Unity Software Inc (U) 2022 Q2 法說會逐字稿

Thank you, everyone, for joining Unity's Second Quarter Earnings Call. I would like to remind participants that during this conference call, we will be making forward-looking statements, including statements about goals, business outlook, industry trends, market opportunities and expectations for future financial performance, all of which are subject to risks, uncertainties and assumptions.

謝謝大家參加 Unity 的第二季度財報電話會議。我想提醒與會者，在本次電話會議期間，我們將做出前瞻性陳述，包括有關目標、業務前景、行業趨勢、市場機會和對未來財務業績的預期的陳述，所有這些都受到風險、不確定性的影響和假設。

You can find more information about these risks and uncertainties in the Risk Factors section of our filings at sec.gov and the press release we issued this morning. Actual results may differ and we take no obligation to revise or update any forward-looking statements. We will also be discussing non-GAAP financial measures today and reconciliations between our GAAP and non-GAAP financial results and the discussion and limitations of our non-GAAP financial measures, can be found in our earnings press release, which was issued earlier today and is available on our website under the Investor Relations tab on the appendix to this call's slide deck.

您可以在我們提交給 sec.gov 的文件的風險因素部分以及我們今天上午發布的新聞稿中找到有關這些風險和不確定性的更多信息。實際結果可能有所不同，我們不承擔修改或更新任何前瞻性陳述的義務。我們今天還將討論非 GAAP 財務指標，我們的 GAAP 和非 GAAP 財務結果之間的對賬以及我們的非 GAAP 財務指標的討論和限制，可以在我們今天早些時候發布的收益新聞稿中找到，可在我們網站上本次電話會議幻燈片附錄的“投資者關係”選項卡下找到。

On July 13, we announced a definitive agreement to merge with ironSource, which we expect to close in the fourth quarter of this year. We also preannounced that our second quarter results were slightly higher than the top end of our guidance and reduced our full year revenue guidance.

7 月 13 日，我們宣布了與 IronSource 合併的最終協議，我們預計將在今年第四季度完成合併。我們還預先宣布，我們的第二季度業績略高於我們指導的上限，並降低了我們的全年收入指導。

Today, we will go deeper into our results and projections. Now joining me today are our CEO, John Riccitiello; our CFO, Luis Visoso, Marc Whitten, our Create Solutions Leader; and Ingrid Lestiyo of our Operate Solutions leader. With that, let me turn the call over to John.

今天，我們將更深入地研究我們的結果和預測。今天加入我的是我們的首席執行官 John Riccitiello；我們的首席財務官 Luis Visoso、我們的 Create Solutions 負責人 Marc Whitten；和我們的運營解決方案負責人 Ingrid Lestiyo。有了這個，讓我把電話轉給約翰。

Thank you, Richard. Before we dive in, I want to address what everyone is aware of, the AppLovin proposal. I acknowledge we received a proposal, and I want you to know that we aren't going to make any comments at this time.

謝謝你，理查德。在我們深入研究之前，我想先談談每個人都知道的 AppLovin 提案。我承認我們收到了一份提案，我想讓你知道我們目前不會發表任何評論。

I'd like to start this call by reminding us of Unity's North Star, and that is our belief that the world is a better place with more creators in it. It is this belief that has guided us over the years and continues to guide our decisions across the company.

我想通過提醒我們 Unity 的北極星來開始本次電話會議，這就是我們的信念，即世界是一個擁有更多創造者的更美好的地方。正是這種信念多年來一直指導著我們，並繼續指導我們在整個公司的決策。

Through years of innovation, investments and hard work by everyone at Unity, Unity has become the world's leading platform for real-time 3D content creation designed to enable creator success and ultimately, this led to Unity having 2 main lines of business: Create, to help creators make real-time 3D content; and Operate, where we help these creators find operational and business success with their content.

通過 Unity 所有人的多年創新、投資和辛勤工作，Unity 已成為世界領先的實時 3D 內容創作平台，旨在幫助創作者取得成功，最終，這導致 Unity 擁有 2 條主要業務線：創作、幫助創作者製作實時 3D 內容；和運營，我們幫助這些創作者通過他們的內容在運營和業務上取得成功。

The second quarter of 2022 came in consistent with our last update, but well below the standard we have set for ourselves for growth and value creation. We can and will do better. Revenue of $297 million is up 9% year-over-year and slightly above guidance of $290 million to $295 million. We are encouraged by the sustained growth in Create as we strengthen our relationship with customers.

2022 年第二季度與我們上次的更新一致，但遠低於我們為自己設定的增長和價值創造標準。我們可以而且會做得更好。收入為 2.97 億美元，同比增長 9%，略高於 2.9 億美元至 2.95 億美元的指引。隨著我們加強與客戶的關係，我們對 Create 的持續增長感到鼓舞。

And while we are also pleased with the crop progress we are making in Operate, our underperformance in monetization remains disappointing. We have several product and engineering efforts in place to get our monetization business back on a stable footing.

雖然我們也對我們在 Operate 中取得的作物進展感到滿意，但我們在貨幣化方面的表現不佳仍然令人失望。我們在產品和工程方面進行了多項努力，以使我們的貨幣化業務重新站穩腳跟。

We have fixed the data challenges that we discussed last quarter and are launching new features. We are seeing improvements in our products with lead indicators such as Audience Pinpointer accuracy, showing our innovations are effective.

我們已經解決了上個季度討論的數據挑戰，並正在推出新功能。我們看到我們的產品通過 Audience Pinpointer 準確性等領先指標得到了改進，這表明我們的創新是有效的。

Despite the progress, we lowered Unity's full year revenue guidance to $1.3 billion to $1.35 billion as revenue uptick is slower than modeled. We attribute this to a combination of recent negative macroeconomic factors and the complexity of accurately forecasting the timing of the change in revenue trajectory of the monetization business.

儘管取得了進展，但我們將 Unity 的全年收入指引下調至 13 億美元至 13.5 億美元，因為收入增長速度低於預期。我們將此歸因於近期宏觀經濟的負面因素以及準確預測貨幣化業務收入軌跡變化時間的複雜性。

Now let me start with Create. Create delivered another strong quarter with revenue of $121 million, up 66% year-over-year. We were building a large Create business fueled by innovation and market tailwinds as the world transitions from linear in 2D to real-time 3D, which is more engaging and interactive experience.

現在讓我從創建開始。 Create 實現了又一個強勁的季度，收入為 1.21 億美元，同比增長 66%。隨著世界從線性 2D 過渡到更具吸引力和互動體驗的實時 3D，我們正在建立一個由創新和市場順風推動的大型 Create 業務。

Our games business continues to strengthen as we improve tools and features, which are used by creators to launch amazing and successful games. And we are seeing acceleration in our business outside of games with big wins across industries and geographies. We're adding new customers and expanding our business with existing customers that are building their business on our digital point capabilities.

隨著我們改進工具和功能，我們的遊戲業務繼續加強，創作者使用這些工具和功能來推出令人驚嘆和成功的遊戲。我們看到我們在遊戲之外的業務在加速發展，在各個行業和地區都取得了巨大的勝利。我們正在增加新客戶並與現有客戶擴展我們的業務，這些客戶正在我們的數字點功能上建立他們的業務。

Our focus on creators and solving their toughest challenges has enabled us to more than double our Create business from $55 million in the second quarter of 2020 to $121 million in the second quarter of 2022. We're approaching $0.5 billion yearly run rate and growing at a healthy pace, and I believe that we are just getting started.

我們專注於創作者並解決他們最嚴峻的挑戰，這使我們的 Create 業務從 2020 年第二季度的 5500 萬美元增加到 2022 年第二季度的 1.21 億美元，增長了一倍以上。我們的年運營率接近 5 億美元，並且增長速度為健康的步伐，我相信我們才剛剛開始。

We are encouraged by the performance in the Games business. The second quarter of 2022 was our biggest games quarter ever. Our strong performance included record adoption of our 2021 long-term stable or LTS version and the 2022 Tech Stream and expansion of Data-Oriented Tech Stack or DOTS capability.

我們對遊戲業務的表現感到鼓舞。 2022 年第二季度是我們有史以來最大的遊戲季度。我們的強勁表現包括創紀錄地採用我們的 2021 年長期穩定版或 LTS 版本和 2022 年技術流以及擴展面向數據的技術堆棧或 DOTS 能力。

Unity is much more than games now as our growing success outside of games are tests. Our business outside of games represented 25% of our total Create business for the full year of 2021 and 33% for the fourth quarter of 2021. At the end of the second quarter 2022, our business outside of games represented 40% of our total Create business. And remember, this mix expansion is within the context of having our best revenue quarter ever for our gaming business.

Unity 現在不僅僅是遊戲，因為我們在遊戲之外的日益成功是考驗。 2021 年全年，我們的遊戲以外業務佔 Create 業務總額的 25%，2021 年第四季度佔 33%。截至 2022 年第二季度末，我們的遊戲以外業務佔 Create 總業務的 40%商業。請記住，這種混合擴展是在我們的遊戲業務擁有有史以來最好的收入季度的背景下進行的。

I want to acknowledge the amazing games made by creators on Unity and the inspiration that it is to us. Their dedication and commitment to the Crafting gaming development places us to constantly innovate and evolve our products. Unity's aim is to provide creators with the complete set of tools they need to be successful. And with that, let me hand it over to Marc to bring some of this to life.

我想感謝創作者在 Unity 上製作的精彩遊戲以及它對我們的啟發。他們對 Crafting 遊戲開發的奉獻和承諾使我們能夠不斷創新和發展我們的產品。 Unity 的目標是為創作者提供成功所需的一整套工具。有了這個，讓我把它交給 Marc 來實現其中的一些。

Thanks, John. The investments that we make in our platform and tools are reflected in the wins that we have achieved quarter-over-quarter. Our customers are leveraging the advancements in Unity's platform to realize the vision for their games. Unity 2021 LTS comes with significant additions and improvements for visual scripting, editor extensibility, SceneView overlays for artist-driven tools and acid [injestion].

謝謝，約翰。我們在平台和工具上的投資反映在我們季度環比取得的勝利中。我們的客戶正在利用 Unity 平台的進步來實現他們的遊戲願景。 Unity 2021 LTS 對可視化腳本、編輯器可擴展性、藝術家驅動工具的 SceneView 覆蓋和酸 [注入] 進行了重大添加和改進。

It also adds editor support for Apple Silicon and target platform support for ChromeOS, Android App bundles as well as expanding our adaptive performance support so that you can launch quicker and manage mobile device resources for better performance.

它還增加了對 Apple Silicon 的編輯器支持和對 ChromeOS、Android 應用程序包的目標平台支持以及擴展我們的自適應性能支持，以便您可以更快地啟動和管理移動設備資源以獲得更好的性能。

It supports new functionality for 2D and 3D workflows as well as new feature functionality for our rendering pipelines across both our universal rendering pipeline and our high-definition rendering pipeline. We developed these new capabilities first in our tech stream releases. And after we receive sufficient input and validation from our community of creators, we land those capabilities as the next long-term stable release.

它支持 2D 和 3D 工作流程的新功能，以及我們的通用渲染管道和高清渲染管道的渲染管道的新功能。我們首先在我們的技術流版本中開發了這些新功能。在我們從創作者社區收到足夠的輸入和驗證後，我們會將這些功能作為下一個長期穩定版本。

This year's Unity 2022 Tech Stream focuses on significant improvements in several major systems, including refining our user input framework and a focus on developer and artist productivity through features like better flying tooling, better material variant productivity and significant performance improvements as well as connectivity with other creation tools.

今年的 Unity 2022 技術流側重於幾個主要係統的重大改進，包括改進我們的用戶輸入框架，並通過更好的飛行工具、更好的材料變體生產力和顯著的性能改進以及與其他系統的連接等功能關注開發人員和藝術家的生產力創作工具。

But what's most important to us is seeing creator success in bringing their experiences to life. We continue to see a large share of games released across all gaming platforms made with Unity. And these run the gamut from the largest games publishers in the world to Indie developers releasing their very first games to massive success.

但對我們來說最重要的是看到創作者成功地將他們的體驗變為現實。我們繼續看到在使用 Unity 製作的所有遊戲平台上發布的大量遊戲。從世界上最大的遊戲發行商到發布他們的第一款遊戲並獲得巨大成功的獨立開發者，它們的範圍很廣。

And we believe that players should be able to find and play games on any platform. Unity enables developers to build their game for any destination platform from the first mile to the last. Our partnerships with platform and hardware creators enable games to be deployed across mobile, console, PC, AR, VR and web.

我們相信玩家應該能夠在任何平台上找到和玩遊戲。 Unity 使開發人員能夠為從第一英里到最後一英里的任何目標平台構建他們的遊戲。我們與平台和硬件創建者的合作夥伴關係使遊戲能夠在移動設備、控制台、PC、AR、VR 和 Web 上部署。

So for starters, millions of mobile game developers around the world are using Unity to build the next generation of successful games. Today, Unity powers more than 70% of the top mobile games. Our engine is optimized to create highly performing games that work across a huge variety of devices and specs and have the tools to make it easier to deploy games and manage their ongoing life cycle. There are great examples here across the board.

因此，對於初學者來說，全球數百萬移動遊戲開發者正在使用 Unity 構建下一代成功的遊戲。如今，Unity 為超過 70% 的頂級手機遊戲提供支持。我們的引擎經過優化，可以創建適用於各種設備和規格的高性能遊戲，並擁有使遊戲部署和管理持續生命週期變得更容易的工具。這裡有很多很好的例子。

Kabam launched Disney's Mirrorverse to much [fanfare] in mobile in June. And Subway Surfers by SYBO, celebrated their tenth anniversary in May 2022, topping 3 billion downloads, demonstrating the longevity of mobile games developed on Unity. Second Dinner also launched Marvel Snap into several global markets and another success that was made with Unity. Beyond mobile, Unity continues to perform superbly on other platforms.

Kabam 於 6 月在移動設備上大張旗鼓地推出了迪士尼的 Mirrorverse。 SYBO 的 Subway Surfers 於 2022 年 5 月慶祝成立十週年，下載量突破 30 億次，證明了在 Unity 上開發的手機遊戲經久不衰。 Second Dinner 還將 Marvel Snap 推向了多個全球市場，並通過 Unity 取得了另一項成功。除了移動設備，Unity 繼續在其他平台上表現出色。

Nearly half of the steam games for PC were made with Unity in 2021. And those names continue to break through to the steam charts, where this quarter, 13 of the top 20 games in May alone were made with Unity. And we've seen fantastic new experiences here, like V Rising from Stunlock where the performance from DOTS enables Stunlock to scale up the world size and the number of players, it was a key factor for them, their choice of Unity.

2021 年，將近一半的 PC 版 Steam 遊戲是使用 Unity 製作的。這些名字繼續在 Steam 排行榜上取得突破，本季度，僅 5 月份的前 20 款遊戲中就有 13 款是使用 Unity 製作的。我們在這裡看到了精彩的新體驗，例如 V Rising from Stunlock，DOTS 的性能使 Stunlock 能夠擴大世界規模和玩家數量，這是他們選擇 Unity 的關鍵因素。

Neon White developed by Angel Matrix and published by Annapurna is another excellent example of how a small development team can punch (inaudible) way using Unity. And from these newest of game studios to send to the longest story, we saw great new console games, including Little Noah by Cygames and The Centennial case from Square Enix.

由 Angel Matrix 開發並由 Annapurna 發布的 Neon White 是小型開發團隊如何使用 Unity 打（聽不清）方式的另一個很好的例子。從這些最新的遊戲工作室到最長的故事，我們看到了很棒的新主機遊戲，包括 Cygames 的 Little Noah 和 Square Enix 的 The Centennial case。

Unity also enables creators to take their content to long established and newly emerging growing platforms such as VR and AR. In VR, on Oculus Quest, Unity Games made up 80% of the most popular games in July and 72% of the top selling games. These are very small sets of data points on the scale and scope of gaming with Unity. Wherever you find a platform or device with usage around the world, from the largest scale mobile platforms, PCs and consoles to the latest in VR devices, you're going to find an active and committed community of creators and they're going to be using Unity to create compelling games to entertain those users.

Unity 還使創作者能夠將他們的內容帶到建立已久的新興平台，例如 VR 和 AR。在 VR 領域，在 Oculus Quest 上，Unity Games 佔據了 7 月份最受歡迎遊戲的 80% 和最暢銷遊戲的 72%。這些是關於使用 Unity 進行遊戲的規模和範圍的非常小的數據點集。無論您在哪裡找到在全球範圍內使用的平台或設備，從最大規模的移動平台、PC 和遊戲機到最新的 VR 設備，您都會找到一個活躍且忠誠的創作者社區，他們將成為使用 Unity 創建引人入勝的遊戲來娛樂這些用戶。

Now I want to turn to our Create business outside of games, which includes media and entertainment, e-commerce, industrial and manufacturing, architecture and engineering, construction and many other industries. I want to share some customer highlights. I'm going to start with Obayashi, one of the top 3 construction companies in Japan. In the second quarter, we expanded our relationship with them to help them develop a digital platform to drive major efficiencies in their construction process. Specifically, their internal users will use real-time 3D as a foundational tool for the design and construction work. Obayashi chose Unity because they see our solution as the most extensible and scalable solution available.

現在我想轉向我們在遊戲之外的創造業務，包括媒體和娛樂、電子商務、工業和製造、建築和工程、建築和許多其他行業。我想分享一些客戶亮點。我將從日本三大建築公司之一的 Obayashi 開始。在第二季度，我們擴大了與他們的關係，以幫助他們開發一個數字平台，以提高其施工過程的主要效率。具體來說，他們的內部用戶將使用實時 3D 作為設計和施工工作的基礎工具。 Obayashi 之所以選擇 Unity，是因為他們認為我們的解決方案是最具可擴展性和可擴展性的解決方案。

Also in the second quarter, we signed our single largest digital twin agreement to date. This is a deal with CACI, one of the U.S. government's leading IT service partners. Through this relationship, Unity will help the government in defining human machine interfaces or HMI for the aerospace applications and beyond.

同樣在第二季度，我們簽署了迄今為止最大的單一數字孿生協議。這是與美國政府領先的 IT 服務合作夥伴之一 CACI 達成的協議。通過這種關係，Unity 將幫助政府為航空航天應用及其他應用定義人機界面或 HMI。

These applications demand an interactive, robust user experience very much like games. Now the ultimate goal of this program is to create a reference architecture based on Unity that all U.S. government agencies use for system design and HMI development.

這些應用程序需要非常類似於遊戲的交互式、強大的用戶體驗。現在，該計劃的最終目標是創建一個基於 Unity 的參考架構，所有美國政府機構都將其用於系統設計和 HMI 開發。

Also during the second quarter, we signed our first agency customer, eg+. Eg+ is a world-class content and creative production company based out of Long Beach, California. And in addition to providing eg+ with the technology required for the internal development teams to create real-time 3D content, we're going to be working with them on many projects such as designing the next-generation real-time 3D product configurators for a leading auto manufacturer.

同樣在第二季度，我們簽下了我們的第一個代理客戶，eg+。 Eg+ 是一家位於加利福尼亞州長灘的世界級內容和創意製作公司。除了為 eg+ 提供內部開發團隊創建實時 3D 內容所需的技術外，我們還將與他們合作開展許多項目，例如設計下一代實時 3D 產品配置器。領先的汽車製造商。

And we continue to strengthen our partnership with Mercedes Daimler. This quarter, we announced that from 2024 forward, all of Mercedes Daimler cars will be equipped with an HMI made with Unity. With this agreement, Unity is now an integral partner of one of the world's leading and most storied automotive OEMs. Together, Mercedes-Benz and Unity are taking next-generation user interaction such as Maps, Avatars and AI Concierges and in-car entertainment to a new level by implementing on a real-time 3D engine. We are proud to have found a new partner Mercedes-Benz to equip their vehicles with our visual fidelity and performance, including our years of experience in mobile gaming.

我們將繼續加強與梅賽德斯戴姆勒的合作夥伴關係。本季度，我們宣布從 2024 年開始，所有梅賽德斯戴姆勒汽車都將配備使用 Unity 製造的 HMI。通過這項協議，Unity 現在成為世界領先和最著名的汽車 OEM 之一的不可或缺的合作夥伴。通過在實時 3D 引擎上實施，梅賽德斯-奔馳和 Unity 一起將地圖、頭像和 AI 禮賓服務以及車載娛樂等下一代用戶交互提升到了一個新的水平。我們很自豪找到了新的合作夥伴梅賽德斯-奔馳，為他們的車輛配備我們的視覺保真度和性能，包括我們在移動遊戲方面多年的經驗。

These are great examples of the power of real-time 3D to help companies drive innovation, efficiency and engagement across their business in new ways. From building more efficiently and safely to operating complex physical machines to helping customers discover new products and services to our relationship with something as personal as your car.

這些是實時 3D 幫助公司以新方式推動創新、效率和參與度的絕佳示例。從更高效、更安全地建造到操作複雜的物理機器，再到幫助客戶發現新產品和服務，再到我們與汽車等私人物品的關係。

The growth of digital twin technologies in these industries and many more is large and it's accelerating. And we're continuing to invest in functionality and partnerships to ensure that we can meet our customers' needs and capture value in this space. This includes investing in product innovation like Neural Radiance feels or NeRF, rendering for visualizing zero touch-up object captures to make it possible for everyone to build their own digital twins and advanced synthetic data creation so that future algorithms and machines can be trained more effectively and efficiently.

在這些行業以及更多行業中，數字孿生技術的增長是巨大的，而且還在加速。我們將繼續投資於功能和合作夥伴關係，以確保我們能夠滿足客戶的需求並在該領域獲取價值。這包括投資於產品創新，如 Neural Radiance feel 或 NeRF，渲染以可視化零修飾對象捕獲，使每個人都可以構建自己的數字雙胞胎和先進的合成數據創建，以便更有效地訓練未來的算法和機器並且高效。

It also means working with the world's best partners to broaden our cloud strategy and thereby our ability to service even more customers. We have a long-standing relationship with Google Cloud and have seen incredible results through our customers. In addition, yesterday, we expanded our cloud capabilities by announcing a strategic partnership with Microsoft. This partnership brings the Azure cloud to the community of Unity developers around the world to power real-time 3D experiences across industries.

這也意味著與世界上最好的合作夥伴合作，擴大我們的雲戰略，從而擴大我們為更多客戶提供服務的能力。我們與 Google Cloud 建立了長期合作關係，並通過我們的客戶看到了令人難以置信的成果。此外，昨天，我們宣布與 Microsoft 建立戰略合作夥伴關係，從而擴展了我們的雲功能。此次合作將 Azure 雲帶入全球 Unity 開發者社區，為跨行業的實時 3D 體驗提供支持。

We are working together to make it easier for game developers to reach their players across Windows and Xbox through improved tools and more. I'm also super excited about our breakthrough partnership with Capgemini. We will jointly define and execute sector-specific solutions and professional services to deliver tailored platforms for our customers.

我們正在共同努力，通過改進的工具等，讓遊戲開發者更容易在 Windows 和 Xbox 上接觸他們的玩家。我也對我們與凱捷的突破性合作感到非常興奮。我們將共同定義和執行特定行業的解決方案和專業服務，為我們的客戶提供量身定制的平台。

This new global partnership will focus on sectors and use cases where digital customer employee experience will benefit most from consumer goods and retail to telecommunication, energy and utilities and much more. Now real-time 3D has one challenge that we must continue to work to address and that is the enormous need for 3D content.

這種新的全球合作夥伴關係將專注於數字客戶員工體驗將從消費品和零售到電信、能源和公用事業等領域受益最多的行業和用例。現在，實時 3D 面臨一個我們必須繼續努力解決的挑戰，那就是對 3D 內容的巨大需求。

3D content creation is complex and it's expensive, with large file sizes and complicated rendering techniques required that in order to deliver results that are tuned to a specific device and platform. It requires specific expertise and a variety of highly trained and technical artists in order to be successful. That's why our democratization mission includes the needs to provide powerful artist tools that make artists significantly more effective and productive, and that make it possible for more people to create in 3D.

3D 內容創建既複雜又昂貴，需要大文件大小和復雜的渲染技術，才能提供針對特定設備和平台調整的結果。它需要特定的專業知識和各種訓練有素的技術藝術家才能取得成功。這就是為什麼我們的民主化使命包括需要提供強大的藝術家工具，使藝術家顯著提高效率和生產力，並使更多人能夠進行 3D 創作。

This is necessary given the long-term growth of real-time 3D, and it's also a significant opportunity for TAM expansion for Unity by serving the needs of these creators. This is why we acquired Weta last year. And we're on track in making strong progress to deliver these extraordinary tools that power some of the world's most amazing content into the hands of creators in both VFX and real-time fields.

鑑於實時 3D 的長期增長，這是必要的，而且通過滿足這些創作者的需求，這也是 Unity 擴展 TAM 的重要機會。這就是我們去年收購 Weta 的原因。我們正在取得巨大進展，將這些非凡的工具提供給視覺特效和實時領域的創作者手中，為世界上一些最令人驚嘆的內容提供動力。

Today, we have more than 20 million cloud-based render hours on Avatar 2 and other productions. And this quarter, we completed our full mirror environment for the Weta tool chain, a first ever outside of Wellington, New Zealand. Our Weta Digital team is also defining and evolving the Universal Scene Descriptor or USD standard so that we can represent procedural content such as hair and [strand] grooms, vegetation and much more. And also things like physical camera, lighting and materials and deliver it consistently across Unity, Weta Digital and other artist tools.

今天，我們在《阿凡達 2》和其他作品上擁有超過 2000 萬個基於雲的渲染時間。本季度，我們完成了 Weta 工具鏈的完整鏡像環境，這在新西蘭惠靈頓之外尚屬首次。我們的 Weta Digital 團隊還在定義和發展通用場景描述符或 USD 標準，以便我們可以表示程序內容，例如頭髮和 [股] 新郎、植被等等。還有諸如物理相機、照明和材料之類的東西，並在 Unity、Weta Digital 和其他藝術家工具中始終如一地交付。

Our ultimate goal is to evolve the USD schema standards for industry at large. Now to bring Weta's tools to real time, here is an example where we've implemented our first version of clustered hair simulation into Unity as a novel GPU tile-based software restoration with analytic anti-aliasing and improved advanced physically-based hair lighting model for film quality hair strand rendering in real time. That's a mouthful. What this really means is that we can efficiently render millions of individual hair strands, all moving independently and uniquely without artifacts while accurately preserving the hair highlights and the beautiful way that light shines through software. In short, we can make it look and feel real.

我們的最終目標是為整個行業發展 USD 架構標準。現在將 Weta 的工具帶入實時，這是一個示例，我們在 Unity 中實現了我們的第一個集群頭髮模擬版本，作為一種新穎的基於 GPU 平舖的軟件恢復，具有分析抗鋸齒和改進的基於物理的高級頭髮照明模型用於實時渲染電影質量的髮束。那是一口。這真正意味著我們可以有效地渲染數百萬根單獨的髮絲，所有髮絲都獨立且獨特地移動，沒有偽影，同時準確地保留頭髮亮點和光線通過軟件照射的美麗方式。簡而言之，我們可以讓它看起來和感覺真實。

Let's take a look at an example.

讓我們看一個例子。

(presentation)

（介紹）

All right. This is what happens when you connect these powerful art tools with Unity. No longer the domain of VFX and film. This is the Lion, and it's running in real time on a Playstation 5 through Unity's high-definition render pipeline. The Lion features advanced machine learning and procedure art tools, including character deformation from Ziva, procedural vegetation and terrain from SpeedTree and more. With the powerful capabilities through Weta's Wig tooling, which bring these characters to life.

好的。當您將這些強大的藝術工具與 Unity 連接時，就會發生這種情況。不再是 VFX 和電影的領域。這就是 Lion，它通過 Unity 的高清渲染管道在 Playstation 5 上實時運行。 Lion 具有先進的機器學習和程序藝術工具，包括來自 Ziva 的角色變形、來自 SpeedTree 的程序植被和地形等。借助 Weta 的 Wig 工具的強大功能，這些功能使這些角色栩栩如生。

We told you that our goal is to drive up creative productivity and capability. And I want to focus on this quote by one of our artists working with our Weta Digital Wig tool and how much it speeds up the time to awesome. "Wig is a different way of working. It's actually the fastest groom tool that I've ever used, a high-quality hero groom that would take me several months to do for production in another grooming package is much faster to do in Wig in a mere couple of weeks with higher fidelity and many grooms go from weeks to one or a few days at far better quality levels and artistic controls throughout.

我們告訴過您，我們的目標是提高創造性生產力和能力。我想重點關注我們的一位藝術家使用我們的 Weta Digital Wig 工具的這句話，以及它在多大程度上加快了製作時間。 “假髮是一種不同的工作方式。它實際上是我用過的最快的美容工具，一個高質量的英雄新郎需要我幾個月才能在另一個美容包中進行生產，而在假髮中做起來要快得多僅僅幾週，保真度更高，許多新郎從幾周到幾天，質量水平和藝術控制都要好得多。

Even when you have to react to detailed art direction and feedback notes, like adjusting a specific strand from a reference shot, it's easy to author in Wig." Sara Hansen, Tech Artist, Ziva Unity Technologies.

即使您必須對詳細的藝術指導和反饋意見做出反應，例如從參考鏡頭中調整特定的股線，使用 Wig 進行創作也很容易。” Ziva Unity Technologies 技術藝術家 Sara Hansen。

I'm very excited share that we expect this work to be in preview with customers this year and for our first Weta tools to be released early next year, well ahead of our initial M&A integration schedule. With that, let me turn the call back to John.

我很高興與大家分享，我們預計這項工作將在今年與客戶一起預覽，並且我們的第一個 Weta 工具將於明年初發布，遠遠早於我們最初的併購整合計劃。有了這個，讓我把電話轉回給約翰。

Marc, the Lion demo is absolutely groundbreaking. In my 25 years in gaming and entertainment, I have had to great graphics many times. Your team has set a new bar. Before the Lion, I'd always compared what I was saying to the best I've seen before in a game or a film. This is the first time my comparison is to the real world. Congrats to your team for an amazing achievement.

Marc，Lion 演示絕對是開創性的。在我從事遊戲和娛樂的 25 年中，我不得不多次製作出色的圖形。您的團隊樹立了新的標杆。在 Lion 之前，我總是將我所說的與我之前在遊戲或電影中看到的最好的東西進行比較。這是我第一次與現實世界進行比較。祝賀您的團隊取得了驚人的成就。

Let's now cover the progress in Operate. We have fixed the data challenges and have strengthened our products with new features. We've also put in place monitoring mechanisms that allow us to more closely track our performance so that we can react faster when something goes wrong. And as a result of our work, we are seeing leading indicators such as Audience Pinpointer consistency and accuracy improve, showing that our interventions are effective. And we continue to innovate. We will continue to launch customer meaningful features in the back half of the year that aim to improve our customers' return on ad spend.

現在讓我們介紹一下 Operate 的進展情況。我們已經解決了數據挑戰，並通過新功能增強了我們的產品。我們還建立了監控機制，使我們能夠更密切地跟踪我們的表現，以便我們在出現問題時能夠更快地做出反應。由於我們的工作，我們看到諸如 Audience Pinpointer 一致性和準確性等領先指標得到改善，表明我們的干預措施是有效的。我們不斷創新。我們將在下半年繼續推出對客戶有意義的功能，旨在提高客戶的廣告支出回報率。

As mentioned at the beginning of the call, the revenue uptick is slower than modeled due to a combination of recent negative macroeconomic factors and the complexity of accurately forecasting the timing of the change in revenue trajectory with the monetization business. Operate's revenue of $159 million is down 13% year-over-year. This compares to $113 million in revenue in the second quarter of 2020 and $183 million in the second quarter of 2021, when we grew 63% year-on-year. Let me turn it to Ingrid to give you a more detailed status update.

正如電話會議開始時所提到的，由於最近的負面宏觀經濟因素以及準確預測收入軌跡變化時間與貨幣化業務的複雜性相結合，收入增長速度比建模要慢。 Operate 的收入為 1.59 億美元，同比下降 13%。相比之下，2020 年第二季度的收入為 1.13 億美元，2021 年第二季度的收入為 1.83 億美元，同比增長 63%。讓我把它交給英格麗德，為您提供更詳細的狀態更新。

Thanks, John. Last quarter, in addition to external factors, such as the competitive landscape, we identified 2 separate yet interrelated issues that impacted our monetization business. One, a data quality issue and the other, our Audience Pinpointer's products accuracy.

謝謝，約翰。上個季度，除了競爭格局等外部因素外，我們還發現了兩個獨立但相互關聯的問題，這些問題影響了我們的貨幣化業務。一是數據質量問題，二是我們的 Audience Pinpointer 的產品準確性問題。

Starting with the data quality issue, this one is behind us. We have removed the bad data that was inadvertently ingested from interacting with any of our models. Furthermore, we have fortified our monitoring capabilities and observability for our machine learning models to mitigate these rare types of events, should they occur again in the future.

從數據質量問題開始，這個問題已經過去了。我們已經刪除了在與我們的任何模型交互時無意中攝入的不良數據。此外，我們加強了機器學習模型的監控能力和可觀察性，以減輕這些罕見類型的事件，以防它們在未來再次發生。

In this process, we also improved our data incident response time to address issues more comprehensively and promptly. We have added significant investment in our Audience Pinpointer product, innovating on our models and customer experience to address our past scaling challenges. As a result, we have seen performance and accuracy improvements at scale, particularly in our contextual product, that is most meaningful for our customers impacted by privacy changes. We are seeing our progress reflected in customer success. Trailmix, for example, is a studio responsible for the creation of the hit title, Love & Pies, winner of the best casual game at the TIGA Games Industry Awards.

在這個過程中，我們還提升了數據事件響應時間，以更全面、更及時地解決問題。我們對 Audience Pinpointer 產品進行了大量投資，對我們的模型和客戶體驗進行了創新，以應對我們過去的擴展挑戰。結果，我們看到了性能和準確性的大規模改進，特別是在我們的上下文產品中，這對我們受隱私變化影響的客戶最有意義。我們看到我們的進步反映在客戶的成功上。例如，Trailmix 是一家負責創作熱門遊戲《Love & Pies》的工作室，該遊戲獲得了 TIGA 遊戲行業獎的最佳休閒遊戲獎。

The studio collaborated with Unity from early stages all the way up to global release to refine that targeting, test creatives and scale up their user acquisition efforts. Using Audience Pinpointer, the team was able to test the target audience and accelerate their growth journey after global release, achieving strong engagement metrics, showing 60% retention by day 1 as well as retaining players with an impressive 20% by day 30.

該工作室從早期階段一直到全球發布都與 Unity 合作，以完善定位、測試創意並擴大用戶獲取工作。使用 Audience Pinpointer，該團隊能夠在全球發布後測試目標受眾並加速他們的成長之旅，實現了強大的參與度指標，顯示到第 1 天留存率為 60%，到第 30 天留住玩家的留存率高達 20%，令人印象深刻。

We remain confident in the long-term outlook for monetization in games. In fact, we are not shying away from making bold moves during this time. We seized an opportunity and announce our intention to merge with ironSource to leapfrog our road map and accelerate value creation for our customers, Unity and our shareholders, which John will touch upon in a moment.

我們對遊戲貨幣化的長期前景仍然充滿信心。事實上，我們並沒有迴避在此期間採取大膽的舉措。我們抓住了一個機會，宣布我們打算與 IronSource 合併，以超越我們的路線圖並加速為我們的客戶、Unity 和我們的股東創造價值，John 稍後將談到這一點。

Let me close with an update on Unity Gaming Services, or UGS. UGS is a suite of tools and services built to simplify every developer's ability to create, host and manage their games in the cloud in a single dashboard experience. Today, more and more games are multiplayer social experiences that are connected in the cloud. We designed UGS to be modular to let creators select the best tools for their use case, whether the game was built with Unity, Unreal or any other game engine.

讓我以 Unity Gaming Services 或 UGS 的更新結束。 UGS 是一套工具和服務，旨在簡化每個開發人員在單一儀表板體驗中在雲中創建、託管和管理其遊戲的能力。如今，越來越多的遊戲是連接在雲端的多人社交體驗。我們將 UGS 設計為模塊化的，讓創作者可以為他們的用例選擇最佳工具，無論遊戲是使用 Unity、Unreal 還是任何其他遊戲引擎構建的。

With UGS, we provide a platform that hosts many of the world's most popular games with multiplay-enable, proven and robust voice and chat with Vivox while simultaneously measuring their game performance and engaging their players with Unity analytics, all within one UGS platform.

借助 UGS，我們提供了一個平台，可以託管許多世界上最受歡迎的遊戲，這些遊戲支持多人遊戲、經過驗證的強大語音和與 Vivox 聊天，同時通過 Unity 分析來衡量他們的遊戲性能並吸引他們的玩家，所有這些都在一個 UGS 平台內完成。

UGS supports creators with a consumption pricing model so they can work the way they want and only pay for what they use. That's a powerful business proposition, and we plan to take more of our platform in that direction in coming years.

UGS 通過消費定價模型支持創作者，因此他們可以按照自己想要的方式工作，並且只需為使用的內容付費。這是一個強大的商業主張，我們計劃在未來幾年將更多的平台用於這個方向。

Today, we are simplifying these services so small and large developers alike can launch experiences at the scale of their choice. Self-serve functionality allows developers to access and explore our products on their own, increasing our market reach. A few weeks ago, we published a case study with Axlebolt Studios for Standoff 2, a first-person shooter with millions of players, illustrating how they self-serve integrated voice chat from Vivox 4 years after their mobile games launched to supercharge their in-game community and gain a 63% increase in day 90 player retention.

今天，我們正在簡化這些服務，以便小型和大型開發人員都可以按照他們選擇的規模推出體驗。自助服務功能允許開發人員自行訪問和探索我們的產品，從而擴大我們的市場範圍。幾週前，我們發布了與 Axlebolt Studios 合作的案例研究 Standoff 2，這是一款擁有數百萬玩家的第一人稱射擊遊戲，展示了他們如何在推出手機遊戲 4 年後通過 Vivox 自助集成語音聊天來增強他們的輸入-遊戲社區，第 90 天的玩家留存率增加了 63%。

And this quarter, we are excited to launch multiplays game server hosting and matchmaker self-serve functionality to bring battle-tested AAA multiplayer services to developers of all sizes. Multiplayer games are amazingly fun but highly complex to develop and often require large teams and investment.

本季度，我們很高興推出多人遊戲服務器託管和媒人自助服務功能，為各種規模的開發者帶來久經考驗的 AAA 多人遊戲服務。多人遊戲非常有趣，但開發起來非常複雜，並且通常需要大型團隊和投資。

Since our beta in October last year and becoming generally available in June, the signs are promising for UGS. We have seen more than 50,000 games -- game developers signed up with 2,300 new customers added since our GA launch in June. While it is early days, we are optimistic that UGS will become a meaningful part of Unity's technology offering. We look forward to sharing more customer success and performance metrics from across the UGS platform next quarter.

自去年 10 月我們的測試版並於 6 月全面推出以來，這些跡像對 UGS 來說是有希望的。我們已經看到了超過 50,000 款遊戲——自 6 月 GA 發布以來，遊戲開發商註冊了 2,300 名新客戶。雖然現在還處於早期階段，但我們樂觀地認為 UGS 將成為 Unity 技術產品的重要組成部分。我們期待在下個季度分享更多來自 UGS 平台的客戶成功和績效指標。

With that, let me turn the call back to John.

有了這個，讓我把電話轉回給約翰。

Thanks, Ingrid. As I said at the top of the call, the AppLovin proposal was received and we will not comment at this time. A few weeks ago, we announced Unity and ironSource intend to join forces and will combine creation and growth into a single platform to increase creators' success.

謝謝，英格麗德。正如我在電話會議頂部所說的，AppLovin 提案已收到，我們目前不會發表評論。幾週前，我們宣布 Unity 和 IronSource 打算聯手，並將創作和成長結合到一個平台中，以提高創作者的成功率。

Today, I want to spend a few minutes framing the key messages and how we, together, will help creators find success consistency based on science and not just intuition and luck. As a reminder, the key message is shared when we announced the intent to merge with ironSource are: First, we intend to accelerate our path to becoming a leading end-to-end platform combining creation and growth in a way that creates great value for our customers. Game companies and companies and industries beyond gaming will be able to produce better content and enjoy superior user acquisition. Greater customer success, we expect this will propel their business and ours.

今天，我想花幾分鐘來構建關鍵信息，以及我們將如何共同幫助創作者基於科學而不僅僅是直覺和運氣，找到成功的一致性。提醒一下，當我們宣布與 IronSource 合併的意圖時，關鍵信息是：首先，我們打算加速成為領先的端到端平台，以創造巨大價值的方式將創造和增長結合起來。我們的顧客。遊戲公司以及遊戲以外的公司和行業將能夠製作更好的內容並享受卓越的用戶獲取。更大的客戶成功，我們預計這將推動他們和我們的業務。

Second, we expect to capture synergies from combining our platforms driving greater customer success and enabling the new Unity to deliver $1 billion adjusted EBITDA run rate by the end of 2024. And third, our combined company is expected to reflect a roughly 50-50 revenue mix between our creation and growth technologies and services.

其次，我們希望通過合併我們的平台來獲得協同效應，從而推動更大的客戶成功，並使新的 Unity 在 2024 年底之前實現 10 億美元的調整後 EBITDA 運行率。第三，我們合併後的公司預計將反映大約 50-50 的收入混合我們的創造和增長技術和服務。

Our intent is to unite the work of creating content and engaging users in one interim process where data flows from the growth platform in the creation process and makes the game better. It will start with a piece of content, perhaps a single level for a mobile game. That level will be married with sophisticated tools for user acquisition and creative testing to enable a creator and their growth experts to understand and learn from very early indications of user engagement, modernization and the cost to acquire a user and the engagement and where relevant, the LTV of that user. This is what game developers have done for years with A/B testing and learning from soft launches, but we can make it easier, smarter and more effective.

我們的目的是將創建內容和吸引用戶的工作統一到一個臨時過程中，在這個過程中數據從創建過程中的增長平台流出，並使遊戲變得更好。它將從一個內容開始，也許是手機遊戲的一個級別。該級別將與用於用戶獲取和創意測試的複雜工具相結合，使創作者及其增長專家能夠了解和學習用戶參與度、現代化和獲取用戶成本和參與度的早期跡象，並在相關的情況下，該用戶的 LTV。這是遊戲開發者多年來通過 A/B 測試和從軟發布中學習所做的事情，但我們可以讓它變得更容易、更智能、更有效。

Based on this learning, creators will iterate, change aspects of the content, the advertising and user acquisition strategies driving more financial success. And as most experiences in the future will be live experiences, when the content will change over time, this process will continue.

基於這種學習，創作者將迭代、改變內容、廣告和用戶獲取策略的各個方面，從而推動更多的財務成功。並且由於未來的大部分體驗將是現場體驗，當內容會隨著時間的推移而變化時，這個過程將繼續下去。

Our customers' creation and growth teams will be in a continuous process of learning and improvement where greater data scale will make the feedback look more powerful for all games created with Unity. Nat, together, Unity and ironSource strive to bring unprecedented value to our customers. We aim to provide what every customer needs, whether that customer is a mobile game, a console or PC game and whether that developer seeks to monetize or simply create for their own and their friends enjoyment.

我們客戶的創作和成長團隊將處於不斷學習和改進的過程中，更大的數據規模將使使用 Unity 創建的所有遊戲的反饋看起來更強大。 Nat，Unity 和 ironSource 一起努力為我們的客戶帶來前所未有的價值。我們的目標是滿足每位客戶的需求，無論該客戶是手機遊戲、主機遊戲還是 PC 遊戲，以及該開發者是否尋求貨幣化或只是為自己和朋友的樂趣而創造。

With that, let me turn the call to Luis to go through the numbers.

有了這個，讓我把電話轉給 Luis 來檢查號碼。

Thank you, John. In the second quarter of 2022, we delivered revenue of $297 million, up 9% year-over-year and at the high end of our guidance range. Create performed strongly with revenue of $121 million, up 66% from a year ago. As expected, Operate was impacted by the issues discussed last quarter. Revenue of $159 million declined 13% year-over-year.

謝謝你，約翰。 2022 年第二季度，我們實現了 2.97 億美元的收入，同比增長 9%，處於我們指導範圍的高端。 Create 表現強勁，收入為 1.21 億美元，同比增長 66%。正如預期的那樣，Operate 受到了上個季度討論的問題的影響。收入為 1.59 億美元，同比下降 13%。

Strategic partnerships and other delivered $18 million in revenue, down 2% from a year earlier. As we have seen over the years, the strategic partnerships and other business, quarterly results are impacted by the timing of key platform arrangements. At the end of the second quarter, we had 1,085 customers with trailing 12 months revenue about $100,000.

戰略合作夥伴關係和其他方面帶來了 1800 萬美元的收入，比去年同期下降了 2%。正如我們多年來所看到的，戰略合作夥伴關係和其他業務、季度業績受到關鍵平台安排時間的影響。在第二季度末，我們有 1,085 名客戶，過去 12 個月的收入約為 100,000 美元。

This compares to 888 customers at the end of the second quarter of 2021, an increase of 22% year-over-year. This lower rate of growth in our customer count above $100,000 is driven by Operate. Our 12-month trailing net dollar expansion rate came in at 121%, down from 142% last year. The drop in our net dollar expansion rate is driven by Operate.

相比之下，2021 年第二季度末有 888 家客戶，同比增長 22%。我們的客戶數量超過 100,000 美元的增長率較低是由 Operate 推動的。我們 12 個月的追踪淨美元擴張率為 121%，低於去年的 142%。我們的淨美元擴張率下降是由 Operate 推動的。

Our second quarter non-GAAP gross margin was 74.1%, down from 81% a year ago. The year-over-year gross margin decline is mainly due to lower mix from monetization, which has a higher gross margin than the average as well as the impact of (inaudible) as engineers supporting the business are charged to cost of goods sold. The non-GAAP operating expenses in the second quarter increased 19% as compared to the second quarter of 2021.

我們第二季度的非公認會計原則毛利率為 74.1%，低於一年前的 81%。毛利率同比下降的主要原因是貨幣化組合較低，其毛利率高於平均水平，以及（聽不清）支持業務的工程師被計入銷售成本的影響。與 2021 年第二季度相比，第二季度的非公認會計原則運營費用增加了 19%。

On a year-over-year basis, R&D, sales and marketing and G&A expenses grew 26%, 18% and 4%, respectively. All 3 line items saw favorable expense trends due to slower hiring, lower professional fees and favorable exchange rates. We closed the quarter with 6,246 employees.

與去年同期相比，研發、銷售和營銷以及 G&A 費用分別增長了 26%、18% 和 4%。由於招聘放緩、專業費用降低和有利的匯率，所有 3 個項目都出現了有利的支出趨勢。我們在本季度結束時有 6,246 名員工。

Non-GAAP loss from operations for the second quarter was minus $44 million or minus 14.9% of revenue. This compares to guidance of minus $62 million to minus $64 million. We did guidance as we're making strong progress against the $100 million cost savings program that we announced last quarter. Cash flow from operations was minus $43 million. We had -- sorry, 298 million outstanding and 360 million fully diluted shares at the end of the second quarter.

第二季度非公認會計原則的運營虧損為負 4400 萬美元或收入的負 14.9%。相比之下，指引為負 6200 萬美元至負 6400 萬美元。當我們在上個季度宣布的 1 億美元成本節約計劃取得重大進展時，我們做了指導。運營現金流為負 4300 萬美元。抱歉，在第二季度末，我們有 2.98 億股流通股和 3.6 億股完全稀釋的股票。

Moving on to guidance. For the full year, we're providing guidance of $1.3 billion to $1.35 billion, as mentioned when we announced the intention to merge with ironSource. This is a reduction from the $1.35 billion to $1.425 billion shared during our last earnings call. The full year guidance reduction is driven by recent negative macroeconomic factors and the complexity of accurately forecasting the timing of the changes in trajectory of the monetization business. We believe that the $50 million range in our full year guidance is appropriate given the uncertainties in the ads market.

繼續指導。正如我們宣布打算與 IronSource 合併時提到的那樣，我們全年提供 13 億至 13.5 億美元的指導。這比我們上次財報電話會議分享的 13.5 億美元減少到 14.25 億美元。全年指導下調是由近期的負面宏觀經濟因素和準確預測貨幣化業務軌跡變化時間的複雜性推動的。我們認為，鑑於廣告市場的不確定性，我們全年指引中 5000 萬美元的範圍是合適的。

We continue to invest to strengthen our products with additional features that we expect will get our third and fourth quarter through stronger footing. For the third quarter, we expect revenue between $315 million to $335 million, which implies fourth quarter revenue of $368 million to $398 million. At the midpoint of these numbers, we expect the third quarter to grow 14% year-over-year and the fourth quarter to accelerate to 21% year-over-year as we expect strong performance increased throughout the year and improving performance in Operate.

我們將繼續投資以增強我們的產品，我們預計這些功能將使我們的第三和第四季度站穩腳跟。對於第三季度，我們預計收入在 3.15 億美元至 3.35 億美元之間，這意味著第四季度收入為 3.68 億美元至 3.98 億美元。在這些數字的中點，我們預計第三季度將同比增長 14%，第四季度將加速至同比增長 21%，因為我們預計全年業績強勁增長並改善運營業績。

We continue to be committed to achieving non-GAAP breakeven profitability in the fourth quarter of this year despite the lower revenue expectations. As mentioned, we're making strong progress against the $100 million cost savings program that we announced last quarter, while preserving the most critical investments in innovation that will drive our growth.

儘管收入預期較低，但我們將繼續致力於在今年第四季度實現非公認會計原則的盈虧平衡盈利能力。如前所述，我們在上個季度宣布的 1 億美元成本節約計劃方面取得了顯著進展，同時保留了推動我們增長的最關鍵的創新投資。

For Q3, we're forecasting a non-GAAP operating loss of $35 million to $50 million. For the full year 2022, we expect a non-GAAP operating loss between $95 million and $115 million. The higher losses for the full year reflect a more gradual recovery ramp in Operate partially offset by additional cost savings.

對於第三季度，我們預測非 GAAP 運營虧損為 3500 萬至 5000 萬美元。對於 2022 年全年，我們預計非 GAAP 運營虧損在 9500 萬美元至 1.15 億美元之間。全年較高的虧損反映了運營方面的逐步恢復增長，部分被額外的成本節約所抵消。

We expect 301 million primary shares and 375 million fully diluted shares by the end of the third quarter, and 376 million fully diluted shares by the end of the year, excluding the issuance in connection with our pending ironSource deal and any related stock repurchases. We continue to believe that there is a very large opportunity in front of us and that we are very well positioned to capture it.

我們預計到第三季度末將有 3.01 億股初級股和 3.75 億股完全稀釋股，到年底將達到 3.76 億股完全稀釋股，不包括與我們未決的 IronSource 交易和任何相關股票回購有關的發行。我們仍然相信，擺在我們面前的是一個非常大的機會，我們完全有能力抓住它。

Our Create business is performing strongly, and we expect sustainable growth going forward fueled by our innovation and market tailwinds. We continue to innovate on our Operate business by delivering products that enable our customers' success by delivering performance and resiliency at scale. We're confident that the ironSource merger will make us stronger as we offer our customers an end-to-end platform that will benefit creators and shareholders.

我們的 Create 業務表現強勁，我們預計將在我們的創新和市場順風推動下實現可持續增長。我們通過提供產品來繼續創新我們的運營業務，這些產品通過提供大規模的性能和彈性來幫助我們的客戶取得成功。我們相信 IronSource 的合併將使我們更加強大，因為我們為客戶提供了一個有利於創造者和股東的端到端平台。

Finally, as you may have seen, we're also working to accelerate innovation and growth in a key market, China. Recently, we entered into an agreement with some of our leading partners in China to form a new joint venture that work on in Unity China. To form this venture, Unity will contribute all of its operation in China other than Unity Ads. The business delivered approximately $50 million in revenue in 2021.

最後，正如您可能已經看到的，我們還在努力加快在中國這一關鍵市場的創新和增長。最近，我們與我們在中國的一些主要合作夥伴達成協議，成立一家新的合資企業，在 Unity 中國開展工作。為了組建這個合資企業，Unity 將貢獻其在中國的所有業務，除了 Unity Ads。該業務在 2021 年實現了約 5000 萬美元的收入。

We created a venture with investments from a number of leading technology companies, including Alibaba, China Mobile, G-Bits, miHoYo, Oppo, PCI Tech and Douyin Group at the post-money valuation for Unity China of $1 billion. Unity will retain majority ownership and control over Unity China, which will operate solely within the Greater China region and be governed by a Board consisting of Unity executives and major investors. As such, we will continue to consolidate the China financials. The transaction is subject to customary closing conditions, which we expect to complete within the next few weeks.

我們創建了一家由多家領先科技公司投資的企業，包括阿里巴巴、中國移動、G-Bits、miHoYo、Oppo、PCI Tech 和抖音集團，Unity 中國的投後估值為 10 億美元。 Unity 將保留對 Unity China 的多數股權和控制權，後者將僅在大中華地區運營，並由 Unity 高管和主要投資者組成的董事會管理。因此，我們將繼續整合中國金融股。該交易受慣例成交條件的約束，我們預計將在未來幾週內完成。

With that, let me turn the call over to Richard for the Q&A section. Thank you.

有了這個，讓我把電話轉給 Richard 進行問答部分。謝謝你。

Great. Thank you very much. So as before, we will have you promoted to a panelist, and you can ask some questions here. So Kenneth and Eric, if you can promote the team to analysts, that would be great.

偉大的。非常感謝。所以和以前一樣，我們會將您提升為小組成員，您可以在這裡提出一些問題。所以 Kenneth 和 Eric，如果你能將團隊提升為分析師，那就太好了。

Here we go. First one with a digital hand is Stephen Ju at Credit Suisse.

開始了。第一個擁有數字手的是瑞士信貸的 Stephen Ju。

Okay. So John and Marc, if you're AWS, you know exactly who you're calling at any given company. But for Unity, it was not always clear to us who you're placing that call into, on the Create side. So as you talk about how Create's nongaming revenues now accounting for 40%. How has that selling motion and particularly to those companies outside the game industry evolved over time?

好的。所以 John 和 Marc，如果您是 AWS，那麼您在任何一家公司都清楚地知道您在打電話給誰。但是對於 Unity，我們並不總是清楚您在創建方面向誰發出調用。所以當你談到 Create 的非遊戲收入現在占到 40% 時。隨著時間的推移，這種銷售方式是如何演變的，尤其是對那些遊戲行業以外的公司？

Marc, I'll take the top of that, and I'll let you build on it with some examples of that works. So Steve, a couple of thoughts here. One, we've gone through a pattern over the last few years where we were originally doing things that were -- they didn't know who we were. They didn't know how to use real-time 3D. And the deals were very, very small.

馬克，我將在此之上，我將讓您在此基礎上再舉一些作品的例子。所以史蒂夫，這裡有幾個想法。一，在過去的幾年裡，我們經歷了一種模式，我們最初做的事情是——他們不知道我們是誰。他們不知道如何使用實時 3D。而且交易非常非常小。

Now what we're seeing is a continued inbound from the top of the funnel and we got a good go-to-market strategy. Marc will talk about that. And we're seeing second and third deals with the same customers. So we got a land and expand going. And we're also writing larger deals as we continue to progress because people are understanding what they can get with real-time 3D from Unity. So -- the reason we're seeing the gain as a percentage of our business, more customers, larger customers land and expand. And Marc, do you want to build on that one?

現在我們看到的是來自漏斗頂部的持續入站，我們得到了一個很好的進入市場的策略。馬克會談到這一點。我們看到第二和第三筆交易與相同的客戶進行。所以我們得到了一塊土地並繼續擴張。隨著我們的不斷進步，我們還在編寫更大的交易，因為人們正在了解他們可以通過 Unity 的實時 3D 獲得什麼。所以 - 我們將收益視為我們業務的百分比的原因，更多的客戶，更大的客戶登陸和擴展。馬克，你想在那個基礎上再接再厲嗎？

Yes. Thanks, John. And the other part there is certainly over the last several years, we've been building unique solutions that are helpful for all sorts of different industries as they look at how they can take advantage of real-time 3D. And you can see that in tools like Forma, which is used for a lot of product configurators and auto and other spaces to reflect in VisualLive, which are used around architecture, engineering and construction to other tools that we have like Pixyz, which is about how do we manage large amounts of 3D data, which is extraordinarily common problem in that space.

是的。謝謝，約翰。另一方面，在過去的幾年裡，我們一直在構建獨特的解決方案，這些解決方案對各種不同的行業都有幫助，因為他們正在研究如何利用實時 3D。你可以在像 Forma 這樣的工具中看到這一點，它用於很多產品配置器和汽車和其他空間以反映在 VisualLive 中，它們用於圍繞建築、工程和施工到我們擁有的其他工具，比如 Pixyz，它是關於我們如何管理大量 3D 數據，這是該領域非常普遍的問題。

So as we've understood the needs of these customers, we've also built the parts that work in conjunction with the core Unity engine in editor to make it easier for them to work. And then the last part that I'll just sort of add on top of what John said is this is a real place where our Accelerate Solutions team has been incredibly powerful because these -- many times, we have companies coming to us just getting started in their journey of transformation around real-time 3D.

因此，當我們了解了這些客戶的需求後，我們還在編輯器中構建了與核心 Unity 引擎協同工作的部分，以使他們更容易工作。最後，我將在約翰所說的基礎上補充一點，這是一個真實的地方，我們的加速解決方案團隊非常強大，因為這些——很多時候，我們有公司來找我們，剛剛開始在他們圍繞實時 3D 進行轉型的過程中。

And together, through our professional services organization, we can build something together help them learn and then often leads to repeat business both in kind of continuing ARR and in future professional services support. And it's one of the big reasons we went after other partnerships like Capgemini because we see more and more opportunities to enable a broad ecosystem of channel partners to help in similar ways.

通過我們的專業服務組織，我們可以一起構建一些東西，幫助他們學習，然後經常在持續 ARR 和未來的專業服務支持方面導致重複業務。這也是我們尋求凱捷等其他合作夥伴關係的重要原因之一，因為我們看到越來越多的機會讓廣泛的渠道合作夥伴生態系統以類似的方式提供幫助。

Just one last point on this. If you go back a couple of years when we were preparing for our road show around the IPO, I think a number of investors kind of looked at me when I said that we expected it would be 3 to 5 years where our -- we would catch up with our games business, but games would continue to grow strongly.

最後一點。如果你回到幾年前，當我們為 IPO 進行路演做準備時，我想當我說我們預計 3 到 5 年我們的 - 我們會趕上我們的遊戲業務，但遊戲將繼續強勁增長。

It's actually happened exactly like that. And frankly, just there's so many more industries out there for whom real-time 3D is the answer. What they're doing is they're creating essentially digital twins, real-time digital twins, where they're using them to simulate the future and understand the present in the way that makes their business stronger, their customer relations more robust and more engaged. So they're winning and they're coming on to the platform in a bigger way than they were a year ago or a quarter ago. We feel great about the trend line.

它實際上就是這樣發生的。坦率地說，還有更多行業需要實時 3D 解決。他們正在做的是他們正在創建本質上的數字雙胞胎，實時數字雙胞胎，他們正在使用它們來模擬未來並以使他們的業務更強大、客戶關係更穩固和更多的方式理解現在已訂婚的。所以他們贏了，他們以比一年前或一個季度前更大的方式進入平台。我們對趨勢線感覺很好。

And Kash Rangan at Goldman Sachs.

還有高盛的 Kash Rangan。

I don't know if you can see me out there. But first of all, thanks for all the details, John and crew and the tremendous progress in the Create side. On the Operate, I'm going to probably butcher the question since I'm not an expert in mobile gaming and advertising. But John, you talked about how you have a good handle on data, data versus macro versus competitive impact? I mean how much better informed is the company on all these 3 potential contributors to the issues that caused a shortfall in?

我不知道你能不能在外面看到我。但首先，感謝 John 和工作人員提供的所有細節，以及 Create 方面的巨大進步。在 Operate 上，我可能會回答這個問題，因為我不是移動遊戲和廣告方面的專家。但是約翰，你談到了你如何很好地處理數據，數據與宏觀與競爭影響？我的意思是，對於導致短缺的問題的所有這 3 個潛在貢獻者，公司了解多少？

And going forward, what are the -- I know you mentioned a little bit about the guardrails that you have in place to ensure that you won't have this issue. If you don't mind elaborating on that, that will be great as well.

展望未來，我知道你提到了一些關於你為確保不會遇到這個問題而設置的護欄。如果您不介意詳細說明，那也很棒。

So again, I'll top this and ask everybody to join. The -- and by the way, Kash, thanks for the 11-part question. I'll try to keep it to a reason. So first off, on macro on the Operate side, the majority of our business -- the vast majority of our business in Operate is within gaming. And as I've said a few times before, the only thing we did that is in larger numbers than games is pundits talking about the game industry and the recession and all the rest of it.

因此，我將再次強調這一點，並請大家加入。 - 順便說一句，Kash，感謝您提出的 11 部分問題。我會盡量保持它的原因。所以首先，在運營方面的宏觀上，我們的大部分業務——我們在運營方面的絕大多數業務都在遊戲中。正如我之前多次說過的那樣，我們所做的唯一一件事就是比遊戲更多的是專家們談論遊戲行業和經濟衰退以及其他所有問題。

I'd just start by saying this. The game industry remains a very robust industry and it's a growth industry. You can look back at the last 5 or 6 recessions, I've looked back all the way to the 80s in a prior life. And over almost any 3-year time period, you see double-digit growth, typically averaging out in the teens or better.

我就先這麼說吧。遊戲行業仍然是一個非常強大的行業，並且是一個成長型行業。你可以回顧過去的 5 或 6 次經濟衰退，我一直回顧過去的 80 年代。在幾乎任何 3 年的時間段內，您都會看到兩位數的增長，通常平均在十幾歲或以上。

Yes, there's short-term headwinds that occur from time to time. And in the present period, we're sort of dealing with extremely high engagement when people stay home for COVID together now that we're looking into a little bit of a headwind, which is driven macroeconomic factors. And you've seen that reported out by a number of game companies where a little bit less revenue from bringing down some forecasts. We understand there's a near-term headwind in the game industry relative to that mid-teens growth or better that we've seen for so many years. And we expect that we'll persevere through that, and this is a long-term growth space. So we feel very, very good about that.

是的，有時會出現短期不利因素。在當前時期，當人們因新冠病毒一起待在家裡時，我們正在處理極高的參與度，因為我們正在研究一些由宏觀經濟因素驅動的逆風。而且您已經看到許多遊戲公司報告了這一點，其中由於降低了一些預測而導致收入減少了一些。我們知道，相對於我們多年來看到的十幾歲或更高的增長，遊戲行業近期存在逆風。我們希望我們會堅持下去，這是一個長期的增長空間。所以我們對此感覺非常非常好。

Now in terms of the issues around our own platform, at a very high level, I can tell you one of the things Ingrid did, and I'm really proud of the work that she had her team have pulled together here. They pulled together 8 task teams. It literally worked 7-day weeks on everything from resiliency and redundancy to the data side, to the engineering issues we wanted to focus on to the new products and features. It has been a magnificent effort on their part. And what they've been able to show me is really strong KPIs around some things that are pre-revenue, but you need accuracy around Pinpointer for the revenue to ultimately grow.

現在，關於我們自己平台的問題，在一個非常高的層面上，我可以告訴你英格麗德所做的一件事，我為她讓她的團隊在這裡所做的工作感到非常自豪。他們召集了 8 個任務小組。它每週工作 7 天，從彈性和冗餘到數據方面，再到我們想要關注的工程問題，再到新產品和新功能。這對他們來說是一項了不起的努力。他們能夠向我展示的是圍繞一些未實現收入的事情的真正強大的 KPI，但是您需要 Pinpointer 的準確性才能最終增加收入。

And I'm going to let her expand on that, but it's tough coming from a period where we've had some misses, but it's great to see the team rebound top of their game and really start to execute, which is what I'm saying from my vantage point. Ingrid, do you want to add to that?

我會讓她在這方面進行擴展，但是從我們有一些失誤的時期開始很難，但是很高興看到球隊在比賽中反彈並真正開始執行，這就是我的我從我的角度說。英格麗德，你想補充一下嗎？

Yes. Thank you, John. On our part, just to build on what John said about the task forces, we've added significant investment in Audience Pinpointer. And across the board, one of the things just connecting your macro question to this is that constraint drives focus and the best innovation.

是的。謝謝你，約翰。就我們而言，只是在 John 所說的工作組的基礎上，我們增加了對 Audience Pinpointer 的大量投資。總體而言，將您的宏觀問題與此聯繫起來的一件事是約束驅動焦點和最佳創新。

So during this time, we've become really disciplined in our resources, we've doubled down on those ads products and services that drive the most value to our customers in Unity. And without the luxury of excess spend, this is really an exercise to drive performance with less for our customers such as finding more installs with fewer dollars, right? So this means that we need to innovate and find new ways to increase the velocity of our model development, for example, pushing the boundaries of machine learning, digging into every part of our systems optimization opportunities and making sure that our systems are all resilient to anticipate further incidents that happens.

因此，在這段時間裡，我們在資源方面變得非常自律，我們在那些為 Unity 中的客戶帶來最大價值的廣告產品和服務上加倍投入。並且沒有多餘的支出，這實際上是一種以更少的成本為我們的客戶提高性能的練習，例如用更少的錢找到更多的安裝，對吧？因此，這意味著我們需要創新並找到新的方法來提高模型開發的速度，例如，突破機器學習的界限，挖掘系統優化機會的每一個部分，並確保我們的系統都能適應預測發生的進一步事件。

And we really expect all of these actions to provide resiliency both in the systems as well as performance in the current challenging environment. So we expect to emerge -- our goal is to emerge on the other side with our products stronger than ever that enables us to best capture the market opportunity in hand.

我們真的希望所有這些行動都能在當前充滿挑戰的環境中提供系統彈性和性能。所以我們期待出現——我們的目標是在另一邊出現，我們的產品比以往任何時候都更強大，使我們能夠最好地抓住手頭的市場機會。

To take cash. We're measuring a lot of things we didn't use to measure and we built redundancy and resiliency around it. I see data sets that I wasn't seeing around data accuracy in a variety of things that give us an early warning for things that we would otherwise want to deal with. No data-driven business is without errors. And now we're in a position to catch them fast and fix them as we go along and not suffer the kinds of challenges we had earlier in the year.

拿現金。我們正在衡量很多我們沒有用來衡量的東西，我們圍繞它建立了冗餘和彈性。我看到了我沒有看到的關於數據準確性的各種數據集，這些數據集為我們提供了對我們本來想要處理的事情的早期警告。沒有數據驅動的業務是沒有錯誤的。現在我們能夠快速捕捉它們並在我們前進的過程中修復它們，而不會遭受我們在今年早些時候遇到的各種挑戰。

And next is Clark Lampen at BTIG.

接下來是 BTIG 的 Clark Lampen。

I had 2, if I may. So the first, I guess, like recognizing what you're talking about, John, with sort of the crosscurrents with macro and sort of visibility relative to, I think, based upon the comments last quarter, you're in the second 90-day phase right now where you need to kind of rebuild data. And I'm curious how you guys think about maybe potentially offering customers additional incentives to drive platform usage in what seems like maybe a difficult ad market?

如果可以的話，我有 2 個。所以第一個，我想，就像認識到你在說什麼，約翰，與宏觀和某種可見性的交叉流相對於，我認為，根據上個季度的評論，你在第二個 90-現在你需要重建數據的一天階段。我很好奇你們如何看待可能為客戶提供額外的激勵措施來推動平台在看似困難的廣告市場中的使用？

And then separately as the solutions and range of products is becoming larger and more compelling for your gaming customers, I'm curious if you guys think you have flexibility or added flexibility now with the approach to sort of bundling products in a way that you could still sort of maximize dollar generation, but maybe push your take rates and monetization in a way competitively where the platform becomes more compelling.

然後，隨著解決方案和產品範圍變得越來越大，對您的遊戲客戶來說越來越有吸引力，我很好奇你們是否認為現在通過以某種方式捆綁產品的方法具有靈活性或增加靈活性仍然可以最大限度地產生美元，但可能會以一種具有競爭力的方式推動您的收取率和貨幣化，從而使平台變得更加引人注目。

So one, I can't say that we would never do incentives, but that's generally a very short-term solution and doesn't really yield long-term returns. And so that's not high in our playbook, and it never will be high in our playbook. Again, it is part of the portfolio of (inaudible) companies like ours do. But we're very cognizant of focusing on the long term, and I know this can be frustrated to investors at times, a little less focused on the quarter. The NPV is higher that way. So that's important to us.

因此，我不能說我們永遠不會進行激勵，但這通常是一個非常短期的解決方案，並不能真正產生長期回報。所以這在我們的劇本中並不高，在我們的劇本中也永遠不會高。同樣，它是像我們這樣的（聽不清）公司投資組合的一部分。但我們非常清楚關注長期，我知道這有時會讓投資者感到沮喪，對本季度的關注較少。這樣一來，NPV 就更高了。所以這對我們很重要。

The second thing is we're in the very early innings of UGS. And UGS is a very powerful portfolio of tools and products and features that every customer needs as they go to market with their game or application. One of the things that I learned when I got into mobile, this now goes back 20 years. But you build this thing, and then suddenly there's like 50 SDKs you need to implement, and it covers a gamut of things. And there's a bunch of services you need to invest.

第二件事是我們處於 UGS 的早期階段。 UGS 是一個非常強大的工具、產品和功能組合，每個客戶在將其遊戲或應用程序推向市場時都需要它們。我進入移動領域時學到的一件事，現在可以追溯到 20 年前。但是你構建了這個東西，然後突然有大約 50 個 SDK 需要你實現，它涵蓋了很多東西。您需要投資大量服務。

And I think we've all watched game companies go online for the first time or mobile for the first time and just fall flat around the ecosystem and SDK, soup of all the things that they need to bring on board. Ingrid's team brought really sharp focus to that and took all of these services and built a system but basically, you set it up once that it works across all this portfolio of services. It's a huge advantage.

而且我認為我們都看到過遊戲公司第一次上線或第一次移動端，然後就在生態系統和 SDK 上一敗塗地，他們需要加入的所有東西。 Ingrid 的團隊非常關注這一點，並採用了所有這些服務並構建了一個系統，但基本上，您一旦設置它就可以在所有這些服務組合中工作。這是一個巨大的優勢。

It's one source of truth. Now this isn't completely plumbed to every level, but we've seen good uptick and take on this one. Our customers like it, getting good reports back. And I think it's actually a huge opportunity for us in the years to come because we're really the only company out there in a position to do what we've done. And of course, they start with us in Create 74% of the time, but it's a good starting point. When you take -- whether it's matchmaking or hosting, advertising or analytics, voice and the other systems that we pull together, it's a really strong offering.

這是事實的來源之一。現在這還沒有完全覆蓋到每個級別，但我們已經看到了良好的上升趨勢並接受了這一點。我們的客戶喜歡它，得到了很好的報告。而且我認為這對我們來說在未來幾年實際上是一個巨大的機會，因為我們真的是唯一一家有能力做我們所做的事情的公司。當然，他們 74% 的時間都是從我們開始，但這是一個很好的起點。當您使用時——無論是配對或託管、廣告或分析、語音和我們整合在一起的其他系統，它都是一個非常強大的產品。

And then I think we have Matt Cost at Morgan Stanley.

然後我認為我們在摩根士丹利有 Matt Cost。

On Operate, just to zoom in a little bit here. If the data quality and Pinpointer issues hadn't occurred earlier in the year, would Operate revenue have been at the 160 level you reported this quarter just because of macro? And if not, how much work is left to do there in terms of improving the tools and scaling spend?

在操作上，只是在這裡放大一點。如果今年早些時候沒有出現數據質量和 Pinpointer 問題，那麼運營收入是否會因為宏觀因素而達到您本季度報告的 160 水平？如果沒有，在改進工具和擴大支出方面還有多少工作要做？

And then secondly, on the China JV, I think Greater China was about 15% of your revenue last year. It's already a decent sized business. What will the JV allow you to do that you can't do today?

其次，關於中國合資企業，我認為大中華區佔您去年收入的 15% 左右。這已經是一家規模可觀的企業了。合資企業將允許您做哪些您今天不能做的事情？

So Ingrid, do you want to take that on the Operate question or I can pick up in the beginning if that would be helpful.

所以英格麗德，你想在操作問題上回答這個問題嗎，或者我可以從一開始就接聽，如果這有幫助的話。

Yes. I think in terms of the specific numbers, look, it's a combination of all of those things. It's hard to kind of divide up like what component is attributed to macro versus Audience Pinpointer and data issues. But absolutely, I think that the -- obviously, the data issues and audience report at the beginning of the year impacted our performance.

是的。我認為就具體數字而言，看，它是所有這些東西的組合。很難區分哪些組件歸因於宏與受眾精確定位器和數據問題。但絕對是，我認為 - 顯然，年初的數據問題和觀眾報告影響了我們的表現。

But now we're at a place where the data incidents are fixed and behind us and that Audience Pinpointer product is strengthened day by day. So right now, we're seeing kind of a slower uptick in advertiser spend just because they're more judicious due to the macroeconomic factors. So that's what's -- what we are seeing right now.

但是現在我們處於一個數據事件已被固定並在我們身後的地方，並且 Audience Pinpointer 產品日益得到加強。所以現在，我們看到廣告客戶支出的增長放緩只是因為他們由於宏觀經濟因素而更加明智。這就是我們現在所看到的。

You're right, Matt, to recognize there's both in there. For clarity on our last full earnings call. We talked a little bit about the macro, and we talked a lot about the self-inflicted aspect of this. And that's just basically a philosophy of ours is we would rather focus on the things we did wrong or right, more so than the macro environment when it's working against us. We didn't want to give too much of a mix message last time. We had things we needed to deal with, and we dealt with them.

你是對的，馬特，認識到兩者都在那裡。為了清楚我們上次的完整收益電話會議。我們談了一些關於宏觀的事情，我們談了很多關於這個自我造成的方面。這基本上是我們的哲學，我們寧願關注我們做錯或做對的事情，而不是當它對我們不利時的宏觀環境。上次我們不想給出太多的混合信息。我們有需要處理的事情，我們處理了它們。

On China, first off, I want to congratulate Luis and some members of his team and Junbo in China do incredible work here. But at a very high level, we think this sets us up for more sustained higher level growth for years to come than would otherwise would have. What we managed to do is take most of the leading technology companies in and around our space and made them partners. And in doing so, they stand behind us on gaming, but they send behind us in industries beyond gaming. And it also allows us to take advantage of the opportunity to invest in a market where the engineering capabilities are really strong and build tooling that supports very specific use cases in China.

關於中國，首先，我要祝賀 Luis 和他的團隊的一些成員以及中國的君博在這裡所做的令人難以置信的工作。但在一個非常高的水平上，我們認為這讓我們在未來幾年實現比其他方式更持續的更高水平的增長。我們設法做的是讓我們空間內和周圍的大多數領先技術公司成為合作夥伴。在這樣做的過程中，他們在遊戲方面落後於我們，但他們在遊戲以外的行業落後於我們。它還使我們能夠利用這個機會投資於工程能力非常強大的市場，並構建支持中國非常特定用例的工具。

Now it may seem like everything is the same, but -- it's not the case, both in the digital twins arena and in the gaming industry. There are a number of things that operators in that part of the world do in terms of business practices and development practices that are different. The way of example, a lot more outsourcing. And so that involves a different way of interfacing with a product, more cloud-centric, more web issues. So by doing this, I think we strengthened our business and set ourselves up for a path for more sustained higher level growth. Luis, you want to add on that one at all?

現在看起來一切都是一樣的，但是——在數字雙胞胎領域和遊戲行業都不是這樣。世界上那個地區的運營商在商業實踐和開發實踐方面做了很多不同的事情。例如，更多的外包。所以這涉及到與產品交互的不同方式，更以雲為中心，更多的網絡問題。因此，通過這樣做，我認為我們加強了我們的業務，並為更持續的更高水平增長奠定了基礎。路易斯，你想添加那個嗎？

Yes. The only thing I would add, John, is that the 15% math that you quoted, that's the total China business as a percent of our revenue, not all the businesses are in scope. It's just the Create business, and that's 5%. So that's the $50 million I mentioned in my prepared remarks, Matt.

是的。約翰，我唯一要補充的是，你引用的 15% 的數學是中國業務總額占我們收入的百分比，並非所有業務都在範圍內。這只是創建業務，即 5%。這就是我在準備好的發言中提到的 5000 萬美元，馬特。

Okay. I think probably our last question is I get one more, Jason Bazinet at Citi, and then we'll try to fit 1 more in after that.

好的。我想我們的最後一個問題可能是我再得到一個，花旗的 Jason Bazinet，然後我們會嘗試再加入 1 個。

I'll try and go fast. Can I -- just to clarify on the China JV. Am I right that there's going to be an inflow of about $1 billion of cash, and then we're going to be modeling noncontrolling interest on the income statement once this deal closes?

我會努力走得快的。我可以 - 只是澄清一下中國合資企業。我是否正確，將有大約 10 億美元的現金流入，然後一旦交易完成，我們將在損益表上模擬非控制性權益？

Luis?

路易斯?

Yes, we will still consolidate China. We're forming a joint venture, and we will get $220 million, and that will stay within the JV. So there is no cash flow coming into.

是的，我們仍將鞏固中國。我們正在組建一家合資企業，我們將獲得 2.2 億美元，這將留在合資企業內。所以沒有現金流入。

And we remain a majority shareholder and control the Board. And there's a number of operating relationship agreements put in place between our enterprise globally and the China operation. It's also worth noting that leadership team is led by an executive I've worked with him around in my last company for well over a decade, know exceptionally well and trust. Junbo Zhang, is a very strong leader ex-Microsoft, ex-EA, and now really almost a decade now at Unity. So we feel really good about the team we have there.

我們仍然是大股東並控制著董事會。我們的全球企業與中國業務之間簽訂了許多運營關係協議。還值得注意的是，領導團隊由一位高管領導，我在上一家公司與他共事了十多年，非常了解和信任。張俊波，是一位非常強大的領導者，前微軟、前 EA，現在在 Unity 工作了將近十年。所以我們對我們在那裡的團隊感覺非常好。

All right. And then our closure question is Dylan Becker at William Blair.

好的。然後我們的結束問題是威廉布萊爾的迪倫貝克爾。

Maybe one since we didn't touch as much on it. I'd love to get in the strategic SI partnerships, but maybe for Marc to a little bit of incremental color on the partnership with Azure with the release yesterday. Can you talk about kind of some of the expanded capabilities, what this can mean for creators and potentially enable and unlock that, that further kind of Create and Operate a combination of tools for the masses?

也許是一個，因為我們沒有太多地接觸它。我很想加入戰略性 SI 合作夥伴關係，但對於 Marc 來說，昨天發布的版本可能會增加與 Azure 的合作夥伴關係的一些色彩。你能談談一些擴展的功能嗎，這對創作者意味著什麼，並可能啟用和解鎖它，為大眾創造和操作工具的進一步組合？

Very excited to deepen our relationship with Microsoft. Obviously, we're already very strong partners, especially on the Xbox side and with HoloLens. But when you go in and you think about where real-time 3D is going, we talked about all these use cases around digital twins. And we talk about just the size of games and the amount of content.

很高興加深我們與微軟的關係。顯然，我們已經是非常強大的合作夥伴，尤其是在 Xbox 方面和 HoloLens 方面。但是當你進入並考慮實時 3D 的發展方向時，我們討論了圍繞數字雙胞胎的所有這些用例。我們只討論遊戲的大小和內容的數量。

One thing that's clear is that 3D has a unique set of needs. Often the file sizes are very large. You can be talking about trillions of points in a point cloud, billions of polygons and extraordinarily high needs for compute power, whether it's on the creator side when it's being created or on the side when it's actually being consumed. And so we're excited to work with Azure in order to build out the set of services that we believe will most help our creators, whether it's in games, or digital twins or professional art.

有一點很清楚，3D 有一組獨特的需求。通常文件大小非常大。您可以談論點雲中的數万億個點、數十億個多邊形以及對計算能力的極高需求，無論是在創建者端還是在實際使用時。因此，我們很高興與 Azure 合作，以構建我們認為最能幫助我們的創作者的服務集，無論是在遊戲、數字雙胞胎還是專業藝術方面。

In the near term, I think some places where you'll see it first are areas like DevOps. We are doing a lot of work around cloud build, around source control. Again, it's a space that's very different when you're talking about 3D assets versus non-3D assets. Digital twins. It's a place that we've already actually been working closely with Microsoft on the sell side and integrating with their digital twin platform as well as our services together as we build out more cloud services is a very powerful thing.

在短期內，我認為您首先會看到它的一些地方是 DevOps 等領域。我們圍繞雲構建、源代碼控製做了大量工作。同樣，當您談論 3D 資產與非 3D 資產時，這是一個非常不同的空間。數字雙胞胎。這是一個我們實際上已經在賣方與微軟密切合作的地方，並且與他們的數字孿生平台以及我們的服務集成在一起，因為我們構建了更多的雲服務，這是一件非常強大的事情。

And as you've heard us talk about in professional art with things like Weta Digital, the ability to have access to cloud power is actually a critical component of how we think we can deliver these productivity increases for artists around the world. So it's the start of a partnership. There's a lot of work to go to sort of be ready for those, but it will impact sort of soup to nuts the things that we're doing across Create.

正如您聽到我們在專業藝術領域談論 Weta Digital 那樣，訪問云計算能力的能力實際上是我們認為如何為世界各地的藝術家提供這些生產力提升的關鍵組成部分。所以這是合作的開始。有很多工作要為這些做好準備，但這會影響我們在 Create 中所做的事情。

Well, thank you very much. We really appreciate all of your interest and questions, good stuff, and we look forward to connecting to all of you over the coming weeks in either at conferences or on follow-up phone calls, you can always reach out to Stephen and myself, and we'll try to help you out kind of navigate these exciting waters. So thank you very much. And John, if you want to close it up, that would be great.

好的，謝謝。我們非常感謝您的所有興趣和問題，好東西，我們期待在接下來的幾週內通過會議或後續電話與大家聯繫，您可以隨時與斯蒂芬和我聯繫，並且我們將盡力幫助您駕馭這些令人興奮的水域。所以非常感謝。約翰，如果你想關閉它，那就太好了。

So exciting times, everyone. Thanks for being there for us. We couldn't be more excited about the opportunity in front of us, and we're prosecuting on that front as best we can. Aggressive as always, and excited. Thanks all.

如此激動人心的時刻，大家。感謝您在我們身邊。我們對擺在我們面前的機會感到無比興奮，我們正在盡我們所能在這方面進行起訴。一如既往的積極進取，興奮不已。謝謝大家。

Thank you. Thanks.

謝謝你。謝謝。