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Teradata Corp (TDC) Q1 2019 income name Transcript

Logo of jester cap with thought bubble.picture source: The Motley fool.

Teradata Corp  (NYSE:TDC)Q1 2019 salary CallMay. 02, 2019, 5:00 p.m. ET

Contents:
  • organized Remarks
  • Questions and answers
  • name individuals
  • prepared Remarks:

    Operator

    decent afternoon. My name is Mary Emma and i could be your conference operator nowadays. at the moment, i want to welcome all and sundry to the Q1 Teradata revenue conference name. All strains have been positioned on mute to avoid any historical past noise. After the speakers' remarks, there can be a question-and-answer session. (Operator guidance) thank you.

    i'd now like to flip the call over to Gregg Swearingen, VP of Investor family members. You may additionally begin your conference.

    Gregg Swearingen -- vp of Investor relations

    respectable afternoon and welcome to Teradata's 2019 first quarter earnings call. Oliver Ratzesberger, Teradata's President and Chief govt Officer will lead their name nowadays, adopted by means of Mark Culhane, Teradata's CFO who will then focus on their economic outcomes. Their discussion today contains forecasts and other counsel which are regarded ahead-searching statements. while these statements reflect their existing outlook they are subject to number of dangers and uncertainties that could cause genuine outcomes to differ materially. These possibility components are described in Teradata's 10-k, 10-Q and other filings with the SEC.

    On modern day call they can even be discussing certain non-GAAP fiscal information which excludes such items as inventory-primarily based compensation expense and different particular items described in their revenue unlock together with acquisition, reorganization linked can charge, asset impairments and capitalized utility building can charge. they will additionally discuss other non-GAAP objects reminiscent of free cash move and constant currency revenue comparisons.

    A reconciliation of their GAAP consequences to their non-GAAP effects and other suggestions regarding these measures is included in their salary free up which is purchasable at investor.teradata.com. A replay of this conference call might be available later today on their website. Teradata assumes no duty to replace or revise the information provided throughout this convention call no matter if because of new counsel or future results.

    And now i could turn the call over to Oliver.

    Oliver Ratzesberger -- President and Chief government Officer

    decent afternoon, everyone. on account that my appointment as CEO I've spent gigantic time with their valued clientele and internal teams in all regions of the globe and these interactions have been really energizing. In a large number of meetings with senior executives and their megadata purchasers, they needless to say addressing the complexities and challenges of brand new analytics landscape is significantly vital. As they're recognizing that Teradata can uniquely carry the energy of pervasive information intelligence, so that they can combine and leverage their corporations facts even with scale, extent or complexity.

    This offers a superb beginning point for modern day dialog. because it is obvious they have the correct method and are executing to win. In Q1 they grew ordinary earnings by 13% in consistent currency, grew ARR by way of 12% in regular currency and passed guidance for EPS. They also remain very pleased with the swift cost of shoppers are carrying on with to adopt their subscription mannequin. Mark will cover these and different monetary consequences in more detail in a couple of minutes. nowadays i'll spotlight 4 key takeaways for you.

    First, we've made enormous growth in executing their approach. 2nd, effective demand continues for their Teradata Vantage platform and they are increasing their competitive place as a result of this potent answer. Third, we've brought new asset service choices for Vantage to aid consumers follow their center of attention to getting the solutions they need as opposed to managing their infrastructure. and eventually, i will share one of the crucial superb consciousness their know-how is receiving from main industry analysts.

    As they get began it is important to observe that we've made enormous progress in executing their approach and realigning their go-to-market mannequin. They focused on and accomplished the alignment of their sales teams to supply differentiated coverage of their target megadata consumers. As a reminder these megadata organizations are the realm's most traumatic gigantic-scale clients of information requiring huge scale and pace. We're also making development in aligning their consulting components to greater value and higher margin engagements. this can pressure improved consumption of their application by using their megadata shoppers. they now have viewed strong demand and adoption of Teradata Vantage.

    within the quarter they had two new megadata shoppers who diagnosed that Vantage transforms the statistics they have into the answers they should aid them develop and be successful in modern-day data-driven world. They also noticed latest purchasers more and more turn to Vantage to aid and utilize their statistics to locate the answers to their toughest challenges. Let me spotlight a number of examples. Air France KLM neighborhood is expanding its analytic ecosystem with Vantage performing go-channel analytics for bettering services and client experiences as it analyzes the sequence and direction of the customers' interactions via diverse channels.

    a global medical gadget manufacturer makes use of Teradata as an analytics hub that helps or not it's whole enterprise. it is accelerating its business strategies and driving new give chain in services analytics using Vantage computing device learning and graph capabilities to streamline manufacturing and cut back device downtime. one of the most world's greatest transportation organizations has chosen Vantage as the most suitable and powerful solution for decreasing information silos and harnessing diverse facts at scale. it's leveraging Vantage to deliver advancements in company operations including decreasing fuel charge, expanding safety and managing their network.

    Barclays has invested in a new Vantage platform to help strategic initiatives in superior analytics and in modernization of its business resolution capabilities. And an S&P 500 oil and gasoline producer selected Vantage delivered as a carrier to acquire and integrate actual-time sensor statistics from its fleet of rigs helping to drill smartly safer, quicker and on target. At their drilling records-as-a-carrier solution delivers solutions on cell and computing device devices. These are only a number of examples that illustrates Vantage is changing the online game for their valued clientele and they are recognizing its vigour to convey solutions to all constituents of their firm.

    the unequalled energy of Vantage is additionally strengthening their aggressive position. We're winning against both more moderen cloud start-united states of americaand their normal opponents. in the quarter they beat Snowflake in a few alternatives. The amount of negative comments they are hearing on over promised Snowflake capabilities is expanding. businesses are having so as to add more technology to are trying to get Snowflake working but even then it doesn't meet performance expectations or deliver commercial enterprise business consequences. here are a few examples of their competitive wins.

    in the meantime in opposition t a cloud competitor at Sony photographs enjoyment assisting Sony obtain success in maximizing cost in revenue forecasting, eco-friendly lining competitive information and customer journey. one of the crucial greatest European DIY megastore chains is adding Vantage for retail analytic enterprise circumstances. The retailer notably accept as true with aggressive offerings of Vantage's capabilities demonstrated the energy of pervasive information intelligence and received the deal. a big (ph) American professional sports league signed up for Vantage as a provider working on AWS.

    Leveraging the big analytic capabilities of Vantage to stronger bear in mind lifetime value, force personalised targeting and messaging to raise its fan event. They received regardless of the company's long-standing partnership with a competitor. Vantage is tailor made to support firms get probably the most return from their investments and focal point on what actually matters, getting answers, now not managing their IT infrastructure. With their these days announced as-a-provider choices they are actually helping purchasers simplify their operations and drive an more advantageous adventure of adopting and leveraging Vantage to support them expand their analytic used situations whether on major within the cloud or hybrid atmosphere.

    Our technology is getting severe recognition from leading business analysts demonstrating that their choices are meeting purchasers and market needs and that their know-how innovation continues. Teradata ranked the highest in each use case in Gartner's file on important capabilities for facts management solutions for analytics. This file is according to feedback from precise-world users and offers miraculous exterior validation that their approach is on point. And Teradata became once more named as a frontrunner in Gartner's magic quadrant for information management solutions for analytics.

    We have been recognized for their means to simplify analytical ecosystems with Teradata Vantage and their focus on supplying analytics that count. finally Teradata became recounted for their market-leading customer records administration and analytics capabilities in Forrester Wave for actual-time interaction management. This recognition demonstrates that we're using market changing innovation. in order I turn the name over to Mark, i would like to remind you of my 4 key takeaways.

    First they have made gigantic development in executing their approach. second, they are seeing robust demand and adoption for Teradata Vantage and are expanding their aggressive position. Third, their new as-a-service offerings for Vantage aid customers focus on getting the answers they need in preference to managing their infrastructure. and eventually their innovations continue to garner unbelievable focus. The Teradata team is still persistent in their pressure to raise their momentum, improve their market management beat the competition and set the bar excessive for the total trade.

    we are moving sooner than ever before and the Teradata group is main the dialog around the vigour of data to reshape the world. by the way challenging the reputation quo and moving it such an accelerated tempo is not easy and i wish to beef up how proud i'm of their Teradata people in their commitment to execute their strategy make a change and win. This group is energized concentrated and dedicated to bringing price to their customers and shareholders. And that could not be greater happy with their fabulous people.

    Now, let's turn to Mark.

    Mark Culhane -- Chief fiscal Officer

    Thanks, Oliver and first rate afternoon, everybody. They continue to look respectable customer endeavor in Q1 constructing on the powerful momentum we've generated in this fall. customers are very fascinated and engaged, getting to know about how Teradata Vantage, their analytics platform helps them combine and consolidate their analytic workflows below one platform while decreasing their normal IT spend. Their method is clearly working and their first quarter performance was highlighted by 72% of their bookings being subscription-based mostly which became in keeping with their annual tips of 70% or bigger.

    ARR grew over 12% in consistent foreign money or 9% as reported. all the way through the primary quarter, they multiplied ARR by way of $12 million in consistent currency or $11 million as reported. For a total ARR stability of $1.319 billion on the conclusion of the first quarter. They noticed just a few enormous subscription transactions in the Americas push into early Q2 which would have greater than doubled the Q1 pronounced ARR and would have additionally contributed to ordinary earnings for Q1. they now have closed or within the manner of closing these transactions.

    Our backlog on the conclusion of the primary quarter turned into approximately $2.5 billion, a rise of forty three% 12 months-over-yr. recurring revenue become $331 million and elevated year-over-yr 13% in consistent currency or 10% as said. Perpetual utility license and hardware revenue become $31 million a year-over-12 months decrease of fifty five%.

    As I discussed at their Analyst Day remaining December they expect to eventually cease selling on a perpetual groundwork. As they proceed their transition we're seeing less interest from shoppers buying on a perpetual basis than they are expecting it. And hence they continue to predict declines 12 months-over-12 months in perpetual profits because of this. The perpetual salary they do record is almost all hardware connected which most likely consists of lessen margins than utility and materially impacts perpetual earnings gross margin as i'll talk about in a moment. And consulting profits become $106 million in Q1 a decrease of 21% 12 months-over-year. As a reminder they are moving their consulting approach to focal point on their goal market of megadata agencies.

    And within that goal market to prioritize bigger value, greater margin enterprise-linked consulting that drives accelerated consumption of Vantage, their application-based mostly analytics platform. As i discussed on their this autumn call as they make this shift in their consulting company they predict a significant discount in consulting profits as well as some short-time period affect on their consulting margins. besides the fact that children long term they are expecting a whole lot larger consulting margins.

    before I proceed to highlight their first quarter working consequences please be aware except otherwise cited my comments these days reflect Teradata's consequences on a non-GAAP foundation which excludes gadgets corresponding to stock-based mostly compensation expense and other particular items recognized in their income release. in terms of gross margin, ordinary salary gross margin changed into 71% versus 73.2% in Q1 2018 and in response to their expectation.

    Our latest quarter complete recurring revenue mix incorporates more subscription-primarily based salary as compared to prior 12 months which carried more perpetual license-related maintenance and software improve rights that have better margin profile than subscription-based income due to the fact that subscription revenue pulls each utility and hardware. this will lowers the ordinary income gross margin versus the prior period. They proceed to predict ordinary revenue gross margins within the low 70% range. Perpetual earnings gross margin changed into 29% as in comparison to forty.6% in Q1 2018.

    The yr-over-12 months decline turned into due to perpetual revenue combine being predominantly hardware connected as in comparison to prior yr. Consulting revenue gross margin become terrible 2.8% as in comparison to poor 3% in Q1 2018. As up to now mentioned as they realign their consulting company to their strategy, the near-term profitability might be impacted. besides the fact that children the changes we're making are meant to materially enhance the profitability of this enterprise longer term. typical gross margin turned into 51.5% within the first quarter in comparison to 48.4% in the prior 12 months length.

    As a complete salary mix shifts to extra habitual profits versus non-routine profits. Turning to operating fees. selling, usual and administrative cost became $129 million in Q1, a reduce of $13 million or 9% from the primary quarter of 2018. The yr-over-year decline in SG&A changed into pushed via reduce go-to-market headcount as we've realigned their sales elements around their megadata and commercial markets to align organizational capabilities with their approach. research & development price changed into $seventy one million and accelerated 4% from $sixty eight million in the first quarter of 2018 as a result of persevered investments in each their Vantage Analytics Platform and cloud initiatives.

    operating margin changed into 8.eight% versus 6.9% in Q1 2018. The yr-over-year enhance become largely as a result of gross margin development from earnings combine shift and decrease working charges. Teradata's non-GAAP tax cost changed into 27.8% for the primary quarter of 2019 versus 25.8% in Q1 2018, with the better fee pushed by way of the timing of discrete tax objects recognized in the quarter. in consequence EPS within the first quarter changed into $0.22 which was bigger than their suggestions latitude of $0.18 to $0.20.

    The upside in EPS changed into driven by means of the favorable profits combine shift larger typical gross margins and lessen prices. Turning to cash stream. internet money provided via working actions become $49 million in Q1 2019 compared to $184 million in the first quarter of 2018. 2019 mentioned money movement from operations as in comparison to 2018 were predominantly impacted via here objects, payments related to reorganization and restructuring of their go-to-market and operations services which totaled $29 million in Q1 2019.

    Meaningfully greater variable compensation payments resulting from this fall full 12 months 2018 financial efficiency. And meaningfully reduce billings because of shift to subscription-primarily based transactions which adjustments the timing of billings versus historic perpetual license-connected transactions and renewal of maintenance and improve rights. historically the giant majority of perpetual license protection and improve rights expired on 12/31 and had been build in January which resulted in giant Q1 billings and money collections and raises to deferred profits.

    Now with the flow to subscription, billings ensue within the quarter the flow to subscription passed off and the billings happened extra right through the 12 months versus historically in Q1. money used for capital expenses and additions to capitalized software building cost became $16 million in Q1 a lessen from $28 million in Q1 2018. subsequently, suggested free cash flow for the first quarter was $33 million in comparison to $156 million within the identical length of 2018.

    As mentioned earlier Q1 free money circulation blanketed $29 million of cash related to reorganizing and restructuring their go-to-market and operations services. Given the transition to subscription-primarily based transactions, they believe quarterly year-over-12 months comparisons of money circulation don't seem to be as meaningful as annual full yr comparisons. Turning to the balance sheet. As of March 31, 2019 cash turned into $723 million. Deferred profits at the conclusion of Q1 become $669 million, a rise of $seventy four million from the conclusion of 2018 and a rise of $65 million from the end of Q1 2018.

    The sequential boost turned into as a result of the shift to a subscription model and the timing of renovation billings involving legacy perpetual contracts. And the year-over-year raise changed into in particular due to the shift of their business mannequin to a subscription-based transaction model. during the primary quarter they purchased about 1.2 million shares of Teradata's inventory for $58 million. on the end of Q1 2019 they have about $230 million of final share repurchase authorization.

    Turning to advice which is dependent on many variables including the mix and timing of bookings, currency fluctuations and other factors. They now are expecting involving foreign money about a 1% to 2% factor of headwind on a full yr-over-year profits comparisons.

    With a 2% to three% point headwind for the 2nd quarter. They proceed to expect 70% or high full yr bookings mix to be subscription-based mostly transaction. They continue to predict annual ARR to develop about eleven% to 12% in 2019 and full 12 months recurring earnings to increase approximately 10% to 11%. For Q2 they are expecting $336 million to $340 million of routine profits. For the full year they expect perpetual income to decline at the excessive end of their prior decline counsel range of $150 million to $200 million from the prior 12 months. And they expect consulting profits to decline at the high end of their prior 15% to 20% decline counsel as they realign and center of attention their consulting substances on bigger value larger margin consulting engagements in their megadata target market.

    We proceed to predict recurring salary gross margin in 2019 to be in the low 70% range. longer term they are expecting their recurring revenue gross margin to enrich as they more and more benefit efficiencies and leverage their Vantage and cloud-related investments. They continue to are expecting perpetual gross margins to be approximately 35% to 40% for 2019 and they now expect consulting gross margins in high-single digits for the full yr 2019 as they proceed to align the consulting company to their method.

    In total they expect standard gross margins to increase about 3 facets to four aspects from 2018 ranges and they predict working margin to improve a couple of features over the prior 12 months. They continue to are expecting their full year non-GAAP tax expense to be approximately 20% which is based on 2018th full year tax cost. as a result they proceed to are expecting non-GAAP EPS to be $1.45 to $1.55 for the total year. this is based on full 12 months weighted ordinary shares surprising of approximately 119 million shares. And for the second quarter non-GAAP EPS is expected to be within the $0.28 to $0.30 range in response to a 22% non-GAAP tax price and $119 million weighted common shares unbelievable.

    Turning to their expectations related to free money circulate. They mentioned annual 2019 free cash circulation is expected to be about $140 million to $160 million which contains funds for their reorganization realignment of their go-to-market and operation functions.

    As they have had more time to evaluate and estimate the money linked to their realignment and reorganization efforts, they now are expecting those money funds to be approximately $60 million to $eighty million. with the exception of these money payments, their 2019 free money movement can be about $200 million to $240 million. Their projection of free cash flow is discipline to many variables including however not restricted to subscription bookings mix, the amount of capital charges required to support new subscription transactions as smartly because the billing frequency of such new subscription transactions.

    As I shut, I need to emphasize that they are encouraged with the multiplied client activity and pleasure in their Vantage analytics platform. they are off to an excellent start in Q2 and their deal pipeline is robust which gives us confidence to achieve their assistance for the full year. and i also wish to thank Gregg Swearingen for his decades of carrier to Teradata. Gregg may be leaving Teradata for personal household explanations and should be transitioning during the end of the year. and i am very comfortable to welcome, Nabil Elsheshai (ph) to Teradata who might be taking up for Gregg.

    And with that operator they are able to take questions.

    Questions and solutions:

    Operator

    (Operator guidelines) Your first question comes from Brad Reback with Stifel. Your line is open.

    Brad Reback -- Stifel -- Analyst

    notable. Thanks very lots. Oliver, in case you believe concerning the competitive wins this quarter, peculiarly in opposition t the cloud providers and Snowflake. How lots do you think of that needed to do with the new tech stack versus one of the crucial new compensation plans that you've put available for the revenue force? Thanks.

    Oliver Ratzesberger -- President and Chief executive Officer

    I feel there are two parts to the competitive wins. firstly, Vantage as a know-how stack is obviously advanced in comparison to what we're seeing from some of these cloud vendors. And the 2d issue is we're seeing valued clientele as I mentioned before who've tried out the applied sciences like they have got achieved in the past with Greenplum and with Netezza. and they are simply finding a lot of shortcomings. So simply coming collectively in -- is permitting us to truly permit their valued clientele with Vantage, to deliver the company results that they need that they cannot get out of solutions like Snowflake.

    Brad Reback -- Stifel -- Analyst

    splendid. thank you very a lot.

    Operator

    Your next query comes from Derrick wood with Cowen and enterprise. Your line is open.

    Derrick wood -- Cowen and company -- Analyst

    great. Thanks. Mark, I are looking to make clear the comments you made on both significant deals that slipped. and you outlined that ARR I consider would've been double. i believe you're speakme about increase charges and i imply -- and it sounds such as you're insinuating one has closed one remains in the procedure. just -- are you able to flush out some extra aspect round these slipped deals?

    Mark Culhane -- Chief fiscal Officer

    bound. sure, Derrick. So sure, they had a few deals push out to Q1 and perhaps both closed or within the technique of closing. Had these happened in March like they at the start predicted, the suggested ARR, the $12 million consistent forex, $11 million as reported would had been greater than double that. These had been great transactions that, like I said have both already closed or in the system of closing.

    Derrick wood -- Cowen and business -- Analyst

    k. And -- I suggest, you guys made a number of structural adjustments at the beginning of the year. you could have acquired an external transition around a brand new head of income. you have modified the go-to-market to ARR more committed focal point on megadata valued clientele. are you able to simply touch on how it's long gone so far? and kind of now that you're into it little bit more what you predict the dividends to be as you -- over the next a couple of quarters?

    Oliver Ratzesberger -- President and Chief govt Officer

    Yeah. Derrick, here is Oliver. first of all, they made some very decent progress in the first quarter, doing this restructuring. They are actually behind, they are achieved, right? As you referred to, they are also hunting for a brand new Chief profits Officer to basically assist us take that software subscription business to the subsequent stage and are making good development there. So they suppose the hard work that they must do beginning of the year is accomplished. And it sets us up within optimized structure worldwide to pressure the amount of subscription, software revenue and increase in ARR and habitual profits that they said, they might be using.

    Mark Culhane -- Chief financial Officer

    Yeah. and that's why Derrick, they referred to we're very comfortable with turning out to be ARR eleven% to 12% for the 12 months. They think definitely decent about the place they sit down.

    Derrick wood -- Cowen and company -- Analyst

    got it. okay. Thanks.

    Operator

    Your subsequent query comes from Wamsi Mohan with bank of america. Your line is open.

    Wamsi Mohan -- financial institution of the usa Merrill Lynch -- Analyst

    sure. thanks. Mark just to make clear on this prior query around deal push outs. As you are closing these deals right here in 2Q, why is that no longer leading to a stronger guide in that recurring salary boom in the 2nd quarter? And just to clarify, is that also tied to the enterprise environment in EMEA? I imply, it feels like the company declined a lot more in that place versus other regions. and i have a follow-up for Oliver.

    Mark Culhane -- Chief fiscal Officer

    Yeah. so as to your first query these deals -- they've closed or within the system of closing. So we're now not going to get a full quarters of earnings attention amortization in Q2. Secondly, now they have had additional FX headwinds now that which are impacting 1 factor to 2 point on a full yr however it's 2 aspects to three facets in Q2 up from the place they have been earlier than. So it really is had some have an effect on. These have been no longer regarding EMEA. EMEA's earnings 12 months-over-yr is down as a result of a big decline in perpetual. that's what's riding that.

    Wamsi Mohan -- bank of america Merrill Lynch -- Analyst

    ok. Thanks for that. after which Oliver, you mentioned winning towards Snowflake in some circumstances are you able to talk a bit bit about the scale of the setting up? where you guys have received these head on? and how much workloads the consumers have been focused on? thanks.

    Oliver Ratzesberger -- President and Chief government Officer

    Yeah. they now have considered Snowflakes essentially at the low conclusion of scale. statistics mark like purposes in -- what they are seeing is that once shoppers have tried to take workload to that that they've ended up with distinctive circumstances of Snowflake that they required. moreover that, fairly an awful lot all of them are also telling us they needed to supplement it with different applied sciences and different databases, as a way to get the workloads to run.

    In customary, they see Snowflake primarily at the very low end of their smaller shoppers. And even there they are listening to that the scale and the complexity issues are outweighing the benefits that they first concept they might get with it. And so it really is a big part of that shift in momentum.

    Wamsi Mohan -- financial institution of the us Merrill Lynch -- Analyst

    thanks.

    Operator

    Your subsequent query comes from Katy Huberty with Morgan Stanley. Your line is open.

    Katy Huberty -- Morgan Stanley -- Analyst

    thanks. simply from a excessive level what should still they make of the proven fact that perpetual is falling off sooner than you expected, however you might be no longer seeing a coincident upside in ARR and routine income? Then I actually have a observe-up.

    Mark Culhane -- Chief fiscal Officer

    Yeah. hi, Katy, this is Mark. So they nevertheless believe truly first rate in regards to the full 12 months e book on ARR. So they predict that we're not off course. however yes, perpetual goes to be on the greater end of that $one hundred fifty million to $200 million decline. certainly their comp plan is being excluded and we're because in their overseas markets where they notion probably it would not movement as fast. but it is.

    Katy Huberty -- Morgan Stanley -- Analyst

    When -- just as a observe-up to that question. just in Europe the place you observed that you saw big drop off in perpetual. Are all of these valued clientele planning or within the process of moving to a subscription mannequin for you to construct into your recurring income as they move through this 12 months?

    Mark Culhane -- Chief monetary Officer

    sure.

    Katy Huberty -- Morgan Stanley -- Analyst

    after which just as a observe-up on free money flow. Mark, three months in the past you knew you have been going to do the restructuring and reorg, however you are taking down free money stream these days. It seems like on the back of those fees, just I mean, what changed during the last quarter when it comes to the outlook round free money movement?

    Mark Culhane -- Chief monetary Officer

    ok. So first of all, i am not taking down free money stream. there's no longer been a transformation. I mentioned excluding the reorg costs we're $200 million to $250 million. And they didn't have a fine latitude of what the reorg expenses have been going be, as a result of they were executing via that at the time of the q4 call in early February and now we've a much better believe for what it truly is.

    The $60 million to $80 million, which remains in that $200 million, just call it $240 million as a result of they pointed out it can be as much as $ninety million in funds. They don't consider that now probably closer to $eighty million. And so what I stated is if you consist of these then or not it's $one hundred forty million to $one hundred sixty million, with the exception of those we're $200 million to $240 million which is the place they noted they thought we'd be on the q4 name.

    Katy Huberty -- Morgan Stanley -- Analyst

    okay. thanks.

    Operator

    Your next question comes from Raimo Lenschow with Barclays. Your line is open.

    Raimo Lenschow -- Barclays -- Analyst

    whats up, question for Oliver. As you speak with guys about Vantage, are you able to see the place they are in terms of taking that as a common theory in terms of like on-premise deployments and cloud deployments versus truly already going to the cloud? the place are they in that existence cycle? thanks.

    Oliver Ratzesberger -- President and Chief govt Officer

    Raimo, thanks. And by the way firstly thanks to Barclays for investing greatly into Vantage here currently. They see Vantage adoption all through the hybrid cloud. obviously, there's current shoppers that put into effect Vantage on-premises and are supplementing it with cloud situations, as I've given you additionally examples today several new clients are deploying Vantage as a carrier within the cloud in the numerous kinds of cloud that they offer. So or not it's a mix.

    we've Vantage available each in hybrid and in multi cloud. And they see that combine going ahead. Their megadata organizations right now are predominantly in the on-premises world however lots of new business it truly is coming in is in the cloud and this is where Vantage it in reality differentiates itself towards other cloud suppliers

    Raimo Lenschow -- Barclays -- Analyst

    ideal. neatly performed. thank you.

    Operator

    we now have time for a further caller and the query comes from Phil Winslow with Wells Fargo. Your line is open.

    Phil Winslow -- Wells Fargo -- Analyst

    hello, guys. Thanks guys for taking my question. i'm just curious they used to focus on flooring sweeps when it comes to refreshing your historical product. i do know most likely issues are shifting towards utility online and cloud. but just for the legacy consumers that still have these box on-premise. I suggest, any sort of color that you might supply on type of your sort of huge flooring sweeps big upgrades. i've been seeing no matter if it would be this quarter or maybe last couple of quarters or what do you see in the pipelines? type of more color there and maybe variety of how individuals are buying if it's nevertheless the way they are considering it et cetera that could be valuable.

    Mark Culhane -- Chief monetary Officer

    Yeah. I think in terms of what we're seeing is that the giant majority of boom that we're seeing in adoption is new workloads. yes, current shoppers from time to time do this as a part of ground sweeping current know-how into this. And by the way, the undeniable fact that Vantage is wholly backward suitable with prior Teradata choices makes that convenient for consumers to execute on. however the majority of increase in the ARR that they see and as they see in the funnel is basically about adoption of latest capabilities and Vantage. And it's what's riding their self belief.

    Phil Winslow -- Wells Fargo -- Analyst

    incredible. Thanks, guys.

    Operator

    i will be able to now turn the name again over to Oliver Ratzesberger for final feedback.

    Oliver Ratzesberger -- President and Chief executive Officer

    k. Thanks, everybody. They continue to be exceptionally assured in their approach and their course. Their shoppers are validating their should leverage their statistics in service of their business and are hastily adopting Teradata Vantage to give the answers they want most. And we're winning towards competition out there.

    Our people are among the most effective within the company and stay enthusiastically concentrated on and committed to delivering cost to consumers and shareholders. They appear forward to updating you next quarter. thank you. Bye.

    Operator

    This concludes latest conference name. You may additionally now disconnect.

    length: 42 minutes

    name participants:

    Gregg Swearingen -- vice chairman of Investor members of the family

    Oliver Ratzesberger -- President and Chief government Officer

    Mark Culhane -- Chief monetary Officer

    Brad Reback -- Stifel -- Analyst

    Derrick timber -- Cowen and company -- Analyst

    Wamsi Mohan -- bank of the us Merrill Lynch -- Analyst

    Katy Huberty -- Morgan Stanley -- Analyst

    Raimo Lenschow -- Barclays -- Analyst

    Phil Winslow -- Wells Fargo -- Analyst

    greater TDC evaluation

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