可能出現一些短暫的停頓，也許是宏觀因素引起的，這可能會導致第二季度的一些交易量減少，並可能導致今年下半年的交易量更大？

I honestly really believe in manifest destiny, that this is always about us, that we always have to just look at our own ability to execute.

老實說，我真的相信昭然若揭的命運，這始終與我們有關，我們始終只需要看看自己的執行能力。

And as we have driven this Company forward over the last 18 years, that I always come back to that.

在過去 18 年裡，我們不斷推動公司向前發展，因此我總是會回顧這一點。

And that this is the most important thing, is that regardless of what the environment is, whether it's incredibly strong and robust, or whether there's a bit of softness, regardless of what geography you're in, whether it's the US or Japan or whatever it is, that it's ultimately always about you.

這是最重要的一點，就是無論環境如何，是異常強大還是有一點柔軟，無論你在哪個地理位置，無論是美國還是日本還是其他國家事實上，它最終總是與你有關。

If I always went to kind of these macroeconomic views, and well, well, it's a low growth rate environment, or it's a low interest rate environment, or it's a this or it's that, you're not able to really just focus on, and work on your own business.

如果我總是關注這些宏觀經濟觀點，那麼，好吧，這是一個低成長率環境，或者是一個低利率環境，或者是這樣或那樣，你就不能真正只關注，並從事自己的事業。

And as an example of that, is Japan this quarter.

本季的日本就是一個例子。

I spent two weeks in Japan, but Japan is a very exciting IT environment.

我在日本待了兩週，但日本是一個非常令人興奮的 IT 環境。

It's still is a huge part of the enterprise software industry, and we're just still getting going in Japan.

它仍然是企業軟體產業的重要組成部分，而且我們在日本仍處於起步階段。

We're at the beginning of our Japan journey.

我們的日本之旅才剛開始。

And yet we have these incredible relationships with some of the most Japan's most important companies and government agencies.

然而，我們與日本一些最重要的公司和政府機構有著令人難以置信的關係。

And that's how I look at it, if I had listened to what everyone told me about Japan in the last 18 years, we wouldn't even be doing business there.

我就是這麼看的，如果過去 18 年裡我聽了每個人對日本的看法，我們甚至不會在那裡做生意。

I just don't believe in that stuff.

我只是不相信那些東西。

I believe that you get what you focus on.

我相信你會得到你所關注的。

And you have to answer the question, what do you want?

你必須回答這個問題，你想要什麼？

And then, you focus on that and achieve it, and keep it positive.

然後，你專注於此目標並實現它，並保持積極的態度。

And well, Keith, well, how do you look at it?

好吧，基思，你怎麼看？

Well, I think you're right.

嗯，我認為你是對的。

I mean, you have to stick to your knitting, and our knitting is all around the customer, and growth for the customer.

我的意思是，你必須堅持你的編織，而我們的編織都是圍繞著客戶，並為客戶成長。

Specific to our partners, I go back to the statistic I mentioned earlier, we have 38,000 partner certifications.

具體到我們的合作夥伴，我回到前面提到的統計數據，我們有38,000個合作夥伴認證。

That's up 25% year-over-year.

較去年同期成長 25%。

And I don't think it's appropriate for us to comment on what they're seeing in their business or the softness in their business.

我認為我們不適合對他們在業務中看到的情況或業務的疲軟程度發表評論。

But I think that the indication of that level of certification growth, says that they're betting on the long-term on Salesforce.

但我認為，認證成長水準表明他們將長期賭注押在 Salesforce 上。

And I think that is something we all should pay attention to.

我認為這是我們都應該關注的事情。

Keith, you had some amazing transactions in the quarter.

基思，本季您進行了一些令人驚嘆的交易。

You talked about UnitedHealth Group as one of them specifically, but you had so many other really amazing companies that you were personally in.

您特別提到聯合健康集團是其中之一，但您自己也曾參與過許多其他非常出色的公司。

I know we talked a lot about the financial service companies that you spend a lot of time in the quarter, and you obviously also traveled a bit, and during the quarter as well.

我知道我們談論了很多關於您在本季度花費大量時間的金融服務公司，而且您顯然也出差了一些，並且在本季度也是如此。

So when you're out there, what are customers really zeroing in on, in terms of what they want from Salesforce?

那麼，當您身處現場時，客戶真正關注的是他們想要從 Salesforce 獲得什麼？

Well I think the thing that really aligns us with our customers is, if you look at the CEO agenda, and of course you're a CEO.

我認為真正讓我們與客戶保持一致的是，如果你看看執行長的議程，你當然是執行長。

Number one is growth, and followed very quickly with shareholder value, and then, of course, the concern about the employee, and the community and all the stuff that's important to us, and our values.

第一個是成長，緊隨其後的是股東價值，當然還有對員工、社區以及對我們重要的所有事物以及我們的價值觀的關注。

But the CEO agenda is -- I mean, you listen to our story and our messaging, and the value we bring to customers on a daily basis, it is growth.

但執行長的議程是——我的意思是，你聽聽我們的故事和我們的訊息，以及我們每天為客戶帶來的價值，那就是成長。

So there's great alignment there.

所以那裡有很好的一致性。

So when I'm talking to financial services institutions, they're talking about streamlining processes around customer engagement, and reinventing themselves, and they know that we are an innovative Company.

因此，當我與金融服務機構交談時，他們正在談論圍繞客戶參與簡化流程並重塑自己，他們知道我們是一家創新公司。

And because we drive innovation, and we inspire customers, that's why they want to have those conversations with us.

因為我們推動創新，激勵客戶，所以他們希望與我們進行這些對話。

And so, that's pretty typical of what I see on a regular basis.

所以，這是我經常看到的非常典型的情況。

I think that's consistent with my viewpoint as well.

我想這也符合我的觀點。

Your next question comes from the line of Sarah Hindlian with Macquarie.

你的下一個問題來自 Sarah Hindlian 與麥格理的對話。

Right.

正確的。

Thank you for taking my question.

感謝您回答我的問題。

It's Macquarie.

這是麥格理。

First, a question for Keith and/or Mark B. I don't want to beat a dead horse, and I certainly understand the nature of large deals and enterprise software playing at this level and size in particular.

首先，問 Keith 和/或 Mark B 一個問題。

But I was wondering, as you examined the business, do you think there was any impact from the roll out of Lightning with its improved feature set, and the subsequent price increases that may have caused some slowness at the end of the quarter?

但我想知道，當您檢查業務時，您認為閃電網路的推出及其改進的功能集以及隨後的價格上漲可能會導致季度末出現一些放緩，是否會產生任何影響？

If you could talk a little bit about how the market is receiving Lightning prices, that would be really helpful to us?

如果您能談談市場如何接受閃電價格，這對我們真的有幫助嗎？

And then, a second one for Mark H. In regards to billing, Mark, how much of a factor is Demandware in your outlook?

然後，Mark H 的第二個問題。

Thanks.

謝謝。

Okay, let me take the first part of that.

好的，讓我先講第一部分。

So really with respect to the price increase, we've been talking about for some period of time, when I did the full -- and I do mean full operational review of the US -- every element of the business was inspected, six ways to Sunday.

因此，實際上，關於價格上漲，我們已經討論了一段時間，當時我對美國進行了全面的——我的意思是全面的運營審查——業務的每個要素都經過了六種方式的檢查到週日。

And naturally one would go to, well, was it pricing, was it this, was it that?

人們自然會問，是定價嗎？

And I will tell you, we did not see a material impacts on the quarter in pricing.

我會告訴你，我們沒有看到定價對本季產生重大影響。

And the thing that we view on the pricing change that we've made is that it really demonstrates value for our customers.

我們對價格變化的看法是，它確實為我們的客戶展示了價值。

And that was the impetus behind it.

這就是背後的推手。

Marc, I don't know if you want to comment?

馬克，不知道你是否願意發表評論？

Yes, sure.

是的，當然。

Let me carry on in terms of the second question, Sarah, you'd asked about in terms of Demandware.

讓我繼續討論第二個問題，Sarah，您在 Demandware 方面提出了這個問題。

Let me just call out that Demandware, in terms of revenue we talked about when Keith and I were on the call in June, that we expect revenue of around $100 million to 120 million for the year.

我只想指出，Demandware，就收入而言，我們在 6 月 Keith 和我通話時談到了這一點，我們預計今年的收入約為 1 億至 1.2 億美元。

That's what we called out when we set that guide.

這就是我們在製定指南時所提出的要求。

And so, that's something you should think about, as you think about billings from that standpoint.

因此，當您從這個角度考慮比林斯時，這是您應該考慮的事情。

By the way, I just want to call out we're super-pleased to have Demandware.

順便說一句，我只想說我們非常高興擁有 Demandware。

It's just an exciting added functionality, and a unique asset, as Mark called out, that we are super happy to have.

正如馬克所說，這只是一個令人興奮的附加功能，也是一項獨特的資產，我們非常高興擁有它。

So I hope that dimensionalizes, and helps you to think about how to factor that into billings.

因此，我希望將其維度化，並幫助您思考如何將其計入帳單中。

The last question comes from the line of Derrick Wood with Cowen and Company.

最後一個問題來自 Derrick Wood 和 Cowen and Company 的線路。

For Keith, I mean, you put more product out this year than we've ever seen.

對基斯來說，我的意思是，你們今年推出的產品比我們以往見過的還要多。

You've got SteelBrick, IQ, you've got new Wave apps.

你有 SteelBrick、IQ，你有新的 Wave 應用程式。

You've got Wealth and Health Cloud.

您擁有財富和健康雲。

Now you've got Commerce Cloud.

現在您已經擁有了 Commerce Cloud。

I think IoT Cloud is coming out, certainly a lot in one year.

我認為物聯網雲即將出現，而且一年之內肯定會出現很多。

And I imagine bringing all these products out, go to market varies by product, but you've got to do things like train the sales force, train the channel, maybe create new dedicated teams.

我想像將所有這些產品推出，進入市場因產品而異，但你必須做一些事情，例如培訓銷售人員，培訓管道，也許創建新的專門團隊。

Maybe there's new ELA type of engagements now coming into play.

也許現在有新的 ELA 類型的參與正在發揮作用。

So I'm curious, do you think all these product releases may have weighed on near-term sales productivity or sales cycles?

所以我很好奇，您認為所有這些產品發布可能會對近期銷售生產力或銷售週期產生壓力嗎？

And then, what's your strategy over the next 6 to 12 months to help push greater adoption of these newer products?

然後，您在未來 6 到 12 個月內有何策略來幫助推動這些新產品的更多採用？

Okay, great.

好的，太好了。

So that's an excellent question.

這是一個很好的問題。

Here is the way that I would look at this.

這是我看待這個問題的方式。

Number one, I am a big believer in innovation, and it is at the core of this Company.

第一，我堅信創新，這也是公司的核心。

It's part of our DNA, and we are blessed to be, all of us, to be working in a Company that drives innovation.

這是我們 DNA 的一部分，我們所有人都很幸運能夠在一家推動創新的公司工作。

And all these products that you mentioned, whether it's IQ or SteelBrick or our IoT Cloud, these are things that our customers are very, very excited about.

您提到的所有這些產品，無論是 IQ、SteelBrick 還是我們的物聯網雲，這些都是我們的客戶非常非常興奮的事情。

And by the way, the reason why we build these products, or acquire these companies is because, not only do we have a great strategy, but part of that strategy is because we listen to our customers, and we think about what's important to their future.

順便說一句，我們之所以製造這些產品，或收購這些公司，不僅是因為我們有一個偉大的策略，而且該策略的一部分是因為我們傾聽客戶的意見，我們思考什麼對他們來說是重要的未來。

So we have a whole portfolio of solutions.

因此，我們擁有一整套解決方案。

We will continue to enrich that portfolio of solutions.

我們將繼續豐富該解決方案組合。

Part of the strategic weapon if you will of this Company, is a focus -- a relentless focus on what we refer to as enablement, which is training our people.

如果你願意的話，這家公司的策略武器的一部分就是專注——不懈地專注於我們所說的支持，即培訓我們的員工。

We have an incredible platform for that called Trailhead, which you'll continue to hear the Company talk more and more and more about, because it's an exciting way to enable employees.

我們有一個令人難以置信的平台，稱為 Trailhead，您將繼續聽到公司越來越多地談論這個平台，因為這是激勵員工的令人興奮的方式。

And we use it on ourselves, and all of our people are subject to building trails, and taking advantage of the incredible training and content.

我們把它用在我們自己身上，我們所有的人都接受建設路線，並利用令人難以置信的培訓和內容。

And I think we do that as well as any Company that I have ever seen.

我認為我們在這方面做得和我見過的任何公司一樣好。

And I think that's one of the things that really separates us from the pack.

我認為這是我們真正與眾不同的地方之一。

So again, when I talk about our optimism around the second half, and our pipelines for the second half, it is because we have such a rich portfolio.

所以，當我再次談論我們對下半年的樂觀態度以及下半年的管道時，這是因為我們擁有如此豐富的投資組合。

It's because we have a high performing organization, and it's because we know how to enable these people.

這是因為我們有一個高績效的組織，也是因為我們知道如何為這些人提供支持。

Now, enablement, I will tell you for a Company like us, there's no end of job, okay?

現在，我要告訴你，對於像我們這樣的公司，工作是沒有盡頭的，好嗎？

So I think we all as leaders in the Company, no matter what line of business we're responsible for, we wake up every day, and think about what's the best way for us to onboard our employees?

所以我認為我們身為公司的領導者，無論我們負責哪條業務，我們每天醒來都會思考我們入職員工的最佳方式是什麼？

What's the best way to continue to educate them on new product releases?

繼續向他們介紹新產品發布的最佳方式是什麼？

What's the best way to make sure that we're prepared, that they deliver value to our customers.

確保我們做好準備並為我們的客戶提供價值的最佳方法是什麼？

And that's why enablement is so important to us as a Company, and that's why we focus so much of our attention on it.

這就是為什麼支持對我們作為一家公司如此重要，這就是為什麼我們如此關注它。

Great.

偉大的。

Well, thanks so much.

嗯，非常感謝。

Thanks everyone for joining us today.

感謝大家今天加入我們。

That concludes our call.

我們的通話到此結束。

Just remind everyone, that we will look forward to seeing you on October 4 at our Analyst Day.

請提醒大家，我們期待在 10 月 4 日的分析師日見到您。

And of course, updating you again in November for our third quarter results.

當然，我們將在 11 月再次向您更新第三季的業績。

If you have follow-up questions, you can reach us at investor@Salesforce.com.

如果您有後續問題，可以透過 Investor@Salesforce.com 與我們聯絡。

And thanks for participating today.

感謝您今天的參與。

This concludes today's conference call.

今天的電話會議到此結束。

You may now disconnect.

您現在可以斷開連線。

Thank you for your participation.

感謝您的參與。