Duolingo 2023 Q1 Earnings Call
发布时间 2023-05-26 03:34:27 来源
Good afternoon and welcome to Duelingos first quarter earnings webcast. My name is Debbie Belivan, head of IR. Today after market closed we released our year and our quarter and shareholder letter with our Q1 results in commentary which you can find on our IR website at investors.dueling.com.
下午好，欢迎参加Duelingos第一季度收益网络研讨会。我是IR部门的负责人Debbie Belivan。今天在收市后，我们发布了年度及季度股东信函，附带我们Q1的业绩和评论，您可以在我们的IR网站investors.dueling.com上找到。
On today's call we'll have Luis Fanon, our co-founder and CEO and Matt Skaruba RCFO. They'll begin with some brief remarks before opening the call to questions. All attendees are in listen only mode. Analyst will be able to ask a question by using the raise hand feature. And please note that this event is being recorded.
今天的通话中，我们将与我们的联合创始人兼首席执行官Luis Fanon和RCFO Matt Skaruba一起发表一些简短的谈话，并在打开问答环节之前。所有参与者均处于听取模式。分析师可以使用举手功能提出问题。请注意，此事件正在录制中。
Just a reminder that we'll make forward-looking statements regarding future events and financial performance, which are subject to material risks and uncertainties. Some of these risks have been set forth in the risk factors of our filings with the SEC. These forward-looking statements are based on assumptions that we believe to be reasonable as of today and we have no obligation to update these statements as a result of new information or future events.
仅提醒您，我们将发布关于未来事件和财务表现的前瞻性声明，这些声明受到实质风险和不确定性的影响。其中一些风险已在我们提交给美国证券交易委员会的风险因素中列出。这些前瞻性声明是基于我们今天认为合理的假设，并且我们没有义务因新信息或未来事件而更新这些声明。
Additionally, we'll present both GAP and non-GAP financial measures on today's call. These non-GAP measures are not intended to be considered an isolation from a substitute for or superior to our GAP results. And we encourage you to consider all measures when analyzing our performance. And with that I'll turn it over to Luis.
在今天的电话会议上，我们将同时呈现GAP和非GAP财务数据。这些非GAP的数据并不意味着可以孤立地被视为替代我们GAP的结果或优于它们。我们鼓励您在分析我们的绩效时考虑所有的衡量指标。现在我将把话题转交给Luis。
Hello, hello everyone. Thank you, Debbie and welcome. I'm proud to report that we kicked off this year with another great quarter. We had strong user growth, top-line results, profitability and free cash flow. In the first quarter, our user growth exceeded our expectations.
大家好，感谢大家和黛比的到来。我很自豪地报告，我们以又一个伟大的季度开始了这一年。我们在用户增长、销售收入、盈利和自由现金流方面表现强劲。在第一季度，我们的用户增长超出了我们的预期。
DAUs increased 62% year-over-year to 20.3 million with all major markets growing nicely. Our strong user growth of course helps us deliver on our mission to create the best education in the world and make it universally available. But it also helps us increase paying subscribers, which are up 63% year-over-year to 4.8 million or 8% of MAUs at quarter-end.
我们的每日活跃用户数量同比增长了62％，达到了2030万人，所有主要市场都表现良好。用户数量的增长当然有助于我们实现我们的使命，即创建世界上最好的教育并使之普及化。但它也帮助我们增加付费订阅者，其同比增长了63％，达到了480万人，占季度末月活用户数的8％。
This user and subscriber growth led to bookings and revenue climbing 37 and 42% year-over-year respectively. And thanks to our continued financial discipline, this quarter saw as post our highest profitability ever. As a result of this outperformance, we're raising our top-line and profitability guidance for this year. MAP is going to walk you through our updated outlook shortly.
用户和订阅者的增长导致预订和收入同比增长了37％和42％。由于我们持续的财务纪律，本季度我们实现了有史以来最高的盈利能力。由于业绩超越预期，我们正在提高今年的销售额和盈利能力指导。MAP将立即向您介绍我们更新的展望。
I've said many times before that the hardest thing about learning a language is staying motivated. That's why I'm proud that our engagement numbers continue to improve. With our DAU-2MAU ratio reaching an all-time high of 28% compared to about 25% a year ago. And the number of DAUs with a streak longer than seven days grew to nearly 14 million. Our goal is to keep learners coming back to our products every day. And we mainly do that by continually innovating and improving them so that they are fun and effective.
我曾多次说过，学习语言最难的事情就是保持动力。因此，我很自豪我们的用户数持续增长。我们的DAU-2MAU比率创下了历史新高，达到了28%，相比一年前的25%有了显著提高。达到七天以上学习记录的活跃用户数量也增长到了近1400万。我们的目标是让学习者每天都回来使用我们的产品。我们主要通过持续创新和改进产品的方式来实现这一目标，让它们更有趣、更有效。
This quarter's shareholder letter focuses on how well the recent advances in generative AI complement our existing competitive advantages, like our data mode, our below-of-the-brand, and our unique way of teaching. As a former computer science professor, I've always believed that humans and computers working together can accomplish incredible things and applying this synergy to benefit the greater good has long been my passion.
本季度的股东信函集中讨论最近在生成式人工智能方面的进展如何与我们现有的竞争优势相辅相成，例如我们的数据模型、我们的品牌下游（泛指产品价值链的下游）以及我们独特的教学方式。作为一名前计算机科学教授，我一直相信人类和计算机共同工作可以取得惊人的成果，将这种协同应用于造福社会长期以来一直是我的热情所在。
I also feel very fortunate to be among the companies with the best chances of taking advantage of the rapid advances in AI. As you'll recall, last quarter, we announced our new higher-tier subscription offering, Dueling on Max, which is powered by GPT-4. We are proud that we are one of the few companies that have launched a live consumer-facing product with this technology. That we did this so quickly speaks to the talent of our team.
我也感到非常幸运，能够成为能够利用人工智能快速发展的最佳机会之一的公司之一。回忆一下，上一季度我们宣布推出了新的高级订阅服务“Dueling on Max”，由GPT-4提供支持。我们很自豪我们是少数几家开发了基于这种技术的面向消费者的实时产品的公司之一。我们能够如此迅速地做到这一点，这是对我们团队才华的证明。
Also, last quarter, my shareholder letter reminded everyone that our premium business model enables us to grow organically, keeps competitors at bay, and provides us with enormous amounts of data that we use to make our products better. Because of our large user base, we're able to test to test max features on small fractions of users and iterate rapidly. This is a great example of how our model works in general and how we'll use generative AI in particular.
去季度，我的股东信提醒每个人我们的高端商业模式能够让我们有机增长，抑制竞争对手，并为我们提供大量数据来改进产品。由于我们庞大的用户群体，我们能够在少数用户上测试功能，并快速迭代。这是我们模式通常的一个很好的例子，以及如何使用生成性人工智能。
As you can tell, I'm very excited about all the possibilities I see with AI and Dueling on Max, but I should emphasize that we're still in the early stages of rolling max out. We'll continue to update you about the progress we're making over time. And with that, I'll turn it over to Matt.
正如你们所看到的，我非常兴奋关于AI和Max交战带来的所有可能性，但我应该强调，我们仍处于Max推出的早期阶段。我们会继续随着时间的推移向你们更新我们所取得的进展。现在，我将把话题转交给马特。
Thanks, Luis. To recap our impressive results, in the first quarter, we delivered 37% bookings growth year-over-year, which was about 42% on a constant currency basis. We had a net loss of $2.6 million compared to a net loss of $12.2 million in the year-ago quarter. And we post our highest quarterly adjusted EBITDA, $15.1 million, which was a 13.1% adjusted EBITDA margin. We also had our highest quarterly free cash flow margin of about 25%. Based on the strong start to the year, we feel very good about our Q2 and 4-year outlook.
感谢Luis。回顾我们令人印象深刻的成绩，我们在一季度实现了年增长37%的订购额增长，基于恒定货币比率增长了约42%。我们的净亏损为260万美元，而去年同期的净亏损为1220万美元。我们的调整后EBITDA达到了历史最高水平，为1510万美元，调整后EBITDA利润率为13.1%。此外，我们的季度自由现金流率达到了约25%的历史最高水平。基于年初良好开局，我们对第二季度和未来四年的前景感到非常好。
For Q2 2023, we are issuing guidance of $128 to $131 million in total bookings, $122 to $125 million in revenue, and then adjusted EBITDA margin of 11 to 12%. And for the four-year 2023, we are raising our guidance to $552 to $551 million in total bookings, $500 to $509 million in total revenue. And we are updating our adjusted EBITDA margin range from 11 to 12%, which reflects an incremental margin of about 32%.
我们预测2023年第2季度的总预订额将达到1.28亿美元至1.31亿美元，收入将达到1.22亿美元至1.25亿美元，调整后EBITDA率将达到11%至12%。我们还将2023年四年期的总预订额指导提高至5.52亿美元至5.51亿美元，总收入为5亿美元至5.09亿美元。我们更新了调整后的EBITDA率范围，从11%至12%改为约32%的增量利润率。
Because of the strong trends we saw in Q1, we are guiding to continued strong top-line growth with bookings growing at 30% year-over-year at the midpoint and revenue growing at 37% at the midpoint. The combination of strong top-line growth and continued discipline on operating expenses is why we feel good about raising our adjusted EBITDA margin guidance at the midpoint.
由于我们在Q1中看到的强劲趋势，我们预计继续保持强劲的营收增长，预计在中点处预订将增长30％，收入将在中点处增长37％。强劲的营收增长和对经营费用的持续纪律性的结合是我们对在中点处提高调整后EBITDA利润率指导值感到满意的原因。
In Q2, we expect each non-gap expense line item to show operating leverage year-over-year, with R&D showing about one point of improvement as a percentage of revenue, G&A showing about three points of improvement, and SNM showing about 1.5 points of improvement. I know that the SNM line would show about 2.5 points of improvement, but for the roughly $1.5 million of SNM spend, there was time shifted from Q1 of this year into Q2. As to the seasonality we expect for the rest of the year in adjusted EBITDA, we are guiding to an 11 to 12% of adjusted EBITDA margin for Q2.
在第二季度，我们预计每个非间隙费用科目将呈现年度经营杠杆作用，研发费用将以营收百分比的1个百分点改善，总务费用将以3个百分点的改善，而SNM则将以1.5个百分点的改善。我知道SNM费用线将呈现大约2.5个百分点的改善，但对于大约150万美元的SNM支出，时间被推迟到了今年的Q1/Q2。关于整个调整后的EBITDA的季节性，我们预计Q2的调整后EBITDA利润率将是11％至12％。
Our Q3 margin will be lower than Q2, and that's the quarter in which the largest portion of our new higher start. And then in Q4, the margin will expand. Is that quarter is typically our strongest revenue quarter? We don't expect material step up and cost between Q3 and Q4.
我们的Q3利润率将低于Q2，而Q2是我们新的高支出的部分最多的季度。然后在Q4，利润率会扩大。因为Q4通常是我们最强的收入季度，所以我们不希望Q3和Q4之间有显著的成本增加。
As Luis mentioned, we are excited about Duolingo Max, but we are still in the early days of rolling it out. We have not yet included any material amount of bookings or revenue in our guidance for this new higher tier. We will keep you posted on the progress in the coming months.
正如Luis所说，我们对Duolingo Max感到非常兴奋，但我们正在逐步推出它的早期阶段。我们在这个新的高级层面上还没有包括任何实质性的预订或收入在我们的指导方针中。在接下来的几个月中，我们将与您保持联系，告知进展情况。
Finally, we ended the year with approximately 48.3 million fully diluted shares outstanding using the quarter-end close price. And as we mentioned on the last call, we expect to end the year with about 2% dilution from equity issue to in place. And with that, I'll turn it back to Luis.
最后，我们以大约48.3亿股普通股的完全摊薄股份结束了这一年，并使用季末收盘价进行计算。正如我们在上次电话会议中提到的那样，我们预计年底将有大约2%的股票稀释率。现在我将把话题转回给路易斯。
Thank you, Matt. And I just want to take this opportunity to thank our amazing team whose collective passion and commitment to excellence helped us deliver another excellent quarter. And now we would be happy to take your questions as long as they're good. I'll turn it back to Debbie to manage the queue. All right. Thanks, Luis. And I just for our analyst as a reminder, if you have any questions, you can use the raise hand feature.
谢谢，马特。我想借此机会感谢我们的出色团队，他们的集体热情和对卓越的承诺帮助我们完成了又一个出色的季度。现在，只要你们的问题好，我们非常乐意回答。我把管理队列的工作交给黛比。好的，谢谢，路易斯。作为提醒，我们的分析师如果有任何问题，可以使用举手功能。
So our first question comes from Mark Mahoney of Evercore. Well, I hope this question is good. So we haven't talked to you. I haven't mentioned yet one of my favorite topics, which is math. So could you just talk about what you're seeing early on in terms of the interest in that? And then, did you talk a little bit about the China market too? So that's kind of waxed and wain, but I think it's been more waining or no waxing for you, becoming stronger. So how much of a contributor that's been to you in terms of your MAUs and if at all, your paid charge.
我们的第一个问题来自Evercore的马克·马洪尼。希望这个问题好一点。我们还没有和你谈过，我还没有提到我最喜欢的话题之一，那就是数学。你能否谈谈你在这方面的早期发展情况？另外，你能否稍微谈一下中国市场情况？它可能存在波动，但我认为它对你的MAU和是否获得收费方式有多少贡献。
Thank you. Well, thank you for the questions, Mark. Of course, math is also one of my favorite topics. As you know, we launched a math and aptitude learn math a few months ago. It's doing really well. It's growing entirely organically and it's growing very nicely. I should mention, of course, this is still the very early days and it's still also a very small team. So we're, you know, we just basically have a long list of features that we still need to add and we're working on doing that. I don't know if there's anything else to say other than I'm loving using it and very soon there's actually going to be more content in it, more advanced content. So we're very happy with that.
谢谢。谢谢你的问题，马克。当然，数学也是我最喜欢的话题之一。正如你所知，我们几个月前推出了一种数学和能力学习应用。它发展得非常好，完全是自然有机地增长。当然，这仍然是初期阶段，团队也非常小。我们有一个长长的特性列表需要添加，我们正在努力做到这一点。除此之外，我没什么好说的，我很喜欢使用它，很快它实际上会有更多的内容，更高级的内容。因此，我们对它感到非常满意。
In terms of China, we're also very happy with our progress in China. We've, you know, it's one of our fastest growing countries. I should remind people though, I mean, yes, China is one of our fastest growing countries and we seem to be doing well, but it is still a small market for us. It's probably two to three percent of our revenue, give or take, but it's growing very nicely and, you know, we're very happy with it. Thank you, Louise.
就中国而言，我们对在中国取得的进展也非常满意。它是我们增长最快的国家之一。不过我想提醒人们，尽管中国是我们增长最快的国家之一，我们似乎做得很好，但对我们而言，它仍然是一个小市场。大概占我们收入的两到三个百分点左右。但它正在快速增长，我们非常高兴。谢谢，路易丝。
Thank you, Mark. Thanks, Mark.
谢谢你，马克。感谢，马克。
All right. Next question comes from Justin Patterson of Keybank. Great. Thank you very much to if I can. First, just a big picture, Juan. We've seen a lot of companies in gaming, invading, hidden assets around monetization and engagement. Could you talk a bit, Louise, about just some of the guardrails you have in building product in a way where monetization initiatives don't necessarily impede the monetization and impede the consumer experience. So that'd be the first question.
好的，下一个问题来自Keybank的贾斯汀·帕特森。非常感谢您。首先，让我们来看一下大局面，华恩。我们看到很多公司在游戏中，通过加强资产的变现和参与度，取得了成功。请问路易丝，您能谈一下在构建产品时的一些防范措施，以确保变现举措不会妨碍变现和消费者体验吗？这将是第一个问题。
And then since you alluded to it in your prepared remarks, would love how you're thinking about just leveraging AI more over the future or whether that's something that investors should think of as just broadening the set of educational apps that do a linko can participate. So even moving beyond math over time to even just big building deeper, more immersive experiences in existing apps. So moving up from what might be a casual learning experience to really getting mastery of the competency.
由于您在准备的发言中暗示了这一点，我们很想了解您如何考虑在未来更多地利用人工智能，或者这是否是投资者应该考虑的扩大教育应用程式集合，让linko可以参与。因此，即使随着时间的推移不仅限于数学，甚至可以在现有应用程式中构建更深入、更沉浸式的体验。所以，从可能是轻松学习体验向真正掌握能力的掌握学习体验迈进。
Thank you. Thank you. Great question, Justin. In terms of the monetization guardrails, let me just describe to you how we develop product. The way we make our product better is we run a lot of AB tests. I mean, we're in hundreds of AB tests every quarter. And for each AB test, usually it's trying to improve something. So it's trying to improve either how well we monetize or it's trying to make the app more engaging or trying to teach better as it usually has a goal. Now, in addition to the goal for every AB test we run, we also have these guardrails metrics. So for example, if the goal of an AB test would be to improve monetization, we may do something where like we make the subscribe button bigger or something like that. That's just this is just a silly example. The goal of that would be to improve monetization. We also look at what it does to our engagement. So we look at people spending more or less time on the app. We look at whether people are learning more or less for that AB test, etc. And we only launch experiments that do not mess up our guardrail metrics. So in this case, if making the subscribe button bigger would make it so that people are spending less time on the app, we would not launch that experiment. That's what we're doing. And it's actually worked out.
谢谢你。谢谢你。非常好的问题，Justin。关于收益保障度，让我来描述一下我们如何开发产品。我们提高产品质量的方法是进行众多AB测试。每个AB测试通常旨在改进某些方面，改进方式可能是提高收益、增加应用程序的吸引力或更好地教学，通常都有具体的目标。除了每个AB测试的目标外，我们还有这些保护与度量指标。例如，如果一个AB测试的目标是提高收益，我们可能会做一些像让订阅按钮变大之类的东西。但我们还要观察它对用户凝聚力和学习效果的影响，我们只会发布不影响我们保障度指标的实验。因此，如果让订阅按钮变大会导致用户在应用程序上花费的时间减少，我们不会发布这个实验。这就是我们正在做的事情。事实证明，这样做很有效。
We've been doing this for years and it's worked out really well to be able to grow our monetization, which without having an impact on our user engagement, which just to remind you for us internally, we believe user engagement and user growth is the single most important thing because from that all kinds of good things come up. I mean, when we grow a user, even if it's a free user, we have the chance to convert them into paying subscribers over the next several years because they'll continue coming to do a link. So this is how we think about that.
我们已经这样做了多年，并且效果非常好，可以增加我们的收益，同时不影响我们的用户参与度。我们内部一直认为用户参与度和用户增长是最重要的事情，因为从中我们可以获得各种好的事物。我是说，当我们增加一个用户，即使是免费用户，我们有机会在未来几年将他们转化为付费订阅者，因为他们将继续使用我们的链接。这就是我们对此的想法。
In terms of AI, we're extremely excited. I'm personally extremely excited about AI since we launched to a link. The goal has always been to make something that can teach you as well as a one-on-one human tutor, but without the one-on-one human tutor because one-on-one human tutors are expensive and not very scalable. So that's been the goal and we've been using AI from the beginning to be able to do that. Now the main way in which historically we've used AI is we've looked at all the exercises that our users solve and at this point we're getting about a billion exercises solved by our users every day and we use that to improve how well we teach. In particular, we use that to try to give users the right exercise at the right time. So we try to make sure that you get exactly the right exercise and we use all the data from our users. We've built a very sophisticated model called bird brain that can do that.
在人工智能方面，我们非常兴奋。我个人非常兴奋人工智能自从我们上线以来。我们的目标始终是要创造出一种教育方式，它能像一对一的人类教师一样教育你，但又不需要一对一的人类教师，因为一对一的人类教师昂贵且不具有可扩展性。因此，这一直是我们的目标，我们一直在利用人工智能来实现这个目标。历史上，我们主要使用人工智能的方式是分析我们用户解决的所有练习题。目前，我们的用户每天解决了大约10亿个练习题，我们利用这些数据来改进我们的教学。特别是，我们尝试通过使用这些数据在正确的时间为用户提供适当的练习题。我们使用了一种名为“鸟脑”的非常复杂的模型来实现这一点。
Now over the last few months, we've had this amazing thing of generative AI and ever since that came out of it, we got early access to it. We started developing features for it and what's amazing about it is it's like having a really good writer on staff. It allows us to just have a really good language that can come pretty quickly. So that has allowed us to develop new features. For example, we developed two new features as part of our new higher tier subscription offer called Dueling on Max. One of them is called Explain My Answer, which basically explains whenever you have a mistake, it gives you a human language understandable explanation. The other one is called Roll Play, where you can basically roll play or you can pretend to be something like a pretend to be ordering a croissant in France or something. So that gives you conversational practice.
最近几个月来，我们可太妙了！因为我们开发了生成式人工智能技术，我们得以提前接触到它，开始为它开发各种功能。这个技术就像拥有一个很优秀的编写者在团队里一样，可以让我们迅速得到精准的语言表述。因此，我们的团队开发了一些新功能，其中包括我们新推出的高级订阅服务Dueling on Max。其中之一是"解释我的答案"，简单来说，就是在你犯错误时，会给你用可理解的人类语言来做出解释。另一个功能是"角色扮演"，你可以扮演某些角色，比如扮演在法国点一个十字煎饼的人，这可以帮助你练习对话。
So, so far, we've decided to use AI to try to teach closer to a human. That's also of course going to allow us to get into other areas. So we are going to be investing in making, for example, our other app, our math app, for example, better, a Dueling Go ABC better. We're also going to be using AI to create content faster and cheaper.
到目前为止，我们决定使用人工智能来尽可能地让教学更接近人类的方式。当然，这也将允许我们进入其他领域。因此，我们将投资于使我们的其他应用程序（例如数学应用和决斗围棋ABC）更好。我们还将使用人工智能来更快、更便宜地创建内容。
So, you know, there's the part that is online that is live where people are interacting with the AI, but there's also the part that is offline where we just generate a lot of the content faster and cheaper. So, you know, in our case, we just think there's there's there's a massive opportunity to make our apps teach better. Be more engaging, which is really important and also to, you know, have lower costs.
你知道的，我们有在线和离线两种部分，互动式AI是在线部分，而我们在离线部分则更快更便宜地生成内容。所以，在我们的情况下，我们认为有巨大的机会让我们的应用程序更好地教育、更有吸引力，并且降低成本。
Yeah, and just to jump in there, Justin, I think the one additional point I would make that I think is our not-so-secret weapon is Luis on this. You can tell by his answer there how excited he is. I mean, it's really been a dream of his to have this type of technology so you can teach in this way.
嗯，就加入进来吧，贾斯汀，我认为我想要补充的一个重要点，也是我们不那么秘密的武器，是路易斯。你能从他的回答中看出他有多兴奋。我是说，拥有这种教学技术真的是他的梦想。
解释：说话人认为路易斯是他们的重要力量，因为他对这种教学技术非常兴奋和热情。
I mean, he really wrote his PhD thesis on how humans and computers could work better to learn better together. So, it's just a moment in time we're pretty lucky that he's leading us through this. It's great. Great.
我的意思是，他真的写了他的博士论文，研究人类和计算机如何更好地共同学习。因此，我们现在非常幸运，他正在带领我们通往更好的未来。这太棒了，太棒了。
Thank you both. Thanks, Justin.
谢谢你们两位。谢谢，Justin。
这句话是一句感谢的话语，表示对两位的感谢之情，其中 Justin 是其中一位受者的名字。
And your next question comes from Ralph Shuckert of William Blair. Good afternoon. Thanks for taking the other questions. Just curious on doubt amount strong yet again in soft further acceleration in the quarter, which is really impressive. Just curious if there's anything you call out there driving that really strong growth once again. And then second question, I know you've been testing pricing in different international markets. Just curious what sort of trends you're seeing there and how users are responding to different pricing plans. Thank you.
下一个问题来自William Blair的Ralph Shuckert，下午好，感谢您回答其他问题。我很好奇，季度中的疑虑量再次强劲，软件进一步加速，这真的非常印象深刻。我只是想知道有没有什么推动这种强劲增长的驱动因素。然后第二个问题，我知道您一直在不同的国际市场测试定价策略。只是好奇，您在那里看到了什么样的趋势，用户如何对不同的定价计划做出反应。谢谢。
Thank you, Ralph. In the case of the DAU and MAU, in your right, we keep getting the product, our main product, the Dueling of Language Learning up, keeps getting more and more engaging. Our DAU, to MAU, ratio, keeps getting better and better, we're at 28% now. And the reason for that is just because we keep running more and more AB tests that make our product more engaging. That's really it.
谢谢你，Ralph。关于DAU和MAU，你说得没错，我们的主力产品——语言对决，不断增加其互动性。我们的DAU/MAU比例越来越好，现在已经达到了28%。这是因为我们不断进行各种AB测试，让我们的产品变得更加吸引人。就是这样。
And so the types of things that we do, we make our streak feature more prominent or just more intuitive. We make our social features better so that users get our friends to come back. So in general, we just have a very high performing growth area. And for us, our growth area, what it does is it grows our DAU's.
我们所做的事情类型是让我们的连续记录功能更突出或更直观。我们改进社交功能，让用户的朋友们回来使用。总的来说，我们的增长领域表现非常出色。对于我们来说，增长领域的作用是增加我们的日活跃用户。
And of course, our DAU to MAU ratio is going to get better and better because nobody in this company is looking at MAU's. So MAU's, it's nice. We report them on everything, but we are trying to grow our DAU's because we believe that getting somebody to come every single day is the right way to learn a language. You can't learn a language by coming one someone. So that ratio keeps getting getting better and better. And I would expect that to continue getting better.
当然，我们的DAU/MAU比例会越来越好，因为我们公司中没有人关注MAU。MAU是不错的指标，我们会在各方面进行报告，但我们试图增加我们的DAU，因为我们相信每天让人来使用是学习一门语言的正确方式。你不能只在参加某个活动时学习某种语言。所以这个比例会不断改善。我预计这种趋势会继续改善。
You know, your next question is about regional pricing. So just to remind everyone, when we IPOed a couple of years ago, we had the same price everywhere in the world. We of course knew that that was not the most optimal price. Over the last couple of years, we have tried prices in every country. And at this point, in most regions in the world, in most countries in the world, the price makes sense in that it's pretty correlated with the GDP for that country.
你知道，你接下来要问的问题是关于区域定价的。所以我提醒大家一下，当我们在几年前上市时，我们在世界各地的价格是一样的。当然我们知道那不是最优的价格。过去几年，我们在每个国家尝试了不同的价格。现在，在世界上大多数地区和大多数国家，价格是合理的，因为它与该国的国内生产总值(GDP)相当相关。
So the prices make sense that has been an increase in, you know, that has implied already an increase in our bookings. I should say the increase was nice. We took it, of course, but it wasn't life-changing because what happened with the prices was, you know, in wealthy countries like the US or Europe, the prices remained pretty similar. Sometimes they went up a little bit, but they remained pretty similar. Whereas in poor countries, the prices went down quite significantly. And what that did is, it got a lot more people to buy.
因此，价格上涨是有意义的，这已经意味着我们的预订增加了。我应该说这个增长很好。我们当然接受了它，但它并没有改变生活，因为价格的变化主要是在像美国或欧洲这样的富裕国家，价格保持相对稳定。有时会稍微上涨，但基本保持稳定。而在贫穷国家，价格显著下降。这导致更多的人购买。
But you got to remember, these are poor countries where digital subscriptions are just not as mature or, you know, sometimes people don't even have payment methods. So we saw the decrease of prices in these poor countries as an important step in monetizing them. But, you know, we also understand that, you know, over a year.
你得记住，这些国家是贫穷的国家，在这些国家数字订阅并不成熟，有时候人们甚至没有支付方式。因此，我们认为在这些贫穷国家降低价格是将其商业化的重要一步。但是，我们也理解，这需要一年甚至更久的时间。
So over the next few years, more things have to happen in order for us to monetize this as well as we're monetizing the wealthy countries. Thanks, Louise.
在未来的几年内，我们需要采取更多措施，使我们像对富裕国家一样有效地进行盈利。谢谢，路易丝。
All right. Next question comes from Andrew Boone of JNP Securities. Okay, thanks for taking my questions.
好的。下一个问题来自JNP证券的安德鲁·布恩。好的，谢谢你回答我的问题。
One on Max. I would assume that Max is attracting a more advanced learner to the platform. Is that true? What are you seeing in terms of the type of learners that are actually adopting Max?
关于Max的问题。我认为Max正在吸引更加高级的学习者来到该平台，这是真的吗？你们实际上看到采用Max的学习者类型方面有什么情况？
And then secondly, just brought a question on LLM's more broadly, how do you think about this changing the competition for Duolingo or you at all concerned there? What comes top of mind as you thank for that? Thanks so much.
其次，我想问一下关于LLM的问题，您如何看待这对Duolingo的竞争形势的影响？您是否有任何担忧？您现在的第一反应是什么？非常感谢。
意思：对LLM的问题表示疑问，询问对Duolingo竞争形势的影响，是否担心。请回答您的想法。感谢。
Thank you, Andrew. Okay, in terms of Max, you know, I should say, so we're, we were super happy that we launched Max exactly the day that GPT-4 was announced. So we're super happy that we put that out there very fast.
谢谢，安德鲁。关于Max，我们非常高兴，可以说我们在GPT-4公布的那一天正好推出了Max。所以我们非常高兴我们能够迅速发布这一产品。
Now, of course, when we put that out there, we didn't give it to all our users. We gave it to only a small fraction of our users. And the reason for that is because that's how we do product development here at Duolingo.
当然，当我们发布它时，我们并没有将它提供给所有用户，而是只提供给了一小部分用户。这是因为这是我们在Duolingo进行产品开发的方式。
We start with a small fraction of our users and then particularly for complex features like Max or like our home screen redesign or like the family plan or anything. It usually takes us about a year to optimize it on small groups of users and then we start giving it to more and more users. That is just how we do product development. That is what's happening with Max.
我们通常从我们的用户中挑选一小部分，尤其是针对像Max、我们的主屏幕重新设计或像家庭计划等复杂功能。我们通常需要大约一年的时间将其优化在小组用户中，然后开始将其提供给越来越多的用户。这就是我们产品开发的方式。这就是Max正在发生的事情。
So at this point, we can't really give, for example, metrics for Max or anything like that because we just don't know where this will end up. But what I can say is there's a lot of demand for this higher tier, which is good. We're happy with that. There's also demand for the actual features.
目前为止，我们无法给出例如最大值等指标，因为我们不知道这将最终如何。但我可以说的是，对于这种更高级别的需求很大，这是好的。我们对此感到满意。实际功能也受到了需求。
And now to your question about whether this is attracting more advanced learners, the honest answer is we don't know. It is a number of people are buying it. It's hard to know whether they're more advanced learners or not, but they're very interested. They may be more committed or wealthier. It's probably the things that I would say rather than more advanced, but it's just hard to know what it's doing.
现在针对你关于是否更吸引高级学习者的问题，诚实的回答是我们不知道。虽然有很多人正在购买它，但很难知道他们是否属于高级学习者，但他们对它很感兴趣。他们或许更有投入度或更富裕。这或许是我想说的东西，而不是更高级的学习者，但实际情况很难知晓。
I should also say because when we were preparing a map would kill me if I did not say that you should not include Max in your models because we ourselves are not including Max in our model. It is too early to tell. So that's the thing with Max.
我还应该说一下，因为当我们在准备地图时，如果我不说的话，Max会找我麻烦。我们自己的模型中也不包括Max，所以你的模型中也不应该包括它。现在还为时过早，所以我们对Max的态度如此。
With the language models and competition, this is just not something we're particularly worried about.
有了语言模型和竞争，这不是我们特别担心的事情。
There's enough modes for us. For example, large language models are this great thing that allow you the train on the whole world wide web. They have this very generic information. Whenever you ask it to write something, it's basically what the world wide web would say. It's kind of like the average of what the world wide web would say.
我们有足够的模式。例如，大语言模型是一种非常好的东西，它允许你在整个互联网上进行训练。它们具有非常通用的信息。每当你询问它写什么时，它基本上就是互联网会说的东西。它有点像互联网会说的平均值。
What they don't have, they're not trained with, for example, data about how people learn a language. Or they're not trained with all the data we have. We have a lot of data.
他们缺乏的东西就是他们没有接受过相关训练。比如，人们学习语言的数据他们没有掌握。或者他们缺乏我们所拥有的所有数据。我们拥有大量数据。
So the way we use these large language models is kind of on top of how we do our AI for our own stuff. We have this huge data mode of all the people that are learning a language with us. It is 10, 20 times larger than any of our competitors. That's one thing.
因此，我们使用这些大型语言模型的方式，有点类似于我们如何为自己的人工智能服务建立生态系统。我们有一个巨大的数据模型，包含所有与我们一起学习语言的人。这个数据模型比我们的任何竞争对手都大10到20倍。这是其中一个方面。
We also have the distribution to even if we just apply the large language models without any tweaks, which we're not doing. We're actually tweaking them. But even if we did that without any tweaks, we still have much larger distribution than anybody else. That's a big thing.
我们即使仅使用大型语言模型而不进行任何调整，也具有分布优势，但我们正在对它们进行调整。即使没有任何调整，我们的分布仍然比其他任何人都大得多。这是一件很重要的事情。
We also have other modes like the fact that our product is so engaging and our brand and also all our engaging characters, like the like our owl being passive aggressive and stuff like that.
我们还有其他模式，比如我们的产品非常引人入胜，就像我们的品牌以及所有令人着迷的角色，比如我们的猫头鹰是消极攻击，等等。
So this is just not something that we're particularly worried about in terms of in terms of competition. Hopefully that answers your question.
所以在竞争方面，这并不是我们特别担心的问题。希望这回答了你的问题。
Okay, next question comes from Ryan McDonald of Needham. Thanks for taking my questions. Greg's on the awesome quarter. Luis, maybe just piggybacking off of that topic.
好的，下一个问题来自Needham的Ryan McDonald。感谢您回答我的问题。格雷格（Greg）的业绩非常出色。路易斯（Luis），或许可以在这个话题上再深入一些。
As you think about sort of Max and sort of the evolution of it as you sort of mature and scaling it out, I think one of the benefits of why such at GBT sort of gains so much adoption so quickly is not only was it powerful, but it was also free and learners got to experiment without it.
当你思考Max的类型以及它随着成熟而演变和扩大规模时，我认为GBT之所以能够如此迅速地获得广泛采用的好处不仅在于它的强大，而且因为它是免费的。学习者可以进行尝试而不必付出代价。
So as you think about rolling out the features more broadly with Max, how do you balance sort of functionality with pricing given obviously in Max's as a sort of fairly steep increase relative to the core? Do a super dual link out?
当您考虑与Max一起广泛推出功能时，如何平衡功能和价格，鉴于Max的定价相对于核心而言相当高？是否需要进行超级双链接输出来解决问题？
Yeah, that's an excellent question. It's something that over time we're going to see what features belong somewhere or what features belong where. At this point, we're happy that we have, you know, we had the standard free tier. We've always had a super dwelling or for the last five years, we've had kind of the pay tier.
嗯，这是一个很好的问题。随着时间的推移，我们将会看到哪些功能应该放在哪里。目前为止，我们很高兴拥有标准免费层。在过去的五年中，我们一直有高级住所或者付费层。
We knew that adding an extra higher tier was going to be good for the business. So GPT-4 was a good excuse, a good reason to add a higher tier for the business.
我们知道增加额外的高级别对业务有好处。因此，GPT-4是增加高级别的好借口，好理由。
And now we have these three tiers. And over the next literally years, it's going to take us years, we're going to be figuring out where to put each feature. And we're going to do what we think is best for our business. And it's important to mention. Of course, we care about revenue and everything, but the single most important for us is our free user growth because that leads to good stuff everywhere. So yes, if we see that certain things make more sense in the free tier, we'll put them there.
现在我们有这三个级别。在接下来的几年中，我们将会花费数年时间来确定每个功能的所在位置。我们将会为我们的业务做出最好的决定。当然，我们关心收入等等，但对我们来说最重要的是我们免费用户的增长，因为这将带来很多好处。所以，如果我们发现某些事情在免费级别中更有意义，我们会将它们放在那里。
Now the one thing that I'll mention, which is important to mention, is providing particularly live access to large language models is not super cheap. For example, in our case, we use OpenAI, we have to pay them for GPT-4, etc. So for now, we keep these features in the highest pay tier so that we can actually pay for that cost. Over time, though, we expect that the cost of querying large language models is going to go down quite significantly. And that may allow us to do certain other things, for example, for the free tier. So it's just something that is going to evolve over time. And it's kind of a little early to tell where these features are going to end up in an ongoing basis.
需要注意的一件事是，为大型语言模型提供特别的实时访问并不便宜。例如，在我们的情况下，我们使用OpenAI进行GPT-4等方面的付费。因此，我们将这些功能保留在最高付费层，以便我们可以支付这些费用。然而，随着时间的推移，我们预计查询大型语言模型的费用将大幅降低。这可能会使我们能够为免费层做出某些其他的事情。所以这只是一个随着时间而演变的事情。现在很难预测这些功能将来会以什么形式持续存在。
Makes sense. I appreciate the color. That was my good question. That was my lame and sort of bad when I apologized if I missed this. But what really struck me on the metrics is the nice jump quarter recorder and paid subs. And if I missed to apologize, but was there anything that you, in terms of a specific region or sort of specific feature that you attribute that large jump that you saw sort of fourth quarter, first quarter on the paid subs side?
有意义。我欣赏你提供的信息。那是我问的好问题。当我道歉说如果我错过了什么时，那是我无力的和有点糟糕的地方。但是，真正引起我的注意的是，在数据上看到的季度录制量和付费订阅的好跳跃。如果我遗漏了什么需要道歉，但是在你看来，有具体的区域或特定的特点，被归因于你所看到的付费订阅方面那个大的跳跃，第四季度和第一季度？
Well, there's a number of things. So our paid subscriptions just have been consistently growing, you know, ever since we launched our subscription. That's just basically they just keep growing and growing and growing. And there's no single reason for that. I mean, we just get better and better at converting our users. And we do that by a number of things. I mean, one of them is just making this description more interesting by adding more features to it. Or improving the features for it. But also by merchandising, we get a lot better at knowing when to advertise the subscription, what to say to you to get you to subscribe. So all of that, just we run enough AB test that gets us, you know, to more and more subscriptions. I think that's the main answer. That's just the standard thing that keeps happening every quarter. So there was a jump. There's been a jump in, I would say, every quarter that since we've been public. Yeah, since we've been public, we've seen a nice trend up in conversion. And basically every quarter. So I, you know, I think this recent quarter was just kind of continued strength in our conversion trends based on what Louie said. Right. Thanks again, congrats on a great quarter. Thank you, Ryan.
我们的付费订阅不断增长，这可能是由于我们不断改进和优化服务，使订阅更具吸引力，还有更加精准的营销策略，我们不断进行A/B测试，从而获得更多的用户订阅。这是我们每个季度都经历的标准趋势，自从我们上市以来，每个季度都有一个明显的增长。最近的一个季度也秉承了我们的这个趋势。感谢您，Ryan，祝您季度业绩亮眼。
Okay, next question comes from Mario Lou at Barclays. Great. Thanks for taking questions. The first one is, you know, why is love language not a real TV show? Yeah. Listen, a lot of people have asked us for it. But, you know, we're concentrated right now on on our main business, I think is the answer. But internally, I would say, but if we had a vote, have the employees would vote to make it a real show or more than that.
下一个问题来自巴克莱的马里奥·卢。很好，谢谢您接受问题。首先是，您知道为什么《爱的语言》不是一档真正的电视节目吗？是的，听到很多人这样问我们。但是你知道，我们现在正专注于我们的主要业务。但是在内部，我会说，如果我们有一次投票，员工们大多数都会投票让它成为一个真正的节目或更多。
Got it. Yeah, my vote as well. The first one is on DAU's. You know, you said it's a very important metric that you guys track, accelerated in the first quarter. I guess any main drivers for this acceleration, I know you guys talked about, you know, compounding. But is this social media like TikTok? Like the newest promotion, anything to call out? And then how should we think about DAU's for two Q and rest of the year?
明白了，对啊，我也同意。第一个是关于DAU的。你知道，你说这是你们追踪的一个非常重要的指标，在第一季度加速了。我想知道这个加速的主要驱动因素是什么，我知道你们谈到了复合增长。但是这是社交媒体像抖音一样吗？有没有最新的促销活动需要提醒一下？那么我们该如何考虑二季度和今年剩下的DAU呢？
Yeah, so I mean, the, you know, the main reason our DAU's keep growing is because our product keeps getting better. That's it. I mean, we can track that. We know that and it's this compounding effect of just it becoming stickier and stickier. That's the main reason. Now, there are other reasons, for example, you know, you mentioned marketing. We, we, we, we keep getting more, more efficient and better at marketing.
嗯，我的意思是，我们的DAU不断增长的主要原因是因为我们的产品不断变得更好。这就是它。我的意思是，我们可以追踪到这一点，这就是变得越来越黏性的复合效应。这是主要原因。当然，还有其他原因，例如你提到的营销。我们在营销方面越来越高效和优秀。
We have really found our marketing team has really found it stride in terms of what are the things that the levers that work and don't. For example, we have found the organic social media is really good for us. TikTok is an example, but it's not just TikTok. I mean, we do really well in Twitter. We do really well in Instagram. So we just found that we have a brand that is very good for social media and its organic is not paid stuff. So that works really well. We have found that influencers work and this is paid, paid influencers work really well in certain countries, particularly in Asia and Latin America. Pay influencers work really well. And we have also found that some small amount of performance marketing in usually in cheaper markets works also really well for us.
我们的市场团队已经找到了一个积极的步伐，明确了哪些要点是有效的，哪些是无效的。例如，我们发现有机社交媒体对我们非常有益，TikTok 就是一个例子，但不仅仅是 TikTok。我们在 Twitter 和 Instagram 上也表现得非常出色。因此，我们发现我们的品牌非常适合社交媒体，而不是有偿的内容。这真的很有效。我们发现有影响力的营销很有效，特别是在亚洲和拉丁美洲等某些国家。有偿的影响者在这些地区非常有效。我们还发现，在通常比较便宜的市场中，进行少量的表现营销也非常有效。
So, so these are the things that have that we have found work well and combined all of this has just, you know, keep keep accelerating our DAUs. In terms of what to expect for Q2, I'll let Matt speak to that, but I, you know, I think the one thing that I'll say is it's very nice that our users keep the growth of our users has been accelerating for. I don't know how many quarters in a row by now.
因此，这些事情是我们发现运作良好的，将它们结合起来只会一直加速我们的DAU。关于第二季度可以期待什么，我会让Matt发表意见，但是我想说的一件事就是，我们的用户增长一直在加速，不知道已经连续多少个季度了，这真的很不错。
Obviously, this can't go on forever. That's the one thing that I'll say. I don't think we can have 300 quarters of accelerating user growth at some point. We run out of people. That was, that was going to be my point is we feel really good about the seven quarters since we've been public. It can't go on forever and we can still have really strong user growth even if it doesn't accelerate. So it's not a requirement that things accelerate. Just, you know, we want to stay strong and we like the trends so far in this year. Great.
显然，这种情况不能一直持续下去。这是我想说的一件事。我不认为我们可以在某个时候连续有300个季度的用户增长加速。我们会用尽人头。我的观点是，我们对自上市以来的七个季度感到非常满意。这种情况不能永远持续下去，即使不加速，我们仍然可以拥有非常强大的用户增长。所以，这不是必须要加速的要求。我们只是想保持强大，迄今为止今年的趋势也很好。太好了。
Thank you. And then just one more on Gross margins. If we look at COGS, you know, I assume a big portion of it is App Store fees. There's this new ruling from the Apple vs Epic core case where, you know, apps can now go directly to consumer if you will. I guess what is dual-in-go strategy in terms of potentially going to direct a consumer and kind of expanding Gross margins that way. Thanks. Yeah.
谢谢。关于毛利率，如果我们看一下成本费用，我认为其中很大一部分是应用商店费用。在苹果 vs Epic核心案件中有一个新的裁决，即如果您愿意，应用现在可以直接面向消费者。我想知道，如果采用直接面向消费者的策略，对于扩大毛利率方面，Dual-in-go策略是什么。谢谢。
So I mean, historically, we've been pretty clear that, you know, we view the App Store as good partners. Luis mentioned part of our advantage earlier as being our incredibly widespread distribution. And that's, you know, in part because of the App Store is our margins on our subscription products have gone up because more and more users are staying on our platform for longer than a year and that reduces our App Store fees. And that's our primary way to, you know, increase subscription gross margins over time.
我是说，历史上，我们一直清楚地认为，我们视应用商店为好的合作伙伴。Luis之前提到过我们的优势之一是我们极为广泛的分发渠道。这在一定程度上是因为应用商店的存在，让我们的订阅产品毛利润率上升，因为越来越多的用户在我们的平台上停留时间超过一年，这减少了我们在应用商店的费用。这是我们增加订阅毛利润率的主要途径。
As far as the other, you know, taking different taxs, that's not really been something we've experimented with in path, past, but it's not really been a focus and I don't expect it to be a focus for us in the near term. Thank you. Thank you. Great.
就其他事情而言，比如采取不同的税收方式，这并不是我们在过去的道路实践中尝试过的事情，而且这也不是我们关注的重点，我也不指望它成为我们近期的重点。谢谢。谢谢。太好了。
And next question comes from Arvind Romani, a Piper Sandler. Thanks, David. All the good questions that I've been taken. So I guarantee my stinky questions. So I wanted to ask about during our English test, I know it's not a big part of the story, but, you know, it's kind of, I think it drives a decent amount of optionality if some of the dominant or fallen plays.
下一个问题是来自Piper Sandler的Arvind Romani。谢谢，David。我已经问了所有好问题，所以我保证我的问题有点“臭”。 我想问的是关于我们的英国测试，我知道这不是故事的主要部分，但是，您知道的，如果一些主导或倒塌的游戏发生了，它可以提供相当多的选择权。
Where does that stand in terms of like, either broader acceptance from universities or, I think you said the British or the Canadian government are the other sort of like big dominant, get it rolling. Yeah, thank you for the great question. I mean, the Dueling English test is something that we're all very excited about. Me personally, I'm very excited about the Dueling English test.
这个问题是说，就比如说从更广泛的大学接受，或者你说英国或加拿大政府这样的大型主导者推动方面，这个测试在其中处于什么地位。非常感谢您这个好问题。 我们大家都对这个Dueling English test感到非常兴奋，包括我个人，我非常期待这项测试。
As you said, it provides quite a bit of functionality. It's also, it's quite complimentary to the Dueling or Language Learning app because, you know, if we are able to really win at that, that would help us, you know, own the score that people use to talk about their languages. What we really would love to get to is to a point where, as opposed to people saying, you know, when they're asked how much French, you know, as opposed to people saying, oh, I took four years of French in high school, we want people to say, oh, I'm a Dueling go 65.
就如你所说，它提供了相当多的功能。它与Dueling或者Language Learning应用程序非常配合，因为如果我们真的能够在这方面取得胜利，这将帮助我们在人们谈论他们的语言时占据得分的优势。我们真正希望达到的目标是，与其让人们说自己在高中上了四年的法语，我们希望他们能够说自己是一个Dueling go 65。
That's of course, that's going to take a while, but that's kind of where we want to get to. And the Dueling English test is one of the ways in which that, you know, that type of score will get a lot of legitimacy. So we're, you know, we're very excited by it. It keeps growing. So it's growing nicely. Now, of course, I should mention that it's important to say it's, it's about 10% of our revenue.
当然，这需要一些时间，但这正是我们想要达到的目标。双打英语考试是我们获得这种成绩认可的方式之一。我们对此非常兴奋，因为它不断发展壮大。当然，我必须提及它对我们的收入只占了约10%的重要性。
The growth of the Dueling English test is not going to be as smooth as the growth of our Language Learning app, which is just kind of this very predictable, very smooth growth because the Dueling English test has just these, these externalities, like, for example, government's accepting it, universities accepting it. So the growth is going to be just less smooth, but we're, you know, we're very happy with the progress. We've made a lot of progress with among US institutions. We're making now good progress with Canada, Australia, and the UK. And that we keep growing the number of accepting institutions there.
与我们的语言学习应用程序相比，Dueling英语测试的发展不会像我们的应用程序那样顺利。这是因为Dueling英语测试存在很多外部因素，例如政府和大学的认可等。因此，这种发展可能会不太顺利，但我们对取得的进展感到非常满意。我们在美国的机构中取得了很多进展，现在在加拿大、澳大利亚和英国也取得了很好的进展，并且我们不断增加认可机构的数量。
Now, you mentioned governments. Yes, we are working on acceptance by the UK government and, you know, Canadian and Australian government. Of course, the UK being the bigger one. That's just going to take some time. The, you know, they have a call for proposals for tests, which hasn't even gone out. We don't know when that's going to go out. And it's, you know, they've been talking about it for the last year. So at some point, it'll go out. It's completely outside of our control. And so that'll, you know, that's the thing about dealing with governments. Yeah, yeah, that's terrific.
你提到了政府。是的，我们正在努力获取英国、加拿大和澳大利亚政府的认可，当然，英国是最重要的一个。这需要一些时间。他们正在呼吁测试提案，但还没有公布。我们不知道什么时候会公布，他们去年就一直在讨论。这完全超出我们的控制范围。这就是与政府打交道的问题。是的，是的，非常好。
And then, you know, just in terms of kind of your math, you know, like if you can share some, some of, I don't know if you've been missed it, but any kind of metrics and sort of usage or anything, you're sort of willing to kind of kind of share terms of kind of progress you made on math.
然后，你知道，在数学方面，如果你能分享一些指标、使用情况或任何进展方面的信息，你是否愿意分享一些呢？我不知道你是否遗漏了一些东西。
Yeah, we're not sharing exact metrics yet, but we are very happy with the growth is what I can tell you. I mean, it's growing very nicely. You can probably look at, you know, there's ways to track metrics external. And you can see that it's growing very nicely.
是的，我们目前还没有分享具体的数据指标，但是我可以告诉你的是，我们对于增长非常满意。我是说，它的增长情况非常良好。你可以通过外部的方式追踪一些数据指标，看到它的增长情况非常好。
Terrific. Yeah, that sounds, that sounds very, thank you. Thanks, Arvin.
太好了。是啊，这听起来非常不错，谢谢。谢谢你，阿文。
And next question comes from Nash in Lera BFA.
下一个问题来自Lera BFA中的纳什。请表达你的意思，并尽可能使它易于理解。
Hey, thank you guys. I think I'm last here, but Luis, you're in a computer scientist and a language learning expert. You're a perfect person to ask this question because I really, I've been asked this a lot recently and told this is going to happen. I really want to know, I'm trying to figure out how is a search box going to teach me French?
嘿，谢谢大家。我想我是最后一个发言的，但Luis，你是一名计算机科学家和语言学习专家。你是问这个问题的完美人选，因为最近我被问了很多次，并且被告知这件事会发生。我真的很想知道，我正在努力弄清楚搜索框如何教我法语？
You mean how is a search box like like a chat GPT going to teach you French?
你的意思是搜索框和聊天GPT有什么关系，如何能教你法语？
Yeah, it's really amazing. I keep getting told again and again that chat GTP is going to teach me languages. And I'm truly a little hard, hard press to figure out how that would work. Do you have any ideas?
是的，那真的很惊人。我一遍又一遍地被告知聊天GTP将会教我语言。我真的有点难以理解这是如何实现的。你有任何想法吗？
Well, I'll tell you this. I am sure there exists some subvant out there who can probably learn French by just querying something like chat GPT. Similarly, for hundreds of years you've been able to learn French by reading books, books have been out there. You can actually, in fact, some people, a small number of people can actually learn a language by reading a bunch of books. But your average person does not have enough motivation or enough aptitude to be able to really learn a language by reading books.
好的，我告诉你吧。我相信一些专业的人员可以通过查询类似于Chat GPT的信息来学习法语。同样，几百年来，人们通过阅读书籍学习法语，书籍一直都在。实际上，有些人可以通过阅读大量的书籍来学习一种语言。但平均人没有足够的动力或天赋来通过阅读书籍真正学会一门语言。
Similarly, I don't think that they can just sit there with just a search box and be like, hi, and then it just usually your average student just does not even know what to ask. And also the other big problem is keeping yourself motivated. We've always thought, and this is something that I think sets us apart from most educational companies, we've always thought the hardest thing about learning something is staying motivated.
同样地，我认为他们不能只凭借一个搜索框然后说“嗨”，通常普通学生并不知道该问什么。另外一个大问题是如何保持自己的动力。我们一直认为，这是与大多数教育公司不同的地方，最难的学习过程就是保持自己的动力。
And the reason we believe that is because the technology to learn anything has been, therefore, like thousands of years, it's called books. You could actually learn almost anything. You want to learn quantum mechanics? You actually can. You can go and read a book. It just turns out the vast majority of people choose not to because it's really boring. So the hardest thing about learning anything is staying motivated. And so that's the thing. And that's what really sets us apart with Duolingo that we really are, you know, we are going to use things like GPT-4, but we're going to combine it with things to keep you more motivated. And also, guide you through it. I mean, if you have no guide, it's very hard. I mean, this is like asking you to just learn math by yourself. You can, but it's the vast majority of people just won't do it.
我们之所以相信这一点，是因为学习任何事物的技术已经存在了数千年，那就是书籍。你几乎可以学习任何东西。你想学习量子力学吗？你可以读书。只不过大多数人选择不这样做是因为这实在太无聊了。所以学习任何东西最难的就是保持动力。这就是我们与Duolingo最不同的地方，我们将使用像GPT-4这样的技术，但我们还将与之结合一些可使您更有动力的东西。同时，我们还会为您提供指导。如果没有指导，学习会非常困难。这就像让你自学数学一样。你可以做到，但绝大多数人不会这样做。
Great. Great. Thank you.
太好了。太好了。谢谢你。
And more serious question. How do I size should mark it? I know you brought up the billion people around the world who are actively learning a foreign language. And my guess is of your current subscriber base, half of which, probably, are in the US, all of which, the bulk of which are adults, I would say 100% of that group, at least, was not actively learning a language before Duolingo. So how do I use what could possibly be the way to know where you come in your penetration cycle? Because I'm looking at this accelerating DAUs and MAUs. And I'm just wondering, you know, everybody's trying to figure out when and where this goes.
还有一个更严肃的问题。我该如何衡量市场规模？我知道您提到全球有数十亿人正在积极学习外语。我猜您当前的订阅用户群体中，半数以上位于美国，而大部分用户为成年人。我可以说，在使用Duolingo之前，至少有100%的用户群体并没有积极学习语言。那么，我该如何利用可能是了解市场渗透周期的方式来衡量？因为我在观察这个应用日均活跃用户和月均活跃用户的增长速度，不知道这个应用何时何地到达顶峰。
It's a really good question to which, you know, the most honest, we ourselves don't really know. I'll tell you the things we know, we know a few things. There's, it's about two billion people in the world are learning a foreign language. They're spending about 60 billion a year that is that we know that.
这是一个非常好的问题，实话实说，我们自己其实也不太清楚。我会告诉你我们所知道的一些事情，我们知道一些东西。全世界大约有20亿人在学习外语。他们每年花费大约600亿美元，这是我们知道的。
We also know, which is very similar to what you said, if you look at a country like the US, we're massively growing the market. 80% of our users in the US were not learning a language before Duolingo. They were not in the market. So we also know we're growing the market. And it's because we make it so easy and we make it so, you know, we make it so that people can use Duolingo with no friction, essentially get very engaged with it. And then they feel good that they're, well, they're learning a language. They feel good about that.
我们也知道，与你说的非常相似，如果你看看像美国这样的国家，我们正在大规模地扩大市场。在美国，80%的用户之前没有学习语言，他们不在市场中。所以我们也知道我们正在扩大市场。这是因为我们让学习变得非常容易，让人们可以无障碍地使用Duolingo，并且非常投入。然后他们会感到很好，因为他们正在学习一门语言。他们会为此感到高兴。
So it's hard to say exactly where this will stop. I mean, I wish I knew. If I knew, I would tell you. But we do know that there's a lot more room. I mean, we have, I think the latest numbers are 73 million MAUs. There's a couple of billion people out there actively learning a language. So even if we weren't growing the market, there's still more room. But again, we're growing the market. So it's, it's really, you know, my answer to you is, I wish I knew.
很难准确地说这个市场会到达什么程度。我希望我能知道，如果我知道，我会告诉你的。但我们确实知道还有很多增长空间。最近的数据显示我们有7300万月活跃用户，而全球还有数十亿人在积极学习语言，所以即使我们不扩大市场，仍然有更多的空间。但是我们正在扩大市场。所以我的回答是，我希望我知道。
Great. Thank you. Exactly. And we have no more questions. I'll turn it back to Luis. That's it. I mean, you know, thank you. Thank you for all the great questions.
非常好。谢谢。没错。我们没有更多的问题了。我会把话题转回给路易斯。就这样。我的意思是，谢谢。感谢你们提出的所有好问题。
You know, it is, it is our dream to be able to make apps that really teach, you know, as well as humans can. And this is what we've been working on. And we're going to continue working on that. So that's, you know, that's the dream that I have. This is a dream that this company has.
你知道，我们的梦想就是能够制作出真正像人类一样教授知识的手机应用程序。这正是我们一直在努力的方向，我们也将继续不断地努力。我个人，以及我们公司都拥有这个梦想。
But the single most important thing that I can end this with is to remind you, beg you to please do your language lessons today.
但是我要强调的最重要的一点是，请务必完成你的语言课程学习，我恳求你今天一定要做。