ServiceNow 2023 Q1 Earnings Call
发布时间 2023-05-01 11:08:28 来源
Ladies and gentlemen, thank you for standing by and welcome to the ServiceNow Inc. Q1 2023 earnings conference call. I would now like to turn the call over to Darren Yip, Vice President of Investor Relations.
Please go ahead.
女士们、先生们，感谢大家的光临，欢迎参加ServiceNow公司2023年第一季度盈利报告电话会议。现在，我想转接Darren Yip先生，投资关系副总裁，他将主持本次会议。
请开始您的讲话。
Good afternoon and thank you for joining ServiceNow's first quarter 2023 earnings conference call. Joining me are Bill McDermott, Chairman and Chief Executive Officer, Gina Massenduto, our Chief Financial Officer, and CJ Decyde, our President and Chief Operating Officer.
下午好，感谢您参加ServiceNow公司2023第一季度财报电话会议。与我一同参加的有主席兼首席执行官比尔·麦克德莫特、首席财务官吉娜·马森杜托和总裁兼首席运营官CJ·迪赛德。本次会议旨在让您了解我们公司在第一季度的业绩和发展情况，以及未来的规划和方向。感谢您的参与和关注。
During today's call, we will review our first quarter 2023 results and discuss our guidance for the second quarter and full year 2023. Before we get started, we want to emphasize that the information discussed on this call, including our guidance, is based on information as of today and contains four looking statements that involve risks, uncertainties and assumptions.
在今天的电话会议中，我们将回顾2023年第一季度的业绩，并讨论2023年第二季度和全年的指导方针。在开始之前，我们想强调，在本次电话会议上讨论的信息，包括我们的指导方针，是基于今天的信息，并包含风险、不确定性和假设的四步看法。
We undertake no duty or obligation to update such statements as the results of new information or future events. Please refer to today's earnings press release and our SEC filings, including our most recent 10Q and 20Q 10K for factors that may cause actual results to different material leaks from our four looking statements.
我们不承担更新此类声明的责任或义务，因为未来的信息或事件可能会导致实际结果与我们所预期的不同。请查看今天的盈利新闻发布以及我们的SEC文件，包括最近的10Q和20Q 10K，以了解可能导致实际结果与我们的前瞻性声明不同的因素。
We'd also like to point out that we present non-GAP measures in addition to and not as a substitute for financial measures calculated in accordance with GAP. Unless otherwise noted, all financial measures and related growth rates we discussed today are non-GAPs, except for revenues, remaining performance obligations for our PEO, current RPO and cash and investment. To see the reconciliation between these non-GAP and GAP measures, please refer to today's earnings press release and investor presentation, which are both posted on our website at investors.servicenow.com. A replay of today's call will also be posted on our website.
我们还想指出，我们除了按照GAP计算的财务指标之外，还提供非GAP指标，这两者并不互相替代。除非另行说明，我们今天所讨论的所有财务指标和相关增长率都是非GAP指标，除了营收、当前PEO的剩余绩效义务、当前RPO以及现金和投资收益。如需查看这些非GAP和GAP指标之间的对比，请参考今天发布的盈利新闻稿和投资者介绍，这两者都已发布在我们的网站investors.servicenow.com上。今天的电话回放也将发布在我们的网站上。
With that, I'll turn the call over to Bill.
有了这个，我会把电话交给比尔。
Thank you very much, Darren, and thank you everyone for joining us today. Servicenow had an outstanding first quarter. Subscription revenue grew 27% in constant currency, which was 150 basis points above the high end of our guidance. The RPO grew 25% in constant currency, 100 basis points above our guidance. Starting margin was 26% to full points above our guidance. We had 66 deals greater than a million and net new HV.
非常感谢您，Darren，也感谢所有今天加入我们的人。ServiceNow在第一季度表现出色。订阅收入在不变的货币情况下增长了27%，比我们预期的最高水平高出150个基点。经常性营收增长了25%，比我们的指导水平高100个基点。起始利润率为26%，比我们的指导高出四个百分点。我们完成了66份超过一百万美元的交易和净新HV。
We saw a strong, sustained demand to service now's platform. In January, we committed the company to perform it beyond expectations. We said it. We did it. Our Q2 guidance reflects our strong conviction in the fundamentals of business. We remain laser focused on net new innovation, new business growth, and profitability. Servicenow is a growth company that consistently executes in any environment. We will continue to do exactly that.
我们看到了对于ServiceNow平台强烈持续的需求。在一月份，我们承诺把公司的表现提高到超出预期的水平。我们说到做到了。我们的第二季度指导反映出我们对于业务基本面的强烈信心。我们保持高度专注于创新，新业务增长和盈利能力。ServiceNow是一个在任何环境下都能持续执行的增长公司。我们将继续这样做。
Execute.
执行。以行动来实现。
Looking at the big picture, there's no question this remains a complicated macro environment. See level leaders of managing and endless array of headlines and mixed signals. When you filter all that noise, it comes down to one simple reality.
从宏观角度来看，毫无疑问这仍然是一个复杂的环境。管理人员需要面对无尽的头条新闻和混乱的信号。但当你过滤掉所有这些噪音后，它简化成一个简单的事实。
There is an app for everything, but nobody wants every app. This consolidation is a tailwind for service now as the intelligent platform for end-to-end digital transformation.
现在有各种应用程序，但没有人需要每一个应用程序。这种整合对于服务现在来说是一个顺风耳，因为它是一种智能平台，为全面的数字化转型提供服务。
We are now seeing conversations up level to business transformation. This is bringing CEOs directly into the process as principal executive sponsors. Nearly 40% of CEOs think their company will no longer be economically viable in a decade if they continue on the current path. They aren't interested in turf battles between departments.
现在我们看到对话正在升级为业务转型。这将使CEO直接参与其中，成为主要的执行赞助人。近40％的CEO认为，如果公司继续在当前道路上发展，十年后公司将不再经济可行。他们对部门之间的领土争斗不感兴趣。
They want enterprise-level investment to drive business impact. This isn't merely an inspection of what historically has been a big core center. This is CEOs engaging on a strategic level, insisting on a clear roster of technology partners to drive very specific business outcomes. For example, when it comes to technology in the age of gender to AI, it's a build by operate conversation.
他们希望进行企业级的投资来推动业务影响。这不仅仅是对历史上曾经是重要核心中心的检查。这是CEO们在战略层面上进行的交流，坚持要有清晰的技术合作伙伴名单，以实现非常具体的业务结果。例如，在人工智能时代的技术方面，这是一个建立和运营的对话。
They are looking for a single platform that can orchestrate the entire technology value chain. Service now does just that. Businesses are also working hard to transform their customer experience. The AI opportunity here is when you integrate the front, middle, and back offices to better serve that customer. This is a service now core competency.
他们正在寻找一个能够协调整个技术价值链的单一平台。Service now正好能做到这一点。企业也在努力转型其客户体验。在此，人工智能的机会是当您将前、中、后台整合起来以更好地服务客户。这是Service now的核心竞争力。
On the internal side, it's about reducing the number of touch points for employees to get work done. People can't maximize their potential by juggling multiple systems with different user experiences. Our customers use service now as the one-stop digital hub to create a consumer-grade experience at work. Whether it's efficiency, productivity, cost takeout, or business model innovation, service now has never been more relevant.
在内部方面，这是关于减少员工完成工作所需的接触点数量。人们无法通过使用具有不同用户体验的多个系统来实现最大潜力。我们的客户使用ServiceNow作为一站式数字中心，在工作中创建消费级别的体验。无论是效率、生产力、成本节约还是商业模式创新，ServiceNow从未如此重要。
This is a message I hear directly from CEOs who know they need to shake things up and they want our help to do it. Once again, these secular trends are fueling service now. 70% of global tech equity value comes from firms that rely on network effects. We see growing platform adoption across all of our businesses.
这是我从那些知道他们需要改变的CEO那里直接听到的信息，他们希望我们的帮助来实现。再一次地，这些世俗趋势正在推动服务的发展。全球70%的科技股权价值来自于依靠网络效应的公司。我们看到在我们所有业务中，平台采用率正在增长。
ITSM was an 18 of our top 20 deals with 3 deals over a million. ITOM was in 14 of the top 20 with 5 deals over a million. When increased focus on cost takeout, ITAM had a very strong quarter in 14 of our top 20 with 3 deals over a million. Security and risk were in 12 of the top 20 with 3 deals over a million. Customer workflows was hot in Q1 in 18 of the top 20 with 9 deals over a million. This is where it emphasized because service now is more relevant than ever as businesses invest in a differentiated experience for their end consumers. Very exciting indeed what we're doing with customer service management. Employee workflows was in 10 of the top 20 with 4 deals over a million. Creator workflows was in 18 of the top 20 with 3 deals over a million.
IT服务管理（ITSM）在我们的20大交易中有18项，其中3项交易达到了一百万美元以上。IT运营管理（ITOM）在我们的20大交易中有14项，其中5项交易达到了一百万美元以上。随着成本削减的关注度增加，IT资产管理（ITAM）在我们的20大交易中表现非常强劲，有14项交易，其中3项交易达到了一百万美元以上。安全和风险在我们的20大交易中有12项，其中3项交易达到了一百万美元以上。在第一季度，客户工作流程在我们的20大交易中非常热门，有18项交易，其中9项交易达到了一百万美元以上。这是因为服务现在比以往任何时候都更加相关，因为企业正在为最终消费者投资差异化体验。我们正在与客户服务管理方面做的事情非常令人兴奋。员工工作流程在我们的20大交易中有10项，其中4项交易达到了一百万美元以上。创作者工作流程在我们的20大交易中有18项，其中3项交易达到了一百万美元以上。
Each of your global brands continued to accelerate their own transformation by working with service now. Maria, group Bimbo, Navy, Federal Credit Union, Travelers, the USA Air Force and Schneider Electric just to name a few. Look at banking as one example. P and C works with service now to modernize the way it manages disputes which will reduce losses and improve case closures. We also saw major co-innovation milestones in the quarter. For example, service now and AT&T have created a global telecom product to help communication service providers manage 5G and 5R network in inventory.
你们的全球品牌都在和ServiceNow合作加速自己的转型。像Maria、Bimbo集团、Navy、联邦信用联盟、Travelers、美国空军和Schneider Electric等企业都是我们的客户。以银行业为例，P&C与ServiceNow合作，现代化管理纠纷，从而减少损失并提高案件结案率。此外，我们在本季度还看到了重要的合作里程碑。例如，ServiceNow和AT&T合作开发了一种全球电信产品，帮助通信服务提供商管理5G和5R网络库存。
Q1 was also the latest step forward for our organic innovation machine. The service now Utah release was engineered to drive faster business outcomes for our customers. The release includes AI powered process mining with robotic process automation capabilities. Additional search enhancements, expanded workforce optimization and health and safety incident management. These are all designed to help increase automation, simplify experiences and offer greater organizational agility. It bears repeating that while customers are aware of market excitement for individual technologies like Generative AI, they expect a platform strategy to integrate the various tools. Service now has AI, process mining, RPA, low code and many other technologies built natively into a single workflow automation platform.
Q1也是我们有机创新机器的最新进步。该服务现在已经发布，旨在为客户带来更快的业务成果。该发布包括由人工智能驱动的流程挖掘和机器人流程自动化功能。还增强了搜索功能，扩展了工作人员优化和健康安全事故管理。所有这些都旨在帮助增加自动化，简化体验并提供更大的组织敏捷性。值得重申的是，虽然客户意识到像生成式人工智能这样的单个技术的市场兴奋，他们期望有一个集成各种工具的平台战略。Service Now已经将人工智能、流程挖掘、RPA、低代码和许多其他技术本地化地构建成一个单一的工作流自动化平台。
Of course, we will have much more to say about all of this at our knowledge event in Las Vegas on May 16. I hope you can join us. I'd also like to extend a warm welcome to Deborah Black, vice president, engineering at Netflix, who is the newest member of service now's Board of Directors. We're so proud to have Debbie's leadership on our journey to be the defining enterprise software company of the 21st century.
当然，我们将在5月16日的拉斯维加斯知识活动中，进一步讲解这些内容。希望你能加入我们。我还想热情地欢迎网飞副总裁兼工程师Deborah Black成为现代服务公司董事会的最新成员。我们非常自豪有Debbie的领导力帮助我们成为21世纪定义性的企业软件公司。
In closing, I'll simply reiterate things we've said consistently. First, businesses need service now. Enterprise software is mission critical. Their demand environment is robust. Second, service now is a unique company performing at a very high level. We are delivering strong growth, aggressively managing costs and creating immense shareholder value. The company has momentum everywhere. We're performing very well across the best places to work scorecards, including Glass Door. Our brand recognition is increasing as we rise on lists like fortunes, most admired companies. Our market opportunity is expanding and this is the early days of a truly generational growth story. Finally, we know the trust is the ultimate human currency. What we have here is a platform, a culture and a company that is built entirely on trust.
总的来说，我想重申我们一直在说的事情。首先，企业现在需要服务，企业软件是使命关键。他们的需求环境是强劲的。其次，服务现在是一家表现非常优异的独特公司。我们正在实现强劲增长，积极管理成本，创造巨大的股东价值。这家公司的势头非常强劲。我们在最佳工作得分卡片上表现非常出色，包括Glass Door。我们的品牌认知度正在增加，我们在像财富最受钦佩的公司等名单上上升。我们的市场机会正在扩大，这是一个真正的世代性增长故事的早期阶段。最后，我们知道信任是最终的人类货币。我们拥有一个构建在信任基础之上的平台、文化和公司。
The results tell that story. We just eclipsed the $2 billion threshold in a single quarter and we were the fastest ever to do that on an organic basis. This is about a fast growth, durable, predictable cloud business model. This will be the red thread at our financial analyst day in a few weeks. We look forward to seeing you all there.
这些成果告诉了我们的故事。我们在一个季度内突破了20亿美元的阈值，而且是以有机增长的最快速度实现的。这是一个快速成长、持久、可预测的云业务模式。这将成为我们在几周内进行的财务分析师日的主线。我们期待在那里见到你们所有人。
Businesses work with service now, people work with service now, the world works with service now and we're only getting started. I'd like to thank you very much for your time today. I'm looking forward to your questions and for now, I'll hand things over to Gina.
企业正在使用Service Now，人们正在使用Service Now，全世界正在使用Service Now，我们目前仅仅是开始阶段。非常感谢您今天的时间。我期待着您的提问，现在，我把话题交给吉娜。
Thank you, Bill. Q1 was a tremendous quarter with strong beats across our top line and profitability guidance metrics. We saw resilience demand as the now platform continues to deliver the productivity improvements and our prizes are looking for in the current macro environment. The quarter was yet another example of consistent execution from our team. Q1, subscription revenues with 2.02 billion, going 27% year-over-year in constant currency, exceeding the high end of our guidance range by 150 basis points.
谢谢你，比尔。第一季度是一个非常出色的季度，我们的顶线和盈利预测指标都有非常强劲的表现。我们看到了弹性需求，因为现在平台继续提供生产力改进，而我们的价格在当前宏观环境下得到了寻求。本季度是我们团队持续执行的又一个例子。第一季度订阅收入为20.2亿美元，按恒定汇率计算同比增长27%，超过我们预测范围的高端150个基点。
RPO ended the quarter at approximately 14 billion, representing 24% year-over-year constant currency growth. Current RPO was approximately 7.01 billion, representing 25% year-over-year constant currency growth at 100 basis points, versus our guidance.
RPO在该季度结束时约为140亿美元，同比增长24%。当前的RPO约为70.1亿美元，较我们的预估增长25%。这个增长率是基于100个基点的同比增长。
From an industry perspective, energy and utilities, government and transportation and logistics led the way, followed by strong growth in education. Financial services met new HVB also continue to grow despite a tough comp and volatility in the banking sector. New customer HVB growth remained an area of strength as the average deal size was up significantly year-over-year.
从产业角度看，能源和公用事业、政府以及运输和物流领域引领了方式，接下来教育领域也有强劲增长。尽管银行业的竞争和波动性很大，但金融服务仍然保持了新客户的增长。新客户增长仍然是一个实力区域，因为平均交易规模同比大幅增长。
Our renewal rate with a best-in-class 98% in Q1 continuing to demonstrate the stickiness of our business as the now platform remains a mission critical part of our customer's operations. Our customer cohorts have also continued to show solid expansion.
我们在第一季度的续订率达到了最高水平的98％，这继续证明我们业务的粘性十分强大，NUW平台仍是客户业务运营中至关重要的一部分。我们的客户群体也继续表现出稳健的扩张。
We ended the quarter with 1,682 customers paying us over 1 million in ACB of 20% year-over-year. We continue to see healthy customer engagement with enterprise buying patterns demonstrating the extensibility of the now platform. We close 66 deals greater than a million in net new HVB in the quarter up from 52 a year ago. In Q1, 18 of our top 20 deals can be five or more products showcasing how service now is providing customers the single platform they need to orchestrate the technology value change.
我们本季度的业绩表现结束时，有1,682位客户支持着我们，他们的年化合同价值达到100万美元，增长达到20%。仍然能感受到客户对我们产品的积极反响，企业购买模式证明了我们现有平台的可扩展性。本季度我们完成了66个大于100万美元的新业务，这是去年同期的一倍。在第一季度中，我们的前20项交易中有18项涉及至少五个产品，这展示了服务现在为客户提供单一平台以协调技术价值变革的优势。
Turning to profitability, non-gap operating margin was 26%, 200 basis points above our guidance driven by continued discipline spend management. Our pre-tafed margin was 35%. We ended the quarter with a robust balance sheet including 7.2 billion in cash and investment. Together, these results continue to demonstrate our ability to drive a strong balance of world-class growth and profitability.
转向盈利方面，我们的非GAAP运营利润率为26％，比我们的预测高200个基点，这是因为我们继续保持有纪律的支出管理。我们的预税利润率为35％。我们以强大的资产负债表结尾，包括72亿美元的现金和投资。这些结果共同证明了我们推动世界级增长和盈利能力的强大平衡的能力。
Moving to our outlook, our pipeline continues to look robust for the remainder of the year and we're excited about what the Utah release and knowledge 2023 can further contribute to those opportunities. While we've seen market resiliency, we continue to pretty quickly factor in the evolving macro-cloth with each of our guidance.
转向我们的展望，我们的业务增长前景在今年剩余时间内依然强劲，我们对于犹他发布和 2023 年的新技术能够为这些机会进一步提供贡献感到兴奋。尽管我们见证了市场的弹性，我们仍会快速地将宏观环境的演变因素纳入我们的指导方针之中。
As Bill mentioned, we remain laser focused on balancing that new innovation and new business growth with cost management and profitability. With that in mind, let's turn toward 2023 guidance. We are raising our subscription revenues outlook by 25 million at the midpoint to a range of 8.47 billion and 8.52 billion representing 23 to 23.5% year-over-year growth on both a reported and constant currency basis. We expect subscription growth margin of 84%, operating margin of 26%, a free cash of 30%. And we continue to expect gap diluted weighted average outstanding shares of 206 million.
像比尔所提到的那样，我们仍然专注于平衡新创新和新业务增长与成本管理和盈利能力。在这方面，让我们关注2023年的指导意见。我们将订阅收入展望在中间点上提高了2500万美元，范围为84.7亿美元至85.2亿美元，这表示报告和不变货币基础上的年增长率为23%至23.5%。我们预计订阅增长率为84%，运营利润率为26%，自由现金为30%。我们仍然期待每股稀释加权平均股份为2.06亿。
For Q2, we expect subscription revenues between 2.04 billion and 2.045 billion represent 23.5 to 24% year-over-year growth on a constant currency basis, excluding a 50 basis point at the expense headwind. We expect CRPO growth of 22.5% on a constant currency basis, excluding a 50 basis point at the expense tailwind or 23% on a reported basis. We expect an operating margin of 23%, and we expect 205 million gap diluted weighted average outstanding shares for the quarter.
对于第二季度，我们预计，以恒定汇率为基础，不包括50个基点的费用逆风，订阅收入将在20.4亿至20.45亿之间，同比增长23.5%至24%。我们预计，以恒定汇率为基础，不包括50个基点的费用顺风，CRPO增长22.5%，或以报告基础为23%。我们预计运营利润率为23%，并预计本季度有2.05亿股差额稀释加权平均股份。
In summary, Q1 was a very strong quarter. We're extremely proud of our team's performance, and we can't fake our employees enough for their continued hard work and dedication. It's their collective commitment to our culture that has enabled us to be named one of Fortune 100's best companies to work for yet again in 2023. The consistency of our results exemplifies the strength of our platform and our people. We deliver great experiences that drive powerful employee engagement, peers, customer loyalty, and significant productivity gains.
总的来说，第一季度表现非常强劲。我们为团队的表现感到非常自豪，并且无法为员工们持续不断的辛勤工作和奉献感到足够地感激。正是他们共同致力于我们的企业文化，使我们又一次成为《财富》100强企业中最佳公司之一。我们的结果的一致性体现了我们平台和员工的实力。我们提供卓越的体验，推动强大的员工参与度、同事、客户忠诚度和显著的生产力提升。
Service now's intelligent automation is a deflationary force that helps enterprises retool their business to get more done with less. And since we use the now platform ourselves extensively, we continue to see the benefit from those efficiencies generating incremental opportunities for further operational leverage. The Bright Service now is so well positioned to become the defining enterprise software company of the 21st century. You can hear more about that momentum and our new product and long-term opportunities that are upcoming investor days on May 16th in Las Vegas. We look forward to seeing you there.
ServiceNow 的智能自动化是一种通货紧缩的力量，它可以帮助企业重塑业务，实现更少成本获得更多效益。因为我们自己广泛使用现在平台，所以我们不断看到这些效率所带来的收益，因此也产生了更多的运营杠杆机会。Bright ServiceNow 非常适合成为21世纪定义性的企业软件公司。您可以在5月16日的拉斯维加斯投资者日活动上了解更多关于这种动力以及我们的新产品和长期机会。我们期待与您的会面。
And with that, I'll open it up for Q&A. The floor is now open for your questions. To ask a question this time, please press star one on your telephone keypad. If at any point you'd like to withdraw from a key, please press star one again. We please ask that you limit yourself to one question.
接下来，现在我将为问题和回答开放时间。现在，您可以通过按下电话键盘上的星号一来提问。如果您想退出提问，请再次按下星号一。请限制您的提问次数为一次。谢谢配合。
We'll now take a moment to compile our roster. Our first question comes from a line of Mark Murphy from JP Morgan. Please proceed.
我们现在将花一些时间来编制我们的名单。首先，我们的问题来自JP Morgan的Mark Murphy。请发言。
So thank you very much and congratulations on another excellent quarter. So I wanted to ask C.J. or Bill, you seem to be in a great position to embed AI into your proskues and try to unlock new efficiencies. Can you speak to how you see that opportunity playing out? And as chatbots become more powerful, do you see that affecting the head count or seat count of a typical IT help desk or contact center? If you try to project that forward a few years down the road.
非常感谢你们，恭喜你们又取得了一个出色的季度业绩。我想问C.J.或Bill，你们似乎有很好的机会将人工智能嵌入你们的流程中，试图开发新的高效率。你能谈谈你们对这一机会的看法吗？随着聊天机器人变得更加强大，你们是否认为这会影响典型的IT帮助台或联系中心的人数或席位数量？如果往前推几年，你们会如何预测这一趋势？
Mark, first of all, thanks for the question. Here is what I would say. When we started the ITSM Pro journey in 2018 Q4, the exact question was asked because we embedded machine learning and AI into ITSM Pro and that was a game changer both for our customers and our shareholders. And I look at specifically generative AI. We absolutely believe that this side are code machine learning and AI features that are in platform today. It is a clear end and this particular end for system or provides more productivity not only for the employees of our customers, but for the customer service agent or ID agents as you ask. And wherever we can capture that additional value, we will monetize that further. We are additional skews that we offer on top of our current offerings. So overall, I feel very good about generative AI and what it does for our business. And we have learned a lot through our ITSM Pro traction over last four years now, four plus years and I feel very optimistic for next three to five years related to it is an a tribute to our top line.
首先，马克，感谢你的提问。我想说的是，当我们在2018年第四季度开始ITSM Pro之旅时，确切的问题是因为我们将机器学习和人工智能嵌入到ITSM Pro中，这对我们的客户和股东来说是一个游戏变革。我特别看重生成式人工智能。我们绝对相信，现在平台中的这些机器学习和人工智能功能的代码已经是最终版本，并且为系统或提供更多生产力，不仅为我们客户的员工，而且为客户服务代理人或ID代理人提供更多生产力，也就是你所问的。无论我们在哪里捕获到这种额外的价值，我们都会进一步将其货币化。我们为我们当前的服务提供了额外的SKU。总的来说，我对生成式人工智能以及它对我们业务的影响感到非常满意。在过去的四年中，我们通过ITSM Pro的拓展获得了很多经验，现在已经过去了四年多，我对未来三到五年的前景感到非常乐观，这是对我们业务增长的一种贡献。
Excellent. Thank you very much and I will stick to the one question limit.
太好了，非常感谢，我会坚持一个问题的限制。
翻译意思：对方表示感谢并决定遵守一个问题的限制。
Our next question comes from a line of Brad Sills from Bank of America. Please proceed.
我们的下一个问题来自银行家Brad Sills。请继续。
意思是：我们接下来的问题来自来自银行家Brad Sills。请他继续发言。
Wonderful. Thank you. Great to see you. I want to ask a question around the non-IT mix. If you take customer and employee plus creator combined, it is 43% of new ACV this quarter, which is the highest I can remember. The question is what is it about now that you are seeing success kind of taking service now outside of the IT department? Obviously you have these great products to address more workflow automation. Is there something about the go to market whether it is director in the channel that you would call out here where you are seeing that real traction outside of IT? Thank you.
太好了，谢谢你。很高兴见到你。我想询问一个与非IT相关的问题。如果将客户、员工和创作者结合起来，本季度新的ACV中有43%，这是我记得的最高比例。问题是现在你看到的成功是因为服务现在已经呈现出IT部门之外的形式吗？显然，你有这些优秀的产品来解决更多的工作流自动化。是否有关于市场推广的事情，不管是渠道方面的还是其他方面的，你在IT之外看到实际的增长？谢谢。
Yes. Thank you very much for the question, Brad. And I think it underscores the importance of service now becoming the intelligent platform to end to end digital transformation. As I said, the C level decision makers now, CEO, the CFO, obviously the head of technology along with the head of HR and various other departments in the company are aligning their business strategy on technology platforms that truly matter and can impact business results. And they are moving away from the appers, the day and platforms that don't matter. They are also taking antiquated platforms and building our innovation on top of them.
是的，非常感谢你的提问，布拉德。我认为这凸显了服务现在成为端到端数字化转型智能平台的重要性。正如我所说，高层决策者现在，CEO、CFO、技术负责人以及人力资源负责人和公司各个部门的负责人正在将他们的业务战略与真正重要且能够影响业务结果的技术平台相对应。他们正在摆脱那些不起作用的平台和应用程序。他们还在古老的平台上进行创新建设。
So if you want to think about our unfair advantage, we actually started in IT and have extended that beautifully into HR, into the customer service management and into creator. Think about the importance of creators. 75% of the app development that will take place in the next two years will be done by the customers themselves on a low-code platform like service now. We feel we have a whole position. In a service management, everybody is trying to align the front, mid and back office to give a seamless, self-service direct to consumer experience on the mobile. It's our core competency. And when you think about the employee experience, there is wonderful systems of record out there that do what they are supposed to do. But our expertise is really taking the technology view of recruiting, hiring, onboarding, all the services and what generative AI actually giving the employee next best action and fundamentally changing the game on the productivity curve. All of this is aligning the executive team around a platform strategy and our teammates here at ServiceNow are proud and confident in that platform. They can tell the stories by industry, by persona, and they can bring countless examples to the first meeting now. And they are aligning these executives. One of the biggest requests we get is, hey, can we have an off-site with our entire management team with your team so we can figure out the best next step for the relationship? That's a very different outcome than we were doing four years ago, where it was a more land and expand kind of approach.
如果你想考虑我们的不公平优势，我们实际上是从IT开始，并将其成功扩展到了人力资源、客户服务管理和创作者领域。想象创作者的重要性。未来两年中将有75%的应用程序开发是由客户自己在像ServiceNow这样的低代码平台上完成的。我们认为我们在这个领域有一个完整的立场。在服务管理中，每个人都试图将前端、中间端和后端办公室相匹配，以在移动设备上提供无缝的自助式直接面向消费者的体验。这是我们的核心竞争力。当你考虑员工体验时，有一些优秀的记录系统可以完成它们应该完成的事情。但我们的专业知识真正体现在招聘、雇佣、入职等服务的技术视角上，以及生成性AI实际上提供雇员的下一个最佳操作，并从根本上改变了生产力曲线的游戏。所有这些都围绕平台战略对执行团队进行对齐，我们在ServiceNow的队友以此感到自豪和自信。他们可以按行业、角色展开故事，可以带来无数的例子到第一次会议。他们将这些执行者进行对齐。我们最大的一个请求之一是，“嘿，我们能否与你的团队进行全体管理团队的离线会议，以便我们可以找到关系的最佳下一步呢？”这是与四年前的情况截然不同，那时候是一种更多的占领和扩展的方法。
Great to hear. Thanks so much, Bill.
很高兴听到这个好消息。非常感谢，比尔。
Thank you very much, Brett. Our next question comes from the line of Keith Weiss from Morgan's family. Please proceed.
非常感谢，Brett。下一个问题来自Morgan家族的Keith Weiss。请提问。
I just want to thank you guys for the question and congratulations on a really nice start in the year. I want to dig in a little bit on the thread that Mark Murphy started pulling on in terms of the impact of gender to the AI. The question that I get a lot from investors is, does it necessitate that ServiceNow has to change their pricing models and is there an ability to do that? So maybe you could kind of walk us through, as this functionality creates more automations and it's more just the work flows in the platform, the data in the platform that's driving the value, is there a necessity or a potential of changing the pricing model to be more consumption or volume oriented versus like a seed based model?
我想感谢大家的提问，并祝贺你们在新的一年开始时取得了美好的开端。我想深入探讨Mark Murphy在性别对人工智能影响上引发的话题。我经常从投资者那里得到的问题是，这是否需要ServiceNow改变他们的定价模式？他们是否有能力这样做？也许你可以向我们详细介绍一下，随着这种功能更多地创建自动化，以及平台中的数据驱动价值，是否有必要或可能改变定价模型，使其更为消费或基于数量，而不是基于某种种子模型？
So Keith, this is CJ and I'll address it. We think in multiple buckets. So when we look at technology workflows, as you know that CMDB is the core foundation and all the IDSM processes or ITAM or our security and fast growing products like risk and asset management, they are all driven through our CMDB for a single end to end platform for transformation from a technology standpoint.
所以Keith，我是CJ，让我来解释一下。我们的思维方式是多方面的。当我们考虑技术工作流程时，你知道CMDB是核心基础，所有的IDSM流程、IT资产管理、安全以及像风险和资产管理这样快速增长的产品，都通过我们的CMDB来实现单一端到端的技术转型平台。
So when I look at that for the most part, as you know Keith, we have good, better best packages and we are pretty consistent in how we drive the go to market as we will describe overall at a platform level. The same thing is true for customer service management and HR as an employee workflow. And then when I look at creator workflow, we also have opportunity to expand service now ecosystem significantly where anybody could be a service now developer by using text to code or text to workflow or someday text to app that they can create.
当我看到这些时，大部分情况下，我们都有优良的服务套餐，并且我们在推广市场的方式上非常一致，我们会在平台层面上进行描述。同样的情况也适用于客户服务管理以及员工工作流程的HR。然后，当我看着创作者的工作流程时，我们也有机会大大扩展服务现在的生态系统，任何人都可以通过使用“文本转代码”或“文本转工作流”或“某天的文本转应用程序”成为服务现在开发人员。
So overall when I look at the full buckets, the good, better, best mechanism that we have put in place is working beautifully. The traction is great, we are getting the uplift as we have shared with you and will share more at the financial analyst day.
总体而言，当我看着这些满满的桶时，我们推行的优质、更优和最佳机制正发挥着美妙的作用。我们的推进速度非常快，而且我们在此前也已经向大家分享了所得到的收益，届时我们在财务分析师日活动上也将分享更多。
Now in terms of additional pricing because now which is a generative AI, what I call Mark, it's an end as in you can get higher productivity for specific use cases where it's incident deflection or whether it's related to the agent productivity, we believe that we can absolutely monetize that. We are barely early, I'll share more with you at the financial analyst day on what that pricing model will look like, whether it's an add-on, whether it's a bundle and we are working through the details where we are only going to charge where we provide value for our customers and that is the first principle we are looking at. Got it. I will stick to you for an update from our details.
目前就额外定价而言，我们现在使用的是生成式人工智能，我称之为Mark，它是一个结束符。对于特定用例，如事件排除或代理人生产效率等，我们相信我们可以完全实现货币化。我们现在还处于早期阶段，在财务分析师日上会向您分享更多信息，具体的定价模型是什么样的，是作为附加功能还是打包销售，我们正在研究具体细节，我们只会在为客户提供价值的地方收费，这是我们的第一原则。明白了。我将跟进这些细节的更新。
Appreciate the color. Steve, you would have been very impressed if you saw C.J. and his engineering team in yesterday's board meeting. We are dealing with real technology, real time demos, real customer references, what you are going to get to see and you are going to get to see examples and business cases that we are already working on at financial analyst day. He is a little bit modest and he deserves to be because he has the best team in the business but wait until you see financial analyst day. It is going to knock you down.
珍惜色彩。史蒂夫，昨天的董事会上，C.J.和他的工程团队展示了真正的科技、实时演示和真正的客户参考案例，如果你在现场，你一定会非常印象深刻。在财务分析师日，你将会看到更多的案例和业务情况。他有些谦虚了，但他的团队是业界最好的，等着看财务分析师日吧，它会让你大吃一惊的。
Our next question comes from the line of Samada from Jeffries. Please proceed. Hi, good evening, thanks for taking my question. So I wanted to ask you, service has one of the few tech companies that we focus on that is still growing head count and you guys added more clothing than once you did the last couple of quarters of last year. What is underlying that confidence in adding talent and what appears to be a little bit of a slowing world and how should we think about that strengthening your position in a world or maybe your competitors are actually going to have to go back and rehire when we come back on the other side of this?
我们接下来的问题来自Jeffries的Samada。请您讲述一下。嗨，晚上好，感谢您回答我的问题。我想问您，Service是我们关注的为数不多仍在增加员工数量的科技公司之一，您们增加了更多的服装，比去年的最后几个季度更多。是什么让您们对增加人才有信心呢？在这个增长稍有放缓的世界中，我们应该如何考虑这样加强您在竞争对手可能需要重新雇用人员时的地位？
Yes, Samada, thank you very much for the question. First of all, everybody is entitled to their strategy and there are lots of great companies out there that have taken a different approach to managing head count and the people packed. We have been highly intentional throughout the last four year journey that I can personally speak to on hiring in the first place and we have been very biased towards great engineering especially fingers on keyboards and go to market folks that actually carry a quota and keep in the company extremely lean on GNA where most of our investments have been in F.
谢谢你的问题，Samada。首先，每个人都有权制定自己的策略，有很多出色的公司采取了不同的方式来管理人员和人力资源。在过去的四年中，我们在招聘方面一直非常有意识地做出选择，我们非常偏爱优秀的工程师，特别是能够亲自动手和能够承担销售任务的市场营销人员，同时我们非常注重精简“总务与行政”部门的人员，大部分投资都集中在前线员工方面。
So we started into this macro scenario that the world is in right now in a thoughtful position to begin with and therefore we are still managing our head count tightly. It is not like we are boldly hiring and especially now we have doubled down on exactly that quota bearing and fingers on keyboards and the good news and I really believe we have a new dimension here where our culture is actually attracting people in the marketplace and we are hiring truly best in class talent. We call it 9-10-year. If you are an 8-and-a-half you do not get in the door now and I would like you to take away from this answer.
因此我们对现在世界经济宏观形势持谨慎态度，因此我们仍在严密地管理我们的员工数量。并不是说我们大胆地招聘，尤其是现在我们正致力于保持招聘数量在预算范围内，牢牢把握市场上的优秀人才，好消息是，我真的相信我们现在有了新的维度，我们的企业文化实际上吸引了市场上的人才，我们正在招聘真正的顶尖人才，我们称之为9-10年级。如果你只是8分半，现在就不需要进门了，我希望你能从我的回答中得到这个信息。
The numbers are commensurate with the new business they are bringing in the door not the existing business and they will continue to do that in a way that manages the margin profile in accordance with what shareholder value expectations are in the marketplace. I honestly believe we will look back at this moment and how we are managing the people part of the business and putting people first as something that created a very special highly differentiated company as it relates to people's desire to work here. It is pretty interesting.
这些数字与他们正在吸引的新业务相符合，而不是现有业务，并且他们将继续以管理利润和满足股东价值期望的方式进行操作。我真诚地相信，我们将回顾这一时刻，了解我们如何管理企业的人员和将人放在第一位，这将创造一个非常特别的、高度区分的公司，让人们渴望来这里工作。这非常有趣。
I would have asked we are remaining extremely flexible in agile with how we are adding head and so we are being very cautious in the current environment and you could absolutely expect that we will continue to be cautious and discipline with how we are thinking about our hiring, these are the growth for the remainder of the year and really always. Yeah, I mean we internally we call it a checkbook approach.
我想说的是，我们在敏捷开发过程中非常灵活地增加人员，因此在当前环境下，我们非常谨慎。你可以完全期待我们在招聘方面将继续谨慎和严格，这将一直是我们在今年和未来增长方面的理念。是的，我意思是内部我们称之为“支票簿方法”。
Thanks to both of you and we see it in the great margins and look forward to seeing the team at the analyst's afterwards. Thanks a lot Simone.
感谢你们两个的贡献，我们看到了巨大的进展，并期待在分析师会议后看到团队的表现。非常感谢你，Simone。
Our next question comes from a line of Matt Hebrig from RBC Capital Markets. Please proceed.
我们接下来的问题来自RBC资本市场的Matt Hebrig。请继续。
意思是在问题环节中，下一个发言者是来自RBC资本市场的Matt Hebrig。请继续提问。
Great. Thanks for taking my question and I will offer my congrats as well. Gina, you talked about a strong pipeline exiting 4Q and obviously delivered a strong quarter here. How do you feel about the pipeline as we enter the quarter and obviously there has been some additional volatility in financial services and it sounds like that was fairly stable for you guys this quarter but maybe talk about the visibility you have entering the quarter quarter.
太好了。感谢您回答我的问题并祝贺您的业绩。Gina，您提到了您们有一个强大的第四季度销售计划并且这个季度的业绩也非常不错。那么在我们进入下一个季度，金融服务行业的波动性增加了，显然这一季度对于您们来说相对稳定。但是，您可以谈谈进入新季度您所见到的透明度吗？
Yeah, absolutely Matt, thanks for the question. So pipeline remains robust. We feel really good about pipeline moving into Q2 and beyond from a metric perspective versus same time last year across the board or in better shape. As you talk about the direct exposure to financial services, we actually saw growth and had some great customer wins in the quarter despite the macro headwinds and so really feel great about where we're currently landing and pipe, our knowledge event, our youth call release. We're really excited about how we can continue to increase the opportunities in the back half of the year as a result. And so from that perspective, we feel really good about where we are and as always because 85% of our net new comes from existing customers.
是的，完全正确Matt，感谢你的问题。我们认为我们的业务管道还是强劲的。我们非常满意与去年同期相比，在整个业务指标方面，我们的业务管道在Q2及以后的时间都比较好。当谈到对金融服务直接的影响时，尽管宏观经济面临很大的风险，我们在这个季度实际上实现了增长，并获得了一些优秀的客户。因此，我们对业务管道的当前状态感到非常满意，尤其是我们的业务知识活动、青年电话发布等。我们非常兴奋地期待着后半年我们如何能够继续增加机会。从这个角度来看，我们对目前的情况感到非常满意，因为85%的净新增来源于现有客户。
The visibility to our pipe for Q2 and the back half remains strong as well. One thing you may find interesting Matt. One thing you may find interesting is financial services as Gina said continue to perform and in a Mia two of our top five deals were in financial services including one with one of Europe's largest banks.
我们在第二季度及后半年的管道可见度依然强劲。可能会有一件事情让马特感到有趣。就是金融服务领域继续表现强劲，正如吉娜所说。而在我们的五大交易中，有两笔交易都来自金融服务领域，其中之一是和欧洲最大的银行之一合作的。
Thanks for the color. I see you in a couple of weeks. Thank you.
谢谢你的颜色。我们几周后再见。谢谢。
Our next question comes from a line of Kirk Mattern from Evercore as ISI. Please proceed.
我们的下一个问题来自Kirk Mattern，他来自Evercore作为ISI的一员。请继续。
意思是这个问题是由Kirk Mattern提出的，他来自Evercore这个公司，作为ISI团队的一员。请他继续提问。
Yeah. Thanks very much and I'll add my congrats on the quarter. Bill, I was kind of curious in your impressions on just consolidation in this kind of macro environment. For a while you've always said no one has to lose for you to win. I'm just wondering if that's changing a little bit in terms of your opportunity to go and maybe replace systems that have just gotten either antiquated or go after more greenfield that's adjacent to where you're selling.
是的，非常感谢您，我也祝贺您在该季度的成绩。比尔，我对该宏观环境下的整合产生了好奇，请问您对此有什么印象？一段时间以来，您一直说没有人需要输才能让您赢。我只是想知道，在您有机会取代那些变得陈旧的系统或是追逐更靠近您销售地点的全新项目时，这种情况是否有所改变？
So just kind of curious if the consolidation wave is picking up from your point of view. Thanks.
从你的角度来看，整合浪潮是否正在加剧？谢谢。
Yeah. Thank you very much for the question Kirk. We stand by. No one has to lose for us to win. And I really do believe the systems of record that team up with service now would see dramatic increases in their win rates. That's obviously up to them, but there's no question that that would happen because the power of the service now platform versus point solution is pretty clear.
嗯，Kirk，非常感谢你的提问。我们坚决支持这个观点，我们不需要让其他人输掉才能赢。我确实相信，与服务现在合作的记录系统将会看到他们的胜率出现显著的增加。当然，这取决于他们自己，但毫无疑问，这样做会发生，因为与点解决方案相比，服务现在平台的力量非常清楚。
Sea level decision makers want an enterprise wide workflow capability to drive their performance and it's just that simple. And when you have a lot of point solutions that optimize the department, but don't tie in to the greater workflow across the domains or the functions, it doesn't really help at the corporate level. And I think that's the coherence that we bring to the enterprise productivity story.
海平面决策者希望拥有企业范围的工作流能力来推动他们的绩效，这就是这么简单。当你拥有很多优化部门但不与跨领域或功能的更大工作流相结合的单点解决方案时，它并不能真正帮助公司层面。我认为这就是我们为企业生产力故事带来的连贯性。
And frankly, the one thing I would say is that customers aren't interested in forced marches with upgrades to technology that's not delivering business impact. It's kind of like thinking about, you know, why would I do a heart transplant when I can do a simple bypass and gain massive new productivity with a platform that drives a great user experience, empowers my employees, satisfies my customers and enables my creators.
坦白地说，我想要说的是，客户对于强制升级技术而无法产生商业影响并不感兴趣。有点像是考虑到，我为什么要进行心脏移植手术，而不是进行简单的绕路手术，在使用一个能够提供出色用户体验、赋予员工力量、满足客户需求并让创作者能够创作的平台上获得更高的生产力呢？
In fact, on the banking case in particular, what you were seeing is some serious focus on risk management across the whole bank and using us to consolidate all the point solutions so there would be one dashboard, a one version of the truth to protect that house. So you're seeing more and more of a platform approach to decision making in the market.
实际上，特别是在银行业务案例中，你所看到的是整个银行对风险管理的严格关注，并利用我们来 consoloditate 所有的点解决方案，以便有一个仪表板，一个真相版本来保护这个家。因此，您在市场上看到越来越多的平台方法来做出决策。
Super, thank you, too, and Vegas. Thank you very much, Kurt. See you there.
超级的，谢谢你，太谢谢了，还有拉斯维加斯。非常感谢你，库特。那里见。
Our next question comes from Alina, cash rangen from Goldman Sachs. Please proceed.
我们下一个问题来自高盛的Alina，她是现金范围方面的专家，请开始提问。
Hi, thank you very much, Chuck. Great start to the year of the Bill and team. I'm curious. This strategy to expanding the base of customers. We've done a great job. We've got 7,700 customers, a lot of million dollar wins. But if you look at enterprise software, you know, beyond 10 to 15, 20 billion dollars in revenue, those companies have always had a base of the pyramid that has a big chunk of commercial customers, SMB customers. I'm curious, how you think about service no strategy to expand the base of the pyramid going forward.
你好，非常感谢你，Chuck。这是Bill和团队今年的良好开端。我很好奇扩大客户群的策略。我们做得很好，我们已经拥有了7,700个客户，许多百万美元的获胜。但是，如果你看一下企业软件，超过10至15，20亿美元的收入，那些公司一直拥有底部金字塔的一大块商用客户、中小型企业客户。我很好奇，你如何考虑服务的策略，以扩大未来底部金字塔的客户群。
Thank you so much, congrats. Thank you very much, Cash. I mean, think of it this way. We are very focused, and I mentioned this is one of the three things that we're focused we're very focused on net new business. And this is going to come from upper mid market in particular. Lots of new logos there. There's a lot of individual companies that talk a lot about their climate to the enterprise. We might just meet them where they live right now in smaller establishments. We'll see how that goes.
非常感谢，恭喜你。Cash，非常感谢。我的意思是这样想。我们非常专注，我提到了我们专注的三件事之一就是全新业务。这将来自于特别是上游中市场。那里有很多新的logo。很多公司都在谈论他们企业的氛围。我们可能只是会在较小的机构中与他们相遇。让我们看看会怎样。
But I can also tell you we have a great focus on the Fortune 2000. And in particular, we have an amazing focus on the marquee 250 with a true build out of a go-to-market machine. And we're doing that by industry. And we're doing that with all the assets across the company. And we've collectively put that together in a way with a full power of the platform, the content, the thought leadership, and obviously the solution power where the customer gets everything from service now.
我可以告诉你，我们非常关注财富2000强企业。特别是，我们非常注重顶级250企业，并真正构建出一个有效的市场推广机制。我们按行业进行，运用公司所有资源，通过整合平台、内容、思想领导力以及显然的解决方案能力，为客户提供了服务。
So I would like you to think about the top of the pyramid, the larger part of the big part of the pyramid, and obviously the mid market up as areas in which we are getting stronger by the minute and extremely focused. I just had one thing, Gash, that from a product strategy perspective as Gina shared, we are very focused on top of the house of the pyramid as you call it in terms of expansion strategy.
我希望你思考一下金字塔的塔尖、大部分以及显然的中间市场作为我们正在逐渐变得更加强大和极其专注的领域。就产品战略角度而言，正如吉娜所分享的那样，我们非常专注于金字塔顶部（你所称之为“房屋顶部”）的扩张策略。
Whether it's just additional products that we continue to deliver, release after release, or creating vertical specific solutions for those industries where we can get higher ASB uplift, vis-a-vis selling horizontal solution. And as Bill mentioned, whether you call that commercial segment, mid market segment, we are absolutely focused on that as well from a new logo perspective. We have commercial go-to-market selling motion that allows us to move up, and those customers sometimes become massive customers.
无论是持续推出额外产品，逐步推出，还是为那些我们可以获得更高ASB增长的行业创建垂直专业解决方案，与销售水平解决方案相比。正如比尔所提到的，无论您将其称为商业领域、中型市场领域，我们都绝对注重从新标志的角度来看。我们有商业市场销售动态，可以让我们向上移动，这些客户有时成为庞大的客户。
And that is an area of focus for new logos or new business in addition to the existing one. And I would just add on new logo piece that our net new customer ACV growth remains an area of strength for us. I talked about this in my script that the average deal size is up significantly year over year. It really is demonstrating the durable demand and the mission critical nature of our platform in this environment. We actually landed our largest net new logo deal in the me at this quarter with ITZ Boone.
这是新logo或新业务的重点领域，除了现有业务以外。另外，我想补充一点，我们的净新客户年合同价值增长仍然是我们的一个优势领域。我在脚本中提到过，平均交易金额同比显著上升，这真正证明了我们的平台在这个环境中的持久需求和使命关键性质。实际上，我们在这个季度与ITZ Boone达成了我们最大的净新logo交易。
And we've evolved our focus to really make sure that we're going after those right new logos, those right new customers, those that offer us the best ROI and have the greatest opportunity to continue to expand with us. Not all logos are created equal and we're really targeted those logos that can grow with us over time. And so, you know, it's easier to expand in existing customer the fact that our new logo ACV continues to grow and do well is a continued area strength for us that we're very proud of. Thanks, Gina. Thank you. Thanks, Carosh.
我们已经将重心转向确保追求那些最恰当的新徽标、最适合我们的ROI最高、有更大机会继续扩张的客户。并非所有的徽标都是平等的，在这方面，我们真正地针对那些可以随着时间变化与我们一起成长的徽标。因此，你知道，在现有客户中扩大规模更容易，我们的新徽标ACV持续增长与做得好是我们非常自豪的持续强项。谢谢，吉娜。谢谢。谢谢，Carosh。
Our next question comes from a line of Greg Moskovitz from Muzouho. Please proceed. Okay. Thank you very much. Congratulations on the strong start to the year. The last time that service now had grown, CRPO, sequentially in a Q1, we'd have to go back to 2019, but you just did it and you did it in a really challenging environment. So aside from what sounds like good sales execution clearly, would you attribute the CRPO out performance of the fact that you had fewer early renewables in the Q4 or is there another reason that you would highlight? Thank you.
我们的下一个问题来自于摩根大通的Greg Moskovitz。请讲。好的，非常感谢。祝贺你们今年取得了强劲的开局。上一次ServiceNow在Q1季度连续增长CRPO要追溯到2019年，但你们刚刚在一个非常具有挑战性的环境下做到了这一点。除了看起来表现良好的销售执行方面，你们是否会将CRPO的超预期归因于Q4初续订减少，或者还有其他需要强调的原因？谢谢。
Yeah, I would say that our our our our beat versus the guide was fully due to higher net new HDB in in the quarter. So great results from our incredible sales execution team across the board. Terrific. Thanks very much and seeing a few weeks. Thanks Greg. Thanks Greg.
是的，我会说我们与指南相比的差距完全是由于季度内更高的净新建屋发生证明。这归功于我们出色的销售执行团队的优异表现。太棒了。非常感谢，几周后再见。谢谢格雷格。谢谢格雷格。
Our next question comes from the line of Argent Bautier, from William Blair. Please proceed. Hey guys, thanks for taking the question. Gina, maybe just to follow up on that on the expansion, one of the things that we've been hearing out in the sector is that there are speed headwinds, those head-to-growth is moderating and end customers. What are you seeing in your growth algorithm from a speed expansion versus up-salt cross-bale dynamic and how has it changed at all?
我们下一个问题来自威廉布莱尔的Argent Bautier。请讲。嘿，谢谢你们回答我的问题。吉娜，也许作为对扩张的跟进，我们一直听到行业中存在速度阻力，增长趋缓以及终端客户等问题。从速度扩张与上游/下游动态的角度来看，您的增长算法有什么变化？它有什么影响？
Yeah, it's a great question and you know we got that question a lot if you remember back in 2020, we're not really seeing any compression right where we're continuing to see expansion across the enterprise expansion geographically within a company and and a customer and really as an upsell on the other workflows and so speed compression has not been an issue that we've been seeing obviously keeping a close eye on it given the macro but not something that's been an issue for us thus far. Okay, perfect. Thank you.
是的，这是一个很好的问题。如果你还记得2020年，我们经常被问到这个问题。目前我们没有看到任何的压缩，反而在公司、客户和其他工作流程的 geographic 扩张中看到了扩展。因此，速度压缩并不是我们一直在关注的问题，尽管我们会密切关注宏观环境，但目前这并不是我们遇到的问题。好的，谢谢。
Our next question comes from the line of Alex Zuchen from Wolf Research. Please proceed. Hey guys, thanks for taking the question and congrats on a solid quarter. Maybe Bill, can you talk a little bit about the macro from two different respects? One being, are you starting to kind of settle into this new longer sales cycle, you know customers, you know making you pitch ROI every time, everywhere and you're getting ready to kind of anniversary this in June meaning it's a status like a stabilization or a new normal. And then maybe just comment on the demand environment, these are the US versus international because it does feel a little bit different depending on which geo you're in.
我们的下一个问题来自Wolf Research的Alex Zuchen。请发言。嗨，大家好，感谢回答问题，恭喜你们取得了实质性的季度成果。也许Bill，你能谈一下两个方面的宏观形势吗？首先，你是否开始逐渐适应这种新的、更长的销售周期，客户们会让你每次都进行投资回报率（ROI）的解释，而你们将在6月份庆祝一年纪念日，这意味着这是一个稳定期还是一个新的正常期。其次，你可能想对美国和国际之间的需求环境进行评论，因为不同的地理位置感受可能会有些不同。
Thank you very much for the question Alex and it's a really good question. It is absolutely clear to everybody that our customers are operating in a complex environment and the environment they're operating differs by industry but all of them have a set of challenges that they are dealing with. So we have completely retooled the go-to-market machine in acknowledgement of our customers' challenges. So we're able to go in with content and thought leadership that's very specific to their industry. We have tremendous insight and depth in what's going on specifically with their business.
非常感谢你的问题，Alex，这是一个非常好的问题。大家都清楚我们的客户在一个复杂的环境中运营，而他们所在的环境因行业而异，但他们都面临一系列的挑战。因此，我们完全重新调整了营销机器以承认我们客户的挑战。因此，我们可以提供非常针对他们行业的内容和思想领袖。我们有极其深入的了解，知道他们业务中特别发生的事情。
We have excellent outside end protocols and real detailed account plans and relationship plans and obviously at the end of the day all of the sales that happen in this environment have to be backed by an unbreakable business case, not just the business case, an unbreakable one. And we have built that resilience into the go-to-market machine and I'm extremely proud of our sales leadership in this company and that goes for all the executives that report to me on the before but also the regional leaders and our feet on the street I believe to be the best in the business. So that's one thing.
我们拥有卓越的外部业绩协议、详细的账户计划和关系计划。当然，在这个环境中发生的所有销售都必须由一个不可打破的商业案例支持，不只是商业案例，而是不可打破的商业案例。我们已经将这种弹性建立到市场营销机器中，并对我们在公司中的销售领导感到非常自豪，这包括所有向我报告的高管，以及区域领导和我们的销售团队，我相信他们是业界最好的。这就是其中一件事。
The demand environment, there is no shortage of demand. The whole idea here is to educate our customers on the art of the possible and make sure that we align business and IT. So the business executives are participating in this conversation because leaving them out shrinks the size of the deal and that's why Gina telling you the ACV is growing including a new business gives you a good signal that we are really educated and know what we're doing. But also by aligning the entire executive team you be risk the last minute surprise or the last minute push because you have multiple executives pushing for the service now brand as an answer to their problems.
需求环境中，需求非常充足。这里的整个想法是要教育我们的客户关于可能性的艺术，并确保我们将业务和IT对齐。因此，业务高管参与了这次对话，因为如果不邀请他们参与，交易规模就会缩小。这就是为什么吉娜告诉你ACV在增长，包括一个新的业务，这给了你一个好信号，说明我们真正被教育，知道我们在做什么。但是，通过对齐整个高管团队，你会避免最后一刻的惊喜或最后一刻的推销，因为你有多个高管推动服务现在的品牌作为他们问题的答案。
So I would say the demand environment, there's no shortage of it, you just have to understand how to manage it. But our coverage today and we manage all this on service now on a CEO dashboard is better than ever. And I would just add from a geo perspective demand pretty strong across the board, America has had a strong quarter in Q1 with particular strength in health care and life sciences and state local and education. We've focused verticalization strategy has really driven some strong momentum there. We feel really good about results in America's as well as demand.
我认为需求环境并不缺乏，只是需要了解如何管理它。但是我们今天的覆盖范围，以及我们在CEO仪表板上管理所有这些的能力，比以往任何时候都好。我还想从地理角度补充一点，需求在整个行业都非常强劲，美国在第一季度表现出色，特别是在医疗保健和生命科学，以及州、当地和教育方面。我们的定向垂直化战略在这方面推动了强劲的发展势头。我们对美国的结果和需求感到非常满意。
The number of million dollar deals increased over 30% year over year. So that's great news. Amia had a really strong Q1 as well, UKI strong demand, great momentum, central Europe continue to outperform renewal rates continue to be strong at 99% in Amia despite the macro. So again, strong durable demand across the board. And then from an age of past perspective, selling into the seed fleet has been working well and really helping to drive larger transformational deals. We landed 71 million plus deals in APAC and Q1. So really strong demand across the board from a geographer perspective as well, Alex.
百万美元交易的数量同比增长超过30％，这是一个好消息。Amia在Q1也表现强劲，英国和爱尔兰地区的需求强劲，中欧地区继续表现出色，尽管宏观形势不佳，Amia的续约率仍然保持在99％，因此在所有领域都有强大的耐用需求。此外，从过去的角度来看，向种子车队销售一直表现良好，并帮助推动更大的转型交易。我们在亚太地区Q1中获得了价值7100万美元以上的交易。因此，从地理角度来看，需求表现也非常强劲，Alex。
Thank you guys. Your unfair advantage is very clear.
谢谢你们。你们的非公平优势非常明显。
Thank you very much, Alex.
非常感谢你，Alex。
Good, Alex. Our next question comes from a line of Michael Turn from Wells Fargo. Please proceed. A great, thanks, good afternoon, appreciate the strong federal results for Q1. The two Q guide for CRPO suggests growth down a bit from what you just delivered, Gina. You've talked about prudence over the past several quarters. Can you maybe step through what you're factoring into Q2 for CRPO? How much is seasonality versus anything more specific to this year? In any update you can provide just around the change in early renewal dynamics you saw last quarter. I think it's also useful context.
好的，亚历克斯，我们下一个问题来自富国银行的迈克尔·特恩。请继续。谢谢，下午好，感谢强劲的第一季度联邦业绩。CRPO的两个季度指南表明，增长略低于你刚刚发布的数据，吉娜。你过去几个季度一直强调审慎。你能否详细说明一下你在CRPO第二季度考虑了什么因素？有多少是季节性因素，而不是今年更特殊的因素？另外，你可以提供任何关于上一季度早期续约动态变化的更新吗？我认为这也是有用的背景信息。
Thank you. Yeah, great question. So from an overarching perspective, as I said before, the durable demand that we're seeing has really kept our business resilient. So strong Q1, the RPO, the Q2 guide, if you remember, beginning in Q2 of last year is when the macro headwinds really started to hit us. And so we've seen muted growth in the past couple quarters as a result, which is driving a little bit of a decel in Q2. The other thing, as you rightly recall, absolutely continuing to remain prudent in our guidance assumptions, given the uncertainty in the macro environment. And so again, go really good about the guide. It's a strong guide given the current uncertainty. But those are kind of a couple of the things that are going into the number.
感谢您提问。这是一个很好的问题。总体而言，正如我之前所说，我们所见到的持久需求真的使得我们的业务具有韧性。我们有一个强劲的第一季度，RPO（合同收入剩余）和第二季度的预测。如果您还记得，从去年第二季度开始，宏观经济风险开始对我们造成影响，所以在过去几个季度中，我们看到了一些缓慢的增长，这也推动了在第二季度的略微减速。同时，我们还保持警惕，在这个不确定的宏观经济环境下，给出指导设想时要保守一些。因此，我们的预测非常强劲，考虑到目前的不确定性。这是其中一些数字的背后故事。
And in respect to early renewals, what I'll say is that early renewals actually exceeded our forecast slightly this quarter. And so as I talked about at the end of Q4, we really factored in some prudent assumptions with respect to early renewals, given the current macro. And basically, they are lining up as expected.
关于提早续约，我要说的是，这个季度实际提早续约超过了我们的预期。 正如我在第四季度末所说的那样，考虑到当前的宏观形势，我们对早期续约做出了一些谨慎的假设。基本上，它们按预期顺利进行。
Very helpful. Thank you.
非常有帮助。谢谢。
Thank you, Michael. Our next question comes from the line of Derek Wood from Calum. Please proceed.
谢谢，迈克尔。下一个问题来自卡伦的德里克·伍德先生。请继续提问。
Great. I'll come back and grab some. And thanks for taking my question. Bill, I wanted to ask about the Microsoft partnership and the Coastal Agreement. I think you guys announced that a year ago. I imagine you've been laying some groundwork. You've just given up data to how that partnership is trending. What kind of dividends you see in 2023? And what you may be looking to do around generative AI with them?
太好了。我会回来拿一些。感谢您回答我的问题。比尔，我想问一下关于微软合作和沿海协议的问题。我想你们一年前就宣布了这个消息。我想你们已经做了一些准备工作。你刚才提供了一些有关这个合作趋势的数据。你预计在2023年会有什么样的回报？你们也在考虑什么样的生成性人工智能吗？
Absolutely. Those conversations, Derek, are very active. As you know, we're very proud of our relationship with Microsoft. Also, a big tip of the cap to Microsoft and Satsya and his team for an outstanding quarter. It's very, very happy to see that for them. And at the end of the day, we continue to help accelerate Azure adoption for our mutual customers, which is opening additional addressable markets to service now, particularly with I-Tam and I-Tam.
当然。德里克，那些谈话非常活跃。正如你所知，我们非常自豪与微软的合作关系。同时，也向微软、Satsya及其团队致以最高的赞扬，因为他们的上一季度业绩非常出色。能够看到这个结果，我们感到十分高兴。总的来说，我们继续帮助促进我们共同客户对Azure的采用，这为ServiceNow打开了更多可寻址市场，尤其是在IT资产管理和IT服务管理方面。
I agree with you 100 percent that, you know, CJ can give you an update on what we're doing in the area of generative AI. But I think that, you know, that work is in flight and in progress. And we think that's a big opportunity for both companies to work closely together.
我完全同意你的观点，你知道的，CJ可以向你介绍我们在生成式人工智能领域的进展情况。但我认为，这项工作正在进行中。我们认为这对两家公司来说是一个很大的合作机会。
CJ, absolutely. So, it's what I would say, Derek, is at the highest level when we think about our partnership with Microsoft. Certain products such as our I-Tam product, which gives you visibility into Azure and overall our products that allows you to consume public cloud services is going in the right direction. Our footprint of I-Tam with Azure Cloud continues to expect. So, that's number one. From a go-to-market standpoint, whether it's in US Federal Cloud with our IL-5 certification, we have had some recent wins in Australia and few other geographies where our go-to market teams are working really well together. We will share more on generative AI with Microsoft, but we absolutely plan to leverage open AI, as well as Microsoft Azure capabilities when it comes to how service now use cases will work in conjunction with open AI and Microsoft Azure.
CJ，当我们考虑与微软合作时，最高级别的合作是我想说的，德里克。我们的I-Tam产品可以让你了解Azure的可见度和我们的产品，使你能够消费公共云服务，向正确的方向发展。我们在Azure云上的I-Tam足迹仍在继续扩大。这是第一点。从市场推广角度来看，无论是在美国联邦云中使用我们的IL-5认证，还是在澳大利亚和其他一些地理位置上取得了最近的胜利，我们的市场推广团队共同协作得非常好。我们将和微软分享更多有关生成性AI的信息，但我们绝对计划利用开放式AI和微软Azure的能力，以及服务现在在与开放式AI和微软Azure协同工作的用例方面的表现。
Great. I'll look forward to knowledge. Thanks.
太好了，我期待获得更多的知识。谢谢。
Thank you, Derek. Our next question comes from the line of Sterling Aote from Moffit, Natheson. Please proceed.
谢谢你，Derek。我们的下一个问题来自来自莫法特·纳瑟森公司的斯特林·奥特。请提问。
意思是：谢谢Derek。下一个问题是来自莫法特纳瑟森公司的Sterling Aote。请继续提问。
Yeah, thanks. Hi, guys. You touched a little bit on my question in the last answer, but I just want to dive deeper and better understand the traction, which driving the traction you're seeing in your observability solutions. How much of it is maturation and the light step functionality and what you built on top of it? How much of it might just be price and what you're able to bundle together as a platform?
嗯，谢谢。大家好。你们在上一个答案中已经多少触及到我的问题，但我想深入探讨并更好地了解你们的可观测性解决方案所产生的牵引力。其中有多少是成熟度和轻量级步骤功能，以及你们在其基础上构建了什么？又有多少可能只是价格和你们能够以平台的形式捆绑在一起的东西所造成的？
Yeah, so I would say overall, I put including observability all that in the I-Tam umbrella, right? Point out a cloud of observability that our lights have been has done well and they had an amazing win with a very large spin tech company where we are going to actually display an incumbent that does metrics and tracing and we beat all the top competitors to win that deal in Q1. So this is an example. But overall, when I look at I-Tam and that deals with the cloud state, whether it's private or public cloud and as customers or join customers with hyper scalers that are trying to optimize their cloud spend or expand, we are the right workflow platform when it comes to the workloads that are running in those clouds. And with I-Tam specifically, we saw that our grow and enterprise adoption has actually increased, including higher selling volume in Q1 of this year. In addition to that, our cloud discovery that happens via I-Tam with Azure AWS GCP is also on the rise with a number of customers using those capabilities.
嗯，我会说总体上，我把包括可观测性在内的所有东西都放在IT资产管理的大伞下，是这样吧？我们提到了一个可观测性的云，我们的灯光做得很好，并且他们与一家非常大的旋转技术公司取得了惊人的胜利，我们实际上会展示一个做指标和追踪的现有公司，并在第一季度击败了所有的主要竞争对手赢得了这笔交易。这是一个例子。但总的来说，当我看着IT资产管理和与云状态有关的交易时，无论是私有云还是公共云，还是与试图优化其云花费或扩展的超级规模客户，我们都是正确的工作流平台，当涉及到在这些云中运行的工作负载时。特别是对于IT资产管理，我们看到我们的企业采用率和增长实际上已经提高了，包括今年第一季度销售额增加。除此之外，我们通过IT资产管理进行的云发现，包括Azure AWS GCP，也在不断增长，许多客户正在使用这些功能。
Sterling one build I would give on this just for you to know, Microsoft and Service now understand each other and have like-minded ways of going to market and including not just geographically but in industry. So as CJ said, this was really in government agency we were referring to as one example. But then you can go to South Africa and you would see us doing something very interesting for an insurance provider where we also displaced an aging legacy system. So we're on the front end of innovation, by industry and geo and we really have common goals and shared values around making these customers successful and we both know how to do it. Understood. Thank you. Thank you very much. Thank you very much.
关于这个问题，我想给你提供一些信息，微软和ServiceNow彼此理解，且在市场方面的方式非常一致，不仅在地理上，也包括在各个行业内。就像CJ说的，我们举了一个政府机构的例子，也可以去南非看我们为一个保险公司提供非常有趣的服务，同时还取代了一个老化的传统系统。我们所做的都是在行业和地理的前端创新，我们有着共同的目标和价值观，致力于让客户成功，我们都知道如何实现它。好的，明白了，谢谢你。非常感谢。
Our next question comes from the line of Tyler Radke from City. Please proceed. Yes. Thank you for taking the question. Gina, just as we look at the updated guidance for the full year, I'm wondering if you could just walk us through some of the assumptions both on the subscription revenue side and margin side. Look like you did beat by more than you're raising the full year guide if you account for currency. So just wondering if there's any extra conservatism or moving pieces and then the same thing on margins, there's strong app performance is colder.
我们下一个问题来自于City的Tyler Radke，请发言。
是的，非常感谢您回答我的问题。Gina，我想了解一下最新的全年指导方针中，您是否可以讲解一些订阅收入方面和利润方面的假设。看起来您的表现超过了全年指导方针，如果考虑汇率的话，所以我想知道是否有额外的谨慎或是其他的动态变化，利润方面也是同样的问题，因为应用程序表现非常出色。
Thank you. Yeah. Thanks for the question. So we did raise the full year revenue guide by FX and we did raise it slightly about four million for our feet, but given the current macro uncertainty and given that we're only at the end of Q1, we wanted to remain prudent in our guide for the full year, which shouldn't be surprising to you. There's many, many years that we haven't really raised in Q1 with such a big portion of the year still to go. So it's really about being prudent in the current uncertainty more so than anything else. Feel really good about the beat in Q1 and our guide, well prudent to reflect the current macro, I think still should send a strong signal to our investors on the durability and strength of the NEL platform. Yeah, makes sense. Thank you.
谢谢。嗯，谢谢您的问题。我们确实通过外汇调整了全年收入指引，和我们的脚部稍微上调了约四百万，但考虑到当前的宏观不确定性和我们只处于第一季度末，我们希望在全年指引上保持谨慎，这不应该让您感到惊讶。在许多许多年里，我们没能在第一季度调高指引，因为全年还有很长的时间。因此，这主要是关于在当前不确定局面下保持谨慎。我们在第一季度取得的胜利给我们带来很好的信心，而我们的指引反映了对当前宏观的谨慎，我认为这应该向我们的投资者传递出NEL平台的可持续性和强大信号。嗯，说得有道理。谢谢。
Thanks, Alex. Our next question comes from the line of Brad Zeldnik from Deutsche Bank. Please proceed. Great. Thank you so much and I'll echo my congrats on a strong start to the year. For Bill or Gina, I've been getting a lot of questions on your net new ACV growth for last year, which was disclosed in your proxy at 14%. And considering the backdrop and tough prior to your compare, it seems very healthy to me. But what factors should we consider in bridging to your $16 billion plus target, which implies mid, you know, close to mid-20s compounded growth? And how would you characterize the companies that new ACV target for this year?
谢谢，Alex。下一个问题来自德意志银行的 Brad Zeldnik。请继续。太好了，非常感谢您在今年年初取得了强劲的开局。针对 Bill 或 Gina，我一直在收到关于去年净新 ACV 增长的问题，这在您的代理中披露为 14%。考虑到背景以及与之前的比较相比的困难，对我来说，这似乎非常健康。但是，在实现 160 亿美元以上的目标方面，我们应该考虑哪些因素？这意味着年平均增长率接近 20 多年代。新 ACV 目标的公司特点如何？
Yeah, Brad. Great question. So yes, net new ACV growth in 2022, given the current macro and backdrop was very healthy given that environment. We've talked about the fact that the current macro as well as the effects movement would likely weigh on that guy for 24 and 26. What I can tell you and what I'm excited about is to make sure you come to Financial Office Day in May, we'll be really focused on the longer term strategy as well as updating those relative numbers for you. And so, you know, we don't guide for net new ACV as you know, but we will give a lot of clarity as to what we're thinking for the mid and longer term at that in just next month. So look forward to seeing you there. Awesome, always get to see you even better in Vegas. Thank you.
嗯，布拉德，好问题。是的，在当前的宏观和背景条件下，2022年净新ACV增长非常健康。我们已经谈论过当前宏观和影响的作用可能会影响到2024年和2026年的增长。我可以告诉你，我很兴奋的是，在五月的财务日，我们将非常专注于长期战略，并为您更新相对应的数据。所以，你知道我们不会指导净新ACV，但我们会非常清楚地说明我们在中长期的想法，下个月就在那里等你了。期待与你见面。太棒了，总是很高兴在拉斯维加斯见到你。谢谢。
Thanks, Brad. Thanks, Brad. Our next question comes from a line of Karl Kiersted from UBS. Please proceed. Oh, hi. Thank you. Maybe this one for Gina. On the call three months ago, when you were asked about the shape of the CRPO trajectory throughout the year, you got it to a deceleration throughout calendar 23. Just given that you outperformed in Q1 and conversely, the two QCRPO guide is a little bit below expectations, is that still the right framework to think about the second half? Thanks so much.
谢谢，布拉德。接下来的问题来自UBS的Karl Kiersted。请问您能发言吗？嗨，谢谢。或许这个问题可以问吉娜。在三个月前的电话会议上，当您被问及CRPO轨迹在整个年度内的形式时，您认为它会在2023年整个日历年度内减速。考虑到您在Q1表现优异，而与之相反的是二季度CRPO指引略低于预期，那么仍然正确思考下半年的框架吗？非常感谢。
Yeah. I mean, listen, Karl, I think that given the current macro deceleration is very normal and expected, but you'll continue to see us really driving strong demand across the board. So we absolutely think that demand remains robust and strong and that we will continue to perform. But yes, given the current macro, these of the last year, we'll definitely see a little bit of deceleration throughout the year. Got it. Thanks, Gina.
是的。我的意思是，Karl，我认为鉴于当前的宏观减速非常正常并且是可以预料的，但你仍然会看到我们在各个方面推动强劲的需求。因此，我们绝对认为需求仍然强劲，并且我们将会继续表现良好。但是，鉴于去年的宏观环境，我们肯定会在今年看到一些减速。明白了。谢谢，吉娜。
Our next question comes from a line of rainbow lend show from Parklays. Please proceed. Thank you.
我们的下一个问题来自于Parklays的彩虹贷款节目，请发言。谢谢。
One quick question on the platform side. So that's the one product area that really gained in relative share for you guys this quarter. What are you seeing in terms of platform adoption out there? Because there's obviously a lot of like system or record guides that have a platform that stands alone, local guides that kind of want to be a platform. And then you guys, you seem to be getting shared. Kind of a function of in the downturn, you know, or in tougher times, you have a consolidation to the core strategic vendors that's playing out there or is this more longer term theme. Thank you.
在平台方面，有一个快速的问题。这是一个你们在本季度相对份额真正增长的产品领域。你们在平台采用率方面看到了什么情况？因为显然有很多像系统记录指南等拥有独立平台的指南，也有希望成为平台的本地指南。而你们似乎正在得到共享。这是否是在经济衰退或艰难时期内，你们正在进行的核心战略供应商整合的体现，还是更长期的主题？谢谢。
Listen, we are first of all, rainbow super pleased with our creator workflow performance that has many aspects to it. But the key aspect to this is of course our local engine and our automation technologies. This platform as you described it, you're 100% right that there are many companies even with point solutions that market themselves as a platform company. We are truly a platform company. And when we sell creator workflows that is sometimes used to extend our out of box applications and sometimes as Bill mentioned, customers used to create many, many new applications to digitize their processes. That business in itself is a very nice business that has been growing significantly over last three to four years. And I feel very optimistic on that.
听着，首先，我们对我们的创作者工作流性能非常满意，它有很多方面。但其中最关键的方面当然是我们的本地引擎和自动化技术。正如您所描述的那样，我们确实是一家平台公司。即使有很多公司提供点解决方案，推销自己是平台公司，但我们是真正的平台公司。当我们销售创作者工作流时，有时它们用于扩展我们的开箱即用应用程序，有时像Bill提到的那样，客户用它们创建许多新的应用程序来数字化他们的流程。这本身是一项非常好的业务，过去三到四年里有显著增长。我对此感到非常乐观。
And the reason I feel optimistic versus point solutions that you describe or a system of record because you cannot have all these applications being developed randomly without governance. Our key buyer tends to be IT organization. We serve IT organization. We have governance features on how you develop this apps. Where does the data reside? And when we say that to our customers, they say we would rather use your platform to create new applications than a point solution or from a system of record that only has system of record data.
我之所以对您描述的那些局部解决方案或系统记录感到乐观，而非因为您不能随意开发这些应用程序而没有治理。我们的主要买家往往是IT组织。我们服务IT组织。我们有治理特性，可以规范应用程序的开发。数据存放在哪里？当我们向客户提出这个问题时，他们说我们更愿意使用您的平台来创建新应用程序，而不是使用局部解决方案或仅有记录数据的系统记录。
And the second thing that's really working for our platform is we organically build our integration or automation engine that not only integrates with all the 600, 700 plus applications out there in the world, but allows you to automate any processes via RPA machine learning and many new AI technologies that we are going to deliver. I am extremely optimistic and bullish on this aspect of our platform, aka creator workflows. Thanks Ram.
我们平台的另一个真正有用的特点是我们自然地构建了我们的集成或自动化引擎，它不仅与世界上所有的 600, 700 多个应用程序集成，而且可以通过 RPA 机器学习和许多新的 AI 技术来自动化任何流程。我对我们平台的这个方面，即创作者工作流程，非常乐观和看涨。谢谢Ram。
Okay, so it does appear we do have time for one more question. Our final question comes from Michael Toritz from Keybank. Please proceed.
好的，看起来我们还有时间回答最后一个问题。这个问题来自Keybank的Michael Toritz，请继续。
意思：表示正在进行问答环节，还有时间回答一个问题，最后一个问题来自Keybank的Michael Toritz。请继续提问。
Hey, thanks. Great question. Very happy to get it in the end. Thank you. You mentioned that you saw a strong demand across front, middle and back office. You also mentioned that you saw a strong demand for customer workflows. So in a down market, one wonders about front office. So I was wondering how you were seeing that demand and what specifically with the type of customer workflows that you were addressing and whether they were competitive or not with some of the systems of record.
嗨，谢谢。这是个很好的问题，最后很开心收到了。非常感谢。你提到过前台、中台和后台都有强烈的需求，还提到顾客工作流程也很受欢迎。所以在不景气的市场，人们会对前台是否有需求感到疑惑。我想问问你，你是怎么看待这种需求的，具体来说，你是如何处理与一些记录系统竞争的顾客工作流程的？
Yeah, so Michael, first of all, I'm just addressed on customer workflow, customer workflow as Bill called it was hot and show the great quarter. But we saw Michael what we shared last year at the financial analyst day with you and the team is we have now created industry specific solutions, whether that's for insurance, for state local and federal government, whether it's for health care and life sciences, all of those investments that we have made in the past few years are working really well in the context of customer service and we are getting higher ASP.
嗯，那么，迈克尔，首先，我想提及一下客户工作流程。正如比尔所述，客户工作流程非常热门，展现了出色的季度业绩。但是，我们去年与你和团队分享的一件事是，我们现在已经创建了针对不同行业的解决方案，无论是为保险业、州和地方政府、还是医疗和生命科学领域，我们过去几年所进行的所有投资都在客户服务的背景下取得了良好的效果，我们正获得更高的平均销售价格。
In addition, our field service management product is also resonating and there are some of our competitors who have announced end of life or re-platforming their field service management offering. We have absolutely capturing that opportunity in the single platform company to have field service management solution alongside of customer service management solution that is industry specific. I'm really proud of the product and engineering teams as well as our sales team on how they executed our horizontal and vertical capabilities for largest insurance companies, health care companies or state local and federal government. Thanks, CJ.
此外，我们的现场服务管理产品也备受赞赏，甚至有些竞争对手宣布其现场服务管理服务的终止或平台改造。我们绝不错过这个机会，在一个平台公司中提供与行业相关的客户服务管理解决方案和现场服务管理解决方案。我非常自豪我们的产品和工程团队，以及销售团队如何在最大的保险公司、医疗保健公司或州/地方/联邦政府的水平和垂直能力方面实施。谢谢，CJ。
Thanks, everybody. Thank you very much. Thank you, ladies and gentlemen. This does conclude today's call. Thank you for your participation. You may now disconnect. Thank you. Thank you, ladies and gentlemen. This does conclude today's call. Thank you for your participation. You may now disconnect. Thank you.
大家好，非常感谢大家。女士们先生们谢谢你们。今天的通话到此结束了，感谢大家的积极参与。你们可以挂断电话了，再次感谢大家的支持。女士们先生们谢谢你们。今天的通话到此结束了，感谢大家的积极参与。你们可以挂断电话了，再次感谢大家。
Thank you. We may now disconnect.
谢谢。我们现在可以断开连接了。
意思：通话或会议结束时的礼貌用语，表示可以断开连接，结束交流。