CXApp Inc (CXAI) 2024 Q2 法說會逐字稿

Good afternoon, and welcome to the CXAI second quarter 2024 earnings conference Call. (Operator Instructions) Please be advised that this call is being recorded.

下午好，歡迎參加 CXAI 2024 年第二季財報電話會議。（操作員說明）請注意，此通話正在錄音。

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

現在我想將會議交給 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, pronounced Sky. I plan to discuss CXAI's financial results for the second 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.

謝謝業者，也謝謝大家參加 CXAI（發音為 Sky）的季度財報電話會議。我計劃討論 CXAI 2024 年第二季的財務表現。我還將提供有關我們在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最新資訊。

By now everyone should have access to our earnings press release announcement. We have also filed our quarterly earnings report, our 10-Q for Q2 2024 with the SEC today. This information will also be found on our website. www.cxapp.com.

現在每個人都應該可以訪問我們的收益新聞稿公告。我們今天也向 SEC 提交了季度收益報告，即 2024 年第二季的 10 季收益報告。此資訊也可以在我們的網站上找到。 www.cxapp.com。

With that, I'm going to move to show some disclaimer slides, which people can review at their own leisure. So now let me tell you a little bit about the company, CXAI. We are listed on NASDAQ. As you know, we're an AI first enterprise software company, creating a new segment in software called Employee Experiences.

接下來，我將展示一些免責聲明投影片，人們可以在閒暇時查看這些投影片。現在讓我向您介紹一下CXAI 公司。我們在納斯達克上市。如您所知，我們是一家人工智慧優先的企業軟體公司，在軟體領域創建了一個名為「員工體驗」的新細分市場。

We're headquartered in the San Francisco Bay Area, where we have design and development resources all over the globe with main hubs in Toronto and Manila. More importantly, we have customers that are globally situated, although all our customers are headquartered in North America, but we're deployed in around 200-plus cities in 50 countries in all five continents, which tell you the depth and breadth of our capability and our span across the globe.

我們的總部位於舊金山灣區，在全球擁有設計和開發資源，主要中心位於多倫多和馬尼拉。更重要的是，我們的客戶遍布全球，雖然我們所有的客戶總部都在北美，但我們的業務分佈在五大洲50個國家的約200多個城市，這說明我們能力的深度和廣度我們的業務遍及全球。

Our customers are Fortune 1000 customers that have great enterprise capabilities globally. The reason why they choose CXAI or Sky is because we have a great technology platform that's built on 37 filed and 17 granted patents. And this team of 80 innovators globally is made mostly of engineers, so more than 2/3 of the team is engineering.

我們的客戶是在全球擁有強大企業能力的財富 1000 強客戶。他們選擇 CXAI 或 Sky 的原因是因為我們擁有一個基於 37 項已申請專利和 17 項已授權專利構建的出色技術平台。而這個由全球 80 位創新者組成的團隊主要由工程師組成，因此超過 2/3 的團隊都是工程人員。

But all our colleagues are great collaborators, innovators and design thinkers that are creating the next generation of the future work. So, this is where we're super excited to share with you the progress we made, the outcomes we have. And before I go forward, I'm going to talk a little bit about the market and see what's shaping the market, what's happening in the market, as you can see.

但我們所有的同事都是偉大的合作者、創新者和設計思想家，他們正在創造下一代未來的作品。因此，我們非常高興與您分享我們所取得的進展和成果。在繼續之前，我將先談談市場，看看是什麼正在塑造市場，市場正在發生什麼，正如你所看到的。

But first of all, it's very obvious that the world is going to an AI-centric world, where transformation is happening across all branches of the industry, and we are the company that is changing the transformation or transforming the workplace as we speak. So let me talk about the market, what is happening in the market, what do we see in the market right now.

但首先，很明顯，世界正在走向以人工智慧為中心的世界，產業的所有分支都在發生變革，而我們正是正在改變這種變革或改變工作場所的公司。那麼讓我談談市場，市場正在發生什麼，我們現在在市場上看到什麼。

It's obvious that work-from-home was the predominant use case during the pandemic. And work-from-home is now stabilizing at around 25% of days, which is around one to two days a week, which is still a five-fold jump from 2019 when we had less than 5% people working from home. The work-from-home is staying, it's not going away. It's also becoming more stable, more predictable.

顯然，在家工作是大流行期間的主要用例。在家工作的天數目前穩定在 25% 左右，即每週大約一到兩天，這仍然比 2019 年增加了五倍，當時在家工作的人數還不到 5%。在家工作會一直存在，不會消失。它也變得更加穩定、更加可預測。

Now as you look there, there's also a trend happening in terms of what's happening with the office occupancy. During COVID and post-COVID, there was a rising occupancy in the marketplace. It's flattening out for the last number of years. So, the last two years is that we flattened to around 50% of 2019 levels.

現在，當你看到那裡時，辦公室佔用率也出現了一種趨勢。在新冠疫情期間和後新冠疫情期間，市場入住率不斷上升。在過去的幾年裡，它正在趨於平緩。因此，過去兩年我們的水準已趨於平緩至 2019 年水準的 50% 左右。

This data shows that now we're in a position of stability or at least a new work norm is being implemented. This data that I showed you is from courtesy of Professor Nick Bloom at Stanford, who is the leading thought leader in this space. And as you can see, there's a lot that has changed, but now there's a new norm, which is called Hybrid Work. So, what is Hybrid Work? And why is Hybrid Work so important?

這些數據表明，現在我們處於穩定狀態，或至少正在實施新的工作規範。我向您展示的這些數據由史丹佛大學的 Nick Bloom 教授提供，他是該領域的領先思想領袖。正如您所看到的，發生了很多變化，但現在出現了一種新規範，稱為混合工作。那麼，什麼是混合工作？為什麼混合工作如此重要？

As you can see, 37% of US companies have now embraced a structured hybrid model, which is up from 20% in Q1 of 2023. If you look carefully at this chart, it's obvious that the world is going towards a structured hybrid model. There are people that are fully flexible.

如您所見，37% 的美國公司現已採用結構化混合模式，這一數字高於 2023 年第一季的 20%。如果仔細觀察這張圖表，很明顯世界正在走向結構化混合模型。有些人是完全靈活的。

There are companies still doing full time in the office, but the structured hybrid seems to be the most successful and most useful model out there. And managers have shown that - have reported that there's an increase in productivity, there's increase in work life balance and there's reduced burn out. Employees want to be given the opportunity to have that flexibility. That flexibility is key to the success of new workplace experience.

有些公司仍然在辦公室全職工作，但結構化混合似乎是最成功、最有用的模式。經理們已經表明，生產力提高，工作與生活的平衡有所改善，倦怠感減少。員工希望有機會擁有這種彈性。這種靈活性是新工作場所體驗成功的關鍵。

As we move forward in this structured hybrid world, what does that entail? That entails all of these large customers of ours, large Fortune 100 and 1000s, they're adopting that more and more. As you can see, more than 67% of the companies with 25,000-plus employees are using structured hybrid. And most of our customers are in that same footprint, either 25,000 or in the 5,000 to 25,000 range. At the same time, this phenomenon and this trend is going to grow over and over across all the segments. So, we believe that this is going to be the way of the future and structural hybrid is where the world is going. And there's no going back on this. This is the way industry is performing in terms of how enterprises are expecting workers to come back to the office or work from the home, or actually working from anywhere, and giving the capability and the tools and technologies to allow them to be successful in any environment.

當我們在這個結構化的混合世界中前進時，這意味著什麼？這需要我們所有的大客戶，財富 100 強和 1000 強企業，他們越來越多地採用這種方式。正如您所看到的，在擁有 25,000 多名員工的公司中，超過 67% 正在使用結構化混合動力。我們的大多數客戶都在同樣的範圍內，要么是 25,000 人，要么是在 5,000 到 25,000 人之間。同時，這種現象和趨勢將在所有領域不斷增長。因此，我們相信這將是未來的發展方向，結構混合是世界的發展方向。這件事已經沒有回頭路了。這就是行業的表現方式，企業期望員工回到辦公室或在家工作，或實際上在任何地方工作，並提供能力、工具和技術，使他們能夠在任何領域取得成功。

So, when we think about the challenges of hybrid work, this is where the biggest thing that's come out is the hybrid coordination tax. And the hybrid coordination is tied to the fact that as these employees are trying to figure out their new working arrangement, there are still a lot of kinks to work out.

因此，當我們考慮混合工作的挑戰時，最大的問題就是混合協調稅。混合協調與這樣一個事實有關：當這些員工試圖找出新的工作安排時，仍然有許多問題需要解決。

The challenges to get the most out of the return to office and remain productive, at the same time, the logistics of actually meeting with people you need to do when some are working in person, others are working virtually, it's an effort. It requires coordination. It requires consultation and all of that can be enabled by technology.

充分利用返回辦公室並保持生產力的挑戰，同時，當有些人親自工作，有些人虛擬工作時，你需要與實際會面的人進行後勤工作，這是一項努力。這需要協調。它需要諮詢，而所有這一切都可以透過技術來實現。

No longer phone calls only or e-mails only. It has to be the ability to coordinate successfully across all digital platforms. That's the power of communication. That's the power of intelligent platform. And that's what CXAI does, and we'll talk about that in a bit.

不再僅透過電話或僅發送電子郵件。它必須具有跨所有數位平台成功協調的能力。這就是溝通的力量。這就是智慧平台的力量。這就是 CXAI 所做的事情，我們稍後會討論這一點。

The other part that's important is the time taken with these co-ordinations and the setting up these meetings and conferences and others is becoming a bare on people, it’s taking 37% of their time, which, in some cases, is costing companies tens of thousands of dollars per employee. So that's a huge cost issue.

另一件重要的事情是協調和安排這些會議和其他會議所花費的時間，這對人們來說是一種負擔，這佔用了他們37% 的時間，在某些情況下，這會耗費大量時間。所以這是一個巨大的成本問題。

More importantly, the return to office mandates have really not worked out for a lot of the employees and the employers. And what we call is a new vernacular called hushed hybrid where coffee badging and shadow policies are in place.

更重要的是，重返辦公室的要求對許多員工和雇主來說其實並沒有奏效。我們所說的是一種新的白話，稱為“安靜的混合”，其中咖啡徽章和影子政策已經就位。

Coffee badging means that you could go into your office, you badge yourself in, you pour your cup of coffee and you walk out five minutes later because they're only checking you when you check in, they don't know when you're checked out. Well, that's happening a lot.

咖啡徽章意味著你可以進入你的辦公室，你給自己打上徽章，倒上一杯咖啡，五分鐘後你就走出去，因為他們只在你簽到時檢查你，他們不知道你什麼時候在。了。嗯，這樣的事情發生了很多。

And there's data out there showing 15% of hybrid workers are coffee badging. And then they're having shadow policies where they're talking to the manager to allow them to have flexibility to do things differently or to allow them some flexibility in the timings.

有數據顯示，15% 的混合型員工擁有咖啡徽章。然後他們制定影子政策，與經理交談，讓他們能夠靈活地以不同的方式做事，或讓他們在時間安排上有一定的彈性。

All that is good as long as there's awareness, there's transparency, visibility to understand what is happening and how to actually manage that. So, it's important to know this hush hybrid is happening across the workplace and we're seeing it with our customers, too. And we're finding out that these customers need solutions to that.

只要有意識、有透明度、能見度來了解正在發生的事情以及如何實際管理，這一切都是好的。因此，重要的是要知道這種安靜的混合現象正在整個工作場所發生，我們的客戶也看到了這種情況。我們發現這些客戶需要解決方案。

So, when you think of these challenges, this world is gone to the hybrid world, we have to find solutions to that. So, coming over to now, what are we doing? Why are we doing this? And why is an AI-centric solution so critical to this?

因此，當你想到這些挑戰時，這個世界已經進入混合世界，我們必須找到解決方案。那麼，到現在為止，我們在做什麼？我們為什麼要這樣做？為什麼以人工智慧為中心的解決方案對此如此重要？

So, with CXAI, we have built this for this real purpose. And the purpose we built it for is to create transformational employee experience end-to-end. And when we think about the transformation, it's happening all the way from the time the employee starts the day to the time they hang up their phone for the day.

因此，透過 CXAI，我們是為了這個真正的目的而建構的。我們建構它的目的是創造端到端的變革性員工體驗。當我們考慮這種轉變時，從員工開始新的一天到他們掛斷電話，這種轉變一直在發生。

So CXAI is a unique enterprise employee experience platform that powers seamless connections across people, places and things and enables a best-in-class workplace environment your people will love. It is true enterprise solution designed for millions of users. It provides enterprise-grade security and supports over 100 integrations with corporate systems. These integrations enable large amounts of experiential data and feed CXAI's powerful analytics, suggesting new ways to improve employee productivity and engagement.

因此，CXAI 是一個獨特的企業員工體驗平台，可實現人、地點和事物之間的無縫連接，並打造您的員工喜愛的一流工作環境。這是真正為數百萬用戶設計的企業解決方案。它提供企業級安全性並支援 100 多種與企業系統的整合。這些整合支援大量體驗數據並為 CXAI 強大的分析提供支持，從而提出了提高員工生產力和敬業度的新方法。

As you can see, the way we've thought about CXAI is a shift towards an AI-centric approach and workplace innovation, tie seamless integrated customer experience CX, with artificial intelligence, AI, focus around the employee to deliver solutions and transform the way work happens, making workspaces more intuitive and efficient leading to happier and more productive employees.

正如您所看到的，我們對CXAI 的思考方式是轉向以AI 為中心的方法和工作場所創新，將無縫整合的客戶體驗CX 與人工智慧、AI 結合起來，以員工為中心，提供解決方案並轉變方式工作發生，使工作空間更加直覺和高效，從而使員工更加快樂和更有效率。

As you look at the solution, it starts with this branded immersive mobile or web app. So, think about any of our large customers are using their logos, their content, their look and feel to enable the users to feel like they're at home or they're at their work environment in their work home environment.

當您查看解決方案時，它始於這個品牌沉浸式行動或網路應用程式。因此，想想我們的任何大客戶都在使用他們的商標、內容、外觀和感覺，讓使用者感覺就像在家裡或在工作家庭環境中的工作環境一樣。

And similarly, when you look at the analytics and the data, it's all in a trusted environment where we're collecting the data from the users in an enterprise environment and providing trusted advice to both the users as well as the employers, and creating an end-to-end architecture that is really multi-cloud. So, we are right now in all cloud systems, supporting all of that, and we plan to do that. Moving forward, is extended with our Google Cloud partnership. We are working with other cloud providers.

同樣，當您查看分析和數據時，您會發現這一切都在一個可信的環境中，我們在企業環境中從用戶那裡收集數據，並向用戶和雇主提供可信的建議，並創建一個真正的多雲端對端架構。因此，我們現在在所有雲端系統中支援所有這些，並且我們計劃這樣做。展望未來，我們將與 Google Cloud 合作夥伴關係進一步擴展。我們正在與其他雲端提供者合作。

And more importantly, we're also looking at multi-OS and multi-devices because these interactions happen everywhere, not just on the mobile phone. They happen on a laptop, they can happen on a kiosk. It could happen on a watch, they could happen on any digital device that you can connect to. So that's why the CXAI vision is really tied towards the data and making sure that data is available on all devices in all capabilities for all our customers globally.

更重要的是，我們也關注多作業系統和多設備，因為這些互動無所不在，而不僅僅是在手機上。它們發生在筆記型電腦上，也可以發生在資訊亭上。它可能發生在手錶上，也可能發生在您可以連接的任何數位設備上。這就是為什麼 CXAI 願景真正與數據緊密相關，並確保數據在所有設備上以所有功能為全球所有客戶提供。

So peeling the onion a little bit more, what is underneath this CXAI platform? What are the key technology and capabilities that we've enabled? Number one, we're AI native, and we were a mobile-first and cloud-first technology platform. Now we're focused on centering it around the employee first experience, meaning this is all tied to increasing the employees' capability and employees' ability to be successful.

那麼，我們再深入了解一下，這個 CXAI 平台的底層到底是什麼呢？我們啟用了哪些關鍵技術和功能？第一，我們是人工智慧原生的，我們是一個行動優先和雲端優先的技術平台。現在，我們的重點是圍繞員工第一體驗，這意味著這一切都與提高員工的能力和員工成功的能力息息相關。

So, the first pillar is the unified employee experience where as a central platform that integrates various workplace functionalities in a unified workflow reflecting CXAI's emphasis on a unified mobile first approach to work space technology.

因此，第一個支柱是統一的員工體驗，作為將各種工作場所功能整合到統一工作流程中的中央平台，反映了 CXAI 對工作空間技術的統一行動優先方法的重視。

CXAI's platform creates a consistent personalized workflow specific experience across mobile and web powered by over 100 integrations with enterprise back-end system. It covers the complexities providing the users with a clean, easy to navigate context-specific UI to complete their task.

CXAI 的平台透過與企業後端系統的 100 多個整合提供支持，在行動和網路上創建一致的個人化工作流程特定體驗。它涵蓋了複雜性，為用戶提供了一個乾淨、易於導航的特定於上下文的 UI 來完成他們的任務。

The second part of this is Spatial Intelligence. Spatial Intelligence is a key part of CXAI's technology stack, focusing on optimizing physical spacing and enhancing interactions within the workplace through location-based technologies, providing contextual awareness.

第二部分是空間智能。空間智能是 CXAI 技術堆疊的關鍵部分，專注於優化物理空間並透過基於位置的技術增強工作場所內的交互，提供情境感知。

The third part of our pillar is really on the experiential analytics. The use of AI to derive insights into employee engagement and work space utilization is a core component of CXAI, emphasizing the value of data in making decisions as well as measuring productivity.

我們支柱的第三部分其實是關於體驗分析。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，強調數據在決策和衡量生產力方面的價值。

Finally, generative AI. Generative AI in 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。CXAI 中的生成式 AI 透過啟用語音和文字啟動任務（例如使用簡單的命令安排會議）以及搜尋和發現等功能來提高效率和生產力。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。

Leveraging the most advanced multimodal large language models, LLMs we are adding responsible, secure and reliable Gen AI capabilities through a retrievable augmented generation, RAG, model that uses internal enterprise data to support intelligent planning and using interactions to text, speech and video.

利用最先進的多模式大語言模型，法學碩士，我們透過可檢索的增強生成RAG 模型添加負責任、安全和可靠的Gen AI 功能，該模型使用內部企業數據來支援智慧規劃並使用文字、語音和視訊互動。

So, as you can see, this is VR solution that really enables the most advanced capabilities in the marketplace today. And we're so proud to have this solution available to most of our customers today and the generative AI pieces in data that's coming out soon with our customer base as well as new customers.

因此，正如您所看到的，這是真正實現當今市場上最先進功能的 VR 解決方案。我們非常自豪能夠為今天的大多數客戶提供這個解決方案，我們的客戶群和新客戶很快就會推出資料中的產生人工智慧部分。

So why do enterprise leaders to CXAI. Why do we have these 20-plus large Fortune 1000 customers? Why do we have these great expansions that we're going to talk about? Well, number one, it's an engaging all-in-one app. It's an intuitive user experience with all these seamless integrations and with immersive content. There's no solution out there today that's all-in-one app in the enterprise space. Secondly, we turn complexity into productivity. We're asked for providing automated workflows where there's one click, one view and then one voice command to an action, requiring enterprise-grade security and providing their trusted adviser capability so that way all your complex functions become simplified and easy to use.

那麼企業領導為什麼要關注CXAI。為什麼我們有這20多家財富1000強大客戶？為什麼我們要討論這些偉大的擴充？嗯，第一，它是一款引人入勝的一體化應用程式。所有這些無縫整合和沈浸式內容帶來直覺的用戶體驗。目前還沒有一種解決方案可以在企業領域提供一體化應用程式。其次，我們將複雜性轉化為生產力。我們被要求提供自動化工作流程，只需一鍵單擊、一次查看，然後透過一個語音命令即可執行操作，需要企業級安全性並提供其值得信賴的顧問功能，以便您所有複雜的功能變得簡單且易於使用。

And last and most important, we're delivering insights both to the employee and employers that make their lives easier and better. These AI-powered analytics provide predictable outcomes and provide insights that will allow users to become more productive in their environment, and for employers to figure out ways to make their workspace more intelligent and more engaging.

最後也是最重要的是，我們向員工和雇主提供見解，讓他們的生活更輕鬆、更美好。這些人工智慧驅動的分析提供了可預測的結果，並提供了見解，使用戶能夠在其環境中提高工作效率，並讓雇主找到使他們的工作空間更加聰明和更具吸引力的方法。

So that's a little bit about the market and about what we have been doing from a technology perspective, from a customer engagement perspective. Let's talk about the results. I know a lot of you have come here today to learn about what is our results. But I want to first give you a little bit of highlights of what happened this quarter, right?

這就是關於市場以及我們從技術角度和客戶參與角度所做的一些事情。我們來談談結果。我知道你們很多人今天來這裡是為了了解我們的成果。但我想先向您介紹一下本季發生的事情，對嗎？

So, the biggest announcement for us today is that we signed our largest expansion deal ever. This is one of the largest financial services customer in the world. They have global sites all over and they are growing dramatically with us. They started off with two sites at their headquarters and the second large site. And those pilots have been super successful this last quarter, and they have now decided to sign on for 25-plus sites globally as well as add on more and more capabilities based on the success of those pilots. So that is our largest financial deal in terms of the size of an expansion and it validates our land and expand strategy.

因此，今天對我們來說最重要的公告是我們簽署了有史以來最大的擴張協議。這是世界上最大的金融服務客戶之一。他們在全球各地都有站點，並且與我們一起飛速發展。他們從總部的兩個站點和第二個大型站點開始。這些試點計畫在上個季度取得了巨大成功，他們現在決定簽約全球 25 多個站點，並根據這些試點計畫的成功添加越來越多的功能。因此，就擴張規模而言，這是我們最大的財務交易，它驗證了我們的土地和擴張策略。

Secondly, our bookings growth this quarter is driven by renewals and expansion by five enterprise customers. And these five enterprise customers are across all major verticals. They're not just in financial services, they're in financial services. They're intact. They're in consumer. They're in health care, all the different verticals that we have.

其次，我們本季的預訂成長是由五家企業客戶的續約和擴張所推動的。這五個企業客戶遍布所有主要垂直領域。他們不僅從事金融服務業，而且還從事金融服務業。它們完好無損。他們屬於消費者。他們在醫療保健領域，我們擁有所有不同的垂直領域。

So, we're super excited about having those customers renew with us and scale up with us. The third big highlight for this quarter is our multiyear, multimillion dollar agreement with Google. I'm going to talk a lot more about it in detail in the coming slides.

因此，我們非常高興這些客戶能夠與我們續約並擴大規模。本季的第三大亮點是我們與Google達成的為期數百萬美元的多年協議。我將在接下來的幻燈片中詳細討論它。

But essentially, it provides an overarching agreement where we get access to the most latest AI infrastructure products and monitoring for our CXAI platform and allows Google in us, Google Cloud in us to be driving together in the workplace transformation.

但本質上，它提供了一個總體協議，讓我們能夠存取最新的人工智慧基礎設施產品並監控我們的 CXAI 平台，並允許我們中的 Google、我們中的 Google Cloud 共同推動工作場所轉型。

This is significant because it shows commitment on both sides on enhancing the capabilities but also changing the way people work. We believe that Google Cloud is a strategic partner to us. And we are super excited to work with them and to enable new capabilities on our platform.

這很重要，因為它表明雙方都致力於增強能力，同時也改變人們的工作方式。我們相信 Google Cloud 是我們的策略夥伴。我們非常高興與他們合作並在我們的平台上啟用新功能。

On the last call, I had mentioned about the new CXAI platform, which is being launched with a brand-new customer in the financial services, where that development is going really well. And I'm happy to announce that we are doing a pilot in Q3 here in the coming months, where we're going to launch it with their internal pilot customers, meaning that this is a subset of their full employees that are going to be testing this.

在上次通話中，我提到了新的 CXAI 平台，該平台正在與金融服務領域的一個全新客戶一起推出，該領域的開發進展非常順利。我很高興地宣布，我們將在接下來的幾個月中在第三季度進行試點，我們將與他們的內部試點客戶一起啟動它，這意味著這是他們全部員工的一部分測試這個。

And the plan is to deploy it in Q4 globally to major sites. So, this new platform, as I said earlier, is multi-tenant, multi-OS, multi-cloud, allowing you to do many of the interactions I showed earlier in terms of analytics as well as in terms of the simplicity of the architecture for A native.

計劃於第四季度將其部署到全球主要站點。因此，正如我之前所說，這個新平台是多租戶、多操作系統、多雲的，允許您進行我之前在分析和架構簡單性方面展示的許多交互對於本地人來說。

And we're the first in the industry to implement this, and we're super excited that this is on track for deployment in Q4. And last but not least, I think we announced last time was CXAI VU capability, which is our analytics platform based on AI.

我們是業內第一個實施此功能的公司，我們非常高興該功能預計在第四季度部署。最後但並非最不重要的一點是，我認為我們上次宣布的是 CXAI VU 功能，這是我們基於人工智慧的分析平台。

I'm happy to report that we've been working with our existing customer base, and we are now in three pilots in Q3 here, with diversified customers, one is in consumer, one is in the tech space and one is in financial services.

我很高興地向大家報告，我們一直在與現有客戶群合作，我們現在在第三季度進行了三個試點，客戶多元化，一個是消費者領域，一個是科技領域，一個是金融服務領域。

We believe that diversity of these trials is important to see what are the use cases and capabilities that they want, and we're finding really great insights on those pilots. I'm going to show you a couple of charts in the end where we talk about what are the insights and capabilities we can provide.

我們認為，這些試驗的多樣性對於了解他們想要的用例和功能非常重要，我們正在對這些試點項目找到非常好的見解。最後我將向您展示一些圖表，我們將在其中討論我們可以提供哪些見解和功能。

But this is the future for us. The future is CXAI platform with CXAI VU is going to be the full solution that solves the hybrid work problem that I shared in the start. So let me go further deeper into the results. So, let's talk about the financial numbers. What are those highlights translating to financial numbers.

但這就是我們的未來。未來是 CXAI 平台，CXAI VU 將成為解決我一開始分享的混合工作問題的完整解決方案。讓我更深入地了解結果。那麼，我們來談談財務數據。這些亮點轉化為財務數據是什麼？

So, for Q2 2024, we had $1.91 million of bookings. And those bookings are really tied to the expansion deal that I talked about as well as the four other renewals. So that's a total amount of bookings that happened, which is significantly higher than last year, same quarter.

因此，2024 年第二季度，我們的預訂量為 191 萬美元。這些預訂確實與我談到的擴張交易以及其他四次續約有關。這就是發生的預訂總量，明顯高於去年同季。

This expansion deal is groundbreaking for us because it is the validation of our land expense strategy. This customer is going from the current ARR to 112% growth, which is massive in terms of the size as well as the opportunity for us.

這項擴張交易對我們來說具有開創性，因為它驗證了我們的土地支出策略。該客戶的 ARR 將從目前的 ARR 成長到 112%，這對我們的規模和機會來說都是巨大的。

And as I said earlier, this is not the end game for them. They have many more sites and many more capabilities they want to enable. But this is a stepping stone in the right direction, and we're super proud of this achievement this quarter.

正如我之前所說，這不是他們的最終遊戲。他們想要啟用更多網站和更多功能。但這是朝著正確方向邁出的墊腳石，我們對本季所取得的成就感到非常自豪。

On the subscription to onetime revenue split, we performed at 85% recurring, which is much, much better than what it was last year. And this is trending in the right direction. And with the gross margin consistently trending in the 80% and north of that.

在訂閱一次性收入分成方面，我們的經常性收入分配率為 85%，這比去年好得多。這正朝著正確的方向發展。毛利率一直維持在 80% 以上。

We really had a really great quarter in terms of the metrics trending in the right direction as well as this large expansion deal. This is the first full quarter where we can compare to a year ago after the company did the business combination.

就指標趨勢以及這次大規模擴張交易而言，我們確實度過了一個非常棒的季度。這是公司進行業務合併後第一個可以與一年前進行比較的完整季度。

So, from a stand-alone basis, this is the first time we can compare from what we were last year at this time of the quarter to now because before that, we had being part of another entity, there was a lot of financials that were mixed together.

因此，從獨立的角度來看，這是我們第一次可以從去年這個季度的這個時候到現在的情況進行比較，因為在此之前，我們曾是另一個實體的一部分，有很多財務數據混合在一起。

So anyway, the biggest news item I will tell you from last year financial results, we have completed a full business transformation. And what do I mean by that? The business transformation is really driving to an AI-native SaaS model with continued positive trending of T SaaS metrics.

所以無論如何，我要告訴你的最大新聞是去年的財務業績，我們已經完成了全面的業務轉型。我這是什麼意思？業務轉型真正推動了人工智慧原生 SaaS 模式的發展，T SaaS 指標持續呈現正面趨勢。

This quarter saw a massive increase of 78% in renewal and expansion bookings from the same period last year. The company reported its largest expansion deal with a major enterprise customer in the financial sector that is now scaling its footprint globally after the initial pilots.

本季續訂和擴容預訂量較去年同期大幅增加 78%。該公司報告了與金融領域主要企業客戶達成的最大擴張協議，該客戶在最初的試點後目前正在全球擴大其業務範圍。

And as I said earlier, discuss with the annual recurring revenue growth grew by 120% as a result of this expansion. And the other piece that was important is the onetime subscription revenue that we had is from 85% this quarter, it was 79% a year ago. So that's six basis point increase. Similarly, gross margins of 5.5 basis points increase from last year.

正如我之前所說，由於這次擴張，年度經常性收入成長了 120%。另一件重要的事情是，我們本季的一次性訂閱收入為 85%，而一年前為 79%。所以這是六個基點的成長。同樣，毛利率比去年增加了 5.5 個基點。

More importantly, when you combine all of these capabilities and these metrics, the net retention rate from last year to now is 105%, which is trending really positively, and this is really driven by those five renewals and the record expansion deal. And last but not least, we're focused on the bottom line.

更重要的是，當你將所有這些功能和這些指標結合起來時，從去年到現在的淨保留率為105%，這一趨勢非常積極，而這實際上是由這五次續訂和創紀錄的擴張交易推動的。最後但並非最不重要的一點是，我們關注的是利潤。

Our OpEx reduction from the time last year is more than 15%, and that has really been a combination of restructuring that we did earlier, but more importantly, we're using AI and AI tools to lower our cost structure. So that has been a big highlight for the team as we are a technology organization, really focused on improving our productivity and capability with that.

我們的營運支出比去年減少了 15% 以上，這確實是我們之前進行的重組的結合，但更重要的是，我們正在使用人工智慧和人工智慧工具來降低我們的成本結構。因此，這對團隊來說是一個很大的亮點，因為我們是一個技術組織，真正專注於提高我們的生產力和能力。

So, in a nutshell, I can tell you we're much better off than we were a year ago. We're in the right trending in the right areas. We're scaling up really well. I know that when you look at the financial spreadsheet, you would look at the onetime revenue that was in the past.

簡而言之，我可以告訴你，我們的情況比一年前好多了。我們在正確的領域處於正確的趨勢。我們正在很好地擴大規模。我知道，當您查看財務電子表格時，您會看到過去的一次性收入。

Think of this as a recurring revenue business now that is transformed to a SaaS model and that is growing dramatically in terms of customer penetration as well as customer engagement to scale up. It's super important that we have our customers really using our products effectively.

將此視為一項經常性收入業務，現已轉變為 SaaS 模式，並且在客戶滲透率以及客戶參與度方面正在大幅增長，以擴大規模。讓客戶真正有效地使用我們的產品非常重要。

Actually, the last week, I was in New York City visiting with our customers, and it was amazing to see the amount of activity at the customer site. I was at four or five different sites and I can see different kind of use cases where people are coming into the office, wanting to use our application to allow them to book a room, book an office, order food, use it for their daily activities from one app, one solution, one action and we're done.

事實上，上週我在紐約拜訪了我們的客戶，看到客戶現場的活動量真是令人驚訝。我在四、五個不同的地點，我可以看到不同類型的用例，人們進入辦公室，想要使用我們的應用程式來預訂房間、預訂辦公室、訂餐、日常使用一個應用程式的活動、一種解決方案、一項操作，我們就完成了。

So, this is the power of the technology. And as I visited different campuses, it's obvious that we have so many different use cases, and we're shaping the way people behave, and we're using technology to enable much, much better outcome from them. With the analytics platform, it's right because now, as we showed earlier, people are coming back to the office.

所以，這就是科技的力量。當我參觀不同的校園時，很明顯我們有很多不同的用例，我們正在塑造人們的行為方式，我們正在利用技術來實現更好的結果。有了分析平台，這是正確的，因為現在，正如我們之前所展示的，人們正在回到辦公室。

And if they're not, they want access to the office remotely from their home, so their distributed architecture is important. And this is why the not only using a mobile app, they're using a web app when they're in home.

如果他們不這樣做，他們希望從家中遠端存取辦公室，因此他們的分散式架構很重要。這就是為什麼他們不僅使用行動應用程序，還在家中使用網路應用程式。

So, all those trends, we have an engaged set of customers where users are wanting this capability to enable their workforce productivity. And now we need to provide them insights and analytics and keep improving that to go higher in the food chain in terms of productivity and engagement for the employees.

因此，在所有這些趨勢中，我們擁有一群積極參與的客戶，他們的用戶希望這種功能能提高他們的員工生產力。現在，我們需要為他們提供見解和分析，並不斷改進，以提高員工的生產力和敬業度，從而在食物鏈中走得更高。

So now I'm going to talk a little bit about our Google agreement, right? And you could ask you to say, well, we did announce a Google partnership last quarter. This is a significant step forward from that because this is now a real multiyear, multimillion dollar agreement where we are reinforcing our commitment to leveraging the cutting-edge technology to drive innovation growth.

現在我要談談我們的 Google 協議，對吧？你可以要求你說，好吧，我們上個季度確實宣布了與Google的合作關係。這是向前邁出的重要一步，因為這是一項真正的多年期、數百萬美元的協議，我們正在加強我們利用尖端技術推動創新成長的承諾。

The number one thing that is important is as we're growing our customer base, and we are now extending ourselves from being just a nice to have to a must-have. It's super important that we have infrastructure that's reliable, that's scalable and that allows us to provide that seamless experience across the board.

最重要的是，我們正在擴大客戶群，我們現在正在將自己從「可有可無」擴展到「必須擁有」。非常重要的是，我們擁有可靠、可擴展的基礎設施，使我們能夠提供全面的無縫體驗。

This is why it's super important to have Google Cloud as a partner helping us as we scale our customers from hundreds of thousands to millions of users. Secondly, security is a big, big factor with our customers just because they're large enterprise customers.

這就是為什麼當我們將客戶從數十萬擴大到數百萬時，讓 Google Cloud 作為合作夥伴來幫助我們變得非常重要。其次，安全對我們的客戶來說是一個非常重要的因素，因為他們是大型企業客戶。

And given the fact they trust us with their data, they trust us with their employees, it is super important that we provide all the safeguard industry to manage that data and ensure compliance with industry standards. And as you've seen in the market, there's been a lot of challenges with security.

鑑於他們信任我們的數據，他們信任我們的員工，因此我們提供所有安全行業來管理這些數據並確保符合行業標準，這一點非常重要。正如您在市場上看到的那樣，安全方面存在許多挑戰。

We're super proud to say that we are really working hard with our customers and with Google Cloud as well as with Azure and AWS to allow for their fully secured enterprise footprint. AI is at the heart of the CXAI platform and integration with Google's AI and machine learning tools to accelerate the deployment of our CXAI apps is super critical.

我們非常自豪地說，我們正在與客戶、Google Cloud、Azure 和 AWS 共同努力，以確保他們的企業足跡完全安全。AI 是 CXAI 平台的核心，與 Google 的 AI 和機器學習工具整合以加速 CXAI 應用程式的部署非常重要。

And you will be seeing in the coming weeks and months, some of these announcements as we're doing pilots with Google Cloud, testing the technology. We have access to the latest technology faster than anybody else in the world in this space, and we're going to take advantage of that to drive innovation to our customer base.

在接下來的幾週和幾個月內，您將看到其中一些公告，因為我們正在使用 Google Cloud 進行試點，測試該技術。在這個領域，我們比世界上任何人都更快地獲得最新技術，我們將利用這一點來推動我們客戶群的創新。

As I mentioned earlier, some of our customers are using our product, not just for nice to have, it would be good to have an app. They're actually using it for critical functions, be it ordering food, be it researching about their campus or navigating when they have to get to a meeting right away.

正如我之前提到的，我們的一些客戶正在使用我們的產品，不僅僅是為了擁有一個應用程式。他們實際上將其用於關鍵功能，無論是訂餐、研究校園還是在必須立即參加會議時進行導航。

So, becoming a must-have requires that we make sure the health of the CXAI system is continuously monitored. And with this agreement, Google is co-investing with us in parking to provide that monitoring capability across the board globally with all our customer sets.

因此，要成為必備工具，我們需要確保持續監控 CXAI 系統的運作狀況。透過這項協議，Google將與我們共同投資停車領域，以便為我們所有的客戶群在全球範圍內提供全面的監控能力。

And finally, as we look at infrastructure and the growth of these applications with AI, it's very obvious that the cloud cost infrastructure is super critical. And with this multiyear agreement, we have a significant leverage in our costing with Google in terms of our cost structure as well as our ability to scale faster with AI.

最後，當我們審視基礎設施以及這些人工智慧應用程式的成長時，很明顯地雲端成本基礎設施是關鍵。透過這份多年期協議，我們在與Google的成本計算中，在我們的成本結構以及利用人工智慧更快擴展的能力方面擁有了巨大的優勢。

So, I'm super happy about this agreement, and we are working with other cloud partners, but naturally, most of our customers are today on Google Cloud, and we look forward to further advancements with them.

因此，我對這項協議感到非常高興，我們正在與其他雲端合作夥伴合作，但自然地，我們的大多數客戶現在都在 Google Cloud 上，我們期待與他們取得進一步的進步。

So let me talk a little bit about what are we seeing with CXAI VU. And I think the way we think about it is again, the life of users. And with CXAI VU, we're embracing every single interaction they're having with the app as well as the myriad of integrations that we have integrated in our portfolio.

那麼讓我來談談我們對 CXAI VU 的看法。我認為我們思考這個問題的方式又是用戶的生活。透過 CXAI VU，我們擁抱他們與應用程式進行的每一次交互，以及我們在產品組合中整合的無數整合。

This allows us to provide really a great activity time line to our employers as well as provide them all of the data that they need to know what are the top engagements, what are the things that they like doing, what are the things they enjoy and what are the things they don't like. And so we kind of see the behavior of what is useful in the work environment.

這使我們能夠為雇主提供真正出色的活動時間表，並為他們提供他們需要的所有數據，以了解最重要的活動是什麼、他們喜歡做什麼、他們喜歡做什麼以及他們不喜歡什麼？因此，我們可以看到工作環境中有用的行為。

And we also see the session duration. We see that if they could do a booking in two seconds, that success if they were on a podcast or put minute that success, we look at different kinds of metrics that drive the value at the campuses, and this has been already enlightening experience for us, learning about our customer base, but more importantly, our customers are super excited because they want access to their data.

我們還可以看到會話持續時間。我們看到，如果他們能在兩秒鐘內完成預訂，如果他們在播客上成功，或者在幾分鐘內成功，我們會研究推動校園價值的不同類型的指標，這已經是啟發性的經驗我們了解我們的客戶群，但更重要的是，我們的客戶非常興奮，因為他們想要存取他們的資料。

They want to know what can they do to make their employees more productive. I'll show you another chart that we talked about spatial intelligence. And one of the key things that we do with our private tool is to really provide that 3D visualization of all the KPIs, the key performance indicators.

他們想知道如何才能提高員工的工作效率。我將向您展示我們討論過的空間智慧的另一張圖表。我們使用私有工具所做的關鍵事情之一是真正提供所有 KPI（關鍵績效指標）的 3D 視覺化。

So, think about trying to the spatial distribution of activity and spatial utilization metrics and knowing which rooms are being utilized and when and how, not just giving percentage numbers and metrics, but metrics that really are defined by the space give you contextual awareness, allow you to make decisions better and faster.

因此，請考慮嘗試活動和空間利用率指標的空間分佈，並了解哪些房間正在被利用以及何時以及如何利用，不僅僅是給出百分比數字和指標，而是真正由空間定義的指標可以為您提供情境意識，讓您可以更好更快地做出決策。

A lot of our customers, as they see the office occupancy changing as they see people coming back to the office, they want to provide an experience as a world-class. They want to be able to provide the same experience they have when they go back to the home office.

我們的許多客戶看到辦公室佔用率隨著人們回到辦公室而變化，他們希望提供世界一流的體驗。他們希望能夠提供與回到家庭辦公室時相同的體驗。

Actually, when I was at one of our campuses here in New York, it was interesting to see that some of the new workplace designs are just like the home office, like you have your little small covered space that has a plant has bookshelf, has the same lighting that you would have in your home office.

事實上，當我在紐約的一個校園時，很有趣的是看到一些新的工作場所設計就像家庭辦公室一樣，就像你有一個小小的有蓋空間，裡面有植物、書架、與你家庭辦公室中的照明相同。

So, we're replicating the home office in the workspace. And those users want when they're in the office, they want the same environment, and they want it for the whole day. So, managing that user experience, providing that space utilization is super critical and scheduling that, predicting that is even more important.

因此，我們正在工作區中複製家庭辦公室。這些用戶希望當他們在辦公室時，他們想要相同的環境，並且他們想要一整天都有這樣的環境。因此，管理使用者體驗、保證空間利用率非常關鍵，並對其進行調度、預測就顯得更加重要。

So, with our tool, you can do all of these things. And in the coming weeks and months as we go from a pilot to deployment, you're going to see a lot of value being created for our customers.

因此，使用我們的工具，您可以完成所有這些事情。在接下來的幾週和幾個月裡，當我們從試點到部署時，您將看到為我們的客戶創造了很多價值。

So, with that, I'm going to take a look at some of the questions that was sent over and make sure that I address some of these questions. I think one of the questions was, is the business with Google set for big growth or slow growth?

因此，我將查看發送過來的一些問題，並確保我解決了其中一些問題。我認為問題之一是，與Google的業務將大幅成長還是緩慢成長？

Well, if we're going to work with Google Cloud, we are set with growth naturally. We're looking to work with them closely, and we are also working on another initiative that we're going to be announcing soon that will be driving on the go-to-market side. So, we are definitely working with them for the growth.

好吧，如果我們要與 Google Cloud 合作，我們就會自然而然地成長。我們希望與他們密切合作，我們也正在製定另一項計劃，我們很快就會宣布該計劃，該計劃將推動市場推廣。因此，我們肯定會與他們合作以實現成長。

Another question that came in was regarding the S-1 that was filed on Friday and want to make some clarification on that. I just want to be clear that the shares that were announced for selling shareholders were actually a refiling of our initial S-1 that was done at the business combination because of a delay of our 10-K, though that S-1 went sale.

另一個問題是關於週五提交的 S-1，我們想對此做出一些澄清。我只是想澄清一下，宣佈出售給股東的股票實際上是我們最初的 S-1 的重新提交，這是由於我們的 10-K 的延遲而在業務合併時完成的，儘管 S-1 已出售。

So, we had to refile that. So, you see that filing. And plus, as you all know, in May, we had done a debt equity deal. And for that debt deal, there's a potential of conversion to share. So, we had signed some shares for potential conversion.

所以，我們必須重新歸檔。所以，你看到了這份文件。另外，眾所周知，五月我們完成了一項債務股權交易。對於這筆債務交易，有可能轉換為股票。因此，我們簽署了一些股份以進行潛在的轉換。

So, this is not something that's new. This is already in place before. We just had to refile it because the last is for estimate stale. So those are the two main questions. I see a question around could CXAI app partner with Palantir in the future? I have not talked to Palantir, but I'm happy to engage with them. They could be potential customers. They're a large enterprise.

所以，這並不是什麼新鮮事。這在之前就已經存在了。我們只需要重新歸檔它，因為最後一個是估計過時的。這是兩個主要問題。我看到一個問題，CXAI 應用程式將來可以與 Palantir 合作嗎？我還沒有與 Palantir 交談過，但我很高興與他們合作。他們可能是潛在客戶。他們是一家大企業。

We are really focused on enterprises right now. We're not in the government sector if the question was we're going towards the government sector. But we're really focused on enterprises, and we believe there is a huge opportunity for scale up here still.

我們現在真正關注的是企業。如果問題是我們要進入政府部門，那我們就不在政府部門。但我們真正關注的是企業，我們相信這裡仍然有巨大的擴大規模的機會。

So anyway, I'm going to end with why CXAI? Why should you look at CXAI, what is the reason why this company is the right company to scale up in this space. And when I think about what the journey we've been on, it's a journey of transformation is a journey of providing probably the most advanced solution in the marketplace.

無論如何，我將以為什麼選擇 CXAI 作為結束語？為什麼你應該關注 CXAI，這家公司是在這個領域擴大規模的合適公司的原因是什麼。當我思考我們所經歷的旅程時，這是一趟轉型之旅，也是提供市場上最先進解決方案的旅程。

We are shaping the future of work with leading-edge technology, defining a new category in enterprise software in play experience. The future of work is one of the biggest issues of our century, and every single enterprise globally is looking to find solutions for the digital workplace and workforce. So, we are at the cusp of an amazing transformation.

我們正在利用領先的技術塑造工作的未來，定義企業軟體遊戲體驗的新類別。工作的未來是本世紀最大的問題之一，全球每個企業都在尋找數位工作場所和勞動力的解決方案。因此，我們正處於驚人變革的風口浪尖。

We have great customers that are in all large verticals, financial services, health care, entertainment, consumer and tech. And we're growing dramatically with deeper penetration to those accounts. And we believe that these solutions become the norm, every other enterprise in the space will be adopting that.

我們擁有來自所有大型垂直產業、金融服務、醫療保健、娛樂、消費和科技領域的優秀客戶。隨著對這些帳戶的深入滲透，我們正在急劇增長。我們相信這些解決方案將成為常態，該領域的所有其他企業都將採用它。

We're diversified globally in 50-plus countries in 200-plus cities. This is not about us hiring salespeople in those countries, we are able to scale them up by just getting the accounts in North America, we tell you the power of the technology.

我們在全球 50 多個國家的 200 多個城市開展多元化業務。這與我們在這些國家/地區僱用銷售人員無關，我們只需在北美獲得客戶即可擴大規模，我們告訴您該技術的力量。

We're innovation-driven, experienced management team. We have a great Board who is based in Silicon Valley here, and we have great partners now, including Google Cloud and others that we'll announce in the coming months and years that are really helping us scale up. So, I'm super excited about the opportunity here.

我們是創新驅動、經驗豐富的管理團隊。我們有一個位於矽谷的優秀董事會，我們現在也有優秀的合作夥伴，包括 Google Cloud 以及我們將在未來幾個月和幾年內宣布的其他合作夥伴，這些合作夥伴確實有助於我們擴大規模。所以，我對這裡的機會感到非常興奮。

I really believe that we are at the cusp of creating something amazing, and we're really focused on delivering shareholder value by executing on our business plans, delivering great experiences to our customers and going to the CXAI and beyond.

我真的相信我們正處於創造令人驚嘆的事物的風口浪尖，我們真正專注於透過執行我們的業務計劃、為我們的客戶提供出色的體驗以及進入 CXAI 等來提供股東價值。

So, thank you, everybody, for listening to the call, and I look forward to sharing with you results on the next call and the upcoming Annual Shareholder Meeting, which is August 29. Hopefully, you all got the proxy for that and we will be in touch soon as we progress in transforming the workplace. Thank you. Take care.

所以，謝謝大家收聽電話會議，我期待在下次電話會議和即將召開的 8 月 29 日年度股東大會上與大家分享結果。希望你們都獲得了代理權，當我們在工作場所轉型方面取得進展時，我們將盡快與你們聯繫。謝謝。小心。

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

謝謝。今天的會議到此結束，此時您可以掛斷電話了，感謝您的參與。