Aeva Technologies Inc (AEVA) 2023 Q4 法說會逐字稿

Good day.

再會。

My name is Molly, and I will be your conference facilitator.

我叫莫莉，我將成為你們的會議主持人。

I would like to welcome everyone to the Aeva Technologies Fourth Quarter and Full Year 2023 earnings conference call.

我謹歡迎大家參加 Aeva Technologies 第四季和 2023 年全年財報電話會議。

(Operator Instructions) As a reminder, today's conference call is being recorded and simultaneously webcast.

（操作員說明）謹此提醒，今天的電話會議正在錄製並同時進行網路直播。

I would now like to turn the call over to Andrew Fung, Director of Investor Relations.

我現在想把電話轉給投資者關係總監馮安德魯 (Andrew Fung)。

Andrew, please go ahead.

安德魯，請繼續。

Thank you, and welcome, everyone, to Aeva's fourth quarter and full year 2023 earnings conference call.

謝謝並歡迎大家參加 Aeva 第四季和 2023 年全年財報電話會議。

Joining on the call today are Salehian Soroush, Aeva's Co-Founder and CEO; and Saurabh Sinha, Aeva's CFO.

Aeva 聯合創始人兼執行長 Salehian Soroush 參加了今天的電話會議；以及 Aeva 財務長 Saurabh Sinha。

Ahead of this call, we issued our fourth quarter and full year 2023 press release and presentation, which we will refer to today and can be found on our Investor Relations website at investors dot nova.com. Please note that on this call, we will be making forward-looking statements based on current expectations and assumptions, which are subject to risks and uncertainties.

在此次電話會議之前，我們發布了2023 年第四季度和全年新聞稿和演示文稿，我們今天將參考這些新聞稿和演示文稿，您可以在我們的投資者關係網站Investors dot nova.com 上找到這些新聞稿和簡報。請注意，在本次電話會議中，我們將根據目前的預期和假設做出前瞻性陳述，這些預期和假設存在風險和不確定性。

These statements reflect our views only as of today and should not be relied upon as representative of our views as of any subsequent date.

這些聲明僅反映我們今天的觀點，不應被視為代表我們在任何後續日期的觀點。

These statements are subject to a variety of risks and uncertainties that could cause actual results to differ materially from expectations.

這些陳述受到各種風險和不確定性的影響，可能導致實際結果與預期有重大差異。

For further discussion of the material risks and other important factors that could affect our financial results, please refer to our filings with the SEC, including our most recent Form 10-Q and Form 10-K.

有關可能影響我們財務表現的重大風險和其他重要因素的進一步討論，請參閱我們向 SEC 提交的文件，包括我們最新的表格 10-Q 和表格 10-K。

In addition, during today's call, we will discuss non-GAAP financial measures, which we believe are useful as supplemental measures of Aeva performance.

此外，在今天的電話會議中，我們將討論非公認會計準則財務指標，我們認為這些指標可作為 Aeva 績效的補充指標。

These non-GAAP measures should be considered in addition to and not as a substitute for or in isolation from GAAP results.

這些非公認會計原則措施應作為公認會計原則結果的補充，而不是替代或孤立於公認會計原則結果。

A webcast replay of this call will be available on our Company website under the Investor Relations link.

本次電話會議的網路直播重播將在我們公司網站的投資者關係連結下提供。

And with that, let me turn the call over to Soroush

接下來，讓我把電話轉給索魯什

.

。

Thank you, Andrew, and good afternoon everyone. 2023 was a landmark year for Aeva.

謝謝你，安德魯，大家下午好。 2023 年對 Aeva 來說是具有里程碑意義的一年。

We reached a number of critical milestones that we believe puts us in a strong position to continue to lead in the growing adoption of FMCW LiDAR in automotive and beyond.

我們實現了許多重要的里程碑，我們相信這些里程碑使我們處於有利地位，能夠繼續引領 FMCW 雷射雷達在汽車及其他領域的日益普及。

I would like to highlight our key accomplishments.

我想強調我們的主要成就。

First, as we announced at CES, Daimler Truck selected Ava to be the exclusive supplier of long-range and ultra long-range LiDAR for their series production vehicle program as one of the world's largest commercial OEMs and a leader in deploying new technologies.

首先，正如我們在CES 上宣布的那樣，戴姆勒卡車選擇Ava 作為其量產車輛項目的遠程和超遠程LiDAR 的獨家供應商，作為全球最大的商業OEM 製造商之一和部署新技術的領導者。

Daimler Truck is very committed and well positioned to commercialize Highway Autonomy at scale.

戴姆勒卡車非常致力於將公路自動化大規模商業化，並且處於有利地位。

Our production agreement with Daimler Truck as a Tier 1 supplier for serious production is a massive validation of the performance.

我們與戴姆勒卡車作為嚴格生產的一級供應商簽訂的生產協議是對性能的大規模驗證。

Maturity and manufacturability have a unique 40 LiDAR.

成熟度和可製造性具有獨特的40 LiDAR。

Second we also secured production agreements elsewhere such as with May mobility or Aeva, 40 LiDAR will be used to broaden the operational design domain of main vehicles and industrial.

其次，我們也在其他地方獲得了生產協議，例如與 May moving 或 Aeva 簽訂的生產協議，40 LiDAR 將用於擴大主要車輛和工業的操作設計領域。

We signed our first production agreements with Micron, where we will leverage our lighter on chip technology, ability to deliver micron level precision to power knock-on high precision industrial inspection products.

我們與美光簽署了第一份生產協議，我們將利用我們的打火機晶片技術，提供微米級精度的能力，為高精度工業檢測產品提供動力。

Third, we announced and demonstrated Atlas, which is the world's first automotive grade for the LiDAR design for auto mass production.

第三，我們發布並展示了Atlas，這是世界上第一個用於汽車量產的LiDAR設計的汽車級產品。

Atlas utilizes our latest silicon innovation, including core vision, our fourth-generation LiDAR on-chip module, which integrates all optical components onto an even smaller silicon photonics platform.

Atlas 利用我們最新的矽創新技術，包括核心視覺、我們的第四代 LiDAR 晶片上模組，它將所有光學組件整合到更小的矽光子平台上。

As was X1, a new powerhouse system on chip processor for signal processing and processing and software.

與 X1 一樣，它是一款用於訊號處理、處理和軟體的新型強大系統單晶片處理器。

And fourth, we exited 2023 in a strong financial position with $346 million in cash and facility.

第四，我們在 2023 年結束時擁有強勁的財務狀況，擁有 3.46 億美元的現金和融資。

And note that Aeva has significant capital to support both our existing customers beyond their SOPs and execute on additional program wins and our pipeline.

請注意，Aeva 擁有大量資金來支持我們現有客戶超出其 SOP 的範圍，並執行額外的專案勝利和我們的管道。

Let's now discuss in more detail.

現在讓我們更詳細地討論一下。

Our recent business development.

我們最近的業務發展。

Daimler Truck series production program is a breakthrough win for Eva and a significant positive development for the industry, not only for the size of the opportunity, but also the validation of our technology and maturity from one of the largest and most reputable commercial vehicle OEMs in the world.

戴姆勒卡車系列生產計劃對Eva 來說是一次突破性的勝利，也是行業的重大積極發展，不僅是機會的大小，也是全球最大、最有信譽的商用車原始設備製造商之一對我們技術和成熟度的驗證。世界。

This is a clear indication of the industry's growing appreciation and shift towards FMCW. technology to enable even more advanced ADAS and Highway Autonomy functionality in vehicles in this multiyear production program, Eva will act as a direct Tier one to Daimler Truck supplying both long-range and ultra long range, 40 lighter This will enable highway seat autonomy for Daimler Trucks.

這清楚地表明該行業日益重視並轉向 FMCW。在這個多年生產計劃中，Eva 將作為戴姆勒卡車的直接一級供應商，提供遠程和超遠程卡車，減輕 40 噸的重量，這將為戴姆勒實現高速公路座椅自動化卡車。

First, production launch, starting with Freightliner's Class eight platform, which has volumes of around 100,000 vehicles annually.

首先是生產啟動，從福萊納的 Class 8 平台開始，平台每年的產量約為 10 萬輛。

We will also work closely with Tork, Daimler Trucks, independent subsidiary, developing the AV stack to integrate Aeva sensors and perception soft, the multiple number of sensors per vehicle and the level of integration results and significant content per vehicle that is multiples higher than a typical passenger vehicle program.

我們還將與獨立子公司 Tork、戴姆勒卡車公司密切合作，開發 AV 堆疊，以整合 Aeva 感測器和感知軟體，每輛車的多個感測器以及每輛車的整合結果和重要內容的水平比典型的乘用車計劃。

Together with a modest take rate that ramps over a multiyear period.

加上在多年時間內不斷上升的適度採用率。

We estimate a forward-looking order book of $1 billion over the estimated lifetime of the program.

我們預計，在該專案的預計生命週期內，前瞻性訂單總額將達到 10 億美元。

We are working towards our start production in 2026 to support Daimler Trucks production ramp by 2027 this win comes after multiple years of deep collaboration with Daimler Truck.

我們正努力在 2026 年開始生產，以支持戴姆勒卡車到 2027 年實現產量成長，這場勝利是在與戴姆勒卡車多年的深入合作之後取得的。

As we enter the next phase, we are off to a strong start in Q1.

當我們進入下一階段時，我們在第一季有了一個良好的開始。

We have already shipped many centers for Daimler Truck and torques fleet of vehicles and expect to increase product shipments over the course of this year.

我們已經為戴姆勒卡車和扭力車隊運送了許多中心，並預計今年將增加產品出貨量。

I would like to now elaborate more on why Daimler Trucks selected Aeva safety reporting Highway Autonomy at significant scale is a top strategic focus for Daimler Truck and the OEMC.'s Aeva 40 radar as a key enabler because of our technology opening up some of the most challenging highway driving use cases and the manufacturability of our technology.

我現在想詳細說明戴姆勒卡車為何選擇 Aeva 安全報告大規模高速公路自治是戴姆勒卡車和 OEMC 的首要戰略重點。Aeva 40 雷達作為關鍵推動者，因為我們的技術開放了一些最具挑戰性的高速公路駕駛用例以及我們技術的可製造性。

This determination comes after in-depth evaluation of Aeva, fortified our ability to meet Daimler Trucks, stringent performance requirements over the course of multiyear collaboration.

這項決定是在對 Aeva 進行深入評估之後做出的，在多年的合作過程中，增強了我們滿足戴姆勒卡車嚴格性能要求的能力。

Airbus combination of industry-leading range, instant velocity for every point and immunity to interference was instrumental in achieving a number of the OEM's challenging use cases that I viewed as critical for commercialization, for example, a highway emerge scenario where the truck needs to know what is approaching from behind it from a far distance given the amount of time it takes for the vehicle to accelerate highway speeds.

空中巴士公司結合了業界領先的航程、每個點的即時速度和抗干擾能力，有助於實現OEM 的許多具有挑戰性的用例，我認為這些用例對商業化至關重要，例如，卡車需要知道的高速公路出現場景考慮到車輛加速高速公路速度所需的時間，從遠處駛來的物體。

Ava 40 wide are consistently offered further and faster detection and classification of critical objects than was possible before with the existing sensor set with plans to ramp to significant volumes.

Ava 40 Wide 始終能夠比現有感測器組提供更進一步、更快速的關鍵物體偵測和分類，並計劃擴大到大容量。

Daimler Truck use Aeva LiDAR on chip technology with a fiber less silicon based architecture and our manufacturing capability as key differentiators that will enable us to support their production ramp as part of the RFQ process.

戴姆勒卡車使用 Aeva LiDAR 晶片技術和基於無纖維矽的架構，並將我們的製造能力作為關鍵的差異化因素，這將使我們能夠在詢價流程中支援他們的產量提升。

Daimler Truck also conducted extensive audits of our manufacturing line, internal processes and supply chain partners to ensure they meet the strict requirements of Daimler Truck standards.

戴姆勒卡車也對我們的生產線、內部流程和供應鏈合作夥伴進行了廣泛的審核，以確保它們符合戴姆勒卡車標準的嚴格要求。

We are incredibly proud to have received the highest rating category for manufacturing readiness and the confidence of DiamondRock in Aeva to act as a Tier 1 supplier for the Sears production program.

我們非常自豪能夠獲得製造準備度的最高評級類別，以及 DiamondRock 對 Aeva 作為 Sears 生產計劃的一級供應商的信心。

This is no small feat, especially for a company at our stage and points to the maturity and the quality of our organization.

這是一個不小的壯舉，特別是對於我們這個階段的公司來說，它顯示了我們組織的成熟度和品質。

I want to end this section of DiamondRock with why we are thrilled to be partnered and going to market together.

我想以為什麼我們很高興能夠合作並一起進入市場來結束 DiamondRock 的這一部分。

Aeva strategy continues to be partnering with leaders in their respective markets who have a shared commitment as well as the ability to scale deployments of LiDAR to mass volumes.

Aeva 策略繼續與各自市場的領導者合作，他們有共同的承諾，並且有能力大規模部署 LiDAR。

And this strategy is starting to pay off down.

這項策略已開始取得成效。

The truck is incredibly well positioned as a global leader in commercial vehicles with volumes north of 500,000 units annually.

該卡車在商用車領域處於全球領先地位，年銷量超過 50 萬輛。

As mentioned earlier, our production program win starts for the Class eight Freightliner platform, which is the top-selling platform and its segments at around 100,000 vehicles annually and representing 40% of the class eight market share and within this, Daimler Truck has 60% share of the large US fleet buyers of class-A trucks.

如前所述，我們的生產計劃從八級Freightliner 平台開始，該平台是最暢銷的平台，其細分市場每年生產約100,000 輛汽車，佔八級市場份額的40%，其中戴姆勒卡車擁有60% 的份額美國大型 A 級卡車車隊買家的份額。

They're likely first adopters of autonomous trucks.

他們可能是自動卡車的第一批採用者。

Importantly, Daimler Truck is also a leader in commercializing new technology being first to deploy Level 2 capabilities and series production in North America in 2019, they have a deep understanding of the needs of their customers and see highway autonomy as the next key strategic objective and logical step for the industry because for fleet operators, it is all about total cost of ownership and enabling hub-to-hub autonomous operations that can meaningfully improve efficiency while reducing costs as part of the path to commercialization.

重要的是，戴姆勒卡車也是新技術商業化的領導者，於2019 年率先在北美部署2 級能力並進行批量生產，他們深入了解客戶的需求，並將高速公路自動駕駛視為下一個關鍵策略目標，對於該行業來說這是合乎邏輯的一步，因為對於車隊運營商來說，這一切都與總擁有成本和實現中心到中心的自主運營有關，作為商業化道路的一部分，可以有意義地提高效率，同時降低成本。

Daimler Truck subsidiary toward is already deploying pilot autonomous program with leading logistics operators such as cider and CR England capture real-world insight and ensure critical requirements on that for series production as Daimler Trucks CYO. reaffirm on its earnings call last week, Highway Autonomy is a top strategic focus for the OEM.

戴姆勒卡車子公司已經與蘋果酒和 CR England 等領先物流運營商部署了試點自主計劃，以獲取現實世界的洞察力，並確保作為戴姆勒卡車 CYO 的系列生產的關鍵要求。在上週的財報電話會議上重申，高速公路自治是該 OEM 的首要戰略重點。

They continue to make strong progress from hardware, including sensors for the software stack, keeping them on track for serious production amortization by 2027.

他們繼續在硬體方面取得強勁進展，包括軟體堆疊的傳感器，使他們能夠在 2027 年之前實現嚴重的生產攤銷。

From there, Daimler Truck has publicly shared plans to reach significant volume scale with annual autonomy revenue contribution of $3 billion for Daimler Truck by 2030.

從那時起，戴姆勒卡車公開分享了計劃，到 2030 年達到顯著的銷售規模，每年為戴姆勒卡車貢獻 30 億美元的自動駕駛收入。

And we look forward to supporting their ramp.

我們期待支持他們的斜坡。

Let's now turn to Eva's growing commercial momentum. 2023 marked an inflection point as we began converting our engagements to multiple production awards in automotive and industrial the adoption of SMCW. technology is gaining traction, and we expect to continue to drive this in 2024.

現在讓我們來看看伊娃不斷增長的商業勢頭。 2023 年是一個轉捩點，我們開始將業務轉向汽車和工業領域的多個生產獎項，並採用 SMCW。科技正在獲得牽引力，我們預計將在 2024 年繼續推動這項發展。

Following our Daimler Truck production win, we have seen an uptick in our momentum in automotive, aligned with our strategy.

繼戴姆勒卡車產量獲勝後，我們在汽車領域的勢頭有所上升，這與我們的策略是一致的。

Our focus is on winning large production programs with customers well positioned to commercialize at scale.

我們的重點是贏得大型生產項目，讓客戶做好大規模商業化的準備。

We are currently engaged in multiple passenger vehicle RFQs, including with a new global top 10 passenger vehicle OEM and expect award decisions in the next six to nine months.

我們目前正在處理多項乘用車詢價，其中包括與一家新的全球十大乘用車原始設備製造商的詢價，預計將在未來六到九個月內做出授予決定。

The growing adoption of SMCW is becoming clear starting with commercial vehicles, and we expect the rest of automotive to move in the same direction.

從商用車開始，SMCW 的採用越來越多，我們預計其他汽車產業也將朝著相同的方向發展。

With Daimler Trucks selection to use Aeva 40 wide are three of the top four OEMs representing the vast majority of the North America Class eight market are now implementing SMCW. for highway autonomy.

隨著戴姆勒卡車選擇使用 Aeva 40 Wide，代表北美 8 級市場絕大多數市場的四大 OEM 中的 3 家現在正在實施 SMCW。實現高速公路自治。

This is a strong validation of the fundamental advantages of FMCW where long range instant velocity and immunity to interference can enable safe autonomous operation at highway speeds.

這是對 FMCW 基本優勢的有力驗證，其中遠距離瞬時速度和抗干擾性可以實現高速公路上的安全自主運作。

At AVA, we continue to progress on multiple opportunities for additional commercial vehicle programs in passenger vehicles.

在 AVA，我們繼續在乘用車領域的其他商用車專案的多個機會上取得進展。

A growing number of industry participants are publicly pursuing FMCW for next-generation solutions based on our engagements with OEMs a number of opportunities we are seeing the most traction are with OEM's experience with LiDAR that CFMCW. as a key enabler to future proof their plans to achieve Highway Autonomy at highway speeds in the start of the year.

基於我們與 OEM 的合作，越來越多的產業參與者公開尋求採用 FMCW 作為下一代解決方案，我們看到最有吸引力的機會來自 OEM 在 LiDAR 的經驗，即 CFMCW。作為未來證明他們計劃在今年年初以高速公路速度實現高速公路自治的關鍵推動者。

This now includes multiple passenger vehicle OEMRQs and a new top 10 passenger vehicle yet.

現在，這包括多個乘用車 OEMRQ 和一個新的前 10 名乘用車。

We expect these programs to start being awarded in the next six to nine months.

我們預計這些項目將在未來六到九個月內開始授予。

While we continue to work on additional production program wins, we are also on track to begin commercialization by the end of this year for our first industrial launch with MyCaller, we will follow this with automotive SOPs starting in 2025 and reaching scale by 2027.

在我們繼續努力贏得更多生產項目的同時，我們也預計在今年年底前開始商業化，透過 MyCaller 進行首次工業發布，隨後我們將在 2025 年開始推出汽車 SOP，並在 2027 年達到規模。

Moving now to our latest product development at CES.

現在轉向我們在 CES 上的最新產品開發。

Earlier this year, we introduced and demonstrated Atmos, which is the world's first automotive-grade.

今年早些時候，我們推出並展示了 Atmos，這是世界上第一個汽車級產品。

40 LiDAR designed for automotive production we believe Atlas will unlock the industry's ability to adopt FMCW for highway speed automation at scale.

40 LiDAR 專為汽車生產而設計，我們相信 Atlas 將釋放產業大規模採用 FMCW 實現高速公路速度自動化的能力。

And this is powered by our latest proprietary silicon innovations, including core vision, our fourth generation RAID-on-Chip module, which continues to integrate all optical components, also an even smaller amount.

這由我們最新的專有晶片創新提供支持，包括核心願景，我們的第四代片上 RAID 模組，它繼續整合所有光學組件，而且數量甚至更少。

Compared to conventional high-performance time-of-flight LiDAR solution is completely fiberglass and leverages as silicon photonics architecture to enable automated assembly for mass manufacturability at affordable costs.

與傳統的高性能飛行時間雷射雷達解決方案相比，它完全是玻璃纖維，並利用矽光子架構實現自動化組裝，以可承受的成本實現大規模生產。

In addition, Atlas utilizes AVOX. one, our new powerful FMCW.

此外，Atlas 使用 AVOX。一，我們新的強大的 FMCW。

LiDAR system on chip it seamlessly integrates data acquisition, buying cloud processing, scanning and application software.

LiDAR片上系統無縫整合了資料擷取、購買雲端處理、掃描和應用軟體。

To our knowledge.

據我們所知。

This is the first in the industry and comes after multiple years of investments in our silicon development and validation as a result of these enhancements.

這是業內首例，並且是經過我們對晶片開發和驗證的多年投資而實現的。

And this is over 70% smaller and consumes a quarter of the power of the previous generation, which enables passive cooling and new OEM integration options such as behind the windshield domino drug is the first major OEM to go to production.

與上一代產品相比，其體積縮小了70% 以上，功耗僅為其四分之一，從而實現了被動冷卻和新的OEM 集成選項，例如擋風玻璃後面的多米諾骨牌藥物是第一個投入生產的主要OEM。

With that, I would now like to discuss our key goals for 2024 at a high level, our focus remains on converting our growing commercial momentum to production awards while preparing for our first SOP first, we target winning two additional production programs in 2024, we are engaged in a number of automotive RFQs for production, including with a new global top 10 passenger vehicle OEM and industrial.

至此，我現在想在高層討論我們2024 年的主要目標，我們的重點仍然是將不斷增長的商業動力轉化為製作獎項，同時首先為我們的第一個SOP 做準備，我們的目標是在2024 年贏得另外兩個製作項目，我們從事多項汽車生產詢價，其中包括新的全球十大乘用車 OEM 和工業產品。

We also see opportunity to convert current engagements to wins with leading companies looking to leverage our unique SMCW. for the next-generation solutions.

我們還看到了與希望利用我們獨特的 SMCW 的領先公司將當前的合作轉化為勝利的機會。下一代解決方案。

Second, we plan to complete Atlas qualification ahead of deployments starting in 2025.

其次，我們計劃在 2025 年開始部署之前完成 Atlas 資格認證。

This includes the final iteration on our X1 SOC and completing the validation of our MS product.

這包括 X1 SOC 的最終迭代以及完成 MS 產品的驗證。

Third, we plan to finalize our supply chain and complete the design of our automated and automotive qualified production line as we approach our first SOPs.

第三，我們計劃在接近第一個標準作業程序時最終確定我們的供應鏈，並完成自動化和汽車合格生產線的設計。

And fourth, as we have demonstrated over the past years, we plan to accomplish these objectives while maintaining a strong financial position and disciplined with spend.

第四，正如我們過去幾年所證明的那樣，我們計劃在保持強勁的財務狀況和嚴格支出的同時實現這些目標。

As Saurabh will discuss next, we target maintaining OpEx similar to levels in 2023 with our strong balance sheet and strategic approach investing, we are well positioned to execute on our plan and deliver on the growing momentum around SMCW.

正如 Saurabh 接下來將討論的那樣，我們的目標是透過強大的資產負債表和策略方法投資將營運支出維持在 2023 年的水平，我們有能力執行我們的計劃並實現 SMCW 的成長勢頭。

With that, let me turn the call over to Saurabh.

接下來，讓我把電話轉給 Saurabh。

Thank you, Soroush, and good afternoon, everyone.

謝謝索魯什，大家下午好。

Let's move to Slide 15 to review Airbus full year 2023 financial results.

讓我們轉到投影片 15 回顧空中巴士 2023 年全年財務表現。

Revenue for the full year 2023 was $4.3 million, driven by growing ARIES to shipments.

受 ARIES 出貨量成長的推動，2023 年全年營收為 430 萬美元。

Non-GAAP operating loss for the full year 2023 was $124.1 million.

2023 年全年非 GAAP 營運虧損為 1.241 億美元。

We continue to be disciplined and effective in managing operating expenses, which came in slightly lower year over year and better than our 2023 annual outlook in 2023.

我們在管理營運支出方面繼續保持紀律和有效，營運支出同比略有下降，但好於我們對 2023 年的 2023 年年度展望。

Gross cash used which we define as operating cash flow less capital expenditures totaled $124.9 million, Aeva ended 2023 with $346 million in cash and facility comprising $221 million of cash, cash equivalents and marketable securities and $125 million of facilities.

使用的現金總額（我們將其定義為營運現金流減去資本支出）總計為1.249 億美元，截至2023 年，Aeva 擁有3.46 億美元的現金和融資，其中包括2.21 億美元的現金、現金等價物和有價證券以及1.25 億美元的融資。

This positions us well to support both our existing production programs beyond their SOPs and secure additional production wins.

這使我們能夠很好地支援我們現有的超出其標準作業程序的生產計劃，並確保獲得額外的生產勝利。

We are excited to build on our commercial momentum in 2024 with expectations to increase product sales and add new programs in line with a balanced strategy.

我們很高興能夠在 2024 年鞏固我們的商業勢頭，期望根據平衡的策略增加產品銷售並增加新項目。

We will continue to prioritize large-scale production opportunities with leading players such as the multiple automotive RFQs.

我們將繼續優先考慮與領先企業的大規模生產機會，例如多個汽車詢問。

We are currently engaged in we also expect to remain disciplined with our spend targeting non-GAAP operating expenses, which excludes stock-based compensation and other potential nonrecurring charges to be similar to 2023.

我們目前也預計將繼續嚴格控制非 GAAP 營運費用，其中不包括股票薪酬和其他潛在的非經常性費用，與 2023 年類似。

As a result our significant level of capital provides Aeva, our multiyear runway, and we expect to maintain a solid balance sheet as we continue executing on our plan.

因此，我們的大量資本為 Aeva 提供了多年的跑道，我們希望在繼續執行我們的計劃時保持穩健的資產負債表。

With that, let me turn the call back to Soroush for closing remarks.

接下來，讓我將電話轉回索魯什，讓其致閉幕詞。

Thank you.

謝謝。

So Rob, I am incredibly proud of what Aeva accomplished in 2023.

Rob，我對 Aeva 在 2023 年的成就感到無比自豪。

We successfully transition from the development phase to multiple production awards for automotive and industrial, including our first major automotive production program with one of the world's largest commercial vehicle OEMs.

我們成功地從開發階段過渡到汽車和工業領域的多個生產獎項，包括我們與世界上最大的商用車原始設備製造商之一合作的第一個主要汽車生產項目。

We're off to a strong start in 2024 with even more commercial momentum, driven by the unique performance and maturity of Ava 40 LiDAR, combined with our financial strength to win and support additional customers as OEMs start to deploy even more advanced functionality such as highway autonomy.

在Ava 40 LiDAR 獨特的性能和成熟度的推動下，我們在2024 年有了一個良好的開端，擁有更大的商業動力，再加上我們的財務實力，隨著OEM 開始部署更先進的功能，贏得並支持更多客戶，例如高速公路自治。

We expect FMCW. to play a central role to enabling the OEMs to achieve Highway Autonomy at high risk.

我們期待 FMCW。在使原始設備製造商能夠在高風險下實現高速公路自治方面發揮核心作用。

We aim to continue to lead the growing adoption of MTW. in automotive and industrial with additional wins in the coming months.

我們的目標是繼續引領 MTW 的日益普及。在汽車和工業領域，我們將在未來幾個月內取得更多成果。

And as we execute towards our first SOP, I'd like to finish by thanking really the tremendous team at Aeva.

當我們執行第一個 SOP 時，我想最後感謝 Aeva 的優秀團隊。

I am excited for what we have in store for 2024 and anticipate another pivotal year for Aeva and hopefully the industry.

我對 2024 年的計劃感到興奮，並預計 Aeva 乃至整個行業將迎來另一個關鍵的一年。

With that, we'll now open the lineup for questions.

至此，我們現在開始提問。

(Operator Instructions) Colin Rusch, Oppenheimer.

（操作說明）Colin Rusch，Oppenheimer。

Thanks so much, guys.

非常感謝，夥計們。

As you look at the kind of tone of these customer conversations, which seems like they've taken a fundamental shift with the Daimler agreement and you look at the comp, Pascal, you trying to scale up as a sole source or a real clear leader in FMCW.

當你觀察這些客戶對話的語氣時，他們似乎已經根據戴姆勒協議發生了根本性轉變，你看看公司，帕斯卡，你試圖擴大規模作為唯一來源或真正明確的領導者在調頻連續波中。

Can you talk a little bit about the strategy around licensing and enabling multiple suppliers to really allow these customers to adopt the technology and other platforms on that.

您能否談談有關許可的策略以及使多個供應商真正允許這些客戶採用該技術和其他平台的策略。

That's obviously totally on a go-forward basis.

這顯然完全是在向前推進的基礎上。

You're going to have to answer that?

你必須回答這個問題嗎？

Yes.

是的。

So first of all, we're really excited with the momentum that we're seeing in automotive, especially with an uptick increasing since our win with Daimler Truck as we started the year strong as I mentioned on the call and majority of the commercial vehicle OEMs are already moving now to SMTW. and the unmet need that for their highly autonomy.

首先，我們對汽車領域看到的勢頭感到非常興奮，特別是自從我們贏得戴姆勒卡車以來，我們在年初就表現強勁，正如我在電話會議和大多數商用車中提到的那樣OEM 現在已經轉向SMTW。以及未滿足的高度自治需求。

That's three of the top four have publicly talked about that.

前四名中的三位已經公開談論過這一點。

That represents over 85% already of the market share, right?

這已經代表了超過 85% 的市場份額，對嗎？

So that's we've been talking about this for some time and now this is starting to actually show up in the market and also our strategy of really aligning with large customers focused on winning additional programs of leaders in the markets especially folks that have the ability to scale to significant volumes we think is starting to pay off.

因此，我們已經討論這個問題有一段時間了，現在這開始真正出現在市場上，我們的策略是真正與大客戶保持一致，重點是贏得市場領導者的額外計劃，特別是有能力的人我們認為擴大規模已經開始獲得回報。

We're also expecting this kind of similar trend to happen in passenger vehicle side right.

我們也預期這種類似的趨勢也會發生在乘用車右側。

So as you mentioned, I put on the call that we are currently engaged in multiple passenger RFQs, including with this new global top-10 passenger OEM.

正如您所提到的，我在電話中表示，我們目前正在處理多個乘客詢價，其中包括與這家新的全球十大乘客 OEM 的詢價。

And we're seeing OEMs increasingly view FMCW. as really a key enabler to future proof the plans, especially folks that have had some experience with LiDAR initially bringing that forward now really going at how they tackle the next phase at mass scale to achieve that Highway Autonomy at highway speeds.

我們看到 OEM 越來越重視 FMCW。作為未來證明計劃的真正關鍵推動者，特別是那些在雷射雷達方面有過一些經驗的人，最初提出了這一點，現在真正在研究如何大規模應對下一階段，以實現高速公路的高速公路自治。

So we're in the current market, we're seeing an increase and that interest, we are fully intended to capitalize on that.

因此，在當前的市場中，我們看到了成長和興趣，我們完全打算利用這一點。

And we have the resources we have the team, we have the financial backing and strength of the financial balance sheet to support that.

我們擁有團隊資源、財務支援和財務資產負債表的實力來支持這一點。

And as I mentioned, we're expecting a number of these award decisions already happened soon, right?

正如我所提到的，我們預計許多獎項決定很快就會做出，對吧？

So I think this Daimler Truck, Lynn, has really allowed us to come onto the field with some of being a Tier one supplier.

所以我認為這輛戴姆勒卡車，Lynn，確實讓​​我們能夠以一些一級供應商的身份進入這個領域。

And these decisions happening in the next six to nine months is kind of what we start I expected to see.

這些在未來六到九個月內發生的決定正是我們開始時我期望看到的。

So but generally, the focus for us this year.

所以總的來說，這是我們今年的重點。

As I mentioned on the call, we have already announced and demonstrated Atlas at CES.

正如我在電話會議中提到的，我們已經在 CES 上宣布並展示了 Atlas。

This is our final architecture with final production, and it has our our final chip are a products with the core vision, which is the Fortune by our chip module.

這是我們最終量產的最終架構，它有我們最終的晶片，是一個有核心願景的產品，這就是我們晶片模組的財富。

It has the world's first FMC by SMCW. light.

它擁有世界上第一個SMCW FMC。光。

Our SOC, right?

我們的SOC，對吧？

So that is what's allowing us to achieve to mass scale and having the right and the power side of that envelope.

這就是我們能夠實現大規模生產並擁有該包絡的右側和功率側的原因。

So we're making progress across fronts and obviously, as we progress throughout the year and working towards the manufacturing line.

因此，隨著我們全年的進步並朝著生產線的方向努力，我們正在各個方面取得進展。

Again, all that very blocked will also share more as.

再說一次，所有那些非常受阻的人也將分享更多。

Thanks so much.

非常感謝。

And then just a follow-up.

然後只是後續行動。

Can you talk about how you're de-risking the cost structure and manufacturing as you move through this process and this year with smaller volumes, but just making sure that you get into higher volume production.

您能否談談在整個過程中以及今年的小批量生產過程中，您如何降低成本結構和製造風險，但只是確保進入更高批量的生產。

There is a period of time where you end up with a lesser amount of scrap on and some sort of heavy lifting on the costs.

在一段時間內，您最終會發現廢品數量較少，而成本卻增加。

Yes, sure.

是的，當然。

I'd be happy to.

我很樂意。

So first of all, what you know, we started with ARIES to a couple of years ago, and we have shipped significant already volumes of those products with ARIES to be already used a bomb for the first time, we have reduced it by over 30% already in terms of the bond costs, add that that's when we have taken that last remaining step in terms of significant cost reductions that really sets us up on the right architecture to get us to where we need to go from a target sample for our SOPs.

首先，你知道，我們幾年前就開始使用 ARIES，我們已經透過 ARIES 運送了大量已經首次使用炸彈的產品，我們已經將其減少了 30 多個% 已經就債券成本而言，補充說，那時我們已經採取了顯著降低成本的最後一步，這確實為我們建立了正確的架構，使我們能夠從目標樣本到達我們需要去的地方標準作業程序。

And as I mentioned, I see as we already demonstrate Atlas, which define architecture with our final chip solutions.

正如我所提到的，我看到我們已經演示了 Atlas，它用我們最終的晶片解決方案定義了架構。

And this is the result of multiple years of efforts, significant amounts of investments and multiple iterations of that of the silicon chip, both on the optical side, the core vision as well as now the SOC, right?

這是矽晶片多年努力、大量投資和多次迭代的結果，無論是光學方面、核心願景還是現在的SOC，對嗎？

So these are things that you can shortcut.

所以這些都是你可以走捷徑的事情。

It's taken us because now there's seven plus years now to get here.

我們花了七年多的時間才到這裡。

So from here on the other system design is fixed.

那麼從這裡開始其他的系統設計就確定了。

And we have now this the next 12 to 18 months or so, where we are focused on the qualification of the Atlas product, getting that ready for the first SOPs.

現在我們在接下來的 12 到 18 個月左右的時間裡，我們將專注於 Atlas 產品的資格認證，為第一個 SOP 做好準備。

And as I mentioned on the call, we start in automotive next year with SOP and then from there with Daimler Truck in '26 and reaching scale by '27.

正如我在電話會議中提到的，我們明年將從 SOP 開始涉足汽車領域，然後在 26 年開始涉足戴姆勒卡車，到 27 年達到規模。

So really the work here that we have in front of us is beyond the qualification I mentioned.

因此，我們面前的工作確實超出了我所提到的資格。

It's also bringing up the manufacturing line, getting that design ready for automated assembly line for automotive, qualified mass production.

它還建立了生產線，讓設計為汽車自動化裝配線、合格的大規模生產做好準備。

And we have the support of our strong team that's been doing this already for the past couple of years.

我們得到了強大團隊的支持，他們在過去幾年中一直在這樣做。

So we feel pretty good about this.

所以我們對此感覺很好。

We have and a clear plan that we are executing on on the commentary.

我們有一個明確的計劃，正在執行評論。

Richard Shannon, Craig-Hallum.

理查德·香農，克雷格·哈勒姆。

Thanks, guys, for taking my question here.

謝謝你們在這裡提出我的問題。

Maybe I'll ask a much simpler one, just kind of a tactical one here.

也許我會問一個更簡單的問題，只是一個戰術問題。

Looking at 2024, you gave us a sense of what to think about for OpEx here but I'd love to get your sense of thinking about sales here.

展望 2024 年，您讓我們了解了此處對營運支出的看法，但我很想了解您對此處銷售的看法。

It seems like we're not going to see some leaps and bounds here with no kind of probably starting late this year doesn't sound like much of anything from a mobility.

看來我們不會在這裡看到一些飛躍，從今年晚些時候開始，聽起來不像是移動性的任何東西。

We've consensus estimates look at look like around $15 million for the year compared to $4 million last year.

我們一致估計今年的收入約為 1500 萬美元，而去年為 400 萬美元。

I wonder if you could just give us a sense of what you're thinking.

我想知道您能否讓我們了解您的想法。

And just in broad brush strokes here about what 2024 sales look like.

這裡只是粗略地介紹一下 2024 年的銷售情況。

I've said this is Saurabh.

我說過這是Saurabh。

Yes.

是的。

So on the revenue front, we are seeing strong momentum in both industrial and automotive.

因此，在收入方面，我們看到工業和汽車領域的強勁勢頭。

We are seeing increasing number of shipments in '24, and we expect full year revenue in '24 to grow by at least 100%.

我們看到 24 年的出貨量不斷增加，我們預計 24 年全年營收將成長至少 100%。

On top of that, we are seeing increasing number of opportunities to expand from there.

最重要的是，我們看到越來越多的擴展機會。

That being said, our focus continues to be on executing on large production opportunities in automotive and other applications.

話雖如此，我們的重點仍然是執行汽車和其他應用領域的大型生產機會。

As we discussed earlier on the call, we are in multiple RFQs, including the top 10 passenger car OEM and and we will continue to work towards that.

正如我們之前在電話會議中討論的那樣，我們收到了多個詢價，其中包括前 10 名的乘用車 OEM，我們將繼續為此努力。

Yes.

是的。

Okay.

好的。

And that detail my follow-on question here is just hitting on and I kind of the general industrial opportunity here, you said you're going to be ramping up or starting to ramp late this year.

我的後續問題只是碰巧提到了這個細節，我在這裡談到了一般的工業機會，你說你將在今年晚些時候增加或開始增加。

And I just want to get a general sense of how we see that ramp with Eikon over time here.

我只是想大致了解一下隨著時間的推移，我們如何看待 Eikon 的斜坡。

I assume this is going to take many years to get to a perceived kind of peak level here.

我認為這需要很多年才能達到人們認為的峰值水平。

I have no idea what you're thinking about the way you can characterize kind of that ramp and eventual peak there would be very helpful.

我不知道你在想什麼，你可以描述那種斜坡和最終峰值的方式，這將非常有幫助。

Thank you.

謝謝。

Sure.

當然。

Yes, happy to do zero.

是的，很高興做到零。

So Eikon, as you have mentioned in the past is a multiyear program on the production side through 2028.

因此，正如您過去所提到的，Eikon 是一個到 2028 年為止的多年生產計劃。

And the agreement includes minimum volume commitments and obviously a key differentiation with the industrial side.

該協議包括最低產量承諾，顯然是與工業方面的關鍵區別。

It converts automotive is that it has strong, it speeds that are significantly higher here as But order of magnitude higher than a typical auto program.

它改變汽車的原因是它具有強大的速度，但比典型的汽車程式高出一個數量級。

Right.

正確的。

So on the kind of the volume side, some knock-on has a significant share in, I think the double digits of the metrology market.

因此，就數量而言，一些連鎖反應在計量市場中佔據了兩位數的重要份額。

So that's something that they have publicly talked about.

這就是他們公開談論的事情。

There is in the metrology market volumes obviously is not in the same scale as mass production, automotive, but it's in the multiple thousands of units.

計量市場的銷售量顯然與汽車大規模生產的規模不同，但也有數千台。

So that combined with a speed, this is a considerable opportunity for us that we see are scaling up.

因此，結合速度，這對我們來說是一個巨大的機會，我們看到我們正在擴大規模。

And just to be clear, obviously, we expect a revenue ramp up through '25 and then expand from there.

需要明確的是，我們預計收入將在 25 年之前增加，然後再擴大。

I think already by I would say '25 or a year to 18 months after we expect to reach peak periods.

我想我會說『25 或一年到 18 個月後我們預計會達到高峰期。

But to add to that, this is just the first program that we're doing the night on, right, which is focused on metrology for auto applications and auto manufacturing, aerospace, others.

但補充一點，這只是我們今晚要做的第一個項目，對吧，它的重點是汽車應用和汽車製造、航空航太等領域的計量。

But also we see enough opportunities in industrial that we are working on.

但我們也看到了我們正在努力的工業領域的足夠機會。

That really has the potential to grow this industrial business significantly.

這確實有潛力顯著發展這項工業業務。

So some of it beyond just simple assembly for automated automated assembly, also precision assembly.

所以有些不只是簡單的自動化裝配，還有自動化裝配，還有精密裝配。

There are other applications as we able to talk more about we will share which we see as our opportunity to expand.

我們還可以更多地討論其他應用程序，我們將分享這些應用程序，我們認為這是我們擴展的機會。

Suji Desilva, ROTH Capital Partners.

蘇吉‧德席爾瓦 (Suji Desilva)，羅仕資本合夥人。

I saw Rob, congratulations on the progress here.

我看到了羅布，恭喜你取得了進展。

And so VM passenger opportunities, including the new global top 10.

VM 乘客機會如此，包括新的全球前 10 名。

I'm just curious, you know, how far along those guys are if you could contrast that with maybe Daimler, I think you talked about cal '23 working on the software integration through the year.

我只是很好奇，你知道，如果你可以將這些人與戴姆勒進行對比，我想你談到了 cal '23 全年致力於軟體整合。

If that's happening already with the guys in the pipeline, if it's already happened and how much different that effort is when you go from trucking across to passenger?

如果管道中的人員已經發生了這種情況，如果已經發生了，那麼當你從卡車運輸轉向客運時，這種努力有多大不同？

Yes.

是的。

Thanks for the question, Suji.

謝謝你的提問，蘇吉。

So first of all, obviously, a lot of the work that we have done on the on the core platform side that led us to the win with Daimler Truck is what we are leveraging for additional opportunities and programs that we are engaged with.

首先，顯然，我們在核心平台方面所做的大量工作使我們贏得了戴姆勒卡車的勝利，而我們正在利用這些工作來獲得我們正在參與的更多機會和計劃。

And that's also part of the reason why we see a faster progress on our programs.

這也是我們的專案取得更快進展的部分原因。

We're seeing increased momentum in the space now we see a number of passenger programs that are looking to future-proof their stack, which means how they get the next level of functionality on the highway with Highway Autonomy speeds working and you bet that we are and we are leveraging all that all the effort that we have done already that led us to winning number truck to come to also make progress on those programs.

我們看到該領域的發展勢頭有所增強，現在我們看到許多乘客計劃正在尋求讓其堆疊面向未來，這意味著他們如何透過高速公路自主速度發揮作用，在高速公路上獲得更高水平的功能，你敢打賭，我們我們正在利用我們已經做出的所有努力，使我們贏得了卡車數量，從而在這些項目上取得進展。

So and we have been engaged with this OEM for some time already, and we are going through the RFQ RFQ process.

因此，我們已經與這家 OEM 合作了一段時間，並且我們正在經歷 RFQ 詢價流程。

And this is a significant OEM, one of the largest and best in the world and with global scale.

這是一家重要的原始設備製造商，也是世界上最大、最好的、具有全球規模的原始設備製造商之一。

And we see this opportunity, something that is considerable quite significant, a decent size similar to Daimler Truck is now more with production timing that is around the same timeframe.

我們看到了這個機會，這是相當重要的，類似於戴姆勒卡車的體面尺寸現在更多的是與大約相同時間範圍的生產時間。

So I think a pretty exciting opportunity for us.

所以我認為這對我們來說是一個非常令人興奮的機會。

And obviously, we've launched a number of activities, quite intensity that's increasing over time.

顯然，我們已經開展了許多活動，而且活動的強度隨著時間的推移而不斷增加。

So on as we as we go through this process and we can share more with us and we'll do so.

因此，當我們經歷這個過程時，我們可以與我們分享更多，我們會這樣做。

But we're pretty excited about it.

但我們對此感到非常興奮。

It's not the only passenger programs are working on.

這並不是唯一正在進行的客運項目。

We are engaged on multiple RFQs.

我們正在處理多個詢價。

And to be clear, the feedback that we're getting from the OEMs is that this is no longer a matter of if there will be transition to SMCW. to enable next-generation technologies.

需要明確的是，我們從 OEM 獲得的回饋是，這不再是是否過渡到 SMCW 的問題。以實現下一代技術。

But actually, as a matter of when and this is really exciting for us.

但實際上，這只是時間問題，這對我們來說真的很令人興奮。

And I think with some of the time lines of OEMs shifting also and towards a timing that actually aligns further and better with our time line, the '26 SOP And further, we see this as quite positive for us.

我認為，隨著一些原始設備製造商的時間線也發生了變化，並且朝著與我們的時間線“26 SOP”進一步更好地一致的時間線發展，而且，我們認為這對我們來說非常積極。

And so folks are really looking to make sure that and they have that right next-gen technology as they scale to mass volumes for the Highway Autonomy application.

因此，人們確實希望確保這一點，並且他們在大規模擴展高速公路自治應用程式時擁有正確的下一代技術。

And the opening of the important thing is the feedback that we're seeing is this is not something that's being decided in years from now.

最重要的是，我們看到的回饋是，這不是幾年後才能決定的事情。

It's in the months from now or six , nine months from now, we expect some of these issues start to happen and this appears to be similar timeframes that we see also with Daimler Trucks.

從現在起的幾個月或六、九個月後，我們預計其中一些問題將開始發生，這似乎與我們在戴姆勒卡車上看到的時間框架相似。

So I'm quite encouraged.

所以我很受鼓舞。

Okay.

好的。

And then my follow-up is about the same RF business in the pipeline.

然後我的後續行動是關於正在醞釀中的相同射頻業務。

You talked about it being similar or larger than maybe the time opportunity can you put some color around these?

您談到它與時間機會相似或更大，您可以在這些周圍添加一些顏色嗎？

Are these programs you're targeting if their mainstream or if their premium initially for passenger is at L2 plus L. three L. four where you intercepting them and or the EV hybrid.

這些計劃是否是您的目標，如果它們是主流，或者它們最初為乘客提供的溢價是 L2 加 L. 3 L. 4，您可以在其中攔截它們和/或電動混合動力車。

Any color there in terms of where you're drawing kind of attention from the OEMs would be helpful.

任何能引起 OEM 廠商注意的顏色都會有所幫助。

Yes, absolutely.

是的，一點沒錯。

I think in this next phase to focus on the OEMs for mass scale, which is going to be across platforms.

我認為下一階段將重點放在 OEM 的大規模生產，這將是跨平台的。

And that's really becoming more and more table stakes to provide kind of autonomy function and the highway highway almost more or less similar to what I see bill was in.

這確實變得越來越重要，以提供某種自治功能，而高速公路幾乎或多或少類似於我所看到的比爾所在的地方。

So that's that's overseeing this is not something that's like a as super high level five that is going to take many years to come and it's a super spike, a small portion.

所以這就是監督，這並不是像超高級別的五級那樣需要很多年的時間，而且這是一個超級峰值，一小部分。

It is, you know what I'm talking about, a level that is with the Highway Autonomy.

你知道我在說什麼，它是高速公路自治的一個等級。

So that's that's how we how we see it as a feedback that and we're getting it is completely power train agnostic, so both combustion engine and EV.s. So it's as I mentioned, and this is the technology to provide safer highway speed.

這就是我們如何將其視為反饋，並且我們得到的反饋完全與動力系統無關，因此內燃機和電動車都可以。正如我所提到的，這是提供更安全的高速公路速度的技術。

Automation is becoming more increasingly viewed as table stakes for many of the premium OEMs and the scale for the car lines is across and across many car lines and across different platforms.

自動化越來越被視為許多優質原始設備製造商的賭注，汽車產品線的規模跨越許多汽車產品線和不同的平台。

So it's not something that is perceived as just and let's say, as some super high end.

因此，它並不是被認為是公正的，可以說，是一些超高端的東西。

Kevin Galligan, WestPark Capital.

凱文‧加利根，西園資本。

Hey, guys.

大家好。

Thanks for letting me ask a question on.

謝謝你讓我問一個問題。

So I know you have an icon launching later this year and you talked about other opportunities in the industrial market, but it seems like automotive is really about a ramp just based on commentary from you and a few other lidar companies does your focus now I'll switch away from the industrial market and really focus more on auto and putting all resources towards auto or will you still focus on trying to win win some other industrial awards?

所以我知道您將在今年晚些時候推出一個圖標，並且您談到了工業市場的其他機會，但看起來汽車實際上只是基於您和其他一些激光雷達公司的評論，您現在的重點是我”會從工業市場轉向真正更多地關注汽車並將所有資源投入到汽車上還是仍然會專注於贏得其他一些工業獎項？

Or I guess would you need to add resources in order to go after both markets?

或者我猜你需要增加資源才能同時進軍這兩個市場？

Yes.

是的。

Look, I would say, I think one of the key differentiators for Aeva is that we have had a consistent strategy from day one, right?

我想說，我認為 Aeva 的關鍵區別之一是我們從第一天起就制定了一致的策略，對吧？

We are building that perception platform of the future.

我們正在建立未來的感知平台。

That's that that's now coming to materialize.

這就是現在即將實現的目標。

And in the near term, here, we last year we secured multiple production wins in oh three to be specific each year and now we are seeing now on a program starting to take place and ramp up.

在短期內，我們去年在三年內獲得了許多生產勝利，具體來說，現在我們看到一個計劃開始實施並加速。

And I kind of mentioned this year is '25, May '25 some truck into the six and multiple other programs on our automotive that are in a similar timeframe, SOP deciding this year, right?

我提到今年是 25 年 25 月 25 日，一些卡車進入了我們汽車上的六個項目和多個其他項目，這些項目處於相似的時間範圍內，SOP 今年決定，對吧？

So at our are that the beauty of our products, our platform, what we call a potential platform is that it's all the same core technology, same same core component core vision chip module, which have now been finalized with what we have released with Atlas is the same that goes into automotive for Daimler Truck in our Atlas product.

所以在我們看來，我們的產品、我們的平台、我們所說的潛在平台的美妙之處在於，它們都是相同的核心技術、相同的核心組件、核心視覺晶片模組，現在我們已經與Atlas 一起發布了最終版本與我們的 Atlas 產品中戴姆勒卡車的汽車應用相同。

And the same goes into what we do is knock on other than industrial.

同樣的情況也適用於我們所做的工業以外的領域。

So same manufacturing line with different software on our processing chip allows us to achieve the different performance points, which really points to the massive flexibility of our platform.

因此，相同的生產線在我們的處理晶片上使用不同的軟體使我們能夠實現不同的性能點，這確實表明了我們平台的巨大靈活性。

Software Defined software enabled the same partner right.

軟體定義的軟體啟用了相同的合作夥伴權利。

So that's something that I think is a big differentiation for Aeva.

所以我認為這對 Aeva 來說是一個很大的差異化。

This means that we do not need to add in additional resources to be able to support those other programs, the team that we have already sufficiently staffed to be able to support industrial launch that we have already ICON and others, but also to to continue to support our on our automotive OEM programs.

這意味著我們不需要添加額外的資源來支持其他項目，我們已經配備了足夠的人員來支持我們已經擁有的 ICON 和其他項目的工業啟動，而且還要繼續支持我們的汽車 OEM 計劃。

Of course, we continue to building our team for future growth and next-generation platforms, but it because of our our technology innovation and the fact that we have already done all the heavy lifting of the core platform development.

當然，我們會繼續為未來的成長和下一代平台建立我們的團隊，但這是因為我們的技術創新以及我們已經完成了核心平台開發的所有繁重工作。

Now the application of this technology to multiple industries is it's much, much easier compared to, I would say, many others in this space.

現在，與該領域的許多其他技術相比，這項技術在多個行業的應用要容易得多。

And that's because of the fact that it's based in 40 or FMs WI. technology.

這是因為它基於 40 或 FM WI。技術。

And the second thing I would say is no, we obviously are fab-less were have a CM model with light CapEx.

我要說的第二件事是不，我們顯然沒有晶圓廠，我們有一個資本支出較少的 CM 模式。

And it does also benefit as you move from day one that we really thought about that as we go through in terms of production and we work with partners that are qualified that help us from have some of those critical aspects of design rules are design for manufacturing for automotive and making sure also that that is sufficient for industrial applications.

從第一天開始，我們在生產方面就真正考慮到了這一點，並且我們與合格的合作夥伴合作，幫助我們掌握設計規則的一些關鍵方面，這也確實是有益的，這些關鍵方面是為製造而設計。用於汽車，並確保這足以滿足工業應用。

So and you know, on top of all that, I think having going into production with somebody like Daimler Truck, which is the leader, I think either one of the largest, if not the largest OEMs in the commercial vehicle space with such a significant scale and the fact that they have and stringent requirements even more so than passenger we have in terms of reliability, lifetime durability.

所以你知道，最重要的是，我認為與戴姆勒卡車這樣的領導者一起投入生產，我認為商用車領域最大的原始設備製造商之一（即使不是最大的原始設備製造商）也擁有如此重要的市場份額。規模以及他們在可靠性、終生耐用性方面的嚴格要求甚至比我們對乘客的要求還要嚴格。

And as you know, they have that expectation of quality that makes them.

如您所知，他們對品質的期望造就了他們。

Daimler is something that we see it as a perfect kind of these customers in automotive space because it kind of covers a superset of the requirements that allow us to go to two that support additional program wins based on the qualification work based on the certification and all the work that the team has been doing and will continue to do for the full for the first part.

我們認為戴姆勒是汽車領域這些客戶的完美選擇，因為它涵蓋了一系列要求，使我們能夠根據基於認證和所有內容的資格工作來支持額外的計劃勝利。團隊在第一部分中一直在做並將繼續做的工作。

So long winded answer saying is no.

如此冗長的回答說是否定的。

We believe in both of these applications, both are going to continue ramping up and and we have sufficient resources to support that for other reasons.

我們相信這兩個應用程式都將繼續成長，並且出於其他原因我們有足夠的資源來支援這一點。

Yes, got it.

是的，明白了。

Got it.

知道了。

Okay.

好的。

That makes perfect sense.

這是完全有道理的。

Thank you for that on.

謝謝你。

And then just a quick follow-up.

然後進行快速跟進。

If you were to win another one or two kind of RFQs I know you just talked about your on your partnerships with manufacturing partners, but are your current manufacturing lines that you have with them?

如果您要贏得另外一種或兩種詢價，我知道您剛剛談到了與製造合作夥伴的合作關係，但是您目前與他們擁有的生產線嗎？

Are they enough for an additional one or two RFQs?

它們是否足以額外發出一兩個詢價？

Or would you have to ask them to add capacity or add a manufacturing line?

還是您必須要求他們增加產能或增加生產線？

Yes, absolutely.

是的，一點沒錯。

So that is exactly part of all the manufacturing line planning that we have been doing and we are increasing our efforts now this year, we are including already the capacity that's needed to support, not just the existing wins, but also a number of the additional program wins that we plan to to close out and our job, which is obviously, we don't go and build a bunch of capacity years in advance, but we when we work with our partners, we ensure that one to sufficient spaces available the line is replicable so that both of those can happen in time ahead of these SOPs.

因此，這正是我們一直在做的所有生產線規劃的一部分，今年我們正在加大努力，我們已經包括了支持所需的產能，不僅是現有的勝利，還包括許多額外的勝利計劃的勝利是我們計劃結束我們的工作，很明顯，我們不會提前幾年去建立一堆產能，但當我們與合作夥伴合作時，我們確保有足夠的可用空間生產線是可複製的，因此這兩者都可以在這些SOP 之前及時發生。

And obviously, as you know, timing usually is couple of years or so.

顯然，如您所知，時間通常大約是幾年。

You have enough notice which gives us enough time to be able to actually I do have that additional capacity, but again, we are already doing that capacity for additional customer support because we see that huge pull from the market for transition to FMC WSI.

您已經得到了足夠的通知，這讓我們有足夠的時間能夠真正擁有額外的能力，但同樣，我們已經在提供額外的客戶支援能力，因為我們看到市場向 FMC WSI 過渡的巨大吸引力。

As I said, this is not feedback at least that we're seeing from existing customers is no longer a matter of it's as a matter of when and what some of the timing is kind of shifting and on the passenger side is aligning to where we are going, where we're headed and at our existing SOPs, which we see it as a key positive sign or then Thank you at this time, we have reached the end of the question-and-answer session.

正如我所說，這不是反饋，至少我們從現有客戶那裡看到的不再是時間和內容的問題，某些時間點正在發生變化，而乘客方面正在與我們的位置保持一致正在前進，我們要去哪裡，按照我們現有的標準作業程序，我們認為這是一個關鍵的正面訊號，或者謝謝，此時，我們的問答環節已經結束。

And this also concludes today's conference, and you may disconnect your line at this time.

今天的會議也到此結束，這個時候你可以掛斷電話了。

Thank you for your participation.

感謝您的參與。