Palantir Technologies Inc (PLTR) 2021 Q1 法說會逐字稿

Welcome to Palantir's earnings call.

歡迎來到 Palantir 的財報電話會議。

We will be discussing the results announced in our press release issued prior to today's call and posted on our Investor Relations website.

我們將討論在今天電話會議之前發布並發佈在我們的投資者關係網站上的新聞稿中公佈的結果。

During the call, we will make statements regarding our business that may be considered forward-looking within applicable securities laws, including statements regarding our outlook for the current quarter and other future periods, management's expectations about our future financial and operational performance and other statements regarding our plans, prospects and expectations.

在電話會議期間，我們將就我們的業務做出在適用證券法範圍內可能被視為前瞻性的陳述，包括關於我們對當前季度和其他未來期間的展望、管理層對我們未來財務和運營業績的預期以及其他關於我們的計劃、前景和期望。

These statements are not promises or guarantees and are subject to risks and uncertainties, which could cause them to differ materially from actual results.

這些陳述不是承諾或保證，存在風險和不確定性，可能導致它們與實際結果存在重大差異。

Information concerning those risks is available in our earnings press release distributed prior to today's call and in our SEC filings.

有關這些風險的信息，請參閱我們在今天電話會議之前發布的收益新聞稿和我們提交給美國證券交易委員會的文件。

Palantir undertakes no obligation to update forward-looking statements, except as required by law.

Palantir 不承擔更新前瞻性陳述的義務，除非法律要求。

Further, during the course of today's call, we will refer to certain adjusted financial measures.

此外，在今天的電話會議中，我們將參考某些調整後的財務措施。

These non-GAAP financial measures should be considered in addition to, not as a substitute for or in isolation from GAAP measures.

這些非公認會計原則財務措施應作為公認會計原則措施的補充而不是替代或孤立考慮。

Additional information about these non-GAAP measures, including reconciliation of non-GAAP to comparable GAAP measures is included in our press release and investor presentation provided prior to today's call.

有關這些非 GAAP 措施的其他信息，包括非 GAAP 與可比 GAAP 措施的對賬，包含在我們在今天電話會議之前提供的新聞稿和投資者介紹中。

Palantir's press release, investor presentation and SEC filings are available on Palantir's Investor Relations website at investors.palantir.com.

Palantir 的新聞稿、投資者介紹和 SEC 文件可在 Palantir 的投資者關係網站 Investors.palantir.com 上查閱。

With that, I'll turn it over to Rodney.

有了這個，我會把它交給羅德尼。

Thanks, Jaco.

謝謝，雅科。

Joining me on today's call are Shyam Sankar, Chief Operating Officer; Dave Glazer, Chief Financial Officer; and Kevin Kawasaki, Global Head of Business Development.

與我一起參加今天電話會議的還有首席運營官 Shyam Sankar； Dave Glazer，首席財務官；和全球業務發展主管 Kevin Kawasaki。

Over the course of the call, we will refer to various growth rates when discussing our business.

在電話會議期間，我們將在討論我們的業務時提到各種增長率。

These rates reflect year-over-year comparisons unless otherwise stated.

除非另有說明，否則這些比率反映了同比比較。

I'll turn the call over to Shyam to get us started.

我會把電話轉給 Shyam 讓我們開始。

Thank you, Rodney.

謝謝你，羅德尼。

Cutting-edge product and continued efficiencies and distribution drove exceptionally strong Q1 results.

尖端產品以及持續的效率和分銷推動了異常強勁的第一季度業績。

Adjusted free cash flow was $151 million, a 44% margin, and this was an increase of $441 million over the year ago quarter.

調整後的自由現金流為 1.51 億美元，利潤率為 44%，比去年同期增加了 4.41 億美元。

Revenue was up 49%.

收入增長了 49%。

Billings grew 248%.

比林斯增長了 248%。

RPO grew 129%.

RPO 增長了 129%。

We had 76% growth in duration adjusted commercial deal value.

經久期調整的商業交易價值增長了 76%。

We had an adjusted operating margin of 34%, and our U.S. business across government and commercial continues to be on fire, growing at 81%.

我們調整後的營業利潤率為 34%，我們在美國的政府和商業業務繼續火爆，增長了 81%。

These results, and for that matter, future results, wouldn't be possible without our relentless focus on product innovation.

如果沒有我們對產品創新的不懈關注，這些結果以及未來的結果都是不可能的。

The area I'm most excited about is the development of Apollo for Edge AI.

我最興奮的領域是 Apollo for Edge AI 的開發。

This was demonstrated at the Dugway Proving Grounds in Utah this past April, just last month.

去年四月，也就是上個月，這在猶他州的 Dugway 試驗場得到了證明。

This is live now.

這是現在直播。

We are pioneering an approach that we call micro models.

我們正在開創一種我們稱之為微模型的方法。

Just like micro services are the basis of modern software architectures, we believe that micro models are how you operational AI at scale for enduring advantage.

就像微服務是現代軟件架構的基礎一樣，我們相信微模型是您大規模操作 AI 以獲得持久優勢的方式。

There is no place this is more true than in our U.S. government work on some of the hardest and most important problems facing our nation.

沒有什麼地方比我們美國政府為解決我們國家面臨的一些最困難和最重要的問題所做的工作更真實了。

Apollo for Edge AI is the next evolution to transform AI into alpha, enabling customers to train, manage and deploy multiple independently versioned chained models to the edge with ease.

Apollo for Edge AI 是將 AI 轉變為 alpha 的下一次演進，使客戶能夠輕鬆地訓練、管理多個獨立版本的鍊式模型並將其部署到邊緣。

Customers will have maximum flexibility to decompose a task into multiple models where each component can be improved and upgraded in isolation.

客戶將有最大的靈活性將任務分解為多個模型，其中每個組件都可以單獨改進和升級。

And subsequently dynamically change together even if links in that chain are running across multiple platforms, from space to mud and across different sensors and shooters, making the sum of the parts greater than the whole.

隨後動態變化，即使該鏈中的鏈接跨越多個平台，從太空到泥濘，跨越不同的傳感器和射手，使得部分的總和大於整體。

This is operational AI in action at the edge.

這是在邊緣運行的可操作 AI。

It's decision advantage delivered.

它提供了決策優勢。

And we are seeing incredible interest here from commercial customers to leverage this same innovation using AI models in the factory floor to augment human workers or more efficiently detecting wildfire risk from space to next generation of predictive maintenance occurring at the edge, onboard the airplane while still in flight, understand, decide and act at the edge.

我們在這裡看到商業客戶對利用同樣的創新在工廠車間使用人工智能模型來增強人類工人或更有效地檢測從太空到發生在邊緣的下一代預測性維護的野火風險，在飛機上同時仍然保持著極大的興趣在飛行中，在邊緣理解、決定和行動。

Turning to results.

轉向結果。

Where the government response to the pandemic has been efficacious, we are seeing a commercial tailwind.

在政府對大流行的反應有效的地方，我們看到了商業順風。

In the U.S., in particular, we continue to generate exceptional results, where revenue grew 83% in the U.S. government and 72% in commercial.

尤其是在美國，我們繼續取得出色的業績，美國政府的收入增長了 83%，商業收入增長了 72%。

And we have a lot of headroom for growth in these markets.

我們在這些市場有很大的增長空間。

We only have a handful of Fortune 500 customers and less than 0.1% of annual defense spending.

我們只有少數財富 500 強客戶，每年的國防開支不到 0.1%。

We have widened and are continuing to widen our capability to distribute our product.

我們已經擴大並將繼續擴大我們分銷產品的能力。

We see strength in forward-looking indicators and customer interest.

我們看到前瞻性指標和客戶興趣方面的優勢。

Since the beginning of February, qualified commercial opportunities in the U.S. and the U.K. are up 2.5x.

自 2 月初以來，美國和英國的合格商業機會增加了 2.5 倍。

Active commercial pilots across the business have more than doubled, and opportunities across the U.S. and U.K. government continue to develop at pace.

整個企業的活躍商業試點增加了一倍多，美國和英國政府的機會繼續快速發展。

We added 11 new commercial customers, and we also announced our partnership with MD Anderson and Syntropy.

我們增加了 11 個新的商業客戶，我們還宣布了與 MD Anderson 和 Syntropy 的合作夥伴關係。

And it's not just established industry players where we are winning, we are seeing opportunities for companies to build their digital infrastructure around Foundry from day 0 where they can shave years off their ramps and mountains of risk off their road maps by cost efficiently standing on the shoulders of 15 years and more than $2 billion of R&D.

我們贏得的不僅僅是成熟的行業參與者，我們還看到了公司從第 0 天開始就圍繞 Foundry 構建數字基礎設施的機會，他們可以通過成本有效地站在15 年的肩膀和超過 20 億美元的研發。

And we see this as the first salvo in expanding distribution of Foundry to broader markets and a broader set of customers.

我們認為這是將 Foundry 分銷擴展到更廣泛的市場和更廣泛的客戶群的第一次齊射。

In Q1, we entered into a partnership with Lilium, a revolutionary eVTOL transportation company that will use Foundry to build an integrated business from the ground up, incorporating design and engineering, procurement, testing, production, quality, logistics and in-service operations.

在第一季度，我們與革命性的 eVTOL 運輸公司 Lilium 建立了合作夥伴關係，該公司將使用 Foundry 從頭開始構建綜合業務，包括設計和工程、採購、測試、生產、質量、物流和服務運營。

We have also partnered with Sarcos.

我們還與 Sarcos 合作。

We have always talked about Gotham as the digital Iron Man suit.

我們一直將 Gotham 稱為數字鋼鐵俠套裝。

Well, these guys, they're building the physical Iron Man suit.

好吧，這些傢伙，他們正在製造實體鋼鐵俠套裝。

Sarcos will leverage Foundry for all of Palantir's well-understood industrials and manufacturing use cases.

Sarcos 將利用 Foundry 處理 Palantir 的所有廣為人知的工業和製造用例。

But you can see how Sarcos can leverage all the capabilities of Apollo for Edge AI to push AI into their exoskeletons.

但是您可以看到 Sarcos 如何利用 Apollo for Edge AI 的所有功能將 AI 推入其外骨骼。

This is Jarvis, Tony Stark's digital assistant, but in real life.

這是托尼·斯塔克的數字助理賈維斯，但在現實生活中。

These customers and even more prospects in our pipeline are at the forefront of the next major sea change software, architecting an entire organization around a common operating picture to deliver a connected company from the very beginning, eliminating the chains of silo data systems.

這些客戶以及我們管道中的更多潛在客戶處於下一個重大變革軟件的最前沿，圍繞一個共同的運營圖構建整個組織，從一開始就提供一個連接的公司，消除孤島數據系統鏈。

We are investing in innovation in the west, backing companies with ambitious goals and executing on our ability to move down market.

我們正在西方投資創新，支持有遠大目標的公司，並執行我們在市場下滑的能力。

And the fit is natural, our software can radically accelerate production ramps and time to market and help these companies get to scale on dramatically shorter time horizons.

而且很自然，我們的軟件可以從根本上加快生產速度和上市時間，並幫助這些公司在更短的時間內擴大規模。

In parallel, the momentum in our government business continues unabated.

與此同時，我們政府業務的勢頭有增無減。

First quarter government revenue increased 76% year-over-year, fueled in large part by the 83% year-over-year growth we generated in the U.S. government.

第一季度政府收入同比增長 76%，這在很大程度上得益於我們在美國政府實現的 83% 的同比增長。

We continue to play a critical role in helping governments respond to the pandemic and further our mission to become the central operating system for defense.

我們繼續在幫助各國政府應對疫情和推進我們成為國防中央操作系統的使命方面發揮關鍵作用。

The scope of our government work is broadening on the back of cutting-edge product like Apollo for Edge AI and investments in distribution.

在 Apollo for Edge AI 等尖端產品和分銷投資的支持下，我們的政府工作範圍正在擴大。

In the first quarter, we were awarded a 5-year contract worth up to $90 million with the National Nuclear Security Administration to provide the operating platform to safeguard America's nuclear stockpile.

第一季度，我們與美國國家核安全局簽訂了一份價值高達 9000 萬美元的 5 年合同，為保護美國的核儲備提供操作平台。

Of course, our nation's nuclear assets are of crucial importance to the future of our nations and broader western security, and we are proud to partner on this.

當然，我們國家的核資產對我們國家的未來和更廣泛的西方安全至關重要，我們很自豪能在這方面合作。

As we look forward, over the balance of the year, we continue to have tailwinds as we pursue opportunities across both defense and civilian agencies in our government business.

正如我們所期待的那樣，在今年餘下的時間裡，我們在政府業務中尋求國防和民用機構的機會時，我們將繼續順風順水。

In Q1, our software was leveraged in the global information dominance experiment, enabling all 11 DoD combatant commands to generate globally integrated strategic decision advantage from intelligence, operations, logistics and supply data, all advanced by AI.

在第一季度，我們的軟件被用於全球信息優勢實驗，使所有 11 個國防部作戰司令部能夠從情報、作戰、後勤和供應數據中產生全球綜合戰略決策優勢，所有這些都由人工智能推進。

This work dovetails with the strong pipeline we see in our government business across a variety of defense initiatives, and we expect deal activity to increase over the course of the year.

這項工作與我們在政府業務中看到的各種國防計劃的強大管道相吻合，我們預計交易活動將在一年中增加。

As we outlined in February, our plans to increase distribution include building a direct sales force, and we've made massive strides so far this year.

正如我們在 2 月份概述的那樣，我們增加分銷的計劃包括建立直銷隊伍，今年到目前為止我們已經取得了長足的進步。

In the first quarter alone, we've made nearly 50 hires into our sales team, and the pipeline to continue growing this team remains robust.

僅在第一季度，我們的銷售團隊就招聘了近 50 名員工，並且該團隊繼續發展的渠道依然強勁。

This puts us well on our way to achieving the goal of adding triple-digit sales headcount this year and applying much more force behind our business' momentum.

這使我們順利實現了今年增加三位數銷售人數的目標，並為我們的業務發展勢頭施加了更多的力量。

I mentioned earlier the growth of our customers and pilots.

我之前提到過我們的客戶和飛行員的成長。

Our sales force, combined with outreach and events are generating more high-quality opportunities.

我們的銷售團隊與外展活動和活動相結合，正在創造更多高質量的機會。

What's more?

更重要的是？

Customers are coming to us with a much deeper understanding of our products and the value they unlock.

客戶來到我們這裡時，對我們的產品及其所釋放的價值有了更深入的了解。

To the point where the first meeting today really now feels like the fourth or fifth meeting from a year ago.

以至於今天的第一次會議現在感覺就像一年前的第四次或第五次會議。

The flywheel is turning faster.

飛輪轉得更快。

In addition to our direct sales force, expansion of channels is a critical element to our distribution strategy.

除了我們的直銷隊伍，擴大渠道是我們分銷策略的關鍵因素。

We continue to pursue and invest in our channel partners across the spectrum from complementary software companies to system integrators and cloud providers across both the government and commercial segments.

我們繼續尋求和投資我們的渠道合作夥伴，從互補的軟件公司到政府和商業領域的系統集成商和雲提供商。

We announced our IBM partnership last quarter.

我們在上個季度宣布了與 IBM 的合作夥伴關係。

The pace here is tremendous.

這裡的速度是驚人的。

We booked our first customers within 16 days of bringing the product to market.

我們在將產品推向市場後的 16 天內預訂了第一批客戶。

We believe there are significantly more opportunities with ISP partners in our future.

我們相信在我們的未來與 ISP 合作夥伴有更多的機會。

We have continued to develop our reach with system integrators, developing targeted joint go to markets and geographies, industries and functional areas.

我們繼續擴大與系統集成商的聯繫，開發有針對性的聯合市場和地理、行業和功能領域。

Today, 15 different SIs are partnering with our customers to deliver work on our products.

今天，15 家不同的 SI 正在與我們的客戶合作，為我們的產品交付工作。

We continue to view cloud providers as channels.

我們繼續將雲提供商視為渠道。

We have seen a mark shift where cloud providers are integrating Foundry into their reference architectures and core go-to-market activities.

我們已經看到雲提供商正在將 Foundry 集成到他們的參考架構和核心上市活動中的標誌性轉變。

At the end of the day, you can either go to market with an architecture that theoretically solves a problem in, for example, health care, but has never actually been deployed or you can take the architecture, the NHS use to execute one of the world's most successful at scale vaccination programs, where the architecture used by NIH's N3C to integrate a huge amount of clinical data for research on COVID in record time.

歸根結底，您可以使用理論上解決醫療保健等問題但從未實際部署過的架構進入市場，或者您可以採用 NHS 用來執行其中一項的架構世界上最成功的大規模疫苗接種計劃，NIH 的 N3C 使用該架構在創紀錄的時間內整合大量臨床數據用於 COVID 研究。

These are battle-tested blueprints for success that drive outcomes for customers in days and, importantly, for the cloud providers drive a rapid amount of consumption very, very quickly.

這些是經過實戰考驗的成功藍圖，可以在幾天內為客戶帶來成果，重要的是，對於雲提供商來說，非常非常快地推動了快速的消費量。

On the government side, we are seeing more and more traditional defense contractors buying into our architecture, both for internal production and manufacturing of large programs, the same way that we would help say any manufacturer but also to leverage our Apollo for Edge AI architecture into their AI-enabled platforms to extend the life of these platforms and to create software monetization for themselves through a joint offering.

在政府方面，我們看到越來越多的傳統國防承包商購買我們的架構，用於內部生產和大型程序的製造，就像我們會幫助任何製造商一樣，也可以利用我們的 Apollo for Edge AI 架構進入他們支持人工智能的平台可以延長這些平台的壽命，並通過聯合產品為自己創造軟件貨幣化。

Really our successful channel partners across government and commercial are the ones that are realizing that they're going to draft off our software's world-class performance that has always met its movement.

實際上，我們在政府和商業領域的成功渠道合作夥伴是那些意識到他們將起草我們軟件的世界級性能的人，這些性能始終符合其運動。

The blinding pace of both cutting-edge product development and customer wins that drove these results, they are delivered because every hobbit's unquestionable resolve in the face of adversity and categorical dedication to our customers and their mission.

尖端產品開發和贏得客戶的驚人步伐推動了這些結果，因為每個霍比特人在逆境和對客戶及其使命的絕對奉獻中堅定不移地解決了這些問題。

Thank you, all Palantirians.

謝謝你們，所有的帕蘭蒂里安人。

A final note, while restarting is on our mind, the vicissitudes of the pandemic and continuing to respond is where our hearts are.

最後一點，雖然我們的想法是重啟，但大流行的變遷和繼續應對是我們的心所在。

I want to reiterate that we stand ready to help, as always, any country or company at any phase.

我想重申，我們隨時準備在任何階段為任何國家或公司提供幫助。

There are many regions in industries that still face existential crises and overcoming the pandemic and reforging their operations in this new reality.

行業中有許多地區仍面臨生存危機，並在新的現實中克服大流行並重塑其運營。

We stand ready to help any and all.

我們隨時準備幫助任何人和所有人。

With that, I'll turn it over to Dave to take us through the financials.

有了這個，我會把它交給戴夫帶我們了解財務狀況。

Thanks, Shyam.

謝謝，夏姆。

I'll now review our first quarter performance followed by our outlook.

我現在將回顧我們第一季度的業績，然後是我們的展望。

Cutting-edge product and increased efficiencies and distribution drove exceptionally strong Q1 results.

尖端產品以及提高的效率和分銷推動了異常強勁的第一季度業績。

We generated revenue growth of 49%, bringing Q1 revenue to $341 million.

我們實現了 49% 的收入增長，使第一季度的收入達到 3.41 億美元。

Adjusted operating income increased to $117 million, representing a margin of 34%.

調整後的營業收入增至 1.17 億美元，利潤率為 34%。

And adjusted free cash flow increased to $151 million, representing a margin of 44% and a $441 million improvement from Q1 2020.

調整後的自由現金流增至 1.51 億美元，利潤率為 44%，較 2020 年第一季度增加 4.41 億美元。

This was backed by strong first quarter billings of $362 million, up 248% year-over-year.

這得益於第一季度強勁的 3.62 億美元賬單，同比增長 248%。

Looking at our revenue performance.

看看我們的收入表現。

Our total first quarter revenue growth was 49%, ahead of our prior guidance of 45%.

我們第一季度的總收入增長了 49%，高於我們之前 45% 的指導。

The combination of 49% revenue growth and 44% adjusted free cash flow margin is indicative of the unique underlying unit economics of our business.

49% 的收入增長和 44% 的調整後自由現金流利潤率相結合，表明了我們業務獨特的基礎單位經濟學。

Our U.S. business ended the first quarter with a nearly $800 million annualized revenue run rate as total first quarter U.S. revenue increased 81%, representing 72% U.S. commercial growth and 83% U.S. government growth.

我們的美國業務在第一季度以近 8 億美元的年化收入運行率結束，第一季度美國總收入增長 81%，代表美國商業增長 72% 和美國政府增長 83%。

Looking at revenue by segment.

按部門查看收入。

First quarter government revenue was $208 million, up 76%.

第一季度政府收入為 2.08 億美元，增長 76%。

U.S. government revenue increased 83% year-over-year in the first quarter, and international government revenue increased 57% year-over-year.

一季度美國政府收入同比增長83%，國際政府收入同比增長57%。

We expect this momentum to continue as we have a significant pipeline of government deals building in Q2 and beyond that we believe will fuel durable, elevated growth in our government segment.

我們預計這種勢頭將繼續下去，因為我們在第二季度及以後建立了大量的政府交易渠道，我們相信這將推動我們政府部門的持久、高速增長。

First quarter commercial segment revenue totaled $133 million, up 19% year-over-year, and we are seeing particular strength in the U.S., as U.S. commercial revenue increased 72% year-over-year.

第一季度商業部門收入總計 1.33 億美元，同比增長 19%，我們在美國看到特別強勁，因為美國商業收入同比增長 72%。

In addition to that revenue growth, we're also seeing substantial increases in leads and new opportunities, and we've more than doubled the number of active pilots in our commercial business since February.

除了收入增長之外，我們還看到了潛在客戶和新機會的大幅增加，自 2 月以來，我們的商業業務中活躍的飛行員數量增加了一倍多。

Abroad, and particularly in Europe, we're seeing more muted commercial growth in countries that are still facing significant health and economic challenges stemming from the pandemic.

在國外，特別是在歐洲，我們看到在那些仍面臨大流行病帶來的重大健康和經濟挑戰的國家，商業增長更加緩慢。

But as Shyam mentioned, we are continuing to invest in these regions to assist in their recovery, and we expect our business will accelerate as these regions recover.

但正如 Shyam 所提到的，我們將繼續在這些地區進行投資以幫助其複蘇，我們預計隨著這些地區的複蘇，我們的業務將加速發展。

In the first quarter, we closed 15 deals of $5 million or more in total contract value, including 6 deals worth $10 million or more.

第一季度，我們完成了 15 筆總合同價值在 500 萬美元或以上的交易，其中 6 筆交易價值在 1000 萬美元或以上。

We ended the first quarter with total remaining value of $2.8 billion, up 40% year-over-year.

我們在第一季度結束時的總剩餘價值為 28 億美元，同比增長 40%。

Remaining performance obligation was $626 million at the end of the first quarter, up 129% year-over-year.

截至第一季度末，剩餘履約義務為 6.26 億美元，同比增長 129%。

Average contract duration was 3.7 years, up from 3.6 years at the end of 2020.

平均合同期限為 3.7 年，高於 2020 年底的 3.6 年。

These results are particularly strong when considering government customers entered into shorter-than-usual contracts in 2020 to accelerate procurement as they responded to the COVID crisis.

考慮到政府客戶在 2020 年簽訂了比往常更短的合同以在應對 COVID 危機時加速採購，這些結果尤其明顯。

Moving through 2021, we expect these deals to renew and expand, which we believe will create tailwinds for both duration and deal value.

到 2021 年，我們預計這些交易將更新和擴大，我們相信這將為持續時間和交易價值創造順風。

First quarter trailing 12-month revenue per customer increased 29% year-over-year to $8.1 million.

第一季度過去 12 個月每位客戶的收入同比增長 29% 至 810 萬美元。

First quarter trailing 12-month revenue per top 20 customers increased 34% year-over-year to $36.1 million and represented 60% of trailing 12-month revenue compared with 65% in the year ago period.

第一季度前 20 名客戶的過去 12 個月收入同比增長 34% 至 3610 萬美元，佔過去 12 個月收入的 60%，而去年同期為 65%。

As we move through 2021 and beyond, an increased distribution across multiple channels, especially into new market segments, such as middle market and SMBs, we expect average revenue per customer growth to taper, reflecting our broadening customer base.

隨著我們進入 2021 年及以後，跨多個渠道的分銷增加，特別是進入新的細分市場，例如中間市場和中小型企業，我們預計每個客戶的平均收入增長將逐漸減少，這反映了我們不斷擴大的客戶群。

Next, I'll discuss our margins and expenses on an adjusted basis, which excludes stock-based compensation.

接下來，我將在調整後的基礎上討論我們的利潤率和費用，其中不包括基於股票的薪酬。

First quarter adjusted gross margin was 83%, up 800 basis points versus the year ago period.

第一季度調整後毛利率為 83%，比去年同期增長 800 個基點。

Contribution margin was 60%, up 1,900 basis points versus the year ago period.

邊際貢獻率為 60%，比去年同期增加 1,900 個基點。

First quarter income from operations, excluding stock-based compensation and related employer payroll taxes was $117 million, representing adjusted operating margin of 34%, significantly ahead of our prior guidance of 23%.

第一季度的運營收入（不包括基於股票的薪酬和相關的雇主工資稅）為 1.17 億美元，調整後的營業利潤率為 34%，大大高於我們之前 23% 的指導。

In the first quarter, we generated $151 million in adjusted free cash flow, representing adjusted free cash flow margin of 44%.

第一季度，我們產生了 1.51 億美元的調整後自由現金流，調整後的自由現金流利潤率為 44%。

As we continue to invest in our sales team, we expect related expenses to increase over the course of the year as these new heads come onboard.

隨著我們繼續投資於我們的銷售團隊，我們預計隨著這些新負責人的加入，相關費用將在一年中增加。

With over $2.3 billion in cash on the balance sheet and strong free cash flow in Q1, we paid down our outstanding debt in early April and expanded the availability under our revolver by $200 million for a total capacity of $400 million, all of which remains undrawn.

憑藉資產負債表上超過 23 億美元的現金和強勁的第一季度自由現金流，我們在 4 月初償還了未償債務，並將我們的左輪手槍下的可用性擴大了 2 億美元，總容量為 4 億美元，所有這些仍未提取.

This provides us with substantial flexibility to pursue investment initiatives in support of our long-term growth targets.

這為我們提供了極大的靈活性來進行投資計劃以支持我們的長期增長目標。

For our Q2 revenue guidance, we expect year-over-year revenue growth of 43% or $360 million, and we expect adjusted operating margin of 23% for the quarter.

對於我們的第二季度收入指導，我們預計收入同比增長 43% 或 3.6 億美元，我們預計本季度調整後的營業利潤率為 23%。

Additionally, for the full year 2021, we are raising our adjusted free cash flow guidance from breakeven to in excess of $150 million on the strength of our first quarter.

此外，對於 2021 年全年，我們正在將調整後的自由現金流指引從盈虧平衡提高到超過 1.5 億美元，這得益於我們第一季度的表現。

Continuing to execute the guidance strategy set forth by our CEO, Alex Karp, in our year-end 2020 earnings call with regard to long-term revenue guidance, we are providing and will continue to provide revenue guidance of greater than 30% for this year and the next 4 years at each earnings call.

繼續執行我們的首席執行官亞歷克斯·卡普 (Alex Karp) 在我們的 2020 年年底收益電話會議中就長期收入指導提出的指導策略，我們正在提供並將繼續提供今年超過 30% 的收入指導以及接下來的 4 年在每次財報電話會議上。

And with that, I'll turn it over to Rodney for Q&A.

有了這個，我會把它交給羅德尼進行問答。

Great.

偉大的。

Thanks, Dave.

謝謝，戴夫。

So we'll begin Q&A with questions from our 1.5 million shareholders submitted through.

因此，我們將從通過我們提交的 150 萬股東的問題開始問答。

And Shyam, I'll start with you on this first one.

還有 Shyam，我將從第一個開始。

Ave E asks, does the company intend to turn profit in 2021 or keep using the current resources to expand?

Ave E問，公司打算在2021年扭虧為盈，還是繼續利用現有資源進行擴張？

First of all, congrats, Ave, on having the most voted on question.

首先，恭喜 Ave，獲得最多投票。

There are 2 numbers that we focus on.

我們關注兩個數字。

The first is adjusted free cash flow, which really is the business' ability to generate money -- generate cash.

首先是調整後的自由現金流，這實際上是企業產生資金的能力——產生現金。

And the other is adjusted operating income, which is a measure of profitability, excluding stock-based comp primarily.

另一個是調整後的營業收入，這是衡量盈利能力的指標，主要不包括基於股票的薪酬。

On cash flow, we had a swing of $441 million to deposit, generating $151 million of positive cash flow, a 44% adjusted cash flow margin.

在現金流方面，我們有 4.41 億美元的存款，產生了 1.51 億美元的正現金流，調整後的現金流利潤率為 44%。

So this shows the business' underlying financial strength.

因此，這顯示了企業的潛在財務實力。

And on operating income, we had a 34% margin.

在營業收入方面，我們的利潤率為 34%。

This is demonstrating a software company that is efficiently distributing its products and shows tons and tons of product leverage.

這展示了一家軟件公司正在有效地分發其產品並顯示出大量的產品槓桿作用。

Not to mention, we're 1 point shy of our long-term targets that we established around the time of the listing.

更不用說，我們比我們在上市時建立的長期目標還差 1 個百分點。

So it really shows that we can hit that.

所以它確實表明我們可以做到這一點。

And so if you look at these 2 things together, we're proving the profitability and cash generation potential of the business.

因此，如果您將這兩件事放在一起看，我們正在證明該業務的盈利能力和現金產生潛力。

Sometimes in software, people talk about the rule of 40.

有時在軟件中，人們談論 40 規則。

The sum of your adjusted free cash flow margin and sum of your revenue growth should be greater than 40, right.

調整後的自由現金流邊際和收入增長的總和應該大於 40，對吧。

Well, for us, that's 49% revenue growth in Q1, 44% adjusted free cash flow margin.

嗯，對我們來說，第一季度收入增長 49%，調整後的自由現金流利潤率為 44%。

That's 93%.

那是 93%。

That puts us in incredibly rare site area.

這使我們處於極其罕見的場地區域。

We're in the top 3 of software companies for Q1.

我們在第一季度的軟件公司中排名前三。

But I think actually, the most important thing is to realize that we're just at the beginning.

但我認為實際上，最重要的是要意識到我們才剛剛開始。

We only have a handful of Fortune 500 companies.

我們只有少數財富 500 強公司。

We are just starting to move down market to medium-size enterprises.

我們剛剛開始將市場轉移到中型企業。

Our government revenue is less than 10 basis points, less a 0.1% of U.S. defense spending.

我們的政府收入不到 10 個基點，不到美國國防開支的 0.1%。

We have so much exciting product vision to invest in.

我們有很多令人興奮的產品願景可供投資。

There's just a huge market to go after.

只有一個巨大的市場可以去追求。

And the most prudent thing to do is to invest aggressively to go after.

最謹慎的做法是大舉投資追趕。

And that's what we're doing.

這就是我們正在做的事情。

We are focused on profitability.

我們專注於盈利能力。

We're focused on growth.

我們專注於增長。

We're focused on generating in excess of $4 billion in revenue in 2025, as Alex outlined earlier this year.

正如亞歷克斯今年早些時候概述的那樣，我們專注於在 2025 年創造超過 40 億美元的收入。

Great.

偉大的。

Thanks, Shyam.

謝謝，夏姆。

I'll stick with you on this next one.

下一個我會和你在一起。

We've gotten a few questions around the announcement, the investments that we've announced.

關於我們宣布的投資，我們收到了一些關於該公告的問題。

So Jackson K. asks, why is Palantir choosing to invest in companies such as Lilium and Sarcos Robotics?

所以 Jackson K. 問道，為什麼 Palantir 選擇投資 Lilium 和 Sarcos Robotics 等公司？

Can you speak to the motivation behind these decisions and if investors can anticipate future corresponding investments?

您能否談談這些決定背後的動機以及投資者是否可以預期未來的相應投資？

How do you view risk, investment size and potential return?

您如何看待風險、投資規模和潛在回報？

Thanks, Jackson, for the question.

謝謝，傑克遜，這個問題。

As I mentioned throughout the call, we are relentlessly focused on increasing distribution.

正如我在整個電話會議中提到的那樣，我們一直致力於增加分銷。

And here, we see a unique opportunity with ambitious companies to invest in both compelling management teams and compelling businesses and to partner with them on using our software from day 0. These are folks that are focused on winning.

在這裡，我們看到雄心勃勃的公司有一個獨特的機會，可以投資於引人注目的管理團隊和引人注目的企業，並與他們合作從第 0 天開始使用我們的軟件。這些人專注於取勝。

There is no entrenched IT bureaucracy that wants to build their own toy like solution.

沒有根深蒂固的 IT 官僚機構想要構建自己的玩具般的解決方案。

They viscerally understand the value of buying the best operating system for their enterprise, shaving years and mountains of risk off their road map.

他們非常了解為他們的企業購買最佳操作系統的價值，從他們的路線圖上減少多年和堆積如山的風險。

That's not even to make mention of all the money they would have otherwise wasted buying traditionally siloed systems from CRM to ERP to manufacturing execution systems to some homegrown mini monster.

更不用說他們在購買傳統的孤立系統（從 CRM 到 ERP 到製造執行系統再到一些本土迷你怪物）時會浪費的所有資金。

Overall, we think this is a really compelling opportunity to accelerate our business, to accelerate our distribution and to bet on our customers.

總的來說，我們認為這是一個非常有吸引力的機會，可以加速我們的業務、加速我們的分銷和押注我們的客戶。

Great.

偉大的。

And maybe 1 more for you, Shyam, before going to the rest of the group.

Shyam，在去小組其他成員之前，也許還有 1 個給你。

Jeffrey T. asks, what are your plans to compete with Microsoft in the coming quarters?

Jeffrey T. 問，您在未來幾個季度與微軟競爭的計劃是什麼？

Thanks, Jeffrey.

謝謝，杰弗裡。

Well, we don't compete with Microsoft or other software vendors or system integrators.

好吧，我們不與微軟或其他軟件供應商或系統集成商競爭。

We compete against our customers.

我們與客戶競爭。

We compete against our customers' desire to build their own bespoke solution.

我們與客戶建立自己的定制解決方案的願望相抗衡。

This is build versus buy.

這是構建與購買。

And you aren't actually buying with Microsoft or these other vendors.

而且您實際上並不是在向 Microsoft 或這些其他供應商購買。

I mean, with Microsoft, remember Ballmer's famous meme, developers, developers, developers, or with AWS, look at their product marketing, it's about build, build better, build faster, build on AWS.

我的意思是，對於微軟，請記住鮑爾默的著名 meme，開發人員、開發人員、開發人員，或者對於 AWS，看看他們的產品營銷，它是關於構建、構建更好、構建更快、在 AWS 上構建。

The same for GCP and with system integrators, by definition, you're building.

對於 GCP 和系統集成商也是如此，根據定義，您正在構建。

And yes, that's a challenge because our software shamanism means that we build something radically in the future, holistic in approach and stunning in its results.

是的，這是一個挑戰，因為我們的軟件薩滿教意味著我們會在未來徹底地構建一些東西，方法是整體的，結果令人驚嘆。

But it's also something that comes across as both heterodox to the high priest of IT and their reference architecture.

但對於 IT 大祭司和他們的參考架構來說，這也是異端的東西。

But the proof is in the pudding when the pandemic hit and tore through our health systems and supply chain, the IT orthodoxes failed to deliver anything ameliorate.

但是，當大流行襲擊並撕裂我們的衛生系統和供應鏈時，證據就在布丁中，IT 正統派未能提供任何改善措施。

Foundry and Gotham delivered revolutionary capabilities in jaw droopingly short periods of time.

Foundry 和 Gotham 在極短的時間內提供了革命性的能力。

Our battle-tested, and I mean that literally, our battle-tested architecture is competing against DIY market.

我們久經考驗的，我的意思是從字面上看，我們久經考驗的架構正在與 DIY 市場競爭。

And the pace we are innovating at continues to put distance between us and the next best alternative from archetypes that allow you to replace a year of custom integration with a few clicks over a few hours to Apollo for Edge AI that allows you to deliver the most sophisticated operational AI that is, frankly, just a few steps shy of Skynet.

我們的創新步伐繼續拉開我們與原型的下一個最佳替代方案之間的距離，原型允許您在幾個小時內通過點擊幾下將一年的自定義集成替換為 Apollo for Edge AI，讓您提供最複雜的操作人工智能，坦率地說，距離天網僅幾步之遙。

And as I mentioned earlier, we see the cloud providers, in particular, starting to incorporate these battle-tested architectures into their go-to-market motion and their offerings to their customers, precisely because selling undifferentiated LEGO bots isn't enough.

正如我之前提到的，我們尤其看到雲提供商開始將這些經過實戰考驗的架構整合到他們的上市行動和向客戶提供的產品中，這正是因為銷售無差異的樂高機器人是不夠的。

Great.

偉大的。

Thanks, Shyam.

謝謝，夏姆。

Kevin, I'll come to you with this next one.

凱文，下一個我會來找你的。

It's kind of in the similar vein.

這有點類似。

Donatas asks, do you see Palantir becoming as crucial and impactful as Microsoft Office for businesses?

Donatas 問道，您認為 Palantir 是否會變得像 Microsoft Office 一樣對企業至關重要和有影響力？

If so when do you expect to reach that kind of adoption?

如果是這樣，您預計何時達到這種採用率？

Thanks for the question.

謝謝你的問題。

People should expect more from the modern operating purpose.

人們應該對現代經營目的有更多的期望。

For our customers, particularly in a time of great need, we're the most crucial and the most impactful software for any type of business.

對於我們的客戶，特別是在急需的時候，我們是任何類型的企業最關鍵和最具影響力的軟件。

Our users aren't just in the office.

我們的用戶不僅僅在辦公室。

They're on the front line, on the factory floor, at an airport, doctors office, in a war zone.

他們在前線，在工廠車間，在機場，醫生辦公室，在戰區。

People use our product for their day-to-day job, their day-to-day mission.

人們將我們的產品用於他們的日常工作和日常任務。

I think about a nursing home worker in Japan, who's caring for an aging population and needs to deliver preventative care.

我想到了日本的一位療養院工作人員，他正在照顧人口老齡化並需要提供預防性護理。

Workers at an airline routing thousands of flights or last year needing to find parking for thousands of aircraft.

航空公司的工作人員安排了數千個航班，或者去年需要為數千架飛機尋找停車位。

One of our customers is fighting wildfires in California, fire risk experts doing on the ground inspection with Foundry.

我們的一位客戶正在加州撲滅野火，火災風險專家與 Foundry 一起進行實地檢查。

The United States and the United Kingdom governments are running 2 of the most successful vaccination programs in the world, and both are using Foundry.

美國和英國政府正在運行 2 個世界上最成功的疫苗接種計劃，並且都在使用 Foundry。

In the U.K. thousands of users from physicians to administrators, nearly 2,500 vaccination sites, nearly 44 million vaccines.

在英國，從醫生到管理人員的數千名用戶，近 2,500 個疫苗接種點，近 4400 萬種疫苗。

And every vaccine is ordered, allocated, tracked and delivered in Foundry.

每一種疫苗都在 Foundry 進行訂購、分配、跟踪和交付。

In the United States, 257 million vaccines over 1,600 data sets, 50 states, 14 jurisdictions, pharmacies, manufacturers, Foundry is the place for the federal government to understand vaccine supply and distribution chain from manufacturing to the jabs.

在美國，超過 1,600 個數據集、50 個州、14 個司法管轄區、藥店、製造商的 2.57 億種疫苗，Foundry 是聯邦政府了解從製造到疫苗的疫苗供應和分銷鏈的地方。

Our products help our customers win, which is what is required of the modern operating system.

我們的產品幫助我們的客戶贏得勝利，這是現代操作系統所需要的。

Thanks, Kevin.

謝謝，凱文。

Shyam, I'll come back to you on this next one.

Shyam，我會在下一個問題上回复你。

Johan asks, your recent partnership with Faurecia, and the one before with Airbus shows your ability to work with that manufacturing clients.

Johan 問道，您最近與佛吉亞以及之前與空中客車公司的合作表明了您與製造客戶合作的能力。

Is there any plan to develop that sector even further?

是否有進一步發展該領域的計劃？

Thank you, Johan.

謝謝你，約翰。

Absolutely.

絕對地。

Manufacturing is a huge focus for us, and it's an area of deep, deep strength historically.

製造業對我們來說是一個巨大的焦點，從歷史上看，它是一個具有深厚實力的領域。

Just look at Chrysler.

看看克萊斯勒。

Every factory in North America on the factory floor, you will find Foundry open to manage quality in real time.

在北美的每家工廠的工廠車間，您都會發現 Foundry 開放以實時管理質量。

Manufacturing with chemical companies, mining, energy, suppliers across ecosystems in automotive, aerospace, I'll announce a new customer, auto manufacturing with Fuzhou.

與化工公司、採礦、能源、汽車、航空航天等生態系統的供應商合作，我將宣布與福州合作的汽車製造新客戶。

We have cutting-edge products and archetypes that deliver rapid value in managing working capital, procurement, production, demand forecast, supply chain management, quality, logistics, all the whole chain around manufacturing.

我們擁有尖端產品和原型，可在管理營運資金、採購、生產、需求預測、供應鏈管理、質量、物流以及製造的整個鏈條方面提供快速價值。

And I call out companies like Lilium and Sarcos again that are going to build their operations around Foundry from day 0, using Foundry for ERP, CRM, manufacturing execution, for quality and much more.

我再次呼籲像 Lilium 和 Sarcos 這樣的公司從第 0 天開始就圍繞 Foundry 建立業務，將 Foundry 用於 ERP、CRM、製造執行、質量等等。

And our value here extends beyond manufacturing into sales and aftersales, turning IoT and telemetry data into real value, not only for the OEMs, for the manufacturers, but for their suppliers and their customers.

我們的價值從製造延伸到銷售和售後，將物聯網和遙測數據轉化為真正的價值，不僅為 OEM 和製造商，而且為他們的供應商和客戶。

Great.

偉大的。

Dave, I'll come to you on this next question.

戴夫，我會在下一個問題上來找你。

We've gotten a few on these lines.

我們已經得到了一些關於這些線路的信息。

Brian L asks, could you ever see Palantir having Bitcoin or any other type of cryptocurrency on its balance sheet?

Brian L 問道，你能看到 Palantir 在其資產負債表上擁有比特幣或任何其他類型的加密貨幣嗎？

Brian, thanks for the question.

布賴恩，謝謝你的問題。

The short answer is yes.

簡短的回答是肯定的。

We're thinking about it, and we've even discussed it internally.

我們正在考慮它，我們甚至在內部討論過它。

Take a look at our balance sheet, $2.3 billion in cash at quarter end, including $151 million in adjusted free cash flow in Q1.

看看我們的資產負債表，季度末現金為 23 億美元，其中包括第一季度調整後的 1.51 億美元自由現金流。

So it's definitely on the table from a treasury perspective as well as other investments as we look across our business and beyond.

因此，當我們審視我們的業務及其他方面時，從財務的角度以及其他投資的角度來看，它肯定是擺在桌面上的。

On the other side of that, in terms of accepting Bitcoin from our customers, we do accept it.

另一方面，在接受我們客戶的比特幣方面，我們確實接受了。

That's more [convenient].

這更[方便]。

We're open for business there.

我們在那裡營業。

Great.

偉大的。

Shyam, coming back to your question about our work in health care, Conrad asks, does Foundry have presence in early-stage drug discovery and compound identification, not clinical trial data, but molecular properties, especially as pharma moves from small molecules to biologics?

Shyam，回到您關於我們在醫療保健工作的問題，Conrad 問道，Foundry 是否存在於早期藥物發現和化合物鑑定中，不是臨床試驗數據，而是分子特性，特別是當製藥業從小分子轉向生物製劑時？

Thanks, Conrad.

謝謝，康拉德。

Yes, our life science work is growing very quickly, and we are absolutely working on the drug discovery end of it.

是的，我們的生命科學工作正在快速增長，我們絕對致力於藥物發現。

I'd highlight our work with NCI, the National Cancer Institute, and the National Center for Advancing Translational Sciences at NIH, where we are doing lots of preclinical work.

我要強調我們與 NCI、國家癌症研究所和 NIH 的國家轉化科學推進中心的合作，我們在那裡做了大量的臨床前工作。

A small sliver, which was actually made public through published papers were Palantir and Palantirians are listed as (inaudible).

Palantir 和 Palantirians 被列為（聽不清），實際上是通過已發表的論文公開的一小部分。

You can check out some of these from past ASCOs.

您可以從過去的 ASCO 中查看其中的一些內容。

Our work with MD Anderson spans not only obviously, clinical, but also preclinical work that we're doing, but more head on directly to just drug discovery.

我們與 MD Anderson 的合作顯然不僅涉及臨床，還包括我們正在進行的臨床前工作，但更多的是直接涉及藥物發現。

I'm proud to announce new partnerships with Roivant Sciences where we will work across their portfolio on drug discovery and development.

我很自豪地宣布與 Roivant Sciences 建立新的合作夥伴關係，我們將在他們的產品組合中開展藥物發現和開發工作。

And if you know anything about Roivant, they've invested a lot in computational approaches to drug discovery.

如果您對 Roivant 有所了解，他們在藥物發現的計算方法上投入了大量資金。

With Celularity, we're going to help accelerate science around their breakthrough cell-based therapies and their cutting-edge biotechs that's focused on translating condensate biology into medicine.

借助 Celularity，我們將幫助圍繞他們突破性的基於細胞的療法和專注於將凝聚態生物學轉化為醫學的尖端生物技術加速科學發展。

Great.

偉大的。

Thanks, Shyam.

謝謝，夏姆。

Kevin, I'll come to you on this next one, a question about the go to market.

凱文，我會在下一個問題上來找你，一個關於上市的問題。

Jackson K asks, how is Palantir planning to expand downstream to medium-sized businesses?

Jackson K 問道，Palantir 計劃如何將下游擴展到中型企業？

Since demo day and the kickoff of Double Click, has Palantir seen an increase in the interest from smaller companies?

自演示日和 Double Click 啟動以來，Palantir 是否看到小公司的興趣有所增加？

And if not, how can Palantir better demonstrate value to these businesses?

如果沒有，Palantir 如何更好地向這些企業展示價值？

I mean short answer is yes, we signed up a number of great small and medium-sized businesses recently.

我的意思是簡短的回答是肯定的，我們最近簽約了一些很棒的中小企業。

And I expect to see more of this because we're widening our distribution.

我希望看到更多這樣的情況，因為我們正在擴大我們的分佈範圍。

A big driver of our Q1 results, that's 72% commercial growth in the United States and what's contributing to the revenue guide for Q2 is our increasing efficiencies of distribution.

我們第一季度業績的一個重要推動力是美國商業增長 72%，而對第二季度收入指南的貢獻是我們不斷提高的分銷效率。

Our sales cycle is beating up.

我們的銷售週期正在加速。

On demo day and Double Click, demonstrating our product publicly generates interest from all over, large global multinationals tuning in across their vast organization, smaller local regional companies are turning in to -- tuning in to learn how Foundry can provide an edge for their business, too.

在演示日和 Double Click 上，公開展示我們的產品引起了全世界的興趣，大型全球跨國公司在其龐大的組織中調整，較小的本地區域公司正在轉向——調整以了解 Foundry 如何為其業務提供優勢， 也。

And this generates activity.

這會產生活動。

We mentioned that our qualified pipeline has increased by 2.5x in the U.S. and U.K. And active commercial pilots across the business have more than doubled.

我們提到，我們的合格管道在美國和英國增加了 2.5 倍，整個企業的活躍商業試點增加了一倍以上。

And I think one of the most exciting things is that our shareholders are showing up in customer meetings.

我認為最令人興奮的事情之一是我們的股東出現在客戶會議上。

Of the 1.5 million individual shareholders, some are calling so they could bring Foundry to their day-to-day job.

在 150 萬個人股東中，有些人打電話給他們，以便他們可以將 Foundry 帶到他們的日常工作中。

Great.

偉大的。

Kevin, I'll stick with you as next question is in the similar vein.

凱文，我會堅持下去，因為下一個問題與此類似。

Christopher T asks, with the recent announcement that Palantir is going to offer software to companies for free, how is Palantir getting this information out to Fortune 500 companies?

Christopher T 問道，隨著最近 Palantir 將向公司免費提供軟件的公告，Palantir 如何將這些信息提供給財富 500 強公司？

Is Palantir reaching out to individual companies?

Palantir 是否正在接觸個別公司？

Or are they waiting for -- are we waiting for companies to come to us?

還是他們在等待——我們在等待公司來找我們？

Thanks for this question.

謝謝這個問題。

I suppose this is this is an opportunity to get the information out there.

我想這是一個獲取信息的機會。

Over this last year, many of the most successful responses to the pandemic relied on effective data access through Foundry.

在過去的一年裡，許多對這一流行病最成功的應對措施都依賴於通過 Foundry 進行有效的數據訪問。

The purpose of Palantir unlock is to make Foundry available to those who need it.

Palantir 解鎖的目的是讓需要的人可以使用 Foundry。

I can remember about a year ago, when we were at the beginning stages of COVID-19, we knew that Palantir can make a huge impact, but we needed to help people learn this.

我記得大約一年前，當我們處於 COVID-19 的初期階段時，我們知道 Palantir 可以產生巨大的影響，但我們需要幫助人們了解這一點。

So we began calling and calling and called city, state, local government, hospital, university research centers just to let them know that we have a technology that could help.

所以我們開始打電話，打電話給城市，州，地方政府，醫院，大學研究中心，只是為了讓他們知道我們有一項可以提供幫助的技術。

I remember dialing into a state government.

我記得撥通了一個州政府。

And finally, after several calls, finding the 1 person who's essentially trying to bring together data for the entire state with nothing more than a spreadsheet and a white -- sitting in a war room, she was trying to figure out answers to critical question.

最後，在幾次電話之後，找到了一個人，他實際上是在試圖用一個電子表格和一個白人來收集整個州的數據——坐在作戰室裡，她試圖找出關鍵問題的答案。

How many hospital beds do we have?

我們有多少張病床？

How long until we run out?

我們還要多久才能用完？

How many ventilators?

多少台呼吸機？

How long will they last?

他們會持續多久？

How do I get PPE to my health workers?

我如何為我的衛生工作者提供個人防護裝備？

And we're proud to say that this person had the power of Foundry within hours, and that is what we're offering here with unlock.

我們很自豪地說，這個人在幾個小時內就擁有了 Foundry 的力量，這就是我們在這裡提供的解鎖功能。

Great.

偉大的。

So Shyam, on to next question, zooming out a little bit, Jose asks, what is Palantir's long-term identity, both be a data and AI company?

所以 Shyam，關於下一個問題，稍微縮小一點，Jose 問道，Palantir 的長期身份是什麼，既是數據公司又是人工智能公司？

Or will it try to be the leader in many parts of the tech industry?

還是會嘗試成為科技行業許多領域的領導者？

Thanks, Jose.

謝謝，何塞。

Well, we aspire to be the most important software company in the world.

好吧，我們渴望成為世界上最重要的軟件公司。

And some would say that we're well on our way.

有人會說我們進展順利。

We help countries deter and respond to threats from totalitarian regime.

我們幫助各國威懾和應對來自極權主義政權的威脅。

We help prevent terrorism from destroying our way of life.

我們幫助防止恐怖主義破壞我們的生活方式。

We enhanced the protection of data (inaudible) and civil liberty to prevent the reaction to terrorism from destroying our way of life.

我們加強了對數據（聽不清）和公民自由的保護，以防止對恐怖主義的反應破壞我們的生活方式。

We help governments manage public health.

我們幫助政府管理公共衛生。

And broadly, we have helped organizations respond to the various shocks that would otherwise have been death-row.

從廣義上講，我們幫助組織應對各種衝擊，否則這些衝擊可能會是死囚牢房。

And we do this with completely unique software.

我們使用完全獨特的軟件來做到這一點。

Foundry is an operating system for the modern enterprise, Gotham as defense OS, these are generational shifts in capabilities and approach.

Foundry 是現代企業的操作系統，Gotham 是防禦操作系統，這些都是能力和方法的代際轉變。

Personal computing was stuck in time before the standardization of the right operating systems.

在正確的操作系統標準化之前，個人計算被卡住了。

Similarly, enterprises are stuck in our site without the right modern enterprise operating business.

同樣，企業在沒有合適的現代企業經營業務的情況下被困在我們的網站上。

They are either drowning in the collection of siloed applications or they're just being sold a bunch of LEGO bots and a do-it-yourself dream.

他們要么淹沒在孤立的應用程序集合中，要么只是被出售一堆樂高機器人和一個自己動手的夢想。

Personal computer hobby has tried to make their own operating systems too.

個人電腦愛好也嘗試過製作自己的操作系統。

We know how well that worked out.

我們知道效果如何。

Alex sometimes said that we are software shaman.

Alex 有時會說我們是軟件巫師。

We have this track record of seeing around the corner and building what the world needs before the need is obvious.

我們有這樣的記錄，即在需要顯而易見之前就看到並構建世界需要的東西。

And the ability to even have perceived the need feels mystical, and it's precedent when it meets the moment.

甚至感知到需求的能力都讓人感到神秘，當它遇到這個時刻時，這是先例。

And you're going to see this again with Apollo for Edge AI.

您將通過 Apollo for Edge AI 再次看到這一點。

Great.

偉大的。

Dave, I'll come to you with this next one.

戴夫，下一個我會來找你的。

Louis asks, can you expand on Palantir's stock-based compensation will have further dilute the total shares of the company by increasing float each quarter and how much longer will significantly impact EPS?

路易斯問，你能否擴大 Palantir 的股票薪酬，通過每季度增加流通量來進一步稀釋公司的總股本，以及對每股收益的顯著影響持續多長時間？

Thanks, Louis.

謝謝，路易斯。

We have very low dilution when looking at a fully diluted share count.

在查看完全稀釋的股票數量時，我們的稀釋度非常低。

So far this year, our share -- fully diluted share count has increased less than 0.2%.

今年到目前為止，我們的份額——完全攤薄後的份額增加了不到 0.2%。

So really, really low.

真的，真的很低。

With respect to SBC, it will normalize over the next couple of years as we're working through this outstanding overhang.

至於 SBC，它將在未來幾年內正常化，因為我們正在努力解決這個突出的懸垂問題。

And at the same time, when you couple that with the top line growth, we're going to continue to make progress towards profitability.

同時，當您將其與收入增長相結合時，我們將繼續在盈利方面取得進展。

I would just add that, obviously, everything Dave said is right here.

我只想補充一點，顯然，戴夫所說的一切都在這裡。

The 20 basis point shows the discipline with which we are managing dilution.

20 個基點顯示了我們管理稀釋的紀律。

But just to zoom us out for a second here, like, why do we have stock-based comp in the first place.

但只是在這裡縮小我們一秒鐘，比如，為什麼我們首先要有基於股票的補償。

Equity is the fundamental investor employee alignment.

股權是基本的投資者員工聯盟。

We want, and frankly, you should want employees working their asses off with a long-term orientation to grow the value of the company.

我們希望，坦率地說，你應該希望員工以長期的方向努力工作，以增加公司的價值。

And so yes, we plan to continue granting equity to our employees and providing them opportunities to share a meaningful upside in the company in order to maximize your shareholder value.

因此，是的，我們計劃繼續向我們的員工授予股權，並為他們提供分享公司有意義的收益的機會，以最大限度地提高您的股東價值。

Great.

偉大的。

Dave, I'll stick with you.

戴夫，我會一直陪著你的。

Jason B asks, why does Pop Karp keep selling his shares?

Jason B 問，為什麼 Pop Karp 一直在出售他的股票？

Jason, thanks for the question, and nice Pop Karp reference.

傑森，謝謝你的問題，以及不錯的 Pop Karp 參考。

We'll call him Alex here.

我們這裡叫他亞歷克斯。

So first off, Alex is one of our largest stockholders, but he has 2 large option grants that are expiring at the end of December that can't be extended.

所以首先，亞歷克斯是我們最大的股東之一，但他有 2 筆大額期權贈款將於 12 月底到期，無法延期。

And so when he goes and exercises these options, it's going to create a very, very large stock build just to exercise in holding shares.

因此，當他去行使這些期權時，它將創建一個非常非常大的股票構建，只是為了行使持有股票。

And as a result, we've seen tax motivated sales as well as many corresponding exercises for shares that he will continue to hold.

結果，我們看到了稅收激勵的銷售以及他將繼續持有的股票的許多相應的行使。

And even after this, he'll continue to be one of our largest stockholders.

即使在此之後，他仍將是我們最大的股東之一。

If you're interested in the nitty-gritty, you can check our filings if you want more detail.

如果您對細節感興趣，如果您想了解更多細節，可以查看我們的文件。

Great.

偉大的。

Shyam, I'll come to you with this next one before we open up the call.

Shyam，在我們打開電話之前，我會帶著下一個來找你。

Emel asks, experience of Palantir software appears more often now on job postings.

Emel 問道，Palantir 軟件的經驗現在更多地出現在招聘信息上。

Would you consider creating courses or tutorials on how to use your software, access to, of course, we've given incentive for the employees to request the software for their companies.

您是否會考慮創建有關如何使用您的軟件的課程或教程，當然，我們已經鼓勵員工為他們的公司申請該軟件。

Could you comment on that?

你能對此發表評論嗎？

Thanks, Emel.

謝謝，埃梅爾。

Indeed, the number of job postings for roles that require contract experience, they're growing every day, and that has really accelerated.

事實上，需要合同經驗的職位的職位發布數量每天都在增長，而且確實在加速。

Now that we have 15 large system integrators who are hiring, training and building practices around Foundry, and we've built robust training to enable these system integrators to build billion-dollar lines of businesses around Foundry.

現在我們有 15 家大型系統集成商正在圍繞 Foundry 招聘、培訓和建立實踐，我們已經建立了強大的培訓，使這些系統集成商能夠圍繞 Foundry 建立價值數十億美元的業務線。

But to your question, we want to do even more here, especially work in help with restarting economies and returning to full employment.

但對於你的問題，我們想在這裡做更多的事情，尤其是幫助重啟經濟和恢復充分就業。

So we're planning to make Foundry training available free to veterans of U.S. and allied militaries, to all of our individual shareholders and to anyone who is unemployed in the markets that we operate in.

因此，我們計劃向美國和盟國軍隊的退伍軍人、我們所有的個人股東以及在我們經營的市場中失業的任何人免費提供 Foundry 培訓。

We are really excited about this.

我們對此感到非常興奮。

And we hope that it will make a meaningful contribution to restarting and reopening.

我們希望它將為重啟和重新開放做出有意義的貢獻。

So stay tuned for more details around this in the coming weeks.

因此，請在接下來的幾週內繼續關注有關此問題的更多詳細信息。

Great.

偉大的。

Operator, we'll open up the call for Q&A.

接線員，我們將打開問答電話。

(Operator Instructions) Your first question comes from Chris Merwin from Goldman Sachs.

（操作員說明）您的第一個問題來自高盛的 Chris Merwin。

Congrats on the quarter here.

恭喜這裡的季度。

I wanted to ask about the commercial business.

我想問一下商業業務。

It looks like growth improved from last quarter, still below 20%, but I know there's a lot that you've been working on there, including the modularization of Foundry and wanted to hear how that was resonating with customers.

看起來增長比上一季度有所改善，仍低於 20%，但我知道您在那裡做了很多工作，包括 Foundry 的模塊化，並想听聽這如何引起客戶的共鳴。

And then just the second part of the question would be around the customer add.

然後問題的第二部分將圍繞客戶添加。

It looks like you added 11 new customers on the commercial side in the quarter.

看起來您在本季度在商業方面增加了 11 位新客戶。

Did most of this come from IBM?

其中大部分來自 IBM 嗎？

Or are those through your direct sales force?

還是通過您的直銷團隊？

Great.

偉大的。

Thanks, Chris.

謝謝，克里斯。

Yes, the commercial business is gaining more and more momentum.

是的，商業業務正在獲得越來越多的動力。

As we mentioned, it grew 72% in the U.S. So what we're seeing is where economies are opening, there's just incredible traction there.

正如我們所提到的，它在美國增長了 72%。所以我們看到的是經濟正在開放的地方，那裡有令人難以置信的牽引力。

We've hired 50 sales folks in the last quarter.

我們在上個季度僱傭了 50 名銷售人員。

You're starting to see that translate through in terms of activity, 2.5x the number of qualified opportunities in the U.S. and the U.K., double the number of commercial pilots, the product investments that we've made around modularization and archetypes, those are what are translating also into increased activity.

您開始看到，在活動方面，美國和英國的合格機會數量增加了 2.5 倍，商業試點數量增加了一倍，我們圍繞模塊化和原型進行的產品投資，這些是什麼也轉化為增加的活動。

It's what's fueling our ability to do substantially more pilots here.

這是推動我們在這裡做更多飛行員的能力的動力。

The channel strategy is also helping us source more customers.

渠道策略也幫助我們獲得更多客戶。

The IBM partnership generated its first deal within 16 days of being launched there.

IBM 合作夥伴關係在該處啟動後的 16 天內達成了第一筆交易。

So lots of momentum there, a place that we'll continue investing in.

那裡有很多動力，我們將繼續投資的地方。

Overall, we're quite excited.

總的來說，我們很興奮。

We continue to win deals in Europe.

我們繼續在歐洲贏得交易。

[Faurecia], Lilium in Europe, Fuzhou, Engie.

【佛吉亞】，歐洲百合，福州，Engie。

So a bunch of momentum there.

於是就有了一股氣勢。

And as Europe starts to open and manage through the pandemic, we're also expecting the same sort of tailwind that we've seen in the U.S. in Europe.

隨著歐洲開始在大流行中開放和管理，我們也期待著與我們在歐洲看到的美國一樣的順風。

And your next question will come from (inaudible) from Jefferies.

您的下一個問題將來自 Jefferies（聽不清）。

It's Brent Thill at Jefferies.

是傑富瑞的布倫特·希爾。

On the government business, there's a lot of questions about the sustainable strength post-COVID.

在政府事務中，有很多關於 COVID 後可持續發展實力的問題。

And what you're seeing, I think you said in the past that COVID has opened the door to many conversations, but there's a considerable amount of long tail of that.

你所看到的，我想你過去說過，COVID 為許多對話打開了大門，但其中有相當多的長尾。

If you could just talk to what you're seeing as you look out?

如果你能在向外看的時候和你看到的東西說話？

Thanks, Brent.

謝謝，布倫特。

That's absolutely right.

這是完全正確的。

There are a lot of things that got started as a result of COVID, but many of those things were not related to COVID response per se.

有很多事情是由於 COVID 而開始的，但其中許多事情本身與 COVID 反應無關。

It's really the fact that something had to be delivered, and it had to work in days, it showed many of the customers where their bespoke, custom-build approach was just never going to get there and allow them to mark-to-market whether a faster buy solution was going to work.

事實上，必須交付某些東西，並且必須在幾天內完成工作，這向許多客戶表明，他們的定制、定制構建方法永遠無法實現，並允許他們按市場定價是否更快的購買解決方案將起作用。

And so we've seen that across the business, of course, the work with the National Nuclear Security Administration is not directly COVID related at all, but it's certainly accelerated by this.

因此，我們已經看到，在整個企業中，當然，與國家核安全局的工作根本與 COVID 沒有直接關係，但它肯定會因此而加速。

We've seen work across health care, DoD, civilian agencies, accelerate inside the U.S. and outside of the U.S. We've also seen that the pipeline is continuing to build there.

我們已經看到醫療保健、國防部、民間機構的工作在美國境內和美國境外加速發展。我們還看到管道正在繼續在那裡建設。

We're expecting a lot of defense-related activity to build over the back half of the year and into next year.

我們預計今年下半年和明年會有很多與國防相關的活動。

We participate in the global information dominance experiment with 11 combat command, that was not even visible during the contact that we build here.

我們參與了 11 個作戰指揮部的全球信息優勢實驗，這在我們在這裡建立的聯繫期間甚至是不可見的。

So quite excited about the pace at which these things are building.

對這些東西的建造速度感到非常興奮。

And if you think about Apollo for Edge AI, most of the capabilities we're looking at, they didn't even exist around the time of the listing, like the pace at which we are innovating on the product is probably one of the most exciting things, and that is what is creating these opportunities that are compounding.

如果你想想 Apollo for Edge AI，我們正在研究的大多數功能，它們甚至在上市時都不存在，比如我們在產品上的創新速度可能是最令人興奮的事情，這就是創造這些複合機會的原因。

(Operator Instructions) Your next question comes from Keith Weiss from Morgan Stanley.

（操作員說明）您的下一個問題來自摩根士丹利的 Keith Weiss。

Very nice quarter, especially with those new commercial customer adds.

非常好的季度，尤其是那些新的商業客戶增加。

I had a question on kind of the margin side of the equation.

我對等式的邊距有疑問。

And how we should be thinking about expense growth throughout the remainder of the year.

以及我們應該如何考慮今年剩餘時間的費用增長。

So maybe to you, David.

所以也許對你來說，大衛。

You did close to over $150 million of free cash flow in Q1.

您在第一季度的自由現金流接近 1.5 億美元。

You're guiding for that figure for the full year.

您正在指導全年的這一數字。

How should we use that to sort of guide our expectations on how that OpEx cost brand throughout the year?

我們應該如何使用它來指導我們對全年運營支出品牌成本的預期？

And how should we think about that on a go-forward basis?

我們應該如何看待這一點？

What's the investment philosophy, if you will, behind Palantir over the next couple of years as you look to sustain that 30% plus growth?

如果您願意的話，Palantir 在未來幾年內的投資理念是什麼，您希望維持 30% 以上的增長？

Absolutely, absolutely.

絕對，絕對。

So as you noted, we had a very strong quarter, 49% revenue growth, 44% adjusted free cash flow margin and 34% adjusted operating margin.

正如你所指出的，我們有一個非常強勁的季度，收入增長 49%，調整後的自由現金流利潤率為 44%，調整後的營業利潤率為 34%。

There's nothing noteworthy to call out on the expense side.

在費用方面沒有什麼值得注意的。

Top line being obviously a contributor there.

頂線顯然是那裡的貢獻者。

Overall, super pleased with the results.

總的來說，對結果非常滿意。

It shows the underlying unit economics.

它顯示了基本的單位經濟學。

Let's look ahead to Q2, very strong revenue guide of 43% growth, coupled out with 23% operating margin, while at the same time, we're really going to be investing into the business, investing in sales hires, investments around the sales team, continued investment in the product and R&D, a lot of what Shyam talked about.

讓我們展望第二季度，非常強勁的 43% 增長收入指導，加上 23% 的營業利潤率，同時，我們真的將投資於業務，投資於銷售人員，圍繞銷售進行投資團隊，對產品和研發的持續投資，很多 Shyam 談到的。

And we're going to be focused on reopening.

我們將專注於重新開放。

We think it's really important to get the company back in the offices to get people together and focus on culture.

我們認為讓公司重新回到辦公室以將人們聚集在一起並專注於文化非常重要。

And your next question will come from Alex Zukin from Wolfe.

您的下一個問題將來自 Wolfe 的 Alex Zukin。

I wanted to ask, clearly, the confidence in the commercial revenue growth is high given the rep hiring that you guys are putting up.

我想問清楚，鑑於你們正在招聘代表，對商業收入增長的信心很高。

Can you talk about the divergence in pilots in the commercial sector versus the stated revenue growth?

您能否談談商業領域的試點與規定的收入增長之間的差異？

And when will those pilots convert to revenues?

這些飛行員什麼時候能轉化為收入？

How visible is that conversion time line, et cetera?

轉換時間線有多明顯等等？

Yes.

是的。

We're quite excited by the teeth at which our hires are being accomplished, the ramp that we're seeing for those tires.

我們對我們的招聘完成的牙齒以及我們看到的這些輪胎的坡度感到非常興奮。

We're also seeing just a kind of aggregate flywheel acceleration where the ramps are getting faster, the activity, converting into revenue is getting faster.

我們還看到了一種總體飛輪加速，其中坡道越來越快，活動轉化為收入的速度越來越快。

So generally, I would agree, like we are feeling very bullish, and we're seeing that there.

所以總的來說，我會同意，就像我們感覺非常樂觀，我們在那裡看到了這一點。

The pilots themselves are compressing in terms of how long they're taking because of the investments made in product modularization, archetypes, these allow us to structure the products in a way that something that would have taken 3 months to 4 is now a week or less.

由於在產品模塊化、原型方面的投資，飛行員本身正在壓縮他們需要多長時間，這些使我們能夠以一種方式來構建產品，將需要 3 個月到 4 個月的東西現在變成一周或較少的。

This is giving us a lot more capacity to cost efficiently distribute the product, accomplish these pilots and turn the revenue crank here.

這給了我們更多的能力來經濟高效地分發產品、完成這些試點並在這裡扭轉收入局面。

And so we're seeing very high returns to the sales force we're building.

因此，我們看到我們正在建立的銷售隊伍獲得了非常高的回報。

We want to keep doing more here.

我們想繼續在這裡做更多的事情。

Look for that to accelerate even further in the back half of the year.

期待在今年下半年進一步加速。

And the conversion, we're really happy with it.

而轉換，我們真的很高興。

I think when I just think about the 2.5x qualified pipeline that's been created since February 1, and then I think about the doubling of the pilot we're seeing about 1/3 of those have already turned into something.

我想，當我想到自 2 月 1 日以來創建的 2.5 倍合格管道時，然後我想到我們看到的試點翻倍，其中大約 1/3 已經變成了某種東西。

And so as we build bigger and bigger pipeline here, we're feeling good about how that funnel is flowing through.

所以當我們在這裡建立越來越大的管道時，我們對這個漏斗的流動方式感覺很好。

And if you combine that with the additional product investments, the road map that we're executing on, we have every reason to believe that we're going to continue to see acceleration across all these dimensions.

如果您將其與額外的產品投資、我們正在執行的路線圖相結合，我們完全有理由相信，我們將繼續看到所有這些方面的加速。

This brings us to the end of our audio Q&A session.

這使我們的音頻問答環節結束。

I turn the call back over for closing remarks.

我將電話轉回以結束髮言。

Thank you all for joining us.

感謝大家加入我們。

We're excited about the quarter.

我們對本季度感到興奮。

Thank you for waking up early.

謝謝你早起。

We'll talk to you all soon.

我們很快就會和大家談談。

Thank you, everyone.

謝謝大家。

This will conclude today's conference call.

今天的電話會議到此結束。

You may now disconnect.

您現在可以斷開連接。