使用警語：中文譯文來源為 Google 翻譯，僅供參考，實際內容請以英文原文為主
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From services we provide that are related to the hyperscalers, and we expect to reach 1 billion in hyperscaler related revenue this fiscal year.
從我們提供的與超大規模相關的服務來看，我們預計本財年超大規模相關收入將達到 10 億美元。
Our mainframe modernization skills and hyperscaler appliances were migrating managing, optimizing and securing our customers' IT environments across multiple cloud platforms and helping them ensure that the right workload is on the right platform.
我們的大型主機現代化技能和超大規模設備正在跨多個雲端平台遷移管理、優化和保護客戶的 IT 環境，並協助他們確保正確的工作負載位於正確的平台上。
Our growth is fueled by providing customers with higher value solutions that leverage both our extensive know-how and our alliance partners partners capabilities.
我們的成長是透過利用我們豐富的專業知識和聯盟合作夥伴的能力為客戶提供更高價值的解決方案來推動的。
Together, we're focused on doing enablement activities, co-marketing and incremental training, all of which bring solutions to the market that address our customers' most pressing needs.
我們共同致力於開展支援活動、聯合行銷和增量培訓，所有這些都為市場帶來解決方案，滿足客戶最迫切的需求。
Because of our alliances, the skills we can bring to bear and the freedom of action we have as an independent company, we are frequently expanding the scope of services we provide to existing customers to now include mainframe modernization and cloud migration services.
由於我們的聯盟、我們可以發揮的技能以及我們作為獨立公司所擁有的行動自由，我們經常擴大我們向現有客戶提供的服務範圍，現在包括大型主機現代化和雲端遷移服務。
At the same time, we're also beginning to add more new logos were Kindle bridges at the core of our service delivery across multiple platforms involving one or more hyperscalers.
同時，我們也開始添加更多新徽標，將 Kindle 橋作為我們跨涉及一個或多個超大規模企業的多個平台提供服務的核心。
Separately, the last month, we published the inaugural Kingold readiness report.
另外，上個月，我們發布了第一份 Kingold 準備報告。
This report, analyses with business and IT leaders see as the big picture challenges and opportunities in today's global business landscape, how their IT helps and prepare for those risks and capitalize on opportunities and what specific factors enable or hinder progress.
該報告與業務和 IT 領導者一起分析了當今全球業務格局中的整體挑戰和機遇，他們的 IT 如何幫助和準備應對這些風險並利用機遇，以及哪些具體因素促進或阻礙了進展。
I am really excited about the report because it combines our proprietary Kindred bridge operational data with survey data from over 3,000 senior leaders in 18 markets.
我對這份報告感到非常興奮，因為它結合了我們專有的 Kindred 橋樑營運數據和 18 個市場 3,000 多名高階領導者的調查數據。
By combining operational data with survey data, the report assesses and compares to perception of IT. readiness versus the reaction city of readiness with the goal of helping companies uncover new value for past current and future technology investments.
透過將營運數據與調查數據相結合，該報告評估並比較了人們對 IT 的看法。準備與反應準備城市的目標是幫助公司發現過去、當前和未來技術投資的新價值。
Among our key findings, more than 90% of the leaders surveyed believe their infrastructure is world class get fewer than 40% believe they're ready for potential risks coming their way.
在我們的主要調查結果中，超過 90% 的受訪領導者認為他們的基礎設施是世界一流的，只有不到 40% 的受訪者認為他們已做好應對潛在風險的準備。
Cybersecurity is the number one concern regarding risk readiness closely followed by policy and regulatory requirements and emerging technologies, including AI. two thirds of CDOs are concerned that their IT is outdated, carrying vulnerabilities, skills gaps and has challenges for modernization and 40% of mission critical components such as servers, storage, networks and operating systems are approaching or at their end-of-life.
網路安全是風險準備的首要問題，緊隨其後的是政策和監管要求以及包括人工智慧在內的新興技術。三分之二的 CDO 擔心他們的 IT 已經過時，存在漏洞、技能差距，並且面臨現代化挑戰，40% 的任務關鍵組件（如伺服器、儲存、網路和作業系統）即將報廢或已達到使用壽命。
These factors are why tech modernization is a top priority for business and IT leaders.
這些因素解釋了為什麼技術現代化是業務和 IT 領導者的首要任務。
However, more than 70% of participants indicated, they are still in the early stages of modernization for enterprises to progress on their modernization journey and make their organizations more ready for the future.
然而，超過70%的參與者表示，他們仍處於現代化的早期階段，企業需要在現代化進程中持續前進，讓組織為未來做更充分的準備。
Leaders need to overcome their prioritization and paralysis.
領導者需要克服他們的優先順序和癱瘓。
And that is precisely the role that replaces a trusted partner providing a differentiated pragmatic approach to modernization.
這正是取代值得信賴的合作夥伴的角色，為現代化提供差異化的務實方法。
We offer unmatched expertise in designing, building and managing mission critical workloads.
我們在設計、建置和管理任務關鍵型工作負載方面提供無與倫比的專業知識。
We provide unprecedented observability and valuable insights from Kindra bridge, and we collaborate with hyperscalers, another top-tier technology providers to accelerate the pace of our customers' IT transformations.
我們透過 Kindra 橋提供前所未有的可觀察性和寶貴見解，並與另一家頂級技術供應商超大規模供應商合作，以加快客戶 IT 轉型的步伐。
As we've highlighted before, our evolving business mix, where we're focusing on higher value services for our customers is driving increased profitability and fueling future top line growth.
正如我們之前所強調的那樣，我們不斷發展的業務組合（我們專注於為客戶提供更高價值的服務）正在推動盈利能力的提高並推動未來的收入成長。
This fiscal year half of our revenue is coming from post-spin signings that have higher margins than our backlog data at spin and in fiscal 2026, that will be roughly two thirds.
本財年我們一半的收入來自分拆後的簽約，這些簽約的利潤率高於分拆時的積壓數據，到 2026 財年，這一數字將約為三分之二。
This inflection point when our P & L's largely determined by our post-spin signings will dramatically strengthen our earnings and growth profile.
當我們的損益主要由我們的旋轉後簽約決定時，這個拐點將極大地增強我們的獲利和成長狀況。
Our forecast for fiscal 2025 is for adjusted pretax income of at least $460 million, reflecting a year-over-year increase of at least 295 million.
我們對 2025 財年的預測是調整後稅前收入至少為 4.6 億美元，年增至少 2.95 億美元。
As David will explain in more detail, the margins at which we're signing contracts and the other actions we're taking to grow our profitability single-digit adjusted pretax margin by fiscal 2027.
正如 David 將更詳細地解釋的那樣，我們簽署合約的利潤率以及我們為到 2027 財年將調整後的稅前利潤率提高個位數的盈利能力而採取的其他行動。
And yes, the math associated with that is ultimately a 1 billion or more of adjusted pretax income was strong conversion of our earnings into cash flow.
是的，與此相關的數學最終是 10 億或更多的調整後稅前收入將我們的收入有力地轉化為現金流。
Our confidence stems from Kindles unique set of attributes that position us well for sustainable growth.
我們的信心源自於 Kindle 獨特的屬性，這些屬性使我們能夠實現永續成長。
Our customers want to work with us for a number of reasons, including we have mission critical expertise and domain knowledge throughout our six global practices to manage increasingly complex hybrid IT estates and address tech debt because we've established an expanded relationships with hyperscalers, another top-tier technology providers to accelerate the pace of mainframe modernization and cloud migration.
我們的客戶希望與我們合作的原因有很多，其中包括我們在六項全球實踐中擁有關鍵任務專業知識和領域知識，可以管理日益複雜的混合IT 資產並解決技術債務，因為我們已經與超大規模企業建立了擴大的關係，另一個頂級技術供應商加快大型主機現代化和雲端遷移的步伐。
Because we've invested in our advisory talent, our Kindred consult teams have the know how to make our customers' IT estates, optimized, secure, resilient and regulatory compliant.
由於我們對諮詢人才進行了投資，因此我們的 Kindred 諮詢團隊知道如何使客戶的 IT 資產優化、安全、彈性和合規性。
And they know how to architect data for our customers so they can be responsibly and securely adopt and leverage AI.
他們知道如何為我們的客戶建立數據，以便他們能夠負責任地、安全地採用和利用人工智慧。
And finally, because we're making ongoing investments in Kendro bridge that that's enabling unprecedented observability, actionable business insights and valuable outcomes that align with our customers' business strategies and goals.
最後，由於我們對 Kendro 橋進行持續投資，因此能夠實現前所未有的可觀察性、可操作的業務洞察和與客戶的業務策略和目標一致的有價值的成果。
In short, we are delivering sophisticated, optimized multi-vendor solutions to customers that allow them to address critical needs and major opportunities through Kindred bridge automation and AI.
簡而言之，我們正在為客戶提供複雜、最佳化的多供應商解決方案，使他們能夠透過 Kindred 橋接自動化和人工智慧來滿足關鍵需求和重大機會。
We're delivering managed services more efficiently than ever.
我們比以往任何時候都更有效率地提供託管服務。
And as a result, and as we've said, we're showing up differently and powerfully in the IT services market.
因此，正如我們所說，我們在 IT 服務市場上以不同的方式展現出強大的實力。
Lastly, I want to remind you all that will be hosting our first post-spin Investor Day in New York on November 21st.
最後，我想提醒大家，我們將於 11 月 21 日在紐約舉辦第一屆分拆後投資者日活動。
This will be an in-person and live webcast event available on our Investor Relations website, where we will delve deeper into our strategy and key priorities that will drive our next chapter of growth and margin expansion.
這將是我們投資者關係網站上的現場現場網路直播活動，我們將在其中更深入地探討我們的策略和關鍵優先事項，這將推動我們的成長和利潤擴張的新篇章。
I also want to highlight that we recently published our second corporate citizenship report describes our notable progress as a multinational organization, our role as a provider of essential services, our focus on managing our environmental impacts, our Kindred way culture and our principled approach to corporate governance.
我還想強調的是，我們最近發布的第二份企業公民報告描述了我們作為跨國組織的顯著進步、我們作為基本服務提供者的角色、我們對管理環境影響的關注、我們的Kindred way 文化以及我們對企業的原則性方法。
I'm very proud the Kindred team and the progress we've made, and I encourage you to review it on our website.
我為 Kindred 團隊和我們所取得的進步感到非常自豪，我鼓勵您在我們的網站上查看它。
Now with that, David will take you through our results and our outlook.
現在，大衛將帶您了解我們的成果和前景。
Thanks, Martin, and hello, everyone.
謝謝馬丁，大家好。
Today, I'd like to discuss our second quarter results.
今天，我想討論一下我們第二季的業績。
Our continued progress on our three initiatives, the solid margins at which we're signing customer contracts and our outlook for fiscal year 2025.
我們在三項措施上的持續進展、我們簽署客戶合約的穩健利潤以及我們對 2025 財年的展望。
The theme that you'll pick up is strong execution on our powerful strategy.
您將學到的主題是對我們強大策略的強大執行。
In the second quarter, revenue totaled 3.8 billion, a 7% decline in constant currency year-over-year trend, with anticipated and primarily driven by our intentional exit primarily in prior quarters from negative no in low margin revenue streams within and ongoing customer relationships, not by macro factors, obviously, sequentially one point stronger than the year-over-year decline we reported last quarter.
第二季營收總計38 億美元，以固定匯率計算年減7%，這是由於我們在前幾個季度有意退出低利潤收入流以及持續的客戶關係而有意退出，這主要是由於我們的預期和主要推動因素顯然，不是受宏觀因素影響，比我們上季報告的年減幅強一個百分點。
We also reported the strongest quarter of signings in our history as an independent company.
我們也報告了作為一家獨立公司歷史上最強勁的季度簽約情況。
Total signings grew 132% year over year.
總簽約人數較去年同期成長 132%。
Our 5.6 billion of signings mean Q2, our fourth consecutive quarter of signings growth and brings our trailing 12 months signings growth to 33%, saw strength across all six of our practices, each of which were reported in signings growth of 30% or more in the quarter.
我們的56 億簽約意味著第二季度是我們連續第四個季度的簽約增長，並使我們過去12 個月的簽約增長達到33%，我們的所有六項業務均表現強勁，據報告，每項業務的簽約成長均在30% 或以上。
We delivered growth across our four geographic segments, each of which reported signings growth in the quarter.
我們在四個地理區域實現了成長，每個區域都報告了本季的簽約量成長。
Martin highlighted we continue to gain momentum in higher margin advisory services can grow.
馬丁強調，我們在更高利潤的諮詢服務方面繼續獲得成長動力。
Kinsel revenues grew 23% year over year, which underscores how we're growing our share in this higher value add space.
Kinsel 營收年增 23%，這凸顯了我們如何在這個高附加價值領域擴大份額。
Kendro consult signings grew even faster, up 81% over the last 12 months.
Kendro 諮詢簽約量成長更快，在過去 12 個月中成長了 81%。
We've seen strong growth in Kinro consult with signings have 41% year over year.
我們看到 Kinro Consult 的強勁成長，簽約人數較去年同期成長 41%。
And importantly, we're also delivering growth in managed services.
重要的是，我們也實現了託管服務的成長。
Our managed services signings have increased 32% in the last 12 months.
在過去 12 個月中，我們的託管服務簽約量增加了 32%。
Our second quarter adjusted EBITDA was 557 million, and our adjusted EBITDA margin was 14.8%.
我們第二季調整後 EBITDA 為 5.57 億，調整後 EBITDA 利潤率為 14.8%。
Adjusted pretax income grew 80% to 45 million.
調整後稅前收入成長 80%，達到 4,500 萬美元。
Our financial progress continues to reflect our strategic execution, leveraging technology alliances stepping away from empty calorie revenues, fixing focus accounts, growing that consult portion of our business, driving efficiency throughout our operations in positioning Kendro to meet our customers' future IT needs.
我們的財務進展繼續反映我們的策略執行力，利用技術聯盟擺脫空洞的卡路里收入，固定重點客戶，擴大我們業務的諮詢部分，提高整個營運的效率，使 Kendro 滿足客戶未來的 IT 需求。
Included in our 45 million of adjusted pretax income was 39 million in workforce rebalancing charges that contractually committed 50 million increase in IBM software costs and a $40 million impact from currency movements that operated as headwinds mitigating this, we also had a $20 million net benefit from depreciation changes.
我們4500 萬調整後的稅前收入中包括3900 萬美元的勞動力再平衡費用，這些費用按照合約承諾IBM 軟體成本增加5000 萬美元，貨幣變動帶來的4000 萬美元的影響（作為緩解這一問題的不利因素），我們也從以下方面獲得了2000 萬美元的淨收益：折舊變化。
Excluding these items, we delivered year over year increase of 129 million in adjusted pretax income, which reflects our execution and progress on our three eights initiatives through our alliances.
排除這些項目，我們的調整後稅前收入同比增長了 1.29 億美元，這反映了我們透過聯盟對「三個八」計劃的執行和進展。
We generated 260 million in the hyperscaler related revenue in the second quarter.
我們第二季的超大規模相關收入為 2.6 億美元。
This puts us on track to deliver a 1 billion of hyperscaler related revenue this year, double our fiscal 2020 for total through advanced delivery initiative powered by can grow bridge.
這使我們預計在今年實現 10 億美元的超大規模相關收入，透過由 can Growth Bridge 提供支援的先進交付計劃，將 2020 財年的總收入翻一番。
We continue to drive automation throughout or delivery operations, incorporate more technology into our offerings, reduce our costs and increase our already strong service levels.
我們繼續推動整個交付業務的自動化，將更多技術融入我們的產品中，降低成本並提高我們本已強大的服務水準。
It's a win-win for Kinro and our customers.
這對 Kinro 和我們的客戶來說是雙贏的。
To date, we've been able to free up more than 11,500 delivery professionals to address new revenue opportunities and backfill attrition.
到目前為止，我們已經騰出了超過 11,500 名配送專業人員來應對新的收入機會和回補人員流失。
This is worth accumulated 700 million year to us, representing a $50 million increase in our annual run rate this past quarter.
這對我們來說每年累計價值 7 億美元，這意味著我們上個季度的年運行率增加了 5,000 萬美元。
Our accounts initiative continues to remediate elements of contracts we inherited with substandard margins.
我們的帳戶計劃繼續糾正我們繼承的利潤率不合格的合約的內容。
In the second quarter, we increased the cumulative annualized profit from our focus accounts by 50 million to 775 million.
第二季度，我們的焦點帳戶累計年化利潤增加了5000萬，達到7.75億。
Clearly, the three A's remain an important source of margin expansion in value creation for us consistent with what I shared in prior quarters.
顯然，三個 A 仍然是我們價值創造中利潤率擴張的重要來源，這與我在前幾季分享的內容一致。
I'm particularly enthusiastic about how we continue to position Kinro for future revenue margin and profit growth.
我對我們如何繼續定位 Kinro 以實現未來的收入率和利潤成長特別感興趣。
As we grew signings substantially this past quarter, we continued to command attractive margins on our signings throughout fiscal 2024 and now through the first half of fiscal 2025, we've signed contracts with projected gross margins in the mid 20s and projected pretax margins in the very high single digits.
隨著上個季度簽約量的大幅增長，我們在整個2024 財年的簽約利潤率繼續保持頗具吸引力，現在到2025 財年上半年，我們簽訂的合約預計毛利率在20 多歲左右，預計稅前利潤率在20 多歲左右。
Therefore, as our business makes increasingly shift toward more post-spin contracts, you'll see significant margin expansion in our reported results, a gross profit book-to-bill chart that accentuates how we've been creating and capturing value in our business with an average projected gross margin of 26% on our 16 billion signings over the last 12 months, we've added over $4 billion of projected gross profit to our backlog.
因此，隨著我們的業務越來越多地轉向更多的分拆後合同，您將在我們報告的結果中看到利潤率的顯著擴張，毛利潤訂單到賬單圖表強調了我們如何在業務中創造和獲取價值過去 12 個月，我們簽下 160 億份合同，預計毛利率平均為 26%，因此我們的積壓訂單增加了超過 40 億美元的預計毛利潤。
Over the same period of time, we've reported gross profit of 3 billion.
同期，我們報告的毛利為 30 億美元。
This means we've been adding significantly more gross profit to our backlog, and our contracted book of business has been producing in our P&L.
這意味著我們的積壓訂單中的毛利顯著增加，並且我們的合約業務帳簿已計入損益表。
Having a gross profit book-to-bill ratio above one at 1.4 over the latest 12 months is a key measure of how we're growing what matters most the expected future profit from committed contracts and with our gross profit book-to-bill ratio having been consistently above one, that means that we've been consistently growing our gross profit backlog over the last two plus years.
過去 12 個月的毛利帳面出貨比為 1.4 以上，是衡量我們如何成長最重要的是承諾合約的預期未來利潤以及我們的毛利帳面出貨比率的關鍵指標一直高於一，這意味著我們在過去兩年多的時間裡積壓的毛利一直在持續成長。
Turning to our cash flow and balance sheet, our adjusted free cash flow was 56 million in the quarter.
談到我們的現金流量和資產負債表，本季調整後的自由現金流為 5,600 萬。
Our gross capital expenditures were 134 million, and we received 30 million of proceeds from asset dispositions.
資本支出總額為1.34億元，資產處分收益為3,000萬元。
We've provided a bridge from our adjusted pretax income to our free cash flow as well as a bridge from our adjusted EBITDA to our free cash flow in the appendix.
我們在附錄中提供了從調整後稅前收入到自由現金流的橋樑，以及從調整後 EBITDA 到自由現金流的橋樑。
Our financial position remains strong.
我們的財務狀況依然強勁。
Our cash balance at September 30th was 1.3 billion.
截至9月30日，我們的現金餘額為13億。
Our cash, combined with available debt capacity under committed borrowing facilities gave us 4.5 billion of liquidity at quarter end.
我們的現金加上承諾借貸便利下的可用債務能力，在季度末為我們提供了 45 億美元的流動性。
Our debt maturities are well laddered from late 2026 to 2041.
我們的債務期限從 2026 年末一直到 2041 年。
We had no borrowings under our revolving credit facility, and our net debt at quarter end was 1.9 billion.
我們的循環信貸額度下沒有借款，季度末的淨債務為 19 億美元。
Our target has been the key net leverage below one times adjusted EBITDA, and we ended the quarter well within our target range at 0.84 times.
我們的目標是關鍵淨槓桿率低於一倍調整後 EBITDA，本季末我們的目標範圍為 0.84 倍。
We were rated investment grade by Moody's, Fitch and S&P.
我們被穆迪、惠譽和標準普爾評為投資等級。
On capital allocation.
關於資本配置。
Our top priorities continue to be to maintain strong liquidity, remain investment grade and reinvest in our business.
我們的首要任務仍然是保持強勁的流動性、保持投資等級並對我們的業務進行再投資。
As our earnings increase, they'll drive meaningful free cash flow growth as a result, over time will be in a position to consider regularly returning capital to shareholders all while remaining investment grade.
隨著我們獲利的增加，他們將推動自由現金流的有意義的成長，隨著時間的推移，他們將能夠考慮定期向股東返還資本，同時保持投資等級。
As we've said previously, our core financial goals are to continue to inflect our revenues back to growth as the year progresses, expand our margins, grow our earnings and generate free cash flows.
正如我們之前所說，我們的核心財務目標是隨著時間的推移繼續使我們的收入恢復成長，擴大我們的利潤，增加我們的收入並產生自由現金流。
Our outlook for fiscal 2025 continues to be for revenue to decline 2% to 4% in constant currency.
我們對 2025 財年的展望仍然是，以固定匯率計算，營收將下降 2% 至 4%。
This implies revenues of 15.2 to 15.5 billion.
這意味著收入為 15.2 至 155 億美元。
Based on recent exchange rates, we continue to expect to return to year-over-year revenue growth in the fourth quarter.
根據最近的匯率，我們繼續預計第四季營收將恢復年增。
We are reaffirming our outlook for adjusted EBITDA margin and adjusted pretax income to reflect the execution against our plan.
我們重申調整後 EBITDA 利潤率和調整後稅前收入的前景，以反映我們計劃的執行情況。
We delivered in Q2.
我們在第二季交付。
Our outlook for full year adjusted EBITDA margin is at least 16.3%.
我們預計全年調整後 EBITDA 利潤率至少為 16.3%。
And our outlook for adjusted pretax income is at least 460 million.
我們預計調整後的稅前收入至少為 4.6 億。
Looking at the third quarter, in particular, our year-over-year constant currency revenue decline will be meaningfully smaller than our Q2 decline in our adjusted pretax income should be more than double the 63 million we reported in last year's third quarter.
尤其是第三季度，我們的固定貨幣收入年減幅度將明顯小於第二季的下降幅度，調整後的稅前收入應該是去年第三季報告的 6,300 萬美元的兩倍多。
Total, we expect to deliver more than 60% of our full year adjusted PTI. in the first three quarters of the year.
總的來說，我們預計將實現全年調整後 PTI 的 60% 以上。今年前三季。
Included in our guidance for the third quarter is approximately 20 million of workforce rebalancing charges.
我們對第三季的指導包括約 2,000 萬勞動力再平衡費用。
The timing of these charges have been weighted towards the earlier part of the year.
這些費用的發生時間已偏向今年稍早。
While our revenues are slightly tilted towards the latter half.
而我們的收入則稍微偏向下半年。
On the topic of cash flow for the year as a whole, we project 600, 75 million in net capital expenditures and a similar amount of depreciation expense as well as 150 million in cash taxes.
關於全年現金流，我們預期淨資本支出為 600，7,500 萬，折舊費用為 7,500 萬，現金稅為 1.5 億。
This translates to roughly 300 million in adjusted free cash flow fiscal 2025, consistent with our prior outlook over the medium term, we remain committed to delivering significant margin expansion in generating free cash flow growth.
這意味著 2025 財年調整後的自由現金流約為 3 億，與我們先前的中期展望一致，我們仍然致力於實現大幅利潤率擴張，以實現自由現金流成長。
We have a solid game plan to drive our strategic progress in this game plan starts with the steps we've already taken to expand our technology alliances, manage our costs and earn a return on all of our revenues.
我們有一個堅實的遊戲計劃來推動我們的策略進展，在這個遊戲計劃中，我們首先採取的措施是擴大我們的技術聯盟、管理我們的成本並獲得所有收入的回報。
Stepping back from the financials because we provide mission critical services to large important organizations, Kendro powers economic progress around the world.
由於我們為大型重要組織提供關鍵任務服務，Kendro 不再關注財務問題，而是為世界各地的經濟進步提供動力。
What we do matters and our leading market position in IT infrastructure services, our strong service levels in the mission, critical nature of what we do distinguish us from other providers of tech services.
我們所做的事情很重要，我們在 IT 基礎設施服務方面的領先市場地位、我們在使命中的強大服務水準、我們所做工作的關鍵性質使我們有別於其他技術服務提供者。
These attributes that differentiate us give us opportunities for profitable growth that are specific to Ken growth, and we're moving aggressively to seize them.
這些使我們與眾不同的屬性為我們提供了肯恩成長所特有的獲利成長機會，我們正在積極採取行動來抓住這些機會。
You can see our progress in the margin expansion we've been delivering in our Q2 and LTM signings growth in our plan to return to revenue growth in the fourth quarter, and we plan to talk more about this during our Investor Day on November 21st.
您可以看到我們在第二季度實現的利潤率擴張方面取得的進展，以及我們計劃在第四季度恢復收入增長的LTM 簽約增長，我們計劃在11 月21 日的投資者日期間更多地討論這一點。
With that, Martin and I would be pleased to take your questions.
馬丁和我很樂意回答您的問題。
Yes, thank you.
是的，謝謝。
At this time, we will conduct a question and answer session.
這時候，我們將進行問答環節。
As a reminder to ask a question, you need to press star one on your telephone and wait for your name to be announced.
作為提問提醒，您需要按電話上的星號一並等待宣布您的名字。
To withdraw your question, please press star one again.
若要撤回您的問題，請再次按星號一。
Martin, are you ready for your first question?
馬丁，你準備好回答第一個問題了嗎？
Yes, Sarah, thank you very much.
是的，莎拉，非常感謝你。
All right, Please standby while I compile the Q&A roster.
好的，請稍候，我正在整理問答名單。
Our first question comes from Vivian Wall from Scotiabank.
我們的第一個問題來自豐業銀行的 Vivian Wall。
Please go ahead.
請繼續。
Hello, everyone.
大家好。
Good morning.
早安.
On quick quarter here.
這裡是快速季度。
Martin, could you elaborate a little bit more color in terms of the macro impact on the signings?
馬丁，您能否詳細說明一下對簽約的宏觀影響？
Do you potentially see this signings momentum to pick up more significantly as the macro improves and the rate cut to continue to come down?
隨著宏觀經濟的改善和降息幅度的持續下降，您是否認為這種簽約動能會更加顯著？
Yes, good morning.
是的，早安。
And thank you for that.
謝謝你。
Nice.
好的。
Thank you for the nice comments.
感謝您的精彩評論。
I think what I'd start with is is what we've been talking about and what we shared a few weeks ago in the form of the first Kindred readiness report and in that, which is a combination of our data.
我想我首先要講的是我們一直在談論的內容以及幾週前我們以第一份 Kindred 準備情況報告的形式分享的內容，其中包括我們數據的組合。
And we obviously have more data on the state of the way worlds, technology infrastructure than anybody else along with what the leaders of companies are faced with and how they feel about their readiness for the future.
顯然，我們比其他任何人都擁有更多關於世界現狀、技術基礎設施的數據，以及公司領導者面臨的情況以及他們對未來準備的感受。
And so when we think about the challenges they have when they think about the opportunities that they're looking at, and we think about our capabilities and the innovation we bring in this skills we bring, I think we do in our part of the long-term secular trends that are driving the markets, we see growth over the long term.
因此，當我們考慮他們面臨的挑戰時，當他們考慮他們正在尋找的機會時，當我們考慮我們的能力以及我們在這些技能中帶來的創新時，我認為我們在長期的工作中所做的事情- 推動市場的長期長期趨勢，我們看到長期成長。
So I feel really good about how we've invested to build new capabilities about how we've invested to bring innovation in a very unique way in space that is extraordinarily important to either again, manage the risks that the leaders of companies see it coming or to take advantage of the opportunity.
因此，我對我們如何投資建立新能力感到非常滿意，我們如何投資以非常獨特的方式在太空中帶來創新，這對於管理公司領導者預見到的風險非常重要或利用這個機會。
So the alignment of Kendro with the with the secular trends will continue to provide long-term signings and therefore, long-term revenue growth for us.
因此，Kendro 與長期趨勢的結合將繼續為我們提供長期簽約，從而實現長期收入成長。
That's helpful.
這很有幫助。
Just another quick follow-up, and I'll pass the line right after he's done, considering where things are broadly in line with the election and everything ready to see the global enterprises plays.
這只是另一個快速跟進，我將在他講完後立即越過隊伍，考慮到事情與選舉大體一致，以及一切準備好看到全球企業發揮作用。
Like, you know, we talked about core modernization generally is a big theme that continues to evolve.
就像，你知道，我們談論的核心現代化通常是一個不斷發展的大主題。
How do you see global end enterprises and the global C-suite executive position from an investment standpoint when it comes to the core modernization, the EI. readiness related investments, given the rule such an important role, Kinder plays in the infrastructure side of things?
當談到核心現代化EI時，您如何從投資的角度看待全球終端企業和全球高階主管職位？考慮到規則如此重要的作用，與準備相關的投資，金德在基礎設施方面發揮了什麼作用？
Yes, it's a great, it's a great question.
是的，這是一個很棒的問題。
And look, I think the way our customer base and the respondents, for instance, to our readiness survey, I think the way they feel is is sort of them at the beginning of a journey that they know they have to go down so that the digitization of the economy is going to keep is going to keep happening.
看，我認為我們的客戶群和受訪者的方式，例如，在我們的準備情況調查中，我認為他們的感受是，他們在旅程的開始階段，他們知道他們必須走下去，以便經濟數位化將繼續發生。
They know they need to be a part of it.
他們知道自己需要成為其中的一部分。
They know they need to invest in, for instance, a high and the work we do to help them get ready for that as part of what we're already seeing in our consult results as party.
他們知道他們需要投資於，例如，一個高潮，以及我們為幫助他們為此做好準備所做的工作，這是我們作為一方在諮詢結果中已經看到的一部分。
But part of what we're already seeing in our in our managed results and at the same time, while they're trying to invest for the future to take advantage of opportunities, there are also trying to keep the bad guys at bay.
但我們已經在我們的管理結果中看到了部分內容，同時，當他們試圖為未來投資以利用機會時，他們也試圖將壞人拒之門外。
Cybersecurity resilience sits very high on their list of things they need to invest in.
網路安全彈性在他們需要投資的項目清單中名列前茅。
And they're also trying to adjust to whatever the whatever the regulatory regime happens to be.
他們也試圖適應任何監管制度。
And we're heading towards, yes, obviously, different regulatory regimes, but probably not that different.
是的，顯然，我們正在走向不同的監管制度，但可能並沒有那麼不同。
When it comes to cybersecurity or resiliency, you still need to have resilient systems.
當涉及網路安全或彈性時，您仍然需要擁有彈性系統。
You still need to be safe from from the bad guy.
你仍然需要遠離壞人。
So.
所以。
So I expect that from our customers' perspective that they've all they each except that digitization of the economy is coming, that there are opportunities for them to continue to invest in to take advantage of that.
因此，我希望從我們客戶的角度來看，除了經濟數位化即將到來之外，他們擁有一切，他們有機會繼續投資以利用這一點。
And at the same time, at the same time, they're going to have to both respond to the regulatory regime and keep the bad guys at bay.
同時，他們必須既對監管制度做出反應，又要把壞人拒之門外。
And that's again, that's the that's the role we play in, helping them helping them do all those things.
這又是我們所扮演的角色，幫助他們做這一切。
I see continued investment in IT.
我看到對 IT 的持續投資。
There are very few companies who don't believe that IP is either a very big part or a substantial part of solutions to almost every problem that they have.
很少有公司不相信智慧財產權是他們所面臨的幾乎所有問題的解決方案的一個非常重要的部分或一個重要部分。
So that's the world we live in today, and I expect that to continue.
這就是我們今天生活的世界，我希望這種情況能持續下去。
Thanks.
謝謝。
Tanya apparatus equipment.
坦妮亞儀器設備。
For the next question.
對於下一個問題。
Thank you.
謝謝。
one moment for our next question.
請稍等一下我們的下一個問題。
Our next question comes from Jamie Friedman from Susquehanna.
我們的下一個問題來自薩斯奎哈納的傑米·弗里德曼。
Please go ahead.
請繼續。
Hi, good morning, and let me echo the congratulations, Martin.
嗨，早安，讓我也向你表示祝賀，馬丁。
I was wondering about the 10 large deals of 100 million plus.
我想知道10筆1億以上的大交易。
Is there any that's a big number, big number for anyone?
對於任何人來說，有一個很大的數字嗎？
A big number for you.
對你來說是一個很大的數字。
I think it's a lot more than what we had seen in the past.
我認為這比我們過去看到的要多得多。
Is there any common pattern that you're seeing in terms of what those customers are looking forward, why they're renewing now?
您是否發現這些客戶的期望以及他們現在續訂的原因有什麼共同的模式？
So yes, a few a few things.
所以是的，有幾件事。
I think that are fairly consistent.
我認為這是相當一致的。
one in each of these.
其中每一個都有一個。
I wouldn't think of them just necessarily as a renewal now.
我現在並不認為它們一定是更新。
It's rather, I think of them.
相反，我想到了他們。
And what we're seeing is that a very consistent acceptance of the capabilities that we've invested in and a desire to modernize with the with the company that's investing in the infrastructure space, which is us.
我們看到的是，人們對我們投資的能力非常一致地接受，並且渴望與投資基礎設施領域的公司（即我們）一起現代化。
So so they're looking obviously for deep engineering skills and deep capabilities.
因此，他們顯然正在尋找深厚的工程技能和深厚的能力。
And at the same time, they're looking for innovation and that the that the Kindle bridge provides to give them observability and help them to manage their ever sprawling there ever sprawling IT infrastructure.
同時，他們正在尋求創新，Kindle 橋提供給他們可觀察性，並幫助他們管理日益龐大的 IT 基礎設施。
So.
所以。
So think of these think of each of these as reflecting continued investment in their digitization, think of each of these as additional scope for us.
因此，將這些視為對數位化的持續投資的反映，將其中的每一個視為我們的額外範圍。
So not just renewing, not just renewing what we've done in the past and think of each of these as generally reflecting each of our practices.
因此，不僅僅是更新，不僅僅是更新我們過去所做的事情，並認為其中每一項都普遍反映了我們的每一項實踐。
So I think every one of them, every one of them has each of the practices represented and importantly, think of them as both a consulting elements.
因此，我認為他們中的每一個都代表了每一種實踐，重要的是，將它們視為諮詢元素。
And you see that in the consulting growth and as well as a managed element.
您可以在諮詢成長以及託管元素中看到這一點。
And David noted in his in his in his prepared comments that the very high double digit growth we're getting from the managed business.
大衛在他準備好的評論中指出，我們從託管業務中獲得了非常高的兩位數成長。
So so these are the pattern is a scope expansion for us as we invest as we bring the best skills to help them with their biggest challenges or take advantage of their opportunities.
因此，這些模式是我們投資範圍的擴大，我們帶來最好的技能來幫助他們應對最大的挑戰或利用他們的機會。
It's pretty broad-based.
它的基礎相當廣泛。
It has it has each of our practices.
它有它有我們每個人的做法。
It has consult and it has.
它已經諮詢了，而且已經諮詢了。
And it's so it's a pretty hole of firm, if you will, approach that our customers are taking up from from what they see from Kendro as guided.
因此，如果您願意的話，我們的客戶正在從 Kendro 的指導中汲取他們所看到的方法，這是一個相當堅定的方法。
And then can I just ask is key, is there any other pattern that you're noticing in goes?
然後我可以問一下，關鍵是，您在 go 中還注意到其他模式嗎？
For example, are they consistent with the vertical call-outs on page 17 of the PowerPoint or from a service line perspective or a regional perspective, our any are there any particular region or vertical?
例如，它們是否與 PowerPoint 第 17 頁上的垂直標註一致，或者從服務線角度或區域角度來看，我們是否有任何特定的區域或垂直方向？
Thank you.
謝謝。
Yes.
是的。
Sure.
當然。
Thanks, Jamie, and thanks for.
謝謝，傑米，謝謝。
Thanks for the nice comments at the at the beginning as well.
也感謝一開始的好評。
Look in any given quarter, the signings mix will obviously reflect the the the customer base No, more or less than any given quarter over time that that industry mixes where we've been is where we're mix than I would expect that will shift slowly over time from a regional perspective, each of their regions, each of our segments grew signings in the quarter.
看看在任何給定的季度，簽約組合將明顯反映客戶群不，隨著時間的推移，該行業的混合情況或多或少比任何給定的季度都要多，我們一直在的地方是我們混合的地方，比我預期的會發生變化從區域角度來看，隨著時間的推移，每個區域、我們的每個細分市場在本季度的簽約量都在慢慢增長。
There are some some obviously faster than others.
有一些明顯比其他更快。
And when you double, obviously, there's some big growth numbers in there.
當你翻倍時，顯然會有一些巨大的成長數字。
But each of the each of the segments grew as well.
但每個細分市場也在成長。
And and I would say that again, the our ability to add to deliver on a global basis with a single global delivery platform, which feeds our capabilities, can reach each of our customer AmerUs across all of our practices.
我想再說一遍，我們透過單一的全球交付平台在全球範圍內增加交付的能力，這增強了我們的能力，可以涵蓋我們所有實踐中的每一位客戶 AmerU。
I think that that to me is the is this the end to end kind of go to market that we've been building so that each of our customers in each of our in each of the industries we serve can take advantage of innovation, can take advantage of skills and experience wherever they happen to be.
我認為對我來說，這就是我們一直在構建的端到端的市場進入方式，以便我們所服務的每個行業的每個客戶都可以利用創新，可以利用無論他們身在何處，都可以發揮技能和經驗的優勢。
So I think it's again, it's broad-based.
所以我認為這又是一個基礎廣泛的問題。
The large deals that we saw that our customers and their and our new logo customers, by the way, they're not all existing capital other customers now.
我們看到的大筆交易是我們的客戶以及他們的客戶和我們的新商標客戶，順便說一句，他們現在並不都是現有的資本其他客戶。
But some of them are new logo customers as well that they see coming from Kindred in the form of innovation and experience and depth of skills.
但其中一些也是新商標客戶，他們認為 Kindred 具有創新、經驗和技能深度。
And Jamie, one of the things this is Dave, but one of the things I think it's really important is that we're achieving these signings growth while continuing to be really disciplined about the margins at which we're signing business and really successful and effective in making sure we get reasonable margins on this business and continuing to sign new clients tracks with an expected high single digit pretax margin.
傑米，這是戴夫的一件事，但我認為真正重要的一件事是，我們在實現這些簽約增長的同時，繼續嚴格遵守我們簽約業務的利潤率，並取得真正的成功和有效確保我們在這項業務上獲得合理的利潤，並繼續以預期的高個位數稅前利潤簽約新客戶。
I think that's yet, as we highlighted in the deck that we do, we shared our gross profit book to bill is is remarkably high, and we're adding a lot of embedded value to our backlog.
我認為，正如我們在簡報中所強調的那樣，我們的毛利帳面價值非常高，而且我們正在為我們的積壓訂單增加很多內在價值。
Got it.
知道了。
Thank you both.
謝謝你們倆。
Thanks, gaming.
謝謝，遊戲。
Operator, next question.
接線員，下一個問題。
Thank you.
謝謝。
When we formed this question.
當我們形成這個問題的時候。
Our next question comes from Tim James Wang from JP Morgan.
我們的下一個問題來自摩根大通的 Tim James Wang。
Please go ahead.
請繼續。
So it gives you enough of that.
所以它給了你足夠的東西。
We can hear you Tengion.
我們可以聽到你的聲音。
Thanks.
謝謝。
Hey, my time at that, just to switch your phones here, just I also want to ask about the really strong signings.
嘿，我當時只是想把你們的電話換到這裡，我也想問一下真正強大的簽約。
I always see that always Myco two is asking about replenishing the pipeline.
我總是看到 Myco 二號總是詢問補充管道的問題。
So just curious from here, if you feel this kind of signings momentum is it's a sustainable.
所以我很好奇，如果你覺得這種簽約勢頭是可持續的。
I know it's very far base, which is encouraging, but how does the replenishment opportunity look like?
我知道這個基礎還很遙遠，這令人鼓舞，但補貨機會呢？
Good morning.
早安.
Thanks for the for the question.
感謝您的提問。
We absolutely think it's sustainable and it has been sustainable.
我們絕對認為它是可持續的，而且一直都是可持續的。
So we actually tried to look at and prefer to look at the signings over in LTM at latest 12 months basis.
因此，我們實際上試圖查看並且更願意查看最近 12 個月內 LTM 的簽約情況。
And we're seeing north of 30% growth over that period of time.
我們看到這段時間內的成長率超過 30%。
Our book-to-bill ratio is now at one, and we see an opportunity for that to move up as well.
我們的訂單出貨比現在為 1，我們也看到了提升該比率的機會。
And as Martin was saying, the role we're playing with customers, the range of capabilities we're able to bring to bear our the dollar for end to end solutions and the the know-how that we have combined with the technology alliances, we have an absolutely put us in a position where they have a growth trajectory that we're on is is sustainable.
正如馬丁所說，我們在客戶中扮演的角色，我們能夠為端到端解決方案提供資金的能力範圍，以及我們與技術聯盟相結合的專業知識，我們絕對讓我們處於這樣一個位置：他們的成長軌跡是可持續的。
And I think going to be really valuable for us.
我認為這對我們來說非常有價值。
And for frankly, it's one of the areas.
坦白說，這是其中之一。
And we plan to talk more about at our at our Investor Day on the 21st because we think it's really important part of our of our story and the way we've developed as an organization over the last three years, positioning the business for sustainable long-term growth.
我們計劃在 21 日的投資者日上進行更多討論，因為我們認為這是我們故事的重要組成部分，也是我們過去三年作為一個組織的發展方式，將業務定位為可持續的長期發展。增長。
one thing I'd add Tengion, and I think David described it really well.
我想添加一件事 Tengion，我認為 David 描述得非常好。
But one thing I'd add is keep in mind that Kindred bridge is also a is also a win for us to provide actionable insights to our customers.
但我要補充的一件事是，請記住，Kindred 橋對我們來說也是一種勝利，可以為我們的客戶提供可行的見解。
So that fuels our clinical consulting growth over the long term as well.
因此，從長遠來看，這也推動了我們臨床諮詢的成長。
So so we have an ability to deliver value through kindergarten through clinical consult.
因此，我們有能力透過臨床諮詢透過幼兒園提供價值。
Obviously, we've had delivered great value through bridge, which our customers appreciate the observability.
顯然，我們透過橋樑交付了巨大的價值，我們的客戶非常欣賞這種可觀察性。
They appreciate them at the visibility they get to their systems, but it also gives them insights that nobody else can nobody else has that they can also take advantage of.
他們欣賞他們對系統的可見性，但這也為他們提供了其他人無法獲得的洞察力，而他們也可以利用。
Now it sounds like you got a lot of good things going on there.
現在聽起來你那裡發生了很多好事。
So that's great to hear.
很高興聽到這個消息。
Just my follow-up, and I'll have to ask it here.
只是我的後續行動，我必須在這裡問。
If it's okay.
如果沒問題的話。
Just the decision to not raise your outlook a little bit of a change in pattern results, clearly been quite good.
只是決定不提高你的前景一點點改變模式的結果，顯然是相當不錯的。
So status there?
那麼那裡的地位呢？
Yes, sure.
是的，當然。
Look, I'll start on from David might have something like we had a great quarter, and we feel great about how we finished the first half of the year gives us a lot of momentum going into the second half.
聽著，我將從大衛開始，我們可能有一個很棒的季度，我們對上半年的完成情況感覺很好，這給我們進入下半年帶來了巨大的動力。
We're really obviously, we're really pleased with the continued signings momentum, which positions us well.
顯然，我們對持續的簽約勢頭感到非常滿意，這使我們處於有利地位。
And the signings momentum is really is coming from the growth vectors that we have been talking about now for just over three years, right?
簽約勢頭確實來自我們現在討論了三年多的成長向量，對吧？
We're just on our third Burt's today a couple of days ago.
幾天前，我們今天剛喝了第三杯伯特酒。
So so with with the consultants item with alliances momentum really hitting and with the with the at the at least guidance we have out there, we feel like we're really well positioned to deliver another great year, which remember the year has pretty substantial profit improvement already.
因此，隨著顧問專案的聯盟勢頭真正受到打擊，並且至少有了我們現有的指導，我們覺得我們真的有能力交付另一個偉大的一年，請記住，這一年有相當可觀的利潤已經有所改善了。
And it also has the return to revenue growth.
而且它還實現了收入成長的回歸。
So with the momentum with another great quarter, so really, really good first half relative to to where we guided.
因此，憑藉又一個偉大季度的勢頭，相對於我們的指導，上半場真的非常非常好。
I think we feel good about the second half and second half represents a big, big improvement in in in profitability.
我認為我們對下半年感覺很好，下半年獲利能力有了很大很大的改善。
And keep in mind and you know this engine because because you've been around the business quite a bit this year, only half, even after three years this year, only half of our revenue comes from the what we've added to the backlog.
請記住，您知道這個引擎，因為今年您已經接觸過很多業務，即使今年三年後，我們的收入也只有一半來自我們添加到積壓中的內容。
The other half still represents what we've inherited.
另一半仍然代表我們繼承的東西。
And as we get further and further away from that, the spin date, obviously that the role in our P&L of the inherited backlog continues to diminish.
隨著我們離這個目標越來越遠，旋轉日期，顯然繼承積壓在我們損益表中的作用持續減弱。
So we've got a lot a lot of growth and a lot of acceleration ahead of us here as we move further from the spending.
因此，隨著我們進一步遠離支出，我們面臨著巨大的成長和巨大的加速。
Now I agree with all that happy three of us and ask you a complete system.
現在我同意我們三個快樂的人的觀點，並向你們詢問一個完整的系統。
Thank you.
謝謝。
Thanks.
謝謝。
Since then, operator, next question, so thank you.
從那時起，接線員，下一個問題，非常感謝。
Manon performance question.
曼農表演問題。
Our next question comes from Isaac.
我們的下一個問題來自艾薩克。
So housing from Oppenheimer.
所以來自奧本海默的住房。
Please go ahead.
請繼續。
Hey, good morning.
嘿，早安。
This is Zack on for E&C and out.
這是 Zack 的 E&C 上場和下場。
My question is on consult revenue and signings.
我的問題是關於諮詢收入和簽約。
Maybe if you'd be able to provide some high-level commentary where you're seeing for ground between new logos and existing customers?
也許您能夠提供一些高水準的評論，以了解新徽標和現有客戶之間的關係？
And then secondly, maybe how those margins on those consults finance compare to managed services at some of you have to work.
其次，也許這些諮詢財務的利潤與某些必須工作的託管服務相比如何。
Sure.
當然。
Good morning.
早安.
I am thinking so we're seeing strength in a number of different areas of our revenues are up north of 20% a year over year, and that compares to 14% in the prior quarter in constant currency.
我想，我們看到我們在許多不同領域的營收年增超過 20%，而以固定匯率計算，上一季的成長為 14%。
So we're seeing not only growth, but an acceleration of that growth in the most recent quarter.
因此，我們不僅看到了成長，而且在最近一個季度看到了成長的加速。
Consults now up to 19% of our total revenue in the most recent quarter.
目前，諮詢業務占我們最近一個季度總收入的 19%。
So it's becoming a more and more and more important part, a larger part of what we do it.
所以它正在成為我們所做的事情中越來越重要的一部分。
We're really excited about that.
我們對此感到非常興奮。
Consult is really standing in the range of our practices in the range of our offerings.
諮詢確實站在我們的實踐範圍和我們的產品範圍內。
So we're using consoles in a number of areas where we're providing advisory services in a number of different areas related to the the capabilities we bring to bear.
因此，我們在許多領域使用控制台，在與我們所發揮的能力相關的許多不同領域提供諮詢服務。
We think that's really helpful to our customers.
我們認為這對我們的客戶確實有幫助。
From a margin perspective, consult tends to be a few points higher than our managed services in general, and that's that's off in the way we price that on occasion, we'll new with a new logo opportunity.
從利潤角度來看，諮詢往往比我們的託管服務高出幾個百分點，這與我們的定價方式不同，有時我們會提供新的商標機會。
We'll use console out assignments as the starting point for building that relationship.
我們將使用控制台輸出分配作為建立該關係的起點。
And so we consider consult to be a big value add in existing relationships, but it's also where we typically are often will start new logo relationships into important valuable from that perspective as well.
因此，我們認為諮詢是現有關係中的一大附加價值，但從這個角度來看，我們通常也會開始新的標誌關係，使其具有重要的價值。
And I would say lastly, this is more and more something that we're becoming known for.
最後我要說的是，這是我們越來越出名的事。
Our history, obviously is on the managed services side, but the growth in consulting or ability to bring together a wide range of technologies and capabilities that we have, the insights from Kendro bridge, all the technologies that that we have is really putting us in a position where we can deliver a lot of value to customers through these consulting assignments.
我們的歷史顯然是在託管服務方面，但諮詢或將我們擁有的廣泛技術和能力整合在一起的能力的增長、Kendro Bridge 的見解以及我們擁有的所有技術確實讓我們處於領先地位我們可以通過這些諮詢任務為客戶提供大量價值。
And I think that's what's driving our growth and it's driving a lot of repeat business from our customers in this area as well.
我認為這就是推動我們成長的因素，也推動了我們這領域客戶的大量回頭客業務。
Yes.
是的。
Thank you, David.
謝謝你，大衛。
I just would supplement that.
我只是補充一下。
I think that's well said to supplement it.
我覺得這句話補充得很好。
I mean, I guess the way I'd think about this and our experiences that kind of all roads lead to infrastructure and all roads lead to Kindred.
我的意思是，我想我對此的思考方式以及我們的經驗是，所有道路都通往基礎設施，所有道路都通往 Kindred。
So if you if you pick up a newspaper and read about the new, for instance, rigs, military requirements for resiliency across the European financial sector, outdoor as the acronym for you should assume and you would be correct in assuming that we're doing a lot of consult work for our customer base on getting them ready for Dora.
因此，如果您拿起報紙並閱讀有關新的，例如，歐洲金融部門彈性的鑽機、軍事要求，戶外作為您應該假設的縮寫，並且您假設我們正在做的事情是正確的我們為我們的客戶群進行了大量的諮詢工作，幫助他們為朵拉做好準備。
If you pick up a newspaper and read about Gen-i or new large language model or that's used in a test case, again, it's going to start with that, that customer's data architecture, your data security and resiliency features that they're going to need.
如果您拿起報紙並閱讀有關 Gen-i 或新的大型語言模型或在測試案例中使用的模型，那麼同樣會從該客戶的資料架構、您的資料安全性和彈性功能開始需要。
And again, that leads back to Ken role in our practices.
再次，這又回到了 Ken 在我們的實踐中所扮演的角色。
And and I could go on and on a nine, when you read about health care industry needing to take advantage of innovation on the cloud, while at the same price, same time protecting this data and getting ready for the future.
當您了解到醫療保健行業需要利用雲端創新，同時以相同的價格保護這些數據並為未來做好準備時，我可以繼續說九。
Again, that's where we are with our healthcare customers.
同樣，這就是我們與醫療保健客戶的關係。
So so over and over and over again.
就這樣一遍又一遍。
And the reason where we see this long-term growth trend is because we sit at the heart of what customers are facing our customers are facing with regard to how do I take advantage of the opportunities I see or how do I manage the risk or get ready for the regulatory regime?
我們之所以看到這種長期成長趨勢，是因為我們處於客戶所面臨問題的核心，我們的客戶所面臨的問題是：我如何利用我所看到的機會，或者我如何管理風險或獲得收益。好監理制度了嗎？
I see.
我懂了。
So it's, as David said, well, it's widespread.
所以，正如大衛所說，它很普遍。
It's across our practices and customers need help getting ready for getting ready for their digitized future.
這貫穿我們的實踐，客戶需要幫助為他們的數位化未來做好準備。
Okay.
好的。
That's very helpful.
這非常有幫助。
Thank you.
謝謝。
And I just had a quick follow-up on the cloud position.
我剛剛對雲端位置進行了快速跟進。
Hyperscaler partnerships on size of credit to see the strong growth there.
超大規模合作夥伴在信貸規模上建立了合作夥伴關係，以見證那裡的強勁成長。
I'm just curious what you're seeing as far as trends with clients, either staying on premise helping to move fully to the cloud or remain a hybrid ARM?
我只是好奇您對客戶的趨勢有何看法，是留在本地幫助完全遷移到雲端還是保持混合 ARM？
And have you seen any notable shifts over the past 12 months or so?
在過去 12 個月左右的時間裡，您有看到任何顯著的變化嗎？
Thank you.
謝謝。
I see the continuation of the you know, the the the idea that innovation is showing up on clouds, our customers who are not the board on the cloud crowd.
我看到了創新在雲端上顯現的理念的延續，我們的客戶不是雲端上的董事會成員。
Obviously, our customers live and work in a hybrid environment.
顯然，我們的客戶在混合環境中生活和工作。
And so in order for them to get to the innovation that they see in order for them to move, if you will, the where the workload runs to where the data is or is collected.
因此，為了讓他們獲得他們所看到的創新，為了讓他們能夠移動（如果你願意的話）工作負載運行的地方到數據所在或收集的地方。
And quite frankly, in order to get the right workload on the right platform, I think that trend continues.
坦白說，為了在正確的平台上獲得正確的工作負載，我認為這種趨勢仍在繼續。
We don't see see it slowing down.
我們沒有看到它放緩。
We see how we see new opportunities.
我們看到我們如何看待新的機會。
We see new complexity being introduced into systems because not all innovation is available everywhere.
我們看到系統中引入了新的複雜性，因為並非所有創新都隨處可用。
So our customer base is now thinking how do I make sure I can get the innovation I need.
因此，我們的客戶群現在正在考慮如何確保我能夠獲得所需的創新。
But we haven't seen in the last 12 months with which is the time from unit.
但我們在過去 12 個月內沒有看到哪一個是從單位出來的時間。
I've not seen a dramatic any kind of change and customers desire to or use of moving to a creating a more hybrid environment by moving things to where they should run.
我還沒有看到任何類型的巨大變化，客戶希望或使用透過將事物移動到應該運行的位置來創建更混合的環境。
And again, over over and over, that tends to be at a cloud or a mix of what they're doing today, plus supplemented by public cloud, et cetera, et cetera.
一遍又一遍，這往往是在雲端或他們今天正在做的事情的混合，再加上公有雲等的補充。
As David said earlier, one of the one of the things we're noticing and consultants, but a lot of the repeat business we get is growing that consult around cloud migration.
正如大衛之前所說，我們注意到的事情之一和顧問，但我們得到的許多重複業務正在成長，圍繞著雲端遷移的諮詢。
But again, I don't see that as a change in trajectory is just us winning more and more and more of that business as there as far as our customer base and our prospect base continuing take advantage of our investments in capabilities and our investments in innovation.
但同樣，我不認為軌蹟的改變只是我們贏得了越來越多的業務，因為我們的客戶群和潛在客戶群繼續利用我們對能力的投資和對創新。
Great.
偉大的。
Thank you.
謝謝。
Thanks, Isaac.
謝謝，艾薩克。
Operator, I think there's one more question, Nicole.
接線員，我想還有一個問題，妮可。
Thank you.
謝謝。
Well, one primary question.
好吧，有一個主要問題。
Our next question comes from Dave.
我們的下一個問題來自戴夫。
You go from Scotiabank.
你從豐業銀行去。
Please go ahead.
請繼續。
Sorry, guys, I think there's a confusion.
抱歉，夥計們，我認為這裡有些混亂。
I did not raise my hand again, nothing for primarily.
我沒有再舉手，主要是沒有舉手。
Thanks to everyone, and thank you and thanks to everyone.
謝謝大家，謝謝你們，謝謝大家。
I am showing no further questions.
我沒有提出任何進一步的問題。
I will now turn it back over to Martin for closing remarks.
現在我將把它轉回給馬丁做總結發言。
Thank you.
謝謝。
Thank you very much, and thanks, everybody, for all for joining us today.
非常感謝大家，感謝大家今天加入我們。
As you can tell, we we continue to execute on all of the opportunities that we see ahead of us.
正如您所知，我們將繼續抓住我們所看到的所有機會。
The strategies we've laid out now three years ago of are clearly driving the kind of financial progress that we've described.
我們三年前製定的策略顯然正在推動我們所描述的財務進步。
In fact, I'd say we're ahead of the progress that we've described.
事實上，我想說我們已經領先於我們所描述的進展。
So so we have a very exciting second half.
所以我們有一個非常令人興奮的下半場。
But more importantly, we have a very exciting future ahead of us as we move further and further from from the spin date.
但更重要的是，隨著我們距離旋轉日期越來越遠，我們面前有一個非常令人興奮的未來。
Our unique running transform approach is resonating with and delivering a ton of value to our customers because each of them is trying to figure out how does a continuously innovate while maintaining the operational excellence they need for the kinds of systems.
我們獨特的運行轉型方法引起了客戶的共鳴，並為他們提供了大量的價值，因為他們每個人都在努力弄清楚如何在保持各種系統所需的卓越運營的同時不斷創新。
We run mission mission critical system.
我們運行任務關鍵系統。
And so so for us at Kindred will continue to capitalize on those opportunities to drive profitable growth, will continue them to meet our customers, both current and future IT needs as we continue to invest in new capabilities, new innovation and all of that to our customers.
因此，對我們來說，Kindred 將繼續利用這些機會來推動獲利成長，將繼續滿足我們的客戶當前和未來的IT 需求，同時我們將繼續投資於新功能、新創新以及所有這些，以實現我們的目標。
It is pretty clear, I think that that we are can we continue to move toward our potential.
很明顯，我認為我們可以繼續發揮我們的潛力。
You'll hear, and we're very excited by it.
你會聽到的，我們對此感到非常興奮。
So one more plug for our Investor Day, David and Lori nine, a few other a few others of the leadership team will be there in November 21st, and we're looking forward to having you join that as well.
因此，我們的投資者日還有一個亮點，David 和 Lori 9 人以及領導團隊的其他幾位成員將於 11 月 21 日出席，我們期待您也加入其中。
So thanks, everybody, for joining.
謝謝大家的加入。
Thank you for your participation in today's conference.
感謝您參加今天的會議。
This does conclude the program.
這確實結束了該程式。
You may now disconnect.
您現在可以斷開連線。
As a whole.
作為一個整體。
So.
所以。
Okay.
好的。
We are.
我們是。
Okay.
好的。
Yes.
是的。
So.
所以。
Okay.
好的。
Okay.
好的。
Okay.
好的。
Yes.
是的。
Okay.
好的。
Okay.
好的。
Yes, Mike?
是的，麥克？
No, um, no or yes, yes.
不，嗯，不，或者是，是。
Yes, yes.
是的，是的。
Okay.
好的。
Yes.
是的。