Alarum Technologies Ltd (ALAR) 2023 Q4 法說會逐字稿

Good morning, ladies and gentlemen.

早安，女士們，先生們。

Thank you for standing by.

謝謝你的支持。

Welcome to the Alarum Technologies fourth quarter and full year of 2023 corporate update conference call.

歡迎參加 Alarum Technologies 2023 年第四季和全年企業更新電話會議。

(Operator instructions) This conference being recorded today, March 14, 2024.

（操作員說明）本次會議於今日（2024 年 3 月 14 日）錄製。

Before we get started, I will read a disclaimer about forward-looking statements.

在我們開始之前，我將閱讀有關前瞻性陳述的免責聲明。

This conference call may contain in addition to historical information, forward-looking statements within the meaning of the safe harbor provisions of the Private Securities Litigation Reform Act of 1995 and other federal securities laws.

除歷史資訊外，本次電話會議還可能包含 1995 年《私人證券訴訟改革法案》和其他聯邦證券法的安全港條款含義內的前瞻性聲明。

Forward-looking statements include statements about plans, objectives, goals, strategies, future events of performance and underlying assumptions and other statements that are different than historical facts.

前瞻性陳述包括有關計劃、目的、目標、策略、未來績效事件和基本假設的陳述以及與歷史事實不同的其他陳述。

These forward-looking statements are based on current management expectations and are subject to risks and uncertainties that may result in expectations not being realized.

這些前瞻性陳述是基於目前管理層的預期，並受到可能導致預期無法實現的風險和不確定性的影響。

It may cause actual outcomes to differ materially from expectations reflected in these forward-looking statements.

它可能導致實際結果與這些前瞻性陳述中反映的預期有重大差異。

Potential risks and uncertainties include those discussed under the heading risk factors in Alarum's, annual reports on Form 20-F filed with the Securities and Exchange Commission on March 14, 2024, and any subsequent filings with the SEC.

潛在風險和不確定性包括 Alarum 的風險因素標題下討論的風險和不確定性、2024 年 3 月 14 日向美國證券交易委員會提交的 20-F 表年度報告以及隨後向 SEC 提交的任何文件。

All such forward-looking statements whether written or oral are made on behalf of the company are expressly qualified by these cautionary statements, and such forward-looking statements are subject to risks and uncertainties, and we caution you to not place any undue reliance on these.

所有此類前瞻性陳述，無論是書面還是口頭，均代表公司做出，均明確受到這些警示性陳述的限制，並且此類前瞻性陳述存在風險和不確定性，我們提醒您不要過分依賴這些前瞻性陳述。 。

At this time, I would like to turn the call over to Shachar Daniel, the company's CEO.

此時，我想將電話轉給公司執行長 Shachar Daniel。

The floor's yours.

地板是你的了。

Thank you very much, and welcome everyone, to Alarum Technologies 2023 fourth quarter earnings results conference call.

非常感謝並歡迎大家參加 Alarum Technologies 2023 年第四季財報電話會議。

As is customary with me, Shai Avnit, our chief financial officer.

按照我的慣例，我們的財務長 Shai Avnit。

In this call or would like to provide a brief review of our big operations, summarize our accomplishments, and then I will turn the call over to Shai, who will briefly discuss the financial results of the fourth quarter and full year of 2023, before we will open the call to questions.

在這次電話會議中，我想簡要回顧一下我們的大運營，總結我們的成就，然後我將把電話轉給Shai，他將簡要討論2023 年第四季度和全年的財務業績，然後我們再進行討論。將開啟提問環節。

We are extremely pleased with our first quarter results, showing growth and successful execution in every aspect of our business.

我們對第一季的業績非常滿意，顯示出我們業務各個方面的成長和成功執行。

Before going into more detail about the fourth quarter of 2023, I would like to look back at how we started this year.

在詳細介紹 2023 年第四季之前，我想回顧一下今年的開局情況。

In the first quarter of 2023, we had two business lines: NetNut, our Internet access for enterprises and CyberKick, our internet access solution for consumers.

2023年第一季度，我們有兩條業務線：NetNut（企業導向的網路存取）和Cyber​​Kick（面向消費者的網路存取解決方案）。

We finished the first quarter with revenues of $5.7 million from both business segments.

第一季結束時，我們兩個業務部門的收入均為 570 萬美元。

Net loss of $700,000 and positive adjusted EBITDA of $60,000.

淨虧損 700,000 美元，調整後 EBITDA 為 60,000 美元。

The first quarter was also the first time we announced positive cash flow from operating activities.

第一季也是我們首次宣布經營活動現金流為正。

When we started 2023, we began our path to profitability strategy.

當我們進入 2023 年時，我們就開始了獲利策略之路。

By the end of the second quarter, following consideration of the current market environment, we made the decision to downsize our investment in the consumer business, and measure that we believe very positive impact to the company.

到第二季末，考慮到當前的市場環境，我們做出了縮減消費業務投資的決定，並衡量了我們認為對公司產生的非常積極的影響。

During the third quarter, we focused all our efforts in supporting NetNut and our data collection solutions business.

第三季度，我們集中全力支援 NetNut 和我們的資料收集解決方案業務。

We paused all investments in customer acquisition in the consumer business and sold our cybersecurity business.

我們暫停了消費者業務的所有客戶獲取投資，並出售了我們的網路安全業務。

As a result, the third quarter marked an historic moment in the company's journey as we become profitable with $1.1 million in net profit.

因此，第三季標誌著公司發展歷程中的歷史性時刻，我們實現了盈利，淨利潤達 110 萬美元。

From being on the path to profitability, we became profitable and proving our strategy to be the right one for the company.

從走上獲利之路開始，我們開始獲利，並證明我們的策略對公司來說是正確的。

We announced today that we finished Q4 with revenues of $7.1 million and a record net profit continued to grow, reaching to a record of $1.7 million.

我們今天宣布，第四季營收達到 710 萬美元，淨利潤持續成長，達到創紀錄的 170 萬美元。

The revenues for the fourth quarter represent not only a record quarter, but the quarter itself, with the revenues generated from both business lines at the beginning of 2023, and demonstrated the strange of NetNut and our business.

第四季度的收入不僅代表了創紀錄的季度，而且代表了該季度本身，即 2023 年初兩個業務線產生的收入，並展示了 NetNut 和我們業務的奇怪之處。

In the last two years, NetNut has experienced considerable expansion concluding 2021, with revenues of $6.3 million and showing all the way to $21.3 million by 2023.

在過去兩年中，NetNut 經歷了相當大的擴張，到 2021 年為止，收入達到 630 萬美元，到 2023 年將達到 2,130 萬美元。

We are delighted with this outcome, which reflect our intense effort and commitment to the prosperity of our business.

我們對這一結果感到高興，這反映了我們對業務繁榮的不懈努力和承諾。

Moreover, we began the year 2024 witnessing high growth, and setting new monthly revenue records in January and February.

此外，我們在 2024 年伊始見證了高成長，並在 1 月和 2 月創下了新的月度收入記錄。

We are proud of our balanced, strong financial stability.

我們為我們平衡、強大的金融穩定性感到自豪。

The fact that we are profitable, and we don't have to rely on raising funds to support and sustain our operations going forward.

事實上，我們是盈利的，我們不必依賴籌集資金來支持和維持我們未來的營運。

2023, was a turning point for allow that now focused on the NetNut and the expansion of our product offerings.

2023 年是允許現在專注於 NetNut 和擴展我們的產品系列的轉折點。

Today, NetNut is one of the strongest brands in the brands in the world of the IPPM, known for its fast, advance and secured network.

如今，NetNut 已成為 IPPM 領域品牌中最強大的品牌之一，以其快速、先進和安全的網路而聞名。

NetNut platform is based on our proprietary reflection technology.

NetNut 平台是基於我們專有的反射技術。

Our hybrid network infrastructure comprises of more than 1,000 servers and 740 servers deployed around the globe connected to 52 million IP's, of various types, including ISP's and data center IP's in leading data centers, all together providing full global coverage.

我們的混合網路基礎設施由部署在全球的1,000 多台伺服器和740 多台伺服器組成，連接到5,200 萬個各種類型的IP，包括領先資料中心的ISP 和資料中心IP，所有這些都提供了全面的全球覆蓋。

During 2023, we entered new market segments, including AI-powered sales intelligence, fintech and AI recruiting markets in winning new leading customers across the board.

2023年，我們進入了新的細分市場，包括人工智慧驅動的銷售智慧、金融科技和人工智慧招募市場，全面贏得了新的領先客戶。

Building on our network success, we began to expand our product offering in 2023, hiring new talents for our research and development with the goal of delivering innovative and disruptive products to the data collection market.

在網路成功的基礎上，我們於 2023 年開始擴大產品範圍，聘請新人才進行研發，目標是向資料收集市場提供創新和顛覆性產品。

The first product we introduced during 2023 is the Google SERP Scraper API, our first data collector, providing enterprises innovative suite analysis tools, on-demand data access.

我們在 2023 年推出的第一個產品是 Google SERP Scraper API，它是我們的第一個資料收集器，為企業提供創新的套件分析工具和隨選資料存取。

The SERP Scraper API delivers real-time structured data from global search engines payload to enterprise needs.

SERP Scraper API 將來自全球搜尋引擎負載的即時結構化資料提供給企業需求。

Our second product release is the innovative website Unblocker.

我們發布的第二個產品是創新網站 Unblocker。

It's designed to allow automated data collection tools, access to public facing web data without being targeted by Anti-Bot and bot management solutions.

它旨在允許自動化數據收集工具存取面向公眾的網路數據，而不會成為反機器人和機器人管理解決方案的目標。

Our latest announcement was the revolutionary AI data collector product line.

我們最新發布的是革命性的人工智慧資料收集器產品線。

These product line will be, one of our growth engines for the upcoming years.

這些產品線將成為我們未來幾年的成長引擎之一。

It's an important milestone, NetNut roadmap towards securing its share of the data collection market and will disrupt current web data collection methods and allow users to scrape the Internet data tailored to their specific requirements.

這是 NetNut 路線圖的一個重要里程碑，旨在確保其在資料收集市場的份額，並將顛覆目前的網路資料收集方法，並允許使用者根據自己的特定要求抓取網路資料。

With an intuitive no-code interface, the new AI-data collector will enable users to if it falls effortlessly, generate data collection within minutes, product advance AI will automatically adapt to website changes, ensuring continuous data collection without any downtime.

憑藉直覺的無程式碼介面，新的人工智慧資料收集器將使用戶能夠毫不費力地在幾分鐘內產生資料收集，產品先進的人工智慧將自動適應網站的變化，確保連續的資料收集而無需任何停機。

Furthermore, NetNut for IoT and blockchain technology will provide seamless access to data, which allow uninterrupted data exception at any scale users, we seem to be required to input the target URL, select the desire data subject to a range of timing and choose their preferred download format.

此外，面向物聯網和區塊鏈技術的NetNut將提供對資料的無縫訪問，這允許在任何規模的用戶上不間斷的資料異常，我們似乎需要輸入目標URL，在一定的時間範圍內選擇所所需的數據並選擇他們的首選下載格式。

We are excited about our new data collection product offering and have started to market the first product to our existing and new customers while beginning to age positive feedback.

我們對新的資料收集產品感到興奮，並開始向現有和新客戶推銷第一個產品，同時開始獲得正面的回饋。

Starting today, we plan to update on a quarterly basis our customer retention rate NRR.

從今天開始，我們計劃每季更新一次我們的客戶保留率 NRR。

NetNut NRR were 153% as of December 31, 2023, and 144% as of September 30, 2023.

截至2023年12月31日，NetNut NRR為153%；截至2023年9月30日，NetNut NRR為144%。

We sum up the recurring revenues from existing customers for a period of four consecutive quarters and add any expansion revenue, upsells courses from those same customers during the period.

我們總結了連續四個季度來自現有客戶的經常性收入，並添加了在此期間來自相同客戶的任何擴展收入和追加銷售課程。

Then we subtract any construction revenue downgrade churn from those same customers during the same period.

然後，我們減去同一時期內這些相同客戶的任何建築收入降級流失。

We then calculate the revenue from these customers doing the preceding four quarters and divide this total by the recurring revenues for the first period.

然後，我們計算這些客戶在前四個季度的收入，並將該總額除以第一期的經常性收入。

A positive NRR indicates that existing customers are spending more overtime, through either expansion or add-ons, offsetting any losses due to churn or time waste.

正的 NRR 顯示現有客戶透過擴展或附加服務花費了更多的加班時間，抵消了因客戶流失或時間浪費而造成的損失。

Conversely, a negative NRR suggests that the company is losing more revenues for the existing customer than it is gaining to upselling or cross-selling.

相反，負的 NRR 表示公司為現有客戶損失的收入多於透過追加銷售或交叉銷售獲得的收入。

Before going further, I would like to turn the call over to Shai to discuss the financials for the quarter in more detail.

在進一步討論之前，我想將電話轉給 Shai，更詳細地討論本季的財務狀況。

Shai, the stage is yours.

夏，舞台是你的。

Thank you, Shachar.

謝謝你，沙查爾。

I will begin with a summary of our fourth quarter and year-end 2023 financial results, which compares to our fourth quarter and year ended 2022 results, unless otherwise stated.

除非另有說明，我將先總結我們第四季和 2023 年底的財務業績，並將其與我們第四季和 2022 年年底的業績進行比較。

Revenue for the full year of 2023 totaled $26.5 million, of which $7.1 million were earned in the fourth quarter.

2023年全年營收總計2,650萬美元，其中第四季營收710萬美元。

This represents a 39% increase, compared to the revenue from continuing operations of $18.5 million for the full year of 2022, of which $5.1 million were earned in the fourth quarter.

與 2022 年全年持續營運收入 1,850 萬美元（其中第四季營收 510 萬美元）相比，成長了 39%。

This sharp growth in revenue is attributed to the increase in NetNut business.

營收的大幅成長歸功於NetNut業務的成長。

Gross profit for the full year of 2023 increased to $18.8 million, of which the fourth quarter contributed $5.3 million.

2023年全年毛利增至1,880萬美元，其中第四季貢獻530萬美元。

This compared to gross profit for the full year of 2022 of $10.1 million, of which the fourth quarter contributed $2.8 million, representing increases of 85% and 89% respectively.

相較之下，2022年全年毛利為1,010萬美元，其中第四季貢獻了280萬美元，分別成長了85%和89%。

These significant increases in the gross profit were primarily driven by the increase in revenue, while increasing the gross margin to more than 75%.

毛利的大幅成長主要是由營收成長推動的，同時毛利率提高至75%以上。

Operating expenses totaled $24.3 million for the full year 2023, excluding goodwill and intangible asset impairments related to the consumer Internet access activity scaled down announced by the company on July 6, 2023.

2023年全年營運支出總計2,430萬美元，不包括與該公司於2023年7月6日宣布縮減消費者網路存取活動相關的商譽及無形資產減損。

Operating expenses amounted to $15.8 million only, this compared to operating expenses of $22.9 million in 2022.

營運費用僅為 1,580 萬美元，而 2022 年營運費用為 2,290 萬美元。

IFRS net loss from continuing operations for the full year of 2023 totaled $5.6 million of $0.14 of basic loss per ordinary share.

2023 年全年持續經營業務的國際財務報告準則淨虧損總計 560 萬美元，其中每股普通股基本虧損為 0.14 美元。

The loss is attributed to the consumer Internet access, goodwill and intangible asset impairments.

此損失歸因於消費者網路存取、商譽和無形資產減損。

This compared to IFRS net loss from continuing operations of $12.5 million of $0.39 of basic loss per ordinary share in 2022.

相較之下，2022 年持續經營業務淨虧損為 1,250 萬美元，每股普通股基本虧損為 0.39 美元。

IFRS net profit from continuing operations in the fourth quarter of 2023 reached $1.7 million or $0.03 of basic profit per ordinary share, compared to a net loss of $3 million of $0.09 basic loss per ordinary share in the fourth quarter of 2022.

2023 年第四季持續經營業務的國際財務報告準則淨利達170 萬美元，即每股普通股基本利潤0.03 美元，而2022 年第四季的淨虧損為300 萬美元，即每股普通股基本虧損0.09 美元。

Adjusted EBITDA for the full year of 2023 was $5.2 million, compared to adjusted EBITDA loss of $8.5 million in 2022.

2023 年全年調整後 EBITDA 為 520 萬美元，而 2022 年調整後 EBITDA 虧損為 850 萬美元。

Adjusted EBITDA for the fourth quarter of 2023 was $2.2 million, compared to adjusted EBITDA loss of $2 million in the fourth quarter of 2022.

2023 年第四季調整後 EBITDA 為 220 萬美元，而 2022 年第四季調整後 EBITDA 虧損為 200 萬美元。

As of December 31, 2023, shareholder's equity totaled $13.2 million or approximately $2.20 per outstanding American Depositary share, compared to shareholders' equity of $13.3 million as of December 31, 2022.

截至 2023 年 12 月 31 日，股東權益總額為 1,320 萬美元，即每股已發行美國存託股票約 2.20 美元，而截至 2022 年 12 月 31 日，股東權益為 1,330 萬美元。

The minor change is due mainly to the goodwill and intangible asset impairments recorded in the second quarter of 2023, on one hand, offset by the September 2023 private placement and the non-IFRS earnings on the other hand.

這一微小變化主要是由於 2023 年第二季記錄的商譽和無形資產減值，另一方面被 2023 年 9 月的私募和非國際財務報告準則收益所抵銷。

As of December 31, 2023, the company's cash and cash equivalent balance totaled $10.9 million compared to $3.3 million only as of December 31, 2022.

截至2023年12月31日，該公司的現金及現金等價物餘額總計1,090萬美元，而截至2022年12月31日僅為330萬美元。

And lastly, I wanted to touch base on our share count as it stands today.

最後，我想談談我們目前的股票數量。

On an outstanding basis, we had around 62.8 million ordinary shares, representing approximately 6.3 million ADS's.

在已發行的基礎上，我們擁有約 6,280 萬股普通股，相當於約 630 萬股美國存託股份。

On a fully diluted basis, we currently have around 78 million shares of 7.8 million ADS's outstanding.

在完全稀釋的基礎上，我們目前擁有 780 萬股已發行美國存託股中的約 7,800 萬股。

With that, I'll turn the call back over to Shacher.

這樣，我會將電話轉回給 Shacher。

Thank you, Shai.

謝謝你，謝。

Our accomplishments in 2023, have positioned us to utilize our extensive fast and dependable network to meet the evolving demands of the AI market.

我們在 2023 年取得的成就使我們能夠利用我們廣泛、快速、可靠的網路來滿足人工智慧市場不斷變化的需求。

The cornerstone of all current AI solutions lies in their ability to access and extract data.

目前所有人工智慧解決方案的基石在於其存取和提取資料的能力。

AI technologies, we fast amount of real-time data in order to deliver good outcomes, data collection, especially on skills we developed through years of experience in the industry is something we excel at.

人工智慧技術，我們快速獲取大量即時數據，以便提供良好的結果，數據收集，特別是我們透過多年行業經驗開發的技能是我們擅長的。

Furthermore, we can identify future challenges for AI solutions as they become increasingly integrated into our daily lives and be equipped with the necessary tools to address and provide the right solutions.

此外，隨著人工智慧解決方案越來越融入我們的日常生活，並配備必要的工具來解決和提供正確的解決方案，我們可以確定人工智慧解決方案的未來挑戰。

With that, I would like to open the call for any questions.

至此，我想打開電話詢問任何問題。

Thank you.

謝謝。

Ladies and gentlemen, at this time, we will be conducting our question-and-answer session.

女士們、先生們，此時我們將進行問答環節。

(Operator instructions) Brian Kinstlinger, Alliance Global Partners.

（操作員說明）Brian Kinstlinger，Alliance Global Partners。

Great.

偉大的。

Thanks for taking my questions.

感謝您回答我的問題。

But my first is a financial one.

但我的第一個是財務方面的。

Your operating margin over the last two quarters has been an impressive 22% and 24% and your revenue continues to grow.

過去兩個季度您的營業利潤率分別達到 22% 和 24%，令人印象深刻，並且您的收入持續成長。

Sales and marketing expenses have been declining.

銷售和行銷費用一直在下降。

And my question is on the operating expenses, at what point do you expect the company will need to make meaningful investments to sustain these growth rates?

我的問題是關於營運費用，您預計公司在什麼時候需要進行有意義的投資來維持這些成長率？

Is that anytime soon?

是很快嗎？

Hey, Brian.

嘿，布萊恩。

So first of all, in, if you measure our operating expenses as a percentage of the revenues, so basically our plan is to stay in the same rate.

首先，如果你以收入的百分比來衡量我們的營運費用，基本上我們的計劃是保持相同的比率。

As I can tell you now in the first quarter as we see the growth and basically, we stabilize our team and now operating expenses.

正如我現在可以告訴你的那樣，在第一季度，我們看到了成長，基本上，我們穩定了我們的團隊和現在的營運費用。

So I don't think that there is a time in the near future that you will see that I may identify a point that we need to increase sharply or to invest a significant investment in our operation in order to support the revenues.

因此，我認為在不久的將來，您不會看到我可能會確定我們需要大幅增加或對我們的營運進行大量投資以支持收入。

So to be clear, you think the 24% to 25% operating margin, it's sustainable and you probably won't grow it that much, you'll reinvest the rest into growth.

因此，需要明確的是，您認為 24% 至 25% 的營業利潤率是可持續的，您可能不會將其增長那麼多，您會將其餘部分重新投資於增長。

Is that accurate?

準確嗎？

Yeah.

是的。

Great.

偉大的。

And then the net retention rate on that you provided 144% or 153% provided two different ones.

然後，您提供的淨保留率 144% 或 153% 提供了兩個不同的值。

Revenue growth is 150%.

收入增長150%。

Can you share with us the customer counts what they are for NetNut and how that compares to a year ago?

您能否與我們分享一下客戶對 NetNut 的統計情況以及與一年前相比如何？

It sounds like much of the revenue growth is coming from the existing customer base by looking at those two metrics and so I'm trying to understand new customer accounts and maybe help us understand the evolution of a new customers, the first year of very small contribution and then expand in the second year, maybe go over why?

透過查看這兩個指標，聽起來大部分收入成長都來自現有客戶群，因此我正在嘗試了解新客戶帳戶，也許可以幫助我們了解新客戶的演變，即非常小的第一年第二年貢獻然後擴大，也許回顧為什麼？

Okay.

好的。

So let's start from the NRR method.

那我們就從NRR方法開始吧。

So basically, the method that we choose, by the way, it's a method that a lot of SaaS companies are choosing that we make an average of four measurements, meaning we are measuring four quarters versus four quarters, and then we are going back one quarter and measuring again, four quarters versus four quarters in addition at 2 times.

所以基本上，我們選擇的方法，順便說一句，這是許多 SaaS 公司選擇的方法，我們進行四次測量的平均值，這意味著我們測量四個季度與四個季度，然後我們返回一個季度並再次測量，四個季度與四個季度加兩次。

And then this is the measurement, when we come to the next Q3, we will do the same.

這就是測量，當我們進入下一個第三季時，我們將做同樣的事情。

We will measure, we will have one more measurement for this quarter and going back for a full measurement.

我們將進行測量，我們將在本季度再進行一次測量，然後返回進行全面測量。

And then it's called it's called in a point in time, meaning it's an average of four measurements.

然後它被稱為在某個時間點調用，這意味著它是四次測量的平均值。

So basically, you cannot take indirect connection the growth of the revenues of 2022 versus 2023.

所以基本上，你不能將 2022 年與 2023 年的營收成長間接連結起來。

And with this measurement, because it's an it's an average of four measurements of growth and so forth for you for your question.

透過這種測量，因為它是四次增長測量的平均值，等等，以供您回答您的問題。

And so I don't have the accurate numbers in front of me, but our I can tell you in high-level that our the number of customers growth in around 20% quarter over quarter year over year, it depends because we have if you remember, we have a huge variety of customers.

因此，我面前沒有準確的數字，但我可以在高層告訴您，我們的客戶數量逐季度同比增長約 20%，這取決於我們是否有請記住，我們的客戶種類繁多。

We have customers that are, paying us $5,000 a year, and we have customers that are paying us $100,000 a year or more and the bad, if you will hit our new debt, it was just uploaded to the website.

我們的客戶每年支付 5,000 美元，我們的客戶每年支付 100,000 美元或更多，糟糕的是，如果您要償還我們的新債務，它剛剛上傳到網站。

We have a special slide that described we divide the cost.

我們有一張特殊的幻燈片，描述了我們如何劃分成本。

The revenues according to the number of customers.

根據客戶數量計算收入。

And you can see the split between the size of the customers and the number of the customers, if you want, we can go over it now or you can take a look later and if we have any questions, so I will be happy to answer.

你可以看到客戶規模和客戶數量之間的劃分，如果你願意，我們現在可以看一下，或者你可以稍後再看，如果我們有任何問題，所以我很樂意回答。

Shachar, can I edit something just to make sure.

Shachar，我可以編輯一些內容來確認嗎？

Yeah.

是的。

To make things clear, Brian, the 144%, it's not 144% rate compared to the previous period.

布萊恩，澄清一下，144%，這不是與上一期相比的 144%。

It's a 44%.

這是44%。

Okay.

好的。

Right.

正確的。

If you compare that to 150% rise in revenue is due in [2023] you can see here quite clearly that pinpoint a large bunch of it came from new customers.

如果你將其與 [2023] 年收入成長 150% 進行比較，你可以很清楚地看到，其中很大一部分來自新客戶。

Okay.

好的。

It's not the qualities of the -- Okay.

這不是——好吧。

Yeah.

是的。

Thank you Shai, Good coment.

謝謝你，Shai，很好的評論。

Yeah.

是的。

And then you've got two new products that I think is exciting about on, namely the subscriber on the website Unblock, I know it's early, but can you talk about how you expect these to drive growth?

然後你有兩個我認為令人興奮的新產品，即 Unblock 網站上的訂閱者，我知道現在還為時過早，但你能談談你期望這些產品如何推動成長嗎？

Is this for 2024 event?

這是 2024 年的活動嗎？

Or is this more of a 2025 catalyst as they become a little bit more mature?

或者說，隨著他們變得更加成熟，這更像是 2025 年的催化劑？

You've said it's too early, so you are right.

你說現在還太早，所以你是對的。

Basically, it's too early for me to project because we are just starting now our AB testing with our current customers.

基本上，現在對我來說做出預測還為時過早，因為我們現在才剛開始與現有客戶進行 AB 測試。

As I mentioned, first of all, we went out with this product because we identified a demand and a need in the market.

正如我所提到的，首先，我們推出這個產品是因為我們確定了市場的需求。

We know that the market needs it and we know we think that we know exactly what it needs and why our product is innovative and basically the swap and the other products in this market, we think that the size of the fact that customers would directly acquire.

我們知道市場需要它，我們知道我們認為我們確切地知道它需要什麼以及為什麼我們的產品是創新的，基本上是交換和這個市場上的其他產品，我們認為客戶將直接購買的事實的規模。

This would purchase this product and will have we will have a direct revenues from this product we think that this product will strengthen our product portfolio.

這將購買該產品，並且我們將從該產品中獲得直接收入，我們認為該產品將加強我們的產品組合。

And there are some customers, maybe a lot of customers that are looking for one vendor and they skipped us still today because we couldn't offer them the next, and in the data channel with the data stack, we couldn't offer the next product.

有一些客戶，也許很多客戶正在尋找一個供應商，但他們今天仍然跳過我們，因為我們無法為他們提供下一個，並且在資料堆疊的資料通道中，我們無法提供下一個產品。

So they prefer to choose another window that we can offer them two products from us from one vendor.

因此，他們更願意選擇另一個窗口，我們可以從一個供應商向他們提供兩種產品。

So now we size of the direct value that we'll see from these two products we might see and we hope we expect to see more customers that they will buy our IPPN products because we have this add-on of this data collection products.

因此，現在我們確定了我們可能會從這兩種產品中看到的直接價值的大小，我們希望看到更多的客戶購買我們的 IPPN 產品，因為我們有此資料收集產品的附加組件。

I think that we will start to see, a significant revenue by the AI square, which is our main product line.

我認為我們將開始看到人工智慧領域的可觀收入，這是我們的主要產品線。

We launched the product line, but we did launch a product that we are about to release this product around the third quarter.

我們推出了該產品線，但我們確實推出了一款產品，我們即將在第三季左右發布該產品。

I hope we will start to see revenues in the fourth quarter and hopefully significant revenues in 2025.

我希望我們能夠在第四季度開始看到收入，並希望在 2025 年實現可觀的收入。

The web Unblocker, we are about as we released the beta version is going very well, and I hope we will start to see traction in the end of this quarter, meaning second quarter going to the third quarter and then to see more significant revenues in the last quarter of this year.

我們即將發布的 Web Unblocker 測試版進展順利，我希望我們將在本季度末開始看到牽引力，這意味著第二季度到第三季度，然後看到更可觀的收入今年最後一個季度。

So basically, this is the data that I have now I don't want to project more than this because I might mislead you

所以基本上，這是我現在擁有的數據，我不想投影更多，因為我可能會誤導你

--

--

Right.

正確的。

And then the last question is, just going to understand the website Unblocker?

然後最後一個問題是，只是去了解Unblocker這個網站嗎？

That's where you're trying to help customers screen and data from a website, but it's block So this product will help Unblock it so you can get from certain sites.

這就是您試圖幫助客戶篩選網站和資料的地方，但它被阻止了，因此該產品將幫助解鎖它，以便您可以從某些網站獲取資料。

Is that right?

是對的嗎？

Exactly, exactly, accurate.

完全，完全，準確。

Just wanted to make sure I understood.

只是想確保我理解。

Okay.

好的。

Thank you so much.

太感謝了。

Thank you, Brian.

謝謝你，布萊恩。

Kris Tuttle, Blue Caterpillar.

克里斯‧塔特爾，《藍色毛毛蟲》。

Hey, thanks for taking my questions.

嘿，謝謝你回答我的問題。

I just had a couple, one of them is on obviously you're busy.

我剛剛有幾個，其中一個正在播放，顯然你很忙。

NetNut, it is working very well for you.

NetNut，它非常適合您。

What do you look at as your governors for growth for the rest of 2024, what are the limiting factors, that that you're working on addressing.

身為州長，您對 2024 年剩餘時間的成長有何看法？您正在努力解決的限制因素是什麼。

The limiting factors?

限制因素？

Yeah.

是的。

What is that what governs your overall revenue growth this year?

是什麼決定了你們今年的整體營收成長？

So I think that is something that is basically by nature.

所以我認為這基本上是自然的事情。

We have a team; we have an infrastructure.

我們有一個團隊；我們有基礎設施。

If you heard my speech, I talk about the size of our net of our network.

如果你聽過我的演講，我會談論我們網路的規模。

By the way it is it's one of our major intelligence intellectual property to the fact that we have thousands of servers all over the world that might serve a huge amount of data and customers, we build and the team mean many good plan, the team and the network according to project that the growth that we see this year, of course, that if something will happen and we'll see, I don't know some big demand that we didn't imagine.

順便說一句，這是我們主要的情報知識產權之一，因為我們在世界各地擁有數千台伺服器，可以為大量數據和客戶提供服務，我們構建和團隊意味著許多好的計劃，團隊和根據網絡項目，我們今年看到的成長當然，如果發生什麼事情，我們會看到，我不知道有一些我們沒有想像到的大需求。

So it might be that our net will or the team, starting from support going to R&D and others might not be able to support this amount of traffic but I think that I hope, but after years of experience of the team here in NetNut, and we know how to plan and how to project the expected growth and the amount of traffic and customers.

因此，我們的網路或團隊，從支援到研發，其他人可能無法支援這麼大的流量，但我認為我希望如此，但經過 NetNut 團隊多年的經驗，我們知道如何規劃以及如何預測預期增長以及流量和客戶量。

So I don't think it might be a bottleneck, but this is something that might be, in general.

所以我不認為這可能是個瓶頸，但總的來說，這可能是個瓶頸。

Okay.

好的。

On one housekeeping question.

關於一個家政問題。

Can you just remind us of what's the difference between the number of shares in the current share count and the fully diluted number?

您能否提醒我們目前股數與完全稀釋後的股數有何不同？

Yes, of course, Shai, you want to take it?

是的，當然，Shai，你想接受嗎？

Yeah.

是的。

Basically it includes two kind of securities that are not outstanding.

基本上它包括兩種未發行的證券。

One of them is the stock option plan for employees and consultants.

其中之一是員工和顧問的股票選擇權計劃。

We have allocated options and RSU's to our employees.

我們為員工分配了選擇權和 RSU。

And this amount to, I believe, around 700,000 or 800,000

我相信這個數字大約是 700,000 或 800,000

Shai, just one, everything is in front of me.

謝，就一個，一切都在我眼前。

It's more than 800,000, I believe Shachar.

超過80萬，我相信沙查爾。

700,013 for the employees.

700,013 為員工。

And the other part, a series of warrants to investors that came from previous rounds back in 2020 until 2023.

另一部分是 2020 年至 2023 年之前幾輪向投資者提供的一系列認股權證。

Most of them, by the way, are far out of the money.

順便說一句，他們中的大多數人都缺錢。

Shachar can elaborate?

沙查爾可以詳細說明一下嗎？

Yeah.

是的。

So we have 650,000 from this kind of lowering the weighted average exercise price is $40 and the rest is around 900,000 belong to the employees and the employee option plan.

因此，我們從這種降低加權平均行使價為 40 美元的方式中獲得了 65 萬美元，其餘的約 90 萬美元屬於員工和員工選擇權計畫。

And by the way, and we're guiding you also, as I told Brian, before we have a slide in the presentation, the new one that we just uploaded to the website and you can see a pie with that describes the difference between the outstanding and the fully diluted and describes or what we have said now.

順便說一句，正如我告訴布賴恩的那樣，我們也在指導您，在演示文稿中有一張幻燈片之前，我們剛剛上傳到網站的新幻燈片，您可以看到一個餅圖，其中描述了突出和完全稀釋並描述或我們現在所說的。

Okay.

好的。

Well, I'll take a look at that.

嗯，我會看一下。

And my last question is just on as you look out for '24 and into '25 and are there any kinds of acquisitions or in the technology gaps that you feel you need to fill in order to accomplish those plans?

我的最後一個問題是在您關注 24 世紀和 25 世紀時提出的，您認為為了完成這些計劃是否需要填補任何類型的收購或技術差距？

Or do you feel like right now you guys have everything you need in-house with your current resources to achieve your plans over the next 12 to 18 months?

或者你覺得現在你們內部已經擁有實現未來 12 到 18 個月計畫所需的一切？

Okay.

好的。

So the first I will answer in a very simple way.

首先我會以非常簡單的方式回答。

The answer is yes.

答案是肯定的。

Currently, we have everything we need in order to support our growth engines and our revenues and all the products and the technologies that I just described in my in my page, but it doesn't say that, over the time we might find something interesting, something that can accelerate growth, something that can take us faster to the and we are just investigating by the way.

目前，我們擁有支援我們的成長引擎和收入以及我剛剛在我的頁面中描述的所有產品和技術所需的一切，但這並不是說，隨著時間的推移，我們可能會發現一些有趣的東西，一些可以加速成長的東西，一些可以帶我們更快到達目標的東西，順便說一句，我們只是在調查。

As I mentioned, we saw a huge gap in the AI market and between the experts of the AI that have the algorithms of data to analyze data, but they need the data and we think there is a huge gap there.

正如我所提到的，我們看到人工智慧市場以及擁有數據演算法來分析數據的人工智慧專家之間存在巨大差距，但他們需要數據，我們認為那裡存在巨大差距。

We see we established a specific special committee with industry experts, and we see a very interesting opportunity there.

我們看到我們成立了一個由行業專家組成的專門委員會，我們在那裡看到了一個非常有趣的機會。

So maybe over time, we'll find something interesting that we might consider.

所以也許隨著時間的推移，我們會發現一些我們可能會考慮的有趣的東西。

But at this point of time, it's not the plan.

但目前，這不是計劃。

Okay.

好的。

Thanks very much for my taking my questions.

非常感謝我提出問題。

Thank you very much.

非常感謝。

Nick Peters, Private Investor.

尼克彼得斯，私人投資者。

Hi, guys.

嗨，大家好。

Thanks for taking my call on.

感謝您接聽我的電話。

Obviously great job the last half year.

顯然，過去半年的工作非常出色。

Are you guys seeing any pricing pressure on?

你們看到價格壓力了嗎？

I don't know what he looks a proxy with initial bright data on mark to our proxy, our cotton prices.

我不知道他對我們的代理，即我們的棉花價格的初始明亮數據的代理看起來是什麼樣的。

But those look to be at the lower end.

但這些看起來處於低端。

So our customers.

所以我們的客戶。

So you had the higher size customers at all.

所以你有更大的客戶。

So just to make sure that they understand your question.

只是為了確保他們理解你的問題。

So I you are asking is, can we see a pricing pressure because you think that the big the our competitors like obsolescence by data requests and meaning gave a lower prices that that's the question.

所以我你要問的是，我們是否會看到定價壓力，因為你認為我們的競爭對手喜歡透過數據請求和意義來過時，從而給出較低的價格，這就是問題所在。

Yeah, at least from what I see on their website, but again, none of that to lower -- sizes?

是的，至少從我在他們的網站上看到的來看，但同樣，沒有一個可以降低尺寸？

No, no.

不，不。

So basically, the answer is no, I don't the answer is no because my do I don't think, I don't think I have not adversely affected by a decrease in prices or they cut prices may be for one or two products, but not something significant.

所以基本上，答案是否定的，我不認為答案是否定的，因為我不認為，我認為我沒有受到價格下降的不利影響，或者他們降價可能是一兩個產品，但不是什麼重要的東西。

And we don't we are not identifying at this point of time, something that is happening in this field, something that I can say that has an impact.

我們目前還沒有確定這個領域正在發生的事情，我可以說是有影響的事情。

As always, customers are negotiating and want to get the best price, but not something different from one year ago or another period.

像往常一樣，客戶正在談判並希望獲得最優惠的價格，但與一年前或其他時期沒有什麼不同。

Okay, excellent.

好的，非常好。

And then second part, my question is here foreseeing any changes to pricing, as you add these new products on possibly to price your network a little bit cheaper?

然後是第二部分，我的問題是預見定價的任何變化，因為您添加這些新產品可能會使您的網路定價便宜一點？

And then upsell on the higher value-added products over time?

然後隨著時間的推移追加銷售更高附加價值的產品？

It might be one strategy, but okay, so it's all commercial and I prefer to keep it as a commercial issue inside.

這可能是一種策略，但好吧，所以這都是商業性的，我更願意將其作為商業問題保留在內部。

Okay.

好的。

Because it's part of our pricing strategy, but it might be an option here, but it's not something that we are planning to do now, but it might be an option.

因為這是我們定價策略的一部分，但它可能是這裡的一個選擇，但這不是我們現在計劃要做的事情，但它可能是一個選擇。

I think that's all the questions I have.

我想這就是我的所有問題。

Thanks, guys.

多謝你們。

Thank you very much.

非常感謝。

Jeff Harte, Hart partners.

傑夫‧哈特，哈特合夥人。

Congratulations, Shachar.

恭喜你，沙查爾。

Excellent quarter.

優秀的季度。

I really executing.

我真的很執行。

I just have one quick question.

我只有一個簡單的問題。

I see you did not renew your F1.

我看到你沒有更新你的F1。

Is there any reason for this?

這有什麼原因嗎？

You are meaning our F3 -- the shelf prospectus here.

您指的是我們的 F3——這裡的貨架說明書。

So yes, it's expired and we did not renew it because currently we are not planning to raise money, although most of the companies I know have this F3.

所以是的，它已經過期了，我們沒有續訂，因為目前我們不打算籌集資金，儘管我認識的大多數公司都有這款 F3。

So basically now we did not renew it from a focus issues and others, but maybe we'll do it in the future.

所以基本上現在我們沒有從焦點問題和其​​他問題上更新它，但也許我們將來會這樣做。

But basically, we didn't do it now because we don't see any point to renew it now.

但基本上，我們現在沒有這樣做，因為我們現在看不到任何更新它的意義。

So very good.

非常好。

Actually, that was my only question.

事實上，這是我唯一的問題。

Continue the great job.

繼續偉大的工作。

Thank you very much.

非常感謝。

(Operator instructions) Robert Smith, Center Performance, Investing,

（操作員說明）羅伯特·史密斯，中心績效，投資，

Thank you.

謝謝。

Thanks for taking my questions and congratulations on a superb quarter.

感謝您回答我的問題，並祝賀您度過了一個出色的季度。

You must have a business plan, at lease an annual plan, if not three-year plan.

您必須有一個商業計劃，至少是年度計劃，如果不是三年計劃的話。

So how much of that could you reveal to us?

那麼您能向我們透露多少內容呢？

I mean, as far as what you're looking for this year.

我的意思是，就你今年想要的東西而言。

So of course, we have in details for one year for two years for three years, and we did not reveal it at this stage from some reasons.

當然，我們有一年、兩年、三年的詳細情況，但由於某些原因，我們現階段沒有透露。

And I guess in the coming future, we will start to export more and more as we are growing, for example, we see we are starting now to talk about our retention and some auto KPI's and measurements, you can find them in our new presentation.

我想在不久的將來，隨著我們的發展，我們將開始出口越來越多，例如，我們看到我們現在開始談論我們的保留和一些汽車KPI 和衡量標準，您可以在我們的新演示文稿中找到它們。

And so at this point of time, I will not talk about numbers, but I think that in high-level, yes, we are planning to keep our growth.

因此，在這個時候，我不會談論數字，但我認為在高層，是的，我們計劃保持成長。

As I mentioned in my speech, we see the first two months of 2024 are going very well and supporting our growth plans.

正如我在演講中提到的，我們看到 2024 年的前兩個月進展順利，並支持了我們的成長計畫。

Of course, we want to keep on the balance between growth and profitability for many that the operator, operational profit, EBITDA and other KPI's.

當然，我們希望在營運商、營運利潤、EBITDA 和其他 KPI 等方面保持成長和獲利能力之間的平衡。

And we are pushing and investing a lot in our new and innovative products because it's the time now that according to our strategy, we are jumping to the next day or in the data stake, meaning from the IPPN to the data collection and labeling market by our scrapers and our collectors and our AI scrapers.

我們正在大力推動和投資我們的新產品和創新產品，因為根據我們的策略，現在是時候跳到第二天或數據權益上，這意味著從 IPPN 到數據收集和標籤市場我們的抓取工具、我們的收集器和我們的人工智慧抓取工具。

And as I mentioned, we are recognizing the gaps in the AI world with, of course, we have customers in this space or so we know what are the gaps.

正如我所提到的，我們正在認識到人工智慧世界中的差距，當然，我們在這個領域有客戶，所以我們知道差距是什麼。

And we think that we can play a significant role in this world and also in the coming future.

我們認為我們可以在這個世界以及未來的未來發揮重要作用。

And so this should be our growth engines for the next years, the size of our current product, it is in this amazing growth engine as you've seen our results, and this is more or less what I can say now, we see are open to answer your question, even a little bit.

因此，這應該是我們未來幾年的成長引擎，我們目前產品的規模，正是在這個驚人的成長引擎中，正如您所看到的我們的結果，這或多或少是我現在可以說的，我們看到的是願意回答你的問題，哪怕是一點點。

So on a serial basis you're suggesting that February was better than January?

那麼從序列角度來看，您認為二月比一月更好？

Yes.

是的。

The question is yes.

問題是肯定的。

Okay.

好的。

And so then stepping ahead, a little to your IP situation what are the protections that you have?

那麼接下來，了解您的智慧財產權狀況，您擁有哪些保護措施？

What are you in protection on our intellectual property.

您對我們的智慧財產權有何保護？

Well.

出色地。

Yeah.

是的。

So we have two patents protecting us at a high level.

因此，我們有兩項專利在高水準上保護我們。

And besides I can tell you that the barriers to entry barriers for our market, and I see it in real life when the new players are trying to come in is the fact that the size of our technology and software, one of our major intellectual property is the network.

此外，我可以告訴你，我們市場的進入壁壘，我在現實生活中看到，當新玩家試圖進入時，我們的技術和軟體的規模（我們的主要智慧財產權之一）是網路。

This network it took us.

這個網路帶了我們。

You can see also in the results of NetNut, we lost money in the beginning of not that we lost, we invested a lot to bring tenants, experts in DevOps which are very hard to hire and we build a global network with thousands of servers.

您還可以在NetNut 的結果中看到，我們一開始就賠了錢，但並不是我們賠了，我們投入了大量資金來引進租戶、DevOps 專家，而這些很難聘請，而且我們建立了一個擁有數千台伺服器的全球網路。

It can serve state us of data, which is, a huge amount of data in a concurrent with concurrent the customers to give a full global and to provide a full global coverage with high success rate, high-performance zero downtime.

它可以服務於數據的狀態，即海量的數據並發給客戶並發給全全球，並提供高成功率、高性能、零停機的全球全覆蓋。

It's something that it takes years and a lot of know-how to achieve and to build and they are the customers, by the way, are very sensitive to these KPI's, as I just described, the performance of the global coverage to the to the Downtown to the support, so I think the best protection is the fact that it's EBITDA, it's a know-how that they used to build the.

這是需要數年時間和大量專業知識才能實現和構建的東西，順便說一句，他們是客戶，對這些 KPI 非常敏感，正如我剛才所描述的，全球覆蓋範圍到市中心的支持，所以我認為最好的保護是它的EBITDA，這是他們用來建造的專有技術。

So I mean, obviously, the businesses have brain games.

所以我的意思是，顯然，企業有腦力遊戲。

So how about the question on hiring no new personnel and research and in R&D as well.

那麼關於不僱用新人員以及研究和研發的問題又如何呢？

Yeah.

是的。

So what was the question?

那麼問題是什麼？

Well, what kind of focus we have on hiring new talent and how much money in we spent in R&D?

那麼，我們在招募新人才方面的重點是什麼？我們在研發上花了多少錢？

So as I answered a blind analysts in one was his first questions.

因此，當我回答一位盲人分析師時，他的第一個問題就是他的第一個問題。

So we hired a few talents in last year and to the R&D as we funded our human resources with great talent by the way, not only now indeed in other verticals and pillars like the sales and marketing like the operation like ours.

因此，我們在去年聘請了一些人才，並進行了研發，順便說一句，我們為我們的人力資源提供了優秀的人才，不僅現在在其他垂直領域和支柱領域，例如銷售和營銷，例如我們的運營。

And basically, we are trying to keep onto the current EBITDA way and meaning the ratio between the operational profit and the revenues.

基本上，我們試圖維持目前的 EBITDA 方式，即營業利潤與收入之間的比率。

So I don't see any major impact on our P&L for this year, at least.

因此，至少我認為今年的損益不會受到任何重大影響。

In the past, you used the term accelerating the growth rate is accelerating.

過去，您使用的術語是“加速成長”，即“加速成長”。

So how Farmington future you're seeing that kind of acceleration possibility?

那麼法明頓的未來你又如何看待這種加速的可能性呢？

Hope for however, most of our efforts and KPI's invested a lot in the gross basis.

但希望我們大部分的努力和 KPI 都在毛額基礎上投入了大量。

It's a combination of new customers and the level of satisfaction of current customers, which come to expressing their retention rate that we are that you are measuring.

它是新客戶和現有客戶滿意度的結合，用來表達我們正在衡量的他們的保留率。

And besides that, we were investing a lot in the innovation and, look into the future, what will be the next big thing for our next big opportunity for our technology and product.

除此之外，我們在創新方面投入了大量資金，展望未來，我們的技術和產品的下一個重大機會將是什麼。

And as I mentioned a few times to identify the artificial intelligence product, the AI award, say one of the big consumers for data.

正如我多次提到的，為了識別人工智慧產品，人工智慧獎，一位數據大消費者說。

And then we think that those together, hopefully it will go.

然後我們認為這些一起，希望它能夠順利進行。

We will do the we're doing.

我們會做我們正在做的事情。

We'll have a great product.

我們將會有一個很棒的產品。

We think it can maintain and support our growth over the in the future.

我們認為它可以維持和支持我們未來的成長。

Is it a new product development and execution, what's differentiating you from competition?

新產品的開發和執行，是什麼讓您在競爭中脫穎而出？

Yeah.

是的。

So the AI collectively should be a great competitive advantage and differentiator and the web blocker that we develop, basically according to our measurements and now it has to be in few parameters to be the best in my in the market to disrupt the market and some others, feature capabilities, but these are two main products for this year and hopefully for the AI world, I think will bring a lot of innovation and differentiation from the current market.

因此，人工智慧總體上應該是一個巨大的競爭優勢和差異化因素，以及我們開發的網路攔截器，基本上根據我們的測量，現在它必須在幾個參數中成為市場上最好的，以擾亂市場和其他一些市場，功能，但這是今年的兩個主要產品，希望對於人工智慧世界來說，我認為將為當前市場帶來很多創新和差異化。

And just finally, what would you say are your two chief concerns going forward?

最後，您認為您未來最關心的兩個問題是什麼？

Our world is changing so fast.

我們的世界變化如此之快。

It's still of course, we are trying to predict and project the future and what will be the challenges of our customers, how we can solve them.

當然，我們仍然在努力預測和預測未來，以及我們的客戶將面臨哪些挑戰，以及我們如何解決這些挑戰。

So if I take it to the concerns, I guess so my concern is always if something will come in that we didn't project it, okay.

因此，如果我考慮到這些問題，我想我的擔憂始終是，是否會出現一些我們沒有預測到的情況，好吧。

New technology, new challenges as something will change and something that we are at least three investing a lot talking with analysts, talking with my colleagues, reading a lot of articles and learn a lot you are aware of.

新技術、新挑戰，因為某些事情將會發生變化，並且我們至少在三個方面投入了大量資金，與分析師交談，與我的同事交談，閱讀大量文章並學到很多你所知道的東西。

We have here in the company, researchers and product experts that out we are trying to mitigate this event this week.

我們公司的研究人員和產品專家本周正在努力緩解這起事件。

But I think this is the major thing that we think it concerns me and I think will concern me forever because it's part of our world that is technology world that is changing so fast.

但我認為這是我們所關心的最重要的事情，我認為這將永遠關心我，因為它是我們這個變化如此之快的科技世界的一部分。

And just looking at your background and the companies are domiciled in Israel in a global market that you have any particular limitation in that respect.

只要看看您的背景，以及這些公司在全球市場上的以色列註冊地，您在這方面就有任何特殊的限制。

No.

不。

Okay great.

好的，太好了。

Well, look, I think you've done a great job and I wish you all the best.

好吧，聽著，我認為你做得很好，祝你一切順利。

Good luck going forward are you showing terrific growth.

祝你未來好運，你會表現出驚人的成長。

Thank you very much.

非常感謝。

Appreciated it.

很欣賞它。

Thank you.

謝謝。

Thank you.

謝謝。

It appears we have no additional questions at this time, so I'd like to pass the floor back over to Shachar Daniel for concluding remarks.

看來我們目前沒有其他問題，所以我想將發言權交還給 Shachar Daniel 進行總結發言。

Thank you very much.

非常感謝。

So to summarize, looking forward to 2024 with clear goals for continuing to grow our business, we've been on an increasing market share in the IPPN vertical penetration to new regions, engagement with high-profile customers and increased netbooks infrastructure globally.

總而言之，展望 2024 年，我們有明確的目標繼續發展我們的業務，我們在 IPPN 垂直滲透到新地區、與知名客戶的互動以及全球上網本基礎設施方面不斷增加市場份額。

In addition, we aim to penetrate the data collection and labeling market with our AI scraper and wave and broker distribution for selling it to our growing customers and target new customers.

此外，我們的目標是透過我們的人工智慧刮刀、波和經紀人分銷滲透數據收集和標籤市場，將其出售給我們不斷成長的客戶並瞄準新客戶。

We plan on entering the data insights world and they are in analysis capabilities to our data products and deliver end to end solution for our customers.

我們計劃進入數據洞察世界，他們具有對我們的數據產品的分析能力，並為我們的客戶提供端到端解決方案。

All our business that will keep serving our main goals are presenting solid revenue growth and profitability.

我們所有將繼續服務於我們主要目標的業務都將呈現穩健的收入成長和獲利能力。

Thanks, everybody, for joining us today.

謝謝大家今天加入我們。

Appreciate it.

欣賞它。

Thank you.

謝謝。

Ladies and gentlemen, this does conclude today's teleconference.

女士們、先生們，今天的電話會議到此結束。

We thank you for your participation and you may disconnect your lines this time.

我們感謝您的參與，這次您可以斷開線路。