Palantir Technologies Inc.(PLTR)2023年第四季度财报电话会议记录

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$Palantir Technologies Inc.(PLTR)$


Palantir Technologies Inc. (NYSE:PLTR) Q4 2023 Earnings Conference Call February 5, 2024 5:00 PM ET

Company Participants

Ana Soro - Finance Team

Ryan Taylor - Chief Revenue Officer and Chief Legal Officer

Shyam Sankar - Chief Technology Officer

Dave Glazer - Chief Financial Officer

Alex Karp - Chief Executive Officer

Conference Call Participants

Mariana Perez - Bank of America

Dan Ives - Wedbush

Ana Soro

Good afternoon. I'm Ana Soro from Palantir's Finance Team, and I'd like to welcome you to our Fourth Quarter 2023 Earnings Call. We'll be discussing the results announced in our press release issued after the market close and posted on our Investor Relations website.

During the call, we will make statements regarding our business that may be considered forward looking within applicable securities laws, including statements regarding our first quarter and fiscal 2024 results, management's expectations for our future financial and operational performance, and other statements regarding our plans, prospects, and expectations. These statements are not promises or guarantees and are subject to risks and uncertainties, which could cause them to differ materially from actual results. Information concerning those risks is available in our earnings press release, distributed after the market closed today, and in our SEC filings. We undertake no obligation to update forward-looking statements except as required by law.

Further, during the course of today's call, we will refer to certain adjusted financial measures. These non-GAAP financial measures should be considered in addition to, not as a substitute for or in isolation from, GAAP measures. Additional information about these non-GAAP measures, including reconciliation of non-GAAP to comparable GAAP measures, is included in our press release and investor presentation provided today. Our press release, investor presentation and SEC filings are available on our Investor Relations website at

Over the course of the call, we will refer to various growth rates when discussing our business. These rates reflect year-over-year comparisons, unless otherwise stated.

Joining me on today's call are Alex Karp, Chief Executive Officer; Shyam Sankar, Chief Technology Officer; Dave Glazer, Chief Financial Officer; and Ryan Taylor, Chief Revenue Officer and Chief Legal Officer.

I'll now turn it over to Ryan to start the call.

Ryan Taylor

2023 was a tremendous year of opportunity and growth for our company, with US commercial at the forefront, which was meaningfully driven by AIP as the product and bootcamps as the go-to-market motion. We closed out the year with $608 million in fourth quarter revenue, representing 20% year-over-year and 9% sequential growth. Our commercial business surpassed $1 billion in revenue over the last 12 months, a noteworthy milestone. And our fourth quarter commercial revenue grew 32% year-over-year.

AIP and bootcamps are accelerating our business, particularly in US commercial, where fourth quarter revenue grew 70% year-over-year, evidencing a significantly expanding addressable market. In October, we set a goal of executing 500 AIP bootcamps within one year. We have already blown that goal out of the water, having completed more than 560 bootcamps across 465 organizations to-date.

We are deploying AIP to implement hundreds of real tangible use cases in production for our customers. One bootcamp attendee remarked, "What your team did in just two days was incredible. We can already think of 100 use cases for this." While another said, "It seems there are endless solutions. It seems there's nothing Palantir cannot do." When combining LLMs with Foundry through AIP, the ability to deploy use cases becomes much more widely accessible, so the addressable market expands considerably. We're seeing initial momentum as a result of that expansion, while also still being at the starting line in the journey to capture that market.

In our US commercial business, the expanding addressable market, driven by AIP, is propelling growth both through new customer acquisitions and expansions with existing customers. I've never before seen the level of customer enthusiasm and demand that we are currently seeing from AIP in US commercial.

With regard to new customer acquisition, the expanding addressable market is reflected in the greater scale of the top of our sales funnel. And now we're doubling down on how we're converting bootcamps to enterprise deals. We're already seeing evidence of bootcamps helping to significantly compress sales cycles and accelerate the rate of new customer acquisition, which rose to 22% sequentially for US commercial in Q4 versus 12% and 4% in Q3 and Q2, respectively. And we more than doubled the number of US commercial deals with TCV of $1 million or more from the fourth quarter in 2022 to 2023. We're also seeing a meaningful increase in our US commercial TCV on a dollar-weighted duration basis, which is up 107% year-over-year and 42% sequentially.

We signed a multitude of US commercial deals last quarter. Just to name a few, we signed deals over $25 million each with one of the largest car rental companies, one of the largest telecommunication companies, and one of the largest pharmaceutical and biotechnology corporations in the world. And then, we also signed deals over $10 million each with an American consumer packaged goods holding company, an American automotive seat and electrical systems manufacturer, a comprehensive health network in the Midwest, and a large scale battery manufacturer. In addition, we signed deals over $5 million each with an American bank holding company, a horse racing regulatory organization, one of the world's largest equipment rental companies, and one of the largest independent non-profit cooperatives in the quick-service restaurant industry. And these are just a few of the examples.

Palantir Technologies Inc. (NYSE:PLTR) Q4 2023 Earnings Conference Call February 5, 2024 5:00 PM ET

Company Participants

Ana Soro - 财务团队

Ryan Taylor - 首席营收官和首席法务官

Shyam Sankar - 首席技术官


Alex Karp - 首席执行官

Conference Call Participants



Ana Soro

下午好。我是Palantir财务团队的Ana Soro,我想欢迎大家参加我们2023年第四季度收益电话会议。我们将会讨论我们在市场收盘后发布的新闻稿中公布的结果,并且在我们的投资者关系网站上发布。




今天的电话会议上有首席执行官Alex Karp、首席技术官Shyam Sankar、首席财务官Dave Glazer以及首席营收官兼首席法务官Ryan Taylor。

我现在将把话筒交给 Ryan 开始通话。

Ryan Taylor


AIP 和特训营正在加快我们的业务发展,尤其在美国商业领域,第四季度收入同比增长了 70%,证明了市场规模显著扩大。十月份,我们设定了一年内执行 500 个 AIP 特训营的目标。我们已经远远超越了这个目标,在至今已经完成了超过 560 个特训营项目,涉及 465 个组织。

我们正在部署 AIP 来为我们的客户在生产环境中实现数百个真实且切实可行的用例。一位参加培训的人士评论说:“你们团队在短短两天内所做的事情令人难以置信。我们已经可以想到 100 个用例。”另一位说:“看来可以无穷尽地找到解决方案。貌似蓬莱泰尔无所不能。”通过将 LLM 与 Foundry 结合使用 AIP,部署用例的能力变得更加广泛可及,因此可寻址的市场范围大大扩展。我们正在看到这种扩展带来的初步势头,同时也仍处在抢占市场的征程起跑线上。