Veeva Systems Inc (VEEV) 2015 Q2 法說會逐字稿

Good afternoon. My name is Nick, and I will be your conference operator today. At this time, I'd like to welcome everyone to the Veeva's fiscal second-quarter earnings call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question-and-answer session.

(Operator Instructions)

Rick Lund, Veeva's Investor Relations Director, you may begin your conference.

Thank you, Nick. Good afternoon, and welcome to Veeva's fiscal second-quarter earnings call. With me on today's call are Peter Gassner, our Chief Executive Officer, Matt Wallach, our President, and Tim Cabral, our Chief Financial Officer.

During the course of this conference call, we will make forward-looking statements regarding trends, our strategies, and the anticipated performance of the business. These forward-looking statements will be based on Management's current views and expectations and are subject to various risks and uncertainties. Actual results may differ materially. Please refer to the risks listed in our earnings release and the risk factors included in our most recent filing on Form 10-Q which is available on the Company's website at www.veeva.com under the Investors section and on the SEC's website at www.SEC.gov.

Forward-looking statements made during the call are being made as of today. If this call is replayed or viewed after today, the information presented during the call may not contain current or accurate information. Veeva disclaims any obligation to update or revise any forward-looking statements. We will provide guidance on today's call, but we'll not provide any further guidance or updates on our performance during the quarter unless we do so in a public forum.

On the call, we will also discuss certain non-GAAP metrics that we believe aid in the understanding of our financial results. A reconciliation to comparable GAAP metrics can be found in today's Earnings Release which is available on our website and as an exhibit to the Form 8-K filed with the SEC just before this call. With that, thank you for joining us, and I will turn it over to Peter.

Thank you, Rick. I'll share some thoughts on the quarter and the opportunity ahead before turning it over to our CFO, Tim Cabral, for a review of our financials.

We are pleased to report a great second quarter with revenue of $75.7 million, up 53% from a year ago. We delivered solid profitability with a non-GAAP operating margin of over 27% for the quarter. We saw significant growth across every product area and geography. The business is firing on all cylinders.

It's becoming clear that with industry cloud you can build a significant company. In June, I spoke at Emergence Capital's industry cloud conference where I had the chance to address more than 100 CEOs of industry cloud companies across a variety of sectors.

Many are in the early stages and have a great deal of interest in the Veeva model. A model where first you create a target cloud solution that meets the unique needs of an industry, and you make those customers wildly successful. Then, over time, you build upon that success and insight to develop new, innovative products and deeper customer relationships.

People are seeing that it's not only about the tremendous legacy replacement opportunity. The opportunity is bigger with industry cloud because you can capture a greater share of the market, you can deliver entirely new software solutions and you can provide data right in the software. For Veeva, this strategy of a broadening product footprint of tightly integrated, industry-specific cloud solutions is gaining material traction.

I want to take a moment to emphasize what a major and disruptive change an integrated industry cloud offering represents and its impact on how products are developed, deployed and consumed. We are moving from an old way of cobbling disparate client/server and homegrown systems together with custom code to a new paradigm where customers utilize modular, cloud-based products where the business process integration is built right in. So, as customers add modules, they inter-operate seamlessly. They just work.

This is why, for instance, we've been so successful in introducing the vision of Veeva commercial cloud. The idea of an integrated suite that brings together network, vault, and CRM to transform sales and marketing.

We now have 11 customers, including four of the top 50 Pharma companies, with all of the product lines that comprise commercial cloud. They have started in regions or divisions. In many cases, these customers are exploring the idea of a full global rollout of commercial cloud. They see the value in eliminating custom siloed systems, complex integrations, and gaps in key business processes.

Seamless interoperability of tailored products that fit their business is part of the reason Veeva implementations are measured in months not years. This accelerated time to value is a big deal. It translates to increased agility and real bottom-line impact for our customers.

Now, turning to the performance in each of our product lines. For the Veeva CRM product family, we had a very strong quarter fueled by continued demand for our core CRM applications. We deployed thousands of Veeva CRM users worldwide in the quarter as customers harmonized their systems. This move from regional systems to single global standards is a trend we're seeing across the industry, and one that is benefiting Veeva in every product area.

With our multi-tenant cloud solutions, it is now possible to leverage one global system that delivers the flexibility to meet local needs. We are also seeing the benefit in terms of talent acquisition and customer interest of the disruption caused by [Sedgabeam's] planned exit from the Pharma CRM market.

I am also quite pleased with the momentum behind our newer multi-channel CRM offerings. Customers are beginning to expand their digital capabilities powered by Veeva. For Veeva CRM-approved e-mail, we added a record 10 new customers this quarter.

Many are early with the product, but the quantifiable results in terms of e-mail open rates and engagement are impressive. Word of these successes has spread and is leading to expanded rollouts and new customer interest.

For the web channel, we launched Veeva CRM engage last quarter. A platform that allows our customers to engage healthcare professionals online. I am pleased to report that we signed our first engaged customer this quarter and are encouraged by the early pipeline.

Last quarter, we also announced two new CRM products at the Veeva commercial summit. Veeva Align, which allows companies to effectively align their resources to customers, and Veeva CRM events Management for improved planning, Management, and execution of group meetings. Customer interest is quite strong, and the early adopter programs for both products are oversubscribed. We look forward to bringing both products to market in the second quarter of calendar 2015.

At a high level in the Life Sciences CRM market, Veeva is emerging as the de facto standard. The value of our proven portfolio of CRM products is becoming well understood. This gives us a tremendous opportunity to sell more seats of our core CRM product and the additional CRM offerings that layer on top of that.

It was also an outstanding quarter for the Veeva vault product line. Our strategy is to provide a next-generation, cloud-based platform for regulated content Management and a suite of mission-critical applications built for Life Sciences. Our pipeline of new deals is rapidly growing. We are making consistent progress on this vision as customers expand vault to multiple areas within their enterprises.

We are beginning to have conversations with our customers about using vault as an enterprise-wide replacement for all of their regulated content Management needs. On the R&D side, most customers are starting with Veeva Vault ETMF.

We signed a number of new vault deals in the quarter including a vault ETMF deal with another top 10 [pharma]. The initial project will consist of several hundred clinical study sites. We anticipate over time that they will standardize on vault ETMF for all their clinical trials across geographies, divisions, and users.

In this quarter, we also had a great milestone with our first top 10 ETMF customer. The project is progressing well, and they went live with Phase I of their implementation in just 12 weeks. This Phase would normally take two years or more with the legacy systems Vault is replacing.

This is the type of speed to value I referenced earlier. The customer had no hardware to buy and provision, software to install, performance tests to run, or custom code to write. They didn't have to customize a horizontal platform to fit the business or worry about the baseline validation work.

Organizations can't wait two years for a strategic system. In the area of clinical trials, they need to speed study startup, collaborate with study sites, and be audit ready, and they need to do it now.

For Vault PromoMats, we signed eight new customers and the majority of existing PromoMats customers expanded their use of the product in this quarter. We now have more than 50 PromoMats customers in total. We are seeing our first customer standardize globally on PromoMats, and we have a strong pipeline of global deals. The value of an end-to-end solution from content creation to distribution is resonating and contributing to our emergence as a leader in this category.

Vault encompasses a suite of regulated content Management applications and a platform. The Vault platform is an exciting area that's emerging and has great potential. There is a need for a validated, highly secure platform in R&D, and this is a place where flexible Industry Cloud technology built for Life Sciences can make a great impact.

Customers are coming to us with use cases for regulated content Management that are outside of our core application areas for which the platform is a great fit. They are starting to consider the Vault platform to develop their own custom applications.

Customers are increasing efficiency, strengthening compliance, and streamlining collaboration with Veeva Vault. We are building a lot of momentum here and critical mass of happy, referenceable customers. So this fall, we're holding our first-ever R&D Summit. It should be a great event. We're bringing together customers, partners, and prospects. We have customers across our R&D products, including Vault ETMF, set to showcase their successes.

Turning to Veeva network. In Q2, we released version three of network delivering the first single-instance, global customer master solution to support the industry's drive to coordinate systems and processes across the world. We have interest from a number of large customers, and a few have purchased network for multiple countries or added a country this quarter.

In addition to the progress we made on the product and customer fronts, I'm thrilled to welcome our newest board member, Paul Sekhri. Paul is a veteran in Life Sciences and brings decades of knowledge, experience, and relationships which will be a valuable asset as Veeva continues on its mission to become the most important technology partner to this industry.

In summary, we made great progress in Q2. The business is firing on all cylinders. We are still in the early innings, and we have a long runway to further capitalize on this market opportunity. I look forward to helping our customers all over the world solve more and more of their biggest challenges over time. With that, I'll turn the call over to Tim.

Thanks, Peter. The business continued to produce strong results on both the top and bottom line in the second quarter. Total revenue was $75.7 million, up from $49.6 million one year ago, a 53% increase and significantly above our guidance of $68.5 million to $69.5 million. For the quarter, subscription revenue was up 66% to $56.6 million from $34.1 million last year, and services revenue for the quarter was $19.1 million up 23% from $15.5 million one year ago.

This outperformance was primarily driven by two factors. The first, and most substantial, was an accelerated pace of global CRM deployments that were originally planned for future periods. For our largest customers, global deployments have typically spanned three to four years as individual geographies and divisions are rolled out.

In certain cases, customers accelerate their plans based on the success that they see in early deployments. For example, one of our largest customers is now on track to complete their global deployment in less than two years. This acceleration in Q2 materially impacted our subscription and services revenue along with other financial metrics such as operating margins and calculated billings.

The second factor was the continued strength of Vault and network. These product lines continue to ramp as customer adoption spreads within both new and existing customers.

In terms of geographic mix for the second quarter, approximately 55% of our total revenue came from North America and 45% came from outside North America. This was a shift of 5 percentage points towards International versus Q2 from a year ago.

In discussing the remainder of the income statement, please note that unless otherwise stated, all references to our expenses and operating results are on a non-GAAP basis and are reconciled in the tables from our press release which is posted on our website and filed with the SEC.

Our subscription gross margin was 78%, up about 1 percentage point from a year ago, largely driven by the increased contribution of Vault, network, and CRM add-ons. We expect the trend in subscription gross margin to be up over time as our newer products account for a growing percentage of subscription revenue. As discussed previously, these products have a slightly higher gross margin profile relative to our core CRM products.

In Q2, services gross margin was 26% compared to 30% one year ago. We have been investing in our services organization to ensure customer success as our business ramps with new products and in new geographies. Our utilization rates have remained within our target range which produced gross margins in the 20%.

Our total gross margin for Q2 was 64% versus 62% one year ago. This increase was driven by the continued improvement in subscription gross margin and the increase in subscription revenue as a percent of total revenue.

Turning to operating expenses, we have added around 220 people to our global organization over the past year and now have over 800 employees. This is the primary driver behind overall operating expense growth of 42% from the same period last year. Sales and marketing expense was $13 million versus $9.3 million last year. R&D expense came in at $8.9 million, up from $6.3 million one year ago, and G&A expense was $6 million compared to $4.1 million in Q2 of last year.

Our operating margin was 27.5% in the second quarter, up from 22.3% in the prior-year period and substantially better than our implied guidance of 22% to 23%. The operating margin upside compared to our implied guidance was primarily driven by the material revenue outperformance in the quarter. While we don't expect that level of operating margin for the remainder of the year, our new annual guidance reflects our belief that operating margins will be in the mid-20% up from our prior expectation in the low 20%.

Net income was $12.4 million compared to $7.3 million last year. Note that our effective tax rates have recently increased as a result of the US R&D tax credit expiration at the end of calendar 2013. Unless this provision gets renewed, you should expect a 38% to 39% effective tax rate on a non-GAAP basis going forward.

Our fully diluted net income per share for the quarter was $0.09 based on net income attributable to common stockholders of $12.2 million and diluted weighted average share count of $143 million.

Turning to the balance sheet, deferred revenue grew to $85.3 million, up from $74.9 million in the previous quarter. Our calculated billings were up 61% on a year-over-year basis driven by the overall strength across our product portfolio highlighted by the accelerated deployments mentioned earlier.

Looking ahead to Q3, we don't expect the same impact from accelerated deployments that we saw in Q2. Also, since add-on orders are coterminous with the customer's renewal date and our highest concentration of renewal dates is in Q4, we expect add-on orders in Q3 to be of shorter duration and contribute less to deferred revenue. As a result, we're expecting Q3 calculated billings to be down on a sequential basis.

As previously discussed, our calculated billings is impacted by factors such as timing and duration of orders, payment terms, and seasonality within our renewal base. Therefore, this metric is not necessarily indicative of the overall health of our business in any given period.

We exited the quarter with $350 million in cash and short-term investments, up from $345 million at the end of Q1. During the quarter, we purchased a new headquarters building for $24 million in cash which was more than offset by our cash flow in the quarter. Over the next two to three quarters, I anticipate a total of approximately $7 million to $9 million of incremental CapEx as we prepare our new headquarters for occupancy.

Cash flow from operations came in at $16.6 million, up from $7.2 million one year ago. This performance in Q2 was primarily driven by another strong quarter of bottom-line performance and deferred revenue growth and partially offset by a decrease in accrued expenses associated with our employee stock purchase plan.

Let me wrap up by sharing our outlook for Q3 and our increased guidance for the full FY15. For the third quarter, we expect revenue between $78 million and $79 million, non-GAAP operating income of $19 million to $20 million, and non-GAAP net income per share of $0.08 based on a fully diluted share count of approximately 144.5 million.

For the year, we now expect revenue in the range of $300 million to $303 million which is roughly $20 million above our previous guidance. Non-GAAP operating income of $73 million to $76 million, which implies a non-GAAP operating margin that is approximately 25% at the midpoint of the range, 3 percentage points higher than our previous guidance, and non-GAAP net income per share of $0.30 to $0.31 based on a fully diluted share count of approximately 144 million.

Overall, I'm very pleased with the performance of the business this quarter. We are driving growth across all three product lines while investing aggressively for further long-term success. Additionally, I'm excited to announce that we're holding our first-ever financial analyst day in New York City on September 17. So, mark your calendars and please stay tuned for more information.

With that, thank you for joining the call today, and I will turn it back to the operator for questions.

(Operator Instructions)

Sterling Auty, JPMorgan.

In terms of the accelerated deployments, I'm curious about the amount of new purchases, not necessarily new logos, but expansions into new divisions, et cetera, that might give you additional confidence in the trajectory of the growth rate for the remainder of the year?

Hi, Sterling. This is Matt. So, when we do one of these big global deployments, the additional orders like what we saw in Q2 are generally new countries. And then at times, we'll also expand into new divisions. But, in this one that we're referencing, this was a large Pharma company, one of our largest customers, that is basically continuing their rollout of their Pharma division. Does that answer your question?

Karl Keirstead, Deutsche Bank.

This is Jobin Mathew on behalf of Karl. Congrats on the good quarter.

So, in terms of the Commercial Cloud expansion, I think that's been the highlight of this quarter. And just by leasing it last quarter, it seems like you've got 11 customers on the entire cloud. What's driving this uptick? Is it -- do you feel like it's easier to convince customers to buy one of your other modules because they already are using one? What's driving this uptick, and has this contributed anything to deferred revenues for this quarter?

Tim, you want to take that one for deferred revenue, and then I'll take it about what it means overall for the business?

Yes. So, the uptick in Commercial Cloud has contributed -- I would say modestly to the deferred revenue this quarter. But, we do see very strong opportunity in front of us there, Jobin. So, not yet seeing it in the financials, but we believe firmly we'll see that as we go forward.

And, if you look at the concept of Commercial Cloud overall, what's going on -- yes, we mentioned that some number of customers have all three product lines. So, it's important to say that they've just started in particular divisions and geographies, but they're envisioning this idea globally where they can have this interconnected systems globally and making their processes much more effective. And, that's really elevating the discussion for Veeva as becoming a more strategic partner. So that, I think you can see that reflected in our financials where we're getting higher into the customers. We're providing more value, and it's increasing our momentum.

Got it. Okay. And, in your prepared comments, I think you referenced the fact that Cegedim was sold to IMS. During this quarter or after that, has this helped you close any deals so far this quarter? Or, what's your pipeline looking just for that sale?

Well, to look at that really, you have to look at the market dynamics. For current Cegedim CRM customers, this acquisition this disruption has caused their path forward to become unclear. And, that's really a good thing for Veeva.

So far, we've seen increased interest from some of Cegedim's larger customers, and over time, I believe our win rates in that large enterprise and in the mid-market will increase. To answer your question specifically, that's not something we've seen yet in this quarter. But, we've see interest, and interest often leads to business over time.

On the other area for that acquisition so on the talent front. Some of the great people currently at Veeva -- they've come from Cegedim over the years. And, they're doing great things here. And, there are still some great people working at Cegedim particularly in Europe and in Japan. These people have tons of experience, many years of experience in Pharma CRM, and they view Veeva as an innovative player in the industry.

And, because of this IMS acquisition, some of them are thinking it's a good time to come to Veeva. And, in fact, we had -- just this week, we had an offer accepted by another great Cegedim gentlemen from Europe, and I'm excited to have him on board. So, overall, competition is good in the market, but this acquisition is working out, I think, well for Veeva.

Okay, and one last question for Tim. On the operating margins that clearly came above our expectations -- this is clearly a good problem to have -- good growth, good margins. But, did you have any trouble hiring at all this quarter in sales and marketing or R&D? Any plans on the margin to slow down hiring because of -- has anything at all changed in the market? Just curious. Thanks.

In terms of the operating margin performance in Q2, it was really driven by the revenue outperformance. I would characterize the hiring this quarter as a little bit stronger than Q1, and I would say normal to the prior quarter is where we've been continuing to invest aggressively. And, I think that's going to be our approach going forward.

So we're certainly not trying to maximize margins. We see an opportunity in front of us that we want to invest in. But, I think as we've talked about before, we definitely see this Industry Cloud model generating strong profitability. And, you saw that in our guidance where we've raised our annual guidance to reflect more of a mid-20% operating margin for the remainder of the year.

Thanks. Great quarter.

Jennifer Lowe, Morgan Stanley.

I wanted to dig into the Vault product a little bit, and in particular, I think there was an announcement last week about a win at a contract research organization which I think highlighted your opportunity to get new types of customers with Vault. Can you talk a little bit about how Vault is doing in terms of getting into customers that don't have commercial organizations at this point? And then, related to that, how are you thinking about the investments in sales to go after some of those opportunities in the type of productivity gains you're seeing there? Thanks.

Sure. Thanks, Jen. So on the R&D side, Vault really has been taking off, and as you said, it's different segments for us. So, we never had a product for companies that didn't have a sales force before. We didn't have a product for someone like a CRO. So, the CRO channel we think is a big one. Every time you see a win for our ETMF product into a CRO that has a multiplier effect because a CRO is out selling their own services to the industry.

Broadly, on the R&D side, for companies that do not yet have a product on the market, we're having really good success. Sometimes this is replacing an existing system, but we also have a number of customers that are replacing their original paper systems as they get funding or as the product gets to the second Phase or the third Phase of clinical trials.

And, we've seen interest across all of the different areas, clinical submissions and quality for these smaller companies. We've already made a lot of the investments to sell into the R&D side of the Life Sciences industry in the US, but it is an area of a lot of investment in Europe and Asia in the coming quarters as we continue to build up the sales capabilities there.

And, maybe just following up on that, there was a comment on the call that customers were starting to pull Vault into new use cases beyond the ones that you all initially brought to market. In those scenarios where customers are looking to do that, how do you think about what you're willing to drive for them in terms of building out whatever workflows or capabilities need to happen to enable those use cases versus customers building out themselves versus opportunities to work with partners to build out some of those scenarios for you?

Very good question because you're right. There are those three [axis]. You could look at when customers bring things that they want to do that aren't in our six applications that we have, you could look at that as opportunities for them to do custom application development, or for us to maybe develop those applications as package applications or for partners. So, it's early innings on this Vault as a platform, and when we see these use cases these are things that we don't do -- like product labeling applications, clinical contracts, scientific models, things like that.

So far, we've channeled those into customers developing their own custom applications on Vault and I think that's generally the pattern -- that's a pattern I've seen before in platforms when new ideas come up, they're often very innovative. Customers do it themselves. If it becomes a pattern, then a partner may do it or Veeva may do it. But, first it will start with the customer developing a custom application.

Great. Thank you.

Parker Lane, Stifel.

This is Parker Lane in for Tom Roderick. Thanks for taking my question. I was wondering with last quarter non-CRM revenues exceeding 10% of total revs, do you have any growth target maybe three or five years out? And, what direction do you expect the contribution of the business segments to trend?

Parker, this is Tim. We don't have specifically a target for contribution of revenue across the three product lines. Mostly because we see great opportunity in all three product lines.

We did continue to see Vault and network growing this quarter a little bit faster than CRM, and therefore, they actually make the non-CRM, if you will, make up a little bit larger of a percent than it did last quarter. We're not going to necessarily highlight that every quarter, Parker, but at certain milestones, we'll certainly as we think about it we'll certainly make that announcement.

Great. And also, can you talk about the implications of the Cegedim deal with IMS from a network side of the business? And, does that potentially stunt Veeva's growth in this market segment? Or, does it perhaps accelerate the desire to utilize M&A to round out the offering in network?

If you look at network, it's really two primary parts of network -- the software, the customer master software, and then the master data, the data side of the business. In the software side of the business, it's really not impacted. This is an area where Cegedim or IMS really didn't have comparable solutions so that hasn't been impacted.

On the data side of the business, this is where particularly in Europe, Cegedim has been strong in that type of data. Now that's transferring to IMS, so it really hasn't impacted things one way or another. We're still competing with that data set, and even though it will have a new owner, we will continue to compete. I think you'll also get some amount of churn and uncertainty there which may work to our favor, but really no macro level change to network from the acquisition.

Okay. Thank you.

Brendan Barnicle, Pacific Crest.

Peter, in your prepared comments, you talked about demonstrating the ability to build a strong business within a single vertical. What are your latest thoughts about maybe looking at some adjacent verticals or some new verticals? And, what would it take to make that transition?

Brendan, we're really focused on the Life Sciences vertical and building the cloud, and we just think we're in the early innings of that. The best way to say that is network -- this is an area -- we've brought out network, the data, and the software. There are more things we'll do on that platform, and we're just -- penetrated just the early innings of that.

So, that's really where our focus is in terms of going to another industry or adjacent industries. It's something we certainly could do, and I think I laid that out in my founders letter some time ago. But, right now, we think our opportunity is moving this industry forward, and we're just getting going on it. So, we're busy, Brendan, I guess.

Just to follow-up on that, how hard would it be to make that transition to another vertical? If you decided to do that?

I think it's something that Veeva could do. And, like all things that are significant, it would be hard to do. But, I think we know how to do it.

Veeva has certainly got a lot of background in that area. But again, I want to reiterate -- we don't spend a lot of time thinking about that. That's not something that we're planning to do at this time.

Great. Another question I had was about deal size. Certainly with deferred revenue, in your commentary it sounds like you saw more large deals. Is there any way as you looked across the platform to quantify the increase you saw in ASP or first-year ARR?

Yes. In terms of quantifying that down to the specific deal, or product line -- product-type deals, we don't really do that. There's a few reasons why. Our deals are -- they can be complex. They can be multi-product deals. They can be multi-division. They can be global. They can be large deals, seven- or eight-figure deals, but they may start with a very small deployment, a seven- or eight-figure deal. The first purchase or design win for that -- the first purchase order could be a five-figure deal.

So, talking about deals really doesn't do it. But the dynamic I see in the market is our deal size -- our aggregate deal size is getting larger because there's this trend to more global systems. So, that helps us. And, our product footprint is getting bigger. So, that helps us.

And then, there's one other specific dynamic in the Vault area where we are starting to see people consider Vault for all their regulated content Management applications in R&D. Not just one application at a time. They're thinking about what if we do this as a suite all together, and that would increase our, quote, deal size. But, it's not really something that we focus on -- deal size.

Great. Thanks a lot.

Richard Davis, Canaccord.

It's DJ. Maybe you could help me with the accelerated pace of deployments that you are seeing. Where you do you stand from a services capacity standpoint? Are you able to keep up with the demand that you're seeing from customers?

Yes. We are able to keep up. This is something -- our customers, they work with us and so we get enough advance notice. We're pretty nimble. We also have quite a big global capacity especially in services with our own people and with partners. So, we're able to flex and handle this. I'm not saying it's easy. We have to get after it every quarter when this happens. But, yes, we're able to keep up and keep our customer satisfaction high.

Got it. And then, I'd be curious if you could share your perspective on what you think IMS' strategy is with Cegedim? And, maybe any potential pricing implications on the CRM side? How do they expect to be able to compete with you would be helpful color?

As far as IMS' strategy, I'm not the best person to comment on that. That you would probably have to get from IMS. I think the dynamics in the market, largely, we are focusing on ourselves and our customers. So that we deliver them more value, make our products better, make our services better, become more strategic.

And, as far as the acquisition, it hasn't really changed the market dynamics. As far as IMS strategy going forward, I really couldn't comment on that.

All right. Thanks.

Karen Russillo, Wells Fargo Securities.

I just wanted to see if I could get you to give a little bit more color as we look at the guidance you gave Q3 and then the full year, it looks like you're going to see pretty big margin compression in Q4 to get to where the guidance is given what you gave for Q3. Can you give us a little bit more color where (inaudible) spending is going to happen in Q4?

Karen, this is Tim. I think I heard your full question. You were breaking up a little bit. You talked about margin guidance for Q4 and what our thinking was in terms of what we were implying in our full-year guidance. Is that the question?

Yes. Sorry about that. On a bad BlackBerry.

That's okay. So again, as we talked about, we did raise our guidance both on the top line and on the operating margin line. We're very looking at our business and looking at our operating model and the Industry Cloud driving a strong profitability performance. We're looking at mid-20% in terms of operating margin.

I think you're right. I think for Q3, it's probably a little bit higher than Q4. We do have an aggressive appetite for continuing to hire and invest in what we see is a very big opportunity. So, I think what you're seeing is our expectation that we'll continue to aggressively hire through Q3 and into Q4 against this large opportunity.

Okay. Great. That's helpful. Thank you very much.

There are no further questions at this time. I turn the call back over to the presenters.

That's it. Thank you all for joining the call today, and we'll talk to you in three months.

This concludes today's conference call. You may now disconnect.