Aeva Technologies Inc (AEVA) 2024 Q3 法說會逐字稿

Good day.

再會。

My name is Chloe and I will be your conference facilitator.

我的名字是 Chloe，我將成為您的會議主持人。

I would like to welcome everyone to the Aeva Technologies third quarter, 2024 earnings conference call.

我歡迎大家參加 Aeva Technologies 2024 年第三季財報電話會議。

During the opening remarks, all participants will be in a listen-only mode following the opening remarks.

在開幕致詞期間，所有與會者將在開幕致詞後處於僅聽模式。

We will conduct a question and answer session as a reminder, today's conference call is being recorded and simultaneously webcast.

作為提醒，我們將舉行問答會議，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, senior Director of Investor Relations and corporate development.

我現在想把電話轉給投資者關係和企業發展高級總監馮安德魯 (Andrew Fung)。

Andrew, please go ahead.

安德魯，請繼續。

Thank you and welcome everyone to Aevas third quarter, 2024 earnings conference call.

謝謝並歡迎大家參加 Aevas 2024 年第三季財報電話會議。

Joining on the call today are Soroush Salehian Aevas, co-founder and CEO and Saurabh Sinha Aevas CFO ahead of this call.

在此次電話會議之前，聯合創始人兼執行長 Soroush Salehian Aevas 和財務長 Saurabh Sinha Aevas 加入了今天的電話會議。

We issued our third quarter 2024 press release and presentation which we will refer to today and can be found on our investor relations website at investors.aeva.com.

我們發布了 2024 年第三季的新聞稿和演示文稿，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.aeva.com 上找到該新聞稿和簡報。

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.

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聲明，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, 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，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.

進一步討論可能影響我們財務表現的重大風險和其他重要因素。

Please refer to our filings with the SEC including our most recent form 10-Q and form 10-K.

請參閱我們向 SEC 提交的文件，包括我們最新的 10-Q 表格和 10-K 表格。

In addition, during today's call, we will discuss non-GAAP financial measures which we believe are useful as supplemental measures of Aeva's 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，我們認為這些指標有助於作為 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。

The 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.

謝謝你，安德魯，大家下午好。

Aeva and Q3 continue to gain momentum across multiple fronts as more customer programs and industries look to adopt Aeva's unique 40 light our technology to enable next generation solutions, from new production awards to key milestones, achieved towards production with existing partners and progress on securing additional wins Aeva achieved major accomplishments this quarter and I'm excited to highlight a few of them.

隨著越來越多的客戶計劃和行業希望採用Aeva 獨特的40 光技術來實現下一代解決方案，Aeva 和Q3 繼續在多個領域獲得動力，從新的生產獎項到關鍵里程碑，與現有合作夥伴一起實現生產，並在確保額外的進展方面取得進展勝利 Aeva 本季度取得了重大成就，我很高興強調其中的一些成就。

First, we secured a major industrial production win for security applications with the indoor lab in a multiyear supply agreement with the opportunity to deploy Aeva for Lidar at multiple large locations across the US starting with JFK and SFO airports followed by plans to grow additional deployments on other applications.

首先，我們在多年供應協議中透過室內實驗室獲得了安全應用領域的重大工業生產勝利，並有機會在美國多個大型地點部署雷射雷達Aeva，首先是甘迺迪機場和舊金山國際機場，隨後計劃增加在美國的更多部署其他應用程式。

This is an exciting expansion for Aeva that offers meaningful revenue potential and builds on our first win in security earlier this year.

對於 Aeva 來說，這是一次令人興奮的擴張，它提供了有意義的收入潛力，並建立在我們今年早些時候在安全方面取得的首個勝利的基礎上。

In automotive, our production partners Torque and Daimler truck achieved an important milestone towards safe and scalable commercialization with a successful validation of fully driverless operations at highway speeds.

在汽車領域，我們的生產合作夥伴扭力和戴姆勒卡車在安全和可擴展的商業化方面取得了重要的里程碑，成功驗證了高速公路上的完全無人駕駛操作。

Of course, Torque's autonomous trucks are equipped with Aeva 40 Lidar as the exclusive long and ultra long-range light supplier.

當然，Torque 的自動駕駛卡車配備了 Aeva 40 雷射雷達，作為獨家長距離和超長距離燈光供應商。

It is incredibly rewarding to be a part of such tangible progress towards bringing down the truck's autonomous truck program to production.

能夠成為將卡車的自動駕駛卡車項目投入生產的實際進展的一部分，是令人難以置信的回報。

Aeva was also selected for a major European passenger OEMs automated vehicle validation program because of our FMCW advantages like direct velocity measurement which will be used to help validate the OEMs next generation vehicle automation systems.

Aeva 也被選為歐洲主要客運 OEM 的自動化車輛驗證計劃，因為我們的 FMCW 優勢（例如直接速度測量）將用於幫助驗證 OEM 的下一代車輛自動化系統。

And lastly, Aeva remains on track with multiple RFQs for passenger vehicle production programs.

最後，Aeva 仍在按計劃處理乘用車生產項目的多個詢價。

In particular, we continued to advance further towards the finalization of the RFQ for a global TOP10 passenger OEMs production program.

特別是，我們繼續進一步推進全球 TOP10 乘用車 OEM 生產專案詢問的最終確定。

Let's now discuss in more detail, our recent business developments, we are excited to be awarded a multiyear production supply agreement with indoor lab, with over 15 years of experience the company is a leader in AI powered analytics solutions used to improve safety, security and operational efficiency at major US airports, mass transit, agriculture and smart infrastructure.

現在讓我們更詳細地討論我們最近的業務發展，我們很高興能與室內實驗室簽訂多年生產供應協議，該公司擁有超過15 年的經驗，是人工智慧驅動的分析解決方案的領導者，用於提高安全性、保全性和安全性。

This production wind represents a major expansion in security applications for Aeva and is also our first industrial production win for Atlas.

此次生產風代表了 Aeva 在安全應用方面的重大擴展，也是我們為 Atlas 贏得的第一個工業生產勝利。

Our next generation four D Lidar are designed for mass production.

我們的下一代四 D 雷射雷達專為大規模生產而設計。

Under the agreement at the sensors will be integrated into the indoor labs Lidar our Overwatch perception platform and enable the enterprise analytics suite for critical infrastructure to perform around the clock AI powered analytics and to monitor and manage indoor and outdoor environments.

根據協議，感測器將整合到《鬥陣特攻》感知平台的室內實驗室雷射雷達中，並使關鍵基礎設施的企業分析套件能夠全天候執行人工智慧驅動的分析，並監控和管理室內和室外環境。

The inter lab is transitioning to Aeva 40 Lidar for production deployments in order to leverage our superior capability such as direct velocity measurements and immunity to interference but also importantly because of our product scalability and the maturity of our Atlas product.

Inter 實驗室正在過渡到 Aeva 40 雷射雷達進行生產部署，以便利用我們的卓越功能，例如直接速度測量和抗干擾性，但更重要的是因為我們的產品可擴展性和 Atlas 產品的成熟度。

Our first installations are at some of the largest and busiest airports in the US starting with a new terminal at JFK in New York and multiple terminals at San Francisco International Airport.

我們的首批安裝地點是美國一些最大、最繁忙的機場，首先是紐約甘迺迪國際機場的一個新航站樓和舊金山國際機場的多個航站樓。

In addition, vendor lab is planning to expand deployment opportunities of 40 lidar to other applications at scale for other airports as well as mass transit, agriculture and smart infrastructure applications across the United States.

此外，供應商實驗室還計劃將 40 個雷射雷達的部署機會擴展到其他機場以及美國各地的公共交通、農業和智慧基礎設施應用。

As we deliver on the initial deployments, we expect to scale our supply to significant volumes to support the deployments and other industrial security applications resulting in estimated revenue opportunity in the multiple tens of millions of dollars over the next 2 to 3 years.

當我們交付初始部署時，我們預計將擴大供應規模，以支援部署和其他工業安全應用程序，從而在未來 2 至 3 年內預計實現數千萬美元的收入機會。

We have already begun shipments to a vendor lab last month and plan to scale volumes in 2025.

我們已在上個月開始向供應商實驗室出貨，並計劃在 2025 年擴大產量。

Moving now to the latest on the Daimler truck production program, Torque Dima truck subsidiary that is developing the OEMs autonomous driving technology achieved a significant step towards the safe and scalable commercialization of autonomous trucks.

現在來看看戴姆勒卡車生產計畫的最新進展，正在開發原始設備製造商自動駕駛技術的 Torque Dima 卡車子公司在自動駕駛卡車的安全和可擴展商業化方面邁出了重要一步。

A comprehensive validation milestone, torque trucks equipped with Aeva 40 lidar with 360 degrees field of view coverage successfully completed fully driverless runs at highway speeds of 65 MPH.

配備 360 度視野覆蓋的 Aeva 40 雷射雷達的扭矩卡車成功地以 65 英里/小時的高速公路速度完成了完全無人駕駛運行，這是全面驗證的里程碑。

This is a major accomplishment that clearly illustrates the tremendous progress and dedication down the truck and torque and partners are making to commercialize autonomous trucks on the US highways by 2027.

這是一項重大成就，清楚地表明了卡車和扭矩以及合作夥伴為到 2027 年在美國高速公路上實現自動駕駛卡車商業化所取得的巨大進步和奉獻精神。

As the exclusive long range and ultra long-range lighter supplier for Daimler trucks, autonomous truck production program.

作為戴姆勒卡車、自動駕駛卡車生產項目的獨家長程和超長程打火機供應商。

Multiple Aeva 40 lidar are being integrated into each truck for operation with torque's virtual driver technology to enable highway speed autonomy starting with the Freightliner Cascadia platform.

每輛卡車中都整合了多個 Aeva 40 雷射雷達，以便透過 Torque 的虛擬駕駛員技術進行操作，從而從 Freightliner Cascadia 平台開始實現高速公路速度自主。

We remain on track with our start up production in 2026 to support the Merx's planned market entry by 2027 .

我們仍將在 2026 年啟動生產，以支持 Merx 計畫在 2027 年進入市場。

In passenger vehicle Aeva was selected for a major European passenger OEMs automated vehicle validation program in collaboration with the leading simulation and validation technology provider, Aeva 40 lidar will gather ground truth data which will serve as the benchmark for validating its next generation vehicle automation systems, including sensing, perception, decision making and control systems.

在乘用車領域，Aeva 與領先的模擬和驗證技術提供商合作，被選為歐洲主要乘用車OEM 自動化車輛驗證計劃的一部分，Aeva 40 雷射雷達將收集地面實況數據，這些數據將作為驗證其下一代車輛自動化系統的基準，包括感測、感知、決策和控制系統。

The OEM's decision to use Aeva 40 lidar for this project is another example of the growing interest to leverage FMCW technology due to its ability to natively provide the additional dimension of instant velocity data.

OEM 決定在該專案中使用 Aeva 40 雷射雷達，這是人們對利用 FMCW 技術越來越感興趣的另一個例子，因為該技術能夠在本地提供即時速度資料的附加維度。

Along with other advantages that are missing in conventional wider sensors, we look forward to supporting the validation work and providing the OEM real world experience with the differentiated capabilities of Aeva 40 Lider.

除了傳統更寬感測器所缺少的其他優點之外，我們期待支援驗證工作，並利用 Aeva 40 Lider 的差異化功能為 OEM 提供實際經驗。

Now, moving on to additional opportunities that we are engaged on.

現在，轉向我們正在從事的其他機會。

We are highly encouraged by the growing interest in our unique FMCW technology and Q3 made strong progress on multiple automotive RFQS and engagements with leading OEMs in particular, with a global TOP10 passenger OEM that we have discussed over the course of this year we have advanced through multiple phases of their RFQ now having worked jointly on spec alignment on thousands of technical requirements and passing extensive manufacturing quality audits to be their potential Tier one supplier.

人們對我們獨特的FMCW 技術的興趣日益濃厚，我們深受鼓舞，第三季度在多項汽車RFQS 以及與領先OEM 的合作方面取得了強勁進展，特別是與我們今年討論過的全球TOP10 客運OEM，我們已經透過他們的詢價的多個階段現在已經共同致力於數千項技術要求的規格調整，並透過廣泛的製造品質審核，成為他們潛在的一級供應商。

Aeva has been down selected to the final stage of the RFQ and we remain in close collaboration with OEM across the technical and commercial teams as they work through the finalization of the RFQ for the production program.

Aeva 已被選定進入詢價的最後階段，我們仍與 OEM 的技術和商業團隊密切合作，幫助他們完成生產計劃詢價的最終確定。

To support our ongoing engagements and growing number of production wins such as with the indoor lab I am pleased to share that we have made the strategic decision and superb execution to pull forward the first shipments of Atlas by almost six months to this quarter.

為了支持我們持續的合作和不斷增加的生產勝利（例如室內實驗室），我很高興地告訴大家，我們已經做出了戰略決策和出色的執行力，將Atlas 的第一批發貨提前了近六個月到本季。

This was a massive team effort across the organization that meaningfully changes our ability to support recent production wins pull forward scaling of our ad deliveries and capitalize on additional interest for our unique technology.

這是整個組織的巨大團隊努力，它有意義地改變了我們支持最近的製作勝利的能力，推動了我們廣告投放的規模，並利用了對我們獨特技術的額外興趣。

Analyst is our production intent product that was designed from the ground up to be automotive grade and scalable to mass volume.

Analyst 是我們的生產型產品，從頭開始設計為汽車級並可擴展至大量。

Based on our engagements customers are increasingly looking for solutions that can be deployed at significantly greater scale than today's solutions.

根據我們的參與，客戶越來越多地尋找能夠以比當今解決方案更大的規模部署的解決方案。

By accelerating the availability of Atlas, we believe this further positions Aeva to be in a market leading position to not only deliver on our recent production wins but continue to convert additional opportunities to production wins.

透過加快 Atlas 的可用性，我們相信這進一步使 Aeva 處於市場領先地位，不僅可以實現我們最近的生產勝利，而且可以繼續將更多機會轉化為生產勝利。

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

接下來，讓我將電話轉給 Saurabh Sinha，討論財務問題。

Thanks Soroush and good afternoon, everyone.

謝謝索魯什，大家下午好。

Now let's review our Q3 financial results, revenue in Q3 was 2.3 million representing scaling of our sensor shipments to automotive and industrial customers as well as our Daimler truck program.

現在讓我們回顧一下我們第三季度的財務業績，第三季度的收入為 230 萬美元，這代表了我們向汽車和工業客戶以及戴姆勒卡車項目的傳感器出貨量的擴大。

In line with our expectations our non-GAAP operating loss was 31.4 million for the quarter, gross cash use was 26.4 million in the third quarter, which is defined as operating cash use of 25.9 million and capital expenditure of 0.5 million.

與我們的預期一致，本季非 GAAP 營運虧損為 3,140 萬美元，第三季總現金使用量為 2,640 萬美元，定義為營運現金使用量為 2,590 萬美元，資本支出為 50 萬美元。

Aeva's liquidity totaled 259.8 million at the end of Q3 comprised of 134.8 million in cash equivalents and marketable securities and 125 million of available undrawn equity facility.

截至第三季末，Aeva 的流動資金總額為 2.598 億美元，其中包括 1.348 億美元現金等價物和有價證券以及 1.25 億美元可用未提取股權融資。

We believe this places Aeva in a strong position to support our current production partners for their SOP launches as well as securing additional production program wins, that our team is engaged on.

我們相信，這使 Aeva 處於有利地位，可以支持我們目前的生產合作夥伴推出 SOP，並確保我們團隊正在參與的其他生產計劃獲勝。

As Soroush shared Aeva continues to see growing interest for a unique four D Lider.

正如 Soroush 所說，Aeva 看到人們對獨特的四 D Lider 的興趣不斷增長。

We are focused on meeting this increasing demand and securing additional production wins.

我們致力於滿足不斷增長的需求並確保額外的生產勝利。

Now, I would like to turn it back to Soroush for closing remarks.

現在，我想請索魯什致閉幕詞。

Thank you, Saurabh.

謝謝你，索拉布。

Over the course of 2024 Aeva has seen a sharp uptick in our commercial momentum starting with the Daimler truck production award announced at the beginning of this year to more recently, our major expansion into security applications with multiple wins we're converting more of our engagements to production wins as well as converting the one programs to growing product shipments and revenues.

2024 年，Aeva 的商業勢頭急劇上升，從今年年初宣布的戴姆勒卡車生產獎開始，到最近我們向安全應用領域的重大擴張，並取得了多項勝利，我們正在轉換更多的業務生產勝利以及將單一計劃轉化為不斷增長的產品出貨量和收入。

I would like to thank the Aeva team for delivering these wonderful achievements.

我要感謝 Aeva 團隊取得了這些出色的成就。

Looking ahead, we see opportunity to further build on our growing momentum and are focused on executing on the multiple passenger RFQs and engagements such as the global TOP10 passenger OEM that we spoke about as well as responding to the growing interest for our perception solutions in industrial automation, security and other applications.

展望未來，我們看到了進一步鞏固成長勢頭的機會，並專注於執行多個乘客詢價和合作，例如我們談到的全球前十名乘客原始設備製造商，以及回應人們對我們的工業感知解決方案日益增長的興趣自動化、安全性和其他應用。

With an expanding list of industries looking to leverage FMCW advantages for automation and perception solutions Aeva is in a strong position to drive the adoption of 40lider in automotive industrial security and beyond.

隨著越來越多的產業希望利用 FMCW 的優勢來實現自動化和感知解決方案，Aeva 在推動 40lider 在汽車工業安全及其他領域的採用方面處於有利地位。

With that, we will now open the line up for questions.

至此，我們現在開始提問。

At this time.

此時。

If you would like to ask a question, please press the star and one on your telephone keypad.

如果您想提問，請按電話鍵盤上的星號和一。

You may withdraw yourself from the queue at any time by pressing star two and once more for your questions.

您可以隨時按兩顆星退出隊列，然後再按一次星星來回答您的問題。

That is star and one we do ask that you limit yourself to one question.

這是明星，我們確實要求您只回答一個問題。

So there's time for everyone to ask their question and we'll move first to Colin Rusch with Oppenheimer.

現在每個人都有時間提出自己的問題，我們將首先請奧本海默的科林·魯施 (Colin Rusch) 發言。

Your line is open.

您的線路已開通。

Thanks so much.

非常感謝。

Guys, you know, now that you've got a couple of wins on the security side you know, and with the ground truth, and can you talk a little bit about what's going on with the potential customers in those areas?

夥計們，你知道，現在你已經在安全方面取得了一些勝利，並且有了基本事實，你能談談這些領域的潛在客戶的情況嗎？

You know, how many, or just give a sense of, of growth in the number of customers and the scope of that opportunity over the next 12 to 24 months for shipments.

您知道，未來 12 到 24 個月內客戶數量的增長以及發貨機會的範圍有多少，或者只是給人一種感覺。

Yeah.

是的。

Hi, Colin, happy to answer that this is Soroush, obviously, as you've seen over the past number of quarters, we have continued to really build up and capitalize the momentum that we've seen in the market, you know, started off the Air Force with the main production win with Daimler Truck we have since executed on all the milestones that we set out for us as a company and in the market with the customers as well as actually pulling forward the product with Atlas now by nearly six months, which was I think a big deal with it with the company and across organization to get this scale really in response to the growing demand so to answer a question, you know, with obviously now this additional production, when industrial security with indoor lab, we're really excited about this it's a major opportunity for us with the industrial production when in the lab is a leader in the space, you know, around the light our based AI analytics across applications and airports, smart infrastructure and other large venues.

嗨，科林，很高興回答，這是索魯什，顯然，正如您在過去幾個季度中看到的那樣，我們繼續真正建立並利用我們在市場上看到的勢頭，您知道，開始隨著戴姆勒卡車的主要生產勝利，我們從空軍中脫穎而出，此後我們已經執行了我們為公司和市場與客戶設定的所有里程碑，並且實際上將阿特拉斯的產品向前推進了近六個我認為這對公司和整個組織來說是一件大事，要真正滿足不斷增長的需求，才能達到這種規模，所以要回答一個問題，你知道，顯然現在有了這種額外的生產，當工業安全與室內實驗室，我們對此感到非常興奮，這對我們的工業生產來說是一個重大機會，因為實驗室是該領域的領導者，你知道，圍繞我們跨應用程序和機場、智能基礎設施和其他大型場所的人工智慧分析。

This is a multi-year production supply deal we have, we're starting first with deployments across airports in the US starting, with JFK as well as in San Francisco Airport, which we're excited about and over time, we going to expand these additional locations over time.

這是我們達成的一項多年生產供應協議，我們首先在美國各個機場開始部署，包括甘迺迪機場和舊金山機場，我們對此感到興奮，隨著時間的推移，我們將擴大規模隨著時間的推移，這些額外的位置。

So, we see now, you know, this plus the National Security Organization win that we had earlier a significant opportunity so within as well as the other industrial security applications to get to the bottom of your question, we estimate that the revenue potential here to be approximately up to about $50 million in the next few years.

所以，我們現在看到，你知道，加上國家安全組織的勝利，我們之前有一個重要的機會，因此在其他工業安全應用程式中，為了弄清楚你的問題的根源，我們估計這裡的收入潛力未來幾年將達到約5000 萬美元。

So this is something that that's obviously, you know, we see as the first opportunity and over time as vendor lab and other applications continue to grow their platforms and the deployment with new sites we see the revenue initiative that could grow over time.

因此，這顯然是我們認為的第一個機會，隨著時間的推移，隨著供應商實驗室和其他應用程式不斷發展其平台以及新站點的部署，我們看到收入計劃可能會隨著時間的推移而增長。

So, in a nutshell, we're really excited about that the progress we made, it's not just an automotive, which we're really, you know, working well and, and progressing well, but also industrial and other applications.

所以，簡而言之，我們對我們的進步感到非常興奮，這不僅僅是汽車，我們真的工作得很好，而且進展順利，而且還包括工業和其他應用。

Excellent.

出色的。

And then, you know, as you work towards our production with Torque, can you talk about the remaining key manufacturing hurdles that you guys are looking at and we'll be able to talk about with the public markets over the next couple of years.

然後，您知道，當您致力於我們的 Torque 生產時，您能談談您正在考慮的剩餘關鍵製造障礙嗎？

Yeah, sure, I would.

是的，當然，我會的。

So, you know, so far, we've been really well on track and really well aligned with Daimler truck and Torque, our partners for production here we have hit, you know, all the milestones, everything we've been on, you know, plan on with Daimler truck and Torque towards our milestones and importantly Torque and Daimler also have been continuing hitting their milestones, right?

所以，你知道，到目前為止，我們已經步入正軌，並且與我們的生產合作夥伴戴姆勒卡車和扭矩公司保持了良好的一致，我們已經達到了所有的里程碑，我們所經歷的一切，你知道嗎，計劃與戴姆勒卡車和扭矩一起實現我們的里程碑，重要的是扭矩和戴姆勒也一直在繼續實現他們的里程碑，對嗎？

So with what we've seen and talked about and, Torque made a release about in the past few days, this validation of their driverless operations at highway speeds without a driver in the cab is a critical milestone, not just for Torque and Daimler truck, but also for the industry.

因此，根據我們所看到和談論的情況，以及Torque 在過去幾天發布的消息，在駕駛室中沒有駕駛員的情況下，對高速公路上無人駕駛操作的驗證是一個重要的里程碑，而不僅僅是對Torque 和戴姆勒卡車而言，也為行業。

And this is further, you know, confidence building towards the timeline of our SOP which obviously is in 2026 but also Torque and Daimler trucks market entry in 2027 which by the way, they have retied and even as of the past few days.

您知道，這進一步增強了對我們SOP 時間表的信心，該時間表顯然是在2026 年，而且Torque 和戴姆勒卡車在2027 年進入市場，順便說一句，他們已經取消了，甚至在過去幾天裡也是如此。

So, for what, what's going on from here from now on, first of all, this year, at this point, we have now, you know, we continue to scale our censor shipments to do the Daimler truck and torque we've actually completed all the censor shipment deliveries that we need to do for our Aeva's two platform with Daimler and Torque this year on time or ahead of time a little bit and we're now of course, focused on deliveries with Atlas in into next year.

那麼，從現在開始，首先，今年，在這一點上，我們現在，你知道，我們繼續擴大我們的審查出貨量，以生產戴姆勒卡車和扭矩，我們實際上已經今年我們按時或提前一點完成了我們需要為Aeva 與戴姆勒和Torque 的兩個平台完成的所有審查發貨交付，我們現在當然專注於明年與Atlas 的交付。

So that's where the, the key focus is and the key milestone is going to be the validation for the rest of the Torque fleets as they scale into next year, as well as some of our automotive qualifications and making sure that we bring up the scaling production line for our Atlas up to the levels that needed to, for mass SOP throughout next year.

因此，這就是重點所在，關鍵里程碑將是驗證其他扭矩車隊明年的規模，以及我們的一些汽車資格，並確保我們提高規模我們的 Atlas 生產線已達到明年大規模 SOP 所需的水平。

So that's kind of the focus that we see in the next number of quarters ahead of us.

這就是我們在接下來的幾個季度中看到的焦點。

But overall, we're really progressing well, we're on track and we actually because we've been able to pull forward now this Aeva's deliveries, we are also using that to capitalize on our momentum and other programs and automotive including all their passenger vehicles.

但總的來說，我們確實進展順利，我們走上了正軌，實際上，因為我們現在已經能夠推進 Aeva 的交付，我們也利用它來利用我們的勢頭和其他計劃和汽車，包括他們所有的客運車輛。

Thanks, you so much Chris.

謝謝你，克里斯。

And once more for your questions that is star and one, we'll pause just another moment to allow questions to queue.

對於您提出的重要問題，我們將再暫停一會兒，讓問題排隊。

And we do have another question.

我們還有另一個問題。

We'll move next to Suji DeSilva with ROTH Capital.

接下來我們將與羅斯資本 (ROTH Capital) 接洽蘇吉·德席爾瓦 (Suji DeSilva)。

Your line is open.

您的線路已開通。

Congrats on the progress here.

恭喜這裡的進展。

Question on the Tier one OEM win that you have here.

關於您在這裡獲得的一級 OEM 勝利的問題。

Can you give us an update on the progress there and the remaining milestones for that global Tier one program, it sounds like it's coming close to a decision point or a ramp any color there would be helpful.

您能否向我們介紹該全球一級計劃的最新進展情況以及剩餘的里程碑，聽起來它正在接近一個決策點，或者任何顏色的斜坡都會有幫助。

Yes.

是的。

So you're happy to answer that.

所以你很高興回答這個問題。

So, obviously, you know, we have been talking about our traction, the passenger car vehicle space in the past couple of quarters.

所以，顯然，你知道，過去幾個季度我們一直在談論我們的牽引力、客車車輛空間。

Following our production with Daimler truck, we have seen an uptick in interest for he and for FMCW technology.

在我們與戴姆勒卡車合作生產之後，我們發現人們對他和 FMCW 技術的興趣有所上升。

It with the passenger vehicle, automotive market and I think with our ability to actually pull forward our Atlas deployments and really hitting all the milestones for our ISO audit and certification we have continued over the course of this year across our engagements with multiple top passenger vehicle EMS specifically for the TOP10.

在乘用車、汽車市場，我認為憑藉我們實際推進 Atlas 部署的能力，並真正達到 ISO 審核和認證的所有里程碑，我們今年繼續與多種頂級乘用車合作EMS專門針對TOP10。

OEM that you're, I think you're referring to over the course of this year we have worked extensively with this, OEM and we continue to do so, and we're on track on that. in a little bit more context.

我想你指的是 OEM，在今年的過程中，我們與 OEM 進行了廣泛的合作，我們將繼續這樣做，我們正在朝著這個方向發展。在更多的背景下。

We've been obviously working from evaluation of the technology earlier in the year throughout you know, really going through all the extensive testing together with this TOP10 OEM, we have, you know, completed and passed all the critical manufacturing quality audits that helps us to build maturity as a Tier one supplier and got the approvals for that, you know, leading to our ability to manufacture for them we have joined the, also worked together through the technical teams aligning on all the requirements, thousands of technical requirements have been aligned in the past number of months and very close engagement there that we have done and then more recently, you know, we've been down selected the final stages here and are now discussing commercial terms.

顯然，今年早些時候我們一直在進行技術評估，與這家 TOP10 OEM 一起進行了所有廣泛的測試，您知道，我們已經完成並通過了所有關鍵的製造質量審核，這有助於我們為了建立作為一級供應商的成熟度並獲得批准，你知道，這導致我們有能力為他們製造，我們已經加入了，還通過技術團隊共同努力，滿足所有要求，數千項技術要求已經得到滿足在過去的幾個月裡，我們進行了協調，並在那裡進行了非常密切的接觸，然後最近，你知道，我們已經在這裡選擇了最後階段，現在正在討論商業條款。

So that's what I can share obviously, we are gaining continued confidence in the OEM as they move towards finalization of the RQ for this vehicle program, as you mentioned and you know that obviously there's many factors that go into the decision and you know, but we're feeling overall good about the progress that we have had with this OEM and this is lastly the second time that we've done this now, first with Daimler truck and now with this OEM in the in the past car space.

這就是我可以明顯分享的，隨著OEM 朝著最終確定該車輛計劃的RQ 的方向邁進，我們對OEM 獲得了持續的信心，正如您提到的，您也知道，顯然有很多因素會影響決策，但是您也知道，但是我們對與這家原始設備製造商合作所取得的進展感到總體良好，這已經是我們第二次這樣做了，首先是與戴姆勒卡車合作，現在是與這家原始設備製造商在過去的汽車領域合作。

Okay, great.

好的，太好了。

And would you be able to share, there are other competitors in the down select or whether it's just you kind of moving into new milestones.

您能否分享一下，還有其他競爭對手在選擇中，或者是否只有您正在進入新的里程碑。

Yeah.

是的。

So look what I can say obviously is we're at the final stages of the RQ and have been multiple down selects, right.

所以，我可以說的是，我們正處於 RQ 的最後階段，並且已經進行了多次選擇，對​​吧。

In that and we think we're in a, in a good position with this passenger.

在這一點上，我們認為我們與這位乘客處於有利的位置。

That's fair and then switching over to the Innovation Labs partnership, I'm wondering how does the financial opportunity for that play out as, as you start to develop, I guess customers together or a pipeline together?

這是公平的，然後轉向創新實驗室合作夥伴關係，我想知道當你開始開發時，這種財務機會如何發揮作用，我猜是客戶在一起還是管道在一起？

Yeah, absolutely.

是的，絕對是。

So, you know we spoke a little bit about this earlier but in general, you know, obviously the, the inter labs partnership is a multi year production deal that we have with committed volumes and you know, we're starting together it really to deploy our technology with 40 lidar as well as their analytic solution across number of airports, large venues and transit, mass transit applications we're starting with JSK airports and San Francisco reports and the overall progress of indoor labs is really to go after a number of different application installments.

所以，你知道我們之前談過這一點，但總的來說，你知道，實驗室間合作顯然是一項多年的生產協議，我們已經承諾了數量，你知道，我們一起開始真正是為了使用40個雷射雷達部署我們的技術及其分析解決方案，跨多個機場、大型場館和公共交通、公共交通應用，我們從JSK 機場和舊金山報告開始，室內實驗室的整體進展確實需要追求一些不同的應用程序分期付款。

With the opportunity here that we're talking about with indoor as well as some of our other industrial security applications we estimate that the revenue potential for this to be approximately in the $50 million range over the next few years.

憑藉我們在這裡談論的室內以及其他一些工業安全應用的機會，我們估計未來幾年的收入潛力約為 5000 萬美元。

And this is the starting point, what we see with, with these opportunities and as there is growing interest for the platforms and new sites and applications, we see the potential revenue opportunity grow over time.

這是我們所看到的起點，隨著這些機會，隨著人們對平台、新網站和應用程式的興趣不斷增長，我們看到潛在的收入機會隨著時間的推移而增長。

So this is we don't think by any means any kind of ceiling here just to kind of the 1st deployment.

因此，我們認為第一次部署沒有任何上限。

So hopefully that answers your question.

希望這能回答你的問題。

No, understood.

不，明白了。

Thanks.

謝謝。

We'll take our next question from Richard Shannon with Craig Hallum.

我們將回答理查德·香農和克雷格·哈勒姆提出的下一個問題。

Your line is open.

您的線路已開通。

Hi, everyone.

大家好。

This is Tyler Anderson on for Richard Shannon.

這是理查德·香農的泰勒·安德森。

Thank you for taking my questions.

感謝您回答我的問題。

I was wondering if there was any qualitative differences between all of the places that you're looking to get into for indoor and outdoor and also what would the pull forward for the shipment about?

我想知道您想要進入的室內和室外的所有地方之間是否存在任何品質差異，以及發貨的提前期是什麼？

Is that something that was a technical or manufacturing matter?

這是技術問題還是製造問題？

What could you describe that a bit for us?

您能為我們描述一下什麼嗎？

Sure.

當然。

Yeah.

是的。

So, obviously with, you know, with our growing interest and for our technology, with 40 lidar and FMCW, we're expanding our applications and really capitalizing on the growing interest in the market.

因此，顯然，隨著我們對 40 雷射雷達和 FMCW 的興趣不斷增長，我們正在擴展我們的應用，並真正利用市場日益增長的興趣。

So I think your question around industrial applications, obviously, besides what we talk about automotive with, in the past two OEMs that we have advanced on besides this European OEM validation program that we want.

因此，我認為你的問題圍繞著工業應用，顯然，除了我們談論的汽車領域之外，除了我們想要的歐洲 OEM 驗證計劃之外，我們在過去的兩家 OEM 中也取得了進展。

We have secured production one with indoor and the on the indoor labs on the industrial side but this actually is for indoor and outdoor application so it's not just indoor application.

我們已經在室內和工業方面的室內實驗室中確保了生產，但這實際上是針對室內和室外應用的，因此它不僅僅是室內應用。

But the key there for them actually has been that they've been looking at different technologies in the space, they have valid, different types of technologies and decided that 40 lidars where they're going to go with as they go in terms of production, scaling, that's the transition they're making.

但對他們來說，關鍵實際上是他們一直在研究該領域的不同技術，他們擁有有效的、不同類型的技術，並決定在生產過程中使用 40 種雷射雷達，規模化，這就是他們正在做的轉變。

Part of the reason is, and we have, you know, I've seen this over and over is around the left the advantages of velocity dimension, the advantages of interference immunity, right, not having issues with the interference looming as well as I think, importantly, our ability to show not just superior capability but also maturity of our products.

部分原因是，我們已經一遍又一遍地看到了這一點，左邊是速度維度的優點，抗干擾性的優點，右邊是沒有迫在眉睫的干擾問題，以及我重要的是，我們不僅要展示卓越的能力，也要展現我們產品的成熟度。

And these were kind of some of the key drivers, especially when you talk about monitoring analytics of different behavior, people in different settings inside the airports as well as outside.

這些是一些關鍵驅動因素，特別是當您談論對不同行為、機場內外不同環境中的人們進行監控分析時。

And your other question about this and pulling, this has been obviously a strategic, strategic decision that we made earlier in the year.

你關於這個和拉動的另一個問題，這顯然是我們今年早些時候做出的戰略決策。

The moment we announced at this following you know, the same time with our win with Daimler truck, we saw a sharp uptick and the interest in the market for our products and our team has been working together for the past number of months across engineering as well as manufacture operations to really pull forward this Atlas deliveries by about six months or so.

您知道，當我們在下面宣布這一消息的那一刻，在我們贏得戴姆勒卡車的同時，我們看到市場對我們產品的興趣急劇上升，我們的團隊在過去的幾個月裡一直在工程領域共同努力，以及製造業務，真正將 Atlas 的交付時間提前了大約六個月左右。

So that's something that we, you know, has taken a significant amount of effort from the team but in general, of course, you know, with non automotive applications, we see the ability to pull this forward because often they don't necessarily need some of those automotive qualifications or certification to be completed yet so which obviously ongoing and on time for our Daimler truck SOP.

因此，我們團隊為此付出了大量努力，但總的來說，當然，對於非汽車應用，我們看到了推動這一目標的能力，因為通常他們不一定需要其中一些汽車資格或認證尚未完成，因此我們的戴姆勒卡車SOP 顯然正在按時完成。

So all this, I think has resulted us in our ability not just to deliver on the existing program with production programs that we have, but also win additional programs and what we're going to do here, what we're planning on forward is continue on capitalizing on this momentum, not just executing on our existing programs, but also converting those additional opportunities to production wins and then those wins to growing shipments and revenue.

因此，我認為這一切使我們不僅能夠透過我們擁有的生產計劃來交付現有計劃，而​​且還能贏得更多計劃，我們在這裡要做的，我們未來的計劃是繼續利用這一勢頭，不僅執行我們現有的計劃，並將這些額外的機會轉化為生產勝利，然後將這些勝利轉化為不斷增長的出貨量和收入。

So that's kind of how we've been operating.

這就是我們一直以來的運作方式。

And then are there commonalities between the indoor and outdoor opportunities that you're looking at?

那麼您正在尋找的室內和室外機會之間是否有共同點？

Is there a population or geographical situation that you're looking for when you're entering into a space?

當您進入某個空間時，您是否正在尋找人口或地理狀況？

Your time is specific to the industrial sensing, right, Tyler.

您的時間專門針對工業感測，對吧，泰勒。

Industrial or mass transit and smart infrastructure.

工業或公共交通和智慧基礎設施。

Yeah.

是的。

So first of all, in, and what we're seeing the growing interest there in the industrial security, there is, you know, in across different regions, our first deployment starting in the US, obviously with our, you know, this first National Security Organization program that we have and now with the lab, and these are actually both indoor facing.

因此，首先，我們看到人們對工業安全的興趣日益濃厚，在不同地區，我們的首次部署是從美國開始的，顯然是我們的第一個部署我們擁有的國家安全組織計劃和現在的實驗室計劃，這些實際上都是面向室內的。

So some of these, for example, in the terminals with SFO and JFK are looking at inside the terminal, looking for monitoring of people, you know, wrong behavior or bad behavior, tracking analytics, queue times, things like that.

例如，在 SFO 和 JFK 的航站樓中，其中一些正在查看航站樓內部，尋找對人員的監控，你知道，錯誤行為或不良行為，追蹤分析、排隊時間等。

So there's a number of different applications.

所以有許多不同的應用程式。

It's monitoring also on the outside, for example, looking at airplanes and on time, docking and undocking.

它也在外部進行監控，例如，查看飛機的準點情況、對接和脫離對接。

But also there is other applications outdoor for just security monitoring around the fences and perimeters which are, you know, some of the different customers.

但戶外還有其他應用，僅用於圍欄和周邊的安全監控，您知道，這些應用是一些不同的客戶。

So though from a commonality you're talking about is all the same Atlas product that we have been working on that is for automotive that we're providing here for these industrial applications.

因此，儘管從共同點來看，您所談論的都是我們一直在開發的用於汽車的 Atlas 產品，而我們在這裡為這些工業應用提供的產品。

Be it indoor, be it outdoor, be it for perimeter or mass transit applications that's some of the I guess beauty of kind of the platform that we have built that is highly software configured, configurable and flexible and in those applications.

無論是室內、室外、週邊或公共交通應用，我想這就是我們在這些應用中建立的高度軟體配置、可配置和靈活的平台的一些優點。

Thank you.

謝謝。

I appreciate your time.

我很感激你的時間。

There are no further questions at this time, this does conclude today's program.

目前沒有其他問題了，今天的節目到此結束。

We thank you for your participation.

我們感謝您的參與。

You may disconnect at any time and have a wonderful afternoon.

您可以隨時斷開連接，度過一個美好的下午。