IONQ Inc (IONQ) 2022 Q4 法說會逐字稿

Good day, everyone, and welcome to the IonQ fourth quarter and full year 2022 earnings conference call. (Operator Instructions) Please also note, today's event is being recorded. Currently, I'd like to turn the floor over to Jordan Shapiro, VP FP&A and Head of IR. Please go ahead.

大家好，歡迎參加 IonQ 第四季度和 2022 年全年收益電話會議。 （操作員說明）另請注意，今天的活動正在錄製中。目前，我想把發言權交給 FP&A 副總裁兼 IR 主管 Jordan Shapiro。請繼續。

Good afternoon, everyone, and welcome to IonQ's fourth quarter and full year 2022 earnings call. My name is Jordan Shapiro, and I'm the Vice President of Financial Planning and Analysis and Head of Investor Relations here at IonQ.

大家下午好，歡迎來到 IonQ 的第四季度和 2022 年全年財報電話會議。我叫 Jordan Shapiro，是 IonQ 的財務規劃和分析副總裁兼投資者關係主管。

I'm pleased to be joined on today's call by Peter Chapman, IonQ's President and Chief Executive Officer; Thomas Kramer, our Chief Financial Officer; Dr. Chris Monroe, our Co-Founder and Chief Scientist; and Dr. Jungsang Kim, our Co-Founder and Chief Technology Officer.

我很高興參加今天 IonQ 總裁兼首席執行官 Peter Chapman 的電話會議；我們的首席財務官 Thomas Kramer；我們的聯合創始人兼首席科學家 Chris Monroe 博士；和我們的聯合創始人兼首席技術官 Jungsang Kim 博士。

By now, everyone should have access to the company's fourth quarter and full year 2022 earnings press release issued this afternoon, which is available on the Investor Relations section of our website at investors.ionq.com. Please note that on today's call, management will refer to adjusted EBITDA, which is a non-GAAP financial measure. While the company believes this non-GAAP financial measure provides useful information for investors, the presentation of this information is not intended to be considered in isolation or as a substitute for the financial information presented in accordance with GAAP. You are directed to our press release for a reconciliation of adjusted EBITDA to its closest comparable GAAP measure.

到目前為止，每個人都應該可以訪問公司今天下午發布的第四季度和 2022 年全年收益新聞稿，該新聞稿可在我們網站 investors.ionq.com 的投資者關係部分獲取。請注意，在今天的電話會議上，管理層將參考調整後的 EBITDA，這是一項非 GAAP 財務指標。雖然公司認為這種非 GAAP 財務措施為投資者提供了有用的信息，但不應孤立地考慮或替代根據 GAAP 提供的財務信息。您將被引導至我們的新聞稿，了解調整後的 EBITDA 與其最接近的可比 GAAP 衡量標準的對賬。

During the call, we will discuss our business outlook and make forward-looking statements. These comments are based on our predictions and expectations as of today. Actual events or results could differ materially due to a number of risks and uncertainties, including those mentioned in our most recent filings with the SEC.

在電話會議中，我們將討論我們的業務前景並做出前瞻性陳述。這些評論基於我們截至今天的預測和期望。由於許多風險和不確定性，包括我們最近向美國證券交易委員會提交的文件中提到的風險和不確定性，實際事件或結果可能存在重大差異。

Now I will turn it over to Peter Chapman, President and CEO of IonQ. Peter?

現在我將把它交給 IonQ 總裁兼首席執行官 Peter Chapman。彼得？

Thank you, Jordan. Good afternoon, everyone, and thank you for joining us for our fourth quarter and full year 2022 earnings call.

謝謝你，喬丹。大家下午好，感謝您加入我們的第四季度和 2022 年全年財報電話會議。

On a technical and financial level, IonQ had a fantastic year. We believe that we are the leader among the pure-play quantum computing companies. And we are highly confident in IonQ having a bright future ahead.

在技術和財務層面，IonQ 度過了美妙的一年。我們相信我們是純量子計算公司中的領導者。我們對 IonQ 擁有光明的未來充滿信心。

For the fourth quarter, we generated $3.8 million of revenue. And for the full year, we generated $11.1 million. Both revenue numbers exceed the high end of the guidance from our last earnings call.

第四季度，我們創造了 380 萬美元的收入。全年，我們產生了 1110 萬美元。這兩個收入數字都超過了我們上次財報電話會議指導的上限。

Additionally, for the full year, we secured $24.5 million in bookings, an increase of about 50% from 2021. In a few minutes, I will turn the call over to Thomas to provide more details on our 2022 financials and our 2023 outlook.

此外，全年我們獲得了 2450 萬美元的預訂量，比 2021 年增長了約 50%。幾分鐘後，我會將電話轉給 Thomas，以提供有關我們 2022 年財務狀況和 2023 年展望的更多詳細信息。

Before diving into the updates from this quarter, I want to take a moment to highlight IonQ's impressive trajectory and current position in the rapidly evolving quantum market. Two years ago, in advance of our 2021 public listing, we published an ambitious plan of financial and technical milestones for the future years. Having wrapped up 2022, I am proud to say that we've exceeded our original bookings targets in both years and have tracked closely to our technical plans, even hitting our technical performance milestone last year, six weeks ahead of schedule. IonQ is trailblazing even in spite of the current market conditions.

在深入探討本季度的更新之前，我想花點時間強調一下 IonQ 在快速發展的量子市場中令人印象深刻的發展軌跡和當前地位。兩年前，在我們 2021 年公開上市之前，我們發布了一項雄心勃勃的未來幾年財務和技術里程碑計劃。 2022 年結束後，我可以自豪地說，我們這兩年都超出了最初的預訂目標，並密切跟踪我們的技術計劃，甚至在去年提前六周達到了我們的技術性能里程碑。即使在當前的市場條件下，IonQ 仍處於領先地位。

We have seen current market conditions impact many industries and even some of our peers. But at IonQ, we see no signs of slowing down. Our customers and prospects continue to demonstrate enthusiasm about working with IonQ.

我們已經看到當前的市場狀況影響了許多行業，甚至影響了我們的一些同行。但在 IonQ，我們沒有看到放緩的跡象。我們的客戶和潛在客戶繼續表現出與 IonQ 合作的熱情。

Meanwhile, our technical and company building efforts are moving forward at full speed, bolstering IonQ's position as a frontrunner in our industry. We believe we are the most well-capitalized pure-play quantum computing company by leaps and bounds. We believe we have enough cash to get the company to profitability based on our current road map. And our focus is driving to quantum advantage and advancing the development of applications that leverage our technological edge.

與此同時，我們的技術和公司建設工作正在全速推進，鞏固了 IonQ 作為行業領跑者的地位。我們相信，我們是資本最充足的純量子計算公司，突飛猛進。我們相信，根據我們目前的路線圖，我們有足夠的現金讓公司盈利。我們的重點是推動量子優勢並推進利用我們技術優勢的應用程序的開發。

With that context, allow me to share the latest details of our progress at IonQ. First, I'm thrilled to welcome two exceptional leaders who joined our team over the last few months. In late 2022, Rima Alameddine joined IonQ as our Chief Revenue Officer; and Wendy Thomas, the President and CEO of Secureworks was appointed to the IonQ Board of Directors. Both Rima and Wendy bring a wealth of expertise and experience, and we look forward to the valuable contributions they will make towards IonQ's continued success.

在這種情況下，請允許我分享我們在 IonQ 取得進展的最新細節。首先，我很高興地歡迎在過去幾個月中加入我們團隊的兩位傑出領導者。 2022 年底，Rima Alameddine 加入 IonQ，擔任我們的首席營收官； Secureworks 總裁兼首席執行官 Wendy Thomas 被任命為 IonQ 董事會成員。 Rima 和 Wendy 都帶來了豐富的專業知識和經驗，我們期待他們為 IonQ 的持續成功做出寶貴貢獻。

As Chief Revenue Officer, Rima will spearhead IonQ's expanding sales and revenue division, working with current and future clients to use quantum solutions to solve some of the world's most complex problems. Rima joins us after nearly seven years at NVIDIA as the Vice President of Enterprise Sales for the Americas across multiple industries. Prior to NVIDIA, Rima spent 18 years at Cisco, where she led the company's New York Enterprise Sales business. With Rima at the helm, we expect that our go-to-market team will continue to innovate on behalf of customers.

作為首席營收官，Rima 將領導 IonQ 不斷擴大的銷售和收入部門，與當前和未來的客戶合作，使用量子解決方案解決世界上一些最複雜的問題。在 NVIDIA 擔任美洲多個行業企業銷售副總裁近七年後，Rima 加入了我們。在加入 NVIDIA 之前，Rima 在思科工作了 18 年，領導該公司的紐約企業銷售業務。在 Rima 的領導下，我們預計我們的上市團隊將繼續代表客戶進行創新。

As I mentioned, our technical accomplishments were just as impressive as our financial accomplishments in 2022. Our team successfully executed against our technical road map ahead of schedule to deliver a record-breaking system performance of 25 algorithmic qubits by our Q3 earnings call.

正如我所提到的，我們的技術成就與我們在 2022 年的財務成就一樣令人印象深刻。我們的團隊成功地提前執行了我們的技術路線圖，在我們的第三季度財報電話會議上交付了 25 個算法量子位的破紀錄系統性能。

We continue to believe that IonQ is the only commercial quantum computing company with this superior level of performance, which gives us a head start in enabling real-world use cases for customers. What's more? We have made this technology broadly accessible by offering our IonQ Aria system on Microsoft Azure.

我們仍然相信 IonQ 是唯一一家擁有這種卓越性能水平的商業量子計算公司，這使我們在為客戶實現真實世界的用例方面處於領先地位。更重要的是？通過在 Microsoft Azure 上提供我們的 IonQ Aria 系統，我們使這項技術可以廣泛使用。

We are also experiencing rapid growth in our user base, which has led to a surge of inquiries from potential customers about the transformative potential of quantum computing. At IonQ, we are witnessing the convergence of two powerful trends: the rapid advancement of quantum hardware and the increasing efficiency of quantum algorithms. This convergence is driving us towards unprecedented advancements in the development of commercially viable applications of quantum computing, and we are at the forefront of this transformation.

我們的用戶群也在快速增長，這導致潛在客戶對量子計算的變革潛力的詢問激增。在 IonQ，我們見證了兩種強大趨勢的融合：量子硬件的快速發展和量子算法效率的提高。這種融合正在推動我們在開發商業上可行的量子計算應用方面取得前所未有的進步，而我們正處於這一轉型的最前沿。

We believe that quantum machine learning or QML will emerge as one of the most robust and practical applications of quantum computing in the coming years. Machine learning involves searching vast amounts of data to find a statistical best-fit answer.

我們相信，量子機器學習或 QML 將在未來幾年成為量子計算最強大和最實用的應用之一。機器學習涉及搜索大量數據以找到統計上最合適的答案。

Quantum computers can be harnessed to efficiently explore many dimensional spaces even with a small number of variables, making them ideal for machine learning tasks. Even with smaller scale systems, quantum machine learning models can be trained to recognize complicated structures more efficiently than classical computers.

量子計算機可以被用來有效地探索許多維度空間，即使變量數量很少，這使它們成為機器學習任務的理想選擇。即使在規模較小的系統中，也可以訓練量子機器學習模型比經典計算機更有效地識別複雜結構。

We recently announced that our partnership with Hyundai Motor Company to use QML for autonomous vehicles is yielding impressive results. As previously reported, by using QML instead of classical ML for road sign detection, we were able to reduce modeling complexity by several orders of magnitude, while maintaining similar accuracy to classical equivalents even with challenging real-life situations such as processing images with low resolution, low contrast, and over exposure.

我們最近宣布，我們與現代汽車公司合作，將 QML 用於自動駕駛汽車，取得了令人矚目的成果。正如之前報導的那樣，通過使用 QML 而不是經典 ML 進行路標檢測，我們能夠將建模複雜性降低幾個數量級，同時即使在具有挑戰性的現實生活情況下（例如處理低分辨率圖像）也能保持與經典等價物相似的準確性、低對比度和過度曝光。

Building on this success, we are now applying similar QML techniques to more complex 3D object detection. We are confident that our QML-based autonomous driving solutions can contribute to the development of safer and more reliable transportation technology in the future.

在此成功的基礎上，我們現在正在將類似的 QML 技術應用於更複雜的 3D 對象檢測。我們相信，我們基於 QML 的自動駕駛解決方案可以為未來更安全、更可靠的交通技術的發展做出貢獻。

Additionally, on the QML front, you may remember that we provided an update on using QML for natural language processing in our Q3 earnings call, well before the recent uptick in dialogue about Generative AI. Today, we're excited to share the latest work from IonQ, which will be published in the coming weeks in a peer-reviewed academic journal.

此外，在 QML 方面，您可能還記得我們在第三季度財報電話會議上提供了有關使用 QML 進行自然語言處理的更新，遠早於最近關於生成 AI 的對話上升。今天，我們很高興與大家分享 IonQ 的最新成果，這些成果將在未來幾週內發表在同行評審的學術期刊上。

Our team has successfully designed and run the first-ever quantum circuits that can simulate well-known human cognitive biases such as how the order of questions on a survey impacts the participants' answers. This work paves the way for new possibilities in natural language processing beyond the capability of classical computers. We envision this bias model becoming a key component in the development of highly effective AI-enabled chatbots in the future.

我們的團隊已經成功設計並運行了有史以來第一個可以模擬眾所周知的人類認知偏差的量子電路，例如調查中問題的順序如何影響參與者的答案。這項工作為超越經典計算機能力的自然語言處理的新可能性鋪平了道路。我們設想這種偏見模型將成為未來開發高效的 AI 聊天機器人的關鍵組成部分。

Our advancements in quantum applications are not constrained to QML. We're also making strides in quantum chemistry. Consider our efforts with Hyundai to optimize battery chemistry.

我們在量子應用方面的進步並不局限於 QML。我們也在量子化學方面取得長足進步。想想我們與現代汽車在優化電池化學方面所做的努力。

In the past, we shared our quantum simulations for lithium oxide molecules. We were able to successfully run the largest correlated quantum chemistry simulation on quantum hardware to date. The results of this work were shared with the public in the fourth quarter. We believe this work is groundbreaking in the field of quantum computing, demonstrating the immense potential for quantum simulation to tackle some of the most pressing challenges in material science.

過去，我們分享了對氧化鋰分子的量子模擬。迄今為止，我們能夠在量子硬件上成功運行最大的相關量子化學模擬。這項工作的成果在第四季度與公眾分享。我們相信這項工作在量子計算領域具有開創性，展示了量子模擬在解決材料科學中一些最緊迫的挑戰方面的巨大潛力。

Today, we are collaborating on modeling more complex electrochemical reactions underlying energy storage mechanisms. This cutting-edge work will facilitate the development of top-of-the-line energy storage solutions that are more efficient, longer lasting, and more sustainable than ever before.

今天，我們正在合作對儲能機制下更複雜的電化學反應進行建模。這項前沿工作將促進頂級儲能解決方案的開發，這些解決方案比以往任何時候都更高效、更持久、更可持續。

In another quantum chemistry initiative, we collaborated with Accenture and the Irish Center for High-End Computing to create a scalable chemistry simulation platform. Specifically, the tool we built focuses on breaking down human-made carcinogens in the environment.

在另一項量子化學計劃中，我們與埃森哲和愛爾蘭高端計算中心合作創建了一個可擴展的化學模擬平台。具體來說，我們構建的工具專注於分解環境中的人造致癌物。

Today's cutting-edge chemical analysis tools are computationally expensive and limited in scale, restricting the accuracy and scope of compounds that can be studied. By using IonQ quantum computers, which are naturally suited for chemistry simulations, we have a line of sight to cheaper and broader chemical analysis, which could help us to one day eliminate harmful chemicals, contributing to environmental pollution.

當今尖端的化學分析工具計算量大且規模有限，限制了可研究化合物的準確性和範圍。通過使用天生適合化學模擬的 IonQ 量子計算機，我們可以看到更便宜、更廣泛的化學分析，這可以幫助我們有一天消除有害化學物質，從而造成環境污染。

These applications are all being accomplished with IonQ Aria, a system with 25 algorithmic qubits or AQ. We are already at work on our next milestone of achieving 29 AQ this year, which will allow our technology to tackle greater challenges. For governments, enterprises, developers, and investors, we believe the time to engage with quantum is today.

這些應用都是通過 IonQ Aria 完成的，IonQ Aria 是一個具有 25 個算法量子位或 AQ 的系統。我們已經在努力實現今年實現 29 AQ 的下一個里程碑，這將使我們的技術能夠應對更大的挑戰。對於政府、企業、開發商和投資者而言，我們相信現在是參與量子的時候了。

I mentioned that the convergence of quantum hardware and application development is accelerating timelines for commercial usefulness of our systems. We are firm believers that this trend will continue. It's this convergence that drove our acquisition of Entangled Networks announced earlier this year.

我提到過，量子硬件和應用程序開發的融合正在加速我們系統商業實用性的時間表。我們堅信這一趨勢將繼續下去。正是這種融合推動了我們今年早些時候宣布的對 Entangled Networks 的收購。

Based in Toronto, Entangled Networks focuses on developing technology that optimizes execution of algorithms on quantum computers. There are several ways in which we believe the acquisition of the team and assets will accelerate our work at IonQ.

Entangled Networks 總部位於多倫多，專注於開發優化量子計算機算法執行的技術。我們認為收購團隊和資產將通過多種方式加速我們在 IonQ 的工作。

In the near term, we expect the team's compiler technology will improve the efficiency of algorithms running on existing IonQ systems. Secondly, as we begin to build systems with multiple cores on a single chip or multiple chips linked together in a single system, Entangled Networks' expertise will help us determine how to optimize algorithms across those configurations and design future hardware architectures.

在短期內，我們預計該團隊的編譯器技術將提高在現有 IonQ 系統上運行的算法的效率。其次，當我們開始構建在單個芯片上具有多個內核或在單個系統中鏈接在一起的多個芯片的系統時，糾纏網絡的專業知識將幫助我們確定如何優化這些配置的算法並設計未來的硬件架構。

With increasing customer engagements and the prospect of commercially relevant use cases insight, we have been laser-focused on improving the manufacturability of our systems. This quarter, we announced plans to build the country's first dedicated quantum computing manufacturing facility in Bothell, Washington, situated near Seattle. Our R&D and manufacturing teams will work together here to develop and assemble quantum computers to fulfill projected customer demand.

隨著客戶參與度的增加和商業相關用例洞察力的前景，我們一直專注於提高我們系統的可製造性。本季度，我們宣布計劃在靠近西雅圖的華盛頓州博瑟爾建立該國首個專用量子計算製造工廠。我們的研發和製造團隊將在這里共同開發和組裝量子計算機，以滿足預期的客戶需求。

Spanning multiple floors and covering 65,000 square feet, the new facility is situated in a thriving technology and innovation hub with ample hardware and software talent. It will also serve as our second quantum data center and our first on the West Coast.

新設施跨越多個樓層，佔地 65,000 平方英尺，坐落在一個繁榮的技術和創新中心，擁有充足的硬件和軟件人才。它還將作為我們的第二個量子數據中心，也是我們在西海岸的第一個。

We announced the plans for this facility with strong public support from the Washington State congressional delegation, including US Senate President pro tempore Patty Murray. Support for IonQ's goal of creating the world's best quantum computers extends to the highest echelons of the US government.

我們在華盛頓州國會代表團（包括美國參議院臨時議長 Patty Murray）的大力支持下宣布了該設施的計劃。對 IonQ 創建世界上最好的量子計算機的目標的支持延伸到了美國政府的最高層。

And with that, I'll turn the call over to Thomas for a more detailed review of our financials.

有了這個，我會把電話轉給托馬斯，讓他對我們的財務狀況進行更詳細的審查。

Thank you, Peter, and thank you to everyone joining us today. Let's walk through this quarter's financial results in more detail.

謝謝你，彼得，也感謝今天加入我們的每一個人。讓我們更詳細地了解本季度的財務業績。

As Peter mentioned, we had an excellent quarter, recognizing $3.8 million in revenue. For the full year, we ended with $11.1 million in revenue. We ended the year with $24.5 million in bookings, which exceeds our original target range for 2022. This also puts us firmly within the range of $23 million to $27 million for the full year that we shared on our Q3 call.

正如彼得所提到的，我們有一個出色的季度，確認了 380 萬美元的收入。全年，我們的收入為 1110 萬美元。我們以 2450 萬美元的預訂結束了這一年，超過了我們 2022 年的原定目標範圍。這也使我們堅定地處於我們在第三季度電話會議上分享的全年 2300 萬至 2700 萬美元的範圍內。

Given that we are still at the beginning of our commercialization phase, I want to reiterate my comment from last earnings calls that we expect bookings to continue to be lumpy for quite some time.

鑑於我們仍處於商業化階段的開始，我想重申我在上次財報電話會議上的評論，即我們預計預訂量將在相當長的一段時間內繼續波動。

Moving down the income statement, for the fourth quarter of 2022, our total operating costs and expenses were $27.4 million, up 120% from $12.5 million in the prior-year period. For the full year 2022, that number was $96.9 million, up 138% from $40.8 million in 2021.

從損益表向下看，2022 年第四季度，我們的總運營成本和支出為 2740 萬美元，比去年同期的 1250 萬美元增長了 120%。到 2022 年全年，這一數字為 9690 萬美元，比 2021 年的 4080 萬美元增長了 138%。

To break this down further, our research and development costs for the fourth quarter were $13.7 million, up 179% from $4.9 million in the prior-year period. For the full year 2022, that number was $44 million, up 117% from $20.2 million in 2021. Recall that we are investing heavily in R&D and are increasing our production of our systems to meet projected customer demand.

為了進一步細分，我們第四季度的研發成本為 1370 萬美元，比去年同期的 490 萬美元增長了 179%。到 2022 年全年，這一數字為 4400 萬美元，比 2021 年的 2020 萬美元增長了 117%。回想一下，我們正在大力投資研發，並正在增加我們的系統產量以滿足預期的客戶需求。

Our sales and marketing costs in the fourth quarter were $2.4 million, up 184% from $849,000 in the prior-year period. For the full year 2022, that number was $8.4 million, up 159% from $3.2 million in the full year 2021. This increase was due to us growing our go-to-market function as we continue our investment in our commercialization efforts. And we expect that trend to continue as we further expand our sales initiatives.

我們在第四季度的銷售和營銷成本為 240 萬美元，比去年同期的 849,000 美元增長了 184%。到 2022 年全年，這一數字為 840 萬美元，比 2021 年全年的 320 萬美元增長了 159%。這一增長是由於我們在繼續投資於商業化工作的同時加強了進入市場的職能。隨著我們進一步擴大銷售計劃，我們預計這一趨勢將繼續下去。

Our general and administrative costs in the fourth quarter were $9.1 million, up 67% from $5.4 million in the prior-year period. For the full year 2022, that number was $36 million, up 162% from $13.7 million in the full year 2021. This increase is largely attributable to a growth in stock-based compensation expense, which was $8.9 million for the fourth quarter compared to $1.8 million in the prior-year period.

我們在第四季度的一般和行政成本為 910 萬美元，比去年同期的 540 萬美元增長了 67%。到 2022 年全年，這一數字為 3600 萬美元，比 2021 年全年的 1370 萬美元增長了 162%。這一增長主要歸因於股票薪酬費用的增長，第四季度為 890 萬美元，而第四季度為 1.8 美元萬在去年同期。

Stock-based compensation was $31.5 million for the full year 2022, up from $7.7 million in the full year 2021. All of this resulted in a net loss of $18.6 million in the fourth quarter compared to $74.1 million in the prior-year period, and a net loss of $48.5 million for the full year 2022 versus $106.2 million in 2021.

2022 年全年的股票薪酬為 3150 萬美元，高於 2021 年全年的 770 萬美元。所有這些導致第四季度淨虧損 1860 萬美元，而去年同期為 7410 萬美元，並且2022 年全年淨虧損 4850 萬美元，而 2021 年為 1.062 億美元。

It is important to note that these results include a non-cash gain of $1.8 million for the fourth quarter related to the fair value of warrant liabilities and $30.1 million in non-cash gain for the full year 2022. We saw an adjusted EBITDA loss for the fourth quarter of $13.3 million compared to an $8 million loss in the prior-year period, and a loss of $48.7 million for the full year of 2022 versus $28.4 million for 2021. Note that we projected an adjusted EBITDA loss for the year of $55 million and have announced $48.7 million in actuals, beating our expected plan.

值得注意的是，這些結果包括第四季度與認股權證負債的公允價值相關的 180 萬美元非現金收益和 2022 年全年的 3010 萬美元非現金收益。我們看到調整後的 EBITDA 損失為第四季度虧損 1330 萬美元，而去年同期虧損 800 萬美元，2022 年全年虧損 4870 萬美元，而 2021 年全年虧損 2840 萬美元。請注意，我們預計全年調整後的 EBITDA 虧損為 55 美元萬美元，並宣布了 4870 萬美元的實際收入，超過了我們的預期計劃。

Turning now to our balance sheet. Cash, cash equivalents and investments as of December 31, 2022, were $537.8 million. We are closely monitoring IonQ's cash.

現在轉向我們的資產負債表。截至 2022 年 12 月 31 日，現金、現金等價物和投資為 5.378 億美元。我們正在密切關注 IonQ 的現金。

Our diversified strategy and partnership with several large international banking institutions meant that our exposure to recent events in the banking sector was immaterial. We believe that this approach will continue to serve us well in the future. We are confident in our cash position, which should provide us with sufficient reserves to get to profitability without needing to raise additional funds based on our current road map.

我們的多元化戰略以及與幾家大型國際銀行機構的合作關係意味著我們對銀行業近期事件的風險敞口並不重要。我們相信，這種方法將在未來繼續為我們服務。我們對我們的現金狀況充滿信心，這應該為我們提供足夠的儲備來實現盈利，而無需根據我們當前的路線圖籌集額外資金。

As Peter mentioned earlier, the quantum market is experiencing rapid growth despite the global market headwinds that are currently impacting much of the technology industry. In the face of these challenging market conditions, many companies have been forced to scale back their financial projections. However, IonQ has remained steadfast in our commitment to delivering on our projections. This unwavering dedication to our goals, coupled with our unparalleled expertise in cutting-edge technology has positioned us as a leading player in the rapidly expanding quantum market.

正如彼得之前提到的，儘管全球市場逆風目前正在影響科技行業的大部分領域，但量子市場正在經歷快速增長。面對這些充滿挑戰的市場條件，許多公司被迫縮減其財務預測。然而，IonQ 一直堅定地致力於實現我們的預測。這種對我們目標的堅定不移的奉獻精神，加上我們在尖端技術方面無與倫比的專業知識，使我們成為快速發展的量子市場的領先者。

Looking forward to our full year 2023 outlook, we are introducing a first-quarter revenue target of between $3.6 million and $4 million. And we are projecting revenue of between $18.4 million and $18.8 million for the full 2023 fiscal year. Additionally, we anticipate bookings of between $38 million and $42 million for 2023. Finally, we anticipate an adjusted EBITDA loss of $80.5 million for the full year 2023 at the midpoint of our revenue guidance.

展望 2023 年全年展望，我們將第一季度的收入目標定在 360 萬至 400 萬美元之間。我們預計整個 2023 財年的收入在 1840 萬美元到 1880 萬美元之間。此外，我們預計 2023 年的預訂量在 3800 萬美元至 4200 萬美元之間。最後，我們預計 2023 年全年調整後的 EBITDA 虧損為 8050 萬美元，達到我們收入指引的中點。

These projections demonstrate the strength we see in our product offerings and market positioning. With a clear strategy in place and an exceptional team driving our success, we are confident that we will not only meet these targets, but more importantly, pave the way for continued growth and success in the years to come.

這些預測展示了我們在產品供應和市場定位方面的優勢。憑藉明確的戰略和推動我們成功的卓越團隊，我們相信我們不僅會實現這些目標，更重要的是，為未來幾年的持續增長和成功鋪平道路。

And with that, I would like to turn the call back over to Peter for some closing remarks.

說到這裡，我想把電話轉回給彼得，聽取一些結束語。

Thank you, Thomas. To close out, allow me to summarize some of our key takeaways from this call. IonQ continues to establish itself as a leader in the global quantum computing industry.

謝謝你，托馬斯。最後，請允許我總結一下本次電話會議的一些要點。 IonQ 繼續確立自己在全球量子計算行業的領先地位。

Since going public in October 2021, we have consistently met and exceeded our technical and financial goals, a testament to our visionary leadership team and unwavering commitment to innovation. We believe we are well on track to continue this trend in 2023 and beyond, further solidifying our position in the market.

自 2021 年 10 月上市以來，我們始終如一地達到並超越了我們的技術和財務目標，這證明了我們富有遠見的領導團隊和對創新的堅定承諾。我們相信我們有望在 2023 年及以後繼續這一趨勢，進一步鞏固我們在市場上的地位。

Our industry-leading quantum computers are in high demand with an expanding list of blue-chip clients using them to solve real-world problems. We take great pride in working alongside these customers to demonstrate the power of quantum computers, a testament to the effectiveness of our platform.

我們行業領先的量子計算機需求量很大，越來越多的藍籌客戶使用它們來解決現實世界的問題。我們非常自豪能夠與這些客戶一起展示量子計算機的強大功能，這證明了我們平台的有效性。

Our recent acquisition of Entangled Networks' operating assets and the announcement of a new facility in Bothell, Washington marked significant milestones in our pursuit of manufacturing scalability to meet the surging demand of our quantum computers. These developments pave a clear path for IonQ to grow its position as a leader in the industry and deliver exceptional performance and value to our clients.

我們最近收購了 Entangled Networks 的運營資產，並宣佈在華盛頓州博塞爾設立新工廠，這標誌著我們在追求製造可擴展性以滿足量子計算機不斷增長的需求方面取得了重要里程碑。這些發展為 IonQ 發展其作為行業領導者的地位並為我們的客戶提供卓越的性能和價值鋪平了道路。

As our superior trapped ion approach continues to prove its worth, we have witnessed a decrease in the number of true competitors to our systems. This is a testament to the unmatched superiority of our technology and the dedication of our team to driving innovation in the quantum computing industry, further cementing IonQ's status as a leader in the field.

隨著我們卓越的俘獲離子方法不斷證明其價值，我們發現我們系統的真正競爭對手數量正在減少。這證明了我們無與倫比的技術優勢以及我們團隊致力於推動量子計算行業創新的奉獻精神，進一步鞏固了 IonQ 作為該領域領導者的地位。

And with that, I'd like to turn the call over to the operator to begin Q&A.

有了這個，我想把電話轉給接線員開始問答。

(Operator Instructions) Quinn Bolton, Needham & Company.

（操作員說明）Quinn Bolton、Needham & Company。

Congratulations on the strong financial and technical results in 2022, and encouraging to see the continued growth in '23. I guess maybe first, Peter, you talked about the competitive landscape perhaps becoming a little bit more favorable to you as you see some of the smaller competitors becoming less competitive.

祝賀 2022 年強勁的財務和技術成果，並令人鼓舞地看到 23 年的持續增長。我想也許首先，彼得，你談到競爭格局可能變得對你更有利，因為你看到一些較小的競爭對手變得不那麼有競爭力了。

I guess one question around superconducting, I think some of the larger superconducting competitors have announced higher gate fidelities. And I was wondering if you could just give us your updated thoughts on who do you really see as your competition at this point? Is it superconducting? Is it Quantinuum? How do you view that landscape?

我想有一個關於超導的問題，我認為一些較大的超導競爭對手已經宣布了更高的柵極保真度。我想知道您是否可以告訴我們您目前真正將誰視為您的競爭對手的最新想法？它是超導的嗎？是量子嗎？你如何看待那片風景？

That's a great question, Quinn. I would say, one, you have to be very careful about how you read some of the superconducting. Sometimes people say, they've achieved a certain fidelity, but it means that it's for -- sometimes they don't use the word average two-qubit gate fidelity which is what we do. And so in that sense, they might have a pair of qubit which do really well, but that doesn't mean all of them are doing that, and that's what you really need to do.

這是一個很好的問題，奎因。我會說，第一，你必須非常小心你如何閱讀一些超導。有時人們說，他們已經達到了一定的保真度，但這意味著它是為了 - 有時他們不使用我們所做的平均雙量子位門保真度這個詞。所以從這個意義上說，他們可能有一對做得很好的量子比特，但這並不意味著他們所有人都在這樣做，而這才是你真正需要做的。

So today, I think most of the fidelities are lagging quite a bit behind ion-trap technology by several years. And in fact, actually, some of the more recent announcements, I think we started to see people saying superconducting is still five or 10 years away from really getting to stride.

所以今天，我認為大多數保真度都落後於離子阱技術好幾年了。事實上，實際上，最近的一些公告，我認為我們開始看到人們說超導距離真正取得進展還有五到十年的時間。

So if -- and if you can't get to a 99% average two-qubit gate fidelity, you probably can't get to error correction. So that's usually still an uphill climb for most of the superconducting folks.

所以如果 - 如果你不能達到 99% 的平均雙量子比特門保真度，你可能無法進行糾錯。所以對於大多數超導人員來說，這通常仍然是一個艱難的過程。

Got it. Okay.

知道了。好的。

And then for Thomas, I guess looking at the 2023 revenue and bookings seem to be right in line with consensus estimates. But the EBITDA loss appears to be perhaps a little higher. And so wondering if you might be able to talk about what you're looking at in terms of the OpEx? Are you accelerating some of your OpEx relative to previous plans just to drive the technology road map faster?

然後對於 Thomas，我想看看 2023 年的收入和預訂似乎與共識估計一致。但 EBITDA 損失似乎可能更高一些。所以想知道您是否可以談談您在 OpEx 方面的看法？相對於之前的計劃，您是否正在加速一些運營支出，只是為了更快地推動技術路線圖？

So you're absolutely right that we are accelerating some of our expenses, and that has to do with meeting future demand. As you are aware, we're building our production facility up in Seattle. And that we're actually pulling in roughly a year earlier than we thought.

所以你說我們正在加速我們的一些開支是完全正確的，這與滿足未來的需求有關。如您所知，我們正在西雅圖建設我們的生產設施。而且我們實際上比我們想像的提前了大約一年。

And that is precisely because we are seeing a lot of interest in actually buying entire systems, which require us to be able to deliver very consistent units to specs that can be operated without having IonQ personnel on place to actually do it for them. And so that is an expense we knew we're going to have anyway, but we're doing it now because we see that the market is demanding it.

這恰恰是因為我們看到很多人對實際購買整個系統很感興趣，這要求我們能夠交付符合規格的非常一致的裝置，這些裝置可以在沒有 IonQ 人員在場實際為他們操作的情況下進行操作。因此，這是一項我們知道無論如何都會有的費用，但我們現在正在這樣做，因為我們看到市場需要它。

All right. And I guess I would release my final question, then I'll jump back in the queue. I think previously, you had thought that the company would be in a position to sell a complete quantum computer within 12 to 24 months or by the end of calendar '24. Any updates on those thoughts?

好的。我想我會發布我的最後一個問題，然後我會跳回到隊列中。我認為之前，您曾認為該公司能夠在 12 到 24 個月內或在 24 年日曆結束時出售一台完整的量子計算機。這些想法有更新嗎？

We continue to think that, that is exactly what will happen. In fact, I'm more convinced of that than I've ever been before because we continue to have new interested parties.

我們繼續認為，這正是將會發生的事情。事實上，我比以往任何時候都更相信這一點，因為我們繼續有新的感興趣方。

And I would say, look, we should all realize that there are long sales cycles when we talk about selling systems at retail at multiple tens of millions of dollars. So it's not something that I can pinpoint exactly when will happen. But I'm very confident that it will.

我會說，看，當我們談論以數千萬美元的零售價銷售系統時，我們都應該意識到銷售週期很長。所以這不是我能準確指出什麼時候會發生的事情。但我非常有信心它會的。

Excellent.

出色的。

David Williams, Benchmark.

大衛·威廉姆斯，基準。

Congrats on the progress, definitely great to see. I guess, Peter, for you first, and you talk a little bit about the manufacturing of systems.

祝賀你取得的進步，非常高興看到。我想，彼得，首先是你，然後你談了一些關於系統製造的事情。

I'm just wondering if you could talk maybe through your software stack, and how you're thinking about from the user perspective, and how you're simplifying that process? If you have the machine, clearly, you're going to have to need how to run it, so what are you doing on that front? And any developments there?

我只是想知道你是否可以通過你的軟件堆棧來談談，你是如何從用戶的角度思考的，以及你是如何簡化這個過程的？如果你有這台機器，很明顯，你將需要如何運行它，那麼你在這方面做了什麼？那裡有什麼進展嗎？

Well, it's on multiple fronts. So on one hand, the acquisition that we just did was in terms of the compiler itself that allows people to run more complicated applications on existing hardware, taking better advantage of the hardware itself. And that's one of the reasons that we did it.

好吧，它在多個方面。所以一方面，我們剛剛所做的收購是在編譯器本身方面，它允許人們在現有硬件上運行更複雜的應用程序，更好地利用硬件本身。這就是我們這樣做的原因之一。

There's still a lot of work to be done in terms of making quantum available to what I would say is kind of average developers or line-of-business developer. And that's still work ahead of us. Today, people program in quantum logic gates. And I don't think that that's the way that people will be programming in quantum five years from now.

在讓普通開發人員或業務線開發人員可以使用量子方面，還有很多工作要做。這仍然是擺在我們面前的工作。今天，人們在量子邏輯門中編程。而且我不認為這是人們在五年後進行量子編程的方式。

So it is an area of active interest for us. You can see things that might be kind of breadcrumbs. You're seeing even in kind of classical software development companies like OpenAI which are doing automatic code generation. I would hope that those are the kinds of things that come to quantum in the future.

因此，這是我們非常感興趣的領域。您可以看到類似麵包屑的東西。你甚至可以看到像 OpenAI 這樣的經典軟件開發公司正在做自動代碼生成。我希望這些是未來出現在量子領域的事情。

Okay. Very helpful. And one thing I wanted to ask about is the Dell partnership that you announced. I believe it was last quarter.

好的。很有幫助。我想問的一件事是您宣布的戴爾合作夥伴關係。我相信這是上個季度。

But we were surprised that at Super Compute this year, just kind of seeing that on display in the kiosks that Dell dedicated to that. Just wondering if there's any update there, or if you can give us any further color on that relationship. And how you're thinking about that, and how that really drives the business you think over the next several years?

但令我們感到驚訝的是，在今年的 Super Compute 上，我們看到了戴爾專門用於此的信息亭中展示的內容。只是想知道那裡是否有任何更新，或者您是否可以為我們提供有關這種關係的更多信息。您是如何考慮的，以及這將如何真正推動您在未來幾年內考慮的業務？

Well, as you probably saw and continue to hear from Dell, that they think that the combination of quantum and classical is kind of the future. And so they -- we've been working with them on the software and also the hardware integration between the two companies, so that you can use classical Dell hardware with IonQ quantum hardware.

好吧，正如您可能看到並繼續從戴爾那裡聽到的那樣，他們認為量子與經典的結合是未來的趨勢。所以他們 - 我們一直在與他們合作開發軟件以及兩家公司之間的硬件集成，以便您可以將經典的戴爾硬件與 IonQ 量子硬件一起使用。

And so -- but also from a company point of view, it gives us access to Dell's sales force so that they can sell quantum as well. And it's still early days, but we've been doing things like training the Dell sales force about quantum, so that they can help sell quantum to their customers as well. So we expect that partnership to continue to grow over the next several years.

因此——而且從公司的角度來看，它使我們能夠接觸到戴爾的銷售團隊，以便他們也可以銷售量子。現在還處於早期階段，但我們一直在做一些事情，比如對戴爾銷售人員進行量子方面的培訓，這樣他們也可以幫助向客戶銷售量子。因此，我們預計這種夥伴關係將在未來幾年繼續發展。

Okay. Fantastic. And then maybe just from the annual bookings guide, it was a bit better than we had anticipated and the revenue as well.

好的。極好的。然後也許僅從年度預訂指南來看，它比我們預期的要好一點，收入也是如此。

But just wondering if you could talk us through what are the areas or applications, you're seeing the greatest traction? You mentioned QML. Can you quantify the demand relative to maybe some of the other areas, and what you're seeing in terms of commercial adoption in those areas?

但是只是想知道您是否可以通過哪些領域或應用程序與我們交談，您看到了最大的吸引力？你提到了 QML。您能否量化相對於其他一些領域的需求，以及您在這些領域的商業採用方面看到的情況？

So certainly QML, what I would describe, is the leader, especially maybe in the -- even in the short term because we have seen already, even on some of our older equipment, very interesting results that suggest that -- and I'll get a little technical, that the number of features that you need to train an ML algorithm is several orders of magnitude less than what you would need for a classical ML solution.

所以 QML，我想描述的，肯定是領導者，尤其是在 - 即使是短期內，因為我們已經看到，甚至在我們的一些舊設備上，非常有趣的結果表明 - 我會從技術上講，訓練 ML 算法所需的特徵數量比經典 ML 解決方案所需的特徵數量少幾個數量級。

So you've probably heard some of these large language models that take hundreds of millions of features. We haven't gotten to that scale yet, but for the things that we've been doing, for instance, for image recognition, we've shown that we can get those same kind of results but with far fewer numbers of features. So that's important because that's -- we're not sure that we can get to much larger feature sets in classical hardware.

所以你可能聽說過這些大型語言模型中的一些，它們具有數億個特徵。我們還沒有達到那個規模，但是對於我們一直在做的事情，例如圖像識別，我們已經證明我們可以獲得相同類型的結果，但特徵數量要少得多。所以這很重要，因為那是——我們不確定我們能否在經典硬件中獲得更大的功能集。

The other thing that's really interesting on the ML side is that, again, in the small studies is that the ML models that get created on the quantum computer seem to capture the signal better than you see in a classical system. So some of the work that we've done on the financial side, for instance, with GE Research, it seemed to do a better job. And some of those are the most interesting data points because they might be an outlier and a black swan event. And so a classical ML might be missing that, and quantum seems to capture that relationship when it's creating it.

在 ML 方面真正有趣的另一件事是，在小型研究中，在量子計算機上創建的 ML 模型似乎比你在經典系統中看到的更好地捕獲信號。因此，我們在財務方面所做的一些工作，例如通用電氣研究，似乎做得更好。其中一些是最有趣的數據點，因為它們可能是異常值和黑天鵝事件。因此，經典 ML 可能會遺漏這一點，而量子似乎在創建它時捕捉到了這種關係。

So all of these things are very promising. If it turns out the ML that you can do on our machine means that it can do a better ML algorithm, not only could you do better kind of ChatGPTs, but better advertising or anywhere MLs being used. So that's certainly a large promise.

所以所有這些都是非常有前途的。如果事實證明你可以在我們的機器上做的 ML 意味著它可以做一個更好的 ML 算法，你不僅可以做更好的 ChatGPT，而且可以做更好的廣告或任何使用 ML 的地方。所以這當然是一個很大的承諾。

Chemistry also is working well. But ultimately, for the true promise of chemistry to do simulation in chemistry, we're doing small molecules today. But of course, we'll need a larger quantum computer to do things like cure cancer and those kinds of things. So those are still a little bit ways away.

化學也運作良好。但歸根結底，為了讓化學真正有希望在化學中進行模擬，我們今天正在研究小分子。但當然，我們需要一台更大的量子計算機來做諸如治愈癌症之類的事情。所以這些還有一點距離。

But even in these small molecules, for instance, the work that we were doing with Accenture is interesting. That was working on PFAS and ways to be able to break down those forever chemicals. So it's still very interesting work.

但即使是在這些小分子中，例如，我們與埃森哲所做的工作也很有趣。那是在研究 PFAS 以及能夠分解那些永遠存在的化學物質的方法。所以它仍然是一個非常有趣的工作。

Okay. And just one more quick one, if I may. Anything from the Garfield versus Boxed decision? And I know you filed a petition, but anything new on that or what the impact could be?

好的。如果可以的話，再快一點。加菲貓與盒裝決定的任何內容？我知道你提交了一份請願書，但有什麼新的內容或可能產生的影響嗎？

No, we have no updates today on that particular one.

不，我們今天沒有關於那個特定的更新。

Great.

偉大的。

Richard Shannon, Craig-Hallum.

理查德·香農，克雷格-哈勒姆。

Maybe I'll ask you a question on your goal of getting to an AQ of, I think, 29 for this year, up from 25 this year. What is the long pole in the tent in terms of achieving that?

也許我會問你一個問題，關於你今年的 AQ 目標，我認為，從今年的 25 上升到 29。就實現這一目標而言，帳篷中的長桿是什麼？

Well, there are a couple of things here. First is we have multiple systems which are going for that goal. So that's the kind of first part to it, is we have the systems up and running. And so at this point it's tuning the systems.

好吧，這裡有幾件事。首先是我們有多個系統正在實現該目標。所以這就是它的第一部分，我們已經啟動並運行了系統。所以此時它正在調整系統。

You can kind of think of it as a high-performance race car. Car is assembled, but you still -- there's always work to do to get the actual performance out of it. So that's what we're doing right now as we speak.

您可以將其視為高性能賽車。汽車已經組裝好，但您仍然需要做一些工作才能發揮它的實際性能。這就是我們現在正在做的事情。

Okay. Let's see. A question on the manufacturing facility here, especially in light of increasing interest. You're pulling forward this capability for people or for customers that are potentially buying whole systems here.

好的。讓我們來看看。這裡有一個關於製造設施的問題，尤其是在人們越來越感興趣的情況下。您正在為可能在這裡購買整個系統的人們或客戶提供這種功能。

When do we see this first stage of capability up and running here? And what kind of annual throughput in terms of number of machines do you expect when you get there? And what's the capability of the current footprint over the long term?

我們什麼時候能看到第一階段的能力在這裡啟動和運行？當你到達那裡時，你期望機器數量的年吞吐量是多少？從長遠來看，當前足蹟的能力如何？

So as you would expect in terms of building out a building, there's a number of things that one has to go through, permitting, architectural design, and then actual construction. So those things are all currently ongoing. Unfortunately, they don't happen overnight. It does take some time. So we do expect though to have kind of the first use of the building by the end of this year.

因此，正如您在建造建築物方面所期望的那樣，必須經歷許多事情，許可，建築設計，然後是實際施工。所以這些事情目前都在進行中。不幸的是，它們不會在一夜之間發生。這確實需要一些時間。因此，我們確實希望在今年年底之前首次使用該建築。

And we haven't given out yet estimates in terms of number of machines or what the throughput is. But the goal of this group and this system is really several fold. One, to make basically a product. We're leaving well behind kind of the research phase, and we're now getting into production.

我們還沒有給出機器數量或吞吐量方面的估計。但是這個小組和這個系統的目標真的是好幾倍。第一，基本上是做一個產品。我們已經遠遠落後於研究階段，現在我們正在投入生產。

And so it's things like making sure that it's serviceable by a field service organization. That, we're starting to work on faster ways to be able to build the machines and cheaper and for it to take up a smaller footprint.

因此，這就像確保它可以由現場服務組織提供服務一樣。也就是說，我們開始研究以更快的方式製造機器，並且成本更低，佔用的空間更小。

So all of those things are going on in the production engineering. It's a different kind of engineering than we've done in the past, which is pushing kind of AQ numbers. This is now really about productization.

所以所有這些事情都在生產工程中進行。這是一種不同於我們過去所做的工程，它正在推動某種 AQ 數字。現在這真的是關於產品化。

Okay. Great. That's helpful as well. My last question, I'll jump on the line here, is on the booking guidance for the year. And obviously a nice increase from what you were able to accomplish last year.

好的。偉大的。這也很有幫助。我的最後一個問題是今年的預訂指南，我將在這裡直接撥打電話。很明顯，與你去年所取得的成就相比有了很大的提高。

I guess my question here is understanding the kind of the Pareto analysis of the expected customer base you're going to be booking here. Are we looking for a number of somewhat larger contracts to fulfill this? Or do you see kind of a broader basis, somewhat smaller ones? How would you characterize this, please?

我想我的問題是了解您將在這裡預訂的預期客戶群的帕累托分析類型。我們是否正在尋找一些更大的合同來實現這一點？或者您是否看到了更廣泛的基礎，更小的基礎？請問這個怎麼形容？

Well, Richard, we don't do smaller contracts. Well, that is, sounded jocular. All of our contracts are large, but what we are seeing is that we have potential to do some exceptionally large ones. We just don't know when they will happen.

好吧，理查德，我們不做較小的合同。嗯，也就是說，聽起來很滑稽。我們所有的合同都很大，但我們看到的是我們有潛力做一些特別大的合同。我們只是不知道它們什麼時候會發生。

And the bookings number that we have arrived at is a function of the number of opportunities we have in the funnel with probabilities attached. And so while there is definitely an element of hardware in there, we can't tell like how fast that will happen and how large it would be. But we really look forward to updating you once we have these news available of course.

我們得到的預訂數量是我們在漏斗中擁有的機會數量的函數，並附有概率。因此，雖然其中肯定有硬件元素，但我們無法判斷它會發生多快以及它會有多大。但是，我們真的很期待在我們獲得這些消息後為您更新。

Thomas, that sounds like a perfect application for a quantum computer.

托馬斯，這聽起來像是量子計算機的完美應用。

I can sell you one for cheap.

我可以便宜賣給你一個。

We'll get back to you on that. We'll let you know when it's available. So the application.

我們會就此回复您。我們會在可用時通知您。所以申請。

Okay. And maybe kind of a quick follow up on this. Any way that you could characterize, as you look at this probability weighted funnel here, how much of this would potentially be from government-type organizations, academic institutions versus ones that may be more commercial in nature?

好的。也許可以對此進行快速跟進。當你在這裡查看這個概率加權漏斗時，你可以用任何方式來描述，其中有多少可能來自政府類型的組織、學術機構，而不是那些本質上可能更商業化的機構？

While we don't break out segments, it is true for any revolutionary new technology is that the early demand is driven by government and academics, and then it swings to enterprise. But what we're heartened by seeing is that enterprise is already now dipping their toes in the water and working with us to figure out how a quantum can be a mainstay for them in the not so distant, actually pretty near future.

雖然我們不細分，但對於任何革命性的新技術來說，確實是早期的需求是由政府和學術界推動的，然後轉向企業。但令我們感到鼓舞的是，企業現在已經將腳趾伸入水中，並與我們合作，弄清楚量子如何在不久的將來成為他們的中流砥柱，實際上是在不久的將來。

Just maybe a little interesting follow up. As I mentioned in the beginning here, we came up with road maps, both financial and technical for a number of years planned. And if you remember, it's 29 algorithmic qubits this year, 35 next year and after that, 64. And at 64, then you can start to do applications which are starting to rival kind of what the best that you can do on supercomputers for certain applications.

只是可能有點有趣的跟進。正如我在這裡開頭提到的，我們提出了計劃多年的財務和技術路線圖。如果你還記得的話，今年是 29 個算法量子位，明年是 35 個，之後是 64 個。到 64 歲時，你就可以開始做一些應用程序，這些應用程序開始與你在超級計算機上所能做的最好的事情相媲美應用程序。

So we have now a good track record. We didn't have that at the very beginning, but now we very much do and in a public forum. So we're very confident about basically being two, 2.5 years away at this point for starting to achieve those kinds of results, which I think is a very different story than what you see from other technologies that are doing in quantum. And so we'll add 29 to that story this year, and then it's off to 35 and then 64.

所以我們現在有一個良好的記錄。我們一開始沒有，但現在我們在公共論壇上做了很多。因此，我們非常有信心在這一點上基本上還有兩年、2.5 年的時間才能開始取得這些成果，我認為這與你從其他量子技術中看到的情況截然不同。所以今年我們將在這個故事中增加 29 個，然後它會減少到 35 個，然後是 64 個。

(Operator Instructions) Kevin Garrigan, WestPark Capital.

（操作員說明）WestPark Capital 的 Kevin Garrigan。

Let me echo my congrats on the strong results and strong guide. Just a quick question. During your prepared remarks you spoke about a strong 2022, strong 2023, but are you seeing any push outs from potential customers because of a tough macro environment?

讓我對強有力的結果和強有力的指導表示祝賀。只是一個簡單的問題。在您準備好的發言中，您談到了強勁的 2022 年、強勁的 2023 年，但您是否看到潛在客戶因艱難的宏觀環境而退出市場？

No. It's just the opposite. We're seeing lots and lots of interest from customers. And we're heartened also that customers are re-upping their contracts, so that's a good sign.

不，恰恰相反。我們看到了很多客戶的興趣。我們也很高興客戶正在重新簽訂合同，這是一個好兆頭。

Okay. Got it. That's great to hear. And then just a quick question, probably for either Chris or Jungsang.

好的。知道了。聽到這個消息我很高興。然後是一個簡短的問題，可能是給 Chris 或 Jungsang 的。

I wanted to ask about quantum memory and whether quantum memory is important at this stage in development? And then are the trapped ions approach either easier or harder when it comes to this aspect? Or is another approach better?

我想問一下量子內存，量子內存在這個發展階段是否重要？那麼在這方面，被困離子的接近是更容易還是更難？還是另一種方法更好？

Jungsang, why don't you take that?

正桑，你為什麼不接受那個？

Sure. Great. Yeah, I guess maybe I need to understand a little bit more the context of quantum memory.

當然。偉大的。是的，我想也許我需要更多地了解量子內存的背景。

In quantum memory, what I would think is [historic] qubit, and then see if we can hold that qubit for a long time. And for that, I think there is very -- it's very hard even from a fundamental point of view to find a better match than atomic qubit, including trapped ion.

在量子內存中，我會想到的是[歷史性]量子位，然後看看我們是否可以長時間保持那個量子位。為此，我認為即使從基本的角度來看，也很難找到比原子量子位更好的匹配，包括俘獲離子。

Are you thinking about quantum memory in a different sense? Because we have memories in our quantum computers that store the information while we compute. And for that, I think we have a very, very compelling technology. Did that answer your question?

您是否在從不同的角度考慮量子存儲器？因為我們的量子計算機中有記憶，可以在我們計算時存儲信息。為此，我認為我們擁有一項非常非常引人注目的技術。這回答了你的問題嗎？

Yeah, it did, guys.

是的，確實如此，伙計們。

And ladies and gentlemen, with that we'll conclude today's question-and-answer session. I'd like to turn the floor back over to management for any closing remarks.

女士們，先生們，我們將結束今天的問答環節。我想將發言權交還給管理層，聽取任何結束語。

Well, just thanks, everyone, today for joining. Also, for everyone that asked questions, we appreciate it. They're all great questions.

好吧，謝謝大家今天的加入。另外，對於提出問題的每個人，我們都很感激。他們都是很好的問題。

I'll just conclude, these strong results are the result of obviously the management team but also all the employees at IonQ and all the hard work, the late nights, long weekends. And so a hearty thank you to our team for making it happen and continuing to innovate on the behalf of customers. So thank you so much, and thanks for joining today.

我只是總結一下，這些強勁的結果顯然是管理團隊的結果，也是 IonQ 所有員工以及所有辛勤工作、深夜和長周末的結果。因此，衷心感謝我們的團隊實現這一目標並繼續代表客戶進行創新。非常感謝你們，感謝你們今天的加入。

Ladies and gentlemen, with that we'll conclude today's conference call and presentation. We thank you for joining. You may now disconnect your lines.

女士們，先生們，我們將結束今天的電話會議和演講。我們感謝您的加入。您現在可以斷開線路。