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overseas company Machines provider (IBM) CEO Arvind Krishna on Q3 2020 outcomes - profits call Transcript | 000-612 Free PDF and braindumps

international company Machines organization (NYSE:IBM) Q3 2020 earnings convention call October 19, 2020 5:00 PM ET

business members

Patricia Murphy - VP, IR

Arvind Krishna - Chief government Officer

Jim Kavanaugh - Chief economic Officer and SVP, Finance and Operations

conference call individuals

Matt Cabral - credit Suisse

Tien-tsin Huang - JP Morgan

Toni Sacconaghi - Bernstein

Wamsi Mohan - financial institution of the united states

Katy Huberty - Morgan Stanley

Amit Daryanani - Evercore ISI

David Grossman - Stifel Nicolaus

Keith Bachman - financial institution of Montreal

Jim Suva - Citigroup funding analysis


Welcome, and thank you for standing by. at this time, all members are in a listen-simplest mode. today’s convention is being recorded. when you've got any objections, you may additionally disconnect at the moment.

Now, i'll flip the assembly over to Ms. Patricia Murphy with IBM. Ma’am, you can also begin.

Patricia Murphy

thanks. here is Patricia Murphy, and i wish to welcome you to IBM’s Third Quarter 2020 profits Presentation. i am here with Arvind Krishna, IBM’s Chief executive Officer; and Jim Kavanaugh, IBM’s Senior vp and Chief economic Officer. We’ll publish these days’s organized remarks on the IBM Investor site inside a few hours, and a replay might be accessible through this time the next day.

Some comments made during this presentation may be regarded forward-searching beneath the inner most Securities Litigation Reform Act of 1995. These statements contain elements that might trigger their specific results to vary materially. more information about these components is included in the enterprise’s SEC filings.

Our presentation additionally includes non-GAAP measures to supply more information to buyers. as an instance, they present salary and signings growth at regular currency all through the presentation. in addition, to deliver a view in step with their go-forward company, while they now have wrapped on the majority of the impacts of the divestitures in 2019 we’ll continue to focus on steady currency increase adjusting for the divested businesses for the impacted traces of complete profits, cloud, and their geographic performance.

we have provided reconciliation charts for these and other non-GAAP measures at the end of the presentation and within the eight-ok submitted to the SEC.

at last, according to their remaining few quarters, IBM’s yr-over-yr salary, profit and revenue per share replicate the affect of purchase accounting and other transaction-linked affects associated with the acquisition of purple Hat.

So, with that, I’ll turn the call over to Arvind.

Arvind Krishna

Thanks Patricia. I’m happy to be speakme with you once again simply every week and a half after their strategic replace on October 8th. these days, we’ll focus on their third quarter efficiency, which you’ll see is unchanged from the preliminary outcomes they announced. but I need to delivery with a abstract of their strategic dialogue. we're redefining their future as a hybrid cloud platform and AI enterprise.

Over the closing few years, they now have developed a solid groundwork for hybrid cloud. With the acceleration of the red Hat platform adoption and the changes to clients’ needs for application versus infrastructure features we're separating their Managed Infrastructure services into a new publicly traded enterprise. The effect is two market leaders with focused options and missions and superior growth trajectories.

IBM is the #1 hybrid cloud platform and AI company. NewCo will turn into the no 1 Managed Infrastructure functions company. As separate organizations, each and every can capitalize on their respective missions. each can have greater agility to focus on their working and financial models. each may have better freedom to companion with others, and both will align their investments and capital constitution to their strategic center of attention areas.

All of this will create price for shoppers and for you, the investors with an more desirable monetary profile of both agencies. because the announcement, they now have had a comprehensive outreach to their consumers. definitely, they have spoken to hundreds of their correct purchasers and i have in my view spoken to dozens. The substantial majority take into account the method and are enthusiastic about what it means for them, whether they’ll be predominantly future IBM consumers, or NewCo customers.

Our partners have additionally had a positive response, as they see this as a chance to extra toughen their go-to-market initiatives within the hybrid cloud, statistics and AI spaces.

For IBM, as they seem forward, the case for hybrid cloud is obvious. clients see two-and-a-half instances greater price in a hybrid cloud approach versus a public-best. it is a major possibility valued at one thousand billion dollars with many of the enterprise probability forward of us.

Our approach is platform-centric. it is differentiated by way of purple Hat OpenShift, which is their market-leading open platform, an unlimited application portfolio modernized to run cloud-native and their GBS talents that drives platform adoption and meets shoppers where they are on their cloud journeys. Over the arrival months, we’ll additional strengthen their strategy by using taking movements to simplify and optimize their mannequin, boost investments in key areas and fostering a good deal greater of a growth mind-set.

All of this could make a contribution to accelerated growth for their business in the future and they are expecting to bring sustainable mid-single-digit income increase upon completion of the separation of NewCo.

Let me shift to probably the most latest progress they have made towards their hybrid cloud platform method from the point of view of their valued clientele, their ecosystem and improvements they are bringing to market. they now have outstanding contemporary examples of consumers making colossal-scale architectural commitments to their hybrid cloud platform.

Schlumberger is the usage of their platform to make their E&P environment attainable across any infrastructure that their world consumers use, on-premise, inner most and public clouds. They’ll allow the broader energy neighborhood to leverage statistics analytics and AI to unleash the vigour of digital innovation in the oil and fuel industry.

we're also extending their relationship with Delta to seriously change their skill and modernize their IT environment using pink Hat, Cloud Paks, and leveraging GBS’ skills. They’ll operate with more desirable pace and realize longer- term enterprise benefits. We’re carrying on with to extend their ecosystem.

ultimate week I referred to how we've introduced tons of of companions to force workloads to their platform, together with premiere-of-breed GSIs and ISVs. for instance, Ernst & younger is now leveraging their open hybrid cloud platform and AI options to help consumers transform their businesses. Their groups are additionally presenting joint consulting capabilities to power company effects for purchasers.

Late closing week, they announced the growth of their partnership with ServiceNow to convey the vigour of Watson AIOps to their market main Now Platform. they are additionally bringing new innovations to market. I’ll spotlight just two areas, pink Hat and Quantum.

crimson Hat prolonged its open hybrid cloud portfolio with several new know-how introductions, together with OpenShift Virtualization, which allows for shoppers to migrate and run their virtual machines natively inside red Hat OpenShift and superior Cluster administration for Kubernetes, which delivers the trade’s most potent multi-cluster, policy-primarily based compliance and software management equipment. These capabilities are furthering their shoppers' advantage to "construct as soon as, deploy anyplace" with a hybrid cloud architecture.

In Quantum, they announced their roadmap to reach 1,000-plus qubits by using 2023. The roadmap aims to take nowadays’s noisy, small-scale gadgets towards the million-plus qubit contraptions of the longer term. This kind of development is essential to help trade and research agencies address important true-world complications that even today’s strongest [classical] [ph] computers cannot tackle.

And in making their roadmap public, they are committing to meet a collection of aggressive benchmarks so as to support their business retain its leadership in quantum computing and vicinity their consumers on the direction to groundbreaking achievements. So they have made decent development with purchasers, their ecosystem, and innovation.

related to nowadays’s environment, valued clientele proceed to steadiness brief-term challenges and opportunities for transformation. within the short-term they're concentrated on operational stability and cash maintenance. They see this mainly in their higher software license transactions and delays in some features projects. however more of my conversations with CEOs are round how they become digital organizations.

How do they faucet into open supply innovation? How can they securely set up and manipulate their statistics and purposes across a considerable number of clouds? That’s what they name hybrid cloud. They see this in the endured momentum in crimson Hat and in the massive client engagements that permits a journey to cloud, leveraging both OpenShift and software modernization.

Now I’ll turn it over to Jim Kavanaugh, who is going to take you in the course of the results, after which we’ll come back at the conclusion for mp;A.

Jim Kavanaugh

Thanks Arvind. I’ll start with a view of their universal efficiency. They delivered $17.6 billion of salary, elevated gross and pre-tax margins, mentioned operating profits per share of $2.58 and generated strong free cash flow, while expanding investments. Their balance sheet is still effective and they continue to have ample liquidity.

Our revenue and gross earnings performance became pretty according to the 2nd quarter and displays little alternate in the macroeconomic environment and client demand. As we’ve up to now mentioned, their extensive geographic footprint, and client and portfolio combine provide some balance to their revenue, earnings and cash flow.

As Arvind just outlined, shoppers’ close-time period priorities continue to consist of operational stability, flexibility and money protection, which tends to prefer OpEx over CapEx. this is leading to some venture delays and purchase deferrals, which they see in perpetual utility licenses and task-oriented and extent-primarily based functions.

Our transactional efficiency this quarter additionally displays product cycle dynamics in their programs company. at the same time, the last seven months have made it very clear that organizations should modernize their corporations to be triumphant during this new general. here's resulting in an acceleration in digital transformations. Cloud and AI are at the core of these transformations and their open, platform- centric model delivers stronger innovation, better productivity and extra strategic optionality to their purchasers.

in the third quarter, client adoption of their platform endured to develop with about 2,600 valued clientele now the use of their container options. They anniversaried the acquisition of pink Hat in early July and purple Hat again delivered powerful effects in the duration with normalized profits increase of sixteen%. pink Hat leverages IBM’s international reach and large account incumbency.

no longer only are the number of tremendous offers expanding, but additionally the measurement of those engagements is increasing as smartly with the total price of those offers doubling over the final three hundred and sixty five days. inside features, this quarter they introduced about 125 capabilities valued clientele making use of crimson Hat technology and their GBS cloud-related signings were up over 25%.

The platform model delivers compelling economics. Their full-stack capabilities drove over $24 billion of cloud revenue over the remaining three hundred and sixty five days, which is up 25%.

we're investing to extend their capabilities in GBS skills centered on hybrid cloud and intelligent workflows, in pink Hat’s go-to-market to pressure hybrid cloud adoption, in utility hybrid cloud and AI capabilities, including the Spanugo and WDG Automation acquisitions, in IBM cloud capital for MZR construct outs and in their ecosystem to force adoption of OpenShift and their broader cloud capabilities. These investments will speed up in 2021, given the additional flexibility from their structural movements.

This quarter, their portfolio combine with amazing software contribution in conjunction with their focal point on productivity, drove working gross margin expansion of one hundred sixty basis aspects and operating pre-tax margin growth of a hundred and forty foundation features. With a 10 element 12 months-to-yr headwind in their working tax rate, their internet salary margin became nearly flat.

Our money and liquidity positions stay effective fueled by using their money movement. They generated $1.1 billion of free money circulation in the quarter and $four.8 billion year-to-date, which is down over $1 billion year-to-year. They continue to have effective working capital efficiency and contribution from red Hat, net of linked hobby. These have been offset by means of higher web capital costs and body of workers rebalancing payments.

Over the ultimate yr, they generated $10.8 billion of free cash flow, which is 136% of GAAP net revenue. They ended September with a money balance of $15.eight billion, which is up $6.7 billion since yr end, whereas their debt became up $2.5 billion.

I’ll remind you they issued debt previous this yr, out of an abundance of caution and taking knowledge of attractive market dynamics. we're in decent shape to fund their upcoming maturities together with $4 billion to $5 billion within the fourth quarter. We’ll end 2020 with debt down for the year.

Now, I’ll flip to the segment efficiency beginning with Cloud and Cognitive software. income became up 6% driven by Cloud and facts systems. this is a sequential development within the yr-to-12 months efficiency, regardless of a 4-point headwind from the wrap on the purple Hat acquisition in early July. software has a seasonally smaller transactional base in the third quarter. In a difficult transactional ambiance, this benefited us.

Our Cloud and records structures delivered 19% revenue boom. This became led by using pink Hat’s potent performance with double-digit increase across both Infrastructure application and application development and rising applied sciences.

a few weeks in the past, purple Hat become diagnosed as the chief in multi-cloud container development structures in Forrester’s latest Wave document. Leveraging this OpenShift container platform, their AI- powered Cloud Paks provide shoppers with no trouble of use and the ability to scale and at ease operations across a variety of environments.

we're expanding and leveraging the IBM and purple Hat ecosystems with over a hundred and eighty partners now promoting IBM Cloud Paks. We’re seeing good penetration in their significant debts. We’ve now more than tripled the number of customers adopting Cloud Paks versus a year in the past and delivered basically 200 customers to their container platforms in the third quarter.

Cognitive applications revenue trajectory greater to flat yr-to-year led by means of energy in security and provide Chain. In security, they had decent demand for their hazard administration software and capabilities as shoppers transform and control their safety operations.

we are riding adoption of their CloudPak for security and QRadar on Cloud and identification and believe functions also had decent efficiency as we’re assisting purchasers with their secure digital transformations.

Forrester and IDC just named their Managed security capabilities as an business leader, according to their integrated product and functions capabilities. They also had good performance in their provide Chain application. deliver Chain Order management makes it possible for the shift to greater flexible and scalable digital channels, which is a very good price prop to their purchasers all through the pandemic.

searching at the earnings for this segment, they had potent income and margin performance driven basically by means of red Hat contribution.

Turning to global business features, earnings declined 6%, according to ultimate quarter. As you’ll remember, in advance of the pandemic, GBS became growing profits and signings. considering that March, their profits has reflected the financial environment and a transformation in customer priorities resulting in project delays, and less demand for extra discretionary choices.

however as they pivot their offerings and birth to handle these customer wants, GBS posted double-digit signings boom within the third quarter, and lower back its backlog to increase. This turned into driven by using cloud strategy, application development and modernization and offerings that use information and AI to transform workflows.

As i discussed previous, their GBS cloud signings have been up over 25%.We signed a number of massive transformational contracts with a complete price improved than $one hundred million, if you want to yield income over time. Their small deal efficiency commonly adopted the pandemic curve by means of geography, however lower back to growth basic for the quarter.

With the competencies and manner knowledge received via their application administration incumbency, customers have confidence us to e-book them via architectural selections and facilitate their transformations with a particular skills in utility modernization at scale across all on-prem, private, and public cloud environments.

GBS drives adoption of IBM’s hybrid cloud platform and is a gateway to carry the broader set of IBM capabilities to enable a shopper’s digital journey. for example, about one-third of Cloud Pak revenue consequences from GBS engagements and, this quarter, they delivered yet another 60 pink Hat client engagements with such shoppers as Delta airlines, which Arvind outlined previous, however additionally Royal bank of Canada, IT Ergo, Florida energy and lightweight and Telefonica Espana.

As their customers are reworking, they are additionally investing in their GBS enterprise to place for boom in the future. they are carrying on with to put money into capabilities, materials, choices and ecosystems. they have implemented a digital revenue engagement mannequin and are offering basically all of their more than 1,500 active paid garage engagements almost.

And, they are taking the learnings from their initial shift to faraway beginning to set up a new delivery mannequin. Dynamic delivery integrates technical foundations with virtualized strategies and practices, more advantageous with AI and automation to force productivity, pace and satisfactory.

As they practice the Dynamic beginning concepts throughout their client base, in the third quarter they delivered more than 90% of their services remotely, whereas keeping solid best and extending net Promoter rating.

searching on the earnings dynamics, with their center of attention on high price offerings, productiveness and strong operational self-discipline, they extended GBS gross margin by means of 190 basis facets.

In global expertise services, income turned into down 4%, relatively in line with ultimate quarter. Infrastructure functions continues to experience lessen client-primarily based business volumes in the greater economically delicate industries and TSS performance displays hardware product cycles and carrying on with volume affects because of the pandemic.

but many shoppers are taking a longer-time period view and wish to modernize their infrastructure to create agility and operational effectivity. They turn to GTS’ Managed Infrastructure services company for its deep competencies in managing mission-critical infrastructures and its next-era provider delivery capabilities infused with AI and automation.

Coca-Cola European companions is a superb instance. They recently signed a multi-12 months contract to accelerate their modernization adventure. We’ll help them to in the reduction of operational expenses, boost IT resiliency and leverage AI to bring enhanced insights and carry superior carrier to their valued clientele.

GTS’ signings were down 1% this quarter, however up 12% year so far with 19 offers over $one hundred million, together with eight this quarter. in addition to new work, shoppers continue to make long-time period commitments with significant contract renewals as they carry new cost. This has resulted within the backlog 12 months-to-yr trajectory improving by about two points from the starting of the yr.

Turning to GTS profit, gross margin declined by means of roughly 80 foundation aspects. This became pushed via the investments they are making in public cloud and the extent affects which come at a high margin.

Turning to methods, profits became down 16%, pushed essentially via product cycle dynamics. IBM Z profits changed into down 20%. They launched the z15 toward the end of the third quarter closing yr. We’ve had widespread adoption of each z15 and LinuxONE across many industries and international locations in support of valued clientele’ hybrid cloud journeys.

IBM Z is seeing listing-atmosphere volumes on Linux as consumers leverage pink Hat OpenShift, Ansible and their cloud native dev ops choices. on the same time, this pandemic has impacted their old IBM Z cycle dynamics, which is playing out otherwise with the aid of business. This platform has proved useful to their customers in areas like banking and monetary markets, assisting them hastily and remotely scale up means and respond to exceptional market volatility.

subsequently, these valued clientele accelerated their adoption of z15 in the cycle. That spoke of, in lots of different industries, shoppers continue to be concentrated on cash preservation throughout this pandemic. This dichotomy in client buying behaviors impacted their performance within the third quarter and should extend the adoption curve of this z15 cycle.

however by way of the end of this cycle, they now have a chance to be fairly in line with prior cycles. I’ll remind you, within the fourth quarter, we’ll be wrapping on very effective efficiency from remaining 12 months after they had been up sixty three%. These cycle dynamics impacted their storage revenue as well with performance pushed through declines in excessive-conclusion storage.

Now, as all the time, before the mp;A, I’ll convey it again as much as the IBM degree. we're seeing enormous opportunity to support their customers develop into digital businesses. Their know-how-centric hybrid cloud platform, deep business competencies and growing ecosystem are enabling us to speed up these transformations. The price they supply valued clientele is clear this quarter in their cloud salary boom, in their endured momentum in pink Hat, and in their powerful GBS signings driven by using cloud and application modernization offerings.

And now they are accelerating IBM’s hybrid cloud platform strategy with improved center of attention and investments to drive future growth. they are taking structural moves to simplify and streamline their company and as they mentioned earlier this month, they predict a fourth quarter can charge to their operating consequences of about $2.three billion.

The reductions from these moves will be reinvested in areas like hybrid cloud, facts and AI, protection, and emerging applied sciences. With their concentrated hybrid cloud platform approach and the elevated investments starting now, they are expecting to pressure sustainable mid-single-digit increase after the separation of NewCo is finished.

within the close-term, the price and pace of recovery is still uncertain and as a end result, they have not considered a basic shift in overall demand degrees.

Given this uncertainty, and in line with their route for most of this 12 months, they aren't going to supply tips. but i will remind you, from an ancient viewpoint, the fourth quarter seasonally is their strongest quarter when it comes to revenue and operating profits per share as a result of their high cost utility and hardware transactions.

looking at their year-to-year dynamics on the conclusion of 2020, they are wrapping on a strong fourth quarter of 2019, when they had a extremely potent utility efficiency, their first full quarter of z15 availability and their first full quarter of purple Hat contribution.

So, going into this fourth quarter, as always, we've a lot of work to do. It’s their biggest transactional quarter, we’ll be focusing their investments in hybrid cloud and AI and naturally we’re starting the certain work to separate their Managed Infrastructure features business. we're confident in the center of attention and route of their company and what it capability for their future.

Arvind, let me flip it lower back over to you.

Arvind Krishna

Thanks Jim. i am going to add just one ultimate thought before the mp;A. we're managing for the long-term. we're making strategic choices, taking movements and extending investments these days to superior position their business and accelerate their top-line boom, on a sustainable groundwork.

Patricia, let’s go to the mp;A.

Patricia Murphy

thanks, Arvind. before they begin the mp;A, I’d like to mention a couple of items. First, we’ve included supplemental assistance on the end of the presentation. and at last, as all the time, I’d ask you to refrain from multi-part questions.

So operator, let’s please open it up for questions.

query-And-reply Session


[Operator Instructions] Their first query comes from Matt Cabral with credit score Suisse. Your line is open.

Matt Cabral

thank you very tons. Arvind, you touched on this briefly all the way through your prepared remarks. i was questioning if you could expand a bit bit more on the health of the wider IT spending panorama you're seeing around the world and you outlined delays you are seeing in a couple of areas inside the portfolio. simply wondering in the event you believe those deals will beginning coming through, mainly as you're beginning to feel about the puts and takes heading into 2021.

Arvind Krishna

All right. So first, thanks for the query, Matt. So, a number of feedback on – since you ask about portfolio areas, you additionally ask about purchasers and also you also ask about geographies. And it all varies. but they are seeing first from giant customer deals, as well as capabilities projects. Let me just reiterate, but add a little little bit of colour to what Jim and that i pointed out in their prepared remarks.

while they are seeing very match increase in some ingredients of both application and techniques, it’s type of – it’s frantic, however they are additionally seeing americans pause. Now maybe they are pausing because of their business or because of geography or as a result of they're into a cash conservation mode, they suppose it’s a pause. They don’t consider it’s a decline continuously. They do agree with that a few of those deals come lower back and they are likely to see that.

We saw that from the first to the 2d, second to the third quarter et cetera. So, that’s a one half. Now, they now have also said that there is about in 70% of the industries that we're in, they are not seeing any pause as they see valued clientele there are in shape. They see that their groups are match. About 30% and that may still not be a shock to anybody during this call, they do are inclined to see some transient softness and maybe consider about brick and mortar retail, you believe about airlines, you consider about hospitality, I believe it’s not a shock that some of those.

Now, they additionally are usually with better valued clientele. So they don’t trust that they have a sustainability situation through and massive. it'll are likely to come again. in order that’s form of the taste below it. but then as I start to seem ahead, Matt, because you are asking that question also, it’s truly tough to foretell the fourth quarter. That’s why Jim and i are pausing on giving tips here.

youngsters after they study their individuals interested in these constituents of the application portfolio, no matter if it’s supply chain and protection as Jim outlined, whether it’s cloud and statistics platform which is inclusive each of pink Hat and their cloud packs and all of the technologies they discover elementary, they locate that those will come returned. They find their transaction processing platform or TPP yet just a little aligned to the mainframe potential raises as those go through you are inclined to see, I’ll call it an alignment. It’s now not always identical but there is some alignment therein.

and then, let’s not overlook that as a global company services and other SIs do transformation projects, they additionally are likely to pull via utility greater in cloud and records platform there in other areas. So, I’ll kind of offer you that colour variety of across the customer set, throughout the industries and throughout different components of the portfolio, Matt.

Patricia Murphy

thank you, Matt. do they please go to the subsequent query?


fully. Their next question comes from Tien-tsin Huang with JP Morgan. Your line is open.

Tien-tsin Huang

hi. thank you so a lot. It feels like features hirings did bounce again nicely little bit right here. So, it seems like some higher transactions coming back. What i'm realizing, maybe if you don’t intellect just this transition from going with the tighter integration of GBS and GTS to the separation now. could they see functions outcomes and bookings might be weaken in the brief-term before ticking up again. i do know the signings have been respectable here, however simply attempting to feel about this fourth quarter and first quarter transition given the changeover if that makes feel. thank you.

Jim Kavanaugh

yes, Tien-tsin, here is Jim. I’ll take that one. Let’s talk a little bit concerning the quarter in what they simply accomplished on the course of functions signings. We’re fairly happy given the standard macroeconomic environment and the price and tempo and the persevered uncertainty. The teams accomplished very well, $9.5 billion of signings, up 5%. They got a $108 billion backlog at the moment that’s flat at precise rates, down 1% at regular foreign money.

And to your point, they saw in fact very respectable growth in huge transformational deals. I suppose 11 in the quarter in extra of $a hundred million and eight of these in their GTS manage Infrastructure capabilities company which saw a extremely powerful renewal cost that talks to the value of innovation that they bring to their client set normal and that has led to year-to-date, I believe they said within the prepared remarks, GTS up 12% signings and that i’ll remind you, that turned into off of a third quarter ultimate year whereas they grew 20%.

So they are pretty comfortable there and that’s ended in a two element backlog development in their GTS company due to the fact January. however what they definitely have seen a marked inflection of some signs of demand change is in GBS.

and also you be aware of while the revenue kind of performed out consistent with 2Q, their signings had been up double-digits, I believe it was their third largest signings quarter just about in heritage and their both giant and small deals normal and that changed into truly a testomony to their GBS potential around utility modernization and being their purchasers’ provider of alternative for digital transformation and experience to cloud. So, they believe pretty respectable about that.

It’s respectable early developments. They bought a extremely nice pipeline of transformational offers right here in the fourth quarter and once more, given their announcement ten days ago, we're spending loads of time with their shoppers to make certain they reduce disruption, be certain stability and supply that client value going ahead.

Patricia Murphy

thank you, Tien-tsin. Let’s go to the next query.


Our next question comes from Toni Sacconaghi with Bernstein. Your line is open.

Toni Sacconaghi

sure, thanks. i know you don't seem to be commenting on this fall assistance, but maybe that you may tell us the way to suppose about it. usual seasonality should be would becould very well be for income up about $3 billion if demand isn't basically changing, why shouldn’t they expect commonplace seasonality and is that kind of the appropriate quantity or framework? and then, Arvind, i am wondering if you could just comment on capital allocation going forward?

Your dividend is $6 billion a 12 months. It’s definitely been a a hundred% a 12 months free cash circulate yr-to-date in the closing – you haven’t paid down any debt. You haven’t executed any offers with out taking on incremental debt this 12 months. So if you definitely are managing the business for the lengthy-term and boom is a precedence, are you seeing that lowering or suspending the dividend or is the dividend protected? And whether it is, why wouldn’t you be extra aggressive in allocating more money to boom going forward? thanks.

Jim Kavanaugh

Toni, here is Jim. Thanks for the query, multi-part. but let me take the primary piece around, colour around fourth quarter and then, Arvind can address the capital allocation dialogue around the method and i obviously can tackle one of the most numbers basic. but first, as they talked about in the prepared remarks, and also you indicated the fee and tempo of the recuperation they nonetheless see is unclear.

and there is no true basic trade in client purchasing priorities round money renovation, around operational stability and in line with prior quarters, that has led us to now not supply tips. however, let me supply you some color.

First, they referred to at the onset of COVID-19 that this has most effective accelerated their valued clientele’ digital transformation and adventure to the cloud and also you see that enjoying out in their results over the last few quarters with persevered very respectable momentum in their cloud enterprise and in their pink Hat business.

And when they analyze fourth quarter, they see very healthy pipelines in hybrid cloud, AI solutions, App modernization, Cloud Transformation functions inside GBS, pink Hat specific backlog boom is accelerating, up 23% at $four.7 billion and they see pretty fit pipelines in their cloud and records platform and in their Cognitive Apps enterprise led by way of Cloud Paks and safety.

both things that they known as out though in their prepared remarks that they talked in regards to the ultimate few quarters and those are headwinds. And first in specific around TPP, their customers dedicated to that platform. They had a extremely amazing 2019 and given the environment and the focus on money protection, they don’t see that coming lower back in the fourth quarter and it’s going to be pretty akin to the primary half.

And the 2nd is their mainframe cycle coming off with a good portion of the increase closing 12 months up 63%. So in the event you analyze skew normal, within the fourth quarter, 3Q to 4Q, yes, I imply, there could be no intent not to expect a standard skew concerning salary. Some mild growth in their software portfolio offset by TPP and we’ll wrap on the hardware piece.

Now in terms of EPS, you noticed the very powerful fundamentals in third quarter coming off of robust 2Q. operating gross margins up a hundred and sixty foundation points, working pretax margin up a hundred and forty basis features. They believe very assured in the power of their stability sheet, their cash and liquidity position to be sure that they are able to continue to put money into their enterprise.

we are beginning that instantly right here in fourth quarter around know-how, around innovation, around advantage, around capabilities, and also you’ll see that play out besides the $2.three billion structural can charge. So, when you look at EPS, you all comprehend the numbers, as well as I do. Over the ultimate x number of years, their 3Q to 4Q pre the $2.three billion cost has been a nice boom of about 50 – mid-50s.

We should still do might be a little bit more advantageous than that, but I don’t suppose anything else titanic about that. So, they see pretty similar dynamics. Arvind, over to you.

Arvind Krishna

Thanks, Jim. And Toni, thank you for asking the capital allocation query. a really crucial piece of their increase approach going ahead. So a few facets there for context; one, when they got and closed on purple Hat, they did decide to pausing share repurchase except they now have deleveraged and gotten lower back to their goal ratios of debt-to-EBITDA. So we're on course to do this. They entirely intend to do that and they had observed that they will get there via 2022. so that’s half one.

And so one of the cash you see in the steadiness sheet should be used in opposition t that aim because you observed you don't seem to be paying down that, however you’ll see us begin to pay that down to get against those ratios, half one.

part two, we're committed to a strong and growing dividend. Their dividend to their traders seeing that how much they rely upon that and how a lot you have heard about that and feedback, they intend to maintain a good and becoming dividend. That means, every thing else is up for what's prudent for managing for the long-term.

And so, once they focus on improved investments, and on October eighth i was clear, we're going to both raise fees organically as a way to be in a position to grow in both software and in GBS, however they are additionally going to be quite acquisitive within the areas that we've known as out. They could be acquisitive in GBS and they are able to even be acquisitive in the utility areas around hybrid cloud, data AI, protection and in emerging applied sciences similar to Quantum.

So, when you see us do this, I believe we're going to be doing precisely what you are asking. They may be allocating greater cash to growth going forward. I think the standard answer to it really is, yes, and not using a skills therein.

Patricia Murphy

thank you, Toni. will they go to the next question please, Sheila?


thanks. Their subsequent question will come from Wamsi Mohan with financial institution of the usa. Your line is open.

Wamsi Mohan

sure. thanks. The 2nd half turned into going to deliver some powerful margin uplift from the productivity movements and they saw some of that come via in the third quarter. can you help us with how a great deal greater productiveness advantage is yet to come in the fourth quarter? And as you talk in regards to the reinvestment of the discounts linked to the movements you simply introduced ultimate week, are you able to provide us a section view on that reinvestment please? thank you.

Jim Kavanaugh

yes. So, Wamsi, thank you very lots for the query typical. in case you appear at the structural moves they took as they entered 2020, remember they talked a whole lot about this in January, pre-COVID on how they had been going to reposition their agencies as they flow forward.

You see that basically enjoying out in their results. I mean, their margins in the 2d quarter had been up roughly 150 basis points at gross margin degree, and in third quarter they simply came off margins which are up one hundred sixty groundwork facets at the gross level and operating margins that are up 140 foundation elements on the pretax stage.

So, I consider you are considering productivity and the primary trade and the manner we're truly driving and working the company now adapting given the onset of COVID-19 and the implications to the economic atmosphere.

if you take a glance at the fourth quarter movements normal, they observed ten days in the past the strategic motion round setting apart out and growing two market-leading corporations and growing an unbiased publicly traded company around their Managed Infrastructure services company, that turned into going to be a few $2.three billion can charge.

And in case you remember what I noted at the time and you'll kind of feel of here is in one-third buckets. the primary is set a 3rd of that goes to head to aid increase the EBITDA increase profile in their NewCo enterprise to be on a trajectory to obtain post separation of double-digit EBITDA increase profile. The 2nd bucket or 2nd third of that became, in any enterprise if you separate out, you will definitely create stranded can charge and inefficiency and we're dedicated to addressing that in 2021 with this can charge.

after which the third piece is, we're making significant investments to capitalize on the $1 trillion hybrid cloud market chance and the third bucket goes to be used for additional fin flex. That goes to be situated around know-how, innovation, people, capabilities, skill, ecosystems and also as Arvind simply answered, around inorganic region normal. So, I’ll take that one after which Arvind, do you need to take the 2d one?

Arvind Krishna

sure. So, in case you seem to be on the different segments that we're in, Wamsi, so this is straightaway in the 4 areas that they had outlined. number one, we're going to be expanding investments in GBS in an effort to get greater talents within the areas that they are seeing demand. 2nd, they are going to be increasing investments in their ecosystem and ecosystems which are huge partners, they simply announced ServiceNow ultimate week, but they introduced Adobe a couple of months earlier than that.

You’ve viewed us with Salesforce, you’ve considered us with others. So they are going to be increasing their investments in how they work with these. however there are also a whole lot of ISVs, not just the very big ones, it’s one they are also working to get them on their hybrid cloud platform, on their cloud houses and so how will they put money into that to be able to power boom down the road is a second piece. I’ll put that within the ecosystem bucket.

Third, we're going to be increasing investments in their core utility areas when it comes to the hybrid cloud platform itself and also you saw that in some of my prepared remarks on the innovations we're using into the crimson Hat technologies, however in addition to that in terms of facts and AI, in protection and others, they are going to pressure innovation in there.

And as you put all those areas collectively, let’s not also neglect, NewCo is also going to be seeing elevated investments around automation, round infrastructure modernization towards looking the distinct cloud companions.

So for those who suppose of those four buckets, it now goes relatively plenty throughout all of IBM’s segments, Wamsi, if you feel about it, as a result of they desired to be, I’ll name it steadiness, it’s no longer similar increase, but they desire the entire segments to be contributing to boom and so they bought to be driving when it comes to organic R&D, in terms of working with definite areas where there's a lot of demand.

so that you acquired to get capabilities in there and of course, as they add M&A, that’s now not somewhat at once from these buckets of money, however the M&A will additionally add to added charges at last whereas the moment you finished an acquisition as expense in these different segments.

Patricia Murphy

thanks, Wamsi. Let’s go to the next query please.


subsequent they can hear from Katy Huberty with Morgan Stanley. Your may additionally proceed.

Katy Huberty

thank you. Arvind, simply searching at the cloud and cognitive software business, before you closed on the pink Hat acquisition, that became a starting to be business. today, on a professional forma foundation with crimson Hat it’s declining mid-single-digits. would love your innovations on why they aren't seeing an improved growth cost. Is it absolutely macro-pushed? And even if the steps and timeline for getting that utility business lower back to pro forma boom given how important it's to hitting those mid-single-digit longer-time period boom goal?

Arvind Krishna

Thanks, Katy. and you bought it relevant. it is a critical a part of us getting towards a mid-single-digit growth target. So, it is essential. So, as they start to head below it and you look at it for the closing few months, i might let you know that a few of it's certainly maximally the incorrect notice, however I suppose as there is 2 aspects in there.

americans are pausing definite big utility license transactions and that's perhaps the macro atmosphere after which there's the TPP piece which is interior of the application segment which is driven more as I’ve stated earlier than when it comes to the alignment to the mainframe capability that’s in the floor. So they noticed very good growth in the fourth quarter or last 12 months they noticed that tied to that and as you start to peer that slowdown within the third quarter of this yr, they do expect to – I believe see that continue for a while.

but inside that, after I study their Cognitive applications and they examine cloud and records platform, they do see healthy boom there, however I expect to peer continue. As they make investments extra into that, and as they invest greater into red Hat, i might are expecting that as they get in the course of the subsequent yr, we're going to look that that should be in a position to greater than offset anything else that happens in TPP.

And just to supply a sense of that, Katy, in the event you start to analyze crimson Hat by itself, and they see the boom there in the mid-to-excessive teenagers, and they expect that that should still be in a position to continue and accelerate, then that in turn will supply delivered growth to the complete portfolio greater than ample to offset any weak spot in TPP and then as you are expanding their funding in their ecosystem, as well as in inner R&D in addition to in acquisitions, while I’ll renowned that these do take multiple quarters to play out.

I hope it changed into sooner, however it is distinctive quarters, however i would entirely predict it concurrently they complete the spin, they should be in a position to see those growth return in those constituents of the portfolio and also you got to fence of how we’ll do it across these quite a few aspects.

Patricia Murphy

thanks, Katy. Sheila, will they take the subsequent question please?


absolutely. Their next question comes from Amit Daryanani with Evercore. Your line is open.

Amit Daryanani

Thanks for taking my question. I wager, Arvind, i might love to simply hear the comments you’ve gotten out of your valued clientele over the final ten days submit the announcement of protection and it's relatively what i am variety of pondering because the - pause in signing long term deals so the spin is performed and that may get possibly that applies or spend growth. So, just any feedback over there would be effective.

Arvind Krishna

sure, fantastic question, Amit. So, as that you can think about, here is something wherein I consider the most effective observe i will use is, they are obsessive about this topic. They had their lists out. They knew exactly of what valued clientele could be anxious about and i wouldn’t say that we're a hundred% best, but I feel they consider very, very first rate that they had been relevant in their estimations of the degree of issues.

To you supply you a way, they type of internally, this is not whatever that they also tell the client, but in line with the response, i discussed that they already spoken to lots of. so that you can consider that but now that they are ten days in, we've already spoken to at the least between two and three hundred of the good consumers the place there is a robust intersection or the place there is a extremely heavy SPINCO earnings base or offers that can be on the table.

And from there, we've gotten lower back over 80% their hall within the first-rate to respectable to now not really involved. and that i’ll come again and supply some color on why they consider that’s proper. Then there are some – we’ll do sufficient on either side that they do have some considerations.

both of these concerns are round, who is crew that could be providing service. who is the adult whose going to be on the floor and they should be very clear that SPINCO is going to head out on day one with $19, the same administration team on the ground who runs it from the customer up is going to be team that does it.

yes, it’s a company constitution that we’ve put in location, but that’s not the team on the floor, just to be clear. they have very excessive satisfaction with the majority of their clients and that's because they bring both carrier excellence when it comes to the carrier and the upturn that they deliver, however additionally they convey very deep technical potential which is sort of gives them permission and the have confidence to play.

So, when I put all of that together, I feel that there is a couple of dozen valued clientele the place they just ought to make sure that they are able to tell them who is the crew there is going to be servicing them and as they start to get comfort on that, i will be able to see the level of anxiousness cut back. but as I said, over 80%, they understood what become happening and additionally many shoppers the bulk on one or the different of naturally for them there goes to be less of a concern.

Now, to your aspect on why would they complete the deals. seem most of the better offers are to their valued clientele’ improvement. They don’t do some thing except they'll get a business improvement from that and during this ambiance if you need to go pause that for 3 or six months, you are going to defer your advantage for three to six months.

So, I feel what drives things and by chance they have got a month to sort of on each side, each their group as they locate to form of have in mind every other then there remains satisfactory time in the quarter to move get these deals finished. So, the quarter will tell us even if they are correct or no longer. but in response to every thing i can see, i am assured that definitely we’ll be in a position to see many of the offers growth to a adequate conclusion.

Patricia Murphy

thank you, Amit. Let’s go to the next question please.


Our next question comes from David Grossman with Stifel. Your line is open.

David Grossman

thank you. So, i know the end-markets have shifted right away and that i consider I have in mind the challenges associated with reposition that Q2, that’s as i'm having a tougher time calibrating the way you are thinking about the longer-term boom potentialities for this business. can you supply us any insight into your evaluation of the longer-term increase of the business? And what it actually means to run it for cash stream? Does that effortlessly mean that it continues to say no at a modest rate and generate cash or does that imply anything absolutely distinctive?

Arvind Krishna

hello, David. appear, the market is a $500 billion market from what they can see, from what IDC indicates us, as well as what many other third-birthday celebration consultants has told us. a couple of things in there. within that, if I find where is their portfolio and their shoppers these days, is likely greater closely weighted and about 60% of that total as adversarial to all of it. And they feel that the capacity to form many extra partnerships as standalone goes to permit IX to much greater wholly take part within the finished market.

Two, we've waited pretty at all times that we're going to beginning them off with a investment-grade steadiness sheet. That may still permit them to also make targeted acquisitions as acceptable. they will’t speak for that and they up to the management team publish spin. however it's a place they are at all times in a market where it’s a scale online game. That’s in fact a way that you can each grow and profit market share.

And so, two, three, Jim mentioned that a third of the restructuring can charge is for also enhancing the EBITDA profile of the spin business. That goes to enable them to also invest in new choices in areas equivalent to cloud modernization, as well as introduced offerings in elements of compliance and safety and resilience and also in an awful lot extra automation which goes to permit them to deliver even bigger provider beginning excellence to their purchasers.

So after I seem to be across all those, the possibility is certainly there. And freeing them up to offers which they might no longer do, since the margin probably dilutive to us, however it’s going to be accretive in opposition t the new business, two probably M&A down the road, but that’s now not for a while. And three, when it comes to leveraging new choices and partnerships with other organizations who can be doing it, however maybe no longer as wholeheartedly as they might do it with an independent business.

Patricia Murphy

amazing. thanks, David. And let’s go to the subsequent query please.


Our subsequent query comes from Keith Bachman with bank of Montreal. Your may also proceed.

Keith Bachman

hello. Many thanks for taking the question and congratulations on the ongoing success of red Hat. I in reality desired to ask a clarification query, Jim. Arvind, on a clarification, i needed to come back again to M&A, you appear to be speaking more about M&A on this calls and in old calls, and per previous question, i'm just not bound the monetary materials now that you ought to be aggressive about M&A in that IBM customarily generate between $12 billion and $13 billion of free cash circulate and when you've got $6 billion dividend fee, it simply doesn’t leave a lot of room for M&A.

So is the message that you simply might also seem to be to get far from an funding-grade score? i am just – i'm not certain a way to make the maths work should you say impactful after which, I’ll simply ask my question to Jim, if I could. Jim, you observed GBS and the way you are assured of growth there. I actually think consulting enterprise can improve, above all subsequent yr as they get into presumably better financial cycles.

Yet utility management and world technique have – where they earlier than the pandemic hit and basically – no longer had been growth challenges through 2019. And so, I just want to hear a little about those two groups. What are your expectations on an biological foundation if you happen to suppose about GBS for roughly half the revenues that frankly were pretty growth challenged earlier than the pandemic? That’s it. Many thanks.

Jim Kavanaugh

okay, Keith. in fact, Arvind, in case you don’t intellect, let me take each. As I feel part of the primary question, you’ve already answered from a strategic capital allocation standpoint on what they want to do regarding their funding profile both organically and inorganically. but Keith, the heart of your question gets to a mathematical equation.

and i suppose, one, first, you acquired to respect that there is at all times been seasonality in their free money circulation albeit they delivered $4.8 billion 12 months-to-date in free money flow average, as you all know fairly neatly, well over 50% of their free money stream during this business is available in the fourth quarter.

That, coupled with, they pointed out two quarters in the past at the onset of COVID-19 how the company mannequin composition of IBM with its geographic diversification, its business composition, its customer segmentation, be a more tremendous enterprise center of attention and its annuity content of both excessive price software, high price hardware platform and high price services piece offers a natural hedge in this ambiance the balance round earnings, income and money.

Now, sure, over the remaining couple of years we’ve been driving round $12 billion of free cash flow in mild of the financial challenges as a result of COVID-19, that number simply trajectory-intelligent may be less this yr. We’ll see how fourth quarter plays out. but they are very confident in their portfolio, in reality much more assured given the determination that Arvind and the entire IBM crew and their Board made on October eighth round repositioning two market-leading corporations.

One inside IBM and an accelerated boom profile with an already very robust EBITDA margin business that is going to generate colossal money and then two, a lead out there-main infrastructure capabilities business that's 2x the next competitor and in that enterprise as you all keep in mind somewhat well, is a scale economics enterprise.

So, from that aspect, I believe for those who analyze their fin flex, their fin flex handiest gets enhanced and with their disciplined economic capital allocation coverage that this company operates on, they consider very comfortable that they got abundant free money movement to invest in their company organically and inorganically to delever and hit those focused leverage ratios and additionally to hold their return to shareholder program with a at ease dividend and sustainable dividend boom policy universal. so that’s the primary question.

2nd question, for those who analyze GBS, as I mentioned, they did see indications of demand improvement right here within the third quarter and if you be aware ninety days ago, they talked concerning the first half of 2nd quarter and the second half of 2nd quarter in the month of June and they noticed some fine growth in June. whereas that endured into the third quarter the place double-digit signings increase overall and by the way, Keith, that was fairly pervasive.

That was first rate increase in consulting, nevertheless it turned into led through giant transformational deals round application functions during this atmosphere to capitalize on their consumers’ journey to cloud. That then drag listed their world manner features where consumers at the moment are digitally reinventing themselves in how they run their companies around intelligent workflows.

So they are for the reason that demand inflection circulate now. To your question, that profits is greater long-time period as they play out. but once they examine their present backlog and their present backlog runout for their GBS enterprise, in 2021, they see GBS getting returned to pre-COVID growth charges via mid-yr and a large chunk of that is development across all of the three sub-segments.

Patricia Murphy

thank you, Keith. Sheila, let’s take one final query please.


thanks. Their final question will come from Jim Suva with Citigroup investment analysis. Your line is open.

Jim Suva

thank you very a good deal. an attractive clear effortless question right here is, you’ve talked and highlighted IBM’s significant money movement strengths and i accept as true with it’s the excessive priorities of paying down debt to get nearer to investment-grade after which the spin out of the enterprise and get it smartly located.

post all this is the focal point typically on dividend and M&A and they may still think about stock buyback as being less of a feature compared to past historical past of IBM or a lot of EPS increase has been pushed by means of stock buyback, however seems like in all probability maybe the view is that the management and the Board think that the stock buyback isn’t producing shareholder returns.

so that they’d be shifting greater towards M&A. Is that how to type of study the closing half hour they heard in the course of the mp;A?

Jim Kavanaugh

yes, Jim. this is Jim. Let me take that after which I may wrap it up with Arvind usual. As you be aware of quite smartly, their disciplined capital allocation process first and most excellent focuses on how they reinvest lower back in their enterprise both organically and inorganically and we're focused now with the strategic stream that they announced. They laid the foundation they talked on October 8th.

We laid that basis over the closing couple of years, instantiated in the crimson Had acquisition which became a bold move. they now have been constructing and accelerating that growth. Now they need to capitalize on that $1 trillion hybrid cloud probability. Now with that stated, just given their investor combine, outside of allocating capital and investment to their own company, when they have excess cash, they are going to return that returned to shareholders.

That priority presently is their comfortable dividend and sustainable boom coverage and as they get back to their centered leverage ratios, at that factor in time we’ll reevaluate share repurchase. but there isn't any want speakme about that presently.

Arvind Krishna

okay. Thanks, Jim. seem to be, simply to reiterate, we've said increase. they have talked about a maniacal obsession on hybrid cloud and AI as the engines of increase for the company. however let me simply make a couple of comments to wrap up the discussion. they are definite on their route even in these unclear instances.

And we're laser focused on helping their customers with their digital transformation leveraging their hybrid cloud expertise platform, their incumbency, and their potential. And the movements we're taking beginning now within the fourth quarter will increase their focus and speed up their future growth and i seem to be forward to continuing this talk with you.

Patricia Murphy

Sheila, will they flip it lower back to you to close out the name please?


absolutely. thanks. thanks for taking part on today’s call. The convention has now ended. You may also disconnect at this time.

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