DocuSign 2027财年第二季度业绩电话会

发布时间：2026-09-04 一、AI总结内容 一、核心业绩 1. 2027财年第二季度营收8.76亿美元，同比增长9%，包含外汇1.3个百分点利好，国际业务占总营收31%；调整后营收增速年增近1个百分点。 2. 智能协议管理（IAM）贡献总ARR占比达15.1%，高于上季的12.6%，成为增长核心驱动。 3. 非GAAP毛利率81.7%，非GAAP运营利润率31.6%；非GAAP摊薄EPS1.16美元，同比增26%；自由现金流2.96亿美元，同比增35%，自由现金流利润率34%。 4. 期末总客户数超190万，同比增长近10%；年付费30万美元以上客户数同比增14%至1300家，直接客户净保留率103%。 二、产品与平台进展 1. IAM推出多项创新功能：AI助手缩短协议审阅时间50%；智能代理套件支持合同分析、 workflow自动化；集成Slack、Perplexity、谷歌Gemini等工具，MCP服务器将于2027财年末全面上线，季度内累计活跃账户数超四倍增长。 2. 企业CLM与IAM集成，提供统一AI驱动的协议存储库，减少手动流程和成本。3. 客户案例包括Salesforce、Oppenheimer、Upstart等，覆盖各行业，部分客户合同准备时间从2-3小时缩短至20分钟。三、更新后业绩指引 1. 2027财年全年营收指引调整为34.99亿至35.07亿美元，同比增长9%，包含外汇约1个百分点利好；ARR增长8.5%-9%，上年为8%；IAM贡献总ARR占比18%-19%。2. 非GAAP毛利率指引81.5%-82%，非GAAP运营利润率指引31%-31.5%，股票回购仍在推进，期末剩余回购授权21亿美元。 四、问答环节核心要点 1. 投资者提问聚焦IAM增长驱动、ARR与营收增速差异、连接器产品作用、定价包装测试等，管理层回应IAM是增长核心，connector仍处早期推广阶段，加拿大市场定价测试成效良好。 二、音频原文（转写） Good afternoon ladies and gentlemen thank you for joining docusign's second quarter of fiscal year twenty twenty seven earnings conference callat this time all participants are an able and only mode.After these speakers presentation therewill be a question and answer session as a reminder this call is being recorded and will be available for replay from the investor relations section of the website following the callif anyoneshould require operator assistance during the co nference please press star zero on your telephone keypadi'll now pass the call over to garifuges.Vice president of investor relations please goaheadthank you operator good afternoon welcome to docusign's second quarter of fiscal year twenty twenty seven earnings conference call joiningme on today's call are docusigned ceo allen kegison and cfo blake rayson the press release announcing our second quarter of fiscal twenty twentyseven results was issued earlier today and is posted on our investor relations website along with a published version of our preparedbefore webegin let me remind everyone that some of our statements on to day's call are forward looking including any statements regarding future performance.We believe our assumptions and expectationsrelated to these forward looking statements arereasonable but they are subject to known and unknown risks and uncertainties that may cause ouractual results or performance to be materially different.In particular our expectations regarding factors affecting our pace of innovation and customer adoption are based on our best estimatesat this time and are therefore subject to changeplease read and consider the risk factors in our filings with the scc together with the contentof this call.Any forward looking statements arebased on our assumptions and expectations to date and except as required by law we assume no obligations to update these statements in the light of future events or new informationduring thiscall we will present gap in non gap financial measures in addition we provide non gap weightedaverage share counts and information regarding free cash flow and a r rthese nongap measures arenot intended to be considered an isolation froma substitute for or superior to our gap resultswe encourage you to consider all measures when analyzing our performancefor information regarding our non gap financial information the most directly comparable gap measures and a quantitative reconciliation of those figures please refer totoday's earnings press release which can be found on our website at investor and with thati'd like to turn the call over to allenthank you garyand good afternoon everyone.Hugh kept a strongfirst half of execution.We delivered further onour road map to accelerate innovation in our intelligent agreement management or i am platform.We unlocked even greater customer value within. Iam and further extended i m s functionality into the tools where our customers work while driving efficiency as we scaleour platform strategy is working as reflected in i am now accounting for fifteen point one per cent of total arr up from twelve point sixwe generated strong financialresults in the second quarter with eight hundredand seventy six million in revenue up nine percent year over year.And a thirty two per cent operating margin and approximately three hundred million in free cash flow that helps support overthree hundred million to share we purchases intwo twoas reflective in our increased a r r guidance for fiscal year twenty twenty seven we believe we are well positioned for continued execution in the second half of this year and beyond.I'll review our product innovation and go to market highlights for the quarter and then blake willreview our q two financial performance and update guidancewell then take your questions.Building on the foundational strength of our market leading e signature offering i m is uniquely able to aggregate analyze and unlock the value of an organization's agreement data to improve businessdecisioningpoint solutions and standalone ai tools cannot address the breath of this challengesecurely and its scalethe way docky signed i