Unity Software Inc. Q1 FY2023 Earnings Call

Welcome to Unity’s First Quarter 2023 Earnings Call. After the closing of the market today, we issued our shareholders letter, the material is now available on our investor website at investors.unity.com. Today, I am joined by John Riccitiello, our CEO, President and Chairman; and by Luis Visoso, our CFO. Now before we begin, I want to note that today’s discussion contains forward-looking statements, including statements about goals, business outlook, industry trends, market opportunities, expectations for future financial performance, and similar items, all of which are subject to risks, uncertainties, and assumptions. You can find more information about these risks and uncertainties in the Risk Factors section of our filings at sec.gov. Actual results may vary, and we take no obligation to revise or update any forward-looking statements. As in prior quarters, we are providing both GAAP and non-GAAP financial measures. And unless otherwise noted, we will be speaking to the non-GAAP financial measures when describing our results. The shareholder letter and our filings on sec.gov provide full GAAP to non-GAAP reconciliations.

Okay. Great. Thank you. So first let me turn the call over to John for just some brief highlights of our results. John?

So look, we are very pleased with our Q1 results and happy about our guide. And I want to start by just thanking all of our colleagues at Unity; they have done a fantastic job to get us off to a great start in 2023. Now I have to say that our results, these strong numbers reflect great synergy between our two main businesses, Create and Grow. We are a true platform. And by platform, what I really mean is that our customers get every day from us something that is more than the sum of the parts. They get more value than they would from individual products, and that’s being proven truer and truer by the day. And it’s from this that our customers win and Unity wins. Now all of this allows us to put Unity in a place where we can serve our creators in a great way and to be on a strong path towards continued profitable growth. Now I think it’s obvious that there is a subject that’s on everybody’s mind. It’s certainly every other question you read or every press article, AI. And I know you saw in our shareholder letter a long conversation about AI. And I have to tell you, I am excited about it. We have been working on it for several years at Unity. We have got the advanced products that we have been deploying for years now and more coming, and we have announced a number of beta products. But here I want to make a couple of key points so it’s not lost. First, I think AI is positive for our industry and positive for our creators. Second, Unity has sustainable competitive advantages in and around AI, not just because of what we are building in AI but because of the very nature of our platform. The very nature of our platform will benefit from AI tools and content creation, and we are uniquely able to enable creators to make things where worlds come alive or digital twins come to life in ways that were never possible before. These things seem like strong tailwinds in quarters and years to come, and we couldn’t be more excited about our future. So, thank you, everyone, and thanks for being here.

Great, John. So like always, we are going to open up the call in just a bit, but maybe to get things rolling, let me kick off the question-and-answer session with a couple of questions that are on investors’ minds. The first one would be for Luis. And look, with a strong first quarter in the books, how does the balance of the year look?

Hey. Thank you, Richard. You are right. It was a strong first quarter. And frankly, as John said, it was driven by strong execution by the Unity team. We beat the high end of the revenue guide by $20 million. We beat the high end of the EBITDA guide by $20 million as well. And if you compare this to the first quarter of 2022, that’s a $55 million EBITDA improvement. We are also pleased with the Unity and ironSource integration. The teams are working very well together, and we are starting to share and reapply best practices between teams. We believe that we are performing better than the market. So, yes, it was a very good first quarter. But back to your question, so how does the balance of the year look? Well, we expect growth and profitability to accelerate throughout the year. We are guiding Q2 above consensus for both revenue and EBITDA. And for the full year, we are being prudent; I mean, we all read the same news and the economic environment is still volatile and uncertain. So what we did is we raised the low end of the revenue guide by $30 million and we raised the low end of the EBITDA guide by $20 million, and we expect to continue to perform better than the market. And while you did not ask, we are still committed to our $1 billion EBITDA run rate by the end of 2024. So, with that, I will turn it back to you, Richard.

Great. And then John, you did touch on it a bit in your introduction kind of summary. But maybe if you just unpack a little bit, discuss how Unity sees the emergence of tools and platforms? And then we will open it up to a full Q&A for everyone.

Sure. So, in general, at least as I see it, AI in the world we live in, real-time 3D has some important provable points. In general, I think you could break it down to two ideas: what you can do with the Editor and what you can do in content creation; it’s going to be faster and cheaper. So developers will do more on our platform, and that applies to the game development side and the digital twin side. We are seeing a lot of interest in our platform, and part of that is because of AI. We have always seen that interest is strong; obviously, our shares are very strong across the board. So it’s developers embracing AI to produce better content, faster, better, cheaper. That’s always a good thing in our world. The second aspect of this is that they can do things that were never before possible. And this is where it gets really exciting. It’s when non-player characters and games speak to you like they do in ChatGPT; they are intelligent. They have ambitions. They are not just scripted dialogues from a writer, and their actions are also freer. And what that results in, I think, is worlds in the gaming side that are going to be so compelling that it’s going to drive an inflection point in growth in gaming. The second aspect of this is that same idea applies to digital twins, and we have always felt that real-time digital twins were a big advantage. Real-time makes a difference. What we get to now is AI-enhanced real-time, and we wrote about that in our shareholder letter. What that gives you is a digital twin that is not just catching you up to the moment but helping you do next what is necessary to run your factory better, to design a better building, to teach people in a better way, to run a better airport or at least a smarter airport. All the things people are using us for now get better, faster, and more future-looking in a way that really enhances their business. So we feel great about AI. We are going to be able to help developers do more, bigger, better, and faster, and we are going to enable them to do things that were never possible before.

Great. Well, thank you very much, John. So now let’s move on to the Q&A session. As with previous quarters, remember, please raise your virtual hand and we will call on you, at which time unmute your microphone and turn on your video. And I think the first question came from Matt Cost, if we can pin him into the process here.

Yeah. Hi. Can you hear me?

Yeah. Yeah.

Okay. Great. Thanks for taking the question, everyone. So I guess just two questions. The first one is on Create, and I apologize if I misunderstood in the shareholder letter, but there was a reference to the reason that Create decelerated and was down quarter-on-quarter having to do with strategic partnerships. But I guess just to put it simply, what was lower inside of Create that caused it to decline quarter-on-quarter? And then I have one follow-up. Thank you.

Yeah. Matt, what we tried to do in the shareholder letter is provide you a few numbers. So 14% is the growth of Create, including strategic partnerships. As we said, we are looking at the businesses together. But we also provided you a perspective of what Create would be without partnerships, and that’s 17%. And then we explained to you why that number is a little bit lower than what we have seen in the past, and that’s really driven by our reducing reliance on Professional Services as we drive digital twins. We have talked about that, and we are actually super excited about the launch of the industry SKU, which will enable us to drive that business even faster. So that’s really the reason, Matt. I want to make sure we are clear on a few points. One is we are seeing a very low churn rate; it’s actually improving over time. So that is not an issue at all, and we are seeing the pricing benefits exactly as we expected.

Let me add a little bit on that one. So if you exclude the strategic side of the business, it’s 17% growth. One of the reasons that number is just a little bit lower than it has been in previous quarters is, frankly, a simple issue of denominators and numerators. So we now have what are fully in the denominator in the base period, and we are still growing 17%. It would be measurably higher without that in the base. The second thing is we have talked a lot about introducing ratable revenue streams associated with the cloud, associated with AI services, et cetera; those are yet to kick in. The new SKU is yet to kick in. Whether you find new customers, which is a key part of Create. So we are very optimistic. 17% standalone the way we reported is a good quarter. We are excited about accelerating from here on the basis of all the things that are coming in front of us in the next couple of quarters.

Great. Thank you so much for that. And then just a second one on Grow. I think you mentioned in the letter that you expected to accelerate throughout the year. Are there any specific strategic initiatives that you would call out there? And in particular, I am curious about LevelPlay. Is that an area where you see the ability maybe to invest in signing up new customers upfront to sort of gain market share?

Yeah. Your question is on Grow, Matt?

Yeah.

That’s right.

Yeah. Look, strategic initiatives. One is the combination of ironSource and Unity has brought more data. More data has enhanced the performance of both networks. Earlier, I had mentioned that we were seeing synergies between Create and Grow, which we are. But we are also seeing synergy between what was Unity operate and is now Grow as ironSource and Unity networks work together. A couple of really important ones. The strength we are getting out of neural networks, an AI tool, and the system we have been using for a couple of years now on the Unity side is being applied network-wide. And we are also seeing enhancements from what we are getting from great strengths and understanding of header bidding that is part of the ironSource historical technology stack. So there’s a whole bunch of initiatives, but the thing that’s driving us right now is gains in mediation, benefits as a result of increased data and then technology transitions around the best of what ironSource used to do is now applied to the rest of Unity, and what Unity used to do is applied to that, which was previously ironSource. These are all growth drivers, and as we have mentioned, we expect to see Q2 at least so far, we feel very good about Q2 and the balance of the year because these are driving market share gains for us. We are gaining in a market that’s essentially at this point treading water, and we feel great about that. There’s nothing about gaining market share that makes me feel any other way than great. And Matt, these things that John mentioned are happening already now. We are not expecting them to happen in a few quarters. We are already starting to see the benefits, as John mentioned.

Okay. Great. Thank you, both.

Clark Lampen.

Hi, guys. Can you hear me?

Yeah.

Yeah.

Okay. Great. I wanted to follow up, John, on your comments around AI, and hopefully, it won’t sound sort of too myopic posing this question. But at a point where AI technology is proliferating and sort of being adopted at a rapid rate and the velocity of development isn’t really slowing down. What leaves you comfortable right now when it comes to the sort of potential for new entrants or threats to your position in the engine market? And if I could ask for maybe a sort of more specific point on product, is there a timeline or have you guys thought about sort of releasing low or no code versions of the product for lower end developer segments in the market?

There are a few important points to note. One observation is that most professional game development, as well as digital twin development, is likely to use a combination of deterministic tools along with AI and natural language tools. To elaborate, someone might experiment with ChatGPT or various generative art tools, which can provide a starting draft but not the final product ready for publication. Developers typically toggle between deterministic tools and natural language outputs to refine what they consider a polished product. In the Unity Editor, character designers, level designers, animators, lighting experts, physics specialists, and dialogue writers collaborate to create a cohesive product. In the near future, we plan to introduce a natural language interface within the Editor to facilitate this back-and-forth process. Some tasks, such as creating a digital twin or specific effects, may be easier to start with traditional interfaces using sliders or assistive tools, while other tasks might benefit from natural language queries for specific assets and outcomes. We expect users to alternate between both methods. This is one of our competitive advantages because we are the leading platform for content creation in this manner. However, relying solely on natural language for creation is quite challenging and will likely remain so for a long time, especially when it comes to developing products that require teamwork and are ready for consumers. Additionally, we are committed to building applications connected to the Editor that cater to non-technical users, allowing them to utilize natural language to influence content within the Editor. This is relatively straightforward for us, has been successful in the past, and presents a significant opportunity for attracting new users. Looking specifically at the Editor, I anticipate increased use from professionals as the blend of deterministic and natural language tools makes them more productive. For instance, they might use our C-Sharp scripting with tools like Copilot integrated in Unity. Furthermore, we expect to see new users gravitate towards the platform as our tool becomes easier for non-professionals or artists who prefer not to engage directly with developer tools. We are optimistic about the role of AI in these developments.

That’s super helpful. And if I could maybe sort of dovetail on the comments around sort of the lower end of the market for a moment. Maybe on pricing for Create, you guys just took price when I think the industry might have been at its weakest point, and it sounds like from a lot of our checks that there was basically no developer attrition. And I think at a high level, that sort of suggests that the price-value relationship probably still sits in the developer’s favor. I am curious how you guys think about maybe striking more of a balance, and then specifically addressing the low end of the market where a lot of your users are still unpaid? Is that something that you guys would think about exploring over the course of the year, next year, anything specific you could say on that front would be appreciated?

So, yes, your observation is correct. We still have pricing flexibility, and we didn’t get a lot of negative feedback when we took pricing recently around our new pricing approach for the Editor. Here’s what I would tell you is what I expect right now to go from here. How do we get paid? I will use the game industry. We get paid because of our Grow business, which is the larger of the two businesses today, same customers paying us. We paid SaaS revenue on the tools today, and then we get paid for UGS more usage. What I expect is that AI will cause a lot of workload in the cloud, on Unity’s servers. But in addition to that, cloud services that we are building around Weta tools, for example, or others within the Unity tool, like tool places like SpeedTree, for example. So I see a lot of opportunity for us to add ratable revenue as our developers start to use more AI tools and to build more complex and richer, more advanced worlds. So what I expect is pricing will kick in later this year as our customers come off their prior contracts onto the new pricing level. That will lift revenues in the balance of this year, added cloud revenue for more usage. While I didn’t speak to this yet, the run time represents an opportunity for us as well, and here we have an advantage. Almost all AI work that’s cross-platform is going to end up being done on the server side, and that’s expensive for our customers. We have announced Barracuda, which is a toolset that enables an inference engine to be run on the handheld device, or a computer, or a PC, or console. We think there’s opportunity in there. Of course, we want them to use our servers, but they can run locally is a big advantage for Unity over all other alternatives for this type of AI work.

Thanks a lot.

Great. Okay. We will turn to Dylan Becker at William Blair.

Yeah. Hey, guys. I appreciate it. Maybe to give you another couple of minutes on that AI headstone platform, John, and you called out the Barracuda piece. I wonder, are there any parallels that you guys can kind of call out as you have seen the creation tools moving from static 2D to interactive 3D, now embedding these within generative AI, maybe more personalized efforts and what that can mean for content delivery, but some of the lessons and learnings as you guys kind of already have led this transition in one form or the other?

Wow! I could talk about that for an hour or more. And so let me just make some observations. So how do either the current art tools that are out there that allow you to generate art or the large language models work? They study lots of examples for things, and then based on prompts, they give you a best fit or five best fits or ten best fits that either represent an answer to what you asked for, or generate a dialogue you want or a script if you want, and it’s not very hard to imagine. For example, these models, both on the content side or the frames and art side and the dialogue side for bringing that together. And if you look at a film, for example, television and film is typically 20 frames a second. It’s not impossible; it’s actually quite easy to scan every frame, scan the dialogues, scan the sound. What’s actually happening there is different than what you can scan. You can scan that outcome, but what you need to be able to scan is your input, my input, the frames and the sound, and the physics and the lighting that drove everything from the character’s dialogues to interactions. Because those frames are never going to be repeated again. They are unique to where you hit me, the timing of your actions, and the coding that drove the results. And so the challenge around this is where can you try and create an outcome that advances content creation? Now, in the Editor, I am guessing a bunch of you haven’t opened the Editor, but if you opened the Editor, you would see a screen that is your creation screen where you are dragging and dropping and putting stuff up there; you would see a runtime screen, which is how it would look if you provided those types of interactions and inputs the way you're designing in real time. There’s only one place you can try that inside the Unity Editor. You can read the code, the runtime screen, and the input that the creator used. So content creation in the gaming world is not the artifact that can be scanned. It’s happening in real time. Now I have no doubt that pure natural language will be able to produce some really simple games, as long as enough rules are put into the tool to create it. But the rich content that we have gotten used to is going to be harder to try. It doesn’t mean it won’t get tried, but companies like Unity are going to be deeply involved in that process, and others are going to be outside looking in. I feel very confident in our position as Unity; by way of example, in terms of third-party tools outside of Asia, north of 70% of games are built in Unity. Our next largest Western competitor is less than 1%. So we are in this position where we are, if you will, the de facto tool for doing this kind of work, and as we bring these tools, these AI capabilities into the Editor, I think we can win for our customers and win for ourselves. I think, though, that AI is going to have a profound effect on the industry. First, it’s going to lead to inflection up in growth as game types are built that we were not previously possible. And secondly, we are going to see, I believe, some of the crazy expenses that go on in some high-end production come down some. It’s a favorable part for the game industry for growth, and this is going to be very favorable for Unity as we drive some of these changes to the industry.

Got it. I appreciate the depth of the answer there. Maybe one quick clarification for Luis. On the financial side, looking at the balance sheet here. I guess thinking about capital allocation. I know you guys have the buyback in place. You have got about $3 billion roughly in converts out there. I guess, as we are ramping the margin profile, just kind of any thoughts on capital allocation? Thanks.

Yeah. Dylan, similar to what we talked about last time, we are looking at the market, and there is a credit crunch out there. So we are happy with $1.6 billion that we have in the bank. We would be generating cash this year, but we want to be very prudent. So don’t expect anything dramatic there.

Okay. Yeah. So let’s go to Gili at Goldman Sachs, please.

Hi, everyone. Thanks. Yeah. Gili on for Kash. Congrats on the results, and thanks for taking my question. I will give you guys a break around AI, even though I agree with everybody on the call that it’s very exciting, and we are all waiting to tune into what you guys do. But my question is more around the health of the industry or the non-gaming selling motion. Given that tight budgets and that continue to be a common headline across industries in 1Q, any color you can provide around new business or renewal trends in that part of the business would be great?

So, first off, we are really proud of our digital twin business, and new customers are coming to our platform literally every week, and we have made a number of announcements. I wish more than we were further in the development process because we could show you the beautiful and incredible things that they are building. But again, we have made announcements in the shareholder letter, and they keep coming. And they come to us for a variety of things. Whether it’s high-end watch companies around the manufacturing process, the marketing process, the auto industry around manufacturing process, large facilities, including cities like Orlando and airports in terms of how to run safely and effectively in a large environment, buildings, architecture, engineering, construction, also in the energy field. Now the fundamental advantage Unity brings versus most tools that are out there is that we are real-time. And what that means is instead of looking in the rearview mirror, you are looking at exactly where you are today. It’s more like the dashboard of your car, which is another place Unity is increasingly used today in terms of plays in cars. But you are looking at the present, and that is a huge advantage, a huge advantage relative to the traditional companies that compete in the digital twin rate, which is why we are getting so much interest. Now I have to admit, and I am glad you asked the question, that when I greenlit the Barracuda project five years ago to be able to do this, I did not anticipate that we would have a scaled digital twin business in the way that we do, and I frankly didn’t anticipate the actual use case. I am very glad we did it. And this allows us to not look at the present; it allows us to run a massive amount of simulations in the cloud but then run on device. So all of these people that work on the factory floor and a large auto company can anticipate what they should do next based on what’s happening in the present, run simulation for lots of different scenarios, and it can propose and advance the workflow in virtually any environment. I think that’s actually going to be a deciding point for digital twins going forward at a massive scale because right now, what they do is they largely look backward and they try to come to their own intelligence and then change things. We are going to be able to use data in the present to help shape the future, and I think that’s always been the promise of digital twins. It’s just a promise as of yet not delivered, and Unity has the advantage of being able to do that on device. So most digital twins today sadly are constrained in a big manufacturing floor. The manager overlooking the factory overseeing thousands of people. Where we are carrying this is it’s on a device that every person on the factory floor has, and they are using it to enhance what they are doing in the present. The guy in the factory overseeing the factory, that’s the past. We are in the present, and as we bring AI to these people on the factory floor or in any other environment, they are looking into tomorrow. They are getting something better than they have ever had before, and that’s really an unlock of, I think, huge value. And the other angle of this is when I talk to customers on the digital twin side, they say, but isn’t that going to give me a staggering phone bill? In other words, aren’t I going to have to pay the various cloud providers an enormous amount? I read about OpenAI spending so much money on training their algorithms that it’s frightening to imagine what the cost will be, and we say, well, it might, but this allows you to run it on device. Having a large number of people training on device on cell phones or tablets or other things they are using to interact with this data, they can run it for free, and that’s a big advantage. We have all seen that you can aggregate a bunch of PCs to replicate a supercomputer. This is a similar thesis. You can do things on device in a way that makes that load less expensive. I think that’s another competitive advantage for Unity, and we are unique in having built that. So I feel very good about this side of the business as well. We are in the process of using it for scaling on that side of the business, and you will see more about that in the course of the next weeks.

Great. Thank you so much.

We will go to Stephen Ju, Credit Suisse.

All right. Great. So I want to get us back on the AI train here. I just wanted to follow up on your comments.

I think we should have had this call run by ChatGPT to answer questions about AI.

Yeah. Yeah.

All right. Stephen, I will give it back to you.

So regarding the Unity Editor, I understand that we won't achieve everything at once, but what you are describing encourages thoughts about the possibilities for a one-person game development company, where the writer’s verbal prompts drive all content creation. It seems that in the long run, this could lead to an increase in the number of creators, but possibly a decrease in the number of developers engaging with Create. Considering the historical figure of 1.5 million people, can you discuss the pros and cons here? It feels like viewing this solely as a benefit is overly optimistic. Additionally, can you clarify how this impacts your previous comments about digital twins and 3D content creation beyond the gaming industry? Does this help you significantly broaden your target market sooner? Perhaps the balance of advantages and disadvantages within the gaming sector may ultimately be irrelevant. Also, Luis, to bring this back to a more immediate focus, I’d like to ask about the recent announcement regarding the workforce reduction. Can you elaborate on the financial impact on OpEx and EBITDA for the year? Thank you.

So I think that’s the longest question we have had there in several quarters. Thanks, Stephen, for that one. Puts and takes: so first off, there are already lots of single-person game development organizations out there. Flappy Bird is an example built by one person. A lot of hyper-casual games are today built by one, two, or three people. So that already exists as a phenomenon, and they are pleasantly almost always using Unity, which makes us very happy. The second thing is, once you get up from that single-player level, it’s important to look at the success of product revenue; that is fundamental to viability. Everyone competes for great quality products, and I don’t foresee a place for a time in which an individual that is great at level design likely to be a greater character sign or animation or lighting physics that yield balance in a game. That doesn’t mean that a developer isn’t going to get a crisp choice here, either deciding on production quality or targeting their designs. Now how does that frame up against Unity's current strategy? We see roughly two-thirds of our revenue deriving from a level of game products or interactions from games. The gaming sector therein can shift the balance in that direction; one could argue that it might be beneficial. The second point I would share is that I believe that many developers can choose to engage more creators, leading to better and more innovative products because the potential reward economics are higher than those seen in other industries. More revenue can come from hosting and cloud usage rather than merely from seats. The expectation is positive in that we see growth coming from productivity as we leverage this technology.

Stephen, to your second question and thanks for inviting me into the conversation. If you were to isolate this effect, it’s about $18 million for the full quarter.

Got you. All right. Thank you.

Sure.

Okay. We will turn it over to Bernie McTernan.

Great. Thanks for taking the question. Again, sticking on AI, I think, I know the answer; just wanted to clarify a point on it. Are there opportunities to upsell some of these capabilities as far as the goal to really make them more ubiquitous and continue to democratize the technology?

I didn’t catch that question. I am sorry; I had a blip in my network.

Yeah. Just all the different AI products that you are rolling out. Do you think those are upsell opportunities, or is the goal just to continue to democratize the tools, and AI is just another example of that?

Right. So if I were to do a quick lifting: one is AI is already driving outperformance on our ad network; that’s a positive. I think it is going to democratize and bring more people into the toolset. We typically capture the majority of the developers on a smaller portion of the artists. The natural language approach will bring more artists into the tool. I think it fits up the notion of democratization. The area I am most excited about is the runtime capabilities we unlock; it strengthens the platform through growth and ownership.

Thank you.

Great. Parker Lane.

Hi, guys. Can you hear me okay?

Yeah.

Yeah.

Perfect. John, I will skip AI for this one. I want to go back to last quarter’s theme, which was synergies, and you just discussed it a little bit there, Luis. But when we think about synergies in the context of the adjusted EBITDA ramp here, how far along are we in the identification and execution against the synergies post-IS?

How far along? 25%. I don’t know, it’s been okay, less than half, but I can say without any hesitation that it’s driving revenue now. We just had a plus big to get AB; we are getting more than we had in the combination. That’s mostly on the Grow side, but we are also seeing the Create side enable revenue streams better on the Grow side, and we are seeing an uptick in tool usage from Grow from the endorsement of Unity and for being part of the Editor. There are so many things I’d like to tell you about, but we tend not to describe what’s going to happen the day after tomorrow or the month after next. But there are some really substantial programs under development in Unity that will generate increased synergy for our customers and increase revenue for Unity because of the combination. And so here’s what I hold you to: Ask me in the December, I guess, end of November, December call about synergies, because right now, I am describing great performance today because of it with more to come. In December, that’s going to be a much more fun conversation to have based on the work we have underway and product we have coming to market.

Got it. I will make sure to circle back later this year. If I could sneak one more in here on digital twins. I noticed you guys talked about reducing your reliance on Professional Services to drive adoption there. Can you dive into that dynamic a little bit more and the implications of that and the go-to-market strategy?

Luis, you or me.

Yeah. Go ahead, John.

To begin with, let me explain the journey of a digital twin customer with Unity. Usually, these customers start with what resembles a request for proposal process, expressing a desire for a digital twin, although they may not use that term. They might mention wanting automation or similar solutions, but it ultimately aligns with our concept of a digital twin, which involves translating the physical world into a digital format and using data, primarily from IoT sources, to enhance their operations. The initial phase revolves around defining the scope of the project. It’s interesting how much science fiction these individuals consume, leading to very ambitious ideas. The next phase is the actual development of the digital twin. Here, digital twin customers differ from gaming clients. When we engage with companies like Activision or Square in Japan, or large mobile publishers like King and Zynga, they typically have thousands of developers already using Unity. We discuss potential new projects with them. In contrast, clients in cities like Orlando or their airports may have only a handful of developers, often leading us to start our collaboration with a Professional Services agreement, where we help them develop the initial version of their digital twin. As the digital twin is developed, it paves the way for a continual revenue stream based on usage from our cloud services, where we process the digital twin and IoT data to operate their application. We also maintain some seats for them to manage the system over time. When Luis mentioned in the prepared remarks about wanting to be less dependent on Professional Services, it was never our goal to build our Professional Services into a billion-dollar segment. While that might happen as Unity grows, we envisioned that the majority of our digital twin business would be driven by cloud-based, recurring revenue rather than income from the creation of the digital twin. Professional Services will still exist and grow for us, but it’s not a primary focus for our growth strategy. This is one of the reasons we have partnered with firms like Booz Allen and Capgemini. We are pleased to let them handle the development of digital twins, especially on the government side and with Capgemini in various sectors like energy. We encourage these integrators to create cloud-based, high-margin revenue for Unity. Currently, there’s substantial demand for digital twins, and we often have to turn down business because we don’t plan on rapidly scaling our Professional Services division. Instead, we want to establish use cases and transition each one into ongoing recurring revenue, which should fit seamlessly into their operational workflows. This approach appears to provide a stable revenue source for us, and I feel optimistic about this shift. Adding AI into the mix presents further opportunities for consistent revenue and strengthens our competitive edge against traditional tools.

Really great feedback. Thanks, John.

All right. Well, we have like in a football game or a hockey game where the Bruins lose in overtime, I had to throw in a Boston sports. We come to the end of this call. But thank you all so much. Thank you for your interest. Thank you for your very good questions. We really appreciate it. And I will turn it over to John to finish it up, but we will see you again soon, I am sure.

All right. So thanks for sticking with us. You definitely beat my estimation on AI questions. I thought it was going to be half the call. It didn’t occur to me that it might be three-quarters of the call. But look, I feel very good about Unity. We had a great first quarter. We are guiding for more great quarters for the balance of the year. We feel really good about our business because we are a platform, because we are generating strong synergy. There is massive energy inside this company to serve our creators in ways that they haven’t even imagined yet, part of that is AI. I believe AI is going to be positive for the industries we compete in, going to be positive for Unity’s market share in those industries, and it’s going to be positive for the revenue that we yield from those market share point gains. So we feel good about where we are, and thanks for your patience today. I appreciate all the good questions.

Thank you, everyone.

Thanks.