Snowflake Inc (SNOW) 2022 Q2 法說會逐字稿

Good day, and thank you for standing by.

美好的一天，感謝您的支持。

Welcome to the Second Quarter Fiscal Year 2022 Snowflake Earnings Conference Call.

歡迎來到 2022 財年第二季度雪花收益電話會議。

(Operator Instructions) Thank you.

（操作員說明）謝謝。

Now I would like to hand the conference over to your first speaker today, Mr. Jimmy Sexton, Head of Investor Relations for Snowflake.

現在，我想將會議交給您今天的第一位發言人，Snowflake 投資者關係主管 Jimmy Sexton 先生。

Sir, please go ahead.

先生，請繼續。

Good afternoon, and thank you for joining us on Snowflake's Q2 fiscal 2022 earnings call.

下午好，感謝您參加 Snowflake 的 2022 財年第二季度財報電話會議。

Joining me in Bozeman, Montana are Frank Slootman, our Chairman and Chief Executive Officer; Mike Scarpelli, our Chief Financial Officer; and Christian Kleinerman, our Senior Vice President of Product, will be joining us for the Q&A session.

加入我在蒙大拿州博茲曼的還有我們的董事長兼首席執行官弗蘭克·斯洛特曼（Frank Slootman）；我們的首席財務官 Mike Scarpelli；我們的產品高級副總裁 Christian Kleinerman 將與我們一起參加問答環節。

During today's call, we will review our financial results for second quarter fiscal 2022 and discuss our guidance for the third quarter and full year fiscal 2022.

在今天的電話會議中，我們將審查我們 2022 財年第二季度的財務業績，並討論我們對 2022 財年第三季度和全年的指導。

During today's call, we will make forward-looking statements, including statements related to the expected performance of our business, future financial results, strategy, products and features, long-term growth, and overall future prospects.

在今天的電話會議中，我們將做出前瞻性陳述，包括與我們的業務預期業績、未來財務業績、戰略、產品和功能、長期增長以及整體未來前景相關的陳述。

These statements are subject to risks and uncertainties, which could cause them to differ materially from actual results.

這些陳述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 after market close today and in our SEC filings, including our most recently filed Form 10-Q for the fiscal quarter ended April 30, 2021, and the Form 10-Q for the quarter ended July 31, 2021, that we'll file with the SEC.

有關這些風險的信息可在我們今天收市後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中找到，包括我們最近提交的截至 2021 年 4 月 30 日的財政季度的 10-Q 表格和該季度的 10-Q 表格於 2021 年 7 月 31 日結束，我們將向 SEC 備案。

We caution you to not place undue reliance on forward-looking statements and undertake no duty or obligation to update any forward-looking statements as a result of new information, future events or changes in our expectations.

我們提醒您不要過分依賴前瞻性陳述，並且不承擔因新信息、未來事件或我們預期的變化而更新任何前瞻性陳述的義務或義務。

We'd also like to point out that on today's call, we will report both GAAP and non-GAAP results.

我們還想指出，在今天的電話會議上，我們將報告 GAAP 和非 GAAP 結果。

We use these non-GAAP financial measures internally for financial and operational decision-making purposes and as a means to evaluate period-to-period comparisons.

我們在內部將這些非公認會計原則財務指標用於財務和運營決策目的，並作為評估期間比較的一種手段。

Non-GAAP financial measures are presented in addition to and not as a substitute for financial measures calculated in accordance with GAAP.

非 GAAP 財務指標是作為根據 GAAP 計算的財務指標的補充而非替代。

To see the reconciliations of these non-GAAP financial measures, please refer to our earnings press release distributed earlier today and our investor presentation, which are both posted on investors.snowflake.com.

要查看這些非 GAAP 財務指標的對賬情況，請參閱我們今天早些時候發布的收益新聞稿和我們的投資者演示文稿，它們都發佈在 Investors.snowflake.com 上。

A replay of today's call will also be posted on the website.

今天電話會議的重播也將發佈在網站上。

With that, I would now like to turn the call over to Frank.

有了這個，我現在想把電話轉給弗蘭克。

Thanks, Jimmy.

謝謝，吉米。

Good afternoon, everybody.

大家下午好。

We saw a continued momentum in Q2 with 103% year-on-year growth to $255 million in product revenues, reflecting strength in Snowflake consumption.

我們在第二季度看到了持續的增長勢頭，產品收入同比增長 103% 至 2.55 億美元，反映了雪花消費的強勁勢頭。

Remaining performance obligations grew to $1.5 billion and we're getting strength in sales.

剩餘的履約義務增至 15 億美元，我們的銷售實力正在增強。

For the first half of fiscal '22, total revenues were $501 million, up 107% year-on-year.

22財年上半年，總收入為5.01億美元，同比增長107%。

As the net revenue retention rate reached 169%, we also saw non-GAAP product gross margin and operating margin efficiency improve to 73.6% and negative 8%, respectively.

隨著淨收入保留率達到 169%，我們還看到非 GAAP 產品毛利率和營業利潤率效率分別提高至 73.6% 和負 8%。

Adjusted free cash flow was positive for the third quarter in a row.

調整後的自由現金流連續第三季度為正。

As we approach the $1 billion mark in annual revenues, we continue to add customers at a robust pace, adding 458 net new customers, up from 397 in Q2 of last year.

隨著我們接近年收入 10 億美元大關，我們繼續以強勁的速度增加客戶，增加了 458 名淨新客戶，高於去年第二季度的 397 名。

[Really] focused on the largest organizations, our Fortune 500 count totaled 212, increasing by 18 in the quarter.

[真的] 專注於最大的組織，我們的財富 500 強企業總數為 212 家，在本季度增加了 18 家。

We are addressing the largest enterprises globally with a vertical industry approach.

我們正在通過垂直行業方法解決全球最大的企業問題。

We see these investments yield strong results.

我們看到這些投資產生了強勁的成果。

In Q2, financial services customer product revenue grew more than 100% year-on-year, representing the largest contribution, while health care customer product revenue grew nearly 200%.

第二季度，金融服務客戶產品收入同比增長超過100%，貢獻最大，而醫療保健客戶產品收入增長近200%。

We have engaged in targeted industry events for these verticals, and we'll continue to go to market with tailored business outcomes.

我們已經為這些垂直行業參與了有針對性的行業活動，我們將繼續以量身定制的業務成果進入市場。

We are pleased with our geographical expansion outside the United States, the product revenue from EMEA and Asia Pacific outstripping the company's growth as a whole, growing 185% and 170% year-on-year, respectively.

我們對我們在美國以外的地域擴張感到高興，歐洲、中東和非洲和亞太地區的產品收入超過了公司的整體增長，分別同比增長 185% 和 170%。

One of our largest new customers signed in the quarter came from Asia Pacific.

我們在本季度簽約的最大新客戶之一來自亞太地區。

During Q2, we had key enterprise wins, including AllianceBernstein, Constellation Brands and Lithia Motors.

在第二季度，我們取得了重要的企業勝利，包括 AllianceBernstein、Constellation Brands 和 Lithia Motors。

The following milestones, we think, are worthy of note.

我們認為，以下里程碑值得注意。

In Q2, we announced public preview availability in all AWS regions of Snowpark, our new developer experience.

在第二季度，我們宣佈在所有 AWS 區域的 Snowpark 中推出公共預覽版，這是我們新的開發者體驗。

Snowpark enables developers to work in their preferred programming language and formats, including Java and Scala.

Snowpark 使開發人員能夠使用他們喜歡的編程語言和格式（包括 Java 和 Scala）工作。

Snowpark is designed to make building complex data pipelines and applications easy and allow developers to interact with Snowflake directly without having to extract data, maximizing governance.

Snowpark 旨在使構建複雜的數據管道和應用程序變得容易，並允許開發人員直接與 Snowflake 交互，而無需提取數據，從而最大限度地提高治理能力。

The Snowpark Accelerated program has over 50 partners enrolled to bring their capabilities and innovations across data science, data engineering and security to Snowpark.

Snowpark Accelerated 計劃有超過 50 家合作夥伴註冊，將他們在數據科學、數據工程和安全方面的能力和創新帶到 Snowpark。

In the future, Snowpark will add support for Python and expand to Azure and Google Cloud regions.

未來，Snowpark 將增加對 Python 的支持並擴展到 Azure 和 Google Cloud 區域。

Python is the most widely used programming language for machine learning and data science generally.

Python 是機器學習和數據科學中使用最廣泛的編程語言。

We also launched Powered by Snowflake in June to help companies build, operate and grow applications in the data cloud.

我們還在 6 月推出了 Powered by Snowflake，以幫助公司在數據云中構建、運營和發展應用程序。

Powered by Snowflake is designed to accelerate the delivery of differentiated applications on Snowflake by supporting developers across all stages of the application journey in Snowflake's Data Cloud.

Powered by Snowflake 旨在通過在 Snowflake 的數據云中為應用程序旅程的所有階段的開發人員提供支持，加速在 Snowflake 上交付差異化應用程序。

Today, there are over 80 Powered by partners, including founding members, BlackRock, Adobe, Lacework, Observe and OppLoans.

如今，有 80 多個 Powered by 合作夥伴，包括創始成員、貝萊德、Adobe、Lacework、Observe 和 OppLoans。

Increasingly, application providers are enabling their apps to operate directly against their customers' Snowflake accounts, meaning no data needs to be copied or replicated, simplifying data governance while accelerating the network effect of the Data Cloud.

越來越多的應用程序提供商允許他們的應用程序直接針對客戶的 Snowflake 帳戶進行操作，這意味著無需複製或複製數據，從而簡化數據治理，同時加速數據云的網絡效應。

We also continue to deliver new capabilities to strengthen data governance for our customers.

我們還繼續提供新功能，以加強我們客戶的數據治理。

During the quarter, we made row access policies generally available.

在本季度，我們普遍提供行訪問策略。

Data governance features are typically the broadest and fastest adopted feature across our customer base.

數據治理功能通常是我們客戶群中採用最廣泛和最快的功能。

Snowflake's increasing focus on vertical industries is leading to more and deeper discussions with customers globally.

Snowflake 對垂直行業的日益關注正在與全球客戶進行更多更深入的討論。

The Snowflake team is organized around the following [core verticals].

Snowflake 團隊圍繞以下 [核心垂直領域] 組織。

They are: financial services, health care and life sciences, retail and CPG, advertising media and entertainment, technology, public sector, education, and manufacturing.

它們是：金融服務、醫療保健和生命科學、零售和 CPG、廣告媒體和娛樂、技術、公共部門、教育和製造業。

This vertical industry focus will continue to intensify and expand over time.

隨著時間的推移，這種垂直行業的重點將繼續加強和擴大。

One example of our vertical approach is the advertising industry, which is facing new regulations and increasing pressure to strengthen consumer privacy.

我們垂直方法的一個例子是廣告行業，它面臨著新的法規和越來越大的加強消費者隱私的壓力。

Advertisers want to compete in a market dominated by the walled gardens.

廣告商希望在由圍牆花園主導的市場中競爭。

The Snowflake Data Cloud is empowering large media companies, technology providers and marketers to collaborate with their data assets across the ecosystem.

Snowflake 數據云使大型媒體公司、技術提供商和營銷人員能夠在整個生態系統中與其數據資產進行協作。

Snowflake's data clean room solution can enable companies to share and join data without copying or moving their data assets.

Snowflake 的數據無塵室解決方案可以讓公司在不復製或移動其數據資產的情況下共享和加入數據。

Snowflake's Data Cloud powers these data clean rooms with transparency and privacy controls for customers like Disney and NBCUniversal.

Snowflake 的數據云為這些數據潔淨室提供支持，為迪士尼和 NBCUniversal 等客戶提供透明度和隱私控制。

Each customer is creating their own data network within the Snowflake Data Cloud for their advertising businesses.

每個客戶都在雪花數據云中為他們的廣告業務創建自己的數據網絡。

Snowflake continues to deliver performance and optimization improvements throughout our platform from improving storage efficiencies, lower ingestion latencies to faster query performance across different workloads.

Snowflake 繼續在整個平台上提供性能和優化改進，從提高存儲效率、降低攝取延遲到跨不同工作負載的更快查詢性能。

Performance improvements bring not only timelier insights but improve the economics of our platform for our customers.

性能改進不僅帶來了更及時的洞察力，而且為我們的客戶提高了我們平台的經濟性。

Finally, data cloud adoption is growing rapidly.

最後，數據云的採用正在迅速增長。

The data cloud is the sum of all data network and relationships that are active at any point in time.

數據云是在任何時間點都處於活動狀態的所有數據網絡和關係的總和。

We track these data relationships through what we call edges.

我們通過所謂的邊緣來跟踪這些數據關係。

We added over 450 customers in the quarter and continue to expand the number of customers with stable edges.

我們在本季度增加了 450 多家客戶，並繼續擴大具有穩定優勢的客戶數量。

At the end of the quarter, 16% of our customers have stabilized edges in place with external Snowflake accounts compared to 15% last quarter.

在本季度末，我們 16% 的客戶通過外部 Snowflake 賬戶穩定了邊緣，而上一季度這一比例為 15%。

The total number of these stable edges grew more than 20% quarter-over-quarter.

這些穩定邊緣的總數環比增長超過 20%。

This growth is fueled by the content on our marketplace, which saw listings grow 32% quarter-over-quarter.

這種增長是由我們市場上的內容推動的，我們的市場上的列表環比增長了 32%。

The Data Cloud enables our customers to enrich their data, gain more effective analytical insight and do so faster and more cost effectively.

數據云使我們的客戶能夠豐富他們的數據，獲得更有效的分析洞察力，並以更快、更經濟的方式做到這一點。

Strategically, Snowflake is emerging as a highly secure, compliant, global and efficient data network in the infrastructure across the major public cloud domains.

從戰略上講，Snowflake 正在成為跨主要公共雲域的基礎設施中高度安全、合規、全球和高效的數據網絡。

The combination of world-class data workload execution with cloud application development, cross-cloud operations, data and data application marketplaces as well as [plant] monetization is what makes Snowflake stand out.

世界一流的數據工作負載執行與雲應用程序開發、跨雲操作、數據和數據應用程序市場以及 [工廠] 貨幣化的結合使 Snowflake 脫穎而出。

During the quarter, we hosted our annual Snowflake summit to share our data cloud strategy, platform optimizations, feature enhancements and vertical industry use cases.

本季度，我們舉辦了年度 Snowflake 峰會，分享我們的數據云戰略、平台優化、功能增強和垂直行業用例。

Over 60,000 folks registered for the 3-day event.

超過 60,000 人報名參加了為期 3 天的活動。

We had 4 industry executive sessions and more than 60 customer sessions.

我們舉辦了 4 場行業高管會議和 60 多場客戶會議。

Snowflake was launched in preview with over 50 partners supporting the Snowpark Accelerated program, and we announced OverlayAnalytics as the winner of the first Snowflake Start-Up Challenge.

Snowflake 以預覽版的形式推出，超過 50 個合作夥伴支持 Snowpark Accelerated 計劃，我們宣布 OverlayAnalytics 成為首屆 Snowflake Start-Up Challenge 的獲勝者。

In Q3, we will be hosting events, including the Snowflake Financial Services Data Summit across the Americas, Europe and Asia Pacific, where we'll be sharing more of how Snowflake is connecting the entire financial services ecosystem.

在第三季度，我們將舉辦活動，包括在美洲、歐洲和亞太地區舉辦的 Snowflake 金融服務數據峰會，屆時我們將更多地分享 Snowflake 如何連接整個金融服務生態系統。

Snowflake is a sponsor at Ad Week, where we will discuss our enhanced advertising media and entertainment offerings.

Snowflake 是廣告週的讚助商，我們將在這裡討論我們增強的廣告媒體和娛樂產品。

And finally, Snowflake is holding our Build event for technical executives including CTOs, VPs of engineering, data scientists, data engineers and application developers.

最後，Snowflake 正在為技術主管舉辦我們的 Build 活動，包括 CTO、工程副總裁、數據科學家、數據工程師和應用程序開發人員。

In closing, our results demonstrate high-quality, durable growth coupled with improving efficiency, and we're looking forward to executing the second half of the year.

最後，我們的業績證明了高質量、持久的增長以及效率的提高，我們期待著下半年的執行。

With that, I will now turn the call over to Mike.

有了這個，我現在將把電話轉給邁克。

Thank you, Frank.

謝謝你，弗蘭克。

We saw continued strength across the board in Q2 with great sales execution and operational efficiencies, setting us up for a strong back half of the year.

我們在第二季度看到了全面的持續增長，出色的銷售執行和運營效率，為今年下半年的強勁表現奠定了基礎。

Our Q2 product revenues were $255 million, representing 103% year-over-year growth.

我們第二季度的產品收入為 2.55 億美元，同比增長 103%。

Consumption outperformance was led by our financial services customers with continued strength from our technology and health care verticals.

我們的金融服務客戶憑藉我們的技術和醫療保健垂直領域的持續實力引領消費表現。

Our rapid growth is driven by our existing customer base.

我們的快速增長是由我們現有的客戶群推動的。

The expansion of our net revenue retention rate to 169% is indicative of the power of our product over time as well as our sales team driving long-term business outcomes.

我們的淨收入保留率擴大到 169%，這表明我們的產品隨著時間的推移以及我們的銷售團隊推動長期業務成果的力量。

Q2 was an impressive quarter of sales execution.

第二季度是一個令人印象深刻的銷售執行季度。

Remaining performance obligations grew to $1.529 billion with net new bookings led by the technology and financial services verticals.

剩餘的履約義務增長到 15.29 億美元，其中技術和金融服務垂直領域的新預訂淨額領先。

We are still maturing the sales organization to sell multiyear contracts, and the timing of the largest multiyear deals will be lumpy.

我們仍在成熟銷售多年期合同的銷售組織，最大的多年期交易的時間安排將是不穩定的。

As a reminder, in Q2 last year, we sold our largest multiyear contract ever, a 3-year $100 million deal.

提醒一下，去年第二季度，我們出售了我們有史以來最大的多年期合同，一份 3 年 1 億美元的合同。

While the multiyear component of new booking sets up a difficult comparison, we saw a net -- we saw new annualized contract value accelerate compared to the year ago period.

雖然新預訂的多年部分很難進行比較，但我們看到了淨額——我們看到新的年化合同價值與去年同期相比有所增加。

This is why RPO and revenue must be evaluated together in a consumption-based business model.

這就是為什麼必須在基於消費的業務模型中同時評估 RPO 和收入的原因。

Of the $1.5 billion in RPO, we expect approximately 56% to be recognized as revenue in the next 12 months, representing approximately $87 million increase quarter-over-quarter.

在 15 億美元的 RPO 中，我們預計未來 12 個月將有約 56% 被確認為收入，環比增長約 8700 萬美元。

We remain focused on penetrating the largest enterprises globally as we believe these organizations provide the largest opportunity for account expansion.

我們仍然專注於滲透全球最大的企業，因為我們相信這些組織為客戶擴展提供了最大的機會。

In Q2, the number of customers with greater than $1 million in trailing 12-month product revenue increased to 116, up from 104 last quarter.

在第二季度，過去 12 個月產品收入超過 100 萬美元的客戶數量從上一季度的 104 增加到 116。

The second quarter was a breakout quarter for us in terms of profitability and efficiency.

就盈利能力和效率而言，第二季度對我們來說是一個突破性的季度。

On a non-GAAP basis, our product gross margin was 73.6%, up 140 basis points from last quarter.

按非公認會計原則計算，我們的產品毛利率為 73.6%，比上一季度增長 140 個基點。

Increased price per credit related to higher priced edition consumption and higher-than-expected compute as a percent of revenue from improved storage compression mentioned last quarter drove the outperformance.

與更高價格的版本消費和高於預期的計算相關的每信用價格上漲佔上個季度提到的改進存儲壓縮收入的百分比推動了出色的表現。

We have confidence in our ability to show leverage over time, but we view this significant quarter-over-quarter increase as onetime in nature.

我們對隨著時間的推移展示槓桿作用的能力充滿信心，但我們認為這種顯著的季度環比增長本質上是一次性的。

Operating margin was negative 8%, benefiting from revenue outperformance.

營業利潤率為負 8%，受益於收入表現出色。

Our adjusted free cash flow margin was 1%, positively impacted by strong linearity in bookings operating margin outperformance.

我們調整後的自由現金流利潤率為 1%，這受到預訂營業利潤率表現強勁線性的積極影響。

Going forward, we believe we will remain adjusted free cash flow positive.

展望未來，我們相信我們將保持調整後的自由現金流為正。

As a reminder, adjusted free cash flow excludes the impact of net cash paid or received on both employee and employer payroll taxes related items on employee stock transactions.

提醒一下，調整後的自由現金流不包括支付或收到的淨現金對員工和雇主工資稅相關項目對員工股票交易的影響。

This quarter, we saw a $15 million impact from those items.

本季度，我們看到這些項目產生了 1500 萬美元的影響。

We maintained a strong cash position with approximately $5.1 billion in cash, cash equivalents and short-term and long-term investments.

我們保持著強勁的現金頭寸，擁有約 51 億美元的現金、現金等價物以及短期和長期投資。

Now let's turn to our guidance and outlook.

現在讓我們轉向我們的指導和展望。

For the third quarter of fiscal 2022, we expect product revenues between $280 million and $285 million, representing year-over-year growth between 89% and 92%.

對於 2022 財年第三季度，我們預計產品收入在 2.8 億美元至 2.85 億美元之間，同比增長 89% 至 92%。

Turning to margins.

轉向邊緣。

We expect, on a non-GAAP basis, negative 7% operating margin, and we expect 303 million weighted average shares outstanding.

我們預計，在非公認會計原則的基礎上，營業利潤率為負 7%，我們預計有 3.03 億股加權平均流通股。

For the full year fiscal 2022, we expect product revenues between $1.06 billion and $1.07 billion, representing year-over-year growth between 91% and 93%.

對於 2022 財年全年，我們預計產品收入在 10.6 億美元至 10.7 億美元之間，同比增長 91% 至 93%。

Turning to profitability for the full year.

轉向全年盈利。

We expect, on a non-GAAP basis, 73% product gross margins, negative 9% operating margin and 7% adjusted free cash flow margin, and we expect 300 million weighted average shares outstanding.

我們預計，在非公認會計準則基礎上，73% 的產品毛利率、9% 的負營業利潤率和 7% 的調整後自由現金流利潤率，我們預計有 3 億股加權平均流通股。

Our outlook assumes that we will still add more than 1,200 net new employees during the fiscal year.

我們的展望假設我們在本財年仍將增加 1,200 多名淨新員工。

With respect to COVID, our forecast now assumes that we will most likely continue to work remotely for the foreseeable future, and we have paused most travel with a slight uptick of return-to-office expenses in the fourth quarter, where we anticipate an eventual return to the office.

關於 COVID，我們現在的預測假設我們很可能在可預見的未來繼續遠程工作，並且我們已經暫停了大多數旅行，第四季度的返回辦公室費用略有增加，我們預計最終會在返回辦公室。

We do not have a specific time line for that goal.

我們沒有針對該目標的具體時間表。

With that, operator, you can now open up the line for questions.

有了這個，接線員，您現在可以打開問題線了。

As a reminder, Christian Kleinerman, our SVP of Product, will be joining us for Q&A.

提醒一下，我們的產品高級副總裁 Christian Kleinerman 將加入我們的問答環節。

(Operator Instructions) Your first question comes from the line of Mark Murphy from JPMorgan.

（操作員說明）您的第一個問題來自摩根大通的 Mark Murphy。

Congratulations on a solid first half of the year.

祝賀今年上半年取得了不錯的成績。

Frank, how many of your Fortune 500-type customers are in discussions with you today with some kind of a plan to build their own data cloud, for instance, in energy cloud or an insurance cloud or a retail cloud that uses Snowflake's data sharing model?

弗蘭克，您今天有多少財富 500 強類型的客戶正在與您討論某種構建自己的數據云的計劃，例如，在能源雲或保險雲或使用雪花數據共享模型的零售雲中?

And then I had a quick follow-up for Mike.

然後我對邁克進行了快速跟進。

I don't have an exact authoritative number to report back to you, but I can tell you that I'm involved in those conversations on a daily basis.

我沒有確切的權威號碼可以向您報告，但我可以告訴您，我每天都參與這些對話。

We lead with a value proposition literally in every conversation.

我們在每一次談話中都以價值主張為主導。

We're betting 1,000 when we go down the data cloud path.

當我們沿著數據云路徑前進時，我們下注 1,000。

So we're super excited by the way this is resonating with our future customers.

因此，我們對這與我們未來的客戶產生共鳴的方式感到非常興奮。

Now that said, the way our market has historically worked, people have had a workload attitude and mentality to the world in terms of moving to the cloud.

話雖如此，按照我們的市場歷史上的運作方式，人們在遷移到雲方面對世界有著工作量的態度和心態。

So sometimes the data cloud is viewed as something that is sort of Phase 2 or Phase 3. People are first preoccupied with moving data to the cloud, then moving workloads to the cloud and then having -- sort of pulling up and having a look at what's next.

因此，有時數據云被視為某種第 2 階段或第 3 階段。人們首先全神貫注於將數據移動到雲，然後將工作負載移動到雲，然後 - 有點拉起並查看下一步是什麼。

We're working very hard to make sure that we look at the data cloud right from the beginning.

我們正在努力確保從一開始就關注數據云。

And the real reason is what you don't want to do, and this is what we tell every single customer that we meet with, is to recreate the silos of the past in the cloud because they'll find the exact same set of challenges that they have today.

真正的原因是你不想做的事情，這就是我們告訴我們遇到的每一位客戶，是在雲中重建過去的孤島，因為他們會發現完全相同的挑戰他們今天擁有的。

So the data cloud conversation has to happen upfront to prevent people from re-siloing their data and really selling themselves short on the potential of data sciences, machine learning and all the advanced analytics capabilities that are coming down the pike.

因此，數據云對話必須提前進行，以防止人們重新孤立他們的數據，並在數據科學、機器學習和所有即將出現的高級分析能力的潛力上真正賣空自己。

I see.

我懂了。

Okay.

好的。

And then, Mike, you spent a little time talking about the RPO.

然後，邁克，您花了一點時間談論 RPO。

I wanted to ask you on the next 12 months portion of RPO that we understand it's an estimate of future consumption.

我想問你關於 RPO 的未來 12 個月部分，我們知道這是對未來消耗的估計。

Do you have any thoughts on how to model it this year?

你對今年如何建模有什麼想法嗎？

Because if that kind of strips out the multiyear noise, just for instance, would we think about it growing in line with revenue growth?

因為如果這種方式消除了多年的噪音，例如，我們會認為它會隨著收入增長而增長嗎？

Or could it be slightly above?

或者可能略高於？

Slightly below?

略低於？

Any framework for that?

有什麼框架嗎？

I'm not really giving that.

我不是真的給那個。

It's been running in the low to mid-50s.

它一直在 50 年代中期到 50 年代中期運行。

And as I said, we expect 56% based on what we're seeing today.

正如我所說，根據我們今天看到的情況，我們預計 56%。

That could change.

這可能會改變。

And it really changes based upon how many multiyear deals we do because, obviously, when the total RPO grows because of multiyear, that percentage could come down.

它確實會根據我們進行多少多年交易而發生變化，因為顯然，當總 RPO 因多年交易而增長時，該百分比可能會下降。

But what we're seeing now, it's 56% we're estimating.

但我們現在看到的是，我們估計的是 56%。

Your next question comes from the line of Gregg Moskowitz from Mizuho.

您的下一個問題來自瑞穗的 Gregg Moskowitz。

Congratulations on a good quarter.

祝賀一個好季度。

Frank, you called out strength in financial services.

弗蘭克，你在金融服務方面表現出了實力。

And I'm just wondering, when you look at consumption patterns, is there anything that you noticed that sort of stood out on a geo basis this quarter?

我只是想知道，當您查看消費模式時，您是否注意到本季度在地理基礎上突出的東西？

On a geo basis, I think we're sort of experiencing traditional patterns in enterprise software adoptions, U.S. leading, EMEA following, after that, Asia Pacific.

在地理基礎上，我認為我們正在體驗企業軟件採用的傳統模式，美國領先，歐洲、中東和非洲緊隨其後，然後是亞太地區。

We're actually really encouraged by the uptick in EMEA.

實際上，我們對 EMEA 的增長感到非常鼓舞。

We certainly have work to do coming into the company in terms of how we were approaching that marketplace.

就我們如何接近該市場而言，我們當然還有工作要做。

It's coming around really well, very pleased in what's going on in Asia Pacific as well.

它的發展非常好，對亞太地區正在發生的事情也非常滿意。

I mean we're really big on making sure that all our products, all our regions, all our channels are showing up every single quarter, and that's really a key focus when you're driving high growth the way we have been.

我的意思是，我們非常重視確保我們所有的產品、所有地區、所有渠道每個季度都出現，當您像我們一樣推動高速增長時，這確實是一個關鍵焦點。

So everybody is contributing and that's -- if there is a secret sauce, that's part of it.

所以每個人都在做出貢獻，這就是——如果有秘訣，那就是其中的一部分。

All right.

好的。

That's very helpful.

這很有幫助。

And then just for Mike, so you've now signed up more than 10% of the Fortune 500 over just the last 12 months.

然後只為邁克，所以在過去的 12 個月裡，你現在已經註冊了超過 10% 的財富 500 強企業。

That's incredibly difficult to do.

這是非常困難的事情。

And my question here is, given the nature of your model, would it be fair to say that a very small percentage of your Q2 revenue came from these 54 relatively new Fortune 500 customers.

我的問題是，鑑於您的模型的性質，是否可以公平地說，您第二季度收入的一小部分來自這 54 位相對較新的財富 500 強客戶。

I would say less than 1% has come from new customers we landed in the quarter.

我想說不到 1% 來自我們在本季度登陸的新客戶。

And for the full year, less than 10% will be for customers we land in the year.

而對於全年而言，我們在這一年登陸的客戶將佔不到 10%。

As a reminder -- and when we land these customers, it takes 9 to 12 months before they really start consuming at a rate.

提醒一下——當我們吸引這些客戶時，他們需要 9 到 12 個月才能真正開始消費。

So what's really driving the revenue this year are all of the customers we landed -- those large customers we landed last year.

所以今年真正推動收入的是我們獲得的所有客戶——我們去年獲得的那些大客戶。

And I want to stress too, it's not just those large -- we have a lot of small customers that drive a lot of revenue too.

我也想強調一下，不僅僅是那些大客戶——我們還有很多小客戶也帶來了很多收入。

It's just the point is those large customers, they have a lot of growth potential within them still today.

關鍵是那些大客戶，他們今天仍然有很大的增長潛力。

Your next question comes from the line of Kirk Materne from Evercore ISI.

您的下一個問題來自 Evercore ISI 的 Kirk Materne。

Mike, I actually want to follow up on that on the last point you made in terms of the bigger customers taking 9 to 12 months to start consuming.

邁克，我實際上想跟進你所說的最後一點，即大客戶需要 9 到 12 個月才能開始消費。

How have you guys been working with sort of the ecosystem broadly to make sure that, that cadence stays on track as you add more and more of those large customers?

你們是如何廣泛地與某種生態系統合作，以確保隨著您添加越來越多的大客戶，這種節奏保持在正軌上？

Do you feel good that the kind of resources that are out in the market in terms of consultants, professional services partners are out there to make sure that after you sort of land these customers, that they are on track to start consuming within sort of the approximate time frame you laid out?

您是否覺得市場上的顧問、專業服務合作夥伴等資源可以確保在您找到這些客戶後，他們有望開始消費您制定的大致時間範圍？

Yes.

是的。

So it's a couple of ways.

所以有幾種方法。

It's done through our professional service people, and we probably do, I think, less than 10% of them out there.

這是通過我們的專業服務人員完成的，而且我認為，我們可能只有不到 10% 的人這樣做。

But we have a whole alliances program that's focused on all the global GSIs and the regional partners.

但我們有一個完整的聯盟計劃，專注於所有全球 GSI 和區域合作夥伴。

And I think the number of those partners, including GSIs, is up 3x from what it was last year.

我認為這些合作夥伴的數量，包括 GSI，比去年增加了 3 倍。

And you can see one of the things on our professional service line, a big chunk of that is training.

您可以在我們的專業服務線上看到其中一件事，其中很大一部分是培訓。

And we are spending a lot of time training partners, so their people can get certified, doing a lot of train the trainers, so they can add more resources that are Snowflake certified to do these migrations and implementations.

我們正在花費大量時間培訓合作夥伴，以便他們的人員能夠獲得認證，對培訓師進行大量培訓，以便他們可以添加更多經過 Snowflake 認證的資源來進行這些遷移和實施。

And just a quick one for Frank.

對弗蘭克來說只是一個快速的。

Frank, you guys have taken sort of a vertical approach to sales quicker than you did at the last company -- your last company.

弗蘭克，你們採取垂直銷售的方式比上一家公司——你們上一家公司更快。

Can you just talk about the opportunities within the Federal government or governments in general?

你能談談聯邦政府或一般政府內部的機會嗎？

It's sort of a big quarter for the Federal that we're all aware of?

我們都知道，對於聯邦政府來說，這是一個很大的季度？

But I was just kind of curious on that vertical in particular where you think you are and maybe where you could be in 12, 18 months from now.

但我只是對那個垂直方向有點好奇，特別是你認為自己在哪裡，也許在 12 個月、18 個月後你可能會在哪裡。

Yes.

是的。

Actually, a great question because, ironically, this wasn't true in the previous company that you referenced.

實際上，這是一個很好的問題，因為具有諷刺意味的是，在您提到的前一家公司中，情況並非如此。

Public sector is actually the slowest market for Snowflake to come along, and Asia Pacific traditionally, especially Japan, tend to be the slow adopters.

公共部門實際上是 Snowflake 出現最慢的市場，而亞太地區傳統上，尤其是日本，往往是緩慢的採用者。

They're actually coming around much faster and public sector is actually slower.

他們實際上來得更快，而公共部門實際上更慢。

And one of the reasons is cloud adoption in the Federal government is really hard because of the standards that they have for companies like ours, and we can go on-premise, something that we did do at ServiceNow as you recall.

原因之一是聯邦政府的雲採用非常困難，因為他們為像我們這樣的公司製定了標準，而且我們可以進行內部部署，正如您所記得的那樣，我們在 ServiceNow 所做的事情。

We are now getting close to approaching the requirements for broadly being able to contest Federal business.

我們現在正接近接近能夠廣泛競爭聯邦業務的要求。

We believe that Federal business can become 15% of our total number, so there is an enormous opportunity pending for us there, where we have not really effectively addressed it up to this point, but we are super confident that we are going to.

我們相信聯邦業務可以占到我們總數的 15%，因此那裡有巨大的機會等待著我們，到目前為止我們還沒有真正有效地解決它，但我們非常有信心我們會做到。

There is a lot of tremendous demand there.

那裡有很多巨大的需求。

And it's very much a procedural set of requirements that we have to grind through and it's not easy to do.

這在很大程度上是一組程序要求，我們必須努力解決，而且不容易做到。

So once it's there, it will also really form quite a moat, a barrier, if you will, around that type of cloud business.

所以一旦它在那裡，它也會真正形成一條護城河，一個障礙，如果你願意的話，圍繞這種類型的雲業務。

Your next question comes from the line of Brent Bracelin from Piper Sandler.

您的下一個問題來自 Piper Sandler 的 Brent Bracelin。

First one for Frank or Christian here.

弗蘭克或克里斯蒂安的第一個。

We saw a noticeable uptick in the number of data lake migrations to Snowflake this quarter, clearly builds on the data warehouse migrations.

我們看到本季度數據湖遷移到 Snowflake 的數量顯著增加，這顯然是建立在數據倉庫遷移的基礎上的。

But what's resonating most with enterprises that are now standardizing on Snowflake for data lake use cases?

但是，對於現在將 Snowflake 標準化為數據湖用例的企業來說，最能引起共鳴的是什麼？

Is there new feature functionality that you've added to enable that?

您是否添加了新的功能來啟用它？

And how big of an opportunity can that be as you think about that going forward?

當您考慮到這一點時，這會有多大的機會？

Yes, certainly.

是的，當然了。

Christian here.

基督徒在這裡。

I think it's the breadth of the platform that we are presenting to our customers, not only performance advantages relative to alternatives but the economic benefits that our performance represents.

我認為這是我們向客戶展示的平台的廣度，不僅是相對於替代品的性能優勢，還有我們的性能所代表的經濟效益。

We hear that consistently and that has driven migration from a variety of platforms.

我們一直聽到這一點，這推動了從各種平台的遷移。

Helpful.

有幫助。

And then, Mike, as we just think about the operating margin this year, it's narrowed materially faster than expected, encouraging to see the leverage in the model.

然後，邁克，當我們只考慮今年的營業利潤率時，它的收窄速度比預期的要快得多，看到模型中的槓桿作用令人鼓舞。

But how much of an improvement would you attribute to just product gross margin improvement here versus higher sales productivity that you expect in the second half clearly performing better?

但是，與您預期下半年明顯表現更好的銷售生產力提高相比，您認為僅產品毛利率的提高有多大改善？

Just trying to understand what's driving that.

只是想了解是什麼推動了這一點。

Yes.

是的。

Well, it's -- the gross profit is driving part of that, the revenue outperformance and also improved gross margins.

嗯，這是 - 毛利潤推動了其中的一部分，收入表現出色，毛利率也有所提高。

As we said, we improved 150 basis points.

正如我們所說，我們提高了 150 個基點。

We're really looking more to keep our sales productivity flat and improve that because if it's growing too fast, it means we're not adding reps at a fast enough pace out there.

我們真的希望更多地保持我們的銷售生產力平穩並提高它，因為如果它增長得太快，這意味著我們沒有以足夠快的速度增加銷售代表。

And it's really partly because of COVID with the return to office.

這實際上部分是因為 COVID 與重返辦公室。

We're not traveling that we saw some uptick in and our hiring was more back-end loaded.

我們沒有出差，因為我們看到了一些上升，我們的招聘更多的是後端負載。

And as most of you know, we tend to be very cost conscious when we spend money on anything.

正如你們大多數人所知，當我們花錢買任何東西時，我們往往非常注重成本。

And I don't think there's a lot of waste in our numbers.

而且我不認為我們的人數有很多浪費。

Got it.

知道了。

So a lot of that is just the flow-through on the product side, and then it sounds like still hiring aggressively.

所以很多只是產品方面的流程，然後聽起來仍然在積極招聘。

Helpful color.

有用的顏色。

Your next question comes from the line of Gray Powell from BTIG.

您的下一個問題來自 BTIG 的 Gray Powell。

Congratulations on the strong results.

祝賀你取得了不錯的成績。

So yes, maybe a high-level question on my side.

所以是的，也許是我這邊的一個高級問題。

I guess what do you see as the bigger driver of your business today?

我猜你認為什麼是你今天業務的更大驅動力？

Is it the replacement of legacy data warehouse architectures?

它是對傳統數據倉庫架構的替代嗎？

Or is it more net new from modern companies like Instacart and Coinbase that start out and build businesses on top of Snowflake?

還是來自像 Instacart 和 Coinbase 這樣在 Snowflake 之上開始並建立業務的現代公司的全新產品？

It's Frank.

是弗蘭克。

It's actually an important question to ask because we have very high net revenue retention rates and people are often wondering, where's that coming from because that's typically not seen.

這實際上是一個重要的問題，因為我們的淨收入保留率非常高，人們經常想知道，這是從哪裡來的，因為這通常是看不到的。

The reason is a lot of what Snowflake does is what we call enabling the demand.

原因是 Snowflake 所做的很多事情就是我們所說的實現需求。

In other words, we're not creating it.

換句話說，我們不是在創造它。

We're allowing it to happen.

我們允許它發生。

So there's a lot of latent, bottled-up, pent-up demand that has literally grown over literally decades where people have -- because of fixed capacity limits on storage, on computational or contractual limitations, they have not been able to do what the technology is now capable of doing.

因此，有很多潛在的、被壓抑的、被壓抑的需求在過去幾十年裡一直在增長——由於存儲容量的固定限制、計算或合同限制，他們無法做到技術現在可以做到。

So just unlocking that puzzle and allowing workloads to be provisioned, allow unlimited number of concurrent workloads, let jobs run every night as opposed to once a month if you're lucky, that is really the explosion of the enablement of demand that was already there, is really the big, big driver behind Snowflake.

因此，只要解開這個難題並允許配置工作負載，允許無限數量的並發工作負載，讓作業每晚運行一次，而不是一個月一次，如果幸運的話，這確實是已經存在的需求支持的爆炸式增長，真的是雪花背後的大驅動力。

Now there are others.

現在還有其他人。

I mean there's brand-new use cases that are exploding in several of these verticals that are driving a lot of demand as well.

我的意思是，在這些垂直領域中，有一些全新的用例正在爆炸式增長，也推動了大量的需求。

This is a very dynamic marketplace.

這是一個非常活躍的市場。

This is not, okay, we have an existing workload.

這不是，好吧，我們有一個現有的工作量。

We're going to move it to the cloud and call it a day.

我們將把它移到雲端，然後收工。

That is not the nature of this business.

這不是這項業務的性質。

This is a very fluid, dynamic process where people are doing brand-new innovative things.

這是一個非常流暢、動態的過程，人們正在做全新的創新事情。

The great thing about the public cloud combined with Snowflake is that technology is no longer standing in the way.

公共雲與 Snowflake 相結合的好處在於，技術不再是阻礙。

What is only standing in the way now is your imagination and your budget.

現在唯一阻礙的是您的想像力和預算。

Those are not minor things, by the way, but that's a hell of a lot better than having a fixed limitation that we historically have had to live with.

順便說一句，這些都不是小事，但這比我們在歷史上不得不忍受的固定限制要好得多。

Your next question comes from the line of Patrick Colville from Deutsche Bank.

您的下一個問題來自德意志銀行的 Patrick Colville。

Can I just ask about this vertical strategy that you referenced at the beginning of the call?

我可以問一下您在通話開始時提到的這種垂直策略嗎？

Probably for Frank.

可能是為了弗蘭克。

I mean how much of the vertical strategy is product specificity versus kind of go to market and partnerships?

我的意思是產品特異性與進入市場和合作夥伴關係的垂直戰略有多少？

It's not product.

它不是產品。

We only have one product, and the product is not vertical as it's a horizontal product.

我們只有一個產品，而且產品不是垂直的，因為它是一個水平的產品。

It's an infrastructure platform.

它是一個基礎設施平台。

So this is really about use cases.

所以這實際上是關於用例的。

It's how you apply the technology to industry-specific challenges and problems.

這是您如何將技術應用於特定行業的挑戰和問題。

So you can, as you said, it very much has to do with, okay, what are specific institutions doing in specific industries with Snowflake and how can other entities in that industry and sub-industry take advantage of those learnings.

因此，正如您所說，這與特定機構在特定行業中使用 Snowflake 所做的事情以及該行業和子行業中的其他實體如何利用這些學習非常有關係。

There's a lot of talk going on inside these verticals between entities about, "Hey, what are the opportunities to apply these technologies to problems that we're all living with?" So that's why verticalization is so important because we can really accelerate our business when these use cases and these opportunities are becoming more broadly shared.

在這些垂直領域內，實體之間有很多關於“嘿，將這些技術應用於我們都生活的問題的機會是什麼？”這就是垂直化如此重要的原因，因為當這些用例和這些機會被更廣泛地共享時，我們可以真正加速我們的業務。

Yes, that's helpful.

是的，這很有幫助。

And can I keep going on the product side actually and just talk about Snowpark?

我可以繼續討論產品方面的問題，只談雪上公園嗎？

Again, you referenced that in your prepared remarks.

同樣，您在準備好的評論中提到了這一點。

I mean even though we're still kind of early in that product cycle, just help me understand the indicators that you're seeing that drive confidence that developers embrace Snowpark?

我的意思是，即使我們仍處於產品週期的早期階段，請幫助我了解您所看到的指標，這些指標推動了開發人員對 Snowpark 的信心？

Yes.

是的。

Christian here.

基督徒在這裡。

We look at a number of adoption metrics.

我們研究了一些採用指標。

All of them are following our most successful launches relative to other previews we've done.

相對於我們已經完成的其他預覽，他們都在關注我們最成功的發布。

We have talked to the different customers that have been early adopters of the technology, and the feedback is overwhelmingly positive.

我們與早期採用該技術的不同客戶進行了交談，反饋非常積極。

And as Frank mentioned in his remarks, we have over 50 partners that have signed up to drive solutions in Snowpark.

正如弗蘭克在講話中提到的那樣，我們有超過 50 家合作夥伴已經簽約，以推動 Snowpark 的解決方案。

And they also have overwhelmingly positive feedback, but that will also provide leverage to the adoption.

他們也有非常積極的反饋，但這也將為採用提供槓桿作用。

So we're highly confident.

所以我們很有信心。

Your next question comes from the line of Keith Weiss from Morgan Stanley.

您的下一個問題來自摩根士丹利的 Keith Weiss。

This is Sanjit Singh for Keith.

這是 Keith 的 Sanjit Singh。

I have another question for Christian.

我還有一個問題要問克里斯蒂安。

It sort of relates to Snowflake and maybe the application market, which is a $300 billion market today.

它有點與 Snowflake 相關，也可能與應用市場有關，如今這個市場價值 3000 億美元。

As customers are sort of centralizing more and more of your data onto Snowflake, what are the potential opportunities in terms of applications, development of applications on top of Snowflake?

隨著客戶將越來越多的數據集中到 Snowflake 上，在應用程序方面有哪些潛在機會，在 Snowflake 之上開發應用程序？

Maybe it's a next-generation CRM or a next-generation financial application.

也許它是下一代 CRM 或下一代金融應用程序。

Given that you're centralizing that data, what do you think that Snowflake's role could be when it comes to applications?

鑑於您正在集中這些數據，您認為 Snowflake 在應用程序方面的作用是什麼？

Is that something more that partners would sort of build on top of?

合作夥伴會在此基礎上建立更多的東西嗎？

Or could we see Snowflake have some ambitions on the application side of the house?

或者我們可以看到雪花在房子的應用方面有一些野心嗎？

Yes.

是的。

Christian here.

基督徒在這裡。

It's a great question and really something that is an important priority for us.

這是一個很好的問題，對我們來說確實是一個重要的優先事項。

We shared some of this vision at our Investor Day.

我們在投資者日分享了一些這樣的願景。

One of the biggest challenges that application developers face today is the notion of data governance where they need to get customers to trust them and share the data with them.

應用程序開發人員今天面臨的最大挑戰之一是數據治理的概念，他們需要讓客戶信任他們並與他們共享數據。

What we are enabling is bringing those applications to operate within the governance and security perimeter of Snowflake, and we see interest from applications across horizontals and verticals wanting to build on top of Snowflake and running closer to the data without creating copies or silos.

我們正在使這些應用程序在 Snowflake 的治理和安全範圍內運行，我們看到了橫向和縱向應用程序的興趣，他們希望在 Snowflake 之上構建並在不創建副本或孤島的情況下運行更接近數據。

Yes.

是的。

One follow-up.

一個跟進。

This is Frank.

這是弗蘭克。

One of the things that we talk about when we talk about the Data Cloud is that it is a completely comprehensive hemisphere for application developers.

當我們談論數據云時，我們談論的一件事是，它是應用程序開發人員的一個完全全面的半球。

And I referenced this in the prepared remarks, but what that means is we have a Data Cloud that has, number one, live data.

我在準備好的評論中提到了這一點，但這意味著我們有一個數據云，第一，實時數據。

Number two, it has full-blown infrastructure, obviously, that can scale unlimited as a function of our public cloud relationships.

第二，它擁有成熟的基礎設施，顯然，可以根據我們的公共雲關係進行無限擴展。

We have, through Snowpark, a complete application development infrastructure on top of that cloud.

通過 Snowpark，我們在該雲之上擁有完整的應用程序開發基礎架構。

Then we have a marketplace that allows people to find, to discover, to explore, to try out applications.

然後我們有一個市場，允許人們查找、發現、探索和試用應用程序。

And then you layer monetization on top of that.

然後在此之上進行貨幣化。

You have basically an environment where developers can build cloud applications that the world has never seen before.

您基本上擁有一個環境，開發人員可以在其中構建世界上從未見過的雲應用程序。

And we sometimes compare this to what happened on mobile development, which obviously was a huge world.

我們有時會將其與移動開發中發生的事情進行比較，這顯然是一個巨大的世界。

The mobile developers have to set up separate environments for the iPhone and for Android.

移動開發人員必須為 iPhone 和 Android 設置單獨的環境。

Here, you literally have one place and you'll be able to target multiple runtime platforms in terms of AWS and Azure, GCP and so on.

在這裡，您實際上只有一個地方，您將能夠針對 AWS 和 Azure、GCP 等方面的多個運行時平台。

So that's really what the Data Cloud -- when it's fully built out and all its capabilities, what it will be.

所以這就是數據云的真正意義——當它完全建成並具備所有功能時，它將是什麼。

And so I think your question about software developers is strategically very important to Snowflake.

所以我認為你關於軟件開發人員的問題對 Snowflake 來說在戰略上非常重要。

Yes.

是的。

[People say] a lot have evolved.

[人們說]很多東西都發生了變化。

As a follow-up going into sort of Mike's commentary around the expansion opportunity within these larger customers, I know it's early in terms of like the data marketplace.

作為邁克圍繞這些大客戶的擴張機會的評論的後續行動，我知道就數據市場而言，這還為時過早。

But is there any sort of examples that you can cite in terms of customers standing up new revenue-generating businesses, whether it's data stores or data marketplace, monetizing that business and how that revenue that you're getting compares to their annual Snowflake spend?

但是，在客戶建立新的創收業務（無論是數據存儲還是數據市場）、將該業務貨幣化以及您獲得的收入與他們每年的 Snowflake 支出相比如何？

Is that a multiple of 2, 5, 10?

那是2、5、10的倍數嗎？

Any sort of indicator from some of these early cohorts that are monetizing, [standing] up new businesses on Snowflake?

來自這些早期群體中的任何一種指標，它們正在貨幣化，[站立]在雪花上的新業務？

Yes.

是的。

I think we -- this is Frank.

我想我們——這是弗蘭克。

We have seen some of our data partners certainly in the financial verticals having, in a very short period of time, very substantial expansion of their business.

我們已經看到我們在金融垂直領域的一些數據合作夥伴在很短的時間內實現了非常大的業務擴張。

We're literally a channel for them to reach demand that they couldn't through traditional challenges.

從字面上看，我們是他們滿足傳統挑戰無法滿足的需求的渠道。

I can't really bring any more sort of comparisons and metrics to it.

我真的無法為它帶來更多的比較和指標。

It's probably something that we'll try to do at a future point in time.

這可能是我們將來會嘗試做的事情。

But there is no doubt that, as I said during the prepared remarks, we have tremendous growth in the data listings that are coming on to the marketplace.

但毫無疑問，正如我在準備好的評論中所說，我們在即將進入市場的數據列表方面取得了巨大的增長。

And by the way, the reason that they're coming is because they're viewing Snowflake increasingly as a place where they can sell data.

順便說一句，他們來的原因是因為他們越來越多地將 Snowflake 視為可以出售數據的地方。

And the network effect starts to be induced and more data begets more data, right, because it becomes a very rich environment after a while.

並且開始引發網絡效應，更多的數據產生更多的數據，對，因為一段時間後它變成了一個非常豐富的環境。

So we're very positive with this quarter with the growth in listings, the growth in data just -- and so on.

因此，我們對本季度非常樂觀，因為上市數量的增長，數據的增長——等等。

And that's really how we track our progress in terms of the Data Cloud and the data networking relationships that make up that Data Cloud.

這就是我們在數據云和構成該數據云的數據網絡關係方面跟踪我們進展的方式。

Your next question comes from the line of Kamil Mielczarek of William Blair.

您的下一個問題來自 William Blair 的 Kamil Mielczarek。

Congrats on a strong quarter.

祝賀一個強勁的季度。

I believe you mentioned in your prepared remarks that tech and financial services were large drivers of RPO strength, and at your user conference, you called out media entertainment as your largest vertical.

我相信您在準備好的講話中提到，技術和金融服務是 RPO 實力的主要驅動力，在您的用戶大會上，您將媒體娛樂稱為您最大的垂直領域。

So it's great to see the broad growth.

所以很高興看到廣泛的增長。

As you look out across -- if you look across the 6 end markets that you've structured your sales force around, are there any industries that particularly stand out as drivers of strength over the next 1 to 2 years, especially as the economy opens up?

縱觀全局——如果你縱觀 6 個終端市場，你已經圍繞這些市場構建了銷售隊伍，是否有任何行業在未來 1 到 2 年內特別突出，尤其是在經濟開放時向上？

And where do you see the risks of deceleration, particularly as you think about your guidance?

您認為減速的風險在哪裡，尤其是當您考慮您的指導時？

Well, this is Frank.

嗯，這是弗蘭克。

You're correct.

你是對的。

Both media entertainment, that area is approximately the same order of magnitude as the financial services.

無論是媒體娛樂，那個領域都與金融服務差不多一個數量級。

Those are both big drivers of our business.

這些都是我們業務的重要推動力。

I really don't see any deceleration risk.

我真的沒有看到任何減速風險。

I'm just -- we're just waiting for industries that were heavily affected by the pandemic to come online.

我只是 - 我們只是在等待受大流行嚴重影響的行業上線。

Obviously, hospitality, aviation, all the places that have suffered disproportionately to start normalizing and will become, I guess, more daring in terms of their exploits with us.

顯然，酒店業、航空業，所有遭受不成比例的損失開始正常化的地方，我想，就他們與我們的合作而言，它們將變得更加大膽。

So I see that as upside.

所以我認為這是有利的。

But one of the great things about the type of business that we're in, it's very secular in the sense that it's really not driven by too many macro factors.

但我們所從事的業務類型的一大優點是，它非常世俗，因為它實際上並沒有受到太多宏觀因素的驅動。

I mean, this is something that people are going to do.

我的意思是，這是人們要做的事情。

Just some of them are just doing it faster than others.

他們中的一些人只是比其他人做得更快。

Yes, makes sense.

是的，有道理。

And just as a quick follow-up, can you talk about any changes you've seen on the competitor front?

作為一個快速跟進，你能談談你在競爭對手方面看到的任何變化嗎？

Are you seeing any private companies more often?

您是否經常看到任何私人公司？

And among your large public competitors, are you seeing any impact from the changes they're making to their platforms?

在您的大型公共競爭對手中，您是否看到他們對平台做出的改變有什麼影響？

Not really.

並不真地。

The competitive environment has been speculated upon quite a bit in recent days and weeks.

最近幾天和幾週，人們對競爭環境進行了很多猜測。

But from our perspective, things are the same.

但從我們的角度來看，事情是一樣的。

Now obviously, when you become a much bigger company as we have been, the intensity starts to pick up because you're just in more places and you're contesting in more places and so on.

現在很明顯，當你像我們一樣成為一家更大的公司時，強度開始上升，因為你只是在更多的地方，你在更多的地方競爭等等。

But fundamentally, the dynamic is as we have characterized it previously, so there's really nothing terribly noteworthy in this area.

但從根本上說，動態就像我們之前描述的那樣，所以在這個領域真的沒有什麼特別值得注意的。

Your next question comes from the line of Raimo Lenschow from Barclays.

您的下一個問題來自巴克萊銀行的 Raimo Lenschow。

I apologize for asking the question, but with a lot of the legacy players, you ask, okay, how is customer behavior changing now as the pandemic is getting better.

我很抱歉提出這個問題，但是對於很多老牌玩家，你會問，好吧，隨著大流行的好轉，現在客戶的行為發生了怎樣的變化。

We have like recovery talks and stuff like that.

我們有類似的恢復會談和類似的東西。

And new growth has been so strong over the last few quarters or throughout the whole life.

在過去的幾個季度或整個生命週期中，新的增長都非常強勁。

But do you see any change in customer behavior in terms of contract size, contract lengths and stuff like that coming through that we should think about that we might not think about?

但是，您是否看到客戶行為在合同規模、合同期限等方面發生了任何我們應該考慮而我們可能不會考慮的變化？

And then I had one follow-up.

然後我進行了一次跟進。

I haven't seen any real change in contract duration.

我沒有看到合同期限有任何真正的變化。

Still, the majority of our customers start with a 1-year contract; and then on the renewal, they do a multiyear contract.

儘管如此，我們的大多數客戶都是從 1 年的合同開始的。然後在續約時，他們簽訂了一份多年合同。

We did see our ACV pickup, but in terms of deal size, it's actually remained pretty consistent there.

我們確實看到了我們的 ACV 皮卡，但就交易規模而言，它實際上在那裡保持相當一致。

I will say there are some new customers we're in discussions with that are willing to do bigger deals, first year deals that are 1-year deals with them.

我會說，我們正在與一些新客戶進行討論，他們願意做更大的交易，第一年的交易是一年的交易。

But I don't think that's going to change the ramp time to any of these customers.

但我認為這不會改變這些客戶中的任何一個的斜坡時間。

Historically, they just take 9 to 12 months to really ramp a large customer.

從歷史上看，他們只需要 9 到 12 個月就可以真正吸引大客戶。

Yes.

是的。

Okay.

好的。

Perfect.

完美的。

And then one follow-up more for Frank maybe.

然後可能會為弗蘭克提供更多後續服務。

If you think about, initially, the discussion with like Snowflake as a Teradata competitor, but what we see now more and more is like you as a data platform, more guys working with you.

如果您最初考慮將 Snowflake 作為 Teradata 的競爭對手進行討論，但我們現在看到的越來越像您作為數據平台，更多的人與您合作。

How do you see that mix evolving?

您如何看待這種組合的演變？

How customers see you versus like some of the old traditional players in the future?

與未來的一些老牌傳統玩家相比，客戶如何看待你？

It almost feels like you're moving way beyond that, and it's kind of the long discussion that we are having here.

幾乎感覺你正在超越這一點，這是我們在這裡進行的長時間討論。

Congrats from me as well.

我也祝賀你。

Yes.

是的。

It's not entirely the wrong discussion to have.

這並不是完全錯誤的討論。

I mean both these dynamics are playing out at the same time.

我的意思是這兩種動態同時發揮作用。

There's tons of discussion going on in terms of legacy replacements and you mentioned Teradata.

關於遺留替代品的討論很多，您提到了 Teradata。

And the reality of the Teradata world is it's not that easy to pick up that workload and move it.

而 Teradata 世界的現實情況是，承擔並轉移工作負載並非易事。

It costs a lot of money.

需要花到很多錢。

And I think Teradata has done a good job making it bloody hard to move off their platform.

而且我認為 Teradata 做得很好，讓他們很難離開他們的平台。

Kudos to them.

向他們致敬。

But we're still up 30% year-on-year in terms of Teradata replacements.

但就 Teradata 替代品而言，我們仍同比增長 30%。

So that will play itself out over time.

因此，隨著時間的推移，這將發揮作用。

It's going to happen.

它會發生。

It's just is it going to go faster.

只是它會走得更快。

And it is going to happen.

它將會發生。

It's not going to stay.

它不會留下來。

But you are also correct that those are traditional data warehousing workloads; and obviously, we're the king of doing that sort of thing.

但是您也正確的是，這些是傳統的數據倉庫工作負載；顯然，我們是做這類事情的王者。

But as I commented earlier, we're busting out in all these verticals and all these new use cases that are going way beyond data warehousing.

但正如我之前評論的那樣，我們在所有這些垂直領域和所有這些遠遠超出數據倉庫的新用例中脫穎而出。

The data cloud is the evolution of the data warehouse.

數據云是數據倉庫的演進。

That is the way to think about it, right?

這就是思考的方式，對吧？

It is an incredibly enhanced vision of what data warehousing was, right?

這是對什麼是數據倉庫的一個令人難以置信的增強願景，對吧？

So that's where people want to go.

所以這就是人們想要去的地方。

They don't want to replicate the data warehousing legacy in the cloud.

他們不想複製雲中的數據倉庫遺留問題。

That is a missed opportunity, and that's why there's so much new energy and new dynamics going on because of what is now possible that wasn't before.

這是一個錯失的機會，這就是為什麼會有如此多的新能量和新動力發生，因為現在可能發生以前不可能的事情。

I'll also add, Raimo, too, it's not just Teradata.

我還要補充一點，Raimo，不僅僅是 Teradata。

There's piles of Hadoop on-prem, Cloudera that we are doing.

我們正在做大量的 Hadoop on-prem、Cloudera。

And we're in discussions with many customers who still have multiple years left on those contracts, but they're all in discussions to move to Snowflake.

我們正在與許多客戶進行討論，這些客戶的合同還剩多年，但他們都在討論轉移到 Snowflake。

It'll take a number of years.

這將需要數年時間。

Yes.

是的。

Okay.

好的。

Congratulations.

恭喜。

Thanks.

謝謝。

Thanks.

謝謝。

Your next question comes from the line of DJ Hynes from Canaccord Genuity.

您的下一個問題來自 Canaccord Genuity 的 DJ Hynes。

Mike, the net revenue expansion metrics stand out and continue to impress.

邁克，淨收入擴張指標脫穎而出並繼續給人留下深刻印象。

I'm just curious, as the base ages, are there any consistent signals that this expansion starts to plateau or normalize either at a certain time period or spend threshold?

我只是好奇，隨著基礎年齡的增長，是否有任何一致的信號表明這種擴張在某個時間段或支出閾值開始趨於平穩或正常化？

I don't know if there's cohort data that you can share.

我不知道您是否可以分享同類群組數據。

I'm just trying to think about how this plays out longer term as the business matures.

我只是想想想隨著業務的成熟，這將如何長期發揮作用。

Obviously, longer term, it will come down as our customer base becomes larger.

顯然，從長遠來看，隨著我們的客戶群變大，它會下降。

I think we've only been selling product for, what, 5 years now, 6 years.

我想我們現在只賣產品 5 年，6 年了。

And remember, this is going back 2 years.

請記住，這可以追溯到 2 年前。

Looking at it, I don't see any real slowdown in the near-term future, but definitely, over time, that number will come down.

看著它，我認為短期內不會出現任何真正的放緩，但隨著時間的推移，這個數字肯定會下降。

Okay.

好的。

And then, Frank, one for you.

然後，弗蘭克，給你一個。

As you continue to introduce new solutions, features, functionality, will they always be aimed at driving incremental consumption?

隨著您不斷推出新的解決方案、特性和功能，它們是否總是旨在推動增量消費？

Or do you see Snowflake ever introducing additional nonconsumption-based SKUs that could add different layers to the revenue model?

或者您是否看到 Snowflake 曾經引入額外的基於非消費的 SKU，這些 SKU 可以為收入模型添加不同的層次？

Well, we obviously are very focused.

好吧，我們顯然非常專注。

We look at the world through a lens of consumption.

我們從消費的角度看世界。

That is true.

那是真實的。

That's how we seek alignment.

這就是我們尋求對齊的方式。

But one area that comes to mind that is not consumption-based is through the monetization models that we are developing for data and data applications.

但我想到的一個不是基於消費的領域是通過我們為數據和數據應用程序開發的貨幣化模型。

So that will also drive consumption, but it will also have a transactional component that will be a completely different business model than consumption.

所以這也將推動消費，但它也會有一個交易組件，這將是一個與消費完全不同的商業模式。

Your next question comes from the line of Derrick Wood from Cowen.

您的下一個問題來自 Cowen 的 Derrick Wood。

Frank, I wanted to start a couple of questions in verticals.

弗蘭克，我想開始幾個垂直領域的問題。

Obviously, you guys highlighted financial services.

顯然，你們強調了金融服務。

And I'm just curious if you're seeing a trend of new use cases that -- is it customer 360?

我很好奇你是否看到了新用例的趨勢——是客戶 360 度嗎？

Is it trading?

是交易嗎？

Is it fraud detection, cybersecurity?

是欺詐檢測、網絡安全嗎？

Anything you'd highlight as trending upwards?

有什麼你想強調的向上趨勢嗎？

And then on a different vertical of retail, are you having any early traction kind of moving beyond analytics into operational automation like inventory management, supplier management, things that you can automate from an operational standpoint?

然後在不同的零售垂直領域，您是否有任何早期的牽引力，從分析轉向運營自動化，例如庫存管理、供應商管理，以及從運營角度可以自動化的事情？

Well, obviously, we have large customers like Instacart who obviously have revolutionized retail; and obviously, they have very important relationships with the large retailers all over the place.

嗯，很明顯，我們有像 Instacart 這樣的大客戶，他們顯然已經徹底改變了零售業。顯然，他們與各地的大型零售商有著非常重要的關係。

That -- the use of Snowflake there affords them whole kinds of new opportunities for insights and for optimization.

那——在那裡使用雪花為他們提供了各種新的洞察和優化機會。

So retail is hot.

所以零售很火。

It's really the combination of retail worth the CPGs, the consumer packaged goods providers, the amount of data that is moving back and forth between these entities and the insights that can now be derived and then how much faster these insights are being derived.

這實際上是零售價值 CPG、消費品供應商、在這些實體之間來回移動的數據量以及現在可以得出的洞察力以及這些洞察力得出的速度有多快的組合。

So in retail, it's certainly the type of business that has to come a long way in terms of sophistication.

因此，在零售業中，就複雜程度而言，這無疑是一種必須走很長一段路的業務。

It used to be that it was very difficult for them to have accurate inventory levels and really know where to restock and how to restock.

過去，他們很難掌握準確的庫存水平並真正知道在哪裡補貨以及如何補貨。

And things like Instacart have really helped because they run catalogs across all these stores.

像 Instacart 這樣的東西真的很有幫助，因為他們在所有這些商店中運行目錄。

They know exactly what's there, what's not there, and that's sort of the new value that's brought in terms of data to these verticals.

他們確切地知道那裡有什麼，沒有什麼，這就是在數據方面為這些垂直行業帶來的新價值。

I can go on and on about one vertical after another in terms of what's going on there.

就那裡發生的事情而言，我可以一個接一個地進行。

I mean I remember having a conversation with a Chief Science Officer of a big pharma, and they were saying that they view the biggest impact in the world of life sciences in terms of people's longevity and quality of life will come from data science and will not come from life science, which are really enormous statements to come out of life sciences companies that they think that the enrichment of data is going to create insight in terms of the effectiveness of treatments and therapies and protocols and so on that are going to have an enormous effect.

我的意思是，我記得與一家大型製藥公司的首席科學官進行過一次談話，他們說他們認為生命科學領域對人們壽命和生活質量的最大影響將來自數據科學，而不是來自生命科學，這是來自生命科學公司的非常重要的聲明，他們認為數據的豐富將在治療、療法和方案的有效性等方面產生洞察力，這些將產生巨大的影響。

So that's why you see data becoming insanely important to all these different verticals because of the impact that it's going to have on what these people do for a living.

所以這就是為什麼你會看到數據對所有這些不同的垂直行業變得非常重要，因為它會對這些人的謀生產生影響。

Great.

偉大的。

And one for Mike.

還有一個給邁克。

Obviously, impressive to see that 169% net revenue retention.

顯然，看到 169% 的淨收入保留率令人印象深刻。

You had said at least 60 -- 160% this year.

你說今年至少有 60 - 160%。

You're kind of pushing close to 170%.

你有點逼近170%。

Are you -- should we still be thinking about at least 160%?

你——我們還應該考慮至少160%嗎？

And what do you see as the biggest drivers that could generate upside to your expectations?

您認為哪些最大的驅動因素可能會超出您的預期？

I don't think it's going to go up.

我不認為它會上漲。

I think we're going to continue to be above 160% for the balance of the year, what I said last quarter.

我認為我們將在今年餘下時間繼續保持在 160% 以上，正如我上個季度所說的那樣。

And our large customers just continue to increase their consumption.

而我們的大客戶只是繼續增加他們的消費。

When I look at the forecast for this quarter, our largest customers are continuing to consume at a very rapid pace.

當我查看本季度的預測時，我們最大的客戶繼續以非常快的速度消費。

Next question comes from the line of Dan Church from Goldman Sachs.

下一個問題來自高盛的 Dan Church。

This is Dan Church on for Kash Rangan.

這是 Kash Rangan 的 Dan Church。

I just -- I'm piggying back on that net expansion rate, obviously 169% really healthy.

我只是 - 我正在利用淨擴張率，顯然 169% 真的很健康。

When you look at your large customers, how do you think about the runway that you have from a share of wallet perspective and how big Snowflake can ultimately become in terms of a line item and how sustainable that 160% number is?

當您查看您的大客戶時，您如何看待從錢包份額的角度來看您擁有的跑道，以及雪花最終可以成為多大的產品線，以及 160% 的數字有多可持續？

And then when you look at your $1 million customers, can you give us a sense of how much of that is Fortune 500 versus customers that may fall below that threshold?

然後，當您查看您的 100 萬美元客戶時，您能否讓我們了解其中有多少是財富 500 強與可能低於該門檻的客戶？

So I'm going to go first, Mike.

所以我要先走，邁克。

You can go second on the second part of the question.

您可以在問題的第二部分排在第二位。

It is really hard to predict where the ship is going to hit the beach because it is so dynamic.

真的很難預測這艘船將在哪裡撞上海灘，因為它是如此動態。

There's so much latent pent-up demand.

有很多潛在的被壓抑的需求。

There's so much opportunity.

有這麼多機會。

So it's really not that helpful to look at historical spend and try to extrapolate that into the future.

因此，查看歷史支出並嘗試將其推斷到未來確實沒有多大幫助。

And you see that in our net revenue retention rate.

您可以在我們的淨收入保留率中看到這一點。

It is strictly the fact that it's now possible that we're enabling that demand is why it's happening, right?

嚴格來說，我們現在有可能實現這種需求，這就是它發生的原因，對吧？

So can we foretell exactly what that's going to be?

那麼我們能準確地預測那將是什麼嗎？

No, we can't.

不，我們不能。

We're just going to follow it to where it leads and we're going to enable it to the maximum extent.

我們只是要跟隨它到達它的方向，我們將最大限度地啟用它。

But I can't put a stake in the ground and say this is what it will be.

但我不能把賭注放在地上，然後說這就是它的樣子。

Yes.

是的。

On your question, the Fortune 500, I just want to remind people, Fortune 500 is very much a U.S.-centric term.

關於你的問題，財富 500 強，我只想提醒人們，財富 500 強是一個非常以美國為中心的術語。

And the Fortune 500 account for roughly 25% of our $1 million plus customers.

財富 500 強約占我們 100 萬美元以上客戶的 25%。

We have a number of Global 2000.

我們有許多全球 2000 強企業。

We started looking at Global 2000.

我們開始關注全球 2000 強企業。

I think we now have 462 of the Global 2000.

我認為我們現在擁有全球 2000 強企業中的 462 家。

We'll start reporting on that next year.

我們將在明年開始報導。

But clearly, large customers are what are driving those.

但很明顯，大客戶是推動這些的因素。

That $1 million, there's a lot that aren't Fortune 500 that are large customers, and we think that will continue to be the case.

這 100 萬美元，有很多不是財富 500 強的大客戶，我們認為這種情況將繼續存在。

Yes, the Fortune 500s have big wallets, and those will be some of our largest customers, and we think that will continue to be the case.

是的，財富 500 強擁有大筆資金，他們將是我們的一些最大客戶，我們認為情況將繼續如此。

In terms of your net revenue retention, I'm not going to guide long term.

就您的淨收入保留而言，我不會長期指導。

It's hard to do that.

很難做到這一點。

I'm just going to say -- reiterate again what I said to Derrick, is we will stay above 160% for this year.

我只想說 - 再次重申我對 Derrick 所說的話，今年我們將保持在 160% 以上。

And I do expect longer term as our customer base gets bigger and bigger and more mature, that number will come down, but I still think it'll be well above 130%, 140% for a very long time.

而且我確實預計隨著我們的客戶群越來越大和越來越成熟，這個數字會下降，但我仍然認為它會在很長一段時間內遠高於 130%、140%。

That's really helpful.

這真的很有幫助。

And then just a quick follow-up.

然後只是快速跟進。

I mean we talked about the storage compression improvements last quarter and some of the impact on gross margins as revenue mix shifts more towards compute.

我的意思是我們討論了上個季度的存儲壓縮改進以及隨著收入組合更多地轉向計算而對毛利率的一些影響。

And then we layer on kind of the opportunity you have and data sharing to drive incremental compute per unit of storage.

然後，我們利用您擁有的機會和數據共享來推動每單位存儲的增量計算。

How do you see that impacting gross margins over the next, let's say, 12 to 24 months?

您如何看待這對未來（比如 12 到 24 個月）毛利率的影響？

Well, we saw it right now, and I'm not expecting a big increase in -- as a reminder, we do new storage compression technology every 2 years.

好吧，我們現在就看到了，我預計不會有很大的增長——提醒一下，我們每 2 年開發一次新的存儲壓縮技術。

We just rolled that one out last quarter.

我們上個季度剛剛推出了那個。

Storage is running just under 10% of our total revenue.

存儲在我們總收入中的佔比不到 10%。

And so clearly, compute is what's driving the margin though.

很明顯，計算是推動利潤率的因素。

And we think with data sharing, there will be a higher percentage of compute going forward.

我們認為，通過數據共享，未來計算的百分比將會更高。

I don't expect it to see much improvement on the storage side.

我不希望它在存儲方面看到太大的改進。

The biggest driver though of gross margin is as we move into larger customers that are buying enterprise and business critical, that is more software rich that drives the gross margin.

毛利率的最大驅動力是隨著我們進入購買企業和關鍵業務的更大客戶，即更多的軟件豐富推動了毛利率。

Your next question comes from the line of Pat Walravens from JMP Securities.

您的下一個問題來自 JMP Securities 的 Pat Walravens。

This is Joe on for Pat.

這是喬為帕特准備的。

Great to see the strength in the Asia Pacific region.

很高興看到亞太地區的實力。

I guess at what point would it make sense to expand to a fourth cloud in the region, like Alibaba Cloud?

我猜想在該地區擴展到第四個雲，比如阿里雲，什麼時候才有意義？

I guess what's the thought process there?

我想那裡的思考過程是什麼？

Any color would be great.

任何顏色都會很棒。

Yes.

是的。

Let me just say, first off, we have made a decision as a company that we need to move into China.

我只想說，首先，作為一家公司，我們已經做出了進軍中國的決定。

That's because China is now integral to the world economy.

這是因為中國現在是世界經濟不可或缺的一部分。

It's not a separate market, and our largest customers are demanding, insisting that we be there.

這不是一個單獨的市場，我們最大的客戶要求很高，堅持要我們在那裡。

And we're literally in the middle of figuring out how to be there, and we're reevaluating all those options.

我們實際上正在弄清楚如何去那裡，我們正在重新評估所有這些選擇。

Whether we are in one flavor of the cloud or another, it depends a whole lot on what type of a dynamic we're anticipating.

無論我們是處於一種雲還是另一種雲中，這在很大程度上取決於我們預期的動態類型。

We've learned a whole bunch from being with Amazon, being with Microsoft and being with Google; and we're certainly going to take those learnings into that market as well.

我們從與亞馬遜、微軟和谷歌的合作中學到了很多東西；我們當然也會將這些經驗帶入該市場。

Christian, anything you want to add to that?

克里斯蒂安，你想補充什麼嗎？

I would add that we like meeting customers where they are, and they guide very much our deployment regional as well as cloud deployments.

我要補充一點，我們喜歡在客戶所在的地方與他們會面，他們非常指導我們的區域部署和雲部署。

As Frank said, yes, we want to go in China and is working with our customers that we determine how we do that.

正如弗蘭克所說，是的，我們想進入中國，並且正在與我們的客戶合作，確定我們如何做到這一點。

There are no further questions on queue.

隊列中沒有其他問題。

Ladies and gentlemen, this does conclude today's conference call.

女士們先生們，今天的電話會議到此結束。

Thank you for participating.

感謝您的參與。

You may now disconnect.

您現在可以斷開連接。