賽富時 (CRM) 2025 Q2 法說會逐字稿

Welcome to Salesforce's fiscal 2025 second-quarter results conference call. (Operator Instructions)

歡迎參加 Salesforce 2025 財年第二季業績電話會議。 （操作員說明）

I would now like to hand the conference over to your speaker, Mike Spencer, Executive Vice President of Finance and Strategy and Investor Relations. Sir, you may begin.

現在我想將會議交給您的發言人、財務、策略和投資者關係執行副總裁 Mike Spencer。先生，您可以開始了。

Good afternoon, and thanks for joining us today on the fiscal 2025 second-quarter results conference call. Our press release, SEC filings, and a replay of today's call can be found on our website. Joining me on the call today is Marc Benioff, Chair and CEO; Amy Weaver, President and Chief Financial Officer; and Brian Millham, President and Chief Operating Officer.

下午好，感謝您今天參加我們的 2025 財年第二季業績電話會議。我們的新聞稿、美國證券交易委員會 (SEC) 文件以及今天電話會議的重播可以在我們的網站上找到。今天和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)；艾米‧韋弗 (Amy Weaver)，總裁兼財務長；以及總裁兼營運長布萊恩·米爾漢姆 (Brian Millham)。

As a reminder, our commentary today will include non-GAAP measures. Reconciliations between our GAAP and non-GAAP results and guidance can be found in our earnings materials and press release. Some of our comments today may contain forward-looking statements that are subject to risks, uncertainties and assumptions which could change. Should any of these risks materialize or should our assumptions prove to be incorrect, actual company results could materially differ from these forward-looking statements.

提醒一下，我們今天的評論將包括非公認會計原則措施。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資料和新聞稿中找到。我們今天的一些評論可能包含前瞻性陳述，這些陳述可能會受到可能變化的風險、不確定性和假設的影響。如果這些風險中的任何一個成為現實，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聲明有重大差異。

A description of these risks, uncertainties and assumptions, and other factors that could affect our financial results is included in our SEC filings, including the most recent report on Forms 10-K, 10-Q, and any other SEC filings. Except as required by law, we do not undertake any responsibility to update these forward-looking statements.

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，包括最新的 10-K、10-Q 表格報告以及任何其他 SEC 文件。除法律要求外，我們不承擔更新這些前瞻性陳述的任何責任。

And with that, let me hand the call over to Marc.

接下來，讓我把電話轉給馬克。

All right. Thanks so much, Mike, and thanks, everyone, for being on the call. We've got so many exciting things to talk about today, and we're so excited to be with you. And we're also getting really Jack for Dreamforce. So looking forward to that, and we are just going to have a great call here.

好的。非常感謝麥克，也感謝大家的參與。今天我們有很多令人興奮的事情要談，我們很高興能和你們在一起。我們也為 Dreamforce 聘請了真正的傑克。因此，我們對此充滿期待，我們將在這裡進行一次精彩的通話。

So look, a year ago on this call, we talked about two amazing transformations. We're transforming Salesforce for as we're talking about the short and the long term, which was truly code words for really addressing our financials, but really looking at this incredible AI opportunity. And now, we look at a year later, I just couldn't be more excited about how these transformations are driving the success of the company. And really, I don't think I've been more excited about the history of Salesforce and now the future of Salesforce and how well-positioned we are for the future.

所以看，在一年前的這次電話會議上，我們討論了兩個驚人的轉變。我們正在對 Salesforce 進行轉型，因為我們正在談論短期和長期，這確實是真正解決我們財務問題的代名詞，但真正著眼於這個令人難以置信的人工智慧機會。現在，一年後，我對這些轉型如何推動公司的成功感到非常興奮。事實上，我認為我對 Salesforce 的歷史、現在 Salesforce 的未來以及我們為未來做的準備感到更加興奮。

And you can see it or numbers with strong performance across revenue, cash flow, margin of the CRPO. The numbers are beyond my expectation in the quarter. You can see that as pretty awesome. And you can also see the incredible innovation that our product and engineering teams are delivering the success of our call customers.

您可以看到 CRPO 在收入、現金流量、利潤率方面表現強勁的數字。本季的數字超出了我的預期。你可以看到這非常棒。您還可以看到我們的產品和工程團隊為我們的呼叫客戶帶來成功的令人難以置信的創新。

And we're going to talk about a whole different kind of Salesforce today, a different kind of architecture and a product that we didn't even talk about on the last earnings call that is going to be fundamental to our future and a manifestation of our decade of AI leadership, which is Agentforce.

今天我們將討論一種完全不同類型的 Salesforce，一種不同類型的架構和一種我們在上次財報電話會議上甚至沒有談論的產品，它將對我們的未來至關重要，也是我們十年來的AI 領導地位，即Agentforce。

Now in just a few weeks, we're going to kick off Dreamforce, and I hope all of you are planning to be there. The largest AI event in the world with more than 45,000 trailblazers in San Francisco. And this year, Dreamforce is really becoming Agentforce. And I'll tell you it's a funny thing about Agentforce, even one of our very top executives and engineering sent me a text last week is that, hey, should we be renaming the company from Salesforce to Agentforce because we're all getting so excited about Agentforce?

再過幾週，我們將啟動 Dreamforce，我希望你們都計劃參加。世界上最大的人工智慧盛會在舊金山舉行，有超過 45,000 名開拓者參加。今年，Dreamforce 真正成為 Agentforce。我會告訴你，Agentforce 是一件有趣的事情，甚至我們的一位高級管理人員和工程人員上周也給我發了一條短信，說，嘿，我們是否應該將公司從Salesforce 重命名為Agentforce，因為我們都變得如此對 Agentforce 感到興奮嗎？

And I also told Mike that I really want to make sure all of you are there and to do what he can to put together an analyst briefing at Dreamforce. And I told him I'd pay to have outstanding culinary chef and maybe we can bring in some great entertainment for all of you to encourage you all the come. So I just gave him a huge budget to really motivate everyone, because I think this is going to be a moment that everyone is going to have to see in-person to understand what is going on.

我還告訴麥克，我真的很想確保你們所有人都在場，並盡他所能在 Dreamforce 舉辦分析師簡報會。我告訴他我願意花錢請一位出色的廚師，也許我們可以為大家帶來一些精彩的娛樂活動，以鼓勵大家前來。所以我給了他一筆巨額預算來真正激勵每個人，因為我認為這將是每個人都必須親眼目睹才能了解正在發生的事情的時刻。

And I'm going to explain that in a second because we're going to show our newest Agentforce agents and how we've reimagined enterprise software for this new world of autonomous AI. And every customer, I'm going to try to get every customer who comes to Dreamforce to turn agents on while they're there.

我將立即解釋這一點，因為我們將展示最新的 Agentforce 代理，以及我們如何為這個自主人工智慧的新世界重新構想企業軟體。對於每一位客戶，我都會盡力讓每位來到 Dreamforce 的客戶在那裡時打開代理商。

So many of the customers, of course, are already using our applications. You know that, okay? And of course, we're automating all our customer touch points. That's our customer 360. And we've been talking now for the last couple years about how we've really built this phenomenal data cloud that has really become, I would say, our fastest growing, most exciting product ever up until one that we're about to talk about, which is to help our customers amalgamate all the data that they need to really get their AI act in orders that gets their data and metadata integrated and then federate to other data sources.

當然，許多客戶已經在使用我們的應用程式。你知道的，好嗎？當然，我們正在自動化所有客戶接觸點。這就是我們的客戶360。產品。

And then this critical third tier, which this is the first call we've ever talked about it, which is these agents. And this idea that you're not just going to have sales agents and service agents, probably read, heard, maybe saw on CBC, we're building the agents for Workday. And we're going to be building custom agents for so many of you as well with Agentforce because it is a development platform as well as this incredible capability to radically extend your sales and service organizations.

然後是關鍵的第三層，這是我們談論的第一個電話，即這些代理商。這個想法是，你不僅僅擁有銷售代理和服務代理（可能在 CBC 上讀過、聽過、看過），我們正在為 Workday 建立代理。我們將使用 Agentforce 為你們中的許多人建立自訂代理，因為它是一個開發平台，並且具有從根本上擴展您的銷售和服務組織的令人難以置信的功能。

So when you arrive at the Dreamforce campus, you're going to see a big sign outside that says, humans with agents drive customer success together. And that's because we now so strongly believe the future isn't about having a sales force or service force or a marketing force or a commerce force or an analytics force. The future is about also having an Agentforce.

因此，當您到達 Dreamforce 園區時，您會在外面看到一個大標誌，上面寫著：人類與代理商共同推動客戶成功。這是因為我們現在如此堅信，未來不在於擁有銷售團隊、服務團隊、行銷團隊、商務團隊或分析團隊。未來還會有一支特工部隊。

And while many customers today don't yet have Agentforces, but they do have Salesforces or ServiceForces, I assure you that within a year, we're all going to have Agentforces and we're going to have them at scale. And it's going to radically extend our companies, and it's going to augment our employees, make us more productive. It's going to turn us into these incredible margin and revenue machines.

雖然如今許多客戶還沒有 Agentforces，但他們確實擁有 Salesforce 或 ServiceForces，但我向您保證，在一年之內，我們都將擁有 Agentforces，而且我們將大規模擁有它們。它將從根本上擴展我們的公司，增強我們的員工，並提高我們的生產力。它將把我們變成這些令人難以置信的利潤和收入機器。

It's going to be pretty awesome. And this is really the future, a new future that we can really envision. And with this Agentforce platform, we're making it easy to build these powerful, autonomous agents for sales, for service, for marketing, for commerce, automating the entire workflow on their own, embedding the agents in the flow of work and getting our customers to the agent future first. And this is our primary goal of our company right now. This is my singular focus.

這將會非常棒。這確實是未來，一個我們真正可以想像的新未來。借助這個 Agentforce 平台，我們可以輕鬆建立這些強大的自主代理，用於銷售、服務、行銷、商務，自行自動化整個工作流程，將代理嵌入到工作流程中，並獲得我們的服務。先。這是我們公司目前的首要目標。這是我唯一的關注點。

So at Dreamforce and on this call, you're going to hear a lot of stories already of customers, and we're going to talk about the customers who have it, customers like OpenTable and Wiley and ADP and RBC and so many others who are deploying these agents and running them on top of our data cloud and our apps.

因此，在 Dreamforce 和本次電話會議上，您將會聽到許多關於客戶的故事，我們將討論擁有該服務的客戶，例如 OpenTable、Wiley、ADP 和 RBC 等客戶，以及許多其他客戶。代理並在我們的數據雲和應用程式之上運行它們。

And in fact, you're going to hear about -- I mean, at Dreamforce, you're going to hear one of the very largest healthcare companies in the world. It's got 20 million consumers here in the United States who's resolving more than 90% of all patient inquiries with Agentforce. And they're benchmarking us significantly higher than any other competing AI platform. And that's based on some incredible AI breakthroughs that we have had at Salesforce.

事實上，你會聽到——我的意思是，在 Dreamforce，你會聽到世界上最大的醫療保健公司之一。在美國，有 2,000 萬消費者透過 Agentforce 解決了 90% 以上的病患諮詢。他們對我們的基準測試明顯高於任何其他競爭性人工智慧平台。這是基於我們在 Salesforce 取得的一些令人難以置信的人工智慧突破。

And I just have to call out the quality of our research team, our engineering team, and our product team, because the accuracy of our results, the reduction of hallucinations, and the level of capability of AI is unlike anything I think that any of us have ever seen. And we've got some incredible new techniques, especially incredible new augmented RAG techniques that are delivering us the capability to deliver this accuracy for our customers.

我只想讚揚我們的研究團隊、工程團隊和產品團隊的質量，因為我們結果的準確性、幻覺的減少以及人工智慧的能力水平與我認為的任何一個都不一樣。我們擁有一些令人難以置信的新技術，尤其是令人難以置信的新增強 RAG 技術，這些技術使我們有能力為客戶提供這種準確性。

In fact, one of these very large media companies that we work with a lot of -- probably know who have everything, every possible media asset, well, they're just resolving 90% of all of their employee and consumer issues with Agentforce. Pretty awesome. So there's nothing more transformational than agents on the technology horizon that I can see, and Salesforce is going to be the first company at scale to deploy enterprise agents, and not just any enterprise agents, the highest quality, most accurate agents in the world.

事實上，與我們合作很多的大型媒體公司之一 — 可能知道誰擁有一切、所有可能的媒體資產，嗯，他們只是透過 Agentforce 解決了 90% 的員工和消費者問題。太棒了。因此，在我看來，在技術領域，沒有什麼比代理更具變革性的了，Salesforce 將成為第一家大規模部署企業代理的公司，而不僅僅是任何企業代理，而是世界上最高品質、最準確的代理。

Now, all of this, with our continued focus on trust with customer success, with innovation is driving the results that you see today. And in Q2, we've delivered $9.33 billion in revenue, up 8% year over year in nominal and 9% in constant currency. Subscription and support revenue grew at 9% year over year and 10% in constant currency.

現在，所有這一切，加上我們持續專注於客戶成功的信任，以及創新，正在推動您今天看到的結果。第二季度，我們實現了 93.3 億美元的收入，以名目匯率計算年增 8%，以固定匯率計算年增 9%。訂閱和支援收入年增 9%，以固定匯率計算成長 10%。

And for the 11th year in a row, Salesforce ranked number one CRM provider by the IDC Software Track. And of course, Salesforce is the number one AI CRM, and we'd like to say we're the third largest enterprise software company, but I was doing some calculations today, and I'd like you guys to do the calculations. I think we just became the second largest enterprise software company because we're not delivering infrastructure or hardware and we already passed Oracle in Japan as the second largest enterprise software company, and I think we just did that.

Salesforce 連續 11 年被 IDC Software Track 評為 CRM 提供者第一名。當然，Salesforce 是第一大 AI CRM，我們想說我們是第三大企業軟體公司，但我今天做了一些運算，我希望你們也能做一些運算。我認為我們剛剛成為第二大企業軟體公司，因為我們不提供基礎設施或硬件，而且我們已經在日本超過甲骨文成為第二大企業軟體公司，我認為我們剛剛做到了這一點。

If you look at our enterprise software overall, we're the largest enterprise software company in the world. So, we continue to see growth in multi-cloud deals. In fact, multi-cloud deals accounted for close to 80% of our new business in the quarter, and we're just operating at this incredible scale, delivering 25 trillion Einstein transactions across all of the clouds during the quarter, that's 25 trillion and more than 1 trillion workflows are now managing 250 petabytes of data for our customers.

如果從整體來看我們的企業軟體，我們是世界上最大的企業軟體公司。因此，我們繼續看到多雲交易的成長。事實上，多雲交易占我們本季新業務的近 80%，我們的營運規模令人難以置信，本季度在所有雲端中交付了 25 兆筆 Einstein 交易，即 25 兆筆和目前，超過1 兆個工作流程正在為我們的客戶管理250 PB 的資料。

We also continue to deliver on this incredible margin growth and so many of you have guided us through that incredible transformation. So I just want to thank all of you for that.

我們也繼續實現令人難以置信的利潤成長，你們中的許多人指導我們完成了這令人難以置信的轉型。所以我只想為此感謝你們所有人。

For the second quarter, our non-GAAP operating margin was 33.7%, that's up 210 basis points year over year. And you can see the incredible transformation that we've gone through over the last 24 months in margin and cash flow, which also was $892 million in the quarter, up 10% year over year.

第二季度，我們的非 GAAP 營運利潤率為 33.7%，年增 210 個基點。您可以看到我們在過去 24 個月在利潤率和現金流方面經歷了令人難以置信的轉變，該季度的利潤率和現金流量也達到 8.92 億美元，同比增長 10%。

So now let's turn to this financial guidance. For the fiscal year '25, we continue to expect revenue at $37.7 billion to $38 billion, a growth of 8% to 9% year over year, and subscription and support revenue growth of approximately 10% year over year in constant currency. And as you can see from our results, we've remained committed to this very profitable growth at this incredible level of scale, and we're raising our fiscal '25 non-GAAP operating margin to 32.8%, a 230-basis-point improvement year over year.

現在讓我們來看看這個財務指南。對於 25 財年，我們繼續預期營收為 377 億美元至 380 億美元，年增 8% 至 9%，以固定匯率計算，訂閱和支援營收年增約 10%。正如您從我們的業績中看到的，我們仍然致力於以令人難以置信的規模水平實現利潤豐厚的增長，並且我們將 25 財年非 GAAP 營運利潤率提高至 32.8%，即 230 個基點逐年改善。

And as I told you last quarter, we're delivering incredible record cash flow this year, and I'm pleased that we're also raising our operating cash flow guidance to 23% to 25% year over year.

正如我上個季度告訴您的那樣，我們今年的現金流量創下了令人難以置信的紀錄，我很高興我們還將營運現金流量指導同比提高到 23% 至 25%。

I'm also extremely proud of our team's focus and determination deliveries, great results, and we're going to hear more in a second. Now as you know, and as you probably can tell from my narrative already, AI is not only my top of mind. But I can tell you, because I've met with hundreds of customers this quarter that it is the top of mind for every customer, for every CEO, for every CIO.

我也對我們團隊的專注和決心以及出色的成果感到非常自豪，我們很快就會聽到更多消息。現在，正如您所知，並且您可能已經從我的敘述中看出，人工智慧不僅僅是我的首要考慮因素。但我可以告訴你，因為本季我會見了數百名客戶，這是每個客戶、每位執行長、每位資訊長的首要考慮因素。

But I want to tell you before I get into this, is that I think that there's a lot of misconceptions about AI with my customers. I have been out there very disappointed with the huge amount of money that so many of these customers have wasted on AI. They are trying to DIY their AI.

但在開始討論之前，我想告訴你的是，我認為我的客戶對人工智慧有許多誤解。我對這些客戶在人工智慧上浪費了大量資金感到非常失望。他們正在嘗試DIY他們的人工智慧。

It's not selling like when we first saw cloud emerge or even some other technologies where they feel like they have to roll their own, build it themselves, get in the weeds, try to figure out, and they're not going to do it better than we're going to do it. We're a professional enterprise software company. This is what we do, and we do it with the trust and scale that they need.

它不像我們第一次看到雲出現時那樣暢銷，甚至不像其他一些技術那樣，他們覺得自己必須推出自己的技術，自己構建它，深入草叢，試圖找出答案，而且他們不會做得更好比我們要做的還要多。我們是一家專業的企業軟體公司。這就是我們所做的，我們以他們所需的信任和規模來做到這一點。

And this idea that our customers are going to have to build their own models, train their own models, retrain their own models, retrain them again and I'm meeting with these customers, and they're so excited when they and they say, oh, I built this model, and we're resolving 10%, 20%, 30%, 40% of this or that and whatever. And I'm like, really, well, take a look at our models and our capability where you don't have to train or retrain anything and you're going to get more than 90%. And then they say, wait a minute, how do you do that?

我們的客戶將不得不建立自己的模型，訓練自己的模型，重新訓練他們自己的模型，再次重新訓練他們，我正在與這些客戶會面，當他們說時，他們非常興奮，哦，我建立了這個模型，我們正在解決10%、20%、30%、40% 的這個或那個等等。我想，真的，好吧，看看我們的模型和我們的能力，你不需要訓練或重新訓練任何東西，你就會得到超過 90% 的結果。然後他們說，等一下，你是怎麼做到的？

And this is a moment where every customer needs to realize you don't need the DIY your AI. You can use a platform like Salesforce to get the highest efficacy of artificial intelligence, the best capability to fully automate your company, achieve all of your goals and you can do it with professional enterprise software. And I've now met with all so many of these customers to really explain and to help them understand the transformative power of AI.

在這個時刻，每個客戶都需要意識到您不需要 DIY 人工智慧。您可以使用像 Salesforce 這樣的平台來獲得人工智慧的最高功效、完全自動化您的公司的最佳能力、實現您的所有目標，並且可以使用專業的企業軟體來做到這一點。我現在已經會見了這麼多客戶，真正解釋並幫助他們了解人工智慧的變革力量。

And they've really -- I think we've all said, okay, we've never seen a technology evolve at such a rapid pace. So look at the last 18 months, we're moving from having these basic pre-program chatbots. Now we can really see we're delivering these intelligent conversational capabilities, these agents, it's awesome. And we've created out-of-the-box platform to deliver all of this for them.

他們真的——我想我們都說過，好吧，我們從未見過一項技術以如此快的速度發展。看看過去 18 個月，我們正在放棄這些基本的預先編程聊天機器人。現在我們可以真正看到我們正在提供這些智慧對話功能，這些代理，這太棒了。我們創建了開箱即用的平台來為他們提供所有這些。

So this could be service reply recommendations, account summaries, report generation, you've seen in Slack, this kind of auto summarization, recaps, all of these amazing things, the level of automation, the amount of code that our team has written, the transformation of our platform in the last 18 months, it's remarkable. And customers love it because they can take the platform and then all of this generative AI use case customize it for their own needs or configure it using our capability because they're doing that without writing a line of code. It's clicks, not code, deploy them in days, not weeks.

所以這可能是服務回覆建議、帳戶摘要、報告生成，你在 Slack 中看到過，這種自動摘要、回顧，所有這些令人驚奇的事情，自動化水平，我們團隊編寫的程式碼量，過去18 個月裡我們平台的轉變非常引人注目。客戶喜歡它，因為他們可以使用該平台，然後所有這些生成式人工智慧用例都可以根據自己的需求對其進行定制，或者使用我們的功能進行配置，因為他們不需要編寫一行程式碼就可以做到這一點。這是點擊，而不是程式碼，在幾天而不是幾週內部署它們。

They're doing this in months, not years, and you're getting immediate ROI. And the stories are awesome. And while customers have loved seeing the power of generative AI, even like I was using generative AI last night to write some new ads for what we're going to do to kind of bring Agentforce across. And it's so cool and so awesome, but to have it right inside the platform makes it very real for our customers, who have to manage and share all of their information to keep it trusted, to keep it secure, to be able to provide capabilities in a regulatory environment.

他們只需數月而不是數年即可完成此操作，並且您可以立即獲得投資回報。這些故事很棒。儘管客戶喜歡看到生成式人工智慧的力量，就像我昨晚使用生成式人工智慧為我們將要做的事情來寫一些新廣告一樣，以讓 Agentforce 為人們所了解。它非常酷，非常棒，但是將其放在平台內對於我們的客戶來說非常真實，他們必須管理和共享他們的所有資訊以保持其可信度、安全性並能夠提供功能在監管環境下。

Look, they all want this huge breakthrough that's going to give them much more productivity, augmentation of their employees, and scale like I've been talking about. But we're seeing that breakthrough occur because with our new Agentforce platform, we're going to make a quantum leap for in AI, and that's why it wants you all at Dreamforce, because I want you to have your hands on this technology to really understand this.

看，他們都希望這一巨大的突破能夠提高他們的生產力，增強員工數量，並擴大規模，就像我一直在談論的那樣。但我們看到了這一突破的發生，因為有了我們新的 Agentforce 平台，我們將在人工智慧方面實現巨大飛躍，這就是為什麼它希望你們都加入 Dreamforce，因為我希望你們能夠掌握這項技術真的明白這一點。

This is not co-pilots, so many customers are so disappointed in what they bought from Microsoft Copilots because they're not getting the accuracy and the response that they want. Microsoft is disappointed so many customers with AI. Listen, these agents are autonomous. They're able to act with accuracy.

這不是副駕駛，因此許多客戶對從 Microsoft Copilots 購買的產品感到非常失望，因為他們沒有得到他們想要的準確性和回應。微軟讓很多客戶對人工智慧感到失望。聽著，這些代理是自主的。他們能夠準確地行動。

They're able to come right out of the box. They're able to go right out of the platform. And when you come to Dreamforce, you're going to I'm sure that you're going to get to San Francisco, you're going to jump in.

他們能夠直接開箱即用。他們能夠直接離開平台。當你來到 Dreamforce 時，我確信你會到達舊金山，你會加入。

\Waymo, I think they've got like 500 Waymos down in San Francisco. It's pretty awesome. I use it myself. And you know what, that's like Agentforce.

\Waymo，我認為他們在舊金山有大約 500 個 Waymo。太棒了。我自己用的。你知道嗎，這就像是 Agentforce。

We're like a Waymo for your customer information and for automating your company, that is, it's autonomous. It's going to get you to where you need to get to. And yes, we're still going to have humans in our companies, but we're also going to have these agents. So these agents don't require a conversational prompt to take action. You can do advanced planning, reasoning with minimal human input.

我們就像一個 Waymo，為您提供客戶資訊並讓您的公司自動化，也就是說，它是自主的。它會帶你到你需要到達的地方。是的，我們的公司還是會有人，但我們也會有這些代理人。因此，這些代理人不需要對話提示即可採取行動。您可以用最少的人力投入進行高階規劃和推理。

And the example of this incredible health care company, you're going to be able to say to the agent, hey, I want to look at my labs, I want to understand this. It looks like I need repeat labs. Can you reschedule those for me? It looks like I need to see my doctor, can you schedule that for me? I also want to get an MRI, I want to get this? And the level of automation that we're going to be able to provide and unleash the productivity back into these organizations is awesome.

以這家令人難以置信的醫療保健公司為例，您將能夠對代理商說，嘿，我想看看我的實驗室，我想了解這一點。看起來我需要重複實驗。你能為我重新安排這些時間嗎？看來我需要去看醫生，你能為我安排嗎？我也想做核磁共振，我想做這個嗎？我們將能夠提供給這些組織並釋放生產力的自動化程度是非常棒的。

And why that's important for this health care organization or for all of them that we're working with since the pandemic, these doctors and nurses are just so burn out and there's so much activity for them that we're just going to unleash that productivity back to them. So let the agent handle this simple task and let the doctors and the nurses do what they're going to do best. And that is going to be a powerful moment.

為什麼這對這個醫療保健組織或自大流行以來與我們合作的所有人來說很重要，這些醫生和護士太精疲力盡了，而且他們有太多的活動，我們只是要釋放生產力回到他們身邊。因此，讓代理人來處理這個簡單的任務，讓醫生和護士做他們最擅長的事情。這將是一個強有力的時刻。

So this is going to be like having these trusted colleagues can handle these time-consuming tasks engaging, whether it's inbound lead or resolving this customer, patient inquiry or whatever it is, this is humans with agents driving customer success together and Agentforce agents can be set up in minutes, easily scalable, work around with the block, any language.

因此，這就像讓這些值得信賴的同事可以處理這些耗時的任務，無論是入站線索還是解決該客戶、耐心詢問或其他什麼，這是人類與代理一起推動客戶成功的過程，而Agentforce 代理可以是只需幾分鐘即可完成設置，易於擴展，可使用任何語言的區塊。

And by the beginning of next fiscal year, we will have thousands of customers using this platform. And we will have hand help them to make it successful for them, deploy it. The early trials have been remarkable to see these customers have the success, it has been just awesome.

到下一個財年年初，我們將有數千名客戶使用這個平台。我們將幫助他們成功並部署它。早期的試驗非常出色，看到這些客戶取得了成功，真是太棒了。

And let me give you a great example of Wiley. Now it's back-to-school season, Wiley is a long-standing Salesforce customer. It's one of our first deployments in the first agent force trial. It's pretty awesome. And you all know they make textbooks and it's back to school. But maybe you don't know that Wiley has to like surge their sales and service organization at back-to-school time when everyone's buying these textbooks.

讓我舉一個 Wiley 的好例子。現在正值返校季，Wiley 是 Salesforce 的長期客戶。這是我們在第一次特工部隊試驗中的首批部署之一。太棒了。你們都知道他們製作教科書，然後又回到了學校。但也許您不知道，當每個人都在購買這些教科書時，Wiley 必須在返校期間加強其銷售和服務組織。

Well, now they can use agents to do that surge. They don't have to go buy a bunch of gig workers and bring them in. and that age and capacity is so exciting for them. What we saw with Wiley was, this is a quote from them, we're seeing double-digit percentage increase in customer satisfaction and deflection rate compared to older technologies and in these early weeks of our busiest season. So that was very reassuring to us that we have the right thing that's happening.

好吧，現在他們可以使用代理來實現這種激增。他們不必去買一群零工並把他們帶進來。我們在 Wiley 看到的是，這是他們的一句話，與舊技術相比，在我們最繁忙季節的前幾週，我們看到客戶滿意度和偏差率出現了兩位數的百分比增長。所以這讓我們非常放心，我們正在做正確的事。

And Wiley has already seen a 50% increase in case resolution. That's with our first generation of Agentforce, as I mentioned. The second generation of Agentforce, which we have with customers already, including some of these amazing organizations like Royal Bank of Canada, ADP and others, is 90% case resolution. It is an awesome moment in this tech business.

Wiley 的個案解決率已經提高了 50%。正如我所提到的，我們的第一代 Agentforce 就是這樣。我們已經與客戶（包括加拿大皇家銀行、ADP 等一些出色的組織）合作使用第二代 Agentforce，案件解決率達到 90%。這是科技業的一個偉大時刻。

OpenTable is another super great story. You all know they are managing 60,000 restaurants, 160 million diners to support. They're on Agentforce now. They require that incredible scale to deliver top-notch customer service. That's why they're using the product.

OpenTable 是另一個超級精彩的故事。大家都知道他們管理 6 萬家餐廳，需要支援 1.6 億食客。他們現在在 Agentforce 上。他們需要令人難以置信的規模來提供一流的客戶服務。這就是他們使用該產品的原因。

It's been awesome to get their results and it can be all kinds of questions resolving basic issues, account activations, reservation management, loyalty point expiration. Agentforce for service can easily answer all of these questions like when do my points expire for a diner asset, a follow-up question like, what about in Mexico? What about -- can I make this change?

得到他們的結果真是太棒了，它可以解決基本問題、帳戶啟動、預訂管理、忠誠度積分過期等各種問題。 Agentforce for service 可以輕鬆回答所有這些問題，例如我的餐廳資產積分何時過期、後續問題，例如在墨西哥怎麼樣？怎麼樣－我可以做出這個改變嗎？

That's where we're delivering those incredible moments for OpenTable, giving them this kind of productivity enhancement. So in addition to this amazing capability Agentforce for service, now Agentforce for sales, you can imagine extending your sales force with SDRs, BDRs who are agents that are going out and building pipeline for you and generating all kind of demand and even really closing deals.

這就是我們為 OpenTable 帶來那些令人難以置信的時刻的地方，為他們帶來這種生產力的提升。因此，除了Agentforce 服務（現在是銷售Agentforce）這項令人驚嘆的功能之外，您還可以想像透過SDR、BDR 來擴展您的銷售隊伍，他們是走出去為您建立管道並產生各種需求，甚至真正達成交易的代理商。

So this is going to drive sales cloud growth. It already is, service cloud growth. It already is because customers are going to extend their sales and service organizations and become a lot more productive with these agents.

因此，這將推動銷售雲的成長。服務雲的成長已經如此。這是因為客戶將擴大他們的銷售和服務組織，並透過這些代理商來提高工作效率。

In the coming months, we're going to release Agentforce agents for other roles, including industry-specific agents, health agents, as I mentioned. Medical, answering all kinds of medical questions, as I mentioned, and we already have that in trial with this amazing healthcare company, sorry, one of the largest epic databases in the world. And I just can't believe we're already resolving, as I said, 90% of these patients inquiries.

在接下來的幾個月中，我們將發布適用於其他角色的 Agentforce 代理，包括行業特定代理、健康代理，正如我所提到的。醫療，正如我所提到的，回答各種醫療問題，我們已經在這家令人驚嘆的醫療保健公司進行試驗，對不起，世界上最大的史詩資料庫之一。正如我所說，我簡直不敢相信我們已經解決了 90% 的患者詢問。

So this marks a very significant advance in providing these reliable trusted AI. We're really seeing a transformation of Salesforce. Look, we're still going to automate all these human touch points. We're still going to have our commerce sites. We're still going to have our analytics and visualization capability of managing or we're still going to have humans who are sales organization, service organizations, but we are going to extend it all with this incredible agent capability.

因此，這標誌著在提供這些可靠的可信人工智慧方面取得了非常重大的進展。我們確實看到了 Salesforce 的轉變。看，我們仍然要自動化所有這些人類接觸點。我們仍然會有我們的商業網站。我們仍然擁有分析和視覺化管理能力，或者我們仍然擁有銷售組織、服務組織的人員，但我們將透過這種令人難以置信的代理能力來擴展這一切。

Now all of this type of performance from our Agentforce platform wouldn't be possible without Data Cloud. One of the reasons that our agents are so accurate is because of the huge amount of data and metadata that we had. And data is the foundation for every AI transformation. And with Data Cloud, we're providing a high-performance data lake that brings together all our customer and business data, federating data from external repositories through this credible zero-copy alliance.

現在，如果沒有 Data Cloud，我們的 Agentforce 平台就不可能實現所有此類效能。我們的代理商如此準確的原因之一是我們擁有大量的資料和元資料。數據是每一次人工智慧轉型的基礎。透過資料雲，我們提供了一個高效能資料湖，匯集了我們所有的客戶和業務數據，透過這個可信賴的零複製聯盟聯合來自外部儲存庫的資料。

So customers can use our Data Cloud and then federate and connect to all their other data clouds and then we can bring it all together to deliver the super accurate AI, that's why Data Cloud is absolutely our fastest-growing organic product in history. It will be the fastest product to $1 billion -- it's going to probably be the fastest product of $5 billion, $10 billion. In Q2, the number of paid data cloud customers grew 130% year-over-year and the number of customers spending more than $1 million annually have already doubled.

因此，客戶可以使用我們的資料雲，然後聯合並連接到所有其他資料雲，然後我們可以將它們整合在一起以提供超準確的人工智慧，這就是為什麼資料雲絕對是我們歷史上成長最快的有機產品。它將是最快達到 10 億美元的產品——它可能是最快達到 50 億美元、100 億美元的產品。第二季度，付費數據雲端客戶數量年增130%，每年消費超過100萬美元的客戶數量已經翻了一番。

In the second quarter alone, and this is amazing, Data Cloud processed 2.3 quadrillion records with 110% platform consumption growth year over year. That is awesome. Just amazing, the scale and capability. And for customers who don't have that turned on yet and working at Dreamforce, we're going to focus on getting every customer on the Data Cloud.

光是第二季度，數據雲就處理了 2.3 兆筆記錄，平台消耗年增 110%，這一點令人驚嘆。那太棒了。規模和能力令人驚嘆。對於尚未啟用該功能並在 Dreamforce 工作的客戶，我們將專注於讓每個客戶都使用資料雲。

For the last 25 years, Salesforce has been deeply committed to building the most capable CRM apps that help our customers connect with their customers in this whole new way. We've automated every customer touch point and now we're bringing these apps, data and agents together. It's these three levels, and this is in three separate pieces of code or three different platforms or three different systems.

在過去 25 年裡，Salesforce 一直致力於建立最強大的 CRM 應用程序，幫助我們的客戶以全新的方式與他們的客戶建立聯繫。我們已經實現了每個客戶接觸點的自動化，現在我們將這些應用程式、資料和代理程式整合在一起。就是這三個級別，這是在三個獨立的程式碼段或三個不同的平台或三個不同的系統中。

This is one platform. We've rewritten all of our acquisitions, all of our core modules, our Data Cloud and our agents as one unified platform, which is how we are delivering not only this incredible functionality but this high level of accuracy and capability.

這是一個平台。我們已經將所有收購、所有核心模組、資料雲和代理程式重寫為統一平台，這就是我們不僅提供這項令人難以置信的功能，而且提供高水準的準確性和能力的方式。

And from this first-hand experience in meeting with these customers around the globe, I can unequivocably tell you that building these agents without a complete integrated platform is like trying to assemble a plane mid-flight, it's risky chaotic and it's not likely to succeed. I mean, I just got back from a Dreamforce focus group.

從與全球這些客戶會面的第一手經驗來看，我可以明確地告訴你，在沒有完整整合平台的情況下建立這些代理商就像試圖在飛行途中組裝飛機一樣，充滿風險、混亂，而且不太可能成功。我的意思是，我剛從 Dreamforce 焦點小組回來。

We're in met with one of the largest CIOs in the world is telling me how excited he was for the B2C part of this business, he built this model and accuracy rates, than I was like, really, let me show you what we're doing here. And then he said to me, why am I doing this? Why am I not just using your platform?

我們會見了世界上最大的CIO 之一，他告訴我他對這項業務的B2C 部分感到多麼興奮，他建立了這個模型和準確率，比我當時想的，真的，讓我向您展示我們的產品正在這裡做。然後他對我說，我為什麼要這麼做？為什麼我不只使用你們的平台？

And I said good question. So these customers are spending millions of dollars, but are they really getting the results that they want? It feels like this early days of cloud. It's just early days of social mobile. Customers feel like they have to DIY it, they don't need to, they can make it all happen themselves.

我說得好。這些客戶花了數百萬美元，但他們真的得到了他們想要的結果嗎？感覺就像是雲的早期時代。現在還只是社交移動的早期階段。客戶覺得他們必須DIY，他們不需要，他們可以自己實現這一切。

And you can just see that to deliver this very high-quality capability they can use a deeply integrated platform like Salesforce.

您可以看到，為了提供這種非常高品質的功能，他們可以使用 Salesforce 等深度整合的平台。

So with that, let me just move on to Dreamforce and just say, Look, I hope you're going to able to come to Dreamforce. I'm going to try to encourage everyone to do it. I've told Mike, I really want all the analysts there. I want everybody there and all the investors there. We're going to make -- try to give you the highest quality experience to encourage you to do that.

那麼，讓我繼續講 Dreamforce，然後說，聽著，我希望你能加入 Dreamforce。我將盡力鼓勵每個人都這樣做。我告訴麥克，我真的希望所有分析師都在那裡。我希望每個人都在場，所有投資人也都在場。我們將盡力為您提供最高品質的體驗，以鼓勵您這樣做。

You'll be hearing the details for Mike on that shortly. And you're not going to want to miss it, but you're mostly not going to want to miss it because you're going to want to get your hands on this technology. This is the first time that you're going to see how AI really is going to revolutionize these enterprises.

您很快就會聽到邁克的詳細信息。你不會想錯過它，但你大多不會想錯過它，因為你會想要掌握這項技術。這是您第一次看到人工智慧將如何真正改變這些企業。

Now before I hand it off to Brian, I just want to take a moment to thank Amy Weaver. It has been an incredible 11 years for all of us who work with Amy. She's been an amazing leader across many different parts of our organization as a deeply valued member of our Ohana.

現在，在將其交給布萊恩之前，我想花點時間感謝艾米·韋弗。對於我們所有與艾米一起工作的人來說，這是令人難以置信的 11 年。作為 Ohana 深受重視的成員，她在我們組織的許多不同部門都是一位出色的領導者。

She's been a fantastic partner to me personally and over the last few years, in particular, Amy has spearheaded our financial transformation, resulting in an unprecedented margin expansion, increased operational excellence, financial discipline, continued strategic investments and Salesforce today is better positioned than ever with a phenomenal platform for growth.

她對我個人而言是一位出色的合作夥伴，特別是在過去幾年中，Amy 引領了我們的財務轉型，實現了前所未有的利潤擴張、卓越運營、財務紀律、持續戰略投資和Salesforce 今天的定位比以往任何時候都更好擁有非凡的成長平台。

And luckily for us, Amy has basically going through this amazing transformation with us and now getting ready to go to the next level in her own career, and she will step down at the end of the fiscal year at the end of February, or March and then she will stay with us, I think, until May of '27 to help onboard the new CFO.

對我們來說幸運的是，艾米基本上已經與我們一起經歷了這一驚人的轉變，現在正準備進入她自己職業生涯的下一個階段，她將在二月底或三月份的財政年度結束時辭職我想，然後她會一直和我們在一起，直到 27 年 5 月，以幫助新任財務長的上任。

And let me just rip on this for just a second. I've had the opportunity to work with so many great executives at Salesforce. And Amy is our fifth CFO. I think all of you know that we've had some great leaders, and we've been fortunate to build our company with some great folks. I remember Andy, Steve Cakebread, Graham, Mark, and then Amy has been just incredible how she's taken the financials to another level.

讓我簡單談談這一點。我有機會與 Salesforce 的眾多優秀主管一起工作。艾米是我們的第五位財務長。我想你們都知道我們有一些很棒的領導者，我們很幸運能夠與一些很棒的人一起建立我們的公司。我記得安迪、史蒂夫·凱克布萊德、格雷厄姆、馬克，還有艾米，她將財務狀況提升到了另一個水平，令人難以置信。

It's been awesome to work with her. When she originally came to the company 11 years ago, she came in as our General Counsel. I think there's been a handful of general counsels who've been able to make the transformation. I always felt that Amy could do it.

和她一起工作真是太棒了。 11 年前，當她最初來到公司時，她擔任我們的總法律顧問。我認為有少數總法律顧問能夠實現這一轉變。我一直覺得艾米可以做到。

I have to say it was my idea that Amy should move from General Counsel to being CFO. She has exceeded my expectations and we've hired Heidrick & Struggles in our good friend, Jeff Sanders to run a search.

我必須說，艾米應該從總法律顧問晉升為財務官，這是我的想法。她超出了我的預期，我們聘請了海德思哲 (Heidrick & Struggles) 為我們的好朋友傑夫桑德斯 (Jeff Sanders) 進行搜尋。

We're reviewing internal candidates and external candidates. We're going to do a comprehensive search. Amy is going to leave that with me. We're going to find another world-class person to be our sixth CFO, which will be awesome. And if you have people that you know that you're interested in this position.

我們正在審查內部候選人和外部候選人。我們將進行全面的搜索。艾米會把它留給我。我們將找到另一位世界級的人來擔任我們的第六任財務官，這將是非常棒的。如果您知道有人對這個職位感興趣。

It's a great job, right, Amy.

這是一份很棒的工作，對吧，艾米。

It's --

它是 -

Pays well, too. It doesn't mean -- it's just fine. And good job satisfaction overall, get all these great events to go to. So anyway, let sure folks know they can contact Jeff. And we're looking for that world-class executive to become CFO #6, and we couldn't be more grateful to you, Amy, for everything that you do for us every single day.

報酬也不錯。這並不意味著——沒關係。總體而言，工作滿意度很高，可以參加所有這些精彩活動。所以無論如何，請確保人們知道他們可以聯繫傑夫。我們正在尋找一位世界級的高管擔任第六任首席財務官，我們非常感謝你，艾米，感謝你每天為我們所做的一切。

for all that you do in the middle of the pandemic when we couldn't even meet in person, you took over as CFO, you led us through the pandemic. You exited the pandemic. Now you're helping us to execute this AI transformation, which is so exciting, and we couldn't be more thrilled. So congratulations, Amy, and thank you so much for everything again for everything that you have done for the company and for me personally and with a huge sense of gratitude, I'm going to turn it over to you, Brian.

感謝您在大流行期間所做的一切，當時我們甚至無法親自見面，您接任首席財務官，帶領我們度過了大流行。你已經擺脫了大流行。現在，您正在幫助我們執行這項人工智慧轉型，這非常令人興奮，我們感到非常興奮。所以，恭喜艾米，再次感謝你為公司和我個人所做的一切，帶著巨大的感激之情，我將把它交給你，布萊恩。

Thank you, Mark, and certainly hard to follow that. I want to --

謝謝你，馬克，當然很難理解這一點。我想要 -

It really is.

確實如此。

All of that, particularly the Amy part, I want to echo your comments on Amy, an unbelievable leader who's been an amazing partner to me an example and role model to so many at our company. I'm just so glad that we have more time with Amy as we work on this transition.

所有這些，特別是艾米的部分，我想回應您對艾米的評論，艾米是一位令人難以置信的領導者，她是我的出色合作夥伴，是我們公司許多人的榜樣和榜樣。我很高興在我們致力於這次過渡的過程中，我們有更多的時間和艾米在一起。

I want to start by thanking the team for the strong execution as we continue to operate at tremendous scale and sophistication, as a result show in the quarter, we continue to execute on our core growth pillars with strong momentum in multi-cloud deals, international expansion, industry solutions, Salesforce ecosystem and data and AI innovations across all of our clouds.

首先，我要感謝團隊的強大執行力，因為我們繼續以巨大的規模和複雜性運營，本季度的結果表明，我們繼續執行我們的核心成長支柱，在多雲交易、國際業務方面表現強勁。雲端中的擴展、產業解決方案、Salesforce 生態系統以及資料和人工智慧創新。

As you heard from Mark, we're innovating faster than ever. Our new Agentforce platform, which will be generally available in October is a game changer for our customers and a huge opportunity for us going forward. The feedback I've heard from the pilot customers like Wiley and OpenTable and Fossil has been overwhelmingly positive.

正如您從馬克那裡聽到的，我們的創新速度比以往任何時候都快。我們的新 Agentforce 平台將於 10 月全面推出，這對我們的客戶來說是一個遊戲規則改變者，也是我們前進的巨大機會。我從 Wiley、OpenTable 和 Fossil 等試點客戶那裡聽到的回饋非常積極。

Agentforce is deeply integrated platform combining our core metadata framework in Data Cloud and Einstein and extending the power of our Customer 360 apps in ways that we didn't think possible a year ago, reducing cost, scaling workforces and dramatically improving customer and employee experiences, all without the headaches of complex, costly model training or DIY AI projects.

Agentforce 是深度整合的平台，結合了Data Cloud 和Einstein 中的核心元資料框架，並以我們一年前認為不可能的方式擴展了Customer 360 應用程式的功能，從而降低了成本、擴大了勞動力規模並顯著改善了客戶和員工體驗，所有這些都不需要複雜、昂貴的模型訓練或 DIY AI 專案的麻煩。

We're already accelerating this move from AI hype to AI reality for thousands of customers with amazing capabilities across our entire AI product portfolio. New bookings for these products more than doubled quarter-over-quarter. We signed 1,500 AI deals in Q2 alone. Some of the world's largest brands are using AI solutions, including Alliant, Bombardier and CMA CGM.

我們已經在為成千上萬的客戶加速從人工智慧炒作到人工智慧現實的轉變，在我們整個人工智慧產品組合中擁有令人驚嘆的功能。這些產品的新預訂量較上月增加了一倍以上。光是第二季我們就簽署了 1,500 份人工智慧交易。一些全球最大的品牌正在使用人工智慧解決方案，包括 Alliant、Bombardier 和 CMA CGM。

Bombardier, the maker of some of the world's top performing aircraft, is enabling sales reps to sell smarter by consolidating need to know information on prospects in advance of meetings and providing recommendations on how to best engage with them through the Einstein copilot and prompt builder. The next steps for these companies, of course, will be deploying agents to drive even more automation and productivity.

龐巴迪是一些世界頂級飛機的製造商，它通過在會議前整合需要了解的潛在客戶信息，並通過愛因斯坦副駕駛和提示生成器提供有關如何最好地與他們互動的建議，使銷售代表能夠更明智地進行銷售。當然，這些公司的下一步將是部署代理商以提高自動化程度和生產力。

With AI technologies advancing so rapidly, it's been really challenging for our customers to keep pace. Each of our customers is certainly at a different stage of their AI journey. They're relying on Salesforce as their trusted adviser, their partner with them to -- in this new world where humans and AI are working together.

隨著人工智慧技術的快速發展，我們的客戶要跟上步伐確實具有挑戰性。我們的每個客戶肯定都處於人工智慧之旅的不同階段。他們依靠 Salesforce 作為值得信賴的顧問和合作夥伴，在這個人類和人工智慧共同工作的新世界中。

To help our customers navigate this new world, we just launched a new team called Salesforce CTOs. These are deeply technical individuals who work alongside our customers to help them create and execute a plan for every stage of their AI journey to become agent first companies.

為了幫助我們的客戶駕馭這個新世界，我們剛成立了一個名為 Salesforce CTO 的新團隊。這些技術精湛的人員與我們的客戶一起工作，幫助他們為人工智慧之旅的每個階段製定和執行計劃，成為代理優先的公司。

We're continuing our own AI journey internally as a Customer Zero of all of our products with great results. We now have 35,000 employees using Einstein as a trusted AI assistant, helping them work smarter and close deals faster. And since we launched Slack AI in February, our employees have created more than 500,000 channel summaries, saving nearly 3 million hours of work.

作為我們所有產品的零客戶，我們正在內部繼續我們自己的人工智慧之旅，並取得了巨大的成果。我們現在有 35,000 名員工使用 Einstein 作為值得信賴的人工智慧助手，幫助他們更聰明地工作並更快地完成交易。自從我們在 2 月推出 Slack AI 以來，我們的員工已經創建了超過 50 萬個頻道摘要，節省了近 300 萬小時的工作時間。

We'll, of course, deploy Agentforce agents soon in a variety of different roles and tasks to augment, automate and deliver productivity and unmatched experiences for all employees and customers at scale.

當然，我們很快就會在各種不同的角色和任務中部署 Agentforce 代理，以大規模地增強、自動化並為所有員工和客戶提供生產力和無與倫比的體驗。

Echoing what Mark said about Data Cloud, it continues to be highly strategic for our customers as they build foundations for infusing AI across their enterprises. American Family Insurance with millions of policyholders nationwide is using Data Cloud to consolidate data from multiple sources through our zero-copy partner network, creating a 360-view of the customers, enabling quick segmentation and activating lead data, including their real-time web interactions.

與 Mark 關於資料雲的說法相呼應，它對我們的客戶來說仍然具有高度戰略意義，因為他們為在企業中註入人工智慧奠定了基礎。擁有全國數百萬保單持有人的American Family Insurance 正在使用Data Cloud 透過我們的零複製合作夥伴網路整合來自多個來源的數據，創建360 度客戶視圖，實現快速細分並啟動潛在客戶數據，包括他們的即時Web 互動。

The Adecco Group expanded their data cloud in the quarter, a great example of a company leveraging its gold mine of data to gain a unified view of its customers. Connecting all this data means that 27,000 Adecco employees using Salesforce will have seamless access to key information, including financial metrics and job fulfillment status, to help Adecco improve their job fill rate ratio and reduce their cost to serve.

Adecco Group 在本季擴展了其資料雲，這是該公司利用其資料金礦獲得客戶統一視圖的一個很好的例子。連接所有這些數據意味著使用 Salesforce 的 27,000 名 Adecco 員工將能夠無縫存取關鍵信息，包括財務指標和工作履行狀態，以幫助 Adecco 提高工作填補率並降低服務成本。

In all my conversations with CEOs this quarter, it's clear that we've never been more relevant, especially as companies transition to become AI enterprises. That's why customers continue to trust Salesforce across their most critical touch points with their customers, leading to strong multi-cloud deals in the quarter. As Mark said, nearly 80% of our new business in the quarter was driven by multi-cloud deals.

在我本季與執行長的所有對話中，很明顯，我們從未如此重要，特別是當公司轉型為人工智慧企業時。這就是為什麼客戶在與客戶最關鍵的接觸點上繼續信任 Salesforce，從而在本季度實現了強勁的多雲交易。正如 Mark 所說，本季我們近 80% 的新業務都是由多雲交易推動的。

Companies like Wyndham Hotel and Resorts are all-in on Salesforce. They're using us for Sales Cloud and Service Cloud, Marketing Cloud, Data Cloud, Einstein, and MuleSoft to transform its guest experience into a seamless end-to-end journey built in a single interface.

Wyndham Hotel and Resorts 等公司都全力投入 Salesforce。他們使用我們的銷售雲和服務雲、行銷雲、資料雲、Einstein 和 MuleSoft，將其賓客體驗轉變為在單一介面中建立的無縫端到端旅程。

Wyndham utilizes Data Cloud to unify profile of 165 million guest records, many of which were duplicates across many sources like Amazon Redshift and the Sabre Reservation System as well as Sales Cloud, Marketing Cloud, and Service Cloud.

Wyndham 利用 Data Cloud 統一 1.65 億筆賓客記錄的檔案，其中許多記錄在 Amazon Redshift 和 Sabre 預訂系統以及 Sales Cloud、Marketing Cloud 和 Service Cloud 等多個來源中重複。

MuleSoft allows wind to unlock business-critical data from various platforms and onboard future franchisees faster. And with Einstein generated recommended service replies, average call times have been reduced and service agents can focus on higher priority work Slack continues to perform well with wins at Citadel, Converge ICT, and GEICO for the quarter 82 of the Fortune 100 now use Slack Connect every week to better connect with their customers and their partners.

MuleSoft 讓 Wind 能夠從各種平台解鎖關鍵業務數據，並更快地為未來的特許經營商提供服務。透過Einstein 產生推薦的服務回复，平均呼叫時間已減少，服務代理可以專注於更高優先級的工作Slack 繼續表現良好，在Citadel、Converge ICT 和GEICO 中獲勝，財富100 強中有82 家現在使用Slack Connect每週與客戶和合作夥伴更好地聯繫。

In Q2, Slack IA summarized 420 million Slack messages, and customers have built 13,000 AI apps across their organizations in the last 12 months with Slack. Slack is the conversational interface where humans and agents can come together.

第二季度，Slack IA 匯總了 4.2 億條 Slack 訊息，客戶在過去 12 個月內使用 Slack 在其組織中建立了 13,000 個 AI 應用程式。 Slack 是人類和代理人可以聚集在一起的對話介面。

Tableau and MuleSoft had solid quarters with Tableau wins at the Department of Interior and RBC Wealth Management and Chewy and MuleSoft wins at Veeam, US Foods, and East Carolina University.

Tableau 和 MuleSoft 表現強勁，Tableau 贏得了內政部和 RBC 財富管理部門的勝利，Chewy 和 MuleSoft 贏得了 Veeam、US Foods 和東卡羅來納大學的勝利。

Moving on to our international business. 5 of our top 10 deals came from our international teams with wins at Ferrari, Sekisui House, and Commonwealth of Australia, we saw a particular strength in Japan, India, and Canada.

繼續我們的國際業務。我們的前 10 筆交易中有 5 筆來自我們的國際車隊，他們在法拉利、Sekisui House 和 Commonwealth of Australia 取得了勝利，我們在日本、印度和加拿大看到了特別的優勢。

We had strong momentum in our industries business as well, and we continue to help our customers save time and money with industry-specific solutions. More than half of our top 100 deals included one of our industry cloud in the quarter. and we continue to innovate on our industry AI capabilities.

我們的行業業務也表現強勁，我們繼續透過行業特定的解決方案幫助客戶節省時間和金錢。本季度，我們的 100 筆前 100 筆交易中有一半以上都涉及我們的行業雲。我們不斷創新產業人工智慧能力。

At Dreamforce, we're excited to share our new AI tool kit -- industry toolkit, which features more than 100 ready-to-use customizable AI-powered actions. All of these actions can be applied to build industry-specific agents with Agentforce.

在 Dreamforce，我們很高興與大家分享我們的新 AI 工具包——行業工具包，其中包含 100 多個即用型可自訂的 AI 驅動操作。所有這些操作都可以應用於使用 Agentforce 建置行業特定的代理程式。

Salesforce partners continue to drive our growth by helping us drive success at scale, improving time to value and amplifying our growth in new ways. Our continued focus on go-to-market channel diversification is working well. And in fact, in the quarter, 3 of our top 10 deals closed through the AWS marketplace.

Salesforce 合作夥伴協助我們大規模取得成功、縮短價值實現時間並以新方式擴大我們的成長，從而繼續推動我們的成長。我們持續關注市場通路多元化，效果良好。事實上，在本季度，我們前 10 名的交易中有 3 筆是透過 AWS 市場完成的。

As Mark mentioned, we're just at the beginning of building an Agentforce ecosystem with companies able to build agents on our platform for their workforce and use cases, and we're excited to have Workday as our first agent force partner.

正如 Mark 所提到的，我們剛開始建立 Agentforce 生態系統，公司能夠在我們的平台上為其勞動力和用例建立代理，我們很高興 Workday 成為我們的第一個代理團隊合作夥伴。

In closing, I want to thank the team again. I'm really pleased with the execution in Q2. Dreamforce is just around the corner, and I can't wait to welcome all of you, either in person or virtually to see for yourself how humans and agents are working together to create new levels of customer success and the next generation of CRM.

最後，我要再次感謝團隊。我對第二季的執行非常滿意。 Dreamforce 即將到來，我迫不及待地歡迎大家，無論是親自還是透過虛擬方式，親眼看看人類和代理商如何共同努力，創造新的客戶成功水平和下一代 CRM。

Now over to you, Amy.

現在交給你了，艾米。

Great. Mark, Brian, thank you so much for all of the kind words. It has been such a privilege to work with both of you, the entire team of hard-working, dedicated and compassionate employees at Salesforce. Mark, special thanks to you for your confidence in May and everything you saw and I will never forget you calling me more than four years ago for the CFO role. I've rarely been so surprised in my life.

偉大的。馬克、布萊恩，非常感謝你們的善意之言。能夠與你們、整個 Salesforce 勤奮、敬業和富有同情心的員工團隊一起工作，我感到非常榮幸。馬克，特別感謝您對 5 月份的信心以及您所看到的一切，我永遠不會忘記四年多前您給我打電話要求擔任首席財務官一職。我一生中很少如此驚訝。

But it's been extraordinary. And I also want to thank all of you, our investment community and, in particular, our shareholders, for your continued support of Salesforce. It's been a pleasure working with you on our transformation journey over the last few years.

但這是非同尋常的。我還要感謝大家、我們的投資界，特別是我們的股東，感謝你們對 Salesforce 的持續支持。在過去幾年的轉型之旅中，很高興與您合作。

Since my first day as CFO, my focus has been on transforming our business to deliver profitable growth and disciplined capital allocation. In that time, I am so proud of what we have accomplished, and I look forward to sharing Salesforce on for years to come.

自從我擔任財務長的第一天起，我的重點一直是業務轉型，以實現獲利成長和嚴格的資本配置。那時，我為我們所取得的成就感到非常自豪，並期待在未來幾年分享 Salesforce。

So moving to the quarter, I want to echo Brian and thank the team for their dedication and very strong execution in Q2. Our focus on profitable growth and our disciplined investment strategy led to strong results. Q2 revenue was $9.33 billion, up 8% year over year in nominal and 9% in constant currency, ahead of expectations driven primarily by resilience in our core products, license revenue outperformance and a better-than-expected professional services.

因此，進入本季度，我想回應 Brian 的觀點，並感謝團隊在第二季度的奉獻精神和強大的執行力。我們對獲利成長的關注和嚴格的投資策略帶來了強勁的業績。第二季營收為 93.3 億美元，名目年增 8%，以固定匯率計算年增 9%，超出預期，這主要是由於我們核心產品的彈性、授權收入表現出色以及好於預期的專業服務。

Subscription and support revenue grew 9% year-over-year in nominal and 10% in constant currency. As a reminder, Q1 had benefited from the timing of license revenue in the leap year, resulting in a quarter-over-quarter headwind to Q2 revenue growth.

以名目匯率計算，訂閱和支援收入年增 9%，以固定匯率計算，年增 10%。提醒一下，第一季受惠於閏年的授權收入時機，導致第二季營收成長出現季比逆風。

From a geographic perspective, the Americas revenue grew 7%, or 8% in constant currency. EMEA grew 11% in both nominal and constant currency, and APAC grew 9%, or 16% in constant currency. We saw strong new business growth in Japan, India, and Canada, while the US and parts of EMEA remains constrained.

從地理角度來看，美洲地區營收成長了 7%，以固定匯率計算成長了 8%。歐洲、中東和非洲地區以名目匯率和固定匯率計算均成長 11%，亞太地區成長 9%，以固定匯率計算 16%。我們看到日本、印度和加拿大的新業務成長強勁，而美國和歐洲、中東和非洲部分地區仍受到限制。

From an industry perspective, in Q2, public sector HLS, and comms and media performed well, while travel transportation and hospitality and manufacturing automotive and energy were more constrained. Our subscription support revenue was driven by another quarter of double-digit constant currency growth in both Sales Cloud and Service Cloud, primarily driven by growth in ARPU due to premium mix shift and pricing discipline. And as you've heard from Brian, multi-cloud continues to be a powerful growth lever for us.

從行業角度來看，第二季度，公共部門 HLS 以及通訊和媒體表現良好，而旅遊交通和酒店以及製造汽車和能源則受到更多限制。我們的訂閱支援收入是由銷售雲和服務雲又一個季度兩位數的恆定貨幣成長所推動的，這主要是由於溢價組合轉變和定價規則導致的 ARPU 成長所推動的。正如您從 Brian 那裡聽到的那樣，多雲仍然是我們強大的成長槓桿。

In Q2, around 16,000 customers added a new cloud and more than 4,500 of those customers added two or more clouds. And we continue to see strong momentum in Data Cloud, which remains one of our fastest-growing organic innovation. In Q2, our number of paid customers grew 130% year over year, and the number of customers spending more than $1 million annually, nearly doubled.

第二季度，大約 16,000 名客戶添加了新的雲，其中超過 4,500 名客戶添加了兩個或更多雲。我們繼續看到數據雲的強勁勢頭，這仍然是我們成長最快的有機創新之一。第二季度，我們的付費客戶數量年增 130%，每年消費超過 100 萬美元的客戶數量幾乎翻了一番。

Q2 revenue attrition ended the quarter at around 8%, in line with recent quarters. We are continuing to drive leverage across our business with Q2 non-GAAP operating margin of 33.7%, a record, up more than 200 basis points year over year, driven by top-line outperformance and expense discipline. And we are driving strong cash flow due to our profitable growth trajectory. Q2 operating cash flow was $892 million, up 10% year over year. Q2 free cash flow was $755 million, up 20% year over year.

第二季營收流失率約為 8%，與最近幾季的情況一致。在頂級業績和費用紀律的推動下，我們繼續提高整個業務的槓桿率，第二季度非 GAAP 營業利潤率達到創紀錄的 33.7%，同比增長超過 200 個基點。由於我們的獲利成長軌跡，我們正在推動強勁的現金流。第二季營運現金流為 8.92 億美元，年增 10%。第二季自由現金流為 7.55 億美元，較去年同期成長 20%。

Turning to remaining performance obligation, RPO, which represents all future revenue under contract. RPO ended Q2 at $53.5 billion, up 15% year over year. Current RPO or CRPO, ended at $26.5 billion, up 10% year over year in nominal currency. This includes a $300 million FX headwind, which results in slightly above 11% year-over-year growth in constant currency. CRPO outperformance was driven largely by bookings execution as well as early renewal favorability.

談到剩餘履約義務，RPO，它代表合約下的所有未來收入。第二季末 RPO 達到 535 億美元，年增 15%。目前的 RPO 或 CRPO 收於 265 億美元，以名目貨幣計算年增 10%。其中包括 3 億美元的外匯逆風，導致以固定匯率計算略高於 11% 的同比增長。 CRPO 的優異表現主要是由於預訂執行以及早期續約的青睞。

On capital return, I'm happy to say that in Q2, we executed $4.3 billion in share repurchases and issued nearly $400 million in dividends. This brings our total return to shareholders in the quarter to $4.7 billion, a record high quarterly return. As a result, we now expect to more than fully offset dilution from FY25 stock-based compensation.

關於資本回報，我很高興地說，第二季我們執行了 43 億美元的股票回購，並發放了近 4 億美元的股息。這使得本季股東總回報達到 47 億美元，創下季度回報新高。因此，我們現在預計將完全抵銷 25 財年股票薪酬的稀釋效果。

Now let's turn to guidance, starting with the full fiscal year '25. On revenue, we are holding our guidance of $37.7 billion to $38 billion, growth of approximately 8% to 9% year over year. A few items to note on our revenue guide. First, on the buying environment, we are assuming that the conditions we've been experiencing over the past few years persist.

現在讓我們從 25 財年的整個財年開始討論指導。在營收方面，我們維持 377 億至 380 億美元的指導，年增約 8% 至 9%。我們的收入指南中需要注意的一些事項。首先，關於購買環境，我們假設過去幾年所經歷的情況持續存在。

On FX, our revenue guidance continues to incorporate a $100 million FX headwind year-over-year or 30 basis points impact. We continue to expect our professional services business to be a headwind to revenue and we expect deceleration in our license revenue growth in the back half of the year. This is due to the tough compare from a very strong performance last year and the volatility of license revenue recognition.

在外匯方面，我們的收入指引持續納入 1 億美元的外匯逆風年比影響或 30 個基點的影響。我們仍然預期我們的專業服務業務將成為收入的阻力，我們預計今年下半年我們的授權收入成長將放緩。這是由於與去年非常強勁的業績的艱難比較以及許可收入確認的波動性。

For subscription and support revenue, we still expect approximately 10% growth year over year in constant currency. And we expect attrition to remain generally consistent at slightly above 8% for the full year.

對於訂閱和支援收入，我們仍預計以固定匯率計算將年增約 10%。我們預計全年員工流失率將整體維持在略高於 8% 的水平。

Now turning to profitability and cash flow. On margins, as a result of our strong Q2 performance, we are raising our fiscal '25 non-GAAP operating margin to 32.8%, representing a 230-basis-point improvement year over year. This incorporates intentional investments in growth opportunities, notably AI and Agentforce data and our core businesses.

現在轉向獲利能力和現金流。在利潤率方面，由於我們第二季表現強勁，我們將 25 財年非 GAAP 營運利潤率提高至 32.8%，年增 230 個基點。這包括對成長機會的有意投資，特別是人工智慧和 Agentforce 數據以及我們的核心業務。

Stock-based compensation is now expected to be 8.4% as a percent of revenue. The modest increase from our prior guidance is primarily a result of the mechanical ESPP reset. As a result, for fiscal year '25, GAAP operating margin guidance is now expected to be slightly below 20%, representing 530 basis points of improvement year over year, which includes a slight increase in restructuring charges from our ongoing cost transformation.

目前，基於股票的薪酬預計佔收入的 8.4%。較我們先前的指導略有增加主要是 ESPP 機械重置的結果。因此，25 財年的 GAAP 營業利潤率指引目前預計略低於 20%，與去年同期相比將提高 530 個基點，其中包括我們正在進行的成本轉型導致的重組費用略有增加。

We expect fiscal year '25 GAAP diluted EPS of $6.05 to $6.13. Non-GAAP diluted EPS is expected to be $10.03 to $10.11. As you have heard us emphasize over the last few quarters, we are focused on driving continued cash flow expansion.

我們預計 25 財年 GAAP 稀釋後每股收益為 6.05 美元至 6.13 美元。非 GAAP 攤薄後每股收益預估為 10.03 美元至 10.11 美元。正如您在過去幾個季度中聽到我們強調的那樣，我們專注於推動現金流的持續擴張。

As a result of our disciplined capital deployment, we are raising fiscal year '25 operating cash flow growth to be approximately 23% to 25%, inclusive of cash tax headwind. We now expect CapEx for the fiscal year to be slightly below 2% of revenue. This now results in free cash flow growth of approximately 25% to 27% for the fiscal year.

由於我們嚴格的資本部署，我們將 25 財年的營運現金流量成長提高至約 23% 至 25%，其中包括現金稅阻力。我們現在預計本財年的資本支出將略低於收入的 2%。目前，本財年自由現金流成長約 25% 至 27%。

Now the guidance for Q3. On revenue, we expect $9.31 billion to $9.36 billion, up 7% year over year in nominal and constant currency. CRPO growth for Q3 is expected to be 9% year over year in nominal including $100 million FX tailwind. This will result in approximately 8.5% constant currency growth. This is inclusive of the 1 point quarter-over-quarter headwind from the very significant deal we closed in Q3 last year.

現在是第三季的指導。在營收方面，我們預計營收為 93.1 億美元至 93.6 億美元，以名目和固定匯率計算年增 7%。第三季 CRPO 名目成長預計將年增 9%，其中包括 1 億美元的外匯推動因素。這將導致約 8.5% 的貨幣持續成長。這包括我們去年第三季完成的非常重要的交易帶來的 1 個季度環比不利因素。

As a reminder, while we have seen more normalized bookings growth recently, the RPO will continue to be materially impacted by the cumulative effect of the previous two years of measured sales performance. For Q3, we expect GAAP EPS of $1.41 to $1.43 and non-GAAP EPS of $2.42 to $2.44.

提醒一下，雖然我們最近看到了更多正常化的預訂成長，但 RPO 將繼續受到前兩年所測銷售業績累積效應的重大影響。對於第三季度，我們預計 GAAP 每股收益為 1.41 美元至 1.43 美元，非 GAAP 每股收益為 2.42 美元至 2.44 美元。

In closing, I am very pleased with our strong execution this quarter as we continue to focus on profitable growth and optimizing free cash flow. And I want to thank our employees and our shareholders for their continued support. I hope you're able to participate in Dreamforce and see our new Agentforce platform and all of the incredible innovation happening at Salesforce, whether in-person or virtually.

最後，我對本季的強勁執行力感到非常滿意，因為我們繼續專注於獲利成長和優化自由現金流。我要感謝我們的員工和股東的持續支持。我希望您能夠參與 Dreamforce，並看到我們新的 Agentforce 平台以及 Salesforce 發生的所有令人難以置信的創新，無論是現場還是虛擬。

So before we open up the call for questions, though I am going to send it back to Marc.

因此，在我們開始提問之前，我會將其發回給馬克。

Okay. Well, thanks so much, Amy. And congratulations again on this amazing transition and the success. And you're an awesome General Counsel, you're an even better CFO. Now we have Sabastian who's delivering the General Counsel capability sitting here at the table with us. And I can't wait to see who you're going to bring in as the next CFO.

好的。嗯，非常感謝，艾米。再次恭喜這驚人的轉變和成功。您是一位出色的總法律顧問，更是一位更好的財務長。現在，薩巴斯蒂安（Sabastian）正在與我們一起坐在桌邊，他負責提供總法律顧問的能力。我迫不及待地想看看你們將任命誰為下一任財務長。

So this next thing I wish I didn't have to say to all of you, but I'm going to because it's been -- have a heavy heart, I think all of you know that we lost two amazing Board members this quarter with Sandy and Susan. And we are all still processing our grief. We are all extremely sad and it's beyond anything that we have experienced as a company or as individuals, to have to say goodbye to these two amazing people and our parts and our spirits and our souls are with them and also our condolences are with their families, amazing families, amazing people.

因此，我希望我不必對你們所有人說下一件事，但我要說，因為心情沉重，我想你們所有人都知道，我們本季度失去了兩位出色的董事會成員桑迪和蘇珊。我們仍在處理我們的悲傷。我們都非常悲傷，這是我們作為公司或個人所經歷過的任何事情，不得不向這兩位了不起的人說再見，我們的部分、我們的精神和靈魂與他們同在，我們也向他們的家人表示哀悼，了不起的家庭，了不起的人。

They did so much for our company, and they were not just great Board members, not just great leaders of our industry, but they were also great friends of the company, but also personally, they did so much for me. So I'm so grateful for them, and I missed them every single day.

他們為我們公司做了很多事情，他們不僅是偉大的董事會成員，不僅是我們行業的偉大領導者，而且他們也是公司的好朋友，而且就個人而言，他們為我做了很多事情。所以我非常感謝他們，我每天都想念他們。

And I'm sorry that I have to say this on the call because this is the least favorite part of what I do, but I just want to tell everyone how much I love Sandy and Susan and how much I missed them.

我很抱歉我必須在電話中說這些，因為這是我所做的事情中最不喜歡的部分，但我只是想告訴大家我有多愛桑迪和蘇珊以及我有多麼想念他們。

And I'll turn it over to you, Mike.

我會把它交給你，麥克。

Great. Thank you. Operator, we'll take the first question, please.

偉大的。謝謝。接線員，我們將回答第一個問題。

Keith Weiss, Morgan Stanley.

基斯‧韋斯，摩根士丹利。

Congratulations on a really solid quarter. And Amy, really heart broken see you going. It's been great working with you over the past four years as CFO. You've done an amazing job in the role.

恭喜這個季度的表現非常強勁。艾米，看到你離開我真的心碎了。在過去的四年裡，作為財務長與您一起工作非常愉快。你在這個角色上做得非常出色。

Two-part question. One on sort of the growth equation for Salesforce. A lot of excitement around the generative AI and the new AI capabilities and expanding portfolio there. We're all really excited about. There's a lot of other parts of the equation that are adding to growth, whether it's industry cloud or international expansion or multi-cloud solution.

兩部分的問題。 Salesforce 的成長方程式之一。生成式人工智慧和新的人工智慧功能以及不斷擴大的產品組合令人興奮不已。我們都非常興奮。還有許多其他部分正在促進成長，無論是行業雲、國際擴張還是多雲解決方案。

And maybe a question for Brian. Can you help us understand how to build up the growth equation? Like where are you guys getting those points of growth? And when does Gen AI become a more material contributor there.

也許還有一個問題想問布萊恩。你能幫助我們理解如何建立成長方程式嗎？你們從哪裡獲得這些成長點？ Gen AI 何時會成為那裡更物質的貢獻者。

And then the second question is around pricing. With agents coming into the picture with productivity gains of 90% deflection rates Investors are going to worry about the number of seats being used coming down those productivity gains, how does the pricing change to account for that? So Salesforce still get the value from these solutions on a go-forward basis?

第二個問題是關於定價的。隨著座席的生產力提高了 90% 的偏轉率，投資者將擔心使用的座位數量會降低生產力的提高，定價將如何變化以解決這個問題？那麼 Salesforce 仍然可以從這些解決方案中獲得未來的價值嗎？

Let me open it up and then turn it over to Brian, and because you are right, like this is just a moment. And it's an exciting moment. It is all about growth, and it's all about innovation, and those are 2 of our specialties here at Salesforce. So I think when we think about growth for the last 25 years, I'd say we're mostly focused on selling our apps and doing the services around those. And we're going to continue to sell our apps, and we are, and you can see in the quarter, we sold a lot of apps.

讓我打開它，然後將其交給布萊恩，因為你是對的，所以這只是一個時刻。這是一個令人興奮的時刻。這一切都與成長和創新有關，這是我們 Salesforce 的兩個專長。因此，我認為當我們考慮過去 25 年的成長時，我想說我們主要專注於銷售我們的應用程式並圍繞這些應用程式提供服務。我們將繼續銷售我們的應用程序，您可以在本季度看到，我們銷售了很多應用程式。

And not just selling our apps, but also we're selling our Data Cloud as well. And now we're selling our agents. And not just as core platforms, but also through our verticals, which have been some of our highest performing capabilities in the company. And you're also right that there are international regions that are growing at incredible rates. And we see that in Asia.

我們不僅銷售我們的應用程序，還銷售我們的數據雲。現在我們正在出售我們的代理商。不僅作為核心平台，而且透過我們的垂直領域，這是我們公司中表現最好的能力。您說得也對，有些國際地區正在以令人難以置信的速度成長。我們在亞洲看到了這一點。

And we also see that in other parts of the world as well, where we continue to see like this double-digit growth. And that has been very inspiring to us. So it's really a combination of these three things. The total transformation of the technology stack -- the verticalization of that stack and that international growth is three really core levels of growth, in my mind, I'm going to turn it over to Brian to give you the detail.

我們在世界其他地區也看到了這一點，我們繼續看到這種兩位數的成長。這對我們來說非常鼓舞人心。所以它實際上是這三件事的結合。技術堆疊的全面轉型——堆疊的垂直化和國際增長是三個真正核心的增長水平，在我看來，我將把它交給 Brian 來給你詳細介紹。

And then number two, on pricing. When you think about apps and you think about humans, because humans use apps not in all cases. So for example, the Data Cloud is a consumption product. The Commerce Cloud is a consumption product. Of course, the e-mail product, Marketing Cloud is a consumption product.

然後是第二點，關於定價。當您想到應用程式時，您就會想到人類，因為人類並非在所有情況下都會使用應用程式。例如，數據雲是一種消費產品。商務雲是一種消費產品。當然，電子郵件產品、Marketing Cloud 是一種消費性產品。

Heroku is a consumption product. So of course, we've had non-human consumption-based products for quite a long time at Salesforce.

Heroku 是一種消費產品。當然，Salesforce 長期以來一直擁有非人類消費產品。

But in this idea of agents, when -- I'll just give you my own personal goals. So I'm not giving any guidance here. My goal is that by the end of fiscal year '26 that we will have 1 billion agents. Already in just looking at the number of consumers identified just in the trials that we have going on, we have like 100 million identified or more. Okay.

但在代理人的想法中，當——我只會給你我自己的個人目標。所以我在這裡不提供任何指導。我的目標是，到 26 財年結束時，我們將擁有 10 億名代理商。只要看看我們正在進行的試驗中識別出的消費者數量，我們就已經識別出大約 1 億或更多。好的。

call it, 200 million. But the funny thing is, of course, it's only 1 agent. But let's just think it's like a manifestation of all these agents talking to all these consumers.

就說吧，2億。但有趣的是，當然，它只有 1 名特工。但我們就想一下，這就像所有這些代理商與所有這些消費者交談的表現。

And then when we look at pricing, it will be on a consumption basis. And when we think about that, we think about saying to our customers, and we have, it's about $2 per conversation. So, that is kind of how we think about it, that we're going to have a lot of agents out there, even though it's only 1 agent.

當我們考慮定價時，它將以消費為基礎。當我們想到這一點時，我們會考慮對客戶說，我們做到了，每次對話大約需要 2 美元。所以，這就是我們的想法，我們將擁有很多代理，即使只有 1 名代理。

It's a very high margin opportunity, as you can imagine, and we're going to be reaching -- look, you have to think about these agents are like, this is the new website. This is your new phone number. This is how your customers are going to be connecting with you in this new way, and we're going to be helping our customers to manage these conversations. And it's probably a per conversational charge as a good way to look at it or we're selling additional consumption credits like we do with our data cloud. So it's a very exciting moment, and I'll turn it over to Brian as well.

正如你可以想像的那樣，這是一個非常高利潤的機會，我們將達到——看，你必須考慮這些代理商就像，這是新網站。這是您的新電話號碼。這就是您的客戶以這種新方式與您聯繫的方式，我們將幫助我們的客戶管理這些對話。作為看待它的好方法，它可能是按每次會話收費，或者我們正在銷售額外的消費積分，就像我們對資料雲所做的那樣。所以這是一個非常令人興奮的時刻，我也將把它交給布萊恩。

Yes. Thanks for the question, Keith. And I appreciate your knowledge of all of our growth strategies here around multi-cloud deals and international acceleration, product and pricing. I think it's important not to lose track of the fact that these new innovations around Agentforce and data cloud and AI and make all of our core apps that much better. And even in the context of Service Cloud that you're referencing here, our customers are looking at their all-in cost of running a call center.

是的。謝謝你的提問，基斯。我感謝您了解我們圍繞多雲交易和國際加速、產品和定價的所有成長策略。我認為重要的是不要忘記這樣一個事實：這些圍繞 Agentforce、資料雲和人工智慧的新創新使我們所有的核心應用程式變得更好。即使在您在這裡引用的服務雲環境中，我們的客戶也會考慮運行呼叫中心的總成本。

And when you bring a technology that allows you to scale and drive efficiencies in operating that call center, and it's on our technology we're excited about those conversations because we think we get to monetize all of that incredible innovation through the all-in cost

當您帶來一項技術，使您能夠擴展並提高呼叫中心運營效率時，並且在我們的技術上，我們對這些對話感到興奮，因為我們認為我們可以通過總成本將所有這些令人難以置信的創新貨幣化

there. There are a couple of other things I think you should know about, certainly, our channel diversification as we think about scale and international business either through resellers, a big upside for us, I believe, our AWS Marketplace is a driver going forward. I mentioned in the comments earlier that 3 of our top 10 deals went through the marketplace. So a big opportunity there.

那裡。當然，我認為您還應該了解一些其他事情，包括我們的通路多元化，因為我們透過經銷商考慮規模和國際業務，這對我們來說是一個很大的優勢，我相信，我們的AWS Marketplace 是未來的驅動力。我之前在評論中提到，我們的前 10 筆交易中有 3 筆是透過市場進行的。所以這是一個很大的機會。

And then maybe another one that we haven't talked as much about, but is a big focus for us as we get into the second half of this year and beyond is how do we look at managing our attrition more aggressively going forward as a way to drive growth? How do we make sure that we are driving more adoption, more feature usage, more value derived from our technology to deliver more value to customers so that they get growth off of and efficiencies using our technology?

也許另一個我們沒有談論太多的問題，但隨著我們進入今年下半年及以後，這對我們來說是一個重點，那就是我們如何看待更積極地管理我們的人員流失，以此作為一種方式推動成長？我們如何確保我們正在推動更多的採用、更多的功能使用、從我們的技術中獲得更多的價值，從而為客戶提供更多的價值，從而使他們從使用我們的技術中獲得成長並提高效率？

And so many inputs, you know many of them. But as Mark said, this is a new era, and we're excited about the future and the value we can deliver to our customers.

這麼多的輸入，你知道其中的很多。但正如馬克所說，這是一個新時代，我們對未來以及我們可以為客戶提供的價值感到興奮。

Thanks, Keith. Operator, we'll take next question, please.

謝謝，基斯。接線員，我們將回答下一個問題。

Kash Rangan, Goldman Sachs.

卡什·蘭根，高盛。

Marc, you made my heart feel heavy as well with Sandy. You might know I used to work for Sandy a long time ago. So fares with you. . Back to the business, congrats on the quarter, Amy, unbelievable, I do not know anybody who was a Chief Legal Officer and became a successful CFO and led the company through a transformation. So you'll go down in history as a very unique person in that regard.

馬克，你也讓我對桑迪感到心情沉重。你可能知道我很久以前曾為桑迪工作過。所以票價跟你一樣。 。回到業務上來，祝賀這個季度，艾米，令人難以置信，我不知道有誰曾擔任首席法務官並成為一名成功的首席財務官並領導公司完成轉型。因此，在這方面，您將作為一個非常獨特的人載入史冊。

One macro thing, Marc, you've been through so many cycles before. Do you think rate reductions and post elections, it might be more conducive selling environment at a high level?

馬克，一件宏觀的事情，你以前經歷過很多周期。您認為降息和選舉後可能會更有利於高水準的銷售環境嗎？

And also the micro question with AI. Clearly, the debate is it going to create so much productivity that we need fewer people. Clearly, your idea is that we're going to float agents out there. But how confident are you that based on everything that you've seen so far that the world might not need more seats and that you don't have to be entirely dependent only on consumption that this might actually further penetration of seats and it might be about who is not using AI and they are going to be losers versus people that aren't using AI? So, how does this play out in your view, and you've been through the cloud battle and all that? So I love your perspective.

還有人工智慧的微觀問題。顯然，爭論的焦點是它會創造如此多的生產力，以至於我們需要更少的人。顯然，你的想法是我們要向那裡派遣特工。但是，根據您迄今為止所看到的一切，您有多大信心，世界可能不需要更多座位，並且您不必完全依賴於消費，這實際上可能會進一步滲透座位，並且可能會與不使用人工智能的人相比，誰不使用人工智慧，他們將成為失敗者？那麼，您認為這會如何發展，並且您已經經歷了雲之戰以及所有這些？所以我喜歡你的觀點。

Well, thanks, Kash. And yes, our hearts are with Sandy's family and with his wife Nancy and his daughters., Thank you for saying that so much. . I think -- let me just tell you 2 quick stories. I kind of told you 1 already in the script, which is we're working with this very large health care organization.

嗯，謝謝，卡什。是的，我們的心與桑迪的家人、他的妻子南希和他的女兒們同在。 。我想——讓我告訴你們兩個小故事。我已經在劇本中告訴你 1，那就是我們正在與這個非常大的醫療保健組織合作。

And it's been our lifelong dream to be able to do more with this company, and they are a large Epic user. They have a huge EMR system. We do a lot of patient relationship management, which is just keeping in touch with their customers.

能夠與這家公司做更多事情是我們一生的夢想，他們是 Epic 的大用戶。他們有一個龐大的電子病歷系統。我們做了很多病人關係管理，就是與他們的客戶保持聯繫。

But this is different because what happens now is -- and we all have this experience, we go get our labs done. They draw your blood you get your numbers and then you get a number and you're in Epic, and it says, oh, this is out of range or this isn't right or this seems higher or lower than it was before. And I need to talk to my doctor right now. And after the pandemic, everyone's health anxiety is just a lot higher and doctors are just get a lot more calls and nurses are just far more active than ever before.

但這是不同的，因為現在發生的情況是——我們都有這種經驗，我們去完成我們的實驗室。他們抽你的血，你得到你的數字，然後你得到一個數字，你就進入了Epic，它說，哦，這超出了範圍，或者這是不正確的，或者這似乎比以前更高或更低。我現在需要和我的醫生談談。疫情大流行之後，每個人的健康焦慮都更加嚴重，醫生接到的電話也越來越多，護士也比以往任何時候都更加活躍。

And what happens is, is these doctors and nurses are facing a lot of burnout. You can talk to any major health care organization, and we work with them all. So in this case, this is Agentforce is now resolving in this trial, 90% -- more than 90% of these patients improves. So you can imagine for these doctors and nurses not getting these calls, how that is, but Agentforce is more than that. It's not just saying hey, my cholesterol is higher, this is happening whatever.

所發生的情況是，這些醫生和護士面臨著許多倦怠。您可以與任何主要的醫療保健組織交談，我們都與他們合作。因此，在這種情況下，Agentforce 現在正在這項試驗中解決這個問題，90%——超過 90% 的患者得到了改善。所以你可以想像這些醫生和護士沒有接到這些電話，那是怎樣的情況，但 Agentforce 的作用遠不止於此。這不僅僅是說嘿，我的膽固醇更高，無論如何，這種情況正在發生。

It also, you're saying, what's my next step?

你還說，我的下一步是什麼？

And I would like to reschedule a doctor's appointment for you, oh, I want to get lab street drawn for you in 30 days, which is a common technique that a doctor will say is, yes, that lab that may not be accurate, let's just retest or you know what, this requires you to get an MRI or a CT scan and I've scheduled that for you. And all of that is happening through the agent.

我想為你重新安排一個醫生的預約，哦，我想在30天內為你畫出實驗室街道，這是一個常見的技術，醫生會說，是的，那個實驗室可能不准確，讓我們只是重新測試，或者你知道嗎，這需要你進行MRI 或CT 掃描，我已經為你安排了。所有這一切都是透過代理人發生的。

So you can imagine every health care company, every hospital, every organization of the world needing that and that is not what we do today exactly. That's not exactly where our business is. So this is a huge new opportunity for us to now come in and say, yes, we're going to do patient relationship management with our Health Cloud. And we're still going to help coordinate and communicate and connect with all your patients. But now we're also helping to just dramatically improve the productivity of your organization.

所以你可以想像世界上每家醫療保健公司、每家醫院、每一個組織都需要它，但這不是我們今天所做的。那不完全是我們的業務所在。因此，這對我們來說是一個巨大的新機會，我們現在可以說，是的，我們將使用我們的 Health Cloud 進行病患關係管理。我們仍將協助您與所有患者進行協調、溝通和聯繫。但現在我們也幫助您大幅提高組織的生產力。

Another example is very large computer hardware companies doing a major acquisition and huge customer of ours, and they're reconceptualizing their whole business, and they just want to be a very they want to just look at where do they want to be in terms of how they're selling and servicing their customers in five years.

另一個例子是非常大的電腦硬體公司進行了一次重大收購並獲得了我們的大客戶，他們正在重新概念化他們的整個業務，他們只是想成為一個非常他們想要的公司，看看他們想要在哪裡五年內他們如何銷售和服務客戶。

And I said to the CEO, I have spent a long time with I've known for a long time, hey, we're going to build you an agent first organization. And you're going to be agent first in sales and agent first in service, and we're going to turn you into a margin machine, and that's the goals of this implementation. And that is not a conversation that I've had with a customer for exactly like that.

我對執行長說，我已經認識了很長時間了，嘿，我們將為您建立一個代理優先的組織。您將在銷售中成為代理優先，在服務中成為代理優先，我們將把您變成利潤機器，這就是此實施的目標。我和客戶之間的對話並不是這樣的。

So yes, we're going to continue to automate their whole organization but we have to not just build them a great sales force or a service force or marketing force or commerce force, analytics force or whatever, we have to build them an Agentforce. And that is we're going from today 0% market share in agents. And obviously, our goal is to be the agent supplier to our customers, which it has to be deeply integrated into our data and our apps.

所以，是的，我們將繼續實現他們整個組織的自動化，但我們不僅要為他們建立一支強大的銷售團隊、服務團隊、行銷團隊、商務團隊、分析團隊等，我們還必須為他們建立一支代理隊伍。也就是說，從今天開始，我們的代理商市佔率將達到 0%。顯然，我們的目標是成為客戶的代理供應商，它必須深入整合到我們的資料和應用程式中。

Because these agents at some point are going to say, actually, I want to pass you off to a human now to talk and complete this, and there's a seamless automatic handshake between our agents and our apps because it's just one platform, by the way. So it's one database, one platform, seamless handshake. It's one integrated system. That's a pretty big thought. And I think we can really take our customers' capabilities to a whole new level.

因為這些代理有時會說，實際上，我現在想將您交給一個人來交談並完成此操作，並且我們的代理和我們的應用程式之間有無縫的自動握手，因為它只是一個平台，順便說一下。所以這是一個資料庫、一個平台、無縫握手。這是一個整合系統。這是一個相當大的想法。我認為我們確實可以將客戶的能力提升到一個全新的水平。

This is just a part of technology that has never existed before. So I'm excited about this, Kash. I have always been excited about our apps and I have obviously been very excited about our Data Cloud. Now I'm very excited about the agents and how it all wraps together and how it leverages our decade of AI experience. And how our team has executed on this opportunity has just been remarkable.

這只是以前從未存在過的技術的一部分。所以我對此感到很興奮，卡什。我一直對我們的應用程式感到興奮，而且顯然我對我們的數據雲也感到非常興奮。現在，我對這些代理商以及它們如何整合在一起以及它如何利用我們十年的人工智慧經驗感到非常興奮。我們的團隊如何抓住這個機會，表現非常出色。

Great. Thanks, Kash. Operator, we'll take our next question, please.

偉大的。謝謝，卡什。接線員，我們將回答下一個問題。

Kirk Materne, Evercore ISI.

柯克·馬特納，Evercore ISI。

I'll echo the congrats on a nice quarter. And Amy, thanks so much for all your efforts over the last 4 years. It's been pleasure working with you.

我也會對這個季度的美好表現表示祝賀。艾米，非常感謝您在過去 4 年裡所做的一切努力。很高興與您合作。

Mark, one of the questions I have for you is, obviously, one of the challenges with AI from an enterprise perspective has been the complexity, the security risks. You brought this up before. So how quickly can existing customers get up and running with Agentforce? And is Data Cloud a prerequisite for driving value? Or is that just something that sort of takes it to another level?

馬克，我要問你的問題之一是，顯然，從企業角度來看，人工智慧的挑戰之一是複雜性和安全風險。你之前提到過這個。那麼現有客戶能夠多快啟動並運行 Agentforce？資料雲是驅動價值的先決條件嗎？或者這只是某種將其提升到另一個層次的東西？

Well, it's a great question. And the CSAT scores on Agentforce right in this kind of trials have been extremely high, I think four out of five. And and customers can get going almost immediately, and we're going to prove that for them actuators. And then we're going to go out there and we're going to we're going through our world tours and all of our programs, which are going to be agent force tours, we're going to go hand in hand and work to implement tens of thousands of customers over the next six months.

嗯，這是一個很好的問題。在這類試驗中，Agentforce 的 CSAT 分數非常高，我認為是五分之四。客戶幾乎可以立即開始使用，我們將為他們證明執行器。然後我們將出去，我們將進行我們的世界巡演和所有項目，這將是特工部隊巡演，我們將攜手並進，努力工作在接下來的六個月內為數以萬計的客戶提供服務。

And step one was building the platform that is deeply integrated while Data Cloud makes it all a lot better, you do not need data cloud to make it work, but we encourage it because you're just going to get so much better accuracy. And you need this anyway and the new version of Tableau, which we've already been showing, which is awesome, is built on Data Cloud, you hit a button and it fully visualizes everything.

第一步是建立深度整合的平台，而資料雲使一切變得更好，您不需要資料雲來使其工作，但我們鼓勵它，因為您只會獲得更好的準確性。無論如何，您都需要這個，而且我們已經展示過的新版 Tableau 非常棒，它是基於資料雲構建的，您只需按一下按鈕，它就能完全可視化所有內容。

So you have all your agents are working, your salespeople are working, your service people are working. You're setting up these e-mails. You're talking commerce on your website and then you hit a button and boom, Tableau visualizes all of it for you and it's all one integrated platform.

所以你的所有代理商都在工作，你的銷售人員都在工作，你的服務人員都在工作。您正在設定這些電子郵件。您在網站上談論商務，然後按下按鈕，Tableau 就會為您將所有內容視覺化，並且這一切都是一個整合平台。

So that's really our vision of where it's going. And I think that, that is very compelling for our customers. When we bought these companies starting with ExactTarget and Demandware and and Tableau, we didn't really sure -- like even Slack, are we going to really integrate rewrites, do we really need to that loosely coupled was working really well.

這就是我們對未來發展的願景。我認為這對我們的客戶來說非常有吸引力。當我們從 ExactTarget、Demandware 和 Tableau 開始收購這些公司時，我們並不確定——甚至像 Slack 一樣，我們是否要真正整合重寫，我們是否真的需要鬆散耦合才能很好地工作。

But now with the shift to AI, it just became clear 18 months ago, we need to hit the accelerator pedal and rewrite all these things onto the core platform because customers are going to get this incredible value by having one integrated system, and it scales from small companies to extremely large companies.

但現在隨著向人工智慧的轉變，18 個月前就變得很清楚，我們需要踩下油門踏板，將所有這些東西重寫到核心平台上，因為客戶將透過擁有一個整合系統來獲得這一令人難以置信的價值，它可以擴展從小公司到超大型公司。

And that is what I am super excited about, and we just brought all of our 500 top executives together, and we showed all of our -- how we've changed all of our products, and I think everyone was just stunned and I'm looking forward to showing that at Dreamforce because I think customers will just be so motivated not only at the quality of the new apps, which are all AI-driven, but also that they're able to extend it with these incredible new capabilities, which are indeed huge growth drivers for us going forward. And by the way, also a huge points of differentiation.

這就是我非常興奮的事情，我們剛剛將所有 500 名高管聚集在一起，我們展示了我們如何改變我們所有的產品，我想每個人都感到震驚，我'我期待在Dreamforce 上展示這一點，因為我認為客戶不僅會因為新應用程式的品質而受到激勵，這些應用程式都是由人工智慧驅動的，而且他們能夠透過這些令人難以置信的新功能來擴展它，這確實是我們未來巨大的成長動力。順便說一下，這也是一個巨大的差異點。

The last point is this, these customers they're still going to build models, but it's in our platform. They're still going to fine-tune those models in our platform. They're going to still use our AI studios and build their own prompts in our platform there -- all of it runs in our platform, and that's how they deliver this incredible capability.

最後一點是，這些客戶仍然要建立模型，但它是在我們的平台上。他們仍將在我們的平台上微調這些模型。他們仍將使用我們的人工智慧工作室，並在我們的平台上建立自己的提示——所有這些都在我們的平台上運行，這就是他們提供這種令人難以置信的功能的方式。

And if you've seen some of the architecture and graphics and how I've changed the architecture of the -- and how we talk about the company, it's really about in this one, two, three approach, the apps, the data and the agents, but it's all AI centric. And it's not -- you're not going to have to DIY. And it is driving me a little crazy, as you probably heard, like when I meet with these customers and they think I need to build my own model, I have to train my own model after retrain and they are spending a lot of money on this craziness and it's not working.

如果你看過一些架構和圖形，以及我如何改變架構 - 以及我們如何談論公司，它實際上是關於一、二、三種方法、應用程式、資料和代理，但這都是以人工智慧為中心的。事實並非如此——您不必 DIY。這讓我有點瘋狂，正如您可能聽說的那樣，就像當我與這些客戶會面時，他們認為我需要構建自己的模型，我必須在重新訓練後訓練自己的模型，他們花了很多錢這種瘋狂而且行不通。

So it is a disappointment that Microsoft has convinced so many customers and others to move some of these model companies who are just regulated at this point to be in commodities that they have to be customized the stuff. It's not true. It can be done in a platform approach and it's better, easier, lower cost, and we're -- this technology will -- we are proving it and we'll show it.

因此，令人失望的是，微軟說服瞭如此多的客戶和其他人將一些目前剛剛受到監管的模型公司轉移到必須客製化產品的商品中。這不是真的。它可以透過平台方法來完成，它更好、更容易、成本更低，而且我們——這項技術將——我們正在證明它，我們將展示它。

And if you talk to these customers have already deployed at the open tables, the Wiley's, the Wyndham's, the RBC's, there's a lot of customers who don't want me to use their name. So I'm cautious. But they it's just very clear this is going to really dramatically make everything better.

如果你和這些已經在開放桌上部署的客戶交談，Wiley's、Wyndham's、RBC's，有很多客戶不希望我使用他們的名字。所以我很謹慎。但他們非常清楚，這確實會讓一切變得更好。

Brent Thill, Jefferies.

布倫特·希爾，杰弗里斯。

I think everyone probably wants to understand kind of why now, what was the decision and maybe it's just simply 11 great years and ready for the next chapter, but I think everyone love to hear your perspective on your decision.

我想每個人可能都想了解為什麼現在，決定是什麼，也許這只是 11 年的偉大歲月，為下一章做好準備，但我想每個人都喜歡聽聽你對決定的看法。

And for Brian, when you look at the Americas business, you were running double-digit growth. It went to one of the lowest levels we've seen in our model around 8%. What does it take to get back to double-digit growth? Is there a saturation issue? Is this competitive?

對於布萊恩來說，當你觀察美洲業務時，你會發現你正在實現兩位數的成長。它達到了我們模型中所見過的最低水平之一，約為 8%。怎樣才能恢復兩位數成長？是否有飽和問題？這樣有競爭力嗎？

Give us a sense of kind of what you think is happening in the Americas region?

讓我們了解一下您認為美洲地區正在發生什麼？

Brent, I was not expecting that question, but I'm happy to address it. And again, thank you for the very nice comments, Keith, Kash, Kurt, and please know how much I've enjoyed working with all of you, and I will certainly be on the next earnings call, and possibly the one after that as we do ourselves.

布倫特，我沒想到會有這個問題，但我很高興回答這個問題。再次感謝基斯、卡什、庫爾特的精彩評論，請知道我有多享受與你們所有人一起工作，我肯定會參加下一次財報電話會議，也可能是在那之後的電話會議。做。

No, no, you definitely will.

不，不，你一定會的。

Definitely, all right. We're not moving that fast on to the third. So we'll have plenty of time, I forgot goodbyes at that point. In terms of my decision, it has been an absolutely extraordinary 11 years, I think a journey is just a journey that anyone would be extraordinarily lucky to have. The last four years have been amazing as CFO.

絕對可以，好嗎。我們不會那麼快地進入第三個。所以我們會有足夠的時間，那時我忘了再見。就我的決定而言，這絕對是不平凡的11年，我認為旅程只是任何人都會非常幸運擁有的旅程。作為首席財務官，過去四年是令人驚嘆的。

I really came in and I remember giving a listening tour with our shareholders, my first couple of months, and they told me the top two things on their minds were op margin and dilution. And I set out to see what we could do on both of those. And nearly four years later, we've raised -- we've almost doubled the operating margin. It was 17% in my first year. We're going to be close to 33% this year.

我真的進來了，我記得在我的頭幾個月與我們的股東進行了一次傾聽之旅，他們告訴我他們最關心的兩件事是營運利潤率和稀釋。我開始看看我們能在這兩方面做些什麼。近四年後，我們的營業利潤率幾乎翻了一番。我第一年的比例是 17%。今年我們將接近 33%。

We initiated a buyback program with close to $20 billion. And this year, we layered in a dividend program. We have dealt with all sorts of other incredible opportunities along the way. I think I've managed to pack in about four decades of CFO experiences in four years. This feels like the right time for me really focused on a very smooth transition of finding the next CFO, making sure to relax and recharge and looking at new adventures.

我們啟動了近 200 億美元的回購計畫。今年，我們分層實施了股利計畫。一路走來，我們遇到了各種其他令人難以置信的機會。我認為我在四年內累積了大約四十年的財務長經驗。對我來說，這感覺是正確的時間，我真正專注於尋找下一任財務長的非常順利的過渡，確保放鬆和充電並尋找新的冒險。

So thank you for the question. And Brian, over to you.

謝謝你的提問。布萊恩，交給你了。

Really a tough transition from that. Brent, thanks for the question. First of all, as you know, Americas is the biggest business we have at Salesforce and where we've had a ton of success for many, many years. I would not characterize that market is saturated.

從那時起確實是一個艱難的轉變。布倫特，謝謝你的提問。首先，如您所知，美洲是我們 Salesforce 最大的業務，多年來我們在美洲取得了巨大的成功。我不會說市場已經飽和。

And I would not say the competition is with holding us back. I think the measured buying environment is really what's impacted the largest business we have, in particular, the transactional business and SMB business is very large in that market. And so it's going to feel the measured buying environment weighted heavily in that market.

我不會說競爭會阻礙我們。我認為，經過衡量的購買環境確實影響了我們最大的業務，特別是該市場中的交易業務和中小企業業務非常大。因此，它會感受到衡量的購買環境在該市場中的比重很大。

And so I would not position it that way that we're saturated at all. In fact, I think when you look at our new technology, the new innovation that's coming, the multi-cloud deals that we're bringing and a very happy customer base. I think we have a huge opportunity to go turn that business around and get it back to double-digit growth. And so big opportunity and love all the innovation that's coming out of our product and development teams because our customers need it and they're looking for us to guide them into this future.

所以我不會認為我們已經飽和了。事實上，我認為當你看看我們的新技術、即將到來的新創新、我們帶來的多雲交易以及非常滿意的客戶群時。我認為我們有一個巨大的機會來扭轉該業務並使其恢復兩位數的成長。如此巨大的機會，我們喜歡我們產品和開發團隊的所有創新，因為我們的客戶需要它，他們正在尋找我們引導他們進入這個未來。

So thanks for the question, and very much looking forward to seeing that growth back at double digits in the Americas.

因此，感謝您提出這個問題，並且非常期待看到美洲的成長率恢復到兩位數。

Yes. Sabastian, now you've heard all these great things about our General Counsel becoming CFO, don't you think do you want to put your hat in the ring here?

是的。薩巴斯蒂安（Sabastian），現在您已經聽說了我們的總法律顧問成為首席財務官的所有這些偉大的事情，您難道不想在這裡加入您的帽子嗎？

I think we're going to have some incredible internal talent, external candidates and really to get the right person to early days Salesforce and our entire system, especially all of our customers across every industry forward.

我認為我們將擁有一些令人難以置信的內部人才、外部候選人，並真正為早期 Salesforce 和我們的整個系統找到合適的人選，尤其是我們各個行業的所有客戶。

Very good. Thank you so much.

非常好。太感謝了。

Great. Thanks, everyone, for joining, and we look forward to seeing you and speaking with you over the coming weeks.

偉大的。感謝大家的加入，我們期待在未來幾週內見到您並與您交談。

Thanks, all.

謝謝大家。

Once again, everyone, that does conclude today's conference. Thank you all for your participation. You may now disconnect.

各位，今天的會議到此結束。感謝大家的參與。您現在可以斷開連線。

Goodbye.

再見。