CXApp Inc (CXAI) 2024 Q1 法說會逐字稿

Good afternoon, and welcome to the CXAI Q1 2024 earnings conference call. At this time, all participants are in a listen-only mode, and please be advised that this call is being recorded.

下午好，歡迎參加 CXAI 2024 年第一季財報電話會議。此時，所有參與者都處於僅聽模式，請注意，此通話正在錄音。

And now, I would like to turn the conference call over to Mr. Khurram Sheikh, Chairman and CEO of CXApp, Inc. Please go ahead, sir.

現在，我想將電話會議轉交給 CXApp, Inc. 董事長兼執行長 Khurram Sheikh 先生。

Thank you, operator, and thank you, everyone, for joining the quarterly earnings call for CXAI. I plan to discuss CXAI's financial results for the first quarter of 2024. I will also provide an overall business update on our progress in shaping the future of work and creating transformative employee experiences using AI technology.

謝謝業者，也謝謝大家參加 CXAI 的季度財報電話會議。我計劃討論CXAI 2024年第一季的財務表現。我還將提供有關我們利用人工智慧技術塑造未來工作和創造變革性員工體驗方面進展的整體業務更新。

By now everyone should have access to our earnings PR announcement, as well as our new product launch in collaboration with Google Cloud. We'll also be filing our annual 10-K for 2023 shortly. All of this information will also be found on our website www.cxapp.com.

現在每個人都應該可以存取我們的收益公關公告，以及我們與 Google Cloud 合作發布的新產品。我們也將很快提交 2023 年年度 10-K。所有這些資訊也可以在我們的網站 www.cxapp.com 上找到。

And now, I'm going to go through a couple of disclaimer slides. You can read them at your leisure and we'll get to our first slide about the company and what we're doing.

現在，我將瀏覽幾張免責聲明投影片。您可以在閒暇時閱讀它們，我們將看到第一張關於公司和我們正在做的事情的幻燈片。

Dear shareholders, I'm super excited to share our Q1 2024 results and the incredible progress we have made in shaping the future of work. At the heart of CXAI lies a simple yet powerful belief, put the employee first and everything else follows. It's not just about the work, it's about the people who do it, the places where they come together, and the things they need to succeed.

親愛的股東，我非常高興能夠分享我們 2024 年第一季的業績以及我們在塑造未來工作方面取得的令人難以置信的進展。CXAI 的核心在於一個簡單而強大的信念：將員工放在第一位，其他一切隨之而來。這不僅與工作有關，還與從事這項工作的人、他們聚集的地方以及他們成功所需的事物有關。

CXAI redefines how we think about work, life and the seamless interplay between the two. And we do all of this using the latest AI technology. We're super excited about this opportunity here.

CXAI 重新定義了我們對工作、生活以及兩者之間無縫相互作用的看法。我們使用最新的人工智慧技術來完成這一切。我們對這裡的這個機會感到非常興奮。

So let me give you a little quick snapshot of where we are now as a company this quarter. We are headquartered in the San Francisco Bay Area with regional tech hubs globally. The global presence and diversity of experience gives us a leading edge as we shape the future work everywhere.

因此，讓我簡要介紹一下我們公司本季的狀況。我們的總部位於舊金山灣區，在全球設有區域技術中心。全球影響力和經驗的多樣性使我們在塑造各地未來工作時具有領先優勢。

Of the [80 team] members at CXAI, we'd like to call C, X, A, I, CXAI, more than two-third are engineers and we have doubled the engine staff over the course of the last year at the same time as reducing overall operating expenses efficiently.

在 CXAI 的 [80 名團隊] 成員中，我們稱之為 C、X、A、I，CXAI，超過三分之二是工程師，並且我們在去年同期將引擎人員數量增加了一倍有效降低整體運營費用的時間。

AI is changing the world and we are an AI-first enterprise software company. We believe the employees is the center of this multi-billion dollar growing workplace experiences market and we're putting a new category in the software employee experiences. The CXAI platform is based on 37 file patents with 17 of them already granted. This substantial intellectual property, not only establishes our company as a technological frontrunner, but also secures operation as a pioneer in the industry.

人工智慧正在改變世界，我們是一家人工智慧優先的企業軟體公司。我們相信，員工是這個價值數十億美元、不斷成長的工作場所體驗市場的中心，我們正在軟體員工體驗中加入一個新的類別。CXAI 平台基於 37 項申請專利，其中 17 項已獲得授權。這項豐富的智慧財產權，不僅使我們公司成為技術領跑者，也確保了我們作為產業先鋒的運作。

This platform has been developed in collaboration with leading AI companies in the tech ecosystem in Silicon Valley. And we're super excited to be partnering with Google Cloud as we scale our business to the next level. We are proud to have some of the largest logos of the world as our customers that are the leading edge of workplace transformation, more than 20 of Fortune 1000 companies who are scaling with new deployments globally every day.

該平台是與矽谷科技生態系統中領先的人工智慧公司合作開發的。我們非常高興能夠與 Google Cloud 合作，將我們的業務擴展到新的水平。我們很自豪能夠擁有世界上一些最大的徽標作為我們的客戶，他們是工作場所轉型的前沿，財富 1000 強公司中的 20 多家每天都在全球範圍內進行新的部署。

And as you see on the chart, one of the key differentiator for our business is that we have strong security and compliance credentials globally. And that is the reason, you see us with so many logos from regulated industries. They use CXAI because they know they can trust us with their data and their enterprise security and compliance. If you look from our last presentation, we've grown to now 60 countries. We're in 200-plus cities. We're globally deployed. We're shaping the future of work as we scale up this business.

正如您在圖表中看到的，我們業務的關鍵區別之一是我們在全球擁有強大的安全性和合規性憑證。這就是原因，您會看到我們有這麼多來自受監管行業的標誌。他們使用 CXAI 是因為他們知道他們可以信任我們的資料以及企業安全性和合規性。如果您從我們上次的演示中看到，我們現在已經發展到 60 個國家。我們遍佈 200 多個城市。我們的業務遍佈全球。隨著我們擴大這項業務，我們正在塑造工作的未來。

So now let me talk about our mission statement as you know, which we've been saying since we took the company public last year. The CXAI platform is anchored on the intersection of customer experience CX and artificial intelligence, AI, providing digital transformation of workspaces to enhance experiences across people, places and things. That has been the mission for us and that is what’s driving our journey of transformation.

現在讓我談談我們的使命宣言，正如您所知，自去年公司上市以來我們一直在說這一點。CXAI 平台立足於客戶體驗 CX 和人工智慧的交叉點，提供工作空間的數位轉型，以增強跨人、跨地點和跨事物的體驗。這一直是我們的使命，也是推動我們轉型之旅的動力。

And the journey, as we talked on our last call, has really been through a transformation of our business model and our technology platform. Our technology platform is state-of-the-art anchored on AI and that is what's driving all this innovation. And the transition empowers us to deliver unified work experience to our Workplace SuperApp, by leveraging AI and personalize the user experience, automate task and provide valuable data driven insight to our customers.

正如我們在上次電話會議中所談到的，這趟旅程實際上是透過我們的業務模式和技術平台的轉型實現的。我們的技術平台以人工智慧為基礎，是最先進的，這也是所有這些創新的驅動力。這項轉變使我們能夠利用人工智慧和個人化使用者體驗、自動化任務並向我們的客戶提供有價值的數據驅動的洞察力，為我們的 Workplace SuperApp 提供統一的工作體驗。

The shift towards the platform model that you see in 2024 plus with recurring revenue stream positions CXAI for long-term sustainable growth. Ultimately, it's a win-win for both CXAI and our customers. We gain scalability and efficiency, while our customers benefit from platform that leverage the software capabilities at scale, as well as provide more engaging productive work experience.

2024 年向平台模式的轉變以及經常性收入流使 CXAI 能夠實現長期永續成長。最終，這對 CXAI 和我們的客戶來說是雙贏的。我們獲得了可擴展性和效率，而我們的客戶則受益於大規模利用軟體功能的平台，並提供了更具吸引力的高效工作體驗。

So as you look at this chart, you can see the trajectory of where we started and where we're at today. I'm very proud to say the team has delivered on a number of initiatives that have made this possible both on the technical side as well as the business side. More importantly, our customers are adopting this strategy of a SaaS platform, with microservices of data analytics that's core and to the offering. And finally, it's based on value based pricing, which is really resonating with our customers as they look at the net scaling of their business.

因此，當您查看此圖表時，您可以看到我們起點和今天所處的軌跡。我非常自豪地說，該團隊已經實施了許多舉措，使這在技術方面和業務方面都成為可能。更重要的是，我們的客戶正在採用這種 SaaS 平台策略，其中資料分析微服務是產品的核心。最後，它基於基於價值的定價，當我們的客戶考慮其業務的淨規模時，這確實引起了他們的共鳴。

So when we thought about what are we going to do in 2024, the Board and I discussed what are the key objectives of the company moving forward. And since we focused on AI, that was our initial -- raising the flag that we are the leaders in AI, we really focused on that AI first technology business model. Because it really revolutionized that employee experience segment.

因此，當我們思考 2024 年要做什麼時，董事會和我討論了公司前進的主要目標是什麼。由於我們專注於人工智慧，這就是我們最初的目標——舉起我們是人工智慧領域領導者的旗幟，我們真正專注於人工智慧優先的技術商業模式。因為它確實徹底改變了員工體驗領域。

When we think about employee experience, we think about consulting all the tools in the mobile-first work, SuperApp, streamline the workflows, boosting efficiency and productivity, our AI powered approach goes beyond basic automation. It's designed to create an intuitive and personalized work experience of reducing friction and promoting employee collaboration, key factors for driving engagement, affinity and productivity. So that's been our first case, let's get this AI-first technology business more right and I'll talk about that later as well.

當我們考慮員工體驗時，我們會考慮諮詢行動優先工作 SuperApp 中的所有工具，簡化工作流程，提高效率和生產力，我們的人工智慧驅動方法超越了基本的自動化。它旨在創造直覺和個人化的工作體驗，減少摩擦並促進員工協作，這是提高敬業度、親和力和生產力的關鍵因素。這是我們的第一個案例，讓我們把這個人工智慧優先的技術業務做得更好，我稍後也會討論這個問題。

Secondly, with a great set of customers that we had in 2023, we want to grow those existing customers and those new Fortune 100 customers to scale. That has been a key initiative and we are making a lot of progress as you will see in the Q1 results. This has been our largest growth in NRR, and this is because of a lot of these customers have stepped up and doubled down with us.

其次，我們在 2023 年擁有了大量客戶，我們希望擴大這些現有客戶和新的財富 100 強客戶規模。這是一項關鍵舉措，我們正在取得很大進展，您將在第一季的業績中看到。這是我們 NRR 最大的成長，這是因為許多客戶已經與我們合作並加倍努力。

Thirdly, we wanted to launch the CXAI platform to our key customers. The CXAI platform is built on AI first. We're deploying our first new Fortune 1000 customer this summer, and it's going on track very well. So we're proud of that achievement. And then, what today, we announced is our AI-based analytics product.

第三，我們希望向我們的主要客戶推出 CXAI 平台。CXAI 平台首先基於人工智慧建構。今年夏天，我們將部署第一個新的《財星 1000 強》客戶，目前進展順利。因此，我們為這項成就感到自豪。然後，今天我們宣布了基於人工智慧的分析產品。

This has been launched in concert with Google Cloud collaboration with that. And it's really a revolutionary product. I'm going to talk a lot more about it later, but this is a key achievement for the team.

這是與 Google Cloud 合作推出的。這確實是一個革命性的產品。我稍後會詳細討論它，但這是團隊的關鍵成就。

And last but not least, we have been focused on strategic partnership. You saw the announcement with Google last quarter, actually last month in April and since then we made rapid progress in terms of launching our first product with them, but also with the broader ecosystem in Silicon Valley in the world. We are working with the best and brightest AI technologists and partners to bring this capability to the workplace experience market. So I'm really excited that we're making a lot of strides in creating this category-leading segment called employee experiences. That, to us, is a first in the market.

最後但並非最不重要的一點是，我們一直專注於策略夥伴關係。你在上個季度看到了與谷歌的公告，實際上是上個月的四月，從那時起，我們在與他們一起推出我們的第一個產品方面取得了快速進展，而且還與世界範圍內的矽谷更廣泛的生態系統一起推出了我們的第一個產品。我們正在與最優秀、最聰明的人工智慧技術專家和合作夥伴合作，將這種能力引入工作場所體驗市場。因此，我真的很高興我們在創建這個稱為員工體驗的領先細分市場方面取得了很大進展。對我們來說，這在市場上尚屬首次。

So you may ask what is the solution? What are the key parts of the solution that differentiates us from the rest? Because a lot of people have been talking about AI experiences. So let me talk about -- sorry, went a little too fast. Let me talk about the employee experience solution.

那你可能會問解決方法是什麼？該解決方案使我們與眾不同的關鍵部分是什麼？因為很多人一直在談論人工智慧的體驗。讓我談談——抱歉，有點太快了。先說一下員工體驗解決方案。

This is at the intersection of CX and AI. These are features that power your data. Think about the life of an employer or user across the data and what we can do for them. The first one, the most important one is this AI experience analytics. The use of AI to derive insight into employee engagement and workspace utilization is a core component of CXAI, emphasizing the value of data and making decisions, as well as measuring productivity. And we're going to talk a lot about that later in the presentation.

這是 CX 和 AI 的交叉點。這些功能為您的數據提供支援。想想雇主或用戶在數據中的生活以及我們可以為他們做些什麼。第一個，也是最重要的一個是人工智慧體驗分析。使用 AI 深入了解員工敬業度和工作空間利用率是 CXAI 的核心組成部分，它強調數據和決策以及衡量生產力的價值。我們將在稍後的演示中詳細討論這一點。

The second pillar, of course, is our Workplace SuperApp, which we've already deployed with tens of customers and also deployed globally in hundreds of locations. This is a central platform that integrates various workplace functionalities, reflecting CXAI's emphasis on a unified mobile-first approach to workspace technology.

當然，第二個支柱是我們的 Workplace SuperApp，我們已經為數十個客戶部署了該應用程序，並且還在全球數百個地點部署了該應用程式。這是一個整合了各種工作場所功能的中央平台，反映了 CXAI 對工作空間技術的統一行動優先方法的重視。

Our key differentiator is spatial intelligence. That's the key part of CXAI's technology stack, focusing and optimizing physical spaces and enhancing interactions within the workplace through location-based technologies providing contextual awareness. This is the way we differentiate among any other booking engine that's out there.

我們的關鍵差異在於空間智能。這是 CXAI 技術堆疊的關鍵部分，重點關注和優化物理空間，並透過提供情境感知的基於位置的技術來增強工作場所內的互動。這就是我們區別於現有任何其他預訂引擎的方式。

And finally, generative AI. We've been talking about generative AI for the last year. We're actually implementing it right now in our platform both on the back end side, as well as the front end side. Gen AI and CXAI boost efficiency and productivity by enabling voice and text activated tasks, like scheduling meetings with a simple command and features like search and discovery. This streamlines administrative duties, driving efficiency and convenience for employees, as well as personalization for on demand knowledge augmentation.

最後是生成式人工智慧。去年我們一直在談論生成式人工智慧。實際上，我們現在正在平台的後端和前端實施它。Gen AI 和 CXAI 透過啟用語音和文字啟動任務來提高效率和生產力，例如使用簡單的命令以及搜尋和發現等功能來安排會議。這簡化了管理職責，提高了員工的效率和便利性，並實現了按需知識增強的個人化。

You're going to see a lot more of these applications in the coming months as we launch the full CXAI platform, but this is the cornerstone of the differentiation and the growth for the company.

隨著我們推出完整的 CXAI 平台，您將在未來幾個月看到更多此類應用程序，但這是公司差異化和成長的基石。

So let me talk about, from the business side or from the customer side, why is this so important? Why is this really relevant to an enterprise? The reason why it's important is the world has changed. The world has changed dramatically, in terms of how the modern workforce operates. Society as a whole is redefining what it means to be productive, engaged, and fulfilled professionally.

那我來講一下，無論是從業務方面還是從客戶方面來說，為什麼這個這麼重要？為什麼這與企業真正相關？它之所以重要，是因為世界已經改變。就現代勞動力的運作方式而言，世界已經發生了巨大變化。整個社會正在重新定義生產力、敬業度和職業成就感的意義。

The future of work is not place dependent. It's happening in a space of endless possibilities, with technologies enabling work and life to be blended, integrated seamlessly, and augmented with intelligent personalization. And employees are the center of this universe.

工作的未來不依賴地點。它發生在一個充滿無限可能性的空間，科技使工作和生活能夠融合、無縫集成，並透過智慧個人化得到增強。員工是這個宇宙的中心。

When you look at that CXAI, Octagon, employees are the center of that. The future is here. The future is now. This being led by the CXAI platform focused on transformational employee experiences.

當你看看 CXAI、Octagon 時，員工就是其中的中心。未來就在這裡。未來是現在。這是由專注於變革性員工體驗的 CXAI 平台主導的。

CXAI is just not a super app, it's a catalyst for transformation. Businesses that embrace CXAI unlock the potential for more efficient, collaborative and engaged workforce. In doing so, they set the stage for a future where work truly knows no bounds.

CXAI 不僅僅是一個超級應用程序，它是轉型的催化劑。採用 CXAI 的企業可以釋放更有效率、更具協作性和敬業度的員工隊伍的潛力。透過這樣做，他們為工作真正無界限的未來奠定了基礎。

We have architected our solution as a platform that solves problems for both employees and employers as they navigate their work life. And we have built a grounds up anchored on artificial intelligence.

我們將解決方案建構成一個平台，為員工和雇主解決工作生活中的問題。我們已經建立了一個以人工智慧為基礎的基礎。

AI is transformative to the future of work, creating massively scalable offerings that create the flywheel effect of automating the workflows, driving engagement, enabling collaboration, and productivity, leading to immense affinity in the employer-employee relationship. We've been strong believers in this technology and now to be the first in our industry to offer solutions to our customers, and who are those great customers of ours.

人工智慧正在改變未來的工作方式，創造出大規模可擴展的產品，從而產生工作流程自動化、推動參與、實現協作和生產力的飛輪效應，從而在雇主與員工的關係中產生巨大的親和力。我們一直堅信這項技術，現在成為我們行業中第一個為我們的客戶提供解決方案的公司，而這些客戶就是我們的偉大客戶。

Now our primary business is the SaaS platform that we sell to enterprise customers as an annual subscription for three to five years. Today, customers deploy our cloud-hosted software across their enterprise [camps system] to allow employees to connect with their workplace for a myriad of use cases; examples, being desk room booking, collaboration, navigation, food ordering, and internal communications.

現在我們的主要業務是SaaS平台，我們以每年訂閱的方式向企業客戶出售三到五年的服務。如今，客戶在他們的企業[營地系統]中部署我們的雲端託管軟體，以允許員工與他們的工作場所連接以實現無數的用例；例如，辦公桌房間預訂、協作、導航、訂餐和內部通訊。

Our large enterprise customers are mainly divided into following top five verticals; financial services, technology, media and entertainment, healthcare and consumer. We are proud to have some of the largest logos of the world as our customers that are at the leading edge of the workspace transformation. We have healthy distribution across all verticals and we see the adoption trend developing from technology sector-focused companies to the larger Fortune 100 portfolio.

我們的大型企業客戶主要分為以下前五名垂直行業；金融服務、科技、媒體和娛樂、醫療保健和消費者。我們很自豪能夠擁有世界上一些最大的徽標作為我們的客戶，他們處於工作空間轉型的前沿。我們在所有垂直領域都有健康的分佈，我們看到採用趨勢從以科技產業為重點的公司發展到更大的財富 100 強投資組合。

Our customers are sophisticated by the technology solutions and do not compromise on quality, performance, security, reliability, scalability, and of course, technology roadmap. So as you can see, we've kept increasing the logos that are adopting the CXAI platform. We're also increasing the value of the different technology aspects in their platform. We're working very closely with them on the analytics platform that you'll see that is driving immense affinity, immense data sets, that are helping them be more productive in their work experience.

我們的客戶對技術解決方案非常熟悉，並且不會在品質、效能、安全性、可靠性、可擴展性，當然還有技術路線圖上妥協。正如您所看到的，我們不斷增加採用 CXAI 平台的標誌。我們也增加了他們平台中不同技術方面的價值。我們正在分析平台上與他們密切合作，您將看到該平台正在推動巨大的親和力和巨大的數據集，從而幫助他們提高工作效率。

So that's kind of like an overview of where we are at, what we've accomplished, and things we're doing overall from a product and business side. But let me talk about the financial results of this quarter.

這有點像是從產品和業務方面概述我們所處的位置、我們已經取得的成就以及我們正在做的事情。但讓我談談本季的財務表現。

So this slide highlights several key metrics demonstrating our continued momentum in Q1 from last year. Let's take a closer look at each of the metrics. Between January 1 and March 31, 2024, we had record increase in net retention rate NRR to 108%, that was accomplished primarily by renewing expanding seven of our largest Fortune 1000 customers across all five verticals.

因此，這張投影片重點介紹了幾個關鍵指標，展示了我們去年第一季的持續成長動能。讓我們仔細看看每個指標。2024 年1 月1 日至3 月31 日期間，我們的淨保留率NRR 創紀錄地增長至108%，這主要是透過續約擴展我們在所有五個垂直領域的七個最大的財富1000 強客戶來實現的。

These large renewals are very important because this signals to the market that these customers are now ready for the scale up. In ARR annual renewals that's north of $2 million which is significant part of our ARR portfolio, so very, very happy with that. And we're also happy that these customers are now looking at the CXAI platform and the SkyView, which is the analytics platform we're going to talk about as the next generation platform they want to scale up to.

這些大規模更新非常重要，因為這向市場發出信號，表明這些客戶現在已準備好擴大規模。ARR 年度續約金額超過 200 萬美元，這是我們 ARR 投資組合的重要組成部分，對此我們非常非常滿意。我們也很高興這些客戶現在正在關注 CXAI 平台和 SkyView，這是我們將要討論的分析平台，作為他們想要擴展的下一代平台。

The other more important metric for SaaS business is the subscription-based revenue. And I'm happy to report that our subscription-based revenue for this quarter was 87% of the total revenue, a metric which has been trending upward quarter after quarter. And this quarter marks the highest ever in our history, increased 6 points from last quarter.

SaaS 業務的另一個更重要的指標是基於訂閱的收入。我很高興地報告，本季我們基於訂閱的收入佔總收入的 87%，這一指標逐季呈上升趨勢。本季是我們史上最高的季度，比上季增加了 6 個百分點。

This is because of the work we've been doing on the planning of the business in terms of working with our customers to provide value-based solutions, recurring solutions, and then minimizing project work, which traditionally has been done in a manual way. But automating those task using AI technology has really helped us get to this really high subscription to one-time revenue number and I'm very proud of the team's hard work in achieving that.

這是因為我們一直在與客戶合作提供基於價值的解決方案、重複解決方案，然後最大限度地減少專案工作（傳統上以手動方式完成）方面進行業務規劃工作。但使用人工智慧技術自動化這些任務確實幫助我們獲得如此高的一次性收入數字，我為團隊為實現這一目標而付出的辛勤工作感到非常自豪。

The other metric that we've been trending upward is the gross margin. The gross margin was 82% for this quarter, which is higher than the previous quarters, and it's inching up and up. We're all in the right direction, all tied to the fact that we're getting more subscription revenue. We're getting less one time-revenue and we're also increasing the profitability of the company towards that.-

我們一直呈上升趨勢的另一個指標是毛利率。本季毛利率為82%，高於前幾個季度，並且還在穩步上升。我們都在朝著正確的方向前進，這一切都與我們獲得更多訂閱收入這一事實息息相關。我們獲得的一次性收入減少了，但我們也為此提高公司的獲利能力。

And part of all of this is really driven by our land and expand strategy, which continues to be a key contributor to growing subscription revenues with our existing customer base. And with the new SkyView analytics product offering, we are looking to ramp up these product expansions, which will really increase the ARR, the NRR, and also the gross margin.

所有這一切的一部分實際上是由我們的土地和擴張策略推動的，該策略仍然是我們現有客戶群訂閱收入成長的關鍵貢獻者。透過新的 SkyView 分析產品，我們希望加快這些產品的擴展，這將真正提高 ARR、NRR 和毛利率。

And lastly, we've been super focused on creating value for our investors. And for that sense, we're really focused on optimizing the operational cost structure, leveraging our investments in AI, and headcount rationalization, which we did for -- in late Q4 and Q1 resulting in a net north of 20% operating expense reduction from Q4 ‘23 to Q1 ‘24. This was done as part of a plan to really scale up the business in 2024 with a much lower cost structure.

最後，我們一直非常專注於為投資者創造價值。從這個意義上說，我們真正專注於優化營運成本結構，利用我們對人工智慧的投資和人員合理化，我們在第四季末和第一季所做的工作，導致營運費用淨減少 20% 以上。 Q4 → 23 至Q1 → 24。此舉是為了在 2024 年以更低的成本結構真正擴大業務規模的計劃的一部分。

Looking ahead, I'm very confident there are increasing ARR bookings, strong customer acquisition, and focus on subscription revenue will drive sustainable growth. We're committed to continuously innovating the CXAI platform and delivering value to our expanded customer base.

展望未來，我非常有信心不斷增加的 ARR 預訂、強勁的客戶獲取以及對訂閱收入的關注將推動永續成長。我們致力於不斷創新 CXAI 平台，為我們不斷擴大的客戶群提供價值。

All right. So that's our financial information for this quarter. Let me talk about the exciting new announcement that you probably have seen and hit the press, announcing SkyView. And we pronounce it SkyView. So it's an extension of our CXAI platform.

好的。這就是我們本季的財務資訊。讓我談談您可能已經看到並媒體報導的令人興奮的新公告：SkyView。我們將其發音為 SkyView。所以它是我們 CXAI 平台的擴展。

It's the AI-based analytics platform for employee experience. It's the world's first in this area. We're really proud of the revolutionary work we've done to enable this.

它是基於人工智慧的員工體驗分析平台。這在該領域尚屬世界首創。我們為實現這一目標所做的革命性工作感到非常自豪。

And I really want to commend the Google Cloud team that really supported us in this effort. It's been at breakneck speed in terms of getting the platform up and running. And now it's in beta,with lots of great customers who are working with us day-in, day-out, and we want to launch this at the end of Q2 for general availability.

我真的要讚揚在這項工作中給予我們真正支持的 Google Cloud 團隊。平台的啟動和運行速度極快。現在它處於測試階段，有很多優秀的客戶日復一日地與我們合作，我們希望在第二季末推出它以實現全面可用性。

And what does this SkyView platform do? So the SkyView platform is actually revolutionizing the workplace environment by measuring work efficiency and providing actionable insights, driving employee engagement, collaboration, and productivity.

那麼這個SkyView平台是做什麼的呢？因此，SkyView 平台實際上正在透過衡量工作效率並提供可行的見解、推動員工敬業度、協作和生產力來徹底改變工作場所環境。

So let me give you a little flavor of what that means and the key attributes that we focus on. And the interesting thing is, we actually work with our customers pretty closely over the last year in building this platform, which came from a lot of interaction with our customers.

因此，讓我向您介紹一下這意味著什麼以及我們關注的關鍵屬性。有趣的是，在過去的一年裡，我們實際上與客戶密切合作建立了這個平台，這是與客戶進行大量互動的結果。

The SkyView platform is really driven towards providing the first piece of space optimization, really playing those spatial analytics, that allows you to understand the key space utilization data, including heat maps and historical trends, which are instrumental in optimizing workspaces and resource allocation. It becomes the most efficient workplace business planning tool out there.

SkyView 平台真正致力於提供空間優化的第一步，真正發揮空間分析的作用，讓您了解關鍵的空間利用率數據，包括熱圖和歷史趨勢，這有助於優化工作空間和資源分配。它成為最有效的工作場所業務規劃工具。

The next thing that's important is, what are the people doing with the app and in the workplace? And with our platform, we can trace usage of application function utilized by the users to gain valuable insights on user behavior, which will drive engagement and productivity. And also integrations with corporate infrastructure that tells you what kind of technology assets that people use and how they use it, gives a really good profile of how the enterprise is working.

接下來重要的是，人們在工作場所使用該應用程式做什麼？透過我們的平台，我們可以追蹤用戶使用的應用程式功能的使用情況，以獲得有關用戶行為的寶貴見解，這將提高參與度和生產力。它還與企業基礎設施集成，告訴您人們使用哪種技術資產以及如何使用這些資產，從而很好地了解企業的運作方式。

More importantly, when you look at all these pieces together, it provides a comprehensive view of the enterprise. The data that we fuse from our integrations, as well as the data we're getting from space and people information, is driving these actual outcomes which are really data driven. And this makes life very easy for enterprise manager, workplace experience manager, or an IT manager to really decide -- and even an HR manager to decide what is really happening and what can we do to make things better.

更重要的是，當您將所有這些部分放在一起時，它提供了企業的全面視圖。我們從整合中融合的數據，以及我們從空間和人員資訊中獲得的數據，正在推動這些真正由數據驅動的實際結果。這使得企業經理、工作場所體驗經理或 IT 經理能夠輕鬆做出真正的決定，甚至是人力資源經理也能輕鬆決定到底發生了什麼以及我們可以做些什麼來讓事情變得更好。

And last but not least, the most cool thing about this is the predictive analytics. This is a part of the tool that really reimagine the whole enterprise with customizable dashboards, you can create your own dashboard, and get key predictions for KPIs with a very intuitive user interface. I'm going to show you a quick slide view of that.

最後但並非最不重要的一點是，最酷的事情是預測分析。這是該工具的一部分，透過可自訂的儀表板真正重新構想整個企業，您可以建立自己的儀表板，並透過非常直觀的使用者介面獲得 KPI 的關鍵預測。我將向您展示一個快速幻燈片視圖。

But this is kind of like the four cornerstone pillars of our analytics platform. And it's really driven by this -- by our customers who really wanted to see what are we actually doing with the app, what is the real value of the app.

但這有點像是我們分析平台的四個基石支柱。這實際上是由我們的客戶驅動的，他們真正想了解我們實際上在使用該應用程式做什麼，該應用程式的真正價值是什麼。

So let me talk about a little bit on some examples of this platform. So the first chart will show you a little bit -- when you enter the platform, you get this global view of the work experience. This shows you a global view of the campuses around the world.

那麼讓我來談談這個平台的一些例子。因此，第一個圖表將向您展示一點——當您進入平台時，您將獲得工作體驗的全局視圖。這向您展示了世界各地校園的全球視野。

So you kind of have -- at the tip of your fingertips, you build it to see what's happening in different regions of the world, whether you're in Dubai, or you're in Singapore, or you're in LA or New York, you can actually see what the utilization per region is, what the bookings have happened, what things are happening in different markets, or what functions have been utilized that gives the enterprise manager a really -- a SkyView of the world, of their world.

所以你可以透過指尖建造它來查看世界不同地區正在發生的事情，無論你是在迪拜、新加坡、洛杉磯還是紐約約克，你實際上可以看到每個區域的利用率是多少，發生了哪些預訂，在不同市場中發生了什麼事情，或使用了哪些功能，從而為企業經理提供了真正的世界觀，他們的世界。

And as you move forward, we talk about what is most important to them, right? And one of the things is the workspace optimization to see how many bookings are happening, what is the trend line between different years or different months, as well as different spaces in different locations. So this gives you a very good view of statistical analysis of the data, the data sets out there.

當你前進時，我們會討論對他們來說最重要的事情，對吧？其中之一是工作空間優化，以查看發生了多少預訂，不同年份或不同月份之間的趨勢線是什麼，以及不同位置的不同空間。因此，這使您可以很好地了解數據的統計分析，數據集在那裡。

But more importantly, you can scroll in and you can change the filter to allow you to give you different insights. So this gives really a tool that allows a workplace experience manager to really drive optimization of their assets and drive efficiency and productivity of those assets.

但更重要的是，您可以滾動並更改過濾器，以便為您提供不同的見解。因此，這確實提供了一個工具，使工作場所體驗經理能夠真正推動其資產的最佳化，並提高這些資產的效率和生產力。

The next exciting part is employee engagement. And this is where it gets very exciting, whereas -- and we will optimize the solutions for that. As a workplace manager or workplace experience manager, you can actually profile yourself and see what things are important to you.

下一個令人興奮的部分是員工敬業度。這就是非常令人興奮的地方，而我們將為此優化解決方案。作為工作場所經理或工作場所體驗經理，您實際上可以對自己進行自我介紹，並了解哪些事情對您來說很重要。

You can understand what events are happening at different places in your organization. You can see the trends in terms of who's coming in, who's coming out, what are they doing, what features in the app they're using, and really understanding what integration are they using. Are they using a locker? Are they using the food service that you offer or other amenities you offer? So it gives you a holistic view of what people are doing, why they're doing it, what matters to them, what's most important.

您可以了解組織中不同地方正在發生的事件。您可以看到以下方面的趨勢：誰進來、誰出去、他們在做什麼、他們正在使用應用程式中的哪些功能，並真正了解他們正在使用哪些整合。他們使用儲物櫃嗎？他們是否使用您提供的餐飲服務或其他便利設施？因此，它可以讓您全面了解人們在做什麼、為什麼這樣做、什麼對他們重要、什麼是最重要的。

And this has been driven by our largest customers who are actually using our app for, really, things that are mission critical. And mission critical is ordering lunch every day; mission critical is getting to the office on time; mission critical is to find a parking spot; mission critical is to get home at a reasonable time. And mission critical is to get your work done faster, better, and cheaper.

這是由我們最大的客戶推動的，他們實際上正在使用我們的應用程式來完成關鍵任務。關鍵任務是每天訂購午餐；關鍵任務是準時到達辦公室；關鍵任務是找到停車位；關鍵任務是在合理的時間回家。關鍵任務是更快、更好、更便宜地完成工作。

This is all happening, because now, we can tell you exactly what friction points are for the users, what are they liking, what are they not liking, and what's going to make them more productive. This is simply awesome. And if you get to play with the tool, we're going to do some demos of this as we launch it with our customers on the next calls. And you'll see how powerful this is in terms of providing that intuitive nature.

這一切正在發生，因為現在，我們可以準確地告訴您用戶的摩擦點是什麼，他們喜歡什麼，他們不喜歡什麼，以及什麼會讓他們更有效率。這簡直太棒了。如果您想使用該工具，我們將在下次電話會議中向客戶推出該工具時進行一些演示。您將看到它在提供直觀性方面有多強大。

And to that, goes to my next chart on the data driven piece, right? The fact that, now, you can have opinions on what's right, what's wrong, why is this market working this way. You can actually get real data sets to understand what are the critical things.

接下來，轉到我的下一個關於資料驅動部分的圖表，對吧？事實上，現在你可以對什麼是對、什麼是錯、為什麼這個市場會這樣運作有意見。您實際上可以獲得真實的數據集來了解什麼是關鍵的事情。

You can compare data sets between different locations. You can also decide what active users are using, where they're using it. Infusing that data will give you actionable insights, meaning, that once you know that how many people are actually coming into the office, how many people are actually using the product, how many people are actually being productive in some of the work function, you can fuse the data together to create more actionable insight. And this is all data driven.

您可以比較不同位置之間的資料集。您還可以決定活躍用戶正在使用什麼以及他們在哪裡使用。注入這些數據將為您提供可操作的見解，這意味著，一旦您知道有多少人實際上進入辦公室，有多少人實際上在使用該產品，有多少人實際上在某些工作職能中發揮了生產力，您就可以將資料融合在一起以創建更具可操作性的見解。這都是數據驅動的。

So that way there's no opinions on whose site is better, or whose campus has got better amenities. It all will show up very clearly on where the decisions are to optimize, to improve, to enhance the workspace, and also the employee engagement.

這樣一來，就不會有關於誰的網站更好，或者誰的校園有更好的設施的意見。這一切都將非常清楚地顯示出最佳化、改進、增強工作空間以及員工敬業度的決策。

And lastly, the way we've thought about all of this stuff is really to make it in the hands of the employer to really decide how they want to create their own dashboards. People talk about lots of different dashboards. We talk about just create your own dashboard, which is the interactive predictive analytics. You can ask a question and you get an answer that satisfies your question, and give you insights on what else could you have been asking, or what else do you see in that space.

最後，我們考慮所有這些東西的方式實際上是讓雇主真正決定他們想要如何創建自己的儀表板。人們談論許多不同的儀表板。我們談論的是創建您自己的儀表板，這就是互動式預測分析。您可以提出一個問題，然後得到滿足您問題的答案，並讓您了解您還可以問什麼，或者您在該空間中還看到了什麼。

We're using the latest gen-AI models for this. And we're creating --really, all these questions can be asked in native language and create these custom dashboards containing really relevant information. And using these predictive analytic capabilities, you can estimate the potential impact on future programs. So this is really the most advanced solution out there that provides that intuitive user experience.

為此，我們使用了最新的 gen-AI 模型。我們正在創建——實際上，所有這些問題都可以用母語提出，並創建包含真正相關資訊的自訂儀表板。使用這些預測分析功能，您可以估計對未來計劃的潛在影響。因此，這確實是提供直覺用戶體驗的最先進的解決方案。

So all of these tools are really cool and they're getting deployed with our customers who are embracing them. Because without this, there's no real value for the full app. Unless you have the analytics tied together, you can't really realize the full value of the workplace experience.

因此，所有這些工具都非常酷，並且正在與接受它們的客戶一起部署。因為如果沒有這個，完整的應用程式就沒有真正的價值。除非將分析結合在一起，否則您無法真正實現工作場所體驗的全部價值。

So let me talk about our friends at Google who've been talking with us and really it's been a great experience working with them, most prominently because they are the leaders in the AI infrastructure space. And when we think about that, it's not just Google Cloud capability, it's also these other capabilities that I mentioned in the slide, in terms of providing these different user interactions, whether it's through voice or images or other sources, whether it's natural language processing to really understand user intent, and deliver more relevant and personalized results.

因此，讓我談談我們在谷歌的朋友，他們一直在與我們交談，與他們合作確實是一次很棒的經歷，最重要的是因為他們是人工智慧基礎設施領域的領導者。當我們思考這一點時，這不僅僅是Google Cloud 的功能，還有我在幻燈片中提到的其他功能，即提供這些不同的用戶交互，無論是透過語音、圖像還是其他來源，無論是自然語言處理真正了解使用者意圖，並提供更相關和個人化的結果。

Location is super important to us. As you know, we are the spatial intelligence company. We provide really good location data inside the enterprise, but a lot of things around the enterprise or right near the enterprise. So we provide that full location intelligence, we call it, places and things and the regional variations, localization around different markets. We've got a really great platform play with Google on that, that's really helping.

位置對我們來說非常重要。如您所知，我們是一家空間智能公司。我們在企業內部提供非常好的位置數據，但在企業周圍或企業附近有很多東西。因此，我們提供完整的位置情報，我們稱之為地點和事物以及區域差異，不同市場的本地化。我們與谷歌在這方面有一個非常棒的平台合作，這真的很有幫助。

One of the key things of our business has always been about integrations. We do around 100-plus integrations with different customers. With Google's API management platform, we're able to do those integrations much, much faster.

我們業務的關鍵之一始終是整合。我們與不同的客戶進行了大約 100 多次整合。借助 Google 的 API 管理平台，我們能夠更快地完成這些整合。

Think about months become days, and we can also enable lot more applications around it. So this is a key differentiator for us compared to our competition.

想想幾個月變成幾天，我們還可以圍繞它啟用更多應用程式。因此，與競爭對手相比，這是我們的一個關鍵區別。

And lastly but not least, all our major customers really care about security. Security is the prime factor for the reason why they chose us. And so for us to be at the top of the league on security is super important. And that's why we're leveraging all the features on the Google Cloud platform for security and compliance.

最後但並非最不重要的一點是，我們所有的主要客戶都非常關心安全性。安全是他們選擇我們的首要因素。因此，對我們來說，在安全方面處於聯盟領先地位是非常重要的。這就是為什麼我們利用 Google Cloud 平台上的所有功能來實現安全性和合規性。

And last but not least, believe it or not, this business is getting to become not just a nice to have, but a must have. And when you have a must have business, you need high reliability, high quality, high availability. And our customers are demanding that.

最後但並非最不重要的一點是，無論您相信與否，這項業務正在變得不僅是可有可無，而且必須擁有。當您擁有必須擁有的業務時，您需要高可靠性、高品質、高可用性。我們的客戶也有這樣的要求。

Our customers are not happy if they can't order something on the app, because they're depending on it. So we have to pride those really high levels of reliability and quality and availability. And this is where really partnering with Google's AI infrastructure has really helped us in enabling that, and we really are looking forward to driving more and more innovation with this AI infrastructure.

如果我們的客戶無法在應用程式上訂購商品，他們就會不高興，因為他們依賴它。因此，我們必須為這些真正高水準的可靠性、品質和可用性感到自豪。這就是與Google的人工智慧基礎設施合作真正幫助我們實現這一目標的地方，我們真的很期待透過這個人工智慧基礎設施推動越來越多的創新。

So anyway, let me close off by talking about why we are important, why CXAI, why you as an investor should think about it?

不管怎樣，讓我最後談談為什麼我們很重要，為什麼CXAI，為什麼你作為投資者應該考慮它？

Number one, AI is changing the world. You're seeing that in every segment. I think, in our space, AI is not just the future, it's present right now. And with our solution, we're going to be transformation to the market.

第一，人工智慧正在改變世界。你在每個部分都能看到這一點。我認為，在我們的領域，人工智慧不僅是未來，而且是現在。透過我們的解決方案，我們將向市場轉型。

We have a patented leading edge enterprise AI SaaS platform, the first in the world, very proud of that, and we're going to launch it in the summer after our first deployment with all our existing customers. And this existing customer base is growing, it's very strong, very loyal to us, and willing to go scale up to the next level.

我們擁有一個專利的領先企業人工智慧 SaaS 平台，這是世界上第一個，對此我們感到非常自豪，我們將在與所有現有客戶進行首次部署後的夏天推出它。這個現有的客戶群正在成長，非常強大，對我們非常忠誠，並且願意將規模擴大到一個新的水平。

Most importantly, when you think from an AI perspective, we've got diversified deployments globally in 60 countries and 200 plus cities. Those datasets are precious, because they give you real datasets that allow these AI models to perform better and provide better training and better outcomes.

最重要的是，從人工智慧的角度來看，我們已經在全球 60 個國家、200 多個城市進行了多元化的部署。這些資料集很珍貴，因為它們為您提供了真實的資料集，使這些人工智慧模型能夠更好地執行並提供更好的訓練和更好的結果。

That's what our customers want. They just don't want AI for the sake of AI, they want AI to create actionable results that will be meaningful to their business. We believe we are delivering that with this new SkyView platform, as well as overall CXAI platform.

這就是我們的客戶想要的。他們只是不想為了人工智慧而使用人工智慧，他們希望人工智慧創造出對他們的業務有意義的可行結果。我們相信，我們正在透過這個新的 SkyView 平台以及整個 CXAI 平台來實現這一目標。

We are an innovation team. We're based in Silicon Valley. Our heritage is about transformation.

我們是一支創新團隊。我們的總部位於矽谷。我們的傳統是關於改變。

We're super excited about this area. We're super excited about the challenges we see in the market. But more importantly, we have an experienced management team, and our Board is very focused on delivering value to our investors.

我們對這個領域感到非常興奮。我們對市場上遇到的挑戰感到非常興奮。但更重要的是，我們擁有經驗豐富的管理團隊，我們的董事會非常注重為投資者提供價值。

And we're not going to do everything ourselves. We're partnering with leading innovators. You've seen the Google Cloud announcements. We'll see further announcements with other folks in the coming months years. And we are working very closely in the whole ecosystem to find the best in class to provide it.

我們不會什麼事都自己做。我們正在與領先的創新者合作。您已經看到 Google Cloud 公告了。在接下來的幾個月裡，我們將看到其他人發布的進一步公告。我們正在整個生態系統中密切合作，尋找同類最佳的產品來提供這項服務。

And lastly, as I started this journey a year-plus ago, when we took the company public, we want to create this new software category. We really believe in employee experiences. We've been validated in the market that this is the right offering, this is the right capability.

最後，當我一年多前開始這趟旅程時，當我們將公司上市時，我們希望創建這個新的軟體類別。我們非常相信員工體驗。我們已經在市場上得到驗證，這是正確的產品，這是正確的功能。

Now, we just have to deliver. And we believe that we are at the tipping point of delivering the capabilities, getting the customer adoption, and scaling to the next level.

現在，我們只需要交付。我們相信，我們正處於提供功能、獲得客戶採用以及擴展到下一個層次的轉折點。

So with that, that's all I have to say today. We really believe that this is -- the company is ready for the next phase of innovation. As we like to say, to the CXAI and beyond, thank you, everybody. We love to have you connect with us on our next earnings calls and we would welcome interactions with you.

那麼，這就是我今天要說的全部。我們確實相信，公司已經為下一階段的創新做好了準備。正如我們想對 CXAI 及其他人士說的，謝謝大家。我們很高興您在下一次財報電話會議上與我們聯繫，我們歡迎與您互動。

You can go to our website, www.cxapp.com, and we can share with you all the details about the offering that we did today in terms of the SkyView platform, as well as any other investor documents.

您可以訪問我們的網站 www.cxapp.com，我們可以與您分享我們今天在 SkyView 平台上進行的發行的所有詳細信息，以及任何其他投資者文件。

Thank you very much. Have a great evening. Bye.

非常感謝。祝您有個美好的夜晚。再見。

Thank you. This concludes today's conference and you may disconnect your lines at this time. Thank you for your participation.

謝謝。今天的會議到此結束，您現在可以掛斷電話了。感謝您的參與。