Operator

Ladies and gentlemen, thank you for standing by. My name is Christa, and I'll be your conference operator today. At this time, I would like to welcome everyone to the ServiceNow First Quarter 2025 Earnings Conference Call. All lines have been placed on mute to prevent any background noise. After the speakers' remarks, there will be a question-and-answer session. [Operator Instructions] Thank you.

接线员

女士们，先生们，感谢您的耐心等待。我是克里斯塔，今天将担任您的会议接线员。现在，我谨欢迎各位参加 ServiceNow 2025 年第一季度财报电话会议。为防止任何背景噪音，所有线路均已静音。在发言人发言结束后，将进行问答环节。[接线员说明] 谢谢。

And I would now like to turn the conference over to Darren Yip, Senior Vice President of Investor Relations and Market Insights. Darren, you may begin.

现在，我想将会议交给投资者关系和市场洞察高级副总裁 Darren Yip。Darren，您可以开始了。

Darren Yip

Good afternoon and thank you for joining ServiceNow's first quarter 2025 earnings conference call. Joining me are Bill McDermott, our Chairman and Chief Executive Officer; Gina Mastantuono, our President and Chief Financial Officer; and Amit Zavery, President, Chief Product Officer and Chief Operating Officer. During today's call, we will review our first quarter 2025 results and discuss our guidance for the second quarter and full year 2025.

Darren Yip

下午好，感谢您参加 ServiceNow 2025 年第一季度财报电话会议。与我一同出席的有我们的董事长兼首席执行官 Bill McDermott；我们的总裁兼首席财务官 Gina Mastantuono；以及总裁、首席产品官兼首席运营官 Amit Zavery。在今天的电话会议中，我们将回顾 2025 年第一季度的业绩，并讨论我们对 2025 年第二季度和全年的指引。

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 forward-looking statements that involve risks, uncertainties and assumptions. We undertake no duty or obligation to update such statements as a result of new information or future events. Please refer to today's earnings press release and our SEC filings, including our most recent 10-Q and 10-K for factors that may cause actual results to differ materially from our forward-looking statements.

在开始之前，我们想强调，本次电话会议中讨论的信息，包括我们的指引，均基于截至今日的信息，并包含涉及风险、不确定性和假设的前瞻性陈述。我们不承担因新信息或未来事件而更新此类陈述的责任或义务。请参阅今天的财报新闻稿和我们向美国证券交易委员会提交的文件，包括我们最新的 10-Q 和 10-K 文件，以了解可能导致实际结果与我们的前瞻性陈述产生重大差异的因素。

We'd also like to point out that we present non-GAAP measures in addition to and not as a substitute for financial measures calculated in accordance with GAAP. Unless otherwise noted, all financial measures and related growth rates we discuss today are non-GAAP except for revenues, remaining performance obligations, or RPO, current RPO and cash and investments. To see the reconciliation between these non-GAAP and GAAP 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，我们提供的非公认会计原则 (non-GAAP) 指标是对根据公认会计原则 (GAAP) 计算的财务指标的补充，而非替代。除非另有说明，我们今天讨论的所有财务指标和相关增长率均为非公认会计原则指标，但收入、剩余履约义务 (RPO)、当前 RPO 以及现金和投资除外。要查看这些非公认会计原则指标与公认会计原则指标之间的调节表，请参阅今天的财报新闻稿和投资者演示文稿，这两份文件均发布在我们的网站 investors.servicenow.com 上。今天电话会议的重播也将发布在我们的网站上。

With that, I'll turn the call over to Bill.

现在，我将把电话转给比尔。

William McDermott

Thank you, Darren, and thank you, everyone, for joining today's call. A privileged platform has a privileged position in the enterprise. Let's start with ServiceNow's Q1 results. This was our biggest Q1 ever for net new ACV.

William McDermott

谢谢你，Darren，也谢谢大家参加今天的电话会议。一个享有特权的平台在企业中也享有特权地位。让我们从 ServiceNow 的第一季度业绩开始。这是我们有史以来净新增年度合同价值 (ACV) 最大的第一季度。

Subscription revenue grew 20% year-on-year in constant currency, slightly above the high end of our guidance range. cRPO grew 22% year-on-year in constant currency, a stunning 150 basis points above our guidance. Operating margin was 31%, approximately 100 basis points above our guidance.

Free cash flow margin was 48%, putting us once again significantly above the Rule of 50 for the quarter. We had 72 deals greater than $1 million in net new ACV, up from 63 a year ago. Of these large deals, nine were greater than $5 million in net new ACV. We crossed the 500 plus customers billing greater than $5 million in ACV milestone, up from 425 a year ago.

自由现金流利润率为 48%，使我们本季度再次远超 50 法则。我们有 72 笔净新增年度合同价值超过 100 万美元的交易，高于去年同期的 63 笔。在这些大额交易中，有 9 笔净新增年度合同价值超过 500 万美元。我们实现了年度合同价值超过 500 万美元的客户数量突破 500 家的里程碑，高于去年同期的 425 家。

Our remaining performance obligation is now $22 billion growing 25.5% year-over-year. We saw strength across the full ServiceNow solutions portfolio. Technology workflows had 36 deals over $1 million including two over $5 million. All segments ITSM, ITOM, ITAM, Security and Risk were in more than one half of our top 20 deals.

我们剩余的履约义务现已达到 220 亿美元，同比增长 25.5%。我们在整个 ServiceNow 解决方案产品组合中都看到了强劲的势头。技术工作流有 36 笔超过 100 万美元的交易，其中包括两笔超过 500 万美元的交易。所有细分市场，包括 ITSM、ITOM、ITAM、安全和风险，都出现在我们前 20 大交易的一半以上。

CRM and industry workflows continued its momentum in 16 of our top 20 deals with nine deals that were over $1 million. Core business workflows, which is employee, finance and supply chain solutions were in half of the top 20 deals with eight deals over $1 million. Creator workflows were in all top 20 deals.

CRM 和行业工作流在我们前 20 大交易中的 16 笔中延续了其发展势头，其中有 9 笔交易超过 100 万美元。核心业务工作流，即员工、财务和供应链解决方案，出现在前 20 大交易的一半中，其中有 8 笔交易超过 100 万美元。创建者工作流出现在所有前 20 大交易中。

Q1 was another substantial acceleration for ServiceNow AI. The number of Pro Plus deals more than quadrupled year-over-year, including 39 deals with three or more Now Assist products. Average ACV deal sizes grew by one-third quarter-over-quarter as Pro Plus products were included in 15 of our top 20 deals.

第一季度是 ServiceNow AI 再次大幅加速的季度。Pro Plus 交易数量同比增长超过四倍，其中包括 39 笔包含三个或更多 Now Assist 产品的交易。由于 Pro Plus 产品包含在我们前 20 大交易中的 15 笔中，平均年度合同价值 (ACV) 交易规模环比增长了三分之一。

Our next generation database for the AI world, RaptorDB, saw a net new ACV acceleration quarter-on-quarter with five deals over $1 million. What you see in this print is a high performing company with growing strategic relevance and bedrock strength customer relationships.

我们面向人工智能世界的下一代数据库 RaptorDB，其净新增年度合同价值 (ACV) 环比加速增长，有 5 笔交易超过 100 万美元。您在这份报告中看到的是一家业绩优异的公司，其战略相关性日益增强，客户关系稳如磐石。

We are leading the AI race because we ourselves are running it. You're all very familiar with ServiceNow Now on Now. The ServiceNow team is raising the bar by innovating on our own platform taking an end-to-end Agentic AI first approach to running our business. We see this in a 16x improvement from lead to sale conversion and in over 86% deflection of the soul crushing work people used to do themselves.

我们之所以在人工智能竞赛中处于领先地位，是因为我们自己就在参与其中。你们都非常熟悉 ServiceNow Now on Now。ServiceNow 团队正在通过在我们自己的平台上进行创新来提高标准，采用端到端的智能体人工智能优先方法来运营我们的业务。我们看到，从潜在客户到销售的转化率提高了 16 倍，并且超过 86% 的过去由人工完成的繁重工作被分流。

We're incredibly proud that this business is firing on all cylinders. Now on what ServiceNow will deliver moving forward. As Gina will share with you, we've raised the guide. While it's true, there are some knowns out there, this is far from the first macro disruption we have encountered. Ambition and prudence are not mutually exclusive concepts.

我们为这项业务的全面发展感到无比自豪。现在谈谈 ServiceNow 未来将交付什么。正如 Gina 将与大家分享的那样，我们已经提高了指引。虽然确实存在一些已知因素，但这远非我们遇到的第一次宏观干扰。雄心和审慎并非相互排斥的概念。

You don't build a defining company by surrendering to uncertainty. You do it by seeing challenges as opportunities. We have zero interest in anything less than outperforming like ServiceNow has always done. Here's what we know. Strong demand for ServiceNow's AI platform for business transformation is gaining momentum as evidenced by our healthy pipeline.

你不能通过向不确定性屈服来建立一家具有决定性意义的公司。你需要将挑战视为机遇。我们对任何低于 ServiceNow 一贯表现的事情都没有兴趣。以下是我们所了解的。对 ServiceNow 用于业务转型的人工智能平台的强劲需求正在积聚势头，我们健康的销售渠道就是证明。

Our AI Summit attendance and digital demand signals are extremely positive. In two weeks, we will have the biggest knowledge in ServiceNow's history with attendance and sponsorship revenue at all-time highs. This is all because ServiceNow has transcended digital transformation. We are driving business transformation.

我们人工智能峰会的出席人数和数字需求信号都非常积极。两周后，我们将迎来 ServiceNow 历史上规模最大的知识盛会，出席人数和赞助收入均创历史新高。这都是因为 ServiceNow 已经超越了数字化转型。我们正在推动业务转型。

Yes, CEOs are mindful that the global economy is in a fluid state. No, they are not standing still. In all industries, we see a renewed focus on cost takeout by rooting out inefficiencies, modernizing outdated tech stacks and restoring an integrated enterprise. ServiceNow has never been more relevant given our alignment to these precise business priorities and the unmatched speed to value from deployment that our technology delivers. We are built for this moment.

是的，首席执行官们意识到全球经济处于动荡状态。不，他们并没有止步不前。在所有行业中，我们都看到人们重新关注通过消除低效率、现代化过时的技术堆栈和恢复集成企业来削减成本。鉴于 ServiceNow 与这些精确的业务重点保持一致，以及我们的技术所提供的无与伦比的部署价值实现速度，ServiceNow 从未像现在这样具有相关性。我们就是为这一刻而生的。

On the topic of tariffs and trade negotiations, the voice of the customer is the only guide that matters. I met with the CEO of a US Auto Manufacturer, who is laser focused on increasing competitiveness in the face of tariffs. If they don't adapt their global supplier network fast enough, their costs will increase by up to $10,000 a vehicle. Unlike past disruptions in the global markets, supply chain AI agents now reconfigure business rules in real-time.

关于关税和贸易谈判的话题，客户的声音是唯一重要的指南。我与一家美国汽车制造商的首席执行官会面，他正专注于在关税面前提高竞争力。如果他们不能足够快地调整其全球供应商网络，他们的每辆车成本将增加高达 10,000 美元。与过去全球市场的混乱不同，供应链人工智能代理现在可以实时重新配置业务规则。

Businesses reduce dependency on high tariff regions by reprioritizing tier two and three suppliers, while activating the certification of new vendors. This same conversation is happening across all industries as CEOs navigate this terrain. With regard to the public sector, let me be clear, we had a great Q1 because ServiceNow strategy is rooted in government automation and modernization.

企业通过重新优先考虑二三级供应商，同时启动新供应商的认证，来减少对高关税地区的依赖。随着首席执行官们应对这一局面，同样的对话正在所有行业中发生。关于公共部门，让我明确一点，我们第一季度表现出色，因为 ServiceNow 的战略植根于政府自动化和现代化。

This is being championed by the Trump administration with local leaders and national governments around the world following suit. In Q1, US public sector grew by over 30% year-on-year with six new logos, including one in US federal. We had 11 federal deals over $1 million up from 8 a year ago including two that were over $5 million. Our Fed Forum in February was a tremendous success.

特朗普政府正在倡导这一点，世界各地的地**导人和国家政府也纷纷效仿。第一季度，美国公共部门同比增长超过 30%，新增了六个客户，其中包括一个美国联邦政府客户。我们有 11 个联邦政府交易额超过 100 万美元，高于去年同期的 8 个，其中包括两个超过 500 万美元的交易。我们二月份的联邦论坛取得了巨大成功。

We had 1,700 federal and public sector customers, prospects and partners, including 40 new logos. By the way, that great turnout was on the day of a major Northeast snowstorm. One agency is using ServiceNow AI agents to automate contract reviews, streamline approvals and lower operational costs. We're seeing this transformation play out across government as leaders act on the administration's call to modernize operations and return savings to the American people.

我们有 1700 名联邦和公共部门的客户、潜在客户和合作伙伴参加，其中包括 40 个新客户。顺便说一句，那次盛大的活动恰逢美国东北部遭遇一场大暴雪。一家机构正在使用 ServiceNow 人工智能代理来自动化合同审查、简化审批流程并降低运营成本。我们看到这种转型正在政府各部门展开，领导者们响应政府的号召，实现运营现代化并将节省下来的资金返还给美国人民。

Moving forward, we will continue our productive discussions with senior administration and DOGE officials. The engagement has been very positive as we have a shared ambition to transform government and the way it interacts with citizens. The common thread is that ServiceNow is set up for sustainable growth as the market's leading Enterprise AI platform.

未来，我们将继续与高级政府官员和国防部官员进行富有成效的讨论。这种接触非常积极，因为我们共同致力于改革政府及其与公民互动的方式。共同点在于，作为市场领先的企业人工智能平台，ServiceNow 已为可持续增长做好了准备。

There are many intentional reasons this is the case. The biggest is net new innovation. Winning companies anticipate disruption by building additional growth engines. ServiceNow has consistently expanded its addressable market over time from IT to employee experience, CRM, procurement, supply chain and most recently entering the data space with RaptorDB and Workflow Data Fabric.

这种情况的出现有很多刻意的原因。其中最重要的是净新增创新。成功的公司通过构建额外的增长引擎来预测颠覆。ServiceNow 随着时间的推移不断扩大其可寻址市场，从 IT 到员工体验、CRM、采购、供应链，最近又通过 RaptorDB 和 Workflow Data Fabric 进入了数据领域。

One of the biggest growth areas ever is the Enterprise AI market. Gartner describes this trend as the start of the intelligence super cycle, which is expected to run for at least the next 10 years. So we're only in the early days and a lot of companies are hearing Agentic AI pitches right now. And what sets ServiceNow apart is simple, our platform. We integrate across the entire tech stack, ERP, CRM, HCM, bringing all that data into a single model.

有史以来最大的增长领域之一是企业人工智能市场。Gartner 将这一趋势描述为智能超级周期的开始，预计该周期至少将持续未来 10 年。因此，我们尚处于早期阶段，许多公司目前都在听取关于智能体人工智能的宣传。而 ServiceNow 的与众不同之处很简单，那就是我们的平台。我们整合了整个技术堆栈，包括 ERP、CRM、HCM，将所有数据整合到一个单一模型中。

Further from there, we elevate into the workflow layer, transforming data into actionable insights. Then we move into the AI layer, not just automation, but true AI agents executing real tasks in parallel to drive outcomes. When that clicks for customers, they get it. They want to run their business from our platform. That's why Now Assist performance surged once again in Q1. That's why the software industrial complex is converging on ServiceNow as the AI operating system for the enterprise.

在此基础上，我们将其提升到工作流层面，将数据转化为可操作的见解。然后我们进入人工智能层面，不仅仅是自动化，而是真正的人工智能代理并行执行实际任务以驱动结果。当客户理解了这一点，他们就明白了。他们希望在我们的平台上运营他们的业务。这就是为什么 Now Assist 的表现在第一季度再次飙升。这就是为什么软件产业综合体正在将 ServiceNow 视为企业的人工智能操作系统。

From this position of unrivaled strength, we announced the intent to acquire Moveworks. When completed, Moveworks user centric product combined with ServiceNow's complementary AI driven workflow automation will augment employee self-service, driving significant cost savings and increases to overall employee productivity. This is going to bring together both requesters, where Moveworks excels and fulfillers, ServiceNow's bread and butter at an unprecedented scale.

凭借这种无与伦比的实力地位，我们宣布了收购 Moveworks 的意向。完成后，Moveworks 以用户为中心的产品与 ServiceNow 互补的人工智能驱动的工作流自动化相结合，将增强员工自助服务，从而显著节省成本并提高整体员工生产力。这将以前所未有的规模将 Moveworks 擅长的请求者和 ServiceNow 的核心优势——执行者结合起来。

This will also expand ServiceNow's enterprise search capabilities, a whole new product category, unlocking even more TAM for the company. Another growth engine is our CRM expansion. The announcement of a deal to acquire Logik.ai, a company with a modern AI configured price and quote solution, which will accelerate ServiceNow CRM momentum in sales and order management.

这也将扩展 ServiceNow 的企业搜索功能，这是一个全新的产品类别，为公司释放更多的潜在市场空间 (TAM)。另一个增长引擎是我们的 CRM 扩张。宣布收购 Logik.ai，这是一家拥有现代化人工智能配置、定价和报价解决方案的公司，这将加速 ServiceNow CRM 在销售和订单管理方面的势头。

ServiceNow CRM and industry workflows already ServiceNow's fastest growing business, plus Logik.ai's best-in-class capabilities for AI powered selling will drive net new levels of performance in sales and commerce for our customers. This will be a natural step forward in ServiceNow CRM strategy, building on our core strengths of connecting functional teams and powering simple, efficient workflows.

ServiceNow CRM 和行业工作流已经是 ServiceNow 增长最快的业务，再加上 Logik.ai 在人工智能驱动销售方面的同类最佳能力，将为我们的客户在销售和商业领域带来全新的业绩水平。这将是 ServiceNow CRM 战略中一个自然而然的进步，建立在我们连接职能团队和支持简单高效工作流的核心优势之上。

Configure, price, quote, sell, fulfill, service on one fully integrated architecture with native built AI agents to take automation to the next level. There's not a day that passes when we don't hear from customers who are dissatisfied with their status quo. For a long time, I've been saying no one has to lose for us to win. Our customers have now adjusted me. They want someone else to lose, so they can continue to invest more in ServiceNow.

在一个完全集成的架构上配置、定价、报价、销售、履行、服务，并内置原生人工智能代理，将自动化提升到新的水平。我们每天都会听到客户对现状不满的声音。很长一段时间以来，我一直说我们不需要让任何人失败才能获胜。我们的客户现在纠正了我。他们希望别人失败，这样他们就可以继续在 ServiceNow 上投入更多。

We could take up the entire call with updates on ServiceNow's innovation velocity. Here's the bottom line. We have the raw materials to keep winning. We also have the right team to win. Paul Fipps, our new President of Global Customer Operations, whose promotion was announced earlier today, has a distinguished track record as a US military veteran who served in the 82nd Airborne as well as C-Level technology leadership roles for great global brands.

我们可以用整个电话会议的时间来更新 ServiceNow 的创新速度。底线是：我们拥有持续获胜的原材料。我们也有合适的团队来获胜。今天早些时候宣布晋升的我们全球客户运营新任总裁 Paul Fipps，拥有卓越的履历，他曾是美国第 82 空降师的退伍军人，并曾在全球知名品牌担任首席技术官级别的领导职务。

Since joining ServiceNow in 2021, he has become one of our most successful executives leading our largest marquee customer relationships. We most recently elevated him to oversee global sales in Q1 as an on ramp to today's announcement. Obviously, he's off to a terrific start. I'd also like to warmly congratulate Paul Smith for a consequential five year run at ServiceNow.

自 2021 年加入 ServiceNow 以来，他已成为我们最成功的高管之一，负责我们最大的标杆客户关系。我们最近在第一季度提升他负责全球销售，作为今天宣布任命的过渡。显然，他开局良好。我还想热烈祝贺 Paul Smith 在 ServiceNow 度过了意义非凡的五年。

I'm proud of how he scaled our global go-to market organization and together we built a world class team and methodically nurtured the right leaders to take us to 2030 and beyond. Paul has designed a seamless transition and will remain a special advisor to me and the team in the months ahead to ensure zero disruption. And moving forward, we'll stay totally focused on elite level execution, which has shaped us into the differentiated profitable SaaS growth company we are today.

我为他如何扩展我们的全球市场推广组织感到自豪，我们共同建立了一支世界一流的团队，并有条不紊地培养了合适的领导者，带领我们走向 2030 年及以后。保罗设计了一个无缝的过渡方案，并将在未来几个月继续担任我和团队的特别顾问，以确保零干扰。展望未来，我们将继续完全专注于精英级别的执行力，正是这种执行力将我们塑造成了今天这家差异化、盈利的 SaaS 增长型公司。

In closing, the platinum benchmark in enterprise technology is the customer story. That's why we went for the world works with ServiceNow because we knew the customer had to be the hero of our brand. When I look at our great Q1, I see so many inspiring examples. One is Aptiv, a global technology company that has been at the forefront of innovation across automotive, telecommunications, industrial, aerospace and defense among other sectors.

最后，企业技术的白金标准是客户故事。这就是为什么我们选择“世界与 ServiceNow 共同运作”的口号，因为我们知道客户必须是我们品牌的英雄。当我回顾我们出色的第一季度时，我看到了许多鼓舞人心的例子。其中之一是 Aptiv，一家全球技术公司，一直在汽车、电信、工业、航空航天和国防等领域的创新前沿。

Aptiv and their great CEO, Kevin Clark made a bold move in Q1 to expand their use of ServiceNow to drive cost takeout and improve productivity. With Aptiv and Wind River, they'll also enter into a strategic partnership with us to build joint AI solutions for the industries where we have clear permission to win together.

Aptiv 及其出色的首席执行官 Kevin Clark 在第一季度采取了大胆举措，扩大了 ServiceNow 的使用范围，以削减成本并提高生产力。通过 Aptiv 和 Wind River，他们还将与我们建立战略合作伙伴关系，为我们拥有明确共同获胜许可的行业构建联合人工智能解决方案。

Another example is our landmark five year collaboration with Vodafone. This business will usher in the next era of AI powered service for millions of business users. ServiceNow and Devoteam are partnering to transform CRM for businesses in Europe and the Middle East. When companies are not only transforming how they work with ServiceNow, but also how they grow with ServiceNow, our growth movement couldn't be more exciting.

另一个例子是我们与沃达丰具有里程碑意义的五年合作。这项业务将为数百万商业用户开启人工智能驱动服务的下一个时代。ServiceNow 和 Devoteam 正在合作，为欧洲和中东的企业改造 CRM。当企业不仅利用 ServiceNow 改变其工作方式，还利用 ServiceNow 实现增长时，我们的增长势头将更加令人兴奋。

Adobe, Accenture, National Hockey League, NEC and Hitachi Energy are just some of the countless world class brands putting AI to work for people with ServiceNow. Wells Fargo launched ServiceNow AI with RaptorDB to automate complex workflows and process data sets in real-time. The Whole Group, the Yokohama City, Pure Storage and ProAssurance are on the CRM journey with ServiceNow.

Adobe、埃森哲、国家冰球联盟、NEC 和日立能源等众多世界级品牌都在通过 ServiceNow 将人工智能应用于工作中，造福人类。富国银行推出了 ServiceNow AI 与 RaptorDB，以自动化复杂的工作流程并实时处理数据集。The Whole Group、横滨市、Pure Storage 和 ProAssurance 正在与 ServiceNow 一起踏上 CRM 之旅。

The California Highway Patrol and Harris County, Texas are transforming the public sector with ServiceNow. Our customers are on the move. When they work, the world works. There's a lot of talk about uncertainty. In this industry, the only real certainty is this, there are no shortcuts to greatness. It has to be earned through every peak and valley on the journey.

加州公路巡警局和德克萨斯州哈里斯县正在通过 ServiceNow 改造公共部门。我们的客户在行动。当他们工作时，世界就在运转。关于不确定性的讨论很多。在这个行业，唯一真正的确定性是：通往伟大的道路上没有捷径。它必须通过旅程中的每一个高峰和低谷来赢得。

That's why ServiceNow will always fight with an optimistic spirit to deliver innovation and growth. We work every day to honor the trust that has been invested in us because trust is the ultimate human currency. That's been true since Fred Luddy started this company with a big heart and a bold dream to make the world work better for everyone. We carry that forward in our determination to be the defining enterprise software company of the 21st Century.

这就是为什么 ServiceNow 将始终以乐观的精神为创新和增长而奋斗。我们每天都在努力回报投入给我们的信任，因为信任是最终的人类货币。自从 Fred Luddy 怀着一颗博大的爱心和让世界为每个人变得更美好的大胆梦想创办这家公司以来，情况一直如此。我们怀着成为 21 世纪具有决定性意义的企业软件公司的决心，将这种精神传承下去。

Thank you all for your time. I look forward to your questions. And now I'll hand things over to our President and CFO, Gina Mastantuono. Gina, over to you.

感谢大家抽出时间。我期待着你们的提问。现在我将把事情交给我们的总裁兼首席财务官 Gina Mastantuono。Gina，交给你了。

Gina Mastantuono

Thank you, Bill. Q1 was a quarter of relentless execution in a dynamic market. We beat the high end of our guidance across all topline and profitability metrics once again. The team outperformed net new ACV goals, delivering a significant cRPO beat versus our guidance. Our use of AI internally also continues to drive meaningful OpEx efficiencies, yielding strong profitability and free cash flow and outstanding performance across the board.

吉娜·马斯坦托诺

谢谢你，比尔。在充满活力的市场中，第一季度是持续执行的季度。我们再次超越了所有营收和盈利指标指引的上限。团队超额完成了净新增年度合同价值 (ACV) 目标，实现了远超我们指引的当前剩余履约义务 (cRPO)。我们在内部使用人工智能也继续推动了显著的运营支出效率，从而带来了强劲的盈利能力和自由现金流，以及全面的出色表现。

Q1 subscription revenues were $3.005 billion growing 20% year-over-year in constant currency, slightly above the high end of our guidance range. These are strong results, especially when factoring in an unexpected shift of some on-prem US federal deals to hosted in the quarter, which impacts the timing of revenue recognition.

第一季度订阅收入为 30.05 亿美元，按固定汇率计算同比增长 20%，略高于我们指引范围的上限。这是一个强劲的业绩，尤其是在考虑到本季度一些美国联邦政府本地部署交易意外转向托管部署，从而影响了收入确认时间的情况下。

RPO ended the quarter at approximately $22.1 billion representing 25.5% year-over-year constant currency growth. Current RPO was $10.31 billion representing 22% year-over-year constant currency growth, a 150 basis point beat versus our guidance. From an industry perspective, manufacturing delivered a standout performance, growing net new ACV over 100% year-over-year. Healthcare and Life Sciences had a great quarter, growing over 70% year-over-year.

本季度末，剩余履约义务 (RPO) 约为 221 亿美元，按固定汇率计算同比增长 25.5%。当前 RPO 为 103.1 亿美元，按固定汇率计算同比增长 22%，比我们的指引高出 150 个基点。从行业角度来看，制造业表现突出，净新增年度合同价值 (ACV) 同比增长超过 100%。医疗保健和生命科学领域表现出色，同比增长超过 70%。

Government also saw strength led by the US federal, which exceeded expectations in the quarter. Our renewal rate remained best-in-class 98%, underscoring the consistent value that ServiceNow delivers to our customers. The strategic importance of the Now Platform continues to grow with 508 customers now generating over $5 million in ACV.

在美國聯邦政府的帶領下，政府部門也表現強勁，本季表現超出預期。我們的續約率保持在同業最佳的 98%，突顯 ServiceNow 為客戶提供的持續價值。Now 平台的策略重要性持續提升，目前已有 508 家客戶的年度經常性營收 (ACV) 超過 500 萬美元。

Additionally, the number of customers contributing 20 million or more in ACV increased by nearly 40% year-over-year due to the continued momentum in large enterprise deals. We closed 72 deals greater than $1 million in net new ACV in the quarter, among them 9 deals were over $5 million. In Q1, 19 of our top 20 deals included five or more products.

此外，由于大型企业交易的持续势头，贡献 2000 万美元或更多年度合同价值 (ACV) 的客户数量同比增长近 40%。本季度，我们完成了 72 笔净新增年度合同价值 (ACV) 超过 100 万美元的交易，其中 9 笔交易超过 500 万美元。第一季度，我们排名前 20 的交易中有 19 笔包含五个或更多产品。

The growing volume of large deals highlights the better together value of our portfolio. Our Now Assist net new ACV today continues to trend very well, beating expectations once again. As Bill noted, the number of Plus deals more than quadrupled year-over-year. This included 39 deals with three or more Now Assist products, illustrating how customers are embracing our intelligent platform strategy and deploying AI across multiple workflows.

大型交易数量的不断增长凸显了我们产品组合“强强联合”的价值。我们如今的 Now Assist 净新增年度合同价值 (ACV) 持续表现良好，再次超出预期。正如比尔所指出的，Plus 交易数量同比增长超过四倍。其中包括 39 笔包含三个或更多 Now Assist 产品的交易，这表明客户正在接受我们的智能平台战略，并在多个工作流程中部署人工智能。

What's driving that, ITSM Plus was included in 15 of our top 20 deals. ITOM Plus net new ACV was up nearly 70% quarter-over-quarter, SecOps Plus quadruple net new ACV quarter-over-quarter. Creator Plus average deal sizes tripled quarter-over-quarter. The list goes on and on. And I'd remind you, that's off of Q4, our seasonally largest quarter of the year.

是什么推动了这一增长？ITSM Plus 出现在我们前 20 大交易中的 15 笔中。ITOM Plus 的净新增年度合同价值 (ACV) 环比增长近 70%，SecOps Plus 的净新增 ACV 环比增长四倍。Creator Plus 的平均交易规模环比增长三倍。这样的例子不胜枚举。而且我要提醒大家，这是在第四季度（我们一年中季节性最大的季度）的基础上实现的。

Orica, one of the world's leading mining and infrastructure solutions providers saw IT support deflections increased from 18% to 94% using Now Assist, a massive improvement. What's more, case summarization has helped them deliver a 1.5 day reduction in average incident resolution time, allowing agents to complete work faster and upscale to higher value tasks.

全球领先的采矿和基础设施解决方案提供商之一 Orica，在使用 Now Assist 后，IT 支持分流率从 18% 提高到 94%，这是一个巨大的进步。更重要的是，案例摘要帮助他们将平均事件解决时间缩短了 1.5 天，使座席能够更快地完成工作并转向更高价值的任务。

And we can relate. With Now on Now, we're drinking our own champagne, deploying AI agents across our operations. For instance, system admin use cases that typically took almost 20 minutes to resolve are happening in seconds utilizing Now Assist. It's driving real efficiencies across the company.

我们感同身受。通过 Now on Now，我们正在“自产自销”，在我们的运营中部署人工智能代理。例如，通常需要近 20 分钟才能解决的系统管理员用例，现在利用 Now Assist 只需几秒钟即可完成。这正在推动整个公司实现真正的效率提升。

RaptorDB Pro also continues to gain traction with net new ACV accelerating quarter-over-quarter, including 5 deals over $1 million. With the Yokohama release, customer enthusiasm has only grown driven by new performance analytics capabilities that make it easier than ever to uncover deeper insights with multilevel drill downs.

RaptorDB Pro 也持续受到青睐，净新增年度合同价值 (ACV) 逐季加速增长，其中包括 5 笔超过 100 万美元的交易。随着横滨版本的发布，客户的热情只增不减，这得益于新的性能分析功能，通过多级钻取，比以往任何时候都更容易发现更深层次的见解。

Turning to profitability. Non-GAAP operating margin was 31%, 100 basis points above our guidance, driven by OpEx efficiencies and the timing of marketing spend. Our free cash flow margin was 48%, up approximately 100 basis points year-over-year. We ended the quarter with a robust balance sheet, including $10.9 billion in cash and investments.

转向盈利能力。非公认会计原则 (Non-GAAP) 营业利润率为 31%，比我们的指引高出 100 个基点，这得益于运营支出效率和营销支出时间的安排。我们的自由现金流利润率为 48%，同比增长约 100 个基点。本季度末，我们拥有稳健的资产负债表，其中包括 109 亿美元的现金和投资。

In Q1, we bought back approximately 316,000 shares as part of our share repurchase program with the primary objective of managing the impact of dilution. As of the end of the quarter, we had approximately $3 billion of authorization remaining. Together, these results continue to demonstrate our ability to drive a strong balance of world-class growth, profitability and shareholder value.

第一季度，作为股票回购计划的一部分，我们回购了约 31.6 万股股票，主要目的是管理稀释影响。截至本季度末，我们仍有约 30 亿美元的授权额度。这些结果共同继续证明了我们有能力在世界级增长、盈利能力和股东价值之间实现强劲的平衡。

Moving to our outlook. Over the course of Q1, we've seen the US dollar weakened, providing a currency tailwind to our business. In Q1, we also beat the high end of our subscription revenue guidance. While demand remains strong, we've taken a prudent approach to the remainder of 2025 and are only flowing through part of those benefits into our full year outlook. This allows us to factor in potential risks as they pertain to the current geopolitical environment.

现在谈谈我们的展望。在第一季度期间，我们看到美元走弱，为我们的业务带来了汇率顺风。第一季度，我们的订阅收入也超出了指引的上限。尽管需求依然强劲，但我们对 2025 年剩余时间采取了审慎的态度，仅将部分这些利好因素纳入我们的全年展望。这使我们能够考虑到与当前地缘政治环境相关的潜在风险。

We all know that US federal agencies are navigating changes from tightening budgets and evolving mission demands and they're being asked to move quickly. After agencies realigned to this baseline, we expect significant growth opportunities driven by operational needs expressed by these customers and addressed by solutions across our portfolio.

我们都知道，美国联邦机构正在应对预算收紧和任务需求不断变化带来的挑战，并且被要求迅速采取行动。在各机构根据这一基线进行调整后，我们预计，由这些客户提出的运营需求以及我们产品组合中的解决方案所解决的问题，将带来巨大的增长机遇。

We're deepening our focus on federal customers, helping them boost operational efficiency and enhance digital governance. With the launch of our government transformation suite, we're meeting agencies where they are with purpose-built solutions that accelerates digital transformation, increased transparency and improve public service delivery. We are confident that our updated guidance sets us up for success throughout the year.

我们正在深化对联邦客户的关注，帮助他们提高运营效率并加强数字治理。通过推出我们的政府转型套件，我们正在通过专门构建的解决方案来满足各机构的需求，这些解决方案可以加速数字化转型、提高透明度并改善公共服务交付。我们相信，我们更新后的指引将为我们全年的成功奠定基础。

With that in mind, for 2025, we're raising our subscription revenues by $5 million at the midpoint to $12.64 billion to $12.68 billion, representing 18.5% to 19% year-over-year growth or 19.5% on a constant currency basis. We continue to expect subscription gross margin of 83.5%, operating margin of 30.5%, free cash flow margin of 32% and GAAP diluted weighted average outstanding shares of 209 million.

考虑到这一点，对于 2025 年，我们将订阅收入的中点上调 500 万美元，至 126.4 亿美元至 126.8 亿美元，同比增长 18.5% 至 19%，或按固定汇率计算增长 19.5%。我们继续预计订阅毛利率为 83.5%，营业利润率为 30.5%，自由现金流利润率为 32%，公认会计原则 (GAAP) 稀释后加权平均已发行股票为 2.09 亿股。

For Q2, we expect subscription revenues between $3.030 billion and $3.035 billion, representing 19% to 19.5% year-over-year growth or 19.5% on a constant currency basis. We expect cRPO growth of 19.5% on both a reported and constant currency basis. We expect an operating margin of 27%, and finally, we expect 209 million GAAP diluted weighted average outstanding shares for the quarter.

对于第二季度，我们预计订阅收入在 30.30 亿美元至 30.35 亿美元之间，同比增长 19% 至 19.5%，或按固定汇率计算增长 19.5%。我们预计按报告和固定汇率计算，当前剩余履约义务 (cRPO) 增长均为 19.5%。我们预计营业利润率为 27%，最后，我们预计本季度公认会计原则 (GAAP) 稀释后加权平均已发行股票为 2.09 亿股。

In conclusion, the team delivered a strong quarter despite significant macro crosswinds. The team stayed focused and performed with elite level execution throughout the quarter. Bill and I would like to thank all of our employees worldwide for their continued hard work and dedication.

总而言之，尽管宏观经济逆风强劲，团队仍取得了强劲的季度业绩。整个季度，团队始终保持专注并以精英水平执行。我和比尔要感谢全球所有员工的持续辛勤工作和奉献。

Looking ahead, we remain as confident as ever in our journey to becoming the defining enterprise software company in the 21st Century. Enterprises need a platform that empowers real-time decision-making more than ever.

展望未来，我们一如既往地对成为 21 世纪具有决定性意义的企业软件公司的征程充满信心。企业比以往任何时候都更需要一个能够支持实时决策的平台。

In times of uncertainty, customers focus on maximizing ROI and reducing costs. That's exactly where the Now Platform excels. It helps organizations drive greater efficiency from their existing tools and teams increasing profitability. And we're at the forefront of the AI opportunity to drive even greater value for our customers.

在不确定的时期，客户专注于最大化投资回报率和降低成本。这正是 Now 平台的优势所在。它可以帮助组织从现有工具和团队中提高效率，从而提高盈利能力。我们处于人工智能机遇的前沿，可以为我们的客户创造更大的价值。

Autonomous AI agents have the power to unlock game-changing productivity, especially when they're seamlessly connected to every part of the business. ServiceNow brings together AI, data and workflows to drive actions and incredible business outcomes as demonstrated by the success we continue to see in Now Assist, RaptorDB Pro and Workload Data Fabric.

自主人工智能代理有能力释放改变游戏规则的生产力，尤其是在它们与业务的各个部分无缝连接的情况下。ServiceNow 将人工智能、数据和工作流结合起来，以推动行动并取得令人难以置信的业务成果，正如我们在 Now Assist、RaptorDB Pro 和 Workload Data Fabric 中持续看到的成功所证明的那样。

Finally, our federal team is reimagining how government work gets done, introducing new ideas and solutions that help agencies consolidate contracts and standardize on the Now Platform. Our federal business has been exceptional over the past several years and our opportunity remains stronger than ever as we look out to the mid and long-term.

最后，我们的联邦团队正在重新构想政府工作的完成方式，引入新的想法和解决方案，帮助各机构整合合同并在 Now 平台上实现标准化。在过去的几年里，我们的联邦业务一直表现出色，展望中长期，我们的机遇依然比以往任何时候都更加强劲。

I'd like to invite you to hear more about these trends and how ServiceNow is putting AI to work at our upcoming Financial Analyst Day on May 5th, which will be webcast on our Investor Relations website.

我谨邀请您参加我们即将于 5 月 5 日举行的财务分析师日活动，届时您将听到更多关于这些趋势以及 ServiceNow 如何将人工智能付诸实践的信息。该活动将在我们的投资者关系网站上进行网络直播。

With that, I'll open it up now for Q&A.

有了这些，我现在开始问答环节。

Question-and-Answer Session

问答环节

Operator

接线员

Thank you. We will now begin the question-and-answer session. [Operator Instructions] Your first question comes from Keith Weiss with Morgan Stanley. Please go ahead.

谢谢。我们现在开始问答环节。[操作员说明] 您的第一个问题来自摩根士丹利的 Keith Weiss。请讲。

Keith Weiss

基思·韦斯

Thank you guys for taking the question. And congratulations on a really solid quarter. And it really seems to be an uncertain environment out there. Definitely a lot of uncertainty in the market that we're looking at. And we hear a lot of that from our end customers. Gina, maybe for you. When you were thinking about your guidance, you talked to us a lot about the federal side of the equation, still a big opportunity there, maybe taking a little bit of the risk off the table. What are you seeing in your enterprise customers? Is there any delay in decision making, any elongation in the sales cycle? And have you put any of that potential risk into the guidance on a go-forward basis? Thank you.

谢谢你们回答我的问题。祝贺你们取得了非常稳健的季度业绩。目前的环境确实充满不确定性。我们所关注的市场肯定存在很多不确定性。我们也从我们的最终客户那里听到了很多这方面的信息。吉娜，也许这个问题是问你的。当您考虑您的指引时，您跟我们谈了很多关于联邦政府方面的情况，那里仍然有很大的机会，也许可以消除一些风险。您在您的企业客户中看到了什么？决策是否有任何延迟，销售周期是否有任何延长？您是否已将任何此类潜在风险纳入未来的指引中？谢谢。

Gina Mastantuono

吉娜·马斯坦托诺

So thanks, Keith, for the question and the kind words. As you would imagine, we went through a very rigorous analysis of our business and its exposure to areas that could potentially be impacted by the current geopolitical. Federal is a piece of it and enterprise, of course. What I'll tell you and hopefully came through very clearly from our script was that demand remains strong. The customers we're talking to are absolutely focused on the future and growth in and cost out. And this is where the ServiceNow platform excels tremendously. What I'll tell you is that in our rigorous analysis, you can imagine, it was very comprehensive, data-driven and it really incorporated all facets of what we're seeing out there today. The result is a guidance range that reflects real-world complexity and bakes in a healthy degree of conservatism, but at the same time, demand that we're seeing remains strong. Pipelines are scrubbed and coverage ratios look strong. And so from that perspective, ServiceNow platform remains a deflationary tool that customers are leaning into in times of uncertainty. And so I think this guide sets us up for success for the remainder of the year, as I talked about in my prepared remarks.

谢谢你，基思，谢谢你的提问和美言。正如你所料，我们对我们的业务及其可能受到当前地缘政治影响的领域进行了非常严格的分析。联邦政府是其中的一部分，当然还有企业。我要告诉你的是，希望从我们的讲稿中已经非常清楚地表达了这一点，那就是需求依然强劲。我们正在与之交谈的客户绝对专注于未来、增长以及成本削减。而这正是 ServiceNow 平台大显身手的地方。我要告诉你的是，在我们严格的分析中，你可以想象，它是非常全面、数据驱动的，并且真正包含了我们今天所看到的所有方面。其结果是一个反映了现实世界复杂性并融入了相当程度保守性的指引范围，但与此同时，我们看到的需求依然强劲。销售渠道经过了梳理，覆盖率看起来很强劲。因此，从这个角度来看，ServiceNow 平台仍然是一个通缩工具，客户在不确定时期会依赖它。因此，我认为正如我在准备好的发言中所说，这份指引为我们今年余下时间取得成功奠定了基础。

Keith Weiss

基思·韦斯

Excellent. That's loud and clear.

太棒了。非常清楚。

Gina Mastantuono

吉娜·马斯坦托诺

Thanks, Keith.

谢谢，基思。

Operator

接线员

Your next question comes from the line of Kash Rangan with Goldman Sachs. Please go ahead.

您的下一个问题来自高盛的 Kash Rangan。请讲。

Kash Rangan

卡什·兰根

Hi. Thank you very much. Congrats on the quarter as well. Bill, when you look at Moveworks, what does that technology allow ServiceNow to execute on that you couldn't do with the platform? And then if I could follow-up, how is the sales playbook changing, particularly at a time when the end customers are going through different kind of who knows if the tariffs are going to be implemented or not, but there are more variables at play with respect to your end customers' business outcomes. So how is the ServiceNow playbook changing for that world? Thank you so much once again.

嗨。非常感谢。也祝贺本季度的业绩。比尔，当您审视 Moveworks 时，这项技术让 ServiceNow 能够执行哪些其平台本身无法完成的任务？另外，如果可以的话，我想追问一下，销售策略正在发生怎样的变化，尤其是在最终客户正在经历各种不确定因素（例如关税是否会实施）的时期，这些因素对最终客户的业务成果构成了更多变数。那么，ServiceNow 的销售策略将如何适应这个充满变数的世界？再次非常感谢。

Amit Zavery

阿米特·扎维里

Hey, Kash. This is Amit here. Why don't I take that question about Moveworks and how we're seeing this play out. So if you look at the demand we're seeing in the AI related technologies and how we solve the end-to-end problems with customers. One, our road map is very robust and we need a lot more people to keep on delivering against it. So Moveworks does bring a lot of good AI expertise, the 500 people we get instead of us hiring one at a time. So that's a great straightaway addition to allow us to accelerate our road map. Second thing, Moveworks has done a very good job of providing a unified user experience for a lot of employees, including enterprise search. So this gives us the ability to now kind of provide one way for them to interact with various different requirements users might have and then allow them to start this interface through enterprise search. And then where ServiceNow is very, very strong as is to understanding that intent and completing the task. So we can bring those two things together as well. So the acceleration ability to now deliver on a lot of the road map we are already working on combining forces in some of these areas. And then providing a broader solution set to our customers really allows us to get even much bigger conversation going with our customers already, which we're having on our AI side.

嘿，卡什。我是阿米特。关于 Moveworks 以及我们如何看待其发展的问题，不如由我来回答。所以，如果你看看我们在人工智能相关技术领域看到的需求，以及我们如何为客户解决端到端的问题。首先，我们的路线图非常稳健，我们需要更多的人手来继续实现它。因此，Moveworks 确实带来了很多优秀的人工智能专业知识，我们获得了 500 名员工，而不是我们一个一个地招聘。所以，这是一个直接的补充，可以让我们加快路线图的实施。其次，Moveworks 在为许多员工提供统一的用户体验方面做得非常好，包括企业搜索。因此，这使我们能够为他们提供一种与用户可能拥有的各种不同需求进行交互的方式，然后允许他们通过企业搜索启动此界面。然后，ServiceNow 非常非常擅长理解这种意图并完成任务。所以我们也可以将这两者结合起来。因此，加速能力使我们能够实现我们已经在这些领域共同努力的许多路线图。然后，为我们的客户提供更广泛的解决方案集，确实使我们能够与我们的客户进行更大规模的对话，而我们已经在人工智能方面与他们进行了对话。

William McDermott

威廉·麦克德莫特

And if I could, Kash, just build on what Amit said regarding the impact or the change in demand for ServiceNow related to tariffs as you said. Our pipeline remains ever strong and the conversations with CEOs or CIOs continue to center on innovation, speed and value creation. In fact, one of the biggest companies in the world has a fantastic CEO. They have a wonderful IT operation. They do many transformative things, but he said to me, point blank, Bill, anything you could do to give me speed over and above what I'm capable of doing on my own is more than welcome, because the uncertainties that I have to manage require technology to solve my problems. I can't do it any other way to which I responded the team is on the way. So the environment out there for what we're doing Kash is really good.

如果可以的话，卡什，我想在阿米特所说的基础上，进一步阐述您提到的关税对 ServiceNow 需求的影响或变化。我们的销售渠道依然强劲，与首席执行官或首席信息官的对话继续围绕创新、速度和价值创造展开。事实上，世界上最大的公司之一拥有一位出色的首席执行官。他们拥有出色的 IT 运营。他们做了许多变革性的事情，但他直截了当地对我说，比尔，任何你能做的，能让我获得超越我自己能力范围的速度的事情，都非常欢迎，因为我必须管理的不确定性需要技术来解决我的问题。我没有其他办法，对此我回答说团队正在路上。所以，卡什，我们正在做的事情所处的环境非常好。

Kash Rangan

卡什·兰根

Great to hear that. Very reassuring. Thanks so much.

很高兴听到这个消息。非常令人安心。非常感谢。

William McDermott

威廉·麦克德莫特

Thank you.

谢谢你。

Gina Mastantuono

吉娜·马斯坦托诺

Thanks, Kash.

谢谢，卡什。

Operator

接线员

Your next question comes from the line of Mark Murphy with JPMorgan. Please go ahead.

您的下一个问题来自摩根大通的 Mark Murphy。请讲。

Mark Murphy

马克·墨菲

Thank you very much. Congrats on just superb execution. Bill, I wanted to ask you how grand are your aspirations in the front office market because you're speaking to just a huge breadth of capabilities. You mentioned configure, price, quote, sell, fulfill and service in one platform. And that doesn't sound completely like you want to be out on the periphery of the CRM market. It sounds a little closer to the core or the system of record. So can you speak to that CRM plan and just whether it is kind of a wider scope than maybe you have deployed in other areas?

非常感谢。祝贺你们出色的执行力。比尔，我想问您，您在前台办公市场的抱负有多大？因为您谈到了非常广泛的功能。您提到在一个平台上配置、定价、报价、销售、履行和提供服务。这听起来不完全像是您只想涉足 CRM 市场的外围。听起来更接近核心或记录系统。那么，您能谈谈 CRM 计划吗？它的范围是否比您在其他领域部署的范围更广？

William McDermott

威廉·麦克德莫特

Thank you, Mark. I appreciate the kind words. And we regard the CRM system of record as an important data source. It's fine. But you're right. Our ambitions supersede a database. We believe strongly that our massive capabilities have emboldened us to go after a CRM in a differentiated way. And for one example, when you just talk about sales and order management and that solution, we're just super excited about how we're going to reimagine it. If you talk to a high-tech manufacturer today and they have to put together a supercomputer, the complexity of configuring it, pricing and quoting it could be days. So anything that's complicated, we're going to do in minutes or seconds. And we're delivering a fully integrated AI powered front office. That's going to connect sales and service, streamline operations and dramatically improve time to revenue. Mark, the customers are responding. They realize whether you're a telco or a manufacturer or a public sector entity, the fragmented legacy CRM stacks without this unified platform approach actually can't really take advantage of AI. It would be super tactical to add an agent to one instance of a disconnected CRM system from all the other processes I just mentioned. So we're going to make CRM faster. We're going to make it smarter and it's going to be purpose-built for modern business and I think you also saw that with the Logik.ai move as well.

谢谢你，马克。我感谢你的美言。我们将 CRM 记录系统视为一个重要的数据源。这很好。但你是对的。我们的雄心超越了数据库。我们坚信，我们强大的能力使我们有信心以差异化的方式进军 CRM 市场。举个例子，当你谈论销售和订单管理以及该解决方案时，我们对如何重新构想它感到非常兴奋。如果你今天与一家高科技制造商交谈，他们必须组装一台超级计算机，那么配置、定价和报价的复杂性可能需要数天时间。因此，任何复杂的事情，我们都将在几分钟或几秒钟内完成。我们正在提供一个完全集成的、由人工智能驱动的前台办公系统。这将连接销售和服务，简化运营并显著缩短创收时间。马克，客户正在做出回应。他们意识到，无论你是电信公司、制造商还是公共部门实体，没有这种统一平台方法的分散的传统 CRM 堆栈实际上无法真正利用人工智能。将一个代理添加到与我刚才提到的所有其他流程断开连接的 CRM 系统的一个实例中，这将是超级战术性的。因此，我们将使 CRM 更快。我们将使其更智能，并且它将专为现代商业而构建，我想你也从 Logik.ai 的举措中看到了这一点。

Mark Murphy

马克·墨菲

Excellent. Thank you so much.

太棒了。非常感谢。

Amit Zavery

阿米特·扎维里

Can I add -- one thing, Mark. Sorry, I just want to add that the way to look at what we're doing in CRM, we're seeing a lot of customers when we speak to them, have a lot of legacy systems and they're having very difficult time keeping up with the modern ways of doing their workflows. And given our platform, which is very modern AI driven workflow engine, it really plays very well with any of those kind of use cases, be it CPQ, sales order management, customer service. And that's where we are kind of targeting and bringing those processes together in a much more unified modern way. And it's more to do with like what can we help our customers with versus what might be other vendors doing out there.

我可以补充一点吗，马克。抱歉，我只想补充一点，看待我们在 CRM 领域所做工作的方式是，当我们与许多客户交谈时，我们发现他们拥有许多旧系统，并且很难跟上现代工作流程的方式。鉴于我们的平台是一个非常现代的、由人工智能驱动的工作流引擎，它非常适合任何此类用例，无论是 CPQ、销售订单管理还是客户服务。这就是我们努力的方向，以更统一、更现代的方式将这些流程整合在一起。这更多地与我们能为客户提供什么帮助有关，而不是其他供应商可能在做什么。

Operator

接线员

Your next question comes from the line of Keith Bachman with Bank of Montreal. Please go ahead

您的下一个问题来自蒙特利尔银行的 Keith Bachman。请讲

Keith Bachman

基思·巴克曼

Yes, many thanks, and I will also offer my congratulations on the quarter. I wanted to jump back to public sector, if I could. And a) could you just clarify when you said public sector grew 30%. Was that ACV billings revenues? And then b) more importantly, what is reflected in the guidance for the year? I know, Bill, you had characterized it as being a tremendous longer opportunity. I certainly agree. But how are you thinking about public sector within the context of the guidance you provided versus the 30%. For instance, did you include some deal elongations perhaps not closing deals, but just any maybe context on the guidance versus public sector. Many, thanks.

是的，非常感谢，我也要祝贺贵公司本季度的业绩。如果可以的话，我想回到公共部门的话题。a) 您能否澄清一下，当您说公共部门增长了 30% 时，指的是 ACV、账单收入还是总收入？然后 b) 更重要的是，今年的指引中反映了什么？我知道，比尔，您曾将其描述为一个巨大的长期机遇。我当然同意。但是，在您提供的指引背景下，与 30% 相比，您如何看待公共部门？例如，您是否考虑了一些交易延长的情况，也许不是交易未完成，而只是关于指引与公共部门相关的任何背景信息。非常感谢。

Gina Mastantuono

吉娜·马斯坦托诺

Hi, Keith. Well, thank you so much for your comments and the question. So the 30% number that we discussed was net new ACV growth in the quarter. And what I'llsay to that is we are extremely happy with our Fed team's execution in a challenging environment, posting another strong quarter, which exceeded our expectations as they did an exceptional job partnering with the customers to get the deal done. When you have a platform that really helps drive exactly what the government is looking for. Transparency, accountability and efficiency. The Now Platform is purpose-built for them. And that team is just continuing to do an exceptional job with our partners. What I'll say is that we certainly understand that there's an uncertain environment happening right now with the federal government. So it's one of the reasons why we didn't pass through all of the tailwinds of the Q1 beat and the FX to the full year guide. We are absolutely taking into account some conservatism for the short-term potential headwinds. But make no mistake, mid-term and long-term, the opportunity for federal government remains stronger than ever. I talked a lot about it in my prepared remarks, the government transformation suite meeting these government agencies where they are to help drive exactly what they need to drive to be successful is where we're focused right now. So despite that, we're certainly taking into account some conservativeness and prudence in the guide. I feel very good, as I have reiterated a couple of times now that the guidance that we put out sets us up for success for the remainder of the year and make no mistake, our portfolio and our platform is purpose-built for this moment.

你好，基思。非常感谢您的评论和问题。我们讨论的 30% 这个数字是本季度新增的年度合同价值 (ACV) 增长。对此我想说的是，我们对联邦团队在充满挑战的环境中的执行力非常满意，他们又创造了一个强劲的季度，超出了我们的预期，因为他们在与客户合作以完成交易方面做得非常出色。当你拥有一个真正有助于推动政府所寻求的目标的平台时，透明度、问责制和效率，Now Platform 就是为他们量身打造的。这个团队与我们的合作伙伴一起继续做出色的工作。我想说的是，我们当然理解联邦政府目前正处于不确定的环境中。因此，这也是我们没有将第一季度超额完成任务和汇率带来的所有利好因素完全传递到全年指引中的原因之一。我们绝对考虑到了短期潜在不利因素的一些保守性。但毫无疑问，从中期和长期来看，联邦政府的机会仍然比以往任何时候都更加强劲。我在准备好的发言中多次谈到这一点，政府转型套件能够满足这些政府机构的需求，帮助他们推动成功所需要的一切，这是我们目前关注的重点。因此，尽管如此，我们在指引中肯定考虑到了一些保守性和审慎性。正如我现在已经重申了几次的那样，我感觉非常好，我们发布的指引为我们今年余下时间的成功奠定了基础，毫无疑问，我们的产品组合和平台是为这一刻量身打造的。

Keith Bachman

基思·巴克曼

Thanks, Gina. Go ahead, Bill.

谢谢，吉娜。请讲，比尔。

William McDermott

威廉·麦克德莫特

And Keith, the one thing I would say is, as we get to tell our story at the agency and the GSA level and so forth, it's very clear that we still have 1959 COBOL systems in government and we still have very bespoke functional systems, legacy systems, that are in the hundreds of instances per agency. So there is an opportunity for the government in the United States as well as around the world to literally take the software industrial complex and consolidate it onto ServiceNow. So the opportunity is an open discussion and when people get to hear this story and they get closer to it, they want it because the business case is in the billions.

基思，我想说的一点是，当我们在机构和 GSA 等层面讲述我们的故事时，很明显，政府中仍然存在 1959 年的 COBOL 系统，并且仍然存在非常定制化的功能系统、遗留系统，每个机构都有数百个实例。因此，美国乃至世界各地的政府都有机会将软件产业综合体整合到 ServiceNow 上。所以这个机会是一个开放的讨论，当人们听到这个故事并更接近它时，他们就会想要它，因为商业案例价值数十亿。

Keith Bachman

基思·巴克曼

Perfect. Many thanks, Bill.

完美。非常感谢，比尔。

Gina Mastantuono

吉娜·马斯坦托诺

Thanks, Keith.

谢谢，基思。

William McDermott

威廉·麦克德莫特

Thank you. Thanks a lot, Keith.

谢谢你。非常感谢，基思。

Operator

Your next question comes from the line of Alex Zukin with Wolfe Research. Please go ahead.

您的下一个问题来自 Wolfe Research 的 Alex Zukin。请讲。

Alex Zukin

Hey, guys. Thanks for taking the question. I guess maybe, Bill, for you, it's the first time that tech workflows dipped below 50% in the quarter and quite extraordinary that I think CRM and industry jumped up to 34%. How do you see those two trending as the year progresses, given the incremental focus? And when CRM is part of these deals, how much bigger do they get? And if I can sneak one in for Gina. Manufacturing and federal clearly exceeded everyone's expectations, obviously, including ours. Did you feel as though there was any meaningful pull forward activity or early renewals here to get in front of uncertainty from certain customers that may have amplified that cRPO strength?

嘿，各位。感谢你们回答我的问题。我想，比尔，这可能是技术工作流程在本季度首次低于 50%，而且我认为 CRM 和行业工作流程跃升至 34%，这相当不寻常。考虑到你们日益增加的关注，您认为这两者在今年余下时间的发展趋势如何？当 CRM 成为这些交易的一部分时，交易规模会增加多少？如果可以的话，我想再问吉娜一个问题。制造业和联邦政府业务显然超出了所有人的预期，当然也包括我们的预期。您是否认为存在任何有意义的提前采购活动或提前续约，以应对某些客户的不确定性，从而可能放大了 cRPO 的强劲势头？

Gina Mastantuono

Hey, Alex, thanks so much for the question. I'll start and then Bill will jump in. From a workflow perspective, net new ACV mix fluctuates in any given quarter due to lumpy timing. So I wouldn't read too much into a quarterly mix shift. All of our workflows continue to work well. But I will say CRM workflows continue to show strong relative performance in Q1, particularly in EMEA and Japan and in the US where net new ACV was extremely strong. You hear us talking about our customers pulling us even further into customer because our platform can really help them not only solve some of the messy middle and back office issues, but really help drive immense productivity and efficiency in the front office as well. And so we're excited to see that CRM and industry workflows continues to resonate very strongly with our customers and absolutely expect to see that progress as the year unfolds given the incremental focus that we are putting in on it. With respect to your second question on manufacturing and federal exceeding everyone's any expectations, we did not see any material pull forward here to get in front of the certainty at all. And so I feel very strongly that the beat was a result of incredible execution by our teams. And at the end just a platform that is so resonant with customer and the customer value that we continue to drive. So no meaningful pull forward at all in Q1.

嘿，亚历克斯，非常感谢你的问题。我先说，然后比尔会补充。从工作流程的角度来看，新增年度合同价值 (ACV) 组合在任何特定季度都会因时间安排的不均衡而波动。所以我不会过度解读季度组合的变化。我们所有的工作流程都继续良好运作。但我要说的是，CRM 工作流程在第一季度继续表现出强劲的相对业绩，尤其是在欧洲、中东和非洲地区 (EMEA)、日本以及美国，这些地区的新增年度合同价值 (ACV) 非常强劲。你们听到我们谈论我们的客户将我们进一步拉入客户业务，因为我们的平台不仅可以帮助他们解决一些棘手的中后台问题，还可以真正帮助他们提高前台的巨大生产力和效率。因此，我们很高兴看到 CRM 和行业工作流程继续与我们的客户产生强烈共鸣，并且鉴于我们对此投入的更多关注，绝对期望在今年看到这方面的进展。关于你第二个关于制造业和联邦政府业务超出所有人预期的问题，我们完全没有看到任何为了应对确定性而提前进行的重大采购活动。因此，我坚信，业绩超出预期是我们团队出色执行的结果。归根结底，这是一个与客户产生如此强烈共鸣的平台，也是我们持续为客户创造价值的平台。因此，第一季度完全没有任何有意义的提前采购。

William McDermott

Absolutely. And to add to Gina's commentary, Alex, I would just share a couple of things that you might find interesting. Again, when you have a system that goes to every corner of the enterprise like ours does, it's a pretty privileged position because on any one given quarter, you look at one area and it fluctuates with another. But in CRM, in particular, we're strong, really, really strong. In fact, in Q1, in EMEA and Japan, as an example, we're growing net new ACV over 50% a year. So we're really excited about that. There's also a new development in core business workflows where you look at HR service delivery, as an example, growing at 40%, or finance and supply chain growing at 60% year-on-year. The demand for digital transformation to really modernize these back office operations is incredible. But I think a CEO asking me a very simple question makes it very clear to me and perhaps you. And she asked me a question like what makes your platform different? And I put it like this. No one says I'm going to use my ERP to cut across all systems and drive productivity. And that same goes for a CRM standalone or an HCM standalone. But they do say that about ServiceNow. That's why we're the operating system for the enterprise and we've become the AI platform for business transformation because we do all of those things in a siloed picture, but we put it all together in an enterprise grade AI workflow. So now you're taking advantage of AI, you're taking advantage of the data, and you're taking advantage of integrating processes at mass scale to get big business outcomes. It just so happens that CRM is one that we intend to be the leader in.

当然。亚历克斯，为了补充吉娜的评论，我只想分享一些你可能会感兴趣的事情。再说一次，当你拥有一个像我们这样能够触及企业各个角落的系统时，这是一个相当优越的地位，因为在任何一个季度，你关注一个领域，它会与另一个领域此消彼长。但在 CRM 领域，我们尤其强大，非常非常强大。事实上，在第一季度，以欧洲、中东和非洲地区 (EMEA) 以及日本为例，我们的新增年度合同价值 (ACV) 年增长率超过 50%。所以我们对此感到非常兴奋。核心业务工作流程也有新的发展，例如，人力资源服务交付 (HR service delivery) 增长了 40%，财务和供应链同比增长了 60%。对数字化转型的需求，以真正实现这些后台运营的现代化，是令人难以置信的。但我认为一位首席执行官问我的一个非常简单的问题，让我，或许也让你，非常清楚。她问我一个问题，比如“是什么让你们的平台与众不同？”我是这样回答的。没有人会说我要用我的 ERP 来贯穿所有系统并提高生产力。对于独立的 CRM 或独立的 HCM 也是如此。但他们确实会这样评价 ServiceNow。这就是为什么我们是企业的操作系统，并且我们已经成为业务转型的人工智能平台，因为我们能做所有这些孤立的事情，但我们将它们整合到一个企业级的人工智能工作流程中。所以现在你正在利用人工智能，你正在利用数据，你正在利用大规模集成流程来获得巨大的业务成果。碰巧的是，CRM 正是我们打算成为领导者的领域之一。

Alex Zukin

Sounds amazing. Can't wait to see you guys at Knowledge.

听起来太棒了。迫不及待想在 Knowledge 大会上见到你们。

William McDermott

Thanks a lot, Alex.

非常感谢，亚历克斯。

Gina Mastantuono

Thanks, Alex.

谢谢，亚历克斯。

Operator

Your next question comes from the line of Tyler Radke with Citi. Please go ahead.

您的下一个问题来自花旗银行的 Tyler Radke。请讲。

Kylie Towbin

Hi. This is Kylie on for Tyler Radke. Thanks so much for taking the question. I just wanted to echo the congratulations on the quarter and great to hear that you all outperformed your analysis targets. I'm curious about how you think about the glide path for Pro Plus adoption through this year. Are you anticipating greater adoption in the back half given bigger renewal quarters or similar trends through the year? And then where does Pro Plus rank in terms of growth initiatives to get you to that 20%, 20% plus CAGR through '26?

你好。我是凯莉，代替泰勒·拉德克提问。非常感谢您回答我的问题。我只是想再次祝贺你们本季度的业绩，很高兴听到你们都超出了分析师的目标。我很好奇你们如何看待今年 Pro Plus 的采用路径。鉴于下半年续约季度更大，你们是预计采用率会更高，还是全年趋势相似？那么，在帮助你们实现到 26 年复合年增长率达到 20% 甚至更高的增长计划中，Pro Plus 处于什么位置？

Amit Zavery

Hi, Kylie. This is Amit here. So in terms of our growth in Pro Plus adoption this year, I mean, if you see all the numbers in general, that has been really accelerated over the last few quarters, right? And we've been seeing a lot of interest from our customers to use Now Assist to really improve efficiency as well as really improve how they interact with various different systems and use that as one unified way for automating their business processes as well. So the adoption broader already is happening and we have a lot of customers who are already using Now Assist and the Pro Plus part of it where we're adding Agentic, which was a release we did in the Yokohama, which was the March release, has ability to do AI agents with the prepackage in there. We have an orchestration engine and a studio which allows you to now accelerate the Pro Plus adoption because of how quickly can you automate those backend processes as well. So as part of this year, you should expect that to continue to grow. And if you look at the way the consumption has been going and we'll share more at the Financial Analyst Day, the numbers and the trend around it, but they look very, very positive to us.

嗨，凯莉。我是阿米特。就今年 Pro Plus 采用率的增长而言，我的意思是，如果你看总体数据，过去几个季度确实加速了，对吧？我们看到客户对使用 Now Assist 表现出浓厚兴趣，以真正提高效率，并真正改善他们与各种不同系统的交互方式，并将其作为自动化业务流程的统一方式。因此，更广泛的采用已经在发生，我们有很多客户已经在使用 Now Assist 和 Pro Plus 的一部分，我们在其中添加了 Agentic，这是我们在横滨发布的版本，也就是三月份的版本，它能够通过预置包实现人工智能代理。我们有一个编排引擎和一个工作室，由于可以快速自动化那些后端流程，现在可以加速 Pro Plus 的采用。因此，在今年，你应该会看到这种情况继续增长。如果你看看消费的趋势，我们将在财务分析师日分享更多关于这方面的数据和趋势，但它们对我们来说看起来非常非常积极。

Gina Mastantuono

And I would just add there, Kylie, when we talk about our 20% plus CAGR to 2026, certainly Now Assist and AI is a strong lever to get there and is one of our key growth initiatives. But make no mistake, it's not the only one, right? We our existing core workflows continue to have a lot of runway and will drive significant growth through 2026. We've just talked a lot about CRM, finance and supply chain. Our technology workflows continue to do well creator. So Now Assist is certainly one of our key growth initiatives as is CRM, as is Creator Workflows, as is Security and Risk. And so it's across the board and we're super excited that the momentum that we see in Q1, we expect to continue throughout the year.

凯莉，我只想补充一点，当我们谈论到 2026 年实现 20% 以上的复合年增长率时，Now Assist 和人工智能无疑是实现这一目标的强大杠杆，也是我们关键的增长举措之一。但请注意，这并非唯一的一项，对吧？我们现有的核心工作流程仍有很大的发展空间，并将在 2026 年之前推动显著增长。我们刚刚谈了很多关于 CRM、财务和供应链的内容。我们的技术工作流程在创造者方面继续表现良好。因此，Now Assist 无疑是我们关键的增长举措之一，CRM、Creator Workflows、安全与风险也是如此。所以这是全方位的，我们非常兴奋地看到第一季度的势头，并预计全年都将持续下去。

Kylie Towbin

Thanks so much.

非常感谢。

Gina Mastantuono

Thank you.

谢谢。

Operator

Your next question comes from the line of Karl Keirstead. Please go ahead.

您的下一个问题来自 Karl Keirstead。请讲。

Karl Keirstead

Thank you, Gina. You've been, I think, refreshingly candid with all of us about the shape of the short-term backlog growth throughout the year, calling for a trough in 3Q and then an acceleration in 4Q. I'm just curious whether all of this macro change and uncertainty in the last couple of months would have changed your view of that bookings, cRPO seasonality? Thank you.

谢谢你，吉娜。我认为，关于全年短期积压订单增长的形态，你一直对我们所有人非常坦诚，预计第三季度会出现低谷，然后在第四季度加速增长。我只是好奇，过去几个月的宏观变化和不确定性是否会改变你对预订量、cRPO 季节性的看法？谢谢。

Gina Mastantuono

Thanks, Karl. It will be the same shape. So the renewals backlog and how that flows through cRPO has not shifted despite the macro. So you'll see a very similar shape from what we had originally always talked about. The macro doesn't change that at all.

谢谢，卡尔。形状会是一样的。因此，尽管存在宏观因素，续约积压订单及其如何影响 cRPO 并未发生变化。所以你会看到与我们最初一直讨论的非常相似的形状。宏观因素完全不会改变这一点。

Karl Keirstead

Okay. Good to hear. Thank you.

好的。很高兴听到这个消息。谢谢。

Gina Mastantuono

Thanks, Karl.

谢谢，卡尔。

Operator

Your next question comes from the line of Michael Turrin with Wells Fargo. Please go ahead.

您的下一个问题来自富国银行的 Michael Turrin。请讲。

Michael Turrin

Hey, thanks very much. Appreciate you taking the question and nice start to the year. Gina, you also mentioned AI driving meaningful OpEx efficiencies. I'm just curious if you could speak to those a bit more and whether that gives you more confidence in the ability to continue to expand margin in an uncertain environment. Maybe just help frame those trade-offs for us a bit more given the still fluid backdrop. Thank you.

嘿，非常感谢。感谢您回答我的问题，今年开局不错。吉娜，您还提到人工智能正在推动显著的运营支出效率。我只是好奇您能否更详细地谈谈这些，以及这是否让您更有信心在不确定的环境中继续扩大利润率。考虑到目前仍然不稳定的背景，或许可以帮我们更详细地阐述一下这些权衡。谢谢。

Gina Mastantuono

Yes, Michael, thanks for the question. Absolutely, AI is driving meaningful OpEx efficiencies. I am super proud of the fact that we continue to have over the past several years continue to increase op margins by about that 100 bps a year. And certainly as we think about AI driving even more efficiencies, OpEx is going to be an area where we continue to see some benefit from. We're also, if you note, I talked about the fact that we're keeping our guide for operating margin even with the expectations of some M&A closing in the back half of the year, which comes with incremental OpEx. So not only are we able to hold the margin guide, we'll continue to see OpEx efficiencies. And the efficiencies we're seeing today are just a small piece of what we're expecting to see over the long-term. So, yes, I absolutely believe that these AI efficiencies are going to help us continue to accrete margins over the mid and long-term.

是的，迈克尔，谢谢你的问题。毫无疑问，人工智能正在推动显著的运营支出效率。我为我们在过去几年中每年持续将运营利润率提高约 100 个基点而感到非常自豪。当然，当我们考虑到人工智能将带来更多效率时，运营支出将是我们继续从中受益的领域。另外，如果你注意到，我谈到即使预计下半年会有一些并购交易完成（这会带来额外的运营支出），我们仍将维持运营利润率指引。因此，我们不仅能够维持利润率指引，还将继续看到运营支出效率的提升。我们今天看到的效率只是我们长期预期的一小部分。所以，是的，我绝对相信这些人工智能效率将帮助我们在中长期内继续提高利润率。

Michael Turrin

Thanks very much.

非常感谢。

Gina Mastantuono

Thank you.

谢谢。

Operator

Your next question comes from the line of Samad Samana with Jefferies. Please go ahead.

您的下一个问题来自 Jefferies 的 Samad Samana。请讲。

Samad Samana

Hi. Good evening. Thanks for taking my questions and congrats to the whole organization on the quarter. Maybe just Bill or Amit I think this is for either one of you. Just as I think about Moveworks. It's a relatively large acquisition. I know it's still small versus how big ServiceNow is. And then the Logik acquisition. Is the framework still going to be as you do larger deals to still rewrite them into the code base or is there any change in maybe the not just the size or scale of M&A, but the approach of how it will ultimately be incorporated into ServiceNow?

你好。晚上好。感谢您回答我的问题，并祝贺整个组织在本季度的表现。也许比尔或阿米特，我想这个问题是给你们俩中任何一位的。当我想到 Moveworks 时，这是一项相对较大的收购。我知道与 ServiceNow 的规模相比，它仍然很小。然后是 Logik 的收购。当你们进行更大规模的交易时，框架是否仍然是将它们重写到代码库中，或者在并购的规模或范围，以及最终如何将其整合到 ServiceNow 的方法上是否有任何变化？

Amit Zavery

Yes, Samad. The way we're thinking about this, including Moveworks and others, there's really integration play, right? So we continue having one platform, one data model, one architecture going forward as well. But we also want to be able to bring in a lot of other technologies around it so that we can integrate and provide a unified experience going forward as well, right? So today, Moveworks does integrate with ServiceNow. 70% of their customers use ServiceNow with Moveworks. So this is going to continue the same way. We will, of course, optimize few areas where they can accelerate their development or areas where they were working on using ServiceNow platform. But we are not trying to rewrite Moveworks to integrate and adopt it for our customers. Similarly, Logik already has a lot of integration built in with ServiceNow. So we're able to now take that straight to the customers without having to do any kind of rewrite. There will be always as we continue road map evolution, there will be integration happening and rearchitecture happening just like you would do with any software project, but there is no plan to rewrite any of this stuff.

是的，萨马德。我们思考这个问题的方式，包括 Moveworks 和其他公司，实际上是整合策略，对吧？所以我们未来仍将继续拥有一个平台、一个数据模型、一个架构。但我们也希望能够引入许多其他相关技术，以便我们能够整合并提供统一的体验，对吧？所以今天，Moveworks 确实与 ServiceNow 集成。他们 70% 的客户将 ServiceNow 与 Moveworks 一起使用。所以这将以同样的方式继续下去。我们当然会优化一些领域，以便他们可以加速开发，或者他们正在使用 ServiceNow 平台的领域。但我们并不打算重写 Moveworks 以便为我们的客户集成和采用它。同样，Logik 已经与 ServiceNow 内置了大量集成。所以我们现在能够直接将其提供给客户，而无需进行任何形式的重写。随着我们继续进行路线图演进，总会有集成和重新架构发生，就像任何软件项目一样，但没有计划重写任何这些东西。

Samad Samana

Great. Appreciate it. Thank you.

太好了。非常感谢。谢谢。

Gina Mastantuono

Thanks, Samad.

谢谢，萨马德。

Operator

Your next question comes from the line of Raimo Lenschow with Barclays. Please go ahead.

您的下一个问题来自巴克莱银行的 Raimo Lenschow。请讲。

Raimo Lenschow

Thank you and congrats from me as well. Going back to that mix effect question on where revenue is going or where revenue is coming from. Is there also like an argument that with agentic and more easier ROI use cases straightaway in CRM and the business workflows that you kind of mix will change from that perspective? And where do you -- could you see that going? Thank you.

谢谢，我也祝贺你们。回到关于收入去向或收入来源的组合效应问题。是否也有这样一种观点，即随着 Agentic 的出现以及 CRM 和业务工作流程中更直接、更容易实现投资回报率的用例，你们的组合会从这个角度发生变化？您认为这会朝哪个方向发展？谢谢。

Gina Mastantuono

I'll start, Raimo. So we have always talked about the fact that over time, we expect the mix of our customer now CRM workflows as well as our HR to start to grow as a percent because as the platform becomes much more ubiquitous across the enterprise, those areas are right for disruption and transformation. If your question around AI, so let's be very clear, and I talked about a lot of stats with Now Assist, across the board, we're seeing AI really help transform and drive efficiencies, whether it's IT, creator, customer, CRM. And so what I would expect is that I don't expect one piece to have an outweight effect. I expect AI to really help drive and transform across the enterprise. And so will that help CRM more? I would just say that the addressable market for CRM is larger, so it could have an outweighted perspective there. But we've talked for years now about the expectation that CRM and HR would start to grow as a percent of our total. The core is still strong. Don't get me wrong and doing very well. But as these adjacencies continue to drive traction in our customer base, you'll continue to see them be a larger percent of the total.

我先说吧，雷蒙。我们一直谈到，随着时间的推移，我们预计我们的客户现在的 CRM 工作流程以及我们的人力资源在总收入中所占的百分比会开始增长，因为随着平台在整个企业中变得更加普及，这些领域正适合进行颠覆和转型。如果你的问题是关于人工智能的，那么我们要非常明确，我谈到了很多关于 Now Assist 的统计数据，总的来说，我们看到人工智能确实在帮助转变和提高效率，无论是在 IT、创造者、客户还是 CRM 领域。因此，我预计不会有某一部分产生过大的影响。我预计人工智能将真正帮助推动和转变整个企业。那么，这会对 CRM 有更大的帮助吗？我只想说，CRM 的潜在市场更大，所以从这个角度来看，它可能会产生更大的影响。但我们多年来一直在谈论 CRM 和 HR 在我们总收入中所占百分比会开始增长的预期。核心业务依然强劲。别误会我的意思，而且表现非常好。但随着这些邻近业务在我们的客户群中持续获得吸引力，你会继续看到它们在总收入中所占的百分比越来越大。

Amit Zavery

Yes, just to add to Gina's, I mean, the way we've been thinking about it, AI is part of our platform, right? So the ServiceNow platform comes with AI built in. And it kind of lifts every part of our workflow with the AI. So it will drive revenue for all of our workflow as Gina was explaining. But by itself, we are also seeing a lot of interest to start doing new things with it, right? So even if our workflows are growing, we're also seeing a lot of interest in Creator or the Studio and Agentic platform by itself because we are solving a lot of complex problems. Many of these customers can't do it themselves and be able to provide them a lot of very good technology, which should get them going very quickly as well. So we're seeing a lot of other areas of interest in there. That's why they're coming and talking to us beyond just the workflow parts of it.

是的，补充一下吉娜的观点，我的意思是，我们思考这个问题的方式是，人工智能是我们平台的一部分，对吧？所以 ServiceNow 平台内置了人工智能。它通过人工智能提升了我们工作流程的每一个部分。因此，正如吉娜所解释的，它将为我们所有的工作流程带来收入。但就其本身而言，我们也看到很多人有兴趣用它来做一些新的事情，对吧？因此，即使我们的工作流程在增长，我们也看到人们对 Creator、Studio 和 Agentic 平台本身也表现出浓厚兴趣，因为我们正在解决许多复杂的问题。许多客户自己无法做到这一点，而我们能够为他们提供许多非常好的技术，这也能让他们很快上手。所以我们看到在这些方面还有很多其他令人感兴趣的领域。这就是为什么他们不仅仅是为了工作流程部分而来与我们交谈。

Raimo Lenschow

Yes, makes sense. Thank you. Well done.

是的，有道理。谢谢。做得好。

Gina Mastantuono

Thanks, Raimo.

谢谢，雷蒙。

Operator

Your next question comes from the line of Patrick Walravens with Citizens JMP. Please go ahead.

您的下一个问题来自 Citizens JMP 的 Patrick Walravens。请讲。

Patrick Walravens

Great. Thank you very much and congratulations on the really remarkable results. Bill, investors, there's a lot of debate about how AI might be disintermediating software-as-a-service and you were there for the last shift from on-prem to the cloud and that shift created ServiceNow and Salesforce and Workday. How do you look at this shift? How do you think it's similar and how do you think it might be different?

太好了。非常感谢，并祝贺你们取得了如此非凡的业绩。比尔，投资者们对于人工智能可能如何颠覆软件即服务（SaaS）有很多争论，而您亲身经历了上一次从本地部署到云计算的转变，那次转变催生了 ServiceNow、Salesforce 和 Workday。您如何看待这次转变？您认为它有哪些相似之处，又有哪些不同之处？

William McDermott

Pat, it's a really good question. I think what makes it different and let's go back to the prior era. If you look at those companies that you mentioned, you happen to mention all companies that were invented in the 20th Century. And in the 20th Century, every company org chart was structured by department. So Gina has a financial system. Jackie has an HR system. Paul has a sales system and all of them in these companies that are global and large in scale have multiple instances on different release levels and some are on-premise and some are in the cloud. There is only one company in the world today that on an end-to-end basis can integrate with that chaos and move that chaos into one simple platform that can connect to all the data sources, both structured and unstructured in those legacy departmental systems as well as the hyperscalers and the different data sources that could come from data warehouse providers to lift up into an automation layer, which we call workflow automation. And in that layer, once that data is there, and that process is flowing with the work itself across all of those domains, you can start to see pretty quickly that AI in the ServiceNow system will actually consolidate the past. And you will not see companies tolerate any longer multiple instances on multiple release levels, whereas in the past, they might have tolerated it, now they're getting the picture with AI that they don't have to. And I see a serious tailwind in front of us as the major market benefactor of that because we integrate with everybody, but at the same time, everything can be consolidated onto the ServiceNow platform. So it's really the customer's choice, but more and more I tell them no one has to lose for us to win, and they tell me, Bill, we want some losers now. We want the losers out. So instead of having 100 financial systems, maybe we should have stopped at 50 or 1 like ServiceNow. And that's where we get really interesting. And same thing with CRM. I was talking to a major company with 175 different instances of a CRM system and he's like what should I do? They want to sell me an agent I said, do you think an agent in 1 of the 175 different instances is going to improve your productivity? He said, probably not. I don't think I'm getting any productivity out of the other 175. So the tougher questions are now being asked and ServiceNow is there and ready to execute. And our AI work by our great engineers led by Amit and the team has been truly world class. And we have references, we can get them live in a hurry and they get to value faster with ServiceNow than anyone in the market. So that's our big calling card.

帕特，这确实是个好问题。我认为不同之处在于，让我们回到上一个时代。如果你看看你提到的那些公司，你碰巧提到的都是在 20 世纪创立的公司。在 20 世纪，每个公司的组织结构图都是按部门划分的。所以吉娜有财务系统，杰基有人力资源系统，保罗有销售系统，而在这些全球化、大规模的公司中，所有这些系统都有多个不同发布级别的实例，有些是本地部署的，有些则在云端。如今，世界上只有一家公司能够端到端地整合这种混乱局面，并将其转移到一个简单的平台上，该平台可以连接到那些遗留部门系统中的所有结构化和非结构化数据源，以及超大规模云服务商和可能来自数据仓库提供商的不同数据源，以便提升到一个自动化层，我们称之为工作流程自动化。在那个层面，一旦数据到位，并且流程与工作本身一起在所有这些领域中流动起来，你很快就会发现 ServiceNow 系统中的人工智能实际上会整合过去。你将不会再看到公司容忍多个不同发布级别的多个实例，而在过去，他们可能容忍了这种情况，但现在，借助人工智能，他们明白了不必如此。我看到我们面前有巨大的顺风，我们将成为这一趋势的主要市场受益者，因为我们与所有人集成，但同时，一切都可以整合到 ServiceNow 平台上。所以这真的是客户的选择，但我越来越多地告诉他们，我们赢并不意味着其他人必须输，而他们告诉我，比尔，我们现在就想淘汰一些。我们想把那些落后的淘汰掉。所以，与其拥有 100 个财务系统，也许我们应该只保留 50 个，或者像 ServiceNow 一样只保留 1 个。这就是我们变得非常有趣的地方。CRM 也是如此。我曾与一家拥有 175 个不同 CRM 系统实例的大公司交谈，他问我该怎么办？他们想卖给我一个代理。我说，你认为在这 175 个不同实例中的一个代理能提高你的生产力吗？他说，可能不会。我认为我从其他 175 个实例中没有获得任何生产力。所以，现在人们开始提出更棘手的问题，而 ServiceNow 已经准备好并随时可以执行。我们由阿米特及其团队领导的优秀工程师所做的人工智能工作确实是世界一流的。我们有客户案例，我们可以让他们快速上线，而且他们通过 ServiceNow 实现价值的速度比市场上任何其他公司都要快。所以这是我们的一张王牌。

Patrick Walravens

All right. That's awesome. Thank you for that perspective.

好的。太棒了。感谢您的观点。

William McDermott

Thank you very much for the question, Pat.

非常感谢你的提问，帕特。

Operator

Your next question comes from the line of Kirk Materne with Evercore ISI. Please go ahead.

您的下一个问题来自 Evercore ISI 的 Kirk Materne。请讲。

Kirk Materne

Thanks. I'll echo congrats on the quarter. I was wondering, can you just talk a little bit about the customer feedback on the agentic technologies that you released under Yokohama thus far? And specifically just on the consumption pricing aspect of that. I was just kind of curious what kind of, I realize it's early, but I was curious about the feedback. And how customers are thinking about sort of the pricing for value aspect of that? Thanks.

谢谢。我也要祝贺本季度的业绩。我想知道，您能否谈谈目前为止客户对您在横滨版本中发布的 Agentic 技术的反馈？特别是关于其消耗量定价方面。我只是有点好奇，我知道现在还为时过早，但我对反馈很好奇。以及客户如何看待其价值定价方面的问题？谢谢。

Amit Zavery

Sure, Kirk. So I'll give you, I mean, we released Yokohama early March. And we have quite a few customers already adopting Agentic platform. I'll give you the example. Like Adobe, for example, has been using our Agentic platform to bring together a lot of the various processes and use our AI agent with an orchestrator to automate the whole lead management, their backend systems that's using our platform today. And that's very similar to other customers we're speaking to in every industry where they're taking Agentic as a platform to take all the different workflows and really improve the efficiency and automate that using our orchestration engine today as well as they're now doing agent to agent integration as well, where we have a lot of other third-party vendors, we have integrated and they get the value of our work straightaway. In terms of consumption, the agenetic workflow usually require a huge amount of calls into the back end. And the way we sell that today is in hybrid kind of pricing structure. You buy a subscription to our Now Assist usage and then you burn it down based on the number of calls you make. So it's still a subscription kind of subscription purchase, but it's accounted for us directly, but the customers have the chance to use it and then based on that they're decreasing their capacity. And if they run out of it, they can buy another pack. Again it's a subscription. So it's a hybrid model where we are kind of helping customers get predictability while they can now learn and they can grow based on their use cases as well. So it's going very well. So far the feedback has been very, very positive. People like the flexibility and the predictability and the platform is so powerful today. We are probably the only vendor who has a full blown orchestration engine with packaged AI agents as well as the tool to build new agents as well and integration with a lot of third-party products they might be using. So it's really the idea that you are not just doing piecemeal, but you're doing end-to-end. And that's why the differentiation is coming through and our use cases are growing considerably. I'm using it internally inside ServiceNow. I'm using it with hundreds of customers and has been very positive. You'll hear more about those use cases, of course, in Knowledge and Financial Analyst Day and we'll give you an idea of all the amount of the adoption and consumption is driving as well.

当然，柯克。我们三月初发布了横滨版本。现在已经有不少客户开始采用 Agentic 平台了。我给你举个例子。比如 Adobe，他们一直在使用我们的 Agentic 平台来整合许多不同的流程，并使用我们的人工智能代理和编排器来自动化整个潜在客户管理流程，以及他们目前使用我们平台的后端系统。这与我们正在交谈的各个行业的其他客户非常相似，他们将 Agentic 作为一个平台，来处理所有不同的工作流程，并利用我们现有的编排引擎来真正提高效率并实现自动化，同时他们现在也在进行代理到代理的集成，我们已经集成了许多其他第三方供应商，他们可以直接从我们的工作中获益。在消耗方面，Agentic 工作流程通常需要大量调用后端。我们目前的销售方式采用混合定价结构。您购买我们 Now Assist 的使用订阅，然后根据您进行的调用次数进行消耗。所以它仍然是一种订阅购买，但它是直接向我们计费的，客户有机会使用它，然后根据使用情况减少他们的容量。如果用完了，他们可以购买另一个包。同样，这也是订阅。所以这是一种混合模式，我们帮助客户获得可预测性，同时他们现在可以根据自己的用例进行学习和发展。所以进展非常顺利。到目前为止，反馈非常非常积极。人们喜欢这种灵活性和可预测性，而且这个平台如今非常强大。我们可能是唯一一家拥有完整编排引擎、打包的人工智能代理、构建新代理的工具以及与他们可能正在使用的许多第三方产品集成的供应商。所以，这真正的理念是，你不是在做零敲碎打的工作，而是在做端到端的工作。这就是差异化得以体现的原因，我们的用例也在大幅增长。我在 ServiceNow 内部使用它。我与数百名客户一起使用它，效果非常积极。当然，您会在知识大会和财务分析师日上听到更多关于这些用例的信息，我们也会向您介绍采用和消耗所带来的所有影响。

Kirk Materne

Thanks, Amit. Look forward to seeing you all in Vegas.

谢谢，阿米特。期待在拉斯维加斯见到你们。

Amit Zavery

Thank you as well.

也谢谢你。

Operator

Your next question comes from the line of Rob Owens with Piper Sandler. Please go ahead.

您的下一个问题来自 Piper Sandler 的 Rob Owens。请讲。

Rob Owens

Great. I appreciate you taking my question. Just curious to get a little bit of color around impact guided adoption and what that attach rate looks like and some of the various arrows you have in your quiver to speed time to value, especially in this environment. Thanks.

太好了。感谢您回答我的问题。只是想了解一下关于影响引导式采用的一些情况，以及其附加率如何，还有你们有哪些方法可以加快价值实现时间，尤其是在当前这种环境下。谢谢。

Amit Zavery

Hey, Rob. So, yes, the impact has been a very important part of our offering. We do -- we provide very good digital tools for our customers to, one, understand how the best practices are, what's the best way to kind of get the implementation done and adoption. And we partner very closely with a lot of system integrators and others who the customers might be using to make that adoption happen very, very fast. Over the last year or so when we've been delivering impact and we're seeing now customers doing a lot of self-service work using our digital tools already. We keep on adding more and more content to it, which is helping them with the support as well as use cases growth. And then the people we have in impact team are available to them for any kind of expert advice to, again, accelerate the value they get out of our platform. So the time to value has been accelerated and it continues to get better and better in terms of capabilities. And we're taking a lot of the learnings from various use cases and adding to our digital tools as well.

嘿，罗伯。是的，Impact 一直是我们产品中非常重要的一部分。我们确实为客户提供了非常好的数字工具，让他们能够，第一，了解最佳实践是什么，什么是完成实施和采用的最佳方式。我们与许多系统集成商以及客户可能正在使用的其他各方密切合作，以非常非常快地实现这种采用。在过去一年左右的时间里，我们一直在提供 Impact，现在我们看到客户已经在使用我们的数字工具进行大量的自助服务工作。我们不断向其中添加越来越多的内容，这有助于他们的支持以及用例的增长。然后，我们 Impact 团队的人员可以为他们提供任何类型的专家建议，以再次加速他们从我们平台中获得的价值。因此，价值实现的时间已经加快，并且在功能方面持续变得越来越好。我们正在从各种用例中吸取大量经验教训，并将其添加到我们的数字工具中。

Gina Mastantuono

Yes. And I would just add that attach rates are getting better as well. So really pleased with the progress.

是的。我只想补充一点，附加率也在提高。所以对进展感到非常满意。

Operator

Your next question comes from the line of Brian Schwartz with Oppenheimer. Please go ahead.

您的下一个问题来自 Oppenheimer 的 Brian Schwartz。请讲。

Brian Schwartz

Yes. Thank you for taking my question. Congratulations on the quarter. Bill, you've seen a lot of macro disruptions over the course of your career and you also sold a lot of different software products similar to the breadth of ServiceNow's portfolio. When you talk to executives, how do you think focus and priorities within the different software markets is changing versus past macro disruptions. Thanks.

是的。感谢您回答我的问题。祝贺本季度的业绩。比尔，在您的职业生涯中，您经历了很多宏观经济的动荡，也销售过许多与 ServiceNow 产品组合广度相似的不同软件产品。当您与高管交谈时，您认为与过去的宏观经济动荡相比，不同软件市场的关注点和优先事项正在发生怎样的变化？谢谢。

William McDermott

A really good question, Brian. I think the good news about this disruption is it's incredibly important to the CEO. And so the highest level of contact is really the most attractive to ServiceNow because the CEO uniquely sees the whole company and uniquely sets the strategy for the whole company. And the CEO now is making determinations around platforms that matter. That doesn't mean there won't be a lot of platforms that still exist in enterprises, especially large ones that are complex. But it does mean that the CEO wants business transformation. They know that they have to have a two-sided coin that they're managing. On one side, they have to be ready for a revenue reduction if that's what the market provides to them. So they're thinking about OpEx down margin profile adjusted, assume that they could be operating in a world maybe with less revenue and they want to know that they can still do well in that environment. At the same time, as Amit and Gina have said, the platform is so unique that they also at the same time know they have to grow. And they have to look at business model innovation and new ways of doing things because no matter what the short-term deals their way, they have to really get these companies on AI because it's the only $20 trillion market they're going to run into in the next five years. So I think that the level of contact to the CEO has absolutely evolved where platforms that matter, and we're one of them has really resonated with me. And also the other thing about this is you have to be a company that's simple. You can't bring them complexity, you can't bring them elongated cycles of deployment. They got to get there quick on the value realization. And at the same time, your Lego set has to always fit together, because they've seen what bad digital transformation looks like. 85% of the projects and most of these enterprises haven't delivered a positive ROI. And so all these signals of the past disruptions have really come together in an AI moment. And you're either an AI leader or you're going to lose.

布莱恩，这真是个好问题。我认为这次颠覆的好消息在于，它对 CEO 来说至关重要。因此，最高层级的接触对 ServiceNow 来说最具吸引力，因为 CEO 能够独特地审视整个公司，并独特地制定整个公司的战略。现在，CEO 正在围绕重要的平台做出决策。这并不意味着企业中，尤其是那些复杂的大型企业中，不会继续存在许多平台。但这确实意味着 CEO 渴望业务转型。他们知道自己必须管理一枚双面硬币。一方面，如果市场给他们带来收入减少，他们必须为此做好准备。因此，他们正在考虑降低运营支出，调整利润率，假设他们可能在收入减少的环境下运营，并且他们想知道在这种环境下他们仍然能够表现良好。与此同时，正如阿米特和吉娜所说，这个平台非常独特，以至于他们同时也知道自己必须增长。他们必须关注商业模式创新和新的做事方式，因为无论短期内遇到什么情况，他们都必须真正让这些公司采用人工智能，因为这是未来五年他们将遇到的唯一一个价值 20 万亿美元的市场。所以我认为，与 CEO 的接触程度已经发生了绝对的演变，重要的平台（我们就是其中之一）确实引起了我的共鸣。另外一点是，你必须是一家简单的公司。你不能给他们带来复杂性，不能给他们带来冗长的部署周期。他们必须快速实现价值。同时，你的乐高积木必须始终能够组合在一起，因为他们已经见识过糟糕的数字化转型是什么样子。这些企业中 85% 的项目都没有带来积极的投资回报率。因此，过去颠覆的所有这些信号都在人工智能时代汇集在一起。你要么成为人工智能领导者，要么就会失败。

Operator

We have time for one more question and that question comes from the line of Brad Sills with Bank of America Securities. Please go ahead.

我们还有时间回答最后一个问题，这个问题来自美国银行证券公司的 Brad Sills。请讲。

Brad Sills

Great. Thank you so much for squeezing me in here. I wanted to ask a question around the deployment cycle for agents. You're obviously seeing the benefit from Now Assist agents internally with some of the metrics you described. Very impressive. What does it take for you to get there? Is it a question of getting the data? Is it a place where it's all standardized and data management and data integration is really where a lot of the effort is? Is it more at the orchestration layer? Just give us a sense for the time line for getting, say, a single agent out that you experienced internally? And then once that's done, is it a question of just rinse and repeat and you start to really start to see some of the scale of getting more agents out.

太好了。非常感谢您能抽空回答我的问题。我想问一个关于代理部署周期的问题。从您描述的一些内部指标来看，你们显然已经从 Now Assist 代理中获益。非常令人印象深刻。你们是如何做到的？是获取数据的问题吗？还是说，所有数据都已标准化，数据管理和数据集成是主要工作所在？或者更多的是在编排层？能否给我们介绍一下，例如，你们内部部署一个代理所需的时间？一旦完成，是否就可以简单地复制粘贴，然后就能看到大规模部署更多代理的效果？

Amit Zavery

Yes, Brad. So what we have seen already, you can get an AI agent up and running in less than a few weeks. We have done that internally. The processes you find and services you kind of automate our AI agents, which we deliver out of the box today, which are very specific to a particular use case, it can be ready in few weeks because it's pre-trained, it understands the use case. It can be ready because you don't have to redeploy anything. It is part of the same platform. So if you're using ServiceNow Platform, your AI agents, once you configure them, they're out and running and you can get reporting as well as no configuration details and you are getting value out of it instantly. We've seen customers who want to do multiple of these things when they're trying to build an orchestration and connectivity between various different systems. That might take a few months because you are doing things with another vendor in many cases. So agent-to-agent communication is what we have now done with Google, for example, and we're doing that with AWS, Microsoft and others, that might require multiple configuration between different products, which might not be completely in our control, but we are seeing that also going out in less than a few months as well. So internally, we have now many agents running across every department. We're doing things for customer service in finance, in legal, in IT, in HR, and they're all agent-driven, agentic use cases now. And that's why, as you heard from Gina shared some of the stats around that. We're seeing a great amount of value generation as well as automation and improvements inside the company using this very short quick cycles around it.

是的，布拉德。根据我们已经看到的情况，你可以在几周内让一个 AI 代理启动并运行起来。我们内部已经这样做了。你找到的流程和服务，以及你用我们的 AI 代理（我们今天开箱即用的，针对特定用例的代理）进行自动化的那些，可以在几周内准备就绪，因为它是预先训练好的，理解用例。它可以准备就绪，因为你不需要重新部署任何东西。它是同一平台的一部分。所以如果你正在使用 ServiceNow 平台，你的 AI 代理一旦配置好，就可以运行起来，你可以获得报告以及无需配置的详细信息，并且可以立即从中获得价值。我们看到有些客户想要做很多这类事情，当他们试图在各种不同系统之间构建编排和连接时。这可能需要几个月的时间，因为在很多情况下，你是在与另一个供应商合作。所以代理到代理的通信是我们现在已经与谷歌（例如）完成的，我们也在与 AWS、微软和其他公司这样做，这可能需要在不同产品之间进行多次配置，这可能不完全在我们的控制范围内，但我们也看到这种情况在不到几个月的时间内就可以完成。所以在内部，我们现在有很多代理在每个部门运行。我们正在为财务、法律、IT、人力资源等部门的客户服务做事情，它们现在都是由代理驱动的、具有代理特性的用例。这就是为什么，正如你从吉娜分享的一些相关数据中听到的那样。我们看到公司内部通过这种非常短的快速周期，产生了巨大的价值，并实现了自动化和改进。

Brad Sills

Thank you.

谢谢。

William McDermott

And among the improvements, Brad, you might find interesting, the lead to sale conversion is a 16x improvement the deflection rate on the soul crushing work that the people didn't want to do here in the first place is 86% now. And we actually have all of our leaders at the top of the house building Agentic AI agents into their org charts. And so you're already seeing the shared services power of the agents and the people adopting them. I had a really terrific conversation yesterday with a sales professional who thanked me for her AI agent. And her use case was when I make a sale I need to know what I make on the sale and what my bonus is likely to be based on my overachievement. And that type of a thing and every company out there today is an Excel spreadsheet nightmare and it usually takes four days with other CRM systems. She got her answer in four seconds. So what you see is people saying like this is the only way forward and that's the way I see the world. It's the only way forward. But as Amit articulated perfectly, he talked about great companies like Microsoft and AWS and Google and ServiceNow is in that conversation and NVIDIA. I mean these are the kind of companies that are teaming up with platforms that matter to change the world and it's happening.

在这些改进中，布拉德，你可能会觉得有趣的是，从潜在客户到销售的转化率提高了 16 倍，对于那些人们一开始就不想做的令人沮丧的工作，现在的分流率达到了 86%。实际上，我们所有的高层领导都在将 Agentic AI 代理构建到他们的组织结构图中。所以你已经可以看到代理的共享服务能力以及人们对它们的采用。我昨天与一位销售专业人士进行了一次非常棒的对话，她感谢我为她提供了 AI 代理。她的用例是，当我完成一笔销售时，我需要知道我在这笔销售中赚了多少钱，以及根据我的超额业绩，我的奖金可能是多少。这类事情在如今的每家公司都是一场 Excel 电子表格的噩梦，使用其他 CRM 系统通常需要四天时间。而她在四秒钟内就得到了答案。所以你看到的是人们在说，这是唯一的出路，这也是我看待世界的方式。这是唯一的出路。但是正如阿米特完美阐述的那样，他谈到了像微软、AWS 和谷歌这样的伟大公司，ServiceNow 和英伟达也参与其中。我的意思是，这些公司正在与重要的平台合作，以改变世界，而且这正在发生。

Brad Sills

Super exciting. Thanks, Bill. Thanks, Amit.

非常令人兴奋。谢谢，比尔。谢谢，阿米特。

William McDermott

Thank you very much.

非常感谢。

Gina Mastantuono

Thanks, Brad.

谢谢，布拉德。

Operator

Ladies and gentlemen, that does conclude today's conference call. Thank you for your participation and you may now disconnect.

女士们先生们，今天的电话会议到此结束。感谢您的参与，现在可以挂断电话了。