Pure Storage 2023 Q2 Earnings Call (Fical 2024)
发布时间 2023-11-15 08:15:19 来源
中英文字稿 
Good day and welcome to the peer storage second quarter fiscal year 2024 earnings conference call. Today's conference is being recorded. All lines will be muted during the presentation portion of the call with an opportunity for questions and answers at the end. If you would like to ask the question, please press star one on your telephone keypad. And at this time, I'd like to turn the call over to Mr. Paul Ziaz, vice president, investor relations. Go ahead, sir.
大家好，欢迎参加同行存储第二季度2024财年盈利电话会议。今天的会议将进行录音。在报告部分，所有线路将静音，最后提供问题和答案环节。如果您想要提问，请按一下电话键盘上的星号键。现在，我想将会议转交给投资者关系副总裁保罗·齐亚兹先生。请先生发言。
Thank you. Good afternoon, everyone, and welcome to pure second quarter fiscal 2024 earnings conference call. On the call, we have Charlie Giancarlo, chief executive officer, Kevin Chrysler, chief financial officer, and Rob Lee, chief technology officer. Following Charlie's and Kevin's prepared remarks, we will take questions. Our press release was issued after the close of market and is posted on our website where this call is being simultaneously webcast. The slides of the company, this webcast can be downloaded at investor.purestorage.com.
大家下午好，欢迎参加纯存储2024财年第二季度收益电话会议。在电话会议上，我们有首席执行官查理·詹卡尔洛、首席财务官凯文·克莱斯勒和首席技术官罗布·李。在查理和凯文做完准备好的发言后，我们将接受问题。我们的新闻稿在市场收盘后发布，并同时在我们的网站上发布，本次电话会议也在网上同时播出。本次网上播出的公司幻灯片可以在投资者网站investor.purestorage.com上下载。
On this call today, we will make forward-looking statements which are subject to various risks and uncertainties. These include statements regarding our financial outlook and operations, our strategy, technology and its advantages, our current and new product offerings and competitive industry and economic trends. Any forward-looking statements that we make are based on facts and assumptions as of today, and we undertake no obligation to update them. Where actual results may differ materially from the results forecasted and reported results should not be considered as an indication of future performance. A discussion of some of the risks and uncertainties related to our businesses contained in our filings with the SEC, and we refer you to those public filings.
在今天的电话会议上，我们将进行一些前瞻性陈述，这些陈述可能会受到各种风险和不确定性的影响。这些陈述涉及我们的财务前景和业务运营、我们的战略、技术及其优势、我们当前和新的产品提供以及竞争行业和经济趋势等方面。我们所做的任何前瞻性陈述都是基于今天的事实和假设，并且我们不承担任何更新的义务。实际结果可能与预测结果存在重大差异，报告的结果不应被视为未来表现的指示。我们在向证券交易委员会提交的文件中讨论了与我们业务相关的一些风险和不确定性，并且我们建议您参阅这些公开文件。
During this call, all financial metrics and associated growth rates are non-GAP measures other than revenue, remaining performance obligations, or RPO, and cash and investments. Reconciliations to the most directly comparable GAP measures are provided in our earnings press release and slides. This call is being broadcast live on the Pure Storage Investor Relations website and is being recorded for playback purposes. An archive of the webcast will be available on the IR website and is the property of Pure Storage.
在此通话中，除了营收、剩余业绩义务（RPO）和现金及投资之外，所有财务指标和相关增长率均为非GAP（通用会计准则）度量。与最直接可比较的GAP度量的协调将在我们的盈利新闻发布和幻灯片中提供。此通话正在纯存储投资者关系网站上直播，并正在录制以供回放。网络研讨会的存档将可在投资者关系网站上获得，并归纯存储所有。
Our third quarter, fiscal 24, quiet period begins at the close of business Friday, October 20th, 2023. With that, I'll turn it over to Charlie.
我们的第三季度（财务年度24）的静默期将于2023年10月20日星期五营业结束开始。现在，我将把话题转给查理。
Good afternoon everyone, and welcome to Pure Storage's Q2 conference call. We are pleased with our financial results this quarter. While the macro environment continued to be challenging, we outpaced our competitors and saw strong growth in our strategic investments, particularly in Flashblade S, Flashblade E, and Evergreen 1. Our results demonstrate that we continue to lead our market and that our strategy is working.
大家下午好，欢迎参加 Pure Storage 的 Q2 电话会议。我们对本季度的财务结果感到满意。尽管宏观环境仍然具有挑战性，但我们在竞争对手中领先，并在我们的战略投资中实现了强劲的增长，特别是在 Flashblade S、Flashblade E 和 Evergreen 1 等方面。我们的结果表明我们继续领导市场，并且我们的战略是有效的。
Pure is delivering extraordinary outcomes for our customers by transforming data storage from a highly fragmented solution set to a single consistent platform. Pure is today the first and only data storage company that can deliver a single, consistent, non-disruptive operating and management environment leveraging the most advanced Flash technology across all data storage needs. With the introduction of the E-family, our all Flash products now span from the highest performance systems to the most cost-effective systems for bulk data. Uniquely in our industry, all of Pure's products are based on one operating system, Purity, the only storage software that operates natively direct to Flash, rather than using less efficient commodity SSDs. All of Pure's products are managed with our Pure 1 management system and have consistent APIs. All of our product support, non-disruptive upgrades forever through our Evergreen technology and subscription programs and are all available to consume as a service through Evergreen 1.
Pure通过将数据存储从高度碎片化的解决方案集转变为一个统一的平台，为我们的客户提供了非凡的成果。Pure是当今唯一能够在所有数据存储需求中利用最先进的闪存技术提供一种统一、一致、无干扰的操作和管理环境的数据存储公司。通过引入E系列，我们的全闪存产品现在包括性能最高的系统和最经济实惠的大数据系统。在我们行业中独特的是，Pure的所有产品都基于一个操作系统——Purity，并直接与闪存进行本地通信，而不是使用效率较低的通用固态硬盘。所有Pure的产品都使用我们的Pure 1管理系统进行管理，并提供一致的API接口。我们的所有产品支持通过我们的Evergreen技术和订阅计划进行无干扰升级，永久享受支持，并且可以作为服务通过Evergreen 1来使用。
The data storage industry has for decades been plagued with different tailored software and hardware solutions for the wide range of storage protocols, formats, performance levels and price points needed to cover the market. The storage portfolio of legacy data storage providers was generally assembled by acquisition and are collections of disparate, inconsistent environments. That approach left customers with a complex infrastructure with multiple software operating environments with different management systems and multiple differing operational processes. As a result, legacy storage environments are complex. They vary for each use case. They require downtime for upgrades and require forklift replacements roughly every five years. Pure is the only company that provides customers a single consolidated operating environment for all of their data storage needs, including block, file and object.
数据存储行业长期以来一直备受困扰，因为市场需求涵盖了多种存储协议、格式、性能水平和价格点，需要不同的定制软件和硬件解决方案。传统数据存储提供商的存储组合通常是通过收购组建的，它们是各种不同的环境的集合。这种方法给客户留下了复杂的基础架构，包含多个不同管理系统和多个不同操作流程的软件操作环境。因此，传统存储环境非常复杂。它们对每个用例都不同。需要停机升级，并且大约每五年需要更换硬件设备。Pure是唯一一家为客户提供完整的单一操作环境，满足他们所有的数据存储需求，包括块、文件和对象存储。
Q2 was the first full quarter of shipments for Flashblade E. Failed and pipeline have exceeded our expectations and it is experiencing the fastest growth of all prior new product releases. At purchase, Flashblade E, with three years of Evergreen subscription, has an acquisition cost competitive with hard disk-based systems and has substantially lower operating costs. It enables our customers to move ever more of their cost-sensitive workloads to all Flash. The E family of products allows Pure to now cover the entire spectrum of data storage inclusive of low-priced bulk storage, providing customers with a consistent, modern and reliable product line for all their storage needs.
Q2是Flashblade E的首个完整的出货季度。失败和潜在的订单超出了我们的预期，并且它正经历着所有先前新产品发布中最快的增长。在购买时，Flashblade E配备了三年的Evergreen订阅，其采购成本与基于硬盘的系统相比具有竞争力，并且运营成本大大降低。它使我们的客户能够将更多成本敏感的工作负载转移到全闪存上。E系列产品使Pure现在能够覆盖全面的数据存储范围，包括低价批量存储，为客户提供一致、现代和可靠的产品线，满足他们所有存储需求。
Flash Array E will become available later this year during Flashblade E. Flash Array E will enable cost-effective storage for bulk data for capacities from 1 to 4 petabytes. And as part of the E family, it can also reduce customers total operational costs by up to 60% and produce 85% less e-waste compared to hard disk-based systems. We are seeing continued momentum and opening new opportunities with our cloud strategy. Last week, we announced an expanded multi-year partnership with Microsoft Azure Services and its Azure VMware solution known as ADS, using our Pure Cloud Block Store. This offers a new age of cloud migration that can drive faster, more cost-effective adoption of cloud services. Combining Pure's industry-leading data reduction with our ability to decouple storage needs from Compute, customers can significantly reduce their total cloud costs while increasing hybrid cloud capabilities.
Flash Array E将在今年晚些时候与Flashblade E一同推出。Flash Array E能够为1到4PB的大容量数据提供经济实惠的存储。作为E家族的一部分，与基于硬盘的系统相比，它能将客户的总运营成本降低高达60%，同时减少85%的电子垃圾产生。我们正在云策略方面持续发展并开拓新机会。上周，我们宣布与Microsoft Azure Services建立了一个多年合作伙伴关系，并在其Azure VMware解决方案中使用了我们的Pure Cloud Block Store，这将推动更快、更具成本效益的云服务采用。将Pure行业领先的数据压缩能力与我们解耦存储需求和计算的能力相结合，客户可以显著降低其总体云成本，同时提升混合云能力。
In addition to operating in the cloud, our cloud operating model allows our customers to operate their storage environment like the cloud, to offer services like the cloud, to better build for the cloud, and also to consume storage like the cloud. Pure Fusion enables our customers to manage the pure portfolio as a fleet, as an integrated pool of storage across data centers and across clouds. Pure Fusion allows customers to offer their developers access to bespoke data services through APIs.
除了在云中运行外，我们的云操作模型允许我们的客户像云一样操作他们的存储环境，提供类似云服务的服务，更好地构建云，也像云一样使用存储。Pure Fusion使我们的客户能够将纯净的组合作为一个整体进行管理，成为一个跨数据中心和云的集成存储池。Pure Fusion允许客户通过API为开发人员提供定制数据服务的访问。
Portworks, the most highly rated Kubernetes data platform for deploying cloud native applications, was chosen for the fourth and second of year by analysts from Gigahome as the leader for enterprise Kubernetes data storage and cloud native Kubernetes data storage. Evergreen 1 allows our customers to also consume like the cloud based entirely on a service level agreement with Pure to allow them to store their data whenever and wherever they want. Evergreen 1 is available for all of Pure's product offerings. The growth of subscription services contributes significantly to our success in Q2. Evergreen 1, the industry's leading storage as a service offering, saw, fails, double again year over year. Our Evergreen technology and programs have revolutionized the industry and provide pure a sustainable competitive advantage, ending traditional legacy hardware replacement practices for customers and turning every sale into a storage as a service relationship. With our Evergreen Forever subscription, companies upgrade both hardware and software to the latest technology without paying additional capital continually without downtime forever.
Portworks，作为部署云原生应用的最高评级Kubernetes数据平台，被Gigahome的分析师选为企业Kubernetes数据存储和云原生Kubernetes数据存储的领导者，这已经是连续第四年和第二次选择。Evergreen 1允许我们的客户根据Pure提供的服务级别协议像云一样全面使用，使他们能够在任何时间、任何地点存储他们的数据。Evergreen 1适用于Pure的所有产品。订阅服务的增长对我们在第二季度的成功产生了重要贡献。作为行业领先的存储即服务提供商，Evergreen 1的销售量连续第二年翻倍。我们的Evergreen技术和项目彻底改变了行业，并为Pure提供了可持续竞争优势，终结了传统的传统硬件更换实践，使每次销售都成为一种存储即服务的关系。通过我们的Evergreen Forever订阅，企业可以持续升级硬件和软件至最新技术，无需支付额外的资本费用，而且永不停机。
As we discussed last quarter, generative AI and chat GPT have brought artificial intelligence to the top of mind for all customers and AI creates two sets of opportunities for Pure. First, we can supply products for AI training environments such as the creation of large language models or LLMs short. And second, we can support enterprises to prepare their data architecture for AI inference, meaning the use of LLMs on their own data. Most customers will leverage their party LLMs as their base. They will retune and retrain these models on their proprietary data within their own organizational boundaries. By adding guardrails, they will enable AI inference to achieve outcomes specific to their business. The former requires very high performance while the latter is enhanced with the replacement of low performance secondary hard disk systems with our e-family of cost effective flash storage.
正如我们上个季度讨论的那样，生成式人工智能（AI）和聊天GPT使得人工智能成为所有客户的关注重点，并且AI为Pure带来了两组机会。首先，我们可以提供用于AI训练环境的产品，例如创建大型语言模型（LLMs）。其次，我们可以支持企业为AI推理准备数据架构，即在其自有数据上使用LLMs。大多数客户将利用第三方的LLMs作为基础，然后在其自身组织范围内通过调整和重新训练这些模型来适应其专有数据。通过添加监控机制，他们将能够实现特定于业务的AI推理结果。前者需要非常高的性能，而后者则通过用我们成本效益高的e系列闪存存储替换低性能的次级硬盘系统来提升。
During the quarter, Flashblade S won a generative AI footprint in a production environment in the low eight digits. Portworx also saw multiple wins in early AI development environments. Customers purchased Portworx to ensure reliable data management during the training and inference process. Over the last five years, well over a hundred customers have chosen Flashblade to accelerate their AI and machine learning environments. With the introduction of Flashblade E, AI customers are able to take advantage of a single operating and management environment for both their hot and their bulk data, dramatically simplifying their data storage infrastructure and reducing its cost and environmental footprints.
在本季度中，Flashblade S在生产环境中赢得了一个数额在千万级别的生成AI需求。Portworx在早期AI开发环境中也取得了多个胜利。客户购买Portworx是为了确保在训练和推断过程中进行可靠的数据管理。在过去的五年中，超过一百个客户选择了Flashblade来加速他们的AI和机器学习环境。随着Flashblade E的推出，AI客户能够利用单一的操作和管理环境来处理他们的热数据和大数据，大幅简化了他们的数据存储基础设施，并降低了成本和环境印记。
For the last few months, I have visited customers, partners and retailers across the U.S., Asia Pacific and Europe to highlight Pure's new ever more powerful position. Customers immediately gropped the benefits of and the need for a unified operating and management environment for all their data storage needs, block, file and object, from the highest performance to the most cost effective. They responded enthusiastically to the ability to operate their storage and data environment as consistent storage pools across data centers and clouds. And they welcomed the advantages of our evergreen technology and subscription available across our entire data storage platform.
在过去的几个月里，我访问了美国、亚太和欧洲的客户、合作伙伴和零售商，以突出Pure公司日益强大的地位。客户立即意识到并需要一个统一的操作和管理环境来满足他们各种数据存储需求，从高性能到成本最优的块、文件和对象存储。他们对将存储和数据环境作为数据中心和云端统一存储池进行操作的能力表示热情响应。他们也欢迎我们整个数据存储平台提供的持久技术和订阅服务的优势。
Pure's products uniquely stand out in the industry due to our single operating environment and consistent APIs across our products. This is powered by our consistent use of purity and our pure one management system across all our products. Our new e-family of products leverage our latest direct to flash capabilities of purity software to unlock the most cost effective QLC flash to penetrate the bulk data market for the first time with all flash technology. Our high density direct flash modules or DFM's work with purity to power this advance. This enables better performance, better longevity, better reliability and ultimately better price performance than both hard disks and even SSD based systems. We have been shipping 48 terabyte DFM's for the last three years and we will introduce our 75 terabyte DFM later this year. Today, Pure's DFM's are two to four times denser than the largest hard disk and SSDs in competitive use. And our advantage in density is accelerating. Our roadmap calls for a 150 terabyte DFM next year and a 300 terabyte DFM by 2026.
Pure的产品在行业中独具特色，这是因为我们的单一操作环境和一致的API在所有产品中保持一致。这得益于我们在所有产品中持续使用纯度和纯净管理系统。我们的新一代产品通过我们最新的纯度软件的直接读写功能，利用最具成本效益的QLC闪存技术首次进入大容量数据市场。我们的高密度直接闪存模块（DFM）与纯度共同推动这一进步。这使得性能、寿命、可靠性和价格性能均优于硬盘甚至基于SSD的系统。在过去的三年中，我们一直在出货48TB的DFM，今年晚些时候我们将推出75TB的DFM。如今，Pure的DFM比竞争对手使用的最大硬盘和SSD密度高两到四倍。而我们在密度方面的优势还在不断加速。我们的路线图计划明年推出150TB的DFM，到2026年推出300TB的DFM。
Our improvements in performance and density of direct flash versus commodity products will enable us to increase our competitiveness in the industry by a wide margin, not only in performance and cost but also in energy efficiency and e-waste reduction. Speaking of energy and e-waste, we issued our second ESG report last week. It details the advancements we continue to make across our technology portfolio, operations and people. Our largest area of contribution continues to be the extraordinary energy, e-waste and space savings of our products which enable our customers to achieve their environmental sustainability goals. Pure products can reduce the total energy and emissions from data centers globally by upwards of 20 percent as Pure's flash optimized systems use up to five times less power than competitive SSD based systems, up to ten times less power than the hard disk systems we will replace.
我们在直接闪存性能和密度方面相较普通产品的改进将大幅提高我们的行业竞争力，不仅在性能和成本方面，还在能效和电子废弃物减少方面。说到能源和电子废弃物，我们上周发布了第二份ESG报告。报告详细介绍了我们在技术组合、运营和员工方面所取得的持续进展。我们最大的贡献领域仍然是我们产品的卓越能源、电子废弃物和空间节约，这使得我们的客户能够实现其环境可持续发展目标。Pure产品可以全球减少数据中心的总能源消耗和排放量高达20％，因为Pure的闪存优化系统的功率使用量比竞争的固态硬盘系统低出多达五倍，比我们将要替代的硬盘系统低出多达十倍。
In closing, I have never been more confident in our long term growth strategy or in our opportunity to lead this market. I'll now turn the call over to Kevin Chrysler.
在结束时，我对我们的长期增长战略和在市场中处于领先地位的机会的信心达到了前所未有的高度。现在，我将把电话转交给凯文·克莱斯勒。
Kevin? Thank you, Charlie. Revenue of $689 million in Q2 grew six and a half percent year over year and exceeded our revenue guidance. We achieved record sales of our entire flash play portfolio, including Flashblade E, and saw continued high demand for our evergreen one subscription services as sales more than doubled year over year. While the spending environment remains relatively consistent to what we have seen over the last couple of quarters, our customers are choosing to invest in our high technology data storage solution for their key strategic projects as we have seen with the sales performance of both our Flashblade and evergreen one offerings this quarter.
谢谢，查理。我们在第二季度的收入达到6.89亿美元，同比增长6.5%，超过了我们的预期。我们的整个闪存产品组合，包括Flashblade E，在销售方面创下了记录，并且我们的Evergreen One订阅服务的需求仍然旺盛，销售额同比增长超过一倍。尽管支出环境与过去几个季度相对稳定，但我们的客户选择投资于我们的高科技数据存储解决方案，用于关键战略项目，正如本季度Flashblade和Evergreen One销售业绩所表现出的那样。
Momentum we saw across our entire Flashblade portfolio included specific AI and ML use cases, including a significant generative AI win that Charlie highlighted. We are excited with the historic ramp for both sales and pipeline of Flashblade E throughout the quarter. Customers no longer need to settle for hard disk systems and can now choose pure as higher performance Flash solutions at competitive price points.
我们在整个Flashblade系列产品中看到了势头，包括特定的人工智能和机器学习应用案例，其中查理提到的重大生成式人工智能胜利引起了我们的兴奋。我们对整个季度Flashblade E的销售和销售渠道的历史性增长感到兴奋。客户不再需要将就于硬盘系统，现在可以选择纯粹的、性能更高的闪存解决方案，价格竞争力更强。
Q2 operating profit of nearly $112 million exceeded expectations due to the performance of our product and subscription gross margins, our unique purity software architecture working directly with raw Flash rather than less efficient and shorter lived SSDs contributed to the strength and product gross margins. Leveraging our purity software, the majority of the capacity we now ship is based on QLC raw Flash. More aggressive discounting behavior from our competitors during the quarter slightly offset product gross margin expansion.
第二季度营运利润近1.12亿美元，超过预期，这归功于我们产品和订阅毛利率的表现，我们独特的纯净软件架构直接与原始闪存硬盘（SSD）合作，而不是效率低且寿命更短的SSD，这有助于增强产品毛利率。通过利用我们的纯净软件，我们现在所发货的主要容量是基于QLC原始闪存。然而，本季度竞争对手更积极的折扣行为稍微抵消了产品毛利率的扩张。
In Q2 subscription services annual recurring revenue grew 27% year over year to $1.2 billion and included strong growth from our evergreen one storage service offering. Closed evergreen one contracts where the effective service date has not yet started are excluded from the subscription ARR calculation.
在第二季度，订阅服务的年度循环收入同比增长了27%，达到12亿美元，其中包括我们的常青一存储服务提供的强劲增长。已关闭但尚未开始有效服务日期的常青一合同被排除在订阅循环收入计算之外。
Subscription ARR growth would have been 28% when considering closed evergreen one contracts where the service date has not yet started. Remaining performance obligations or RPO grew 26% to $1.9 billion.
考虑到尚未开始服务日期的保持常青性合同，订阅ARR增长率将达到28%。其余履约责任或RPO增长了26%，达到19亿美元。
Similar to the remarks we've made in previous quarters, our RPO previously included an outstanding commitment with one of our global system integrators. During Q1 this remaining outstanding commitment was fully satisfied and when excluding the impact of the past outstanding commitment, RPO grew 30% year over year.
与我们在之前几个季度发表的言论类似，我们的招聘职位申请(RPO)之前包括了与我们的一个全球系统集成商的未结承诺。在第一季度，这个未结承诺已完全履行，并且在不计入过去未完成的承诺的影响下，年度RPO增长了30%。
Subscription services revenue of $289 million comprised 42% of total revenue which is 6 points higher than Q2 last year. US revenue for Q2 was $495 million and international revenue was $194 million.
订阅服务的收入为2.89亿美元，占总收入的42%，比去年第二季度高6个百分点。第二季度美国收入为4.95亿美元，国际收入为1.94亿美元。
We acquired 325 new customers during the quarter and our total customer count now exceeds 12,000. As previously mentioned, we were pleased with our continued strong gross margin performance of 72.8% with product gross margin of 71.5% and subscription services gross margin of 74.5%.
在本季度，我们获得了325位新客户，我们的总客户数现已超过12,000位。正如先前提到的，我们对我们持续强劲的毛利率表现感到满意，毛利率达到72.8%，其中产品毛利率为71.5%，订阅服务毛利率为74.5%。
Our head count increased slightly to approximately 5,400 employees at the end of the quarter. Pure balance sheet and liquidity remains very strong including $1.2 billion in cash and investments at the end of Q2. Cash flow from operations during the quarter was $102 million and capital expenditures total of $55 million.
我们的员工人数在季末略微增加，约为5,400名员工。纯资产负债表和流动性仍非常强大，包括第二季度末的12亿美元现金和投资。在本季度，运营现金流为1.02亿美元，资本支出总额为5500万美元。
In Q2, we repurchased nearly 600,000 shares of stock returning nearly $22 million to our shareholders. This represents a lower level of repurchase activity than recent quarters as a result of the fixed trading parameters that were in place throughout the quarter.
在第二季度，我们回购了近60万股股票，为股东返还了近2200万美元。这代表着回购活动的水平较之前几个季度有所下降，原因是在整个季度都使用了固定的交易参数。
We have approximately $190 million remaining on our existing $250 million repurchase authorization. Now turning to guidance. We expect Q3 revenue to be $760 million representing double digit growth of over 12% year over year.
我们现有的2.5亿美元回购授权中，大约还剩下1.9亿美元。现在转向业绩指引。我们预计第三季度收入将达到7.6亿美元，同比增长超过12%。
Our Q3 revenue guidance assumes continued strong subscription revenue growth fueled by our evergreen one subscription services. We continue to execute on aligning our cost structure with expected demand.
我们第三季度的营收指导预计将继续实现强劲的订阅收入增长，这得益于我们持续有效的一次性订阅服务。我们将继续执行成本结构与预期需求的对齐。
The results of our continued operational discipline and the economic benefits we are seeing with our unique architecture of purity software working directly with flash is reflected in our Q3 operating profit guide of $135 million or 17.8% operating margin.
我们持续保持的运营纪律和我们独特的纯净软件与Flash直接配合的经济效益在我们第三季度的营业利润指引中得到了体现，达到了1.35亿美元或17.8%的营业利润率。
Our annual revenue guidance we previously communicated remains unchanged and assumes revenue growth in the mid to high single digits as we expect significantly stronger year over year revenue growth for the second half of FY24.
我们之前传达的年度收入指引保持不变，预计收入增长率将达到中高个位数，因为我们预计FY24下半年的收入增长将显著加强。
As a reminder, revenue for our evergreen one subscription service offering is recurring and is recognized over time. The sales strength of our evergreen one offering through the first half of the year has outperformed our expectations and this momentum is expected to continue throughout the remainder of the year.
作为提醒，我们的长青订阅服务的收入是持续性的，并在一段时间内确认。今年上半年，我们长青服务的销售强势表现超出了我们的预期，并且这种势头预计将在今年剩余时间内继续。
The success of our sales of evergreen one subscription services has been considered in our annual revenue guidance as the growth of this offering creates a near term headwind to the total revenue growth rate as revenue is recognized over time.
我们销售的常年订阅服务取得了成功，这一增长趋势在我们的年度收入预期中予以考虑，因为这一服务的增长在短期内对总收入增长率构成了阻力，因为收入是逐渐确认的。
We also continue to assume no significant improvement or worsening of macroeconomic conditions from what we have seen over the last few quarters. Finally, we are increasing our annual operating margin guidance from 15% to 15.5%.
我们也将继续假设宏观经济状况在接下来的几个季度内没有显著改善或恶化。最后，我们将我们的年度运营利润率指引从15%提高至15.5%。
We are continuing operational discipline as well as the benefits we are seeing as a result of our unmatched flash management technology powered by purity software.
我们在继续保持操作纪律，并且通过纯净软件提供的无与伦比的闪存管理技术所带来的好处。
In closing, treating data storage and management as high technology as demonstrated through our continuous innovation across our portfolio and business models, we have established an extraordinary advantage in reducing power consumption, real estate space, labor and e-waste for our customers.
总而言之，我们将数据存储和管理视为高科技，通过在我们的产品组合和业务模式中持续创新，我们建立了在降低能耗、节省空间、减少劳动力和电子废物方面的非凡优势，使我们的客户受益。
Our business value and total cost of ownership advantages are unmatched against our competitors. With that, I will turn it back to Paul for Q&A.
我们的商业价值和总拥有成本优势在与竞争对手相比无可匹敌。因此，我将把这个问题交给Paul进行问答。
Thanks, Kevin. Before we begin the Q&A session, I'll ask you to limit yourselves to one question consisting of one part so we can get to as many people as possible. If you have additional questions, we kindly ask that you please rejoin the Q&A and we'll be happy to take those additional questions if time allows.
谢谢，凯文。在我们开始问答环节之前，请你限制每个问题只能包含一个部分，这样我们才能尽可能回答更多的人。如果您有其他问题，请重新加入问答环节，如果时间允许，我们很乐意回答这些额外问题。
Operator, let's get started. Thank you.
操作员，开始吧。谢谢。
If you would like to ask a question, please press star, follow above the number one on your telephone keypad. If for any reason you would like to remove that question, simply press star one again. Again, that is star one to ask a question.
如果您想提问，请按下您电话键盘上数字键“1”上方的星号键。如果因任何原因您想要删除该问题，只需再次按下星号键和数字键“1”。再次强调，提问请按下星号键和数字键“1”。
And as a reminder, if you are using a speakerphone, please remember to pick up your headset before asking your question.
提醒一下，如果您正在使用扬声器，请在提问前记得拿起您的耳机。
And we will pause here briefly as questions are registered. We'll go first this afternoon to Amit Daryanani at Evercore.
在这里，我们将暂时停顿一下，让大家提出问题。今天下午我们将第一个向Evercore的Amit Daryanani提问。
Good afternoon. Thanks, Dig my question. Yeah, I was hoping you folks could talk a bit more about the Flash Play portfolio. I think the person you talked about, you know, record sales over here. So I'd love to understand, you know, where's the strength coming from, what's driving the success here, given a challenge macro. And really related to this, any sense on our Flash Play, E adoption is looking and very interesting traction there. I think NetApp recently talked about how their equivalent product at least is having a very strong launch. So I'd love to hear, you know, where's Flash Play broadly resonating with customers? And if anybody who quantified what you seem to be really helpful, thank you.
下午好。谢谢，Dig。是的，我希望你们能更多地谈谈Flash Play投资组合。我知道，你们所谈到的那个人，在这里取得了创纪录的销售成绩。所以我希望了解，强劲的增长来自哪里，是什么推动了这里的成功，考虑到宏观环境的挑战。与此相关的是，关于我们的Flash Play电子采用情况，有没有任何信息？最近，NetApp提到了他们类似产品的强劲推出。所以我想知道，Flash Play在哪些方面广泛引起客户共鸣？如果有人能够量化，那将非常有帮助，谢谢。
Absolutely. Thanks, Amit. Well, just as a reminder to the audience, you know, we launched Flash Play about five or six years ago now. And then more recently, a little over a year ago, updated it with what we call our Flash Play to S program, which shares our direct Flash modules with our Flash Array series, as well as more recently just last Q1, our Flash Play, E product. Flash Play to S addresses the high performance ends of the market and Flash Play, E, as I've mentioned in my script, actually addresses the high capacity, but both data, lower cost market overall. To answer your question directly, I believe the greater focus around AI certainly helps, you know, in Flash Play sales. But frankly, you know, Flash Play has continued to grow, especially since the introduction of Flash Play to S, which gave it even greater compatibility with our Flash Array series ever since we introduced that product. And now that we've introduced the E, it really allowed customers to look at the full range of price performance for their high capacity workloads, you know, with one consistent platform. And I think, you know, completing, if you will, the family with E has really helped Flash Play sales overall.
当然。谢谢，阿米特。好的，只是作为对观众的提醒，我们大约五六年前推出了Flash Play。然后在一年多前，我们更新了Flash Play到S计划，与我们的Flash Array系列共享我们的直接Flash模块。最近在去年的第一季度，我们又推出了我们的Flash Play E产品。Flash Play到S解决了市场高性能方面的需求，而Flash Play E，则专注于高容量、数据成本更低的市场。直接回答你的问题，我认为对人工智能的更大关注当然有助于Flash Play的销售。但说实话，自从我们推出了Flash Play到S，Flash Play一直在继续增长，这个产品使它与我们的Flash Array系列更加兼容。现在我们推出了E，这真的让客户能够以一致的平台查看高容量工作负载的完整的价格性能范围。我认为，完成了“家庭”的E产品确实有助于整体的Flash Play销售。
Yeah, absolutely. And Amit, this is Rob just to jump into the second part of your question. You know, look, I think it's important to realize that E really has no equivalent on the market. You know, E, as Charlie mentioned, is really enabled by our highly differentiated, uh, purity software and direct Flash technology that's designed for that software, which really sets it far apart not only from disk, which is largely the displacement market we're going after. But also, any of the competitive set that might try to follow us with SSD-based technology. And as Charlie mentioned, you know, we started, you know, using this technology, leveraging it, bringing it, using it to bring QLC into the enterprise over three years ago with Flash Array-C at the time to displace hybrid disk-based systems. And then now with E, with both Flash Play-D and Flash Array-E joining later this year, really see a complete portfolio to go after the entirety of a customer's data storage needs. And again, as Charlie said, being able to do that and offer it with a very consistent hardware software and management approach. Thank you, Amit. Next question, please.
是的，完全正确。阿米特，这是罗布，只是想回答你问题的第二部分。你知道，我认为重要的是要意识到市场上没有任何与E相当的产品。正如查理提到的，E真正依赖于我们高度差异化的纯净软件和专为该软件设计的直接闪存技术，这使得它与我们追求的主要是磁盘的市场有着明显的区别。而且，任何可能试图用基于固态硬盘技术来追随我们的竞争对手都无法与之相提并论。正如查理所说，我们在三年前就开始利用这项技术，运用它将QLC带入企业市场，当时我们用Flash Array-C来替代混合磁盘系统。然后现在随着E的登场，Flash Play-D和Flash Array-E将在今年晚些时候加入，我们真正拥有了一套完整的产品组合，以满足客户的所有数据存储需求。再次强调，正如查理所说，我们能够以非常一致的硬件软件和管理方法来实现这一点。谢谢，阿米特。请继续下一个问题。
With the next now to Erin Rakers at Wells-Hargo. Yeah, thanks for taking the question. I guess I wanted to ask about the AI opportunity. You know, Charlie, if you can, can you unpack a little bit of about the eight-figure deal that you won in AI this quarter? Have you revenue recognized that? Just kind of any context that? And then also just to clarify, the meta deal, are you continuing to not assume any kind of follow-on from that footprint deployment next-generation data center opportunity at that end-your-guide for fiscal 24? Thank you.
下一位提问者是Wells-Hargo的Erin Rakers。是的，谢谢您回答我的问题。我想问一下关于人工智能的机遇。如果可以的话，Charlie，你能不能再详细解释一下你们本季在人工智能方面赢得的八位数交易？你们已经确认了收入吗？能给出一些背景信息吗？还有，只是为了澄清一下，关于meta交易，你们是否继续不考虑在财政24年时跟随此次部署的下一代数据中心机遇？谢谢。
You bet. So the eight-figure deal was a, you know, nice, as I said, a low eight-figure deal, but in a production environment that has opportunity for expansion. So very excited. And it was the, you know, the largest gen AI deal of its type, which is why we wanted to highlight it, not the only AI deal that we did in the quarter, but just because of its scale, something we wanted to highlight. I would also say that, you know, it's an area that where we are seeing additional interests overall in the market, that being said, as I said last quarter, I'm just as excited by the opportunity to upgrade customers' existing data environment, the lower performance environment, because of the needs of wanting to use that data for AI inference in the future. So I'm seeing both of those opportunities in front of us.
当然。所以那个八位数交易是一个不错的，你知道的，一个低八位数的交易，但在一个有扩展机会的生产环境中。非常激动。而且这是目前为止最大规模的通用人工智能交易，这就是为什么我们想要强调它，虽然这并不是我们在这个季度唯一的人工智能交易，但因为这个交易的规模，我们想要突出它。我还想说的是，我们也看到市场对这个领域的综合兴趣不断增加，话虽如此，正如我上个季度所说的，我同样对升级客户现有的数据环境感到兴奋，因为将来想要使用这些数据进行人工智能推理的需求。所以我看到了这两个机会在我们面前。
You know, separately with respect to the meta RSC, which we've commented on the past, because, you know, when new shipments happen into that tends to have an effect on our overall P&L. Yeah, you know, until as I've stated in the past, we have, there's really no change from prior quarters. It continues to be an environment that that meta is happy with. Our relationship with them is very good. You know, there are no change as far as we know of their plans to expand in the future. In other words, that's still our expectation, but we don't know the exact timing.
你知道的，在以前的评论中我们提到了关于Meta RSC的事情，因为当新的发货进来时，它往往会对我们的整体利润和损失产生影响。是的，你知道的，就像我之前所说的，与之前的季度相比，实际上并没有什么变化。它仍然是一个Meta公司满意的环境。我们与他们的关系非常好。就我们所知，他们未来的扩张计划并没有改变。换句话说，这仍然是我们的预期，但我们不知道具体的时间。
Evan, did you want to make a comment about revenue recognition for that eight figure deal that was included in our revenue? Yes. Okay, thank you, Aaron. Next question, please.
埃文，你想对那个计入我们收入的多达八位数的交易的收入确认发表评论吗？是的。好的，谢谢，亚伦。请问下一个问题。
Good next now to Nita Marshall at Morgan's family. Great. Thanks. A couple of questions for me. Just coming out of Accelerate, you know, you guys had made some very bold statements just about kind of customers not needing this anymore. And I just wanted to get a sense of, you know, how you found that message resounding with customers and, you know, what pieces of the portfolio do you feel like or pieces of the roadmap that you need to demonstrate over the next kind of coming years to demonstrate to customers that they can have more comfort in that transition. And then just maybe a clarification on Flashblade E, just kind of typical order to ship time. Thanks.
现在我们转向摩根家族的尼塔·马歇尔（Nita Marshall）。非常好。谢谢。我有一些问题想问一下。你们刚刚结束了加速计划，你知道，你们曾经对客户不再需要这个产品做出了一些非常大胆的声明。我只想知道，你们发现这个信息对客户产生了什么样的共鸣，你们在未来几年需要展示哪些产品组合或路线图的内容，来让客户对这种转变更加信任。还有关于Flashblade E，关于典型的订单发货时间，我希望能得到澄清。谢谢。
So, you know, I can answer the first part of that question, you know, in a number of different ways. First of all, I believe that customers have already experienced the disk to Flash benefits when they went with their primary storage from disk to Flash. And what they found was, you know, smaller footprints, higher reliability, less maintenance, less effort overall, especially when they moved to pure Flash. And so they already recognize that as a positive effect. And so when we can now go in at these lower price points, lower price performance levels, they get very excited about it. But as I had mentioned in my prepared remarks, what gets them even more excited is consolidating their overall environment to a more consistent hardware, software environment because it reduces the complexity in their overall IT, you know, data center reduces their complexity when they want to move to the cloud, just reduces complexity generally. So it's not, E is interesting, not just in the, just the Flash transition, but in the ability of customers to move to a more consistent portfolio overall. And me to just to jump in here, you know, I think part of your question had to do with building comfort with customers around the transition. Look, I think it's important to realize that the transition from hard disk to the Flash we're offering with E is completely seamless, right? In other way to look at it is there are basically no reasons that a customer says, hey, you know, I would like to get disk, I would like to keep disk, there are really no puts and takes. The only reason that customers have held onto disk in a lot of these environments historically has been priced. And then now with our technology, with what we've been able to do with E, you know, we have effectively neutralized that. And so, you know, I think that's something that, you know, perhaps goes less appreciated and, you know, I think we'll use that transition because it's not a rearchitecture, it's not a redesign. It really is just a seamless and really instantaneous improvement on all dimensions. And let me just touch on that last question on order to ship time for Flashplady consistent with what we see across our portfolios. So no significant difference there. Thank you, Mita. Next question, please.
那么，你知道，对于那个问题的第一部分，我可以用多种方式回答。首先，我相信当客户从硬盘转向闪存作为他们的主要存储解决方案时，他们已经体验到了一些硬盘转闪存的好处。他们发现，这样做可以占用更小的空间、更高的可靠性、更少的维护工作、整体上的更少努力，特别是当他们使用纯闪存时。所以他们已经认识到这是一个积极的影响。因此，当我们现在可以以这些更低的价格点和性能水平提供这样的解决方案时，他们会非常兴奋。但正如我在我的发言中提到的，更让他们兴奋的是将整个环境统一到一个更一致的硬件、软件环境中，因为这可以减少他们整个IT环境的复杂性，减少他们在想要迁移到云端时的复杂性，总体上减少复杂性。因此，E的吸引力不仅仅在于闪存的转变，而是在于客户能够更全面地转向一个更一致的产品组合。我想在这里加一句，你问题的一部分是关于如何使客户对这个转变感到舒适。看，我想要强调的是，从硬盘转向我们所提供的闪存解决方案是完全无缝的，没有任何理由让客户说：“嘿，我想要硬盘，我想要保留硬盘”，实际上几乎没有好处或劣势。客户在很多情况下一直坚持使用硬盘的唯一原因是价格。而现在，通过我们的技术和实现的成果，我们有效地消除了这个问题。所以，我认为这是一些可能被低估的东西，我认为我们会利用这个转变，因为它不是一种重新构建，也不是一种重新设计。它真的只是在各个方面无缝、瞬间改善。让我简单谈谈最后一个关于闪存平台的订单交付时间的问题。与我们的整个产品组合相比，在这方面没有显著区别。谢谢，Mita。请提问。
Then I'll turn it over to Pendulum Bora at J.P. Morgan. Okay, thank you guys. Come on up on the corner.
然后我将把话题转给摩根大通（J.P. Morgan）的Pendulum Bora。好的，谢谢大家。请上来坐在角落里。
Staying on the AI team, I want to ask you about Portwork seems to stay a little bit surprising. I don't think people are thinking about Portwork and the AI together. Maybe talk about that AI opportunity with respect to Portwork. What are you seeing? What kind of workloads are these on-premises or cloud attaches? Are these more of the training or inference time or the AI that would be helpful? Thank you.
作为AI团队的成员，我想问一下你对于Portwork似乎有些惊讶的看法。我觉得人们没有将Portwork和AI联系在一起。或许我们可以讨论一下与Portwork相关的AI机会。你观察到了什么？这些工作负载是在本地运行还是云端连接？这些更多是用于训练还是推断时间，或者是有助于AI的其他方面？谢谢。
Yeah, thanks, Pendulum. Well, first of all, it's both inference and training. And as you might imagine, you know, a lot of these new developments are being made in container-based and Kubernetes-based environments. And Portwork is without, you know, without equal in terms of its ability to manage storage of all types, you know, for Kubernetes and containers and to do it both, it could do it on bare metal, could do it in the cloud, can do it on top of our infrastructure. And so, you know, as these are very large environments, Portwork has always been really superior when it gets to large-scale production. And so before going into a development where the developers know it's going to go large-scale when they scale out, they're starting off with Portworks for their stateful data management.
是的，感谢Pendulum。首先，这既涉及推理又涉及训练。正如你所想象的那样，很多这些新的进展都是在基于容器和Kubernetes的环境中进行的。而且，Portwork在管理各种类型的存储方面无与伦比，无论是为Kubernetes和容器，还是在裸金属、云端或我们的基础架构之上都可以实现。因此，对于这些非常庞大的环境来说，Portwork在大规模生产中一直表现出优越性。因此，在进入一个开发项目之前，开发人员都知道它会进行大规模的扩展，他们会首先选择Portworks作为有状态数据管理工具。
And Pendulum, just to add on to that, you know, I look at the Portworks and cloud native piece of this puzzle as really a part of the overall set of environments that we see as being impacted by the uptake of AI technology, positively impacted. So certainly, number one, you know, AI training infrastructure and environments. We've talked to you all a lot about that. Number two is really the demand to store more and more data in the enterprise, remove the silos and really move more of that cold data into the warm. And then as Charlie says, number three, looking at the application environments that the trained AI models are connected to. If you look at, you know, where a lot of that data is coming into enterprises, it's coming from multiple sources. It's coming from business data, databases, IoT sensors, machine data, all over the place. A lot of these application sets, environments, very highly dynamic, very aligned to open source, cloud native technologies.
而 Pendulum，只是为了补充一下，你知道，我将 Portworks 和云原生技术作为整个受到人工智能技术影响的环境的一部分。所以当然，第一，AI训练基础设施和环境。我们已经和你们谈论了很多次。第二是企业存储更多数据的需求，消除数据孤岛，将更多冷数据转移到热数据中。然后正如 Charlie 所说，第三，看待训练好的AI模型所连接的应用环境。如果你看看这些数据进入企业的来源，它来自多个渠道。来自业务数据、数据库、物联网传感器、机器数据，到处都是。很多这些应用设置、环境非常动态，非常与开源、云原生技术相配。
You know, it's also important to realize that, you know, getting these training, trained AI models deployed and connected to real time systems is ultimately the goal for a lot of these enterprises. And so when you look at the application environments, driving these real time systems that folks want to plug chatbots or what have you into, again, all very heavily based on and built on cloud native architectures, open source software, and they have the needs for agility, scalability, elasticity that those architectures afford while at the same time having the enterprise capabilities that technologies like Portworx can offer. And really that's what we're seeing out there today. Thank you, Pendulum. Next question, please.
你知道的，同样重要的是要认识到，对于许多企业来说，将这些经过训练的AI模型部署并连接到实时系统是最终目标。所以当你看到驱动这些实时系统的应用环境时，人们希望将聊天机器人或其他东西集成进去，这些环境都是基于云原生架构、开源软件，并且具有敏捷性、可扩展性和弹性的需求，而这些架构正是提供这些能力的同时还具备像Portworx这样的企业级技术。这正是我们今天所见到的情况。谢谢，Pendulum。请问下一个问题。
We'll be next now to Womsey and Milan at Bank of America.
我们将在美国银行的Womsey和Milan接下来进行。
Hi, yes. Thank you so much. Charlie, we've not really seen a large uptick on on premise AI driven workloads, but you mentioned sort of this large inference opportunity at enterprises. Any thoughts on when that can happen? Do you see that in calendar 24 or 25 from a materiality perspective? And if I could like subscription ARR has been decelerating or the last work orders, how should we think about the growth trajectory here? Thank you.
嗨，是的。非常感谢。查理，我们似乎没有真正看到企业的本地AI驱动工作负载有很大提升，但你提到了企业的大型推理机会。你认为这可能什么时候发生？从信息的角度来看，你认为在2024年或2025年会出现这种情况吗？另外，如果我能问一下，订阅年收入已经在减速，或者最近的工单，我们应该如何考虑这里的增长轨迹？谢谢。
You know, it's an interesting question. I would say that we do see opportunities on prem for AI in, you know, I would say highly specialized environments. And so I think that is a real thing. Of course, many of them are waiting for delivery of GPU and AI based processing systems and environments. And I would say that a lot of focus has been on the currently on the on the compute side of it, a little bit less focused by the customers because they've been so focused on the compute side, a little less focus on the storage infrastructure. I believe that's just starting to become a better known and understood requirement for these AI systems. But I'd say that I just I would disagree, WAMSE. I'd say that that we do we are starting to see interest if not yet deployments on on prem.
你知道，这是一个有趣的问题。我会说，在基于AI的高度专业化环境中，我们确实看到了本地部署的机会。所以我认为这是真实存在的。当然，很多机会都在等待GPU和基于AI的处理系统以及环境的交付。我要说的是，目前很多关注点都集中在计算方面，而客户们也更加关注计算方面，对存储基础设施的关注稍微少一些。我相信，对于这些AI系统来说，对存储基础设施的要求刚刚开始变得更加被人们所熟知和了解。但我要说的是，WAMSE，我不同意你的观点。我要说的是，我们正在开始看到本地部署方面的兴趣，尽管还没有实际的部署。
And WANSI, let me touch on the subscription ARR growth. I definitely pleased with what we saw in terms of subscription ARR growth, especially evergreen one, which is outperforming our already strong expectations that we had at the beginning of year. And as a reminder, in my prepare remarks, closed evergreen one contracts where the effective service date has not yet started are excluded from the ARR calculation.
顺便说一下，让我提一下订阅合同ARR增长的情况。对于我们在订阅合同ARR增长方面所见到的情况，我绝对感到高兴，尤其是永久性的合同，其表现超出了我们在年初时的强劲预期。提醒一下，在我之前的发言中，尚未开始有效服务日期的永久性合同不包括在ARR计算中。
And our subscription ARR growth would have been 28% have we included those contracts where the service date had not begun.
And look, you know, as a just as a result of product revenue being low to lower for our CAPX sales, we do have less a catch of our evergreen subscription, which is also reflected in our subscription ARR growth rate. Thank you, WAMSE.
如果我们计入了那些服务日期尚未开始的合同，我们的订阅年度再现率增长本将达到28%。同时，由于我们的资本支出销售的产品收入较低，我们的永续订阅的市场份额也有所下降，这也反映在我们的订阅年度再现率的增长上。谢谢，WAMSE。
And just a kind reminder to everyone to please ask one question consisting of one part. And we'd be happy if you'd like to ask another question later on in the queue. Next question, please.
给大家一个温馨提示，请每次只提问一个问题。如果您想稍后再提问另一个问题，我们将非常乐意答复。请接下来提问。
The next now to Chris Stanker at TD Common. Yeah, thank you. So, I'm going to give you a question. Charlie, I had a question on AI2. From a storage standpoint, do you think benefits the most for AI workload between block storage and objects? Do you think benefits the most? And also, can you help us clarify what products in your portfolio today support in any bank and how to think about it in the future?
下一个问题是给Chris Stanker在TD Common。是的，谢谢。所以，我要问你一个问题。Charlie，我对AI2有一个问题。从存储的角度来看，在块存储和对象之间，你认为哪种对于AI工作负载更有利？你认为哪种受益最多？此外，您能帮助我们澄清您现有产品组合中支持任何银行的产品，并协助我们思考未来吗？
Absolutely. I would say that a lot of the AI environments use block because it's very straightforward, especially with programmers and block can be utilized for any structure that you want underneath. But increasingly, it's moving to an object-based environment because over time, block is easier, it's more efficient. And it requires less state than what's generally necessary in a block environment. So I think we're starting to see that shift, but it's been taking a lot of time to get to a very high performance object. Rob, do you want to add?
当然。我想说的是，很多人工智能环境使用模块化是因为它非常直观，特别是对于程序员来说，模块化可以用于任何你想要的结构。但随着时间的推移，逐渐转向基于对象的环境，因为模块化更容易，更高效。而且它所需的状态比模块化环境通常所需的状态要少。所以我认为我们开始看到这种转变，但要达到非常高的性能对象仍需要很长时间。Rob，你想补充吗？
Yeah, no, Wamsi, I think, sorry, Chris, a couple of things. You know, look, I think if we step back from the application sets, we're seeing AI technology being applied to today and we look at the long-term drivers, I think it's going to have a positive effect on all forms of storage. And what makes me believe that is, look, the source data that enterprises are looking to feed into AI technology and get benefits from are coming from all over the place. They're coming from business systems, they're coming from traditional databases, they're coming from more modern databases, they're coming from unstructured data, log files, images, and that really spans the gamut of block file and object. I also think that the enterprises kind of source data that they're collecting through those means today and is going to increase in the future. I think that's the larger opportunity set.
是的，Wamsi，我觉得，抱歉，Chris，有几个问题。你知道的，看，我认为如果我们从应用领域的角度退后一步，我们会发现人工智能技术正在被应用到今天，并且从长期驱动因素来看，我认为它对所有形式的存储都会产生积极影响。让我相信这一点的是，企业希望用于人工智能技术的源数据来自各个方面。它们来自商业系统，传统数据库，更现代化的数据库，非结构化数据，日志文件和图像，这真的涵盖了块文件和对象的范围。我还认为，企业现在通过这些方式收集的源数据，未来还会增加。这才是更大的机会。
AI is clearly a fast-moving technology space that every enterprise is looking to adopt and looking to take advantage of, and that's just going to drive a greater demand to collect and store data across the enterprise. I think just to address the second part of your question on Infiniband, look, we've really focused on addressing the AI space as one of several very important segments in the portfolio. One of the things that really sets us apart on the market and really with our customers is the benefits we can deliver by having a consistent hardware software and management experience across all of their workload sets. This is where we see the benefits of Ethernet-based technologies. We see the benefit of more ubiquitous technologies that, again, as the current application sets that you see perhaps in AI training environments broaden and those environments need to connect to other parts of a customer's data center. Special purpose technologies, if you will, such as Infiniband really hinder that, really get in the way. And so, Infiniband is nothing new. We've been around for quite some time, but mostly found in more specialized environments.
人工智能显然是一个快速发展的技术领域，每个企业都希望采用并利用它，这将进一步推动企业对数据的收集和存储需求。至于你在Infiniband方面的问题，我们确实将人工智能领域作为投资组合中若干非常重要的部分之一。我们在市场和客户中真正与众不同的一点是，我们能够通过在所有工作负载集上提供一致的硬件、软件和管理体验来带来的好处。这就是我们看到以太网技术的好处所在。我们看到了更加普及的技术的好处，这些技术可以连接到客户数据中心的其他部分，如当前的人工智能训练环境的应用集拓宽并需要连接到其他环境。而特殊目的的技术，比如Infiniband，真的会妨碍这一点，阻碍发展。所以，Infiniband并非新鲜事物。它存在已经相当长的一段时间，但主要在更专业的环境中使用。
We see the bigger demand and a value to the enterprise and being able to give them a complete solution set, not just for the AI training environments, but for all of the data environments that are going to be impacted by the uptake of AI technology. Thank you, Chris. Next question, please.
我们看到企业对于提供完整解决方案的需求更加强烈，这不仅仅是为了AI训练环境，还包括受到AI技术影响的所有数据环境。谢谢，Chris。接下来请问下一个问题。
We're next now to Sydney Ho at Deutsche Bank. Great. Thanks for taking the question. My question is on the remaining purchase application that is still showing really good growth in 26% growth year over year. But the unbuilt portion really accelerated in the past few quarters. Can you talk about the most driving that acceleration, the sort of anything to do with the new products or maybe Evergreen just growing rapidly? Thanks.
现在我们请来德意志银行的悉尼·霍。非常感谢你接受这个问题。我的问题是关于仍然表现出非常好的增长的剩余购买申请。与此同时，尚未建设的部分在过去几个季度真的有加速增长。你能谈谈是什么推动了这种加速增长吗？是与新产品有关还是因为Evergreen迅速发展？谢谢。
I appreciate the question. And it's a real simple answer. You're exactly right. It's due to the Evergreen 1 acceleration and just timing of buildings is really what it comes down to. Okay. Thank you, Sydney. Next question, please.
感谢提问。答案真的很简单。你说得没错。这是由于 Evergreen 1 加速度和建筑物的时间问题导致的。好的。谢谢，Sydney。请继续下一个问题。
We go next now to Shannon Cross at Credit Suites. Thank you very much. You mentioned that he is exceeding your expectations. I'm going to, if you can talk a bit more about how the customer conversations are going, how much you're seeing this, you know, being sold into existing customers versus some of the new customers. Is this opening up, you know, a new opportunity for RF to bid on new RFPs? Just any more color you can give there.
我们现在要转向Credit Suites的Shannon Cross。非常感谢。你提到他超出了你的预期。请稍微详细介绍一下客户交流的情况，你看到了多少程度的销售给现有客户，相较于新客户。这是否为RF在新的RFP上提供了一个新的机会？在这方面，你能提供更多的信息吗？
Thank you. Yeah, let me let me start. It first of all, it is exceeding our expectations both in terms of the revenue that we saw in our first full quarter of shipments as well as in the pipeline growth, which continues at unprecedented rates very, very fast. The conversations are, first of all, you know, they're happening all around the world. They're happening across a very broad set of use cases. And, you know, in some cases, at prices higher than what the customer would be paying for new disk environments because of the lower total operating costs that they're able to get in the better performance that they're able to get out of the out of the all flash E environment. So, and I would say that it's really, I have yet to hear of a use case around for an existing disk based system that flash flash blade E was not able to address.
谢谢。嗯，让我开始解释一下。首先，从我们首个完整季度的出货销售额以及持续以非常快的速度增长的销售渠道来看，它超出了我们的预期。这些对话正在全球范围内进行，并且涉及非常广泛的应用场景。有些情况下，客户付出了比购买新的磁盘环境更高的价格，但他们能够获得更低的总运营成本以及更好的性能。我可以说，至今为止，我还没有听说过对于现有基于磁盘的系统，哪怕是闪存Blade E无法解决的应用场景。
Great. Thank you, Shannon.
太好了，谢谢你，Shannon。
Next question, please. We'll go next now to Jason Adder at William Blair.
下一个问题，请。现在我们将转向William Blair的Jason Adder。
Yeah, thank you. Hey, guys, can you quantify the revenue growth headwind over the last 12 months from Evergreen 1 and also just any color on materiality to the total services revenue? I mean, can you give us a ballpark of how big it's becoming? Yeah, no, it's a great question. And Evergreen 1 performance has simply been terrific in the first half. And we're expecting that momentum to continue. And you're right, you know, there is a short-term headwind on revenue as a result of revenue being recognized over time. And when we think about it from an annual lens, it's probably about one to two points is how we're thinking about it currently. And then we don't, we're not quantifying Evergreen 1 specifically at this point in time, Jason.
是的，谢谢你。嘿，伙计们，你们能计量过去12个月中Evergreen 1对收入增长的阻碍，并且对总服务收入的重要性做出一些说明吗？我的意思是，你能告诉我们大致上规模有多大吗？是的，这个问题很好。Evergreen 1在上半年的表现非常出色，我们预计这种势头将继续下去。而且你是对的，由于收入逐步确认的原因，短期内确实存在收入的阻碍。从年度角度来看，我们当前正在考虑的大致是1到2个百分点。但是我们暂时不会具体量化Evergreen 1的影响，Jason。
Okay, thanks. Thank you, Jason.
好的，谢谢。谢谢你，Jason。
Next question, please. We'll go next now to Medi-Hosani at Susquehana.
请提出下一个问题。现在我们将致电Susquehana的Medi-Hosani。
Yes, thanks for taking my question. I want to better understand the dynamics of the folks that you're talking to decision makers at the customer side and how is that changing? And I'm asking you because I'm looking at your impacts that is on track to grow in the low team versus revenue growth, talk it off mid to high single-digit. Yeah, regarding the type of customer environment, the new positioning, the new messaging that we're talking about is definitely getting us into the C-suite increasingly. And it's both, you know, that message is made up of several parts. One is, you know, an extremely consistent environment that, first of all, can take care of all of their their storage needs in the same with the same environment, therefore lowering their their total operating costs. The dramatically lower power space and cooling that both lowers cost but improves their ESG, their own ESG ratings, you know, which is extremely important. And then also, as I mentioned in my prepared remarks, the ability now to be able to rise above just individual arrays attached to individual use cases and enable customers to create an environment where they can have consistent storage pools across their entire enterprise, multiple data centers, multiple clouds. You know, this is really a new message. It's one that that addresses the concerns of CIOs, of CTOs, even of the business units and developers. So this is getting us, you know, certainly a higher level attention in major accounts.
是的，谢谢您回答我的问题。我想更好地了解您与客户一侧的决策者的互动方式以及这种情况如何变化？我问这个问题是因为我看到您的影响正在朝着增长低于团队中单位的收入增长的方向发展。是的，关于客户环境的类型，我们正在谈论的新定位、新的传播方式无疑使我们越来越多地进入了高层。这包括几个部分，首先是一个极其一致的环境，首先能够在同一个环境中满足他们的所有存储需求，从而降低他们的总运营成本。大大降低了功耗、空间和制冷成本，并提高了他们自身的ESG评级，这非常重要。正如我在准备的发言中提到的，现在我们具备了能够超越仅仅每一个应用案例连接到单独的存储阵列的能力，使客户能够创建一个统一的存储池环境，跨越整个企业、多个数据中心和多个云。这确实是一条全新的信息。它解决了CIO、CTO甚至业务部门和开发人员的关切。因此，我们得到了更高水平的关注，尤其是在重要的客户中。
Thank you, Maddy. Next question, please. With the next map to David Vogue at UBS.
谢谢，Maddy。请提下一个问题。下一个地图给大卫·沃格在瑞银银行。
Great. Thanks, guys. So, Kevin and John Carla, I just want to go back to the current demand environment in the macro. You touched on the challenging macro backdrop and, you know, flashplady was a really strong launch during the quarter. Just curious about, you know, what did you see from customers? Was there any sort of potential spin down where it did make sense to maybe use a more lower cost off-lash solution in the quarter at the expense of maybe a little bit more performance solutions in addition to maybe disk replacement? And then how do you think about that sort of dynamic as we move to the bounce of the year where it doesn't sound like the macro is getting dramatically better? And so should we expect to see, you know, obviously on the blade east side and then ultimately the right east side sort of be a key growth driver in the second half of the year?
太好了，谢谢大家。所以，凯文和约翰·卡拉，我只是想回到当前的宏观需求环境。你们提到了具有挑战性的宏观背景，并且在当季flashplady的发布非常成功。只是好奇，从客户那里你们看到了什么？在当季是否存在某种潜在的下滑趋势，使得在成本更低的off-lash解决方案上使用，以牺牲一些性能解决方案，并且可能还有硬盘替代？然后，当我们进入年底的时候，你们如何看待这种动态，目前宏观环境似乎并没有显著改善？那么我们是否应该预计，在今年下半年，刀片存储和硬盘存储将成为主要的增长驱动因素？
Thanks. Yeah, we haven't really seen that type of, you know, what do you call it, a spin down or cannibalization. We track this very, very closely, as you might imagine, when we bring in a lower price-performance product to see, you know, if customers are trading down, we really don't see that. It really did open up net new opportunity for us to go into new areas. I think if we were in a better economic environment, all of these numbers would be enhanced. But no, I think it's just, you know, we'd all love to see even stronger growth than what we're seeing now. And of course, we're pedaling very hard to drive more performance out of the team overall, but, you know, the economic effect has been broad-based. And I would say if anything, you know, when you have an economy that started off the year, the way it did, customers, you know, reduce their intentions to spend and they have their high priority projects.
谢谢。是的，我们真的没有看到那种类型的，你知道的，你怎么称呼它，减少或自相残杀。我们非常非常密切地跟踪这一点，你可以想象，当我们推出一个更具价格性能比的产品时，如果客户降低了购买力，我们真的没有看到这种情况。这确实为我们开拓了全新的机会，进入了新的领域。我认为如果我们处在一个更好的经济环境中，所有这些数字都会得到提升。但是，我认为这只是我们都希望看到比我们现在看到的增长更加强劲。当然，我们正在努力推动团队整体的更高绩效，但是经济效应是广泛的。我会说，如果有什么不同的话，当你拥有一种一年开始时就是这样的经济情况，客户减少了他们的支出意愿，他们有高优先级的项目。
And because we announced the disc to flash transition, you know, after the beginning of the year, I think if anything, it's muted and will be increased next year as customers start to plan for it, you know, in their budgets. So no, I think it's more economy than anything else.
而且由于我们宣布了从光盘到闪存的转变，你知道，在年初之后，我认为如果有什么变化，那就是暂时平淡，而明年将会增加，因为顾客开始为此进行规划，你知道，在他们的预算中。所以，不，我认为这更多是经济因素，而不是任何其他因素。
Great. Thanks, John. Next question, please. The next now to Thomas Blakey at KeyBank.
太好了。谢谢，John。接下来的问题，请由KeyBank的Thomas Blakey回答。
Hey, guys. Thank you for taking my question. I just wanted to circle back to the subscription service line. And, you know, if I'm going to put some takes perspective, I've agreed in one doing great, also a great start. Just what maybe focus on the other areas that maybe are experiencing some pressure and I specifically want to know if like maybe there's just understanding how you relatively, you know, start smaller and grow with your customers. Is there any pent up demand that you could see there heading into next year from that, from any pressures in the other areas of the evergreen products? Thank you.
嘿，大家好。感谢你们回答我的问题。我只是想回到订阅服务方面。同时，如果我要提一些观点，我同意你们在某些方面做得非常好，也是个好的开始。但是，也许可以把重点放在其他一些正在经受一些压力的领域上。我特别想知道，相对而言，你们是如何从小规模起步，与顾客一起成长的。在明年是否存在任何潜在的需求积压，来自其他领域的压力呢？谢谢。
Yeah. I know this is Kevin and I'll start off and have Charlie add on any more commentary, but it's a good question. And again, we commented on the strength of our subscription ARR, which really has been driven and fueled by our evergreen one subscription offering. Now, obviously, with demand being a bit lower on the cap side, the attach of evergreen subscriptions, whether that's forever or foundation, is impacting somewhat our subscription ARR growth rate, which I've talked about a little bit earlier. Now, if we look at and really that's the only thing going on that I would highlight in particular, if you're looking specifically at our subscription revenue growth rate, do you want to let you know we've got professional services in that line item as well. And obviously, that's not growing at the same pace as our subscription offerings. And so that would be driving your difference that you might be noting.
是的，我知道这是Kevin，我会先开始，然后让Charlie补充一些评论，但这是个好问题。我们之前已经谈到了我们订阅ARR的强劲增长，这主要得益于我们的永久订阅套餐。现在，显然，由于需求在私募方面有所下降，无论是永久订阅还是基础订阅的附加服务都在一定程度上影响了我们的订阅ARR增长率，我之前已经提到过这一点。现在，如果我们具体看我们的订阅收入增长率，我想告诉你我们在这一项中也包括了专业服务。显然，专业服务的增长速度不如我们的订阅套餐，所以这可能是你注意到的差异的原因。
Thank you, Tom. Thanks, Tom. Please. Good next now to you Simon Leopold at Raymond James.
谢谢你，汤姆。谢谢，汤姆。请。现在我们请雷蒙德詹姆斯的西蒙·利奥波尔德继续发言。
Great. Thanks for taking the question. I want to see if we could maybe step back and help us size the AI opportunity as to sort of where it is now and where it's going. I think in the past, you've talked about sort of where Flashblade is and that maybe AI use case. It's not just generative. We're probably more than half of those use cases. You've given us some customer metrics. Wonder if we could get some revenue metrics as well, even a ballpark. Thank you.
太好了。感谢您回答问题。我想知道我们是否能够回顾一下，并帮助我们估量人工智能的机会，即目前的状态以及未来的发展方向。我记得您之前提到过Flashblade及其在人工智能方面的应用案例。这并不仅仅涉及生成模型。我们可能有超过一半的应用案例都与此有关。您已经给出了一些客户指标。不知是否能提供一些收入指标，即使是大致的数字。谢谢。
Yeah, we don't. You know, Simon, we don't generally like to break these things out. I would say, though, that you know, the AI is a significant contributor to our revenue. It's not a dominant one nor frankly, do I expect it to be. You know, it's a very exciting new area without a doubt. And we expect to see growth growth in that. But, you know, plain old plain old data storage, both for high performance databases, as well as for lower performance bulk data, will continue to dominate our market. What is exciting about the AI environment is, you know, the high performance systems generally, you know, are our high profit system environments, which is good. And we do hopefully anticipate, you know, like the meta RSC that we might see environments where the scale of it really starts to grow. But I would say still, you know, and I think this is true for everyone except for the GPU builders, you know, while it's an exciting new area, you know, it's probably going to be, you know, a small, let's say, you know, a low double digit portion of their overall revenues in general.
是的，我们不会。你知道，西蒙，我们通常不喜欢拆分这些事情。不过我可以说，人工智能确实对我们的收入有很大的贡献。它并不是主导因素，也不是说实话，我也不期望它成为主导因素。你知道，这是一个非常令人兴奋的新领域，毫无疑问。我们预计会看到它的增长。但是，老实说，传统的数据存储，无论是高性能数据库还是低性能批量数据存储，仍然将主导我们的市场。人工智能领域令人兴奋的是，高性能系统通常是我们的高利润环境，这是好事。我们确实希望看到像元RSC这样的环境，真正开始快速发展。但是我必须说，就像除了GPU制造商之外的每个人一样，虽然这是一个令人兴奋的新领域，但它在整体收入中可能只占很小的一部分，可以说是个位数。
Thank you, Simon. Next question, please. We'll go next now to Nihal Chokshi at Northland Capital Markets. And Nihal, your line is open if you do have a question.
谢谢你，西蒙。请问下一个问题。现在我们转向北国资本市场的尼哈尔·乔克西。尼哈尔，如果你有问题，请留言。
Oh, yes. Thank you. Hey, thank you for the question. And I really like the new presentation content format. It's really great. Thank you for that. So, Flashblade, it sounds like you've had better expected revenue and pipeline. With respect to pipeline, are you assuming a lower conversion rate of that pipeline for the remainder of the fiscal year that's more or less driving the, you know, no change in forward guidance here?
噢，是的。谢谢你。嘿，感谢你的提问。我真的很喜欢新的演示内容格式，非常棒。谢谢你。所以，Flashblade，听起来你们的预期收入和销售线索都比较好。关于销售线索，你们是否假设在财年剩余时间内转化率会降低，从而导致前瞻指引没有变化呢？
Yeah, Nihal, it's a great question. And the answer would be no. Our conversion rate, especially for Flashblade E, is quite healthy. And we've considered that in our overall annual revenue guide that we provided.
是的，Nihal，这是一个很好的问题。答案是否定的。我们的转化率，尤其是对于Flashblade E而言，非常健康。我们已经在我们提供的整体年度收入指南中考虑到了这一点。
The other thing to highlight as well is, and we've highlighted that in my prepared remarks, is the strength of Evergreen 1, which needs to be considered as well. Because obviously, that takes more time to make its way to revenue. And that's been considered as well as we've looked at our overall annual guide for this year. So hopefully that's helpful for you. Thank you, Nihal.
另外要强调的一点是，我们在我的准备发言中也已经强调了，那就是Evertgeen 1的实力，这也需要考虑进去。因为很明显，它需要更多的时间才能生成收入。在制定今年的整体年度指导方针时，我们也已经考虑了这一点。希望对你有所帮助。谢谢，Nihal。
Next question, please. The next now to Matt Sheeran at Eiffel. Yes, thanks. My question is on the recent Azure VM wear announcement. Could you help us understand the significance of that in terms of your position with Microsoft within the Azure ecosystem? How that positions you versus competitors in the cloud? And how we should think about the product roadmap going forward?
下一个问题，请。下一个问题是请Matt Sheeran在Eiffel回答。谢谢。我的问题是关于最近的Azure虚拟机磨损公告。您能帮助我们理解这在微软Azure生态系统中的意义吗？这如何使您与云端的竞争对手相比？我们应该如何思考未来的产品路线图？
Yeah, we consider it to be, you know, very significant announcement. It is a combination of the VMware in the cloud Azure VM services, VMware services, as well as our cloud block store, providing a simpler methodology for customers to move their existing workloads into the cloud. And also, at the same time, dramatically reducing their overall cloud costs. So it's really a one-two punch that's hard to be.
是的，我们认为这是一个非常重要的公告。它是将VMware的云Azure VM服务、VMware服务以及我们的云区块存储组合在一起，为客户提供了更简单的方法将现有工作负载迁移到云端。同时，它还显著降低了客户的整体云成本。所以，这确实是一个难以置信的双重打击。
You know, we consider the relationship with Microsoft very strong and continuing. You know, we're looking forward to doing more things with them as we go forward. And I think this is going to be a very competitive offering in the market.
你知道，我们认为与微软的关系非常强大且持续。你知道，我们期待能够在前进的过程中与他们有更多合作。我认为这将是市场上非常具有竞争力的产品。
Rob? Yeah, no, I mean, I just add onto that, you know, which Harley said, I think one of the things that really makes us unique is the integration that we've undertaken in partnership with the Azure team really over the last year plus to bring the service to market.
罗布？是的，不过我是指，我只是在补充一下，你知道，就像哈雷所说的，我认为使我们真正与众不同的其中一点是我们与Azure团队在过去一年多的时间里合作进行的整合，以将这项服务推向市场。
You know, we have had a number of cloud block store customers that have really been pushing both of us in this direction and have been a part of early previews and beta activities. And they're very excited now to be able to move into production. And look, overall, you know, we just see this as a continued validation of the benefit that customers are seeing from the cloud block store technology and reducing their cloud costs. And really giving them in much better environments on the cloud infrastructure to run their production workloads.
你知道，我们已经有了一些云块存储的客户，他们真的在推动我们朝这个方向发展，并且参与了早期预览和测试活动。现在他们非常兴奋地能够开始投入生产。总的来说，我们认为这是对云块存储技术的进一步验证，证明了客户从中看到的降低云服务成本的好处，并且可以提供更好的云基础设施环境来运行他们的生产工作负载。
You know, as we mentioned last quarter, we had our largest individual sale in the quarter of cloud block store to a large healthcare organization. That organization is now moving into production and frankly is seeing even better than expected cost reductions and savings as a result of that. And so overall, we see this as just continued validation of, you know, the great technology, the ability to go drive meaningful savings for customers. And then now in partnership with Azure, tightly integrated to a very, very important use case for our customers.
你们知道的，就像我们上个季度提到的，我们在一个大型医疗机构的云块存储项目中完成了我们最大的独立销售。现在，这个机构正在进入生产阶段，实际上他们正在看到比预期更好的成本降低和节省。所以总体上，我们认为这只是对这项伟大技术的持续确认，它可以为客户带来有意义的节省。而且现在，我们与Azure合作，与我们客户的一个非常重要的用例紧密集成在一起。
Thank you, Matt.
谢谢你，马特。
It looks like we have time for one more question. And I'm happy to say we have a person who's rejoined the queue. So this will be second at bat. So our last question. We'll take that now from many who's dating. Yes. Thanks for opportunity. I want to go back to my original question. As you're engaged more of a C-level executives, obviously, opportunities are reflected in your subscription. Is there another metric that we could track and to better understand your longer term revenue growth? Because your spending your op X growth is much higher than this year's fiscal year revenue growth. But obviously it helps you sustainability of revenue growth. And I'm just wondering if there's any other metric that we can look at to better measure your longer term revenue growth.
看起来我们还有时间再回答一个问题。我很高兴地告诉大家，有一个人重新加入了排队队伍。所以这将是第二轮提问。那么我们的最后一个问题。现在我们接听来自一个正在约会的人的提问。是的，感谢这个机会。我想回到我最开始的问题。随着您与更多C级高管合作，显然，机会可以从您的订阅中反映出来。是否有其他指标可以追踪，更好地了解您的长期收入增长？因为您的运营费用增长要远高于本财年的收入增长。但显然，这有助于您的收入增长的可持续性。我只是想知道是否还有其他指标可以用来更好地衡量您的长期收入增长情况。
Nothing specific, Mattie, that I'd point you to that other than the, you know, rich amount of in our portfolio and the opportunity associated with that portfolio across our entire data storage platform. So obviously navigating through this year provided a guide for this year. And as we navigate through the second half, we'll be looking at next year as well. Thank you, Mattie.
没有什么具体的事情，Mattie，我要指向的只是我们的投资组合中丰富的资源量和与整个数据存储平台相关的机会。因此，显然，在今年的导航过程中提供了今年的指导。而且，在我们导航下半年的过程中，我们也将会考虑到明年的情况。谢谢，Mattie。
Before we conclude, I think Charlie has some final comments. Thank you. Customers appreciate our new capabilities in the positioning. As I'd mentioned, the only consistent consolidated data storage and management platform for all of their data storage needs. I want to thank our customers and partners, suppliers, employees, and investors, your collaboration, your innovation, your hard work, and your trust propel us forward. So we look forward to meeting you around the world. We have a number of accelerate road shows set up in various major cities around the world. We look forward to seeing you all there. Thank you.
在我们结束之前，我认为Charlie有一些最终的评论。谢谢大家。顾客们对我们在定位方面的新能力表示赞赏。如我所提到的，这是唯一一个适用于他们所有数据存储需求的一致性的综合数据存储和管理平台。我想要感谢我们的顾客和合作伙伴、供应商、员工和投资者，是你们的合作、创新、辛勤工作和信任推动了我们前进。所以我们期待在世界各地与你们相见。我们已经在世界各大主要城市安排了一系列加速巡回展。期待与你们在那里见面。谢谢大家。