賽富時 (CRM) 2017 Q3 法說會逐字稿

Good afternoon.

午安.

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

我叫多麗絲，今天我將擔任你們的會議操作員。

At this time, I would like to welcome everyone to the Salesforce Q3 earnings conference call.

此時此刻，我歡迎大家參加 Salesforce 第三季財報電話會議。

(Operator Instructions)

（操作員說明）

Thank you.

謝謝。

I will now turn the call over to our host, Mr. John Cummings, SVP of Investor Relations.

我現在將把電話轉給我們的東道主、投資者關係高級副總裁約翰·卡明斯先生。

Sir, please go ahead.

先生，請繼續。

Thanks so much, Doris.

非常感謝，多麗絲。

Good afternoon, everyone, and thanks for joining us for our fiscal third quarter 2017 results conference call.

大家下午好，感謝您參加我們的 2017 財年第三季業績電話會議。

Our third 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.

我們的第三季業績新聞稿、SEC 文件和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, CFO.

今天與我一起參加電話會議的是董事長兼執行長馬克‧貝尼奧夫 (Marc Benioff)； Keith Block，副主席、總裁兼營運長；和財務長馬克·霍金斯。

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 Marc.

那麼，讓我把電話轉給馬克。

Thanks, John, and thanks to everybody for joining us on the call today.

謝謝約翰，也謝謝大家今天加入我們的電話會議。

We're coming live to you from New Jersey, where we have the whole team and we spent the whole week here in New York and having a great time, and it's been great to be here.

我們將從新澤西州向您進行現場直播，我們整個團隊都在新澤西州，我們在紐約度過了整整一周，度過了愉快的時光，很高興來到這裡。

We just opened our new Salesforce tower, which is the former MetLife building at Bryant Park.

我們剛剛啟用了新的 Salesforce 大樓，它是位於布萊恩特公園的前大都會人壽大樓。

Really cool, great new space for customers, partners, employees.

真的很酷，對顧客、合作夥伴、員工來說都是很棒的新空間。

Love to invite all of you there to see what we're going to do.

很高興邀請大家來看看我們將要做什麼。

This incredible new building in New York and Salesforce Tower New York is open and all of the signage is going to be going up over the next six months.

紐約這座令人難以置信的新建築和紐約 Salesforce Tower 已開放，所有標誌都將在未來六個月內升起。

We're really thrilled.

我們真的很興奮。

We're in the first floor.

我們在一樓。

I couldn't be more excited to be here.

來到這裡我感到非常興奮。

We're looking forward to having you all visit us there.

我們期待您的光臨。

And okay, let's get right to it.

好吧，讓我們開始吧。

You can see from our results, we had an exceptional third quarter.

從我們的業績中可以看出，我們的第三季表現非常出色。

Revenue rose to more than $2.1 billion, up 27% in constant currency from a year ago.

營收增至超過 21 億美元，以固定匯率計算比一年前成長 27%。

You know already, there is no other top 10 software company delivering that 27% number.

您已經知道，沒有其他排名前 10 的軟體公司能夠提供 27% 的數字。

And what I'm really excited about is we expect to deliver more than $10 billion in revenue in FY18.

我真正感到興奮的是，我們預計 2018 財年的營收將超過 100 億美元。

I think we initiated guidance at $10.15 billion at the high end of our range; and now, we're setting our sights on our next goal, $20 billion.

我認為我們最初的指導價為 101.5 億美元，處於我們範圍的高端；現在，我們正瞄準下一個目標：200 億美元。

Look, no other software company, no enterprise software company is delivering this kind of growth at this scale, size, and we're already off to a great start.

看，沒有其他軟體公司、沒有企業軟體公司能夠以這種規模、規模實現這種成長，而且我們已經有了一個好的開始。

Deferred revenue third quarter grew to $3.5 billion, up 25% in constant currency from a year ago.

第三季遞延營收成長至 35 億美元，以固定匯率計算較去年同期成長 25%。

Dollar value of book business on/off the balance sheet more than $12 billion, up 27% year-over-year.

表內/表外圖書業務的美元價值超過 120 億美元，年增 27%。

That's a great predictor for next year and why we're so aggressive about giving this incredible $10.1 billion to $10.15 billion number now, because we have that $12 billion on the balance sheet that's in the deferred.

這是對明年的一個很好的預測，也是為什麼我們現在如此積極地給出這個令人難以置信的101 億美元到101.5 億美元的數字，因為我們的資產負債表上有這120 億美元是遞延的。

So let's talk about this.

那我們來談談這個吧。

Really well positioned for the future, everyone at Dreamforce saw that.

Dreamforce 的每個人都看到了這一點，為未來做好了充分的準備。

We are having an incredible, incredible year.

我們正在經歷令人難以置信、令人難以置信的一年。

We're growing in this mid to high 20s range, and we've scaled from $4 billion three years ago to $8 billion this year.

我們的成長速度在 20 多歲左右，我們的規模已從三年前的 40 億美元擴大到今年的 80 億美元。

We see tremendous opportunity ahead.

我們看到了未來的巨大機會。

Now today, we're trusted by a global community of 1 billion customers, consumers, citizens, partners and employees, and that's a huge responsibility on our shoulders.

今天，我們受到了由 10 億客戶、消費者、公民、合作夥伴和員工組成的全球社群的信任，這是我們肩上的巨大責任。

What we're excited about is serving all these incredible people all over the world with our services.

我們感到興奮的是透過我們的服務為世界各地所有這些令人難以置信的人們提供服務。

And just look at our new Commerce Cloud, supporting 300 million unique shoppers a month.

看看我們新的商務雲，每月支援 3 億獨立購物者。

And you saw Adidas, and I love this story, 10,000 pairs of Yeezy shoes.

你看到了阿迪達斯，我喜歡這個故事，10,000 雙 Yeezy 鞋。

Kanye West, you did a great job on the shoe, in a single hour through the Salesforce Commerce Cloud.

Kanye West，您透過 Salesforce Commerce Cloud 在一個小時內就完成了這雙鞋的出色工作。

Thank you, Kanye.

謝謝你，坎耶。

Thank you, Adidas.

謝謝你，阿迪達斯。

That's amazing.

太棒了。

And our Marketing cloud, processing 600 million social posts and more than 1 billion messages a day, really, really exciting, and 400 million consumers using that service.

我們的行銷雲每天處理 6 億個社交貼文和超過 10 億條訊息，這真的非常令人興奮，並且有 4 億消費者使用該服務。

So just look at customer facing apps built with Salesforce, Soroku, companies like Macy's, Toyota, we're operating at an incredible scale and now an incredible level of momentum, as well.

因此，看看由 Salesforce、Soroku、梅西百貨、豐田等公司構建的面向客戶的應用程序，我們的運營規模令人難以置信，而且現在的勢頭也令人難以置信。

Over the past several months, I've been spending a lot of time on the road with our customers.

在過去的幾個月裡，我花了很多時間與客戶一起在路上。

I love being with our customers and this week, of course, was no exception.

我喜歡和我們的客戶在一起，這週當然也不例外。

I'll tell you what I continue to see is this incredible community that surrounds us and it's been awesome to experience that.

我會告訴你，我繼續看到的是我們周圍這個令人難以置信的社區，體驗它真是太棒了。

I just went through that.

我剛剛經歷過。

I just did the Dreamforce keynote again yesterday here in New York.

我昨天剛在紐約再次做了 Dreamforce 主題演講。

And just having all of these customers so excited about our future, understanding this amazing platform that we've built, the future of B2B and B2C CRM.

讓所有這些客戶對我們的未來感到非常興奮，了解我們建立的這個令人驚嘆的平台，即 B2B 和 B2C CRM 的未來。

And you saw this come to life at our sold-out Dreamforce conference in September, which was way beyond our expectations.

您在 9 月的 Dreamforce 會議上看到了這一點，它的座無虛席，遠遠超出了我們的預期。

I know a lot of the conferences this year have not delivered their results, but Dreamforce did.

我知道今年很多會議都沒有成果，但 Dreamforce 做到了。

That was awesome.

這太棒了。

And you saw not just the 170,000 people registered and everyone was there, so you saw us packed, but more than 15 million people joining online.

你不僅看到了 170,000 人註冊，每個人都在那裡，所以你看到我們擠滿了人，而且還有超過 1500 萬人在線加入。

That was a huge surprise for us.

這對我們來說是一個巨大的驚喜。

And at Dreamforce, you also saw how we're continuing to innovate with Lightning, with Einstein.

在 Dreamforce，您也看到了我們如何與愛因斯坦一起繼續利用閃電進行創新。

It's been really, really, really awesome.

這真的、真的、真的太棒了。

Of course, probably the most exciting announcement at Dreamforce for a lot of our customers has been Salesforce Einstein.

當然，對於我們的許多客戶來說，Dreamforce 上最令人興奮的公告可能是 Salesforce Einstein。

We've extended our Salesforce platform, not just with this incredible UI with Lightning, not just with this incredible BI layer with Wave, but now we've extended our Salesforce platform once again with an AI layer with Einstein, and it's really the world's easiest AI.

我們擴展了我們的Salesforce 平台，不僅透過Lightning 這個令人難以置信的UI，不僅透過Wave 這個令人難以置信的BI 層，而且現在我們透過Einstein 的AI 層再次擴展了我們的Salesforce 平台，它確實是世界上最先進的平台。

That is, all of these partners, all of these customers were able to easily inherit all of the most state-of-the-art artificial intelligence, whether it's machine learning, machine intelligence, deep learning, right inside the Salesforce platform through Einstein.

也就是說，所有這些合作夥伴、所有這些客戶都能夠透過 Einstein 在 Salesforce 平台內輕鬆繼承所有最先進的人工智慧，無論是機器學習、機器智慧、深度學習。

And we're extending that Salesforce platform with amazing new capabilities, with new technologies, new talent, new platform functionality.

我們正在透過令人驚嘆的新功能、新技術、新人才、新平台功能來擴展 Salesforce 平台。

And you saw that again this quarter, where we have acquired this incredible DMP Crux, extending our marketing cloud.

您在本季度再次看到了這一點，我們收購了這個令人難以置信的 DMP Crux，擴展了我們的行銷雲。

And of course, everybody knows, if you've been around me at all, you see how our whole company now has 20,000 users on Quip.

當然，每個人都知道，如果您一直在我身邊，您會看到我們整個公司現在在 Quip 上擁有 20,000 名用戶。

And of course, Facebook has thousands of users on Quip, and other incredible companies, like Electronic Arts and many others, have thousands of users now on Quip.

當然，Facebook 在 Quip 上擁有數千名用戶，而其他令人難以置信的公司，如藝電 (Electronic Arts) 等，現在在 Quip 上擁有數千名用戶。

And if you don't have Quip on your phone yet and you haven't experienced Quip, you should just go to the App Store right now and download Quip.

如果您的手機上還沒有安裝 Quip 並且還沒有體驗過 Quip，那麼您應該立即前往 App Store 並下載 Quip。

Q-U-I-P.

諷刺。

It will change your life.

它會改變你的生活。

I'll tell you, you can really experience next Generation productivity, with live collaborative documents and spreadsheets on our platform, integrated media.

我會告訴您，透過我們的平台、整合媒體上的即時協作文件和電子表格，您可以真正體驗下一代生產力。

It is really cool.

真的很酷。

And Brett Taylor, former CTO of Facebook, is now with Salesforce.

Facebook 前技術長 Brett Taylor 現在在 Salesforce 工作。

And of course, the former legendary Product Manager at Google, did Google Maps, he and Kevin Gibbs, his co-founder, did just a beautiful job on that.

當然，谷歌的前傳奇產品經理也開發了谷歌地圖，他和他的聯合創始人凱文吉布斯在這方面做得非常出色。

Well, anyway, I could go on and on and on about our products and technology and how exciting this quarter was, but let me turn it over to Keith.

好吧，無論如何，我可以繼續談論我們的產品和技術以及本季度的令人興奮的事情，但讓我把它交給 Keith。

And Keith, thanks for coming down from Boston and being here for the call.

基思，感謝您從波士頓趕來參加電話會議。

Thanks, Marc.

謝謝，馬克。

Thanks, everybody, for joining the call.

謝謝大家加入通話。

Listen, Q3 was an outstanding quarter.

聽著，第三季是一個出色的季度。

We had excellent execution from the entire team in all of our key geographies and industries.

我們的整個團隊在所有關鍵地區和產業中都擁有出色的執行力。

We're really, really thrilled with the results.

我們對結果真的非常非常興奮。

We also delivered very strong performance in large deals this quarter.

本季我們在大型交易中也取得了非常強勁的業績。

Not only did we close a record number of seven figure-plus transactions in Q3, but the value of those transactions grew significantly.

我們不僅在第三季完成了創紀錄的七位數以上的交易，而且這些交易的價值也大幅成長。

We continue to spend a lot of time with CEOs.

我們繼續花大量時間與執行長們在一起。

And at Dreamforce, our CEO Summit brought together some amazing thought leaders.

在 Dreamforce，我們的執行長高峰會匯集了一些出色的思想領袖。

And they are all looking to drive a new level of innovation in their industries around customer engagement.

他們都希望圍繞著客戶參與推動產業創新達到新境界。

And they recognize that they need an intelligent customer engagement platform that will help them stay ahead of rapidly changing customer expectations.

他們認識到他們需要一個智慧的客戶參與平台來幫助他們領先於快速變化的客戶期望。

Now this level of dialogue and engagement with these CEOs of some of the most incredible companies in the world, they have put their trust in us.

現在，透過與世界上一些最令人難以置信的公司的執行長進行這種級別的對話和接觸，他們已經對我們產生了信任。

And that has been reflected in our results.

這已經反映在我們的結果中。

So for example, this quarter we saw huge strength in financial services, where we signed strategic agreements with seven of the premier financial services institutions in the United States, including Citi and PNC Banks.

例如，本季我們看到了金融服務領域的巨大實力，我們與花旗銀行和 PNC 銀行等美國七家頂級金融服務機構簽署了戰略協議。

And we're very, very excited about these stories, so let me tell you a little bit about PNC.

我們對這些故事感到非常非常興奮，所以讓我向您介紹 PNC。

This is a new relationship for Salesforce.

這是 Salesforce 的新關係。

And we're helping them streamline operations across all their primary lines of business so that they can reimagine the banking experience for nearly 11 million customers.

我們正在幫助他們簡化所有主要業務線的運營，以便他們能夠重新構想近 1,100 萬客戶的銀行體驗。

All of their retail call centers and branches will now be powered by Salesforce, and that will help them respond to customers faster; and they will also use Salesforce to mobilize their corporate and institutional banking team, giving them access to customer information on the go.

他們所有的零售呼叫中心和分店現在都將由 Salesforce 提供支持，這將幫助他們更快地回應客戶；他們還將使用 Salesforce 來動員其企業和機構銀行團隊，讓他們隨時隨地存取客戶資訊。

Salesforce also signed a strategic agreement with Citi in the quarter.

Salesforce 在本季也與花旗簽署了策略協議。

And this is Citi's global consumer bank that will utilize Salesforce for all client facing personnel in their US retail bank, enabling Citi to better serve clients while lowering costs and improving analytics and efficiency.

這是花旗的全球消費者銀行，該銀行將為其美國零售銀行的所有面向客戶的人員使用 Salesforce，從而使花旗能夠更好地服務客戶，同時降低成本並提高分析和效率。

It really is an incredible vision to transform their global consumer bank with a very highly differentiated customer experience.

透過高度差異化的客戶體驗來改造他們的全球消費銀行，這確實是一個令人難以置信的願景。

We had a landmark win with one of the world's largest consumer packaged goods companies who needed a complete CRM and eCommerce platform to help them transform from B2B to a B2C business.

我們與全球最大的消費品公司之一取得了里程碑式的勝利，該公司需要完整的 CRM 和電子商務平台來幫助他們從 B2B 業務轉型為 B2C 業務。

Now, I am having a lot of conversations with customers about this particular type of transformation.

現在，我正在與客戶就這種特定類型的轉型進行大量對話。

And this relationship was the result of excellent collaboration between Salesforce and the Commerce Cloud, which grew its comparable customer gross merchandise value by 22% in constant currency from a year ago.

這種關係是 Salesforce 與 Commerce Cloud 之間出色合作的結果，以固定匯率計算，Commerce Cloud 的可比較客戶總商品價值比一年前成長了 22%。

This is an early sign of the power of our combined businesses, and it is creating unmatched value.

這是我們合併後業務力量的早期跡象，它正在創造無與倫比的價值。

Other commerce wins in the quarter included GNC and Shinseido.

本季其他商業勝利包括 GNC 和 Shinseido。

Now Amazon is a great win in the quarter, as well.

現在，亞馬遜在本季也取得了巨大的勝利。

We formed a strategic relationship in Q1, as you all know; and in Q3, that relationship has expanded and they added even more services throughout the company.

眾所周知，我們在第一季建立了戰略關係；在第三季度，這種關係得到了擴展，他們在整個公司增加了更多服務。

International continues to be an important cornerstone of our growth strategy.

國際化仍然是我們成長策略的重要基石。

In Europe, we had a great win with Kone, one of the world's largest elevator companies.

在歐洲，我們與世界上最大的電梯公司之一的通力取得了巨大的勝利。

And just last week, I spoke with Kone's CEO, Henrik Ehrnrooth, and his team about our partnership to transform the multi-billion dollar field service industry together.

就在上週，我與通力執行長 Henrik Ehrnrooth 及其團隊討論了我們共同改變價值數十億美元的現場服務業的合作夥伴關係。

Very exciting.

非常令人興奮。

Their vision is excellent, and they're using Salesforce to mobilize more than 20,000 service technicians.

他們的願景非常出色，並且正在使用 Salesforce 動員 20,000 多名服務技術人員。

With realtime customer information and service data from connected equipment, they will be able to provide more proactive service and respond to service requests faster than ever.

借助來自連接設備的即時客戶資訊和服務數據，他們將能夠提供更主動的服務並比以往更快地回應服務請求。

Telecom Argentina, also new to the Salesforce family.

阿根廷電信，也是 Salesforce 家族的新成員。

They selected Salesforce to power all their call centers and upgrade the in-store and online experience for more than 25 million customers.

他們選擇 Salesforce 為其所有呼叫中心提供支持，並為超過 2500 萬客戶升級店內和線上體驗。

We partnered very closely with Velocity to show them an integrated solution in their industry, and it is a testimony of the power of our industry strategy, coupled with the Salesforce ecosystem and our ability to work effectively with our partners.

我們與 Velocity 密切合作，向他們展示了其行業中的整合解決方案，這證明了我們行業策略的力量、Salesforce 生態系統以及我們與合作夥伴有效合作的能力。

It is also proof positive that our ecosystem is absolutely blossoming.

這也證明我們的生態系統正在蓬勃發展。

So it's pretty clear that our enterprise strategy, coupled with our continued operational focus, is working.

因此，很明顯，我們的企業策略以及我們持續的營運重點正在發揮作用。

Our investments in key industries, our partner ecosystem, and our top international regions are paying off, and we are very well positioned for a strong fiscal, the remainder of FY17.

我們對關鍵產業、合作夥伴生態系統和頂級國際地區的投資正在取得回報，我們已做好充分準備，在 2017 財年剩餘時間內實現強勁的財政狀況。

So at this point, I'd like to hand the call over to Mark Hawkins, and he can share some more detail around the financial highlights for the quarter.

因此，現在，我想將電話轉交給馬克霍金斯，他可以分享有關本季財務亮點的更多細節。

Mark?

標記？

Thanks, Keith.

謝謝，基斯。

I'm very pleased with our financial results for the third quarter, let me just say that.

我對第三季的財務表現非常滿意，我只想說一下。

Total revenue for the quarter was up 25% in dollars and 27% in constant currency, excluding a year-over-year FX headwind of $32 million.

該季度的總收入以美元計算增長了 25%，以固定匯率計算增長了 27%，不包括同比 3200 萬美元的外匯逆風。

The Commerce Cloud is off to a great start and had an excellent quarter, contributing $49 million to total revenue after adjusting for purchase and accounting.

Commerce Cloud 開局良好，季度表現出色，在調整採購和會計後為總收入貢獻了 4900 萬美元。

Our dollar attrition for the third quarter, which excludes Marketing Cloud and other acquired businesses, remain below 9%.

我們第三季的美元消耗（不包括 Marketing Cloud 和其他收購的業務）仍低於 9%。

Looking at revenue by cloud, Sales Cloud grew 13% year-over-year, Service Cloud grew 26%, App Cloud and Other grew 38%, Marketing Cloud grew 46%, but then if you exclude approximately $42 million of subscription and support revenue related to Demandwear, Marketing Cloud grew 21%.

以雲端運算的營收來看，銷售雲年成長 13%，服務雲端成長 26%，應用雲端和其他成長 38%，行銷雲端成長 46%，但如果排除約 4,200 萬美元的訂閱和支援收入與Demandwear 相關的Marketing Cloud 成長了21%。

In our region, we delivered another strong quarter of year-over-year constant currency revenue growth in EMEA by growing 27% and Asia-Pac by growing 29%.

在我們的地區，我們在歐洲、中東和非洲地區實現了另一個強勁的季度固定貨幣收入年增 27%，在亞太地區成長了 29%。

Now before I move on to cash flow and deferred revenue, I want to remind you that invoicing seasonality is affecting both of these metrics.

現在，在我繼續討論現金流量和遞延收入之前，我想提醒您，發票季節性正在影響這兩個指標。

As we discussed at the last two Analyst Days, we continue to see an increase in the seasonality of invoicing, primarily as a result of compounding and, to a lesser extent, contract co-terming and a shift toward annual invoicing in Q4.

正如我們在過去兩個分析師日所討論的那樣，我們繼續看到發票季節性的增加，這主要是由於複利以及在較小程度上合約共同期限以及第四季度向年度發票的轉變的結果。

In that context, third quarter cash flow was $154 million, down 5% over last year.

在此背景下，第三季現金流為 1.54 億美元，比去年同期下降 5%。

Deferred revenue ended the quarter at $3.5 billion, up 23%.

本季末遞延營收達 35 億美元，成長 23%。

Deferred revenue includes approximately $30 million related to our acquisition of Demandwear, up from $23 million in Q2.

遞延收入包括與我們收購 Demandwear 相關的約 3,000 萬美元，高於第二季的 2,300 萬美元。

On a constant currency basis, deferred revenue was up 25% when excluding a year-over-year FX headwind of about $49 million.

以固定匯率計算，剔除約 4,900 萬美元的年比外匯阻力，遞延收入成長了 25%。

On a sequential basis, deferred revenue had an FX headwind of $33 million.

以環比計算，遞延收入面臨 3,300 萬美元的外匯阻力。

In the quarter, approximately 80% of all subscription and support related invoices were issued with annual terms, excluding Demandwear.

本季度，約 80% 的訂閱和支援相關發票均按年度條款開立（Demandwear 除外）。

The Q3 benefit to deferred revenue from the change in billing frequency was less than one percentage point of growth.

第三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。

Now moving on to guidance.

現在繼續指導。

I'm pleased to be raising our full-year revenue guidance to $8.365 billion to $8.375 billion, despite absorbing approximately $100 million to $150 million of FX headwind this year.

儘管今年吸收了約 1 億至 1.5 億美元的外匯逆風，但我很高興將全年收入指引提高至 83.65 億至 83.75 億美元。

This implies year-over-year growth for FY17 of approximately 25%.

這意味著 2017 財年的年增率約為 25%。

We expect Demandwear and other acquired assets to contribute about [1%] to 2 percentage points of growth year-over-year.

我們預期 Demandwear 和其他收購的資產將貢獻約 [1%] 至 2 個百分點的年增率。

We are also raising our full-year non-GAAP diluted EPS guidance by $0.03, to $0.97 to $0.98.

我們也將全年非 GAAP 攤薄每股收益指引上調 0.03 美元，至 0.97 至 0.98 美元。

This raise includes [1%] from operational out performance and $0.01 from an investment gain in Q3 and $0.01 from an anticipated investment gain in Q4.

此次加薪包括來自營運業績的 [1%]、來自第三季投資收益的 0.01 美元和來自第四季度預期投資收益的 0.01 美元。

This guide continues to imply approximately 70 basis points of full-year non-GAAP operating margin improvement.

該指南繼續暗示全年非 GAAP 營業利潤率將提高約 70 個基點。

We continue to anticipate full-year operating cash flow growth of 20% to 21% year-over-year.

我們繼續預計全年營運現金流年增 20% 至 21%。

For Q4, we're initiating revenue guidance of $2.267 billion to $2.277 billion, non-GAAP diluted EPS of $0.24 to $0.25 and a year-over-year deferred revenue growth of 22% to 23%.

對於第四季度，我們啟動的營收指引為 22.67 億美元至 22.77 億美元，非 GAAP 攤薄後每股收益為 0.24 美元至 0.25 美元，遞延營收年增 22% 至 23%。

And as you heard from Mark, we're excited to deliver our first $10 billion revenue milestone next year, as we're initiating FY18 revenue guidance of $10.1 billion to $10.15 billion.

正如您從 Mark 那裡聽到的，我們很高興明年能夠實現第一個 100 億美元的收入里程碑，因為我們正在啟動 2018 財年 101 億至 101.5 億美元的收入指引。

This implies year-over-year growth of approximately 21%.

這意味著同比增長約 21%。

We plan to provide additional details about our outlook for FY18 on our fourth quarter call in February.

我們計劃在 2 月的第四季電話會議上提供有關 2018 財年展望的更多詳細資訊。

To close, we had a strong third quarter and we are well positioned for a great finish to FY17, and this sets us up for another strong 20% plus growth year in FY18.

最後，我們第三季表現強勁，我們已做好充分準備，為 2017 財年畫上圓滿的句號，這為我們在 2018 財年再創 20% 以上的強勁增長奠定了基礎。

At this time, I'd like to thank all of our nearly 24,000 employees for their dedication to customer success and driving these outstanding results.

此時此刻，我要感謝我們所有近 24,000 名員工為客戶成功所做的奉獻並推動了這些出色的成果。

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

接下來，我們將開始提問，接線生。

(Operator Instructions)

（操作員說明）

Our first question is from the line of Brent Thill with UBS.

我們的第一個問題來自瑞銀集團 (UBS) 的布倫特·蒂爾 (Brent Thill)。

Good afternoon.

午安.

In Q2, you noted some US weakness.

在第二季度，您注意到美國的一些弱點。

It looks like in Q3, that came back.

看起來在第三季度，這種情況又回來了。

I was curious if you could just talk about the performance in the US.

我很好奇你是否能談談在美國的表現。

And Keith, you were clear that these deals were delayed, not lost.

基思，你很清楚這些交易被推遲了，而不是丟失了。

Did they come back in in the quarter?

他們在本季回來了嗎？

Yes, hi.

是的，嗨。

Glad to answer that question.

很高興回答這個問題。

So we did discuss in the last call that at the very end of Q2, we did have some weakness in the United States and that was attributed to execution issues.

因此，我們在上次電話會議中確實討論過，在第二季末，我們在美國確實存在一些弱點，這歸因於執行問題。

And as I had said on the last call, we did a very detailed and very disciplined operational review.

正如我在上次電話會議中所說，我們進行了非常詳細且非常嚴格的營運審查。

We made some minor adjustments to our play book and some changes down the ranks.

我們對我們的戰術手冊做了一些細微的調整，並對排名進行了一些調整。

And I'm very, very pleased with the results.

我對結果非常非常滿意。

This is a high performing team.

這是一支高績效團隊。

It's been a very high performing team for a number of years, and they responded in kind.

多年來，這是一支表現非常出色的團隊，他們也做出了同樣的回應。

As far as deals, in any given quarter deals, there's an ebb and flow.

就交易而言，在任何特定季度的交易中，都會有潮起潮落。

Some come in, some come out.

有的進來，有的出來。

But I'm very, very pleased with the execution in the quarter, particularly around these large seven figure-plus transactions.

但我對本季的執行情況非常非常滿意，特別是圍繞這些七位數以上的大型交易。

Again, these brands are absolutely fantastic.

再說一次，這些品牌絕對很棒。

You talk about a company like PNC Bank or Citigroup, even Amazon in the quarter, Kone, Telecom Argentina, many of these brands are world class brands.

你談論像 PNC 銀行或花旗集團這樣的公司，甚至本季的亞馬遜、通力、阿根廷電信，其中許多品牌都是世界級品牌。

And our performance was strong globally across all theatres, all markets, all segments, all industries.

我們在全球所有戲院、所有市場、所有細分市場、所有產業的表現都很強勁。

So again, I think it is a quarter of execution and very, very proud of how the team responded.

再說一遍，我認為這是執行力的四分之一，並且對團隊的反應感到非常非常自豪。

Our next question is from the line of Raimo Lenschow with Barclays.

我們的下一個問題來自巴克萊銀行的 Raimo Lenschow。

Thanks for taking my question and congrats on a great quarter.

感謝您提出我的問題，並祝賀您度過了一個美好的季度。

Can you dig in a little bit into the different clouds?

能深入研究一下不同的雲嗎？

Can you speak a little bit how you saw the performance, obviously platform was strong, the Sales Clouds continues to be better with the higher value SKUs that you introduced.

您能否談談您對業績的看法，顯然平台很強大，隨著您引入的更高價值的 SKU，銷售雲繼續變得更好。

The Service Cloud moderated a little bit.

服務雲稍微緩和了一些。

Can you frame it how you see it, maybe, Keith, question for you here?

你能按照你的看法來描述它嗎？

Yes, so again, we are very fortunate, based on the vision of our CEO, who's sitting right here, to have an incredible product and a set of clouds that is second to none.

是的，再說一遍，根據坐在這兒的執行長的願景，我們非常幸運，擁有令人難以置信的產品和一套首屈一指的雲端。

Obviously, we're the market leader in virtually every one of these clouds and super excited about the vision that we put forth for our customers.

顯然，我們幾乎是所有雲端領域的市場領導者，並且對我們為客戶提出的願景感到非常興奮。

And obviously, based on these results, our customers are super excited, as well.

顯然，根據這些結果，我們的客戶也非常興奮。

And they serve as the inspiration and motivation for a lot of the vision, along with, of course, Marc and the rest of the team comes up with here.

他們是許多願景的靈感和動力，當然，還有 Marc 和團隊其他成員提出的願景。

But I will tell you that we are very pleased with our Sales Cloud execution, we're very pleased with our Service Cloud execution.

但我會告訴您，我們對銷售雲的執行非常滿意，我們對服務雲的執行也非常滿意。

And proof positive around Service Cloud is that example I gave on Kone.

關於 Service Cloud 的積極證據是我在 Kone 上給出的例子。

This is a best-in-class service-oriented company, even though they're an industrial manufacturer; and they look to us to help them transform their business around field service, because this is a way for them to differentiate their product.

這是一家一流的服務型公司，儘管他們是一家工業製造商；他們希望我們幫助他們圍繞現場服務轉變業務，因為這是他們使產品脫穎而出的一種方式。

Service is very strategic to their future, and it's just one example of how companies are looking at Service Cloud.

服務對於他們的未來非常具有戰略意義，這只是公司如何看待服務雲的一個例子。

Our platform continues.

我們的平台仍在繼續。

Our ISV strategy is very, very strong.

我們的 ISV 策略非常非常強大。

Our execution around ISVs has been very strong, which speaks to how strong the platform is.

我們圍繞 ISV 的執行力非常強大，這說明了該平台的強大程度。

We look at Marketing Cloud as a very strong product.

我們將 Marketing Cloud 視為一款非常強大的產品。

We look at some of these acquisitions that we've made, the Commerce Cloud.

讓我們來看看我們進行的一些收購，即商務雲。

We had a very large global CPG company, very, very recognizable brand, and that deal happened because Commerce Cloud on to itself was very compelling, but when combined with our core products made us even more compelling to paint a vision for that particular company.

我們擁有一家非常大的全球消費品公司，品牌非常非常知名，這筆交易的發生是因為Commerce Cloud 本身就非常引人注目，但與我們的核心產品相結合，使我們更加引人注目地為該特定公司描繪願景。

So we love our product strategy.

所以我們喜歡我們的產品策略。

We love our vision.

我們熱愛我們的願景。

Our customers obviously love our vision.

我們的客戶顯然​​喜歡我們的願景。

This was only reinforced at Dreamforce, which was just an incredible event this year.

這一點在 Dreamforce 上得到了加強，今年的活動令人難以置信。

We say that every year, but it was just an incredible event.

我們每年都會這麼說，但這只是一個令人難以置信的事件。

And then when you start adding things like Einstein into the mix, which is really about the future, it just becomes more and more compelling.

然後，當你開始將像愛因斯坦這樣的東西加入其中時，這實際上是關於未來的，它變得越來越引人注目。

So we definitely have the winds at our back and in our sails, and we're super excited about the execution and our vision for our customers.

因此，我們絕對順風順水，我們對客戶的執行和願景感到非常興奮。

And Keith, I just want to add to that.

基思，我只想補充一點。

And I'm sure everybody realizes, especially people who were at Dreamforce, this is a balanced portfolio, and we have really a balanced portfolio.

我相信每個人都意識到，尤其是 Dreamforce 的人，這是一個平衡的投資組合，而且我們確實擁有一個平衡的投資組合。

And what's great about that is that, of course, we've talked about having a balanced portfolio geographically.

當然，最棒的是，我們已經討論過在地理上擁有平衡的投資組合。

We have a balanced portfolio in regard to our small and medium business, as well as our enterprise business.

我們在中小型業務以及企業業務方面擁有均衡的投資組合。

We also have a balanced portfolio when it comes to our products, and you can see that in the numbers.

我們的產品也擁有平衡的產品組合，您可以從數字中看到這一點。

Of course, Sales Cloud is one of the largest products in our industry, not just CRM, but in the software industry, and to see it growing at 13%, I just think that is incredible to see that reacceleration, and it's pretty awesome and I'm really excited about that.

當然，Sales Cloud 是我們行業中最大的產品之一，不僅是CRM，而且是軟體產業，看到它以13% 的速度成長，我認為看到這種重新加速真是令人難以置信，而且非常棒，而且我對此感到非常興奮。

Again, we saw Service of 29%, we saw App Cloud and Other at 43%, Marketing, 28%.

同樣，我們看到服務佔 29%，應用程式雲端和其他佔 43%，行銷佔 28%。

But what I really focus on is that we have a balanced portfolio of offerings, because as the sales force gets different levels of comfort and by geography and by market segment, we see that shift quarter to quarter.

但我真正關注的是我們擁有均衡的產品組合，因為隨著銷售人員獲得不同程度的舒適感，並且根據地理位置和細分市場，我們看到這種情況逐季變化。

But like a portfolio manager in a big institution, a big financial institution and they're keeping a balanced portfolio, so are we.

但就像大型機構、大型金融機構的投資組合經理一樣，他們保持平衡的投資組合，我們也是。

And through that balanced portfolio, that's how we are achieving these high performance results.

透過這種平衡的產品組合，我們就是如何實現這些高性能結果的。

In fact, Mark, I'd like to add on to that.

事實上，馬克，我想補充一點。

I really see that, when you look at the entire balanced portfolio, Mark, and you look at the growth rate that we're putting up, which nobody is doing in our industry at this size and scale, what it translates in is this whole market share thing, Mark, where we gain market share, we gained 150 basis points at last report, and we continue to watch our competitors fall behind in this respect.

我確實看到，馬克，當你看看整個平衡的投資組合，看看我們所提出的成長率時，在我們的行業中沒有人以這種規模和規模做到這一點，它所轉化的就是整個市場份額的事情，馬克，我們獲得了市場份額，在上一份報告中我們獲得了 150 個基點，並且我們繼續看到我們的競爭對手在這方面落後。

And then lastly, Mark, to your point on portfolio, 27% growth in the Americas, 27% growth in constant currency in Europe, and 29% growth in constant currency in Asia-Pac.

最後，馬克，就您的投資組合而言，美洲成長了 27%，歐洲以固定匯率計算成長 27%，亞太地區以固定匯率計算成長 29%。

Mark, I think that underscores the portfolio point.

馬克，我認為這強調了投資組合的要點。

Our next question is from the line of Kash Rangan with Bank of America Merrill Lynch.

我們的下一個問題來自美國銀行美林銀行的卡什·蘭根 (Kash Rangan)。

Hi.

你好。

Thank you very much.

非常感謝。

One question for both Marks.

兩個馬克都有一個問題。

Marc Benioff, with respect to Einstein, when is the product going to be in GA and how are you as a company going to be gearing the sales organization go-to-market strategy around Einstein?

馬克貝尼奧夫（Marc Benioff），關於 Einstein，該產品什麼時候會上市？ 作為一家公司，您將如何圍繞 Einstein 調整銷售組織的上市策略？

And then one for Mark Hawkins.

然後是馬克·霍金斯的一張。

I will actually finish up the first question before the second one.

我實際上會在第二個問題之前完成第一個問題。

Thank you.

謝謝。

I think when you look at things like Einstein, you look at these incredible directions, these shifts that are going on in technology, from the customer perspective -- and we had an opportunity to meet with all the largest banks here in New York this week -- the customer service, sales, marketing, these things, it's going to have an incredible shift.

我認為當你看到像愛因斯坦這樣的東西時，你會從客戶的角度看到這些令人難以置信的方向，這些技術正在發生的轉變——本週我們有機會與紐約所有最大的銀行會面－客戶服務、銷售、行銷等方面，將會發生令人難以置信的轉變。

And that is really what is just surprising to me.

這確實讓我感到驚訝。

When you look back, we started this company 17, 18 years ago, and where we are now, this was unexpected from a technical perspective.

當你回顧過去時，我們在 17、18 年前創辦了這家公司，而我們現在的處境，從技術角度來看是出乎意料的。

And I went through some of those things, but whether it's our UI -- the demos that I did with customers today were entirely on my phone.

我經歷了其中一些事情，但無論是我們的用戶介面——我今天與客戶一起做的演示都完全在我的手機上進行。

I'm giving CEOs of Fortune 100 companies, hey, I run my whole business on my phone.

我正在給財富 100 強公司的執行長們講，嘿，我在手機上經營我的整個業務。

That surprises a lot of people.

這讓很多人感到驚訝。

And to see the amount of information and insights that you can get from that is just incredible, and not just the UI, but business intelligence, as well.

從中獲得的資訊量和洞察力令人難以置信，不僅是用戶介面，還包括商業智慧。

I have Wave running on my phone.

我的手機上正在運行 Wave。

Mark Hawkins has Wave running on his -- we both gave a Fortune 10 CEO a demo on our phones, and they just couldn't believe that.

馬克霍金斯 (Mark Hawkins) 在他的手機上運行了 Wave——我們都在我們的手機上向財富 10 強首席執行官進行了演示，他們簡直不敢相信。

And then, I'll tell you that it's now AI, artificial intelligence, everything is getting just smarter and it's helping all these users to actually point the direction of success.

然後，我會告訴你，現在是人工智慧，一切都變得更加智能，它正在幫助所有這些用戶真正指明成功的方向。

They know where to go.

他們知道該去哪裡。

That is what is so cool.

這就是最酷的地方。

And of course, we're complementing that with the speed of our platform, with this unbelievable mobility, with this productivity from Quip.

當然，我們也透過我們平台的速度、令人難以置信的移動性以及 Quip 的生產力來補充這一點。

I think I talked about that earlier, but that's a huge game changer for our customers.

我想我之前談過這一點，但這對我們的客戶來說是一個巨大的遊戲規則改變者。

This is really awesome.

這真是太棒了。

And to see it as this integrated platform that our Company, our customers can execute against is very motivating for them and I think that that's really cool.

將其視為我們公司、我們的客戶可以執行的整合平台，這對他們來說非常有動力，我認為這真的很酷。

And of course, Einstein is a huge part of it.

當然，愛因斯坦是其中很大一部分。

And you're going to see Einstein, of course, deeply integrated in everything that we do.

當然，你會看到愛因斯坦深深融入我們所做的每一件事。

And customers get that Einstein is different than other AI solutions.

客戶知道 Einstein 與其他人工智慧解決方案不同。

I've met with all of the tech CEOs, of course, the cloud COs, and they all have AI.

我見過所有的科技首席執行官，當然還有雲端 CO，他們都擁有人工智慧。

It's table stakes.

這是賭注。

AI is table stakes, you all know that.

人工智慧是賭注，你們都知道。

Everybody's got it, programmatically.

每個人都以程式設計方式掌握了它。

Oh, we've got the best AI.

哦，我們有最好的人工智慧。

No, we've got the best AI.

不，我們有最好的人工智慧。

Okay, fine.

好的。

But we all have it declaratively through our platform.

但我們都透過我們的平台聲明性地擁有它。

Because we need to bring it to millions of people, not just a few.

因為我們需要將其帶給數百萬人，而不僅僅是少數人。

There's only 15 million programmers in the world.

世界上只有 1500 萬程式設計師。

We're much bigger than that.

我們比那大得多。

We have to bring this to people who don't code or are low coders or citizen developers need to have the power of artificial intelligence.

我們必須將其帶給那些不會編碼、編碼程度較低的人，或需要擁有人工智慧力量的公民開發人員。

They need the power of mobility.

他們需要移動的力量。

That's why Salesforce platform is so exciting and that our core clouds, like Sales and Service are built on it.

這就是為什麼 Salesforce 平台如此令人興奮的原因，而我們的核心雲端（例如銷售和服務）都建立在這個平台之上。

That is a huge differentiator for us.

這對我們來說是一個巨大的差異化因素。

And you can see it in our win rates and also our competitive position has never been stronger.

您可以從我們的勝率中看到這一點，而且我們的競爭地位從未如此強大。

And Kash, you had a second question that you wanted to add in?

Kash，您還有第二個問題想補充嗎？

So Kash was disconnected, but Marc, so we'll just pause.

所以卡什已斷開連接，但馬克，所以我們暫停一下。

Maybe he will call back on the second question he had for me.

也許他會回電詢問他向我提出的第二個問題。

Our next question is from the line of Walter Pritchard with Citi.

我們的下一個問題來自花旗集團的沃爾特‧普里查德 (Walter Pritchard)。

Hi.

你好。

Thanks.

謝謝。

Mark Hawkins, I'm wondering if you could talk a bit about the synergies that you're starting to see or if you're starting to see synergies out of Demandwear, principally from a revenue perspective?

Mark Hawkins，我想知道您是否可以談談您開始看到的協同效應，或者您是否開始看到 Demandwear 的協同效應，主要是從收入的角度來看？

And I'm curious in your Q4 guidance if you've embedded anything additional to what you were thinking three to six months ago?

我很好奇您在第四季度的指導中是否嵌入了除三到六個月前的想法之外的任何其他內容？

Sure, let me just jump on that and anybody else can add in, if they'd like.

當然，讓我直接講到這一點，如果其他人願意，也可以補充。

We are so pleased with Demandwear.

我們對 Demandwear 非常滿意。

We are so pleased to have this asset.

我們很高興擁有這項資產。

It rounds us out.

它使我們更加圓整。

It's a unique asset.

這是一項獨特的資產。

That was just good fortune.

那隻是運氣好而已。

Oh, my gosh, Marc, wasn't it?

哦，天哪，馬克，不是嗎？

Keith, you agree, don't you?

基思，你也同意，不是嗎？

I absolutely agree.

我絕對同意。

We can't believe it.

我們簡直不敢相信。

First of all, Keith loves having a company in Boston.

首先，基斯喜歡在波士頓擁有一家公司。

(Laughter)

（笑聲）

I'll second that.

我會附議。

But we also got Haywire, too.

但我們也有失控的情況。

Now we have two.

現在我們有兩個。

He's got a big smile on his face.

他臉上掛著燦爛的笑容。

But Walter, I appreciate the question because we--

但是沃爾特，我很欣賞這個問題，因為我們——

Are you wearing the easy shoes today, Keith?

基思，你今天穿的是休閒鞋嗎？

I'm going to go get them right now, Marc.

我現在就去找他們，馬克。

How about the Vineyard Vine?

葡萄園藤怎麼樣？

Okay.

好的。

Let's just keep going.

讓我們繼續吧。

Well, I'll go with my numbers.

好吧，我會用我的數字。

But Walter, I think what's interesting about this is we put out, in a stub period announcement, $49 million in revenue.

但是沃爾特，我認為有趣的是我們在一份臨時公告中公佈了 4900 萬美元的收入。

And of course, you know that was hair cut by about 33%.

當然，你知道頭髮被剪掉了大約 33%。

We've snapped this in, and we talk about execution.

我們已經對此進行了討論，並討論了執行。

Everybody's been on it.

每個人都曾參與其中。

We have a great team that's been joining us.

我們有一支優秀的團隊正在加入我們。

They're working in with our broader company, and we're starting to see the momentum pick up.

他們正在與我們更廣泛的公司合作，我們開始看到這種勢頭回升。

And Marc alluded to that in some of the activities, but we see lots and lots of opportunity.

馬克在一些活動中提到了這一點，但我們看到了很多很多的機會。

And from a synergy standpoint, we have a plan.

從協同的角度來看，我們有一個計劃。

We can't go into great detail on all of that about where we're going to take this long term, including, as you would expect, Walter, lifting the company and its synergies and really leveraging some of the best practices of Salesforce and some of the best practices of Demandwear.

我們無法詳細說明我們將在長期內採取哪些行動，包括如您所料，Walter，提升公司及其協同效應，並真正利用 Salesforce 和 Salesforce 的一些最佳實踐。

So watch this frame to come, but the overall performance I love what I see.

所以請觀看即將到來的這個框架，但我喜歡我所看到的整體性能。

Our next question is from the line of Keith Weiss with Morgan Stanley.

我們的下一個問題來自摩根士丹利的 Keith Weiss。

Thank you guys for taking the question and echoing the comments on a really nice quarter.

感謝你們提出問題並回應對一個非常美好的季度的評論。

One of the areas that we've seen really nice acceleration in over the past couple quarters has been the application platform.

在過去幾個季度中，我們看到真正加速發展的領域之一是應用程式平台。

Anything in particular that's kicking in gear there?

有什麼特別的事情正在發生嗎？

Is it SIs building, helping to build applications on it?

SI 是否正在建置、協助在其上建立應用程式？

Is Wave starting to be a more material contributor?

Wave 是否開始成為更多物質貢獻者？

Can you give us any incremental color on what's really working there?

您能給我們一些關於那裡真正起作用的增量資訊嗎？

And then maybe on the flip side, one area that has been decelerating has been Marketing Cloud.

另一方面，行銷雲可能是一個一直在減速的領域。

And one of the things we're hearing a lot about in the marketplace is increasing competition, potentially from the alignment of Microsoft and Adobe.

我們在市場上經常聽到的一件事是競爭加劇，這可能來自微軟和 Adob​​e 的結盟。

Is that having any of an impact on Marketing Cloud, given any pressure on that business and causing the slowdown there?

考慮到該業務面臨任何壓力並導致業務放緩，這是否會對 Marketing Cloud 產生任何影響？

Well, I mean I think number one, we look at Microsoft, we sold more CRM software this quarter than Microsoft has sold in the last decade.

嗯，我的意思是，我認為第一，我們看看微軟，我們本季銷售的 CRM 軟體比微軟過去十年銷售的還要多。

It's just empirical.

這只是經驗性的。

And that is what is really awesome about our performance against Microsoft.

這就是我們對微軟的表現真正令人驚嘆的地方。

And I'll tell you also, when you look at Marketing Cloud, I really look at that against -- we have so many unbelievable products, Keith knows I feel this way and then I'm going to ask Keith to come in -- I really feel we're distribution constrained.

我還要告訴你，當你看到 Marketing Cloud 時，我真的會反對——我們有很多令人難以置信的產品，基斯知道我有這種感覺，然後我會邀請基斯加入——我真的覺得我們的分銷受到限制。

We have so much product.

我們有這麼多的產品。

We are in so many amazing markets, whether it's sales, service, marketing, communities, analytics, application development, like you're talking, App Cloud, whether it's commerce, whether it's IoT, whether it's productivity with Quip, and the sales force is going to have that full portfolio of products and they are going to move back and forth against those.

我們身處許多令人驚嘆的市場，無論是銷售、服務、行銷、社群、分析、應用程式開發（就像您所說的 App Cloud），無論是商務、物聯網、Quip 生產力或銷售人員將擁有完整的產品組合，並且他們將在這些產品上來回移動。

And we've seen that.

我們已經看到了這一點。

Look at our results over the last five years and you're going to see that constant up and down of those clouds, based on that distribution organization performance.

看看我們過去五年的結果，您會看到這些雲端根據分銷組織的績效不斷上下波動。

But Keith, you're the absolute leader of the distribution organization and you probably have a unique perspective on this.

但是基思，你是發行組織的絕對領導者，你可能對此有獨特的看法。

Well look, I think the bottom line is that we have an abundance of riches, particularly as it relates to our product portfolio.

好吧，我認為底線是我們擁有豐富的財富，特別是與我們的產品組合相關的財富。

And if I look at our field organization and the value proposition and the solutions that they can put in front of a customer, whether it's a line of business executive or whether it's from an industry perspective, it is incredibly compelling.

如果我看看我們的現場組織以及他們可以向客戶提出的價值主張和解決方案，無論是業務主管還是從行業角度來看，它都非常引人注目。

And that is really manifesting itself in these results.

這確實體現在這些結果中。

So I would echo Marc's sentiment about what people have to carry in their bag and what they can put in front of customers.

因此，我同意馬克關於人們必須在包包裡攜帶什麼以及可以把什麼放在顧客面前的觀點。

I also want to go back to part of the question around the platform and why we're seeing such great results in the platform.

我還想回到有關該平台的部分問題以及為什麼我們在該平台上看到如此出色的成果。

There's a bunch of reasons for this, and let me start with the systems integrator.

造成這種情況的原因有很多，讓我從系統整合商開始。

I think as everybody knows, we have really emphasized the importance of having an incredible partner ecosystem, particularly over the last three and a half years.

我想眾所周知，我們確實強調了擁有一個令人難以置信的合作夥伴生態系統的重要性，特別是在過去的三年半中。

And that has just paid dividends, whether you're talking about the largest SIs or the boutiques.

無論您談論的是最大的系統整合商還是精品店，這都已經帶來了紅利。

And we still have work to do there, but the team has really done a fantastic job there.

我們還有很多工作要做，但團隊確實做得非常好。

But those SIs are really recognizing the value of the platform and what it can bring to their client.

但這些 SI 確實認識到該平台的價值以及它可以為客戶帶來什麼。

So that's one point I would raise.

這就是我要提出的一點。

The second point that I would raise is that initially when we sell or position a product to a customer, like Sales Cloud or Service Cloud, customers are overwhelmed by how incredible it is, but then they realize that the power of the platform extending sales and extending service, and that just lends itself to more usage and adoption and utilization of the platform product.

我要提出的第二點是，最初當我們向客戶銷售或定位產品（例如 Sales Cloud 或 Service Cloud）時，客戶會被它的不可思議程度所震撼，但隨後他們意識到平台擴展銷售和服務的力量擴展服務，這有助於平台產品的更多使用、採用和利用。

And then finally, back to my partner comment, we've had a huge emphasis on ISVs and the growth of the ISVs and making sure that we reinvigorate our app exchange.

最後，回到我的合作夥伴的評論，我們非常重視 ISV 和 ISV 的發展，並確保我們重振我們的應用程式交換。

But particularly around our industry ISVs, we've seen tremendous success.

但特別是在我們的行業 ISV 方面，我們已經取得了巨大的成功。

And why is that?

為什麼是這樣？

Well, number one, they love our platform.

嗯，第一，他們喜歡我們的平台。

They see all the capabilities, they see all the potential, and they want to build mission critical applications on top of that platform.

他們看到了所有功能，看到了所有潛力，並希望在該平台上建立關鍵任務應用程式。

So we do have a lot of great products in the portfolio that our sales team can deliver and our service teams can provide service to and our partners can deploy, but we also have an incredible platform.

因此，我們的產品組合中確實有很多出色的產品，我們的銷售團隊可以提供這些產品，我們的服務團隊可以提供服務，我們的合作夥伴可以部署這些產品，但我們也擁有一個令人難以置信的平台。

And that is a lot of the secret sauce that we have in the Company.

這就是我們公司擁有的許多秘密武器。

Keith, I love your comment of abundance of product, abundance of riches in that way.

基思，我喜歡你對豐富的產品、豐富的財富的評論。

Just adding on, Heroku, even on the B2C side, has been a nice adder to all the things that you had talked about.

補充一下，Heroku，即使在 B2C 方面，也是您所討論的所有內容的一個很好的補充。

And then one of the things I see with customers is this whole notion of using force.com and they like to self-brand and they add on using force.com, which is really neat that they can do that.

然後我在客戶身上看到的一件事是使用force.com的整個概念，他們喜歡自我品牌，並且他們使用force.com進行添加，他們可以做到這一點，這真的很巧妙。

And Keith, I think you also have to really hit on some of these specific relationships that you have the world's top SIs who have built phenomenal practices, heading towards billion dollar practices, which is incredible for them, with these unbelievable service organizations.

Keith，我認為你還必須真正建立一些特定的關係，即你擁有世界頂級的系統整合商，他們已經建立了非凡的實踐，正在走向數十億美元的實踐，這對他們來說是不可思議的，與這些令人難以置信的服務組織。

And you and I had meetings with CEOs of these top SIs who were at other user conferences this quarter, we're not going to mention any names, because CEOs are very sensitive in this industry, but these big SIs go into these other conferences and they say, where's the vibe, where's the energy, where's the momentum, where's the growth, where's the innovation?

你和我會見了這些頂級SI 的首席執行官，他們參加了本季度的其他用戶會議，我們不會提及任何名字，因為首席執行官在這個行業非常敏感，但這些大SI 參加了這些其他會議，並且他們說，氛圍在哪裡，活力在哪裡，動力在哪裡，成長在哪裡，創新在哪裡？

And they are pivoting back to us, and that's exciting to us, because we can bring a large systems integrator -- and we've talked, and by the way, they're standardized on us internally, companies like Accenture, Deloitte and so many others, who are building these incredible, fast growing practices, and customers are paying attention to that, as well, is that right?

他們正在轉向我們，這讓我們感到興奮，因為我們可以帶來大型系統整合商——我們已經談過了，順便說一句，他們在我們內部進行了標準化，像埃森哲、德勤等公司許多其他人正在建立這些令人難以置信的、快速成長的實踐，客戶也在關注這一點，對嗎？

Look, these SIs, a critical part of our strategy, these SIs are in the boardroom along with us, and they are key influencers.

看，這些 SI，我們策略的關鍵部分，這些 SI 與我們一起在董事會中，他們是關鍵的影響者。

In fact, Marc, you and I have presented to quite a few of their Boards.

事實上，馬克，你和我已經向不少董事會做了介紹。

Now I don't believe that Microsoft or SAP or Oracle are being asked to present in the Boards of these incredible SIs.

現在，我不相信 Microsoft、SAP 或 Oracle 會被要求在這些令人難以置信的 SI 的董事會中露面。

So it's a big part of our strategy.

所以這是我們策略的重要組成部分。

If you look at their growth of their practices, they're exploding.

如果你看看他們的實踐成長，你會發現他們正在爆炸式增長。

And they can't get enough talent, so they're cannibalizing the legacy practices of the companies that I mentioned earlier.

他們無法獲得足夠的人才，因此他們正在蠶食我之前提到的公司的傳統做法。

Why is that, Keith?

為什麼會這樣，基斯？

Why do we have so much CEO and Board level attention compared to when we sold it, Oracle, I never made a call on a CEO or Board, and I don't know how many of those you made, you were there far longer than I was?

與我們出售它時相比，為什麼我們得到瞭如此多的首席執行官和董事會級別的關注，甲骨文，我從來沒有給首席執行官或董事會打電話，我不知道你做了多少這樣的事情，你在那裡的時間遠遠長於我曾經是？

But just put it in perspective.

但只是客觀地看待它。

Well, I think it's very simple.

嗯，我認為這很簡單。

These companies, these CEOs have an agenda of growth.

這些公司、這些執行長都有一個成長議程。

Our story is about growth.

我們的故事是關於成長的。

Their imperative is about growth.

他們的當務之急是成長。

And we are uniquely qualified, as a company with this product portfolio, and quite frankly, our culture is an example of how to grow to drive that.

作為一家擁有該產品組合的公司，我們具有獨特的資質，坦白說，我們的文化是如何發展以推動這一目標的典範。

Because we are a double digit grower, and all these other software companies are just single-digit growers and they can't break out of that.

因為我們是兩位數的成長者，而所有其他軟體公司只是個位數的成長者，他們無法擺脫這種困境。

It's really--

是真的 -

And this is what these customers want, they want to be double digit growers.

這就是這些客戶想要的，他們希望成為兩位數的種植者。

That's exactly right.

完全正確。

And we have the product portfolio and the vision to help them do that.

我們擁有幫助他們實現這一目標的產品組合和願景。

I'm smiling, Marc.

我在微笑，馬克。

I was looking at Keith.

我看著基斯。

We were in Davos, I won't mention the name, but one of the biggest SIs that you talked about in the world, talking about standardizing on Salesforce.

我們在達沃斯，我不會提名字，但你談到了世界上最大的 SI 之一，談論了 Salesforce 的標準化。

And Keith, you remember that discussion and just that all came to be, and it's great to see them not only partnering with us, but using.

基思，你還記得那次討論以及一切的發生，很高興看到他們不僅與我們合作，而且使用。

Well, just to that point, and both of you guys have mentioned this, it's one thing to build a practice, but when you also bet on your business, because you're running Salesforce to run your business, I think that speaks volumes.

嗯，就這一點而言，你們倆都提到了這一點，建立實踐是一回事，但是當您也押注於您的業務時，因為您正在運行Salesforce 來運營您的業務，我認為這很有意義。

And all the major players do.

所有主要參與者都這樣做。

Our next question is from the line of Heather Bellini with Goldman Sachs.

我們的下一個問題來自高盛的希瑟貝利尼 (Heather Bellini)。

Thank you.

謝謝。

This question is for Marc Benioff.

這個問題是問馬克·貝尼奧夫的。

Marc, it wasn't long ago that you set a $10 billion target.

馬克，不久前您設定了 100 億美元的目標。

And obviously, you're going to achieve that next year, based on your guidance.

顯然，根據您的指導，您明年將實現這一目標。

It does seem like you have a very good crystal ball versus others.

看起來你確實比其他人有一個非常好的水晶球。

And I'm just wondering, if you were to fast forward to Salesforce hitting your new goal of $20 billion, what do you think would have been the biggest drivers, if you were to look back?

我只是想知道，如果您要快轉到 Salesforce 實現 200 億美元的新目標，那麼當您回顧過去時，您認為最大的推動因素是什麼？

Which products do you think would be giving you or driving the most incremental revenue, if you had to guess, and how would you think about the margin trajectory of the Company as you surpassed that feat?

如果你必須猜測的話，你認為哪些產品會為你帶來或推動最大的增量收入？

Well, I really appreciate that, Heather.

嗯，我真的很感激，希瑟。

And I'll tell you that I really think that in my core, I think that I'll get back to my comment about that balanced portfolio in our platform.

我會告訴你，我真的認為，在我的核心，我認為我會回到我對我們平台中的平衡投資組合的評論。

You know, what's unique, Heather, about our capability, and you know this, is that we have an integrated platform.

你知道，希瑟，我們能力的獨特之處在於我們擁有一個整合平台。

And this integrated platform is exciting, because not only is it the number one sales cloud in the world, not only is it the number one service cloud in the world, not only is it the number one declarative platform, but it has all these other capabilities, mobility and AI and so forth, analytics, and so forth.

這個整合平台令人興奮，因為它不僅是世界第一的銷售雲，不僅是世界第一的服務雲，不僅是世界第一的聲明性平台，而且它擁有所有這些其他功能能力、移動性和人工智能等、分析等等。

And so I think that when I look at the most incredible things that our customers have done, they weave these things together in really smart and creative ways, build these, they build these apps, they deploy these things internally, and they look for speed.

因此，我認為，當我看到我們的客戶所做的最令人難以置信的事情時，他們以非常聰明和創造性的方式將這些東西編織在一起，構建這些東西，他們構建這些應用程序，他們在內部部署這些東西，並且他們尋求速度。

They're looking for speed.

他們追求的是速度。

Of course, they want productivity, of course, they want intelligence, of course, they want mobility.

當然，他們想要生產力，當然，他們想要智能，當然，他們想要移動性。

They want that core platform.

他們想要那個核心平台。

And that, because I think we built it right.

那是因為我認為我們的建設是正確的。

Now of course, we've also bought some great things that are outside of our core that were integrated into our core, like our Marketing Cloud, like our Commerce Cloud, like Quip.

當然，現在我們也購買了一些核心之外的很棒的東西，這些東西已整合到我們的核心中，例如我們的行銷雲、商務雲、Quip。

But with Lightning, that's an incredible UI layer that no one has ever seen anything like this componentized application development UI layer.

但對於 Lightning，這是一個令人難以置信的 UI 層，沒有人看過像這樣的元件化應用程式開發 UI 層。

It's almost like a visual ETL.

它幾乎就像一個可視化的 ETL。

That is, these customers are now integrating this stuff together at the UI layer, and of course, at the data layer, but that is what I think is going to really drive us forward.

也就是說，這些客戶現在正在 UI 層（當然還有資料層）將這些東西整合在一起，但我認為這將真正推動我們前進。

I think that it's going to be our platform.

我認為這將成為我們的平台。

And I think that when you look out, and obviously, we have short-term goals around that $20 billion number.

我認為，當你放眼望去時，很明顯，我們的短期目標是圍繞著 200 億美元的數字。

Heather, I'm sure you have your own model of when you think we're going to hit it.

希瑟，我相信你對我們何時能成功有自己的模型。

But I think that for us, we want to make sure that, I don't know exactly when we're going to double the Company by, but my dream certainly is to double this, I would just tell you, my dream is to double this Company within the next three to four years, for sure.

但我認為，對我們來說，我們想要確保，我不確切知道我們什麼時候能讓公司翻一番，但我的夢想肯定是翻一番，我只想告訴你，我的夢想是當然，在未來三到四年內，該公司的規模將會翻倍。

That's really important to me.

這對我來說真的很重要。

Amy Weaver here, who works directly for me as my General Counsel, and she doesn't want me to go any farther.

艾米·韋弗（Amy Weaver）在這裡，她是我的總法律顧問，直接為我工作，她不希望我走得更遠。

Amy, do you want to comment on that?

艾米，你想對此發表評論嗎？

Not at all, Marc, not at all.

一點也不，馬克，一點也不。

Anything you want to say?

有什麼想說的嗎？

No, I think you've said it.

不，我想你已經說過了。

I think so.

我想是這樣。

But obviously, we're performance oriented and we've got a great team.

但顯然，我們以績效為導向，我們擁有一支優秀的團隊。

We have a great culture, you know that.

我們有偉大的文化，你知道的。

We have a great brand reputation with our customers.

我們在客戶中擁有良好的品牌聲譽。

We also have a transparent, a level of transparency with you, the financial analysts and media that cover us, when you come to Dreamforce, you're untethered.

我們對您、報告我們的金融分析師和媒體也有一定程度的透明度，當您來到 Dreamforce 時，您將不受束縛。

We want you to go and talk to and be with our customers.

我們希望您能夠去與我們的客戶交談並與他們在一起。

And you can feel the vibe and you know, and you can come to all of our events.

你可以感受到這種氛圍，你知道，你可以參加我們所有的活動。

And in three weeks, I'm going to be in Tokyo.

三週後，我將前往東京。

So please come and see -- for those of you who still have not come to Japan, you really should come and see something incredible in Tokyo that we have in three weeks.

所以請來看看——對於那些還沒有來日本的人來說，你們真的應該來看看我們三週後在東京看到的一些令人難以置信的東西。

And then for those of you who don't want to go to Tokyo, in three weeks, we're going to be back here in New York for a multi-thousand person event, which is our World Tour.

然後，對於那些不想去東京的人，三週後，我們將回到紐約參加一場數千人的活動，這就是我們的世界巡迴演唱會。

So that's so exciting.

這太令人興奮了。

And the World Tour, Tokyo and San Francisco are on the same day, for all intensive purposes.

世界巡迴演唱會、東京和舊金山都在同一天進行，以達到所有密集目的。

So you're going to see a lot of market momentum this quarter, as well as, Keith, you've got the fourth quarter coming up, are you ready?

因此，本季度您將看到大量的市場動力，基思，第四季度即將到來，您準備好了嗎？

Oh, I'm ready Marc, don't worry.

哦，我準備好了，馬克，別擔心。

Are you working out?

你在運動嗎？

I couldn't be in better shape.

我的狀態再好不過了。

He's looking strong.

他看起來很堅強。

I'm looking good.

我看起來不錯。

It's all good.

都很好。

All right.

好的。

Our next question is from the line of Tom Roderick with Stifel.

我們的下一個問題來自 Tom Roderick 和 Stifel。

Hi, guys.

嗨，大家好。

Thanks for taking my question.

感謝您提出我的問題。

Keith, a question for you.

基思，問你一個問題。

You made a comment that your big CPG win was driven by a customer whose desire was, I think, to shift from B2B more to B2C.

您曾評論說，您的 CPG 重大勝利是由一位客戶推動的，我認為該客戶的願望是從 B2B 更多轉向 B2C。

Can you talk a little bit more about that deal in particular, and are you seeing other customers trying to make that shift also with your portfolio now, with Demandwear and Exact Target fully integrated, is that something they're coming to you and asking particularly for your help?

您能具體談談該交易嗎？

Just talk a little bit more about that transition with your customer set out there.

只需與您的客戶多討論一下這種轉變即可。

Thanks.

謝謝。

I love this question.

我喜歡這個問題。

So listen, we live in a world where -- and Marc talked about this -- where speed and mobility and productivity and innovation and intelligence are paramount.

所以聽著，我們生活在一個速度、移動性、生產力、創新和智慧至關重要的世界——馬克談到了這一點。

This has become table stakes if you want to be part of the next wave of great companies.

如果你想成為下一波偉大公司的一部分，這已經成為一個賭注。

And if you think about the classic business problem that any consumer packaged goods company has right now is they have to have a connection with that end consumer.

如果您考慮任何消費品公司目前面臨的典型業務問題，那就是他們必須與最終消費者建立聯繫。

Many times they go through a retailer or a distributer, or whether it's a classic industrial company or whether it's a consumer packaged goods company, like a Unilever, they want that direct connection to the consumer.

很多時候，他們會透過零售商或經銷商，或者無論是傳統的工業公司還是消費品公司（例如聯合利華），他們都希望與消費者建立直接聯繫。

So moving that shift, keeping the B2B relationships, but also establishing a new model of B2C is very critical to their future.

因此，推動這一轉變、維持 B2B 關係並建立新的 B2C 模式對於他們的未來非常關鍵。

Think about, we live in this world, we call it the age of the customer.

想想，我們生活在這個世界，我們稱之為顧客的時代。

And think about cloud mobile, social data science, IoT, analytics and artificial intelligence all coming together, new companies are born overnight.

想想雲端行動、社交數據科學、物聯網、分析和人工智慧，所有這些都聚集在一起，新公司就會在一夜之間誕生。

Barriers to entry into markets are being brought down.

進入市場的障礙正在降低。

And if you're not thinking about the future and how you're going to engage with your customer, whether you're a B2B company or B2C customer, you're going to be in trouble.

如果您不考慮未來以及如何與客戶互動，無論您是 B2B 公司還是 B2C 客戶，您都會遇到麻煩。

So this is becoming a regular dialogue, and even more meaningful for us at Salesforce, because of the Commerce Cloud.

因此，由於 Commerce Cloud，這正在成為一種定期對話，對於 Salesforce 的我們來說甚至更有意義。

So this is just another part of our portfolio that really helps to complete the package around these transformations.

因此，這只是我們產品組合的另一部分，真正有助於完成圍繞這些轉型的一攬子計劃。

So it is becoming a regular part of the conversation.

因此，它正在成為談話的常規部分。

And that particular win that I mentioned earlier, this is one of the world's greatest CPG companies, in many regards, and it is exactly about moving from B2B to B2C.

我之前提到的那個特別的勝利，從很多方面來看，這是世界上最偉大的 CPG 公司之一，而這正是從 B2B 轉向 B2C 的過程。

Our next question is from the line of Karl Keirstead with Deutsche Bank.

我們的下一個問題來自德意志銀行的 Karl Keirstead。

Thank you.

謝謝。

This question is for Marc Benioff or Keith Block.

這個問題是問馬克·貝尼奧夫或基斯·布洛克的。

I know forecasting deal timing is awfully tough, but you've been generally pretty bullish about the fourth quarter.

我知道預測交易時機非常困難，但您總體上對第四季非常樂觀。

And I'm curious if you've got any different confidence level about those deals in the pipeline dropping in the fourth quarter.

我很好奇您對第四季正在醞釀的交易下降是否有不同的信心水平。

And I know it's very early, but based on your recent customer conversations, I'm just wondering if the business uncertainty stemming from recent political events might have any bearing, good or bad, on the timing of large enterprise deals closing this quarter.

我知道現在還為時過早，但根據您最近與客戶的對話，我只是想知道最近政治事件引起的業務不確定性是否會對本季度大型企業交易完成的時間產生任何影響，無論好壞。

Thank you.

謝謝。

Yes.

是的。

Okay.

好的。

Well, I think Keith and I both want to talk about that.

嗯，我想基斯和我都想談談這個。

I think there's a couple of things going on that are very important, and I want to make a few different comments.

我認為有幾件事非常重要，我想發表一些不同的評論。

Number one, you all know that in the second quarter, we experienced a bifurcated headwind which was not just in foreign exchange which came out of Brexit and the Great British pound, which we've continued to suffer all year, that is, our numbers would be even more incredible if we didn't, right, Mark?

第一，你們都知道，在第二季度，我們經歷了雙重逆風，這不僅僅是英國脫歐帶來的外匯和英鎊的逆風，我們全年都在繼續遭受這種逆風，也就是說，我們的數據如果我們不這麼做，那就更不可思議了，對吧，馬克？

Yes.

是的。

What have we suffered here from foreign exchange this year?

今年我們這裡因外匯遭受了什麼損失？

For FY17, Marc, we've had to absorb between $100 million and $150 million headwind.

馬克，2017 財年我們必須承受 1 億至 1.5 億美元的逆風。

So we'd be that much higher, to your point, Marc.

所以，就你的觀點而言，我們的水平會高得多，馬克。

So number one, in that second quarter, we have this, you know with the Brexit and the Great British pound situation.

第一，在第二季度，我們看到了英國脫歐和英鎊的情況。

And then at the very tail end of the second quarter, as we discussed, we saw a little bit of weakness.

然後，正如我們所討論的，在第二季末，我們看到了一些疲軟。

And to Keith's credit, and he said this, but I think it's very subtle, so I think it's worth amplifying, he made a number of changes.

值得讚揚的是基思，他說了這一點，但我認為這是非常微妙的，所以我認為值得放大，他做了一些改變。

We made a number of changes, I think, that really let us perform well in the third quarter.

我認為，我們做出了一些改變，這確實讓我們在第三季表現良好。

Because we did see the market shift a little bit in the second quarter, we told everybody that, and it's not the first time that we've seen that in our careers.

因為我們確實看到第二季市場發生了一些變化，所以我們告訴了所有人，這並不是我們職業生涯中第一次看到這種情況。

Keith and I have been to this rodeo before, and the selling motion had to change.

基斯和我以前參加過這個牛仔競技表演，因此銷售動議必須改變。

I think in companies that you've seen report in the last month or so who saw or seeing that kind of market shift, they also will change in the coming quarters, their selling motion, because the selling motion has had to change in FY17.

我認為，在上個月左右看到報告的公司中，他們看到或看到了這種市場轉變，他們也會在未來幾季改變他們的出售行動，因為出售行動必須在 2017 財年改變。

We changed.

我們改變了。

You can see the results, incredible, even with this foreign exchange headwind.

即使在外匯逆風的情況下，你也可以看到令人難以置信的結果。

So that's number one.

所以這是第一。

Number two, in regard specifically to our fourth quarter, we don't talk about this specifically, but one of the reasons that we do have confidence around the fourth quarter is a certain percentage of that revenue is contracts we've already signed.

第二，具體到我們的第四季度，我們不會具體談論這一點，但我們對第四季度確實有信心的原因之一是收入的一定比例是我們已經簽署的合約。

That is, we know we're going to get bookings in the fourth quarter, because we have signed these agreements.

也就是說，我們知道我們將在第四季度獲得預訂，因為我們已經簽署了這些協議。

And so that is coming in, and so that gives us a leg up.

因此，這種情況正在出現，這給了我們一個優勢。

And then Keith has an incredible focus through the sales organization which is, as you know, essentially half our Company is in sales, customer facing, and that customer facing organization which is, I think, the best in the world, all wants to have a great fourth quarter and they're focused, and we have made these cool adjustments.

然後基斯對銷售組織有著令人難以置信的關注，正如你所知，我們公司基本上有一半是在銷售、面向客戶的，而我認為，面向客戶的組織是世界上最好的，所有人都希望擁有第四季度表現出色，他們很專注，我們做出了這些很酷的調整。

So do you want to just amplify any of that or augment or highlight any of that?

那麼你想只是放大其中任何一個，還是增強或突出其中任何一個？

Because I actually think there's a lot to learn.

因為我其實覺得還有很多東西要學。

And you and I have been coaching CEOs on how to survive some of these ebb and flow, because I think that we both have a lot of confidence that we're going to see a lot of exciting things happen.

你和我一直在指導執行長如何度過這些潮起潮落，因為我認為我們都非常有信心，我們將看到許多令人興奮的事情發生。

I think there's a number of things going on here.

我認為這裡發生了很多事情。

We all know the story of the second quarter.

第二季的故事我們都知道。

I don't think we need to talk about that.

我認為我們不需要談論這個。

But the last earnings call, we said that we had a high degree of confidence in our Q3.

但在上次財報電話會議上，我們表示我們對第三季充滿信心。

And obviously, we delivered the goods.

顯然，我們交付了貨物。

And we said that we also had a high degree of confidence in Q4, and we did make those adjustments.

我們說我們對第四季也有很高的信心，我們確實做出了這些調整。

I do think that we, I'll echo Marc's comment, I think that we do have the best distribution organization in the world in, certainly in this industry.

我確實認為我們，我會回應馬克的評論，我認為我們確實擁有世界上最好的分銷組織，當然在這個行業。

But it also allows us to talk to our customers about the things that they can do and adjust the way that they think about their customers and how they can sell to their customers and service to their customers and market to their customers.

但它也使我們能夠與客戶討論他們可以做的事情，調整他們對客戶的看法，以及他們如何向客戶銷售、向客戶提供服務以及向客戶行銷。

We're not abstracted from our customers.

我們並沒有脫離客戶。

We are with these people every moment.

我們每時每刻都和這些人在一起。

We're living with them.

我們和他們住在一起。

We live with them and this is what we do.

我們和他們一起生活，這就是我們所做的。

And I'll tell you, the other thing is, and in regards to the election, I think this is really important.

我告訴你，另一件事是，關於選舉，我認為這非常重要。

You know, look, several of us may not have had the outcome that we want, some of us had the outcome we did want.

你知道，看，我們中的一些人可能沒有得到我們想要的結果，我們中的一些人得到了我們想要的結果。

In my view, it's in the past.

在我看來，這已經是過去式了。

We're moving forward and we have, at Salesforce, an open heart, we have an open mind and we also expect the best.

我們正在前進，在 Salesforce，我們有一顆開放的心，我們有開放的思想，我們也期待最好的結果。

That's what we're positive.

這就是我們所積極的。

And we talk about that in everything we do.

我們所做的每一件事都會談論這一點。

We've talked about how we cultivate a beginner's mind.

我們已經討論過如何培養初學者的心態。

You've heard us talk about, well, it's not just in regards to running our business, but even when there's an election, things have, yes, everything is changing, but we have a beginner's mind and we have a send of optimism for the future, and we're going to cultivate that optimism and we're going to manifest it into our business, because that is how we operate here.

你聽過我們談論，這不僅僅是關於經營我們的業務，而且即使有選舉，事情也發生了，是的，一切都在改變，但我們有一個初學者的心態，我們對未來充滿樂觀。 ，我們將培養這種樂觀情緒，並將其體現在我們的業務中，因為這就是我們在這裡的運作方式。

We are positive people and we are moving forward.

我們是積極向上的人，我們正在不斷前進。

And I have talked to now a number of customers this week and I have met with the CEOs of some of the largest companies in the world this week.

本週我已經與一些客戶進行了交談，並會見了世界上一些最大公司的執行長。

And in each and every case, all of them are moving forward.

在每一種情況下，他們都在前進。

And we know what we have to do and we need now to execute.

我們知道我們必須做什麼，現在就需要執行。

So I hope, as I said, that 2008 is behind us.

因此，正如我所說，我希望 2008 年已經過去。

I've said this before.

我以前已經說過了。

I've been optimistic about 2017 on growth.

我對2017年的成長持樂觀態度。

I've been counter to a lot of the global economists, and I'm going to continue to feel positive about growth in the coming years, because I really hope that this 2008 tail, that we're finally through it.

我一直與許多全球經濟學家相反，我將繼續對未來幾年的成長持正面態度，因為我真的希望2008年的尾巴我們終於能渡過難關。

And now that this election is also behind us, and I hope absolutely for the best now for everything going forward.

現在這次選舉也已經過去了，我絕對希望未來一切順利。

This is what I want.

這就是我要的。

And Mark and Keith are here with us in the room here, and you guys weigh in here on this.

馬克和基斯和我們一起在這個房間裡，你們對此發表意見。

Marc, thank you.

馬克，謝謝你。

I'd love to add in on that.

我很樂意補充這一點。

Because when we talk about that, Marc, exactly that, looking forward and the view and the tail that you talked about, and Keith hit something really key, building on this confidence in Q4, Keith, that you had talked about, one of the things that we have chatted about that I think is good to share on the call is when we exit, Keith, with Q4, we're going to exit with a $9 billion rough run rate in terms of revenue run rate, Marc.

因為當我們談論這一點時，馬克，正是這樣，展望未來，您談到的觀點和尾巴，基思擊中了一些非常關鍵的東西，建立在對第四季度的信心之上，基思，您談到的，之一我們聊過的事情，我認為在電話會議上分享是很好的，基思，當我們退出第四季度時，就收入運行率而言，我們將以90 億美元的粗略運行率退出，馬克。

So we're not only achieving our plan, but we're actually going to exit with a run rate of $9 billion.

因此，我們不僅實現了計劃，而且實際上將以 90 億美元的運行率退出。

It's going to position us, and the guidance you heard for next year is going to be $10.15 billion at the high end.

這將為我們定位，你聽到的明年的指導將是 101.5 億美元的高端。

So that's another really big milestone.

這是另一個非常重要的里程碑。

But Marc, this guidance for the year with the confidence that you had talked about also implies two other milestones we have never hit in the history of the Company.

但是馬克，您所談到的這一年充滿信心的指導也意味著我們在公司歷史上從未達到的另外兩個里程碑。

One is this FY17, our guidance implies a $1 billion-plus operating margin non-GAAP milestone.

其中之一是 2017 財年，我們的指引意味著非 GAAP 營業利潤率將達到 10 億美元以上的里程碑。

This is something we've aspired to and that's going to achieve with this particular guidance for this year, Marc.

這是我們一直渴望實現的目標，馬克，我們將透過今年的特別指導來實現這一目標。

And the last thing we're going to achieve is another milestone we've never, ever done, which is $2 billion-plus on the operating cash flow.

我們要實現的最後一件事是我們從未實現的另一個里程碑，即營運現金流超過 20 億美元。

So these are things, Marc, that I think quantitatively are milestones that support this idea.

所以，馬克，我認為這些事情在數量上是支持這個想法的里程碑。

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

還有基思，不知道你是否願意發表評論？

Look, again, I think the results speak for themselves.

再說一遍，我認為結果不言自明。

There's a lot of dialogue out there.

那裡有很多對話。

Marc mentioned about the tail from 2008 and the Presidential election.

馬克提到了2008年的尾巴和總統選舉。

And at the end of the day, at Salesforce, our story is about growth.

歸根結底，在 Salesforce，我們的故事是關於成長的。

Our message is about growth.

我們的訊息是關於成長。

Our products and vision inspire growth.

我們的產品和願景激發成長。

What CEO does not want growth?

哪個CEO不希望成長？

And I think that says it all.

我認為這說明了一切。

So I think we are well positioned.

所以我認為我們處於有利位置。

Because we want the best for our employees, and for our customers, for our partners, for shareholders, and for our community and all the organizations that we support.

因為我們希望為我們的員工、我們的客戶、我們的合作夥伴、股東、我們的社區以及我們所支持的所有組織提供最好的服務。

We want that.

我們想要那個。

We want the best for everybody.

我們希望每個人都能得到最好的。

Our next question is from the line of Abhey Lamba with Mizuho Securities.

我們的下一個問題來自瑞穗證券的 Abhey Lamba。

Thank you.

謝謝。

Keith, can you please discuss deal dynamics as you're seeing very strong growth in annual contract value from existing customers, is it coming from greater penetration of various clouds, more seats, or pricing, or any color on what, if you're seeing accelerated pace of adoption of multiple clouds?

Keith，您能否討論一下交易動態，因為您看到現有客戶的年度合約價值增長非常強勁，這是否來自於各種雲的更大滲透、更多席位或定價，或者任何顏色，如果您是看到多雲採用的步伐加快了嗎？

Thanks.

謝謝。

Thank you for the question.

感謝你的提問。

So go back to what Mark said about a balanced portfolio.

那麼回到馬克關於平衡投資組合的說法。

That is really what this is all about.

這就是真正的意義。

Each of our individual clouds are best-in-class.

我們的每一個雲端都是一流的。

And together, it's even more powerful.

而在一起，它的力量就更加強大。

And it is a balanced portfolio.

這是一個平衡的投資組合。

And we're out there selling solutions to real business problems and opportunities for these customers.

我們向這些客戶銷售實際業務問題的解決方案和機會。

So it's a very balanced portfolio.

所以這是一個非常平衡的投資組合。

It's installed best selling.

它已安裝最暢銷。

It's net new customers.

這是淨新客戶。

I mentioned a few of these who were new customers to us, a company like PNC is a brand new logo, and it's a pretty good brand new logo.

我提到了其中一些對我們來說是新客戶的人，像 PNC 這樣的公司是一個全新的標誌，而且是一個非常好的全新標誌。

So we're super excited about it.

所以我們對此感到非常興奮。

So it's just great execution with an excellent platform for our customers, whether it's installed base selling or net new logos, and positioning the right solutions for growth.

因此，無論是安裝基礎銷售還是淨新徽標，以及為成長定位正確的解決方案，這都是為我們的客戶提供出色平台的出色執行力。

Doris?

多麗絲？

Yes, our last question is from the line of Kirk Materne with Evercore ISI.

是的，我們的最後一個問題來自 Evercore ISI 的 Kirk Materne。

Thanks very much for fitting me in.

非常感謝您讓我融入其中。

Keith, you mentioned a couple times in the presentation the breadth of your portfolio now, but you not only have a broad portfolio but you guys have been verticalizing your go-to-market motion at the same time.

基思，您在演講中多次提到了您現在投資組合的廣度，但您不僅擁有廣泛的投資組合，而且同時也一直在垂直化您的上市行動。

So can you just talk to us about how differentiated it is to be able to not only take a broad product portfolio, but also shape it in a way that you can talk about how customer service transformation differs in, say, the financial services industry versus the telecommunications industry?

那麼，您能否與我們談談，不僅能夠採用廣泛的產品組合，而且能夠以某種方式塑造它，您可以談論客戶服務轉型在金融服務業與金融服務業中有何不同，這是多麼的差異化。

To me, that seems like a massive moat that's very difficult to get over.

對我來說，這似乎是一條很難逾越的巨大護城河。

And I know you've been working on it for a couple years.

我知道你已經為此努力了幾年。

And to me, that would seem to be one of the reasons maybe these bigger deals are happening at a faster cadence today versus, say, one to two years ago.

對我來說，這似乎是今天這些更大的交易比一兩年前更快發生的原因之一。

Thanks.

謝謝。

As you know, this is one of our core strategies that we've tried to put in place over the last three and a half years, is really to speak the language of the customer and go to market by industry and make sure our messaging and our products and our entire portfolio is really, in many ways, taking this incredible platform of products and portfolio of products and rearranging them to solve a specific customer problem.

如您所知，這是我們在過去三年半中試圖實施的核心策略之一，就是真正講客戶的語言，按行業進入市場，並確保我們的資訊和我們的產品和我們的整個產品組合實際上在許多方面都採用了這個令人難以置信的產品平台和產品組合，並重新排列它們以解決特定的客戶問題。

In this particular quarter, we're seeing something in Q3 around financial services where again, seven of these premier financial services institutions decided to go with Salesforce as they think about their transformation.

在這個特定的季度，我們在第三季度看到了圍繞金融服務的一些變化，其中七家頂級金融服務機構在考慮轉型時決定選擇 Salesforce。

One of these deals was with a premier wealth management company.

其中一筆交易是與一家頂級財富管理公司進行的。

And they are going wall to wall with our financial services cloud, which is one of our first vertical products that we've ever had in the Company and it's only been [jay] since March, but this firm is going wall to wall and that's because we are targeting a specific problem area in a specific industry.

他們正在與我們的金融服務雲進行全面的合作，這是我們公司擁有的第一個垂直產品之一，而且自三月以來才[傑伊]，但這家公司正在全面合作，那就是因為我們針對特定行業的特定問題領域。

You think about the Telecom Argentina solution that we partnered as part of our ecosystem with a company like Velocity.

您可以想像我們與 Velocity 這樣的公司合作的阿根廷電信解決方案，作為我們生態系統的一部分。

This is transformational for the telecommunications industry.

這對電信業來說是一場變革。

It's a huge win for both of us.

這對我們雙方來說都是一個巨大的勝利。

And this is probably not the same sort of outcome that we would have gone if we had not had something that was industry specific.

如果我們沒有針對特定行業的東西，這可能與我們所得到的結果不同。

So whether it's the PNC story or the Citigroup story or the wealth management story that I referenced or the Telecom Argentina, we are in very early days here, whether it's organically with.

因此，無論是 PNC 的故事、花旗集團的故事、我提到的財富管理的故事還是阿根廷電信的故事，無論是有機結合的，我們都處於早期階段。

But this is really a hand and glove strategy with our partners, our SIs, our ISVs, the way that we've organized our field teams around going to market.

但這實際上是與我們的合作夥伴、我們的 SI、我們的 ISV 合作的一種策略，也是我們圍繞進入市場組織現場團隊的方式。

And at the end of the day, it all comes back to the platform, because everything is built on that platform and leverages the strength of that platform.

最終，一切都會回到平台，因為一切都建立在該平台上，並利用該平台的優勢。

So again, I think that is the secret sauce.

再說一遍，我認為這就是秘訣。

But this vertical and industry strategy is certainly playing off in terms of the level that we call on in the accounts, these are all very much CEO level sales, the mind share and market share and wallet share that we're getting as a result of speaking the language of the customer.

但這種垂直和行業策略肯定會在我們在帳戶中要求的水平方面發揮作用，這些都是執行長級別的銷售，我們透過以下方式獲得的心智份額、市場份額和錢包份額說客戶的語言。

So we've got some momentum here and we're excited about it.

所以我們在這裡有一些動力，我們對此感到興奮。

We are excited.

我們很興奮。

And we're going to tell you some more details about our strategy and our plans for the future, because we're right here in New Jersey at CNBC headquarters, and we're about to walk into the studio with Jim Cramer.

我們將告訴您有關我們的策略和未來計劃的更多細節，因為我們就在新澤西州的 CNBC 總部，我們即將與 Jim Cramer 一起走進工作室。

So if you turn on CNBC, you're going to see us come in and talk to Jim.

因此，如果你打開 CNBC，你會看到我們進來和吉姆交談。

Great.

偉大的。

Thanks so much.

非常感謝。

Thanks very much.

非常感謝。

Thanks, everybody.

謝謝大家。

Bye-bye now.

現在再見了。

Ladies and gentlemen, this does conclude today's conference call.

女士們先生們，今天的電話會議到此結束。

You may now disconnect.

您現在可以斷開連線。