Authid Inc (AUID) 2023 Q1 法說會逐字稿

Hello, and thank you for standing by, and welcome to authID Q1 fiscal year 2023 earnings conference call and webcast. (Operator Instructions)

您好，感謝您的耐心等待，歡迎參加 authID 2023 財年第一季度收益電話會議和網絡廣播。 （操作員說明）

I would now like to hand the conference over to Graham Arad. Sir, you may begin.

我現在想把會議交給格雷厄姆·阿拉德。先生，您可以開始了。

Thank you, operator. Good afternoon, everyone. With me on today's call are our CEO, Rhon Daguro; our CFO, Annie Pham; and our CTO and Founder, Tom Szoke. By now, you should have access to today's press release announcing our first quarter 2023 results. If you have not received this, the release can be found on our website at www.authid.ai under the Investor Relations section.

謝謝你，接線員。大家下午好。與我一起參加今天電話會議的是我們的首席執行官 Rhon Daguro；我們的首席財務官 Annie Pham；以及我們的首席技術官兼創始人 Tom Szoke。現在，您應該可以訪問今天發布的新聞稿，宣布我們 2023 年第一季度的業績。如果您尚未收到該新聞稿，可以在我們網站 www.authid.ai 的投資者關係部分找到該新聞稿。

Throughout this conference call, we will be presenting certain non-GAAP financial information. This information is not calculated in accordance with GAAP and may be calculated differently from other companies' similarly titled non-GAAP information. Quantitative reconciliations of our non-GAAP adjusted EBITDA information to the most directly comparable GAAP financial information appear in today's press release.

在整個電話會議中，我們將展示某些非公認會計準則財務信息。該信息不是根據 GAAP 計算的，並且可能與其他公司類似標題的非 GAAP 信息的計算方式不同。我們的非 GAAP 調整後 EBITDA 信息與最直接可比的 GAAP 財務信息的定量調節出現在今天的新聞稿中。

Before we begin our formal remarks, let me also remind you, everyone, that part of our discussion today will include forward-looking statements. Such forward-looking statements are not guarantees of future performance, and therefore, you should not put undue reliance on them. These statements are subject to numerous risks and uncertainties that could cause actual results to differ materially from what we expect. Some of these risks are mentioned in today's press release, others are discussed in our Form 10- K and other filings, which were made available at www.sec.gov.

在我們開始正式發言之前，請允許我提醒大家，我們今天討論的部分內容將包括前瞻性陳述。此類前瞻性陳述並不能保證未來業績，因此，您不應過度依賴它們。這些陳述面臨許多風險和不確定性，可能導致實際結果與我們的預期存在重大差異。其中一些風險在今天的新聞稿中提到，其他風險在我們的 10-K 表格和其他文件中討論，這些文件可在 www.sec.gov 上獲取。

As the operator mentioned, we will have a Q&A session after the presentation. (Operator Instructions)

正如運營商提到的，我們將在演示結束後進行問答環節。 （操作員說明）

I'd now like to introduce our CFO, Annie Pham.

現在我想介紹一下我們的首席財務官 Annie Pham。

Thank you, Graham.

謝謝你，格雷厄姆。

Turning to slide number 3. The following highlights compare results from continuing operations for the quarter ended March 31, 2023, with the quarter ended March 31, 2022, unless otherwise specified.

轉向第 3 張幻燈片。除非另有說明，以下重點比較了截至 2023 年 3 月 31 日的季度與截至 2022 年 3 月 31 日的季度的持續運營結果。

Total revenue was $0.04 million for the first quarter ended March 31, 2023, compared with $0.2 million for the prior year, of which $0.04 million was from Verified software license revenue. The reduction was primarily attributed to revenue from the legacy authentication products that were discontinued in April 2022. Operating expenses for the quarter totaled $4.5 million compared with $5.2 million. Loss for the quarter was $5.2 million, of which noncash and severance charges were $3 million compared with a loss of $5.1 million, of which noncash and severance charges was $2.3 million.

截至 2023 年 3 月 31 日的第一季度總收入為 40 萬美元，而上一年為 20 萬美元，其中 40 萬美元來自經過驗證的軟件許可收入。減少的主要原因是 2022 年 4 月停產的舊版身份驗證產品帶來的收入。該季度的運營支出總計 450 萬美元，而去年同期為 520 萬美元。本季度虧損 520 萬美元，其中非現金和遣散費為 300 萬美元，而虧損為 510 萬美元，其中非現金和遣散費為 230 萬美元。

Loss per share for the quarter was $0.21 compared with $0.22. Adjusted EBITDA loss for the quarter improved to $2.2 million compared with $2.8 million, primarily due to cost savings from the restructuring plan that we executed in the first quarter of 2023, and that also reduced the monthly cash burn as compared to 2022.

本季度每股虧損為 0.21 美元，去年同期為 0.22 美元。本季度調整後 EBITDA 虧損從 280 萬美元改善至 220 萬美元，這主要是由於我們在 2023 年第一季度執行的重組計劃節省了成本，而且與 2022 年相比，每月現金消耗也減少了。

In March, the company secured financing of up to $3.6 million under a facility agreement with Stephen Garchik, and we completed a $0.9 million initial drawdown of cash before fees and expenses. However, in order to further implement our business plan and satisfy the working capital and Nasdaq listing requirement, the company will need to raise additional capital.

3 月份，該公司根據與 Stephen Garchik 的融資協議獲得了高達 360 萬美元的融資，並且我們在費用和開支之前完成了 90 萬美元的初始現金提取。然而，為了進一步實施我們的業務計劃並滿足營運資金和納斯達克上市要求，公司將需要籌集額外資金。

With that, it gives me a great pleasure to turn the call over and introduce you to our new CEO, Rhon Daguro.

至此，我非常高興地轉接電話並向您介紹我們的新任首席執行官 Rhon Daguro。

Thank you, Annie. So I'm going to start on Slide 4. So welcome, everyone, to my first investor conference call as the new CEO of authID. I wanted to take a moment to introduce myself.

謝謝你，安妮。我將從幻燈片 4 開始。歡迎大家參加我作為 authID 新任首席執行官的第一次投資者電話會議。我想花點時間介紹一下自己。

I have a computer science background and have been writing code over the last 20 years, where my entire focus on technology has been in the identity access management space, all the way through the last four companies where I've actually championed the mission to bring the highest level of security with the most frictionless user experience possible. Prior to authID, I served as a Chief Revenue Officer at Socure, where I developed the sales machine to grow the company to unicorn status, growing annual recurring revenue to over $100 million.

我擁有計算機科學背景，在過去 20 年裡一直在編寫代碼，我對技術的全部關注都集中在身份訪問管理領域，一直到我在過去四家公司中真正倡導的使命是將最高級別的安全性和最順暢的用戶體驗。在加入 authID 之前，我曾在 Socure 擔任首席營收官，在那裡我開發了銷售機器，將公司發展成為獨角獸，將年度經常性收入增長到超過 1 億美元。

I'm truly excited by the opportunity to serve as CEO and eager to leverage my sales process and demand generation experience to grow authID's market presence, which I will cover today. Over the last few weeks, I've spoken to many shareholders, customers and prospects, where this question is often posed, Rhon, why did you join authID? So I will spend the next few minutes sharing how I answered that question.

我對擔任首席執行官的機會感到非常興奮，並渴望利用我的銷售流程和需求生成經驗來擴大 authID 的市場影響力，我今天將對此進行介紹。在過去的幾周里，我與許多股東、客戶和潛在客戶交談過，他們經常提出這個問題，Rhon，你為什麼加入 authID？因此，我將在接下來的幾分鐘內分享我是如何回答這個問題的。

Turning to Slide 5. So as a sales-driven executive, my first requirement was to validate that authID would be led by a strong and committed Board of Directors who can advise and coach on all matters, but more importantly, have a really, really strong focus on driving sales and growth.

轉向幻燈片 5。因此，作為一名以銷售為導向的高管，我的首要要求是驗證 authID 將由一個強大且忠誠的董事會領導，他們可以就所有事務提供建議和指導，但更重要的是，擁有一個真正、真正的董事會重點關注推動銷售和增長。

In March, the company appointed several new directors, including myself, Ken Jisser, Thomas Szoke, and Michael Thompson. We joined directors, Michael Koehneman, Jacqueline White, and Joe Trelin, who is our new Chairman of the Board. This new Board is aligned with me that our main focus at authID is to grow the business as fast as possible with a sales-centric focus, building upon the great technology authID has already built. And I am confident that our new Board can provide the vision, support, and direction that will help us grow authID's sales pipeline, our customers, and absolutely our revenue.

三月份，公司任命了幾位新董事，包括我本人、Ken Jisser、Thomas Szoke 和 Michael Thompson。我們加入了董事邁克爾·科尼曼 (Michael Koehneman)、杰奎琳·懷特 (Jacqueline White) 和新任董事會主席喬·特林 (Joe Trelin)。這個新董事會與我一致認為，我們 authID 的主要重點是在 authID 已經建立的出色技術的基礎上，以銷售為中心，盡快發展業務。我相信我們的新董事會能夠提供願景、支持和方向，幫助我們發展 authID 的銷售渠道、我們的客戶以及我們的收入。

So moving to Slide 6. My second requirement was to make sure authID's solutions are actually solving really, really big problems on the Internet. I'm from this domain, so it's very easy for me to know that the identity problems on the Internet have not been solved. Rampant fraud still exists. The exponential growth trends predicted for digital transactions and remote workforce make it very attractive for hackers to exploit and wreak havoc through data breaches, ransomware, identity fraud, and account takeover. Compromised passwords and scams attacking weak identity authenticators have contributed to 82% of recent data breaches.

現在轉到幻燈片 6。我的第二個要求是確保 authID 的解決方案確實能夠解決互聯網上真正非常大的問題。我來自這個領域，所以我很容易知道互聯網上的身份問題還沒有得到解決。猖獗的欺詐行為仍然存在。數字交易和遠程勞動力預計呈指數增長趨勢，這使得黑客很容易通過數據洩露、勒索軟件、身份欺詐和帳戶接管來利用和造成嚴重破壞。最近 82% 的數據洩露事件是由密碼洩露和攻擊弱身份驗證器的詐騙造成的。

Data hacks are costly in remediation, distraction, and reputational brand loss. The need for faster, more convenient, and highly accurate strong identity solutions that stop hackers from logging into systems with fraudulent identity and stolen credentials is absolutely present across all the segments.

數據黑客攻擊帶來的補救、干擾和品牌聲譽損失的代價高昂。所有領域都絕對需要更快、更方便和高度準確的強大身份解決方案，以阻止黑客使用欺詐性身份和被盜憑證登錄系統。

We are at the forefront of a rapid evolution in identity assurance and security where we should not have to balance between uncompromised cybersecurity and identity assurance with an easy, frictionless user experience. We can have both, and authID delivers on both.

我們處於身份保證和安全快速發展的最前沿，我們不必在不妥協的網絡安全和身份保證與簡單、無摩擦的用戶體驗之間取得平衡。我們可以兩者兼得，而 authID 可以同時滿足這兩者。

Moving to Slide 7. So with the correct Board in place and a strong market opportunity confirmed, my next and most important requirement was to validate if authID had the right technology. Foundationally, the technology had to check every box in regards to compliance, certifications, and scalability.

轉到幻燈片 7。因此，在正確的董事會就位並確認強大的市場機會後，我的下一個也是最重要的要求是驗證 authID 是否擁有正確的技術。從根本上來說，該技術必須檢查合規性、認證和可擴展性方面的每一個方框。

In addition to my computer science background, I also built identity products, and I sold them to Oracle. I built an authentication platform with USAA and sold it to PayPal. So with my depth of engineering and product development, I really look under the covers more than any typical executive would do. And I found that the authID technology checks all these boxes. Our product and engineering teams have been committed to continually improving our platform capabilities, hardening security, and increasing performance.

除了我的計算機科學背景之外，我還構建了身份產品，並將它們賣給了 Oracle。我與 USAA 建立了一個身份驗證平台並將其出售給 PayPal。因此，憑藉我在工程和產品開發方面的深度，我確實比任何典型的高管都更了解幕後情況。我發現 authID 技術檢查了所有這些框。我們的產品和工程團隊一直致力於不斷改進我們的平台功能、強化安全性並提高性能。

Last year, independent auditing and testing confirmed the strength of our platform specifically in three key areas. First, earning compliance certification with the ISO 27001, information security management system security standard. Second, earning our FIDO2 certification by the Fast Identity Online Alliance. And lastly, my favorite, earning a perfect score on iBeta testing for presentation attack detection under anti-spoofing standards.

去年，獨立審核和測試證實了我們平台的實力，特別是在三個關鍵領域。首先，獲得信息安全管理體係安全標準 ISO 27001 的合規認證。其次，獲得快速身份在線聯盟的 FIDO2 認證。最後，我最喜歡的是，在反欺騙標準下的演示攻擊檢測 iBeta 測試中獲得滿分。

These investments had to be made in order for our customers to feel confident and secure about authID's strong authentication solutions and absolutely was a requirement for me to even join the company. But I pushed even further to ensure authID's technology can win the market.

必須進行這些投資，以便我們的客戶對 authID 強大的身份驗證解決方案充滿信心和安全，這絕對是我加入該公司的要求。但我更進一步，確保 authID 的技術能夠贏得市場。

As a salesperson, I have to make sure that I can sell this technology. So what helps us win and be able to compete at the highest levels? What makes good software great software? And can the technology allow me to sell renewals?

作為一名銷售人員，我必須確保我可以銷售這項技術。那麼，什麼可以幫助我們獲勝並能夠在最高水平上競爭呢？是什麼讓好的軟件成為偉大的軟件？該技術可以讓我銷售續訂嗎？

While I believe anybody can sell a solution one time, but can you sell the renewal over and over and over again? The key to long-term success in selling that renewal is that the technology must deliver an amazing user experience. I had to confirm that our technology enforces the highest levels of security while more importantly makes that security seamless to the end user.

雖然我相信任何人都可以一次銷售解決方案，但你能一次又一次地銷售續訂嗎？銷售更新的長期成功的關鍵是該技術必須提供令人驚嘆的用戶體驗。我必須確認我們的技術強制執行最高級別的安全性，更重要的是使最終用戶能夠無縫地獲得安全性。

The authID platform delivers strong authentication that balances high security with the speed and ease of use capturing a simple biometric selfie within seconds. The delivery of that strong authenticated selfie in a browser, not an app, not an SDK, is the key differentiator from our competitors. authID delivers our technology seamlessly on any smartphone, any tablet, and any PC, which offers our enterprise customers and their users complete flexibility and portability with a variety of devices, old ones, new ones, and a variety of user populations, high-tech people, low-tech people, it doesn't matter.

authID 平台提供強大的身份驗證，可在高安全性與速度和易用性之間取得平衡，可在幾秒鐘內捕獲簡單的生物特徵自拍照。我們與競爭對手的主要區別在於，通過瀏覽器（而不是應用程序或 SDK）提供經過嚴格驗證的自拍照。 authID 在任何智能手機、任何平板電腦和任何 PC 上無縫提供我們的技術，這為我們的企業客戶及其用戶提供了完整的靈活性和便攜性，適用於各種設備、舊設備、新設備以及各種用戶群體、高科技人，技術含量低的人，沒關係。

And the best part, authID's technology is so easy to use, so easy to consume, and makes customers so happy when they use the technology. While presenting our solutions to a key Fortune 500 prospect last week, they said that our user experience is so frictionless that it's almost invisible. That is absolutely powerful praise that makes me confident that the authID's platform is the right technology to solve the hardest identity problems on the Internet.

最棒的是，authID 的技術非常易於使用，易於使用，並且讓客戶在使用該技術時感到非常高興。上週，在向《財富》500 強的一位重要潛在客戶展示我們的解決方案時，他們表示我們的用戶體驗非常順暢，幾乎是隱形的。這絕對是強有力的讚揚，讓我相信 authID 的平台是解決互聯網上最困難的身份問題的正確技術。

Turning to Slide 8. Another key reason why I joined authID. There was this huge opportunity to build what the organization completely lacked, the necessary go-to-market skills and discipline to tell our story from a place of expertise and credibility. The best thing I, Rhon, have to offer at this moment is my ability to sell and to build a sales machine in this identity space. I've done it in my last two identity companies, and with the technology that authID has built, I plan on doing it again.

轉向幻燈片 8。我加入 authID 的另一個關鍵原因。這是一個巨大的機會來建立組織完全缺乏的東西，必要的進入市場的技能和紀律，以從專業知識和可信度的角度講述我們的故事。我，羅恩，此刻必須提供的最好的東西是我在這個身份空間中銷售和建立銷售機器的能力。我在最近兩家身份識別公司已經做到了這一點，並且利用 authID 構建的技術，我計劃再次這樣做。

In my short few weeks at authID, I've been transforming the company into a sales-led organization of deep subject matter experts with a sales-driven mindset. Through my years as a high-performing Chief Revenue Officer, I have built, refined, and leveraged a solid sales framework that all of my sales organizations follow to generate growth quickly. In fact, I've been asked to teach this sales framework to many CROs. I'll share a little bit about my sales framework with you today.

在 authID 的短短幾週內，我一直在將公司轉變為一個以銷售為主導的組織，由具有銷售驅動思維的資深主題專家組成。在擔任高績效首席營收官的這些年裡，我建立、完善並利用了一個堅實的銷售框架，我的所有銷售組織都遵循該框架來快速實現增長。事實上，我被要求向許多 CRO 教授這個銷售框架。今天我將與您分享一些有關我的銷售框架的內容。

First, the entire company will absolutely understand the sales language and how we look at our customers to best understand their goals, their use cases, and how to best differentiate our solutions so our customers can make the best decision possible.

首先，整個公司將絕對理解銷售語言以及我們如何看待客戶，以最好地了解他們的目標、用例，以及如何最好地區分我們的解決方案，以便我們的客戶能夠做出最佳決策。

We follow the MEDDIC framework for defining sales opportunities as our common vernacular amongst all employees. And I don't believe anybody at the company can afford to not know every deal, every customer, and every use case we are working on, so I simplify that in the MEDDIC. For those following the slides, MEDDIC stands for metrics, economic buyer, decision process, decision criteria, identify pain, champion and competitor.

我們遵循 MEDDIC 框架來定義銷售機會，這是我們所有員工的共同語言。我相信公司裡的任何人都不能不了解我們正在處理的每筆交易、每一位客戶和每一個用例，所以我在 MEDDIC 中簡化了這一點。對於那些關注幻燈片的人來說，MEDDIC 代表指標、經濟買家、決策過程、決策標準、識別痛點、冠軍和競爭對手。

Next, it is critical that the sales teams assess and define an opportunity decision maker as well as the sphere of influence around the decision-maker. Each decision maker is always surrounded by three key people who influence that decision. If we help the decision maker communicate our value proposition to their sphere of influence, we make it very easy for everyone to be comfortable with the authID technology. And we avoid whispered-down-the-lane communication where key messages can often get lost or watered down.

接下來，銷售團隊評估和定義機會決策者以及決策者周圍的影響範圍至關重要。每個決策者周圍總是有三個影響該決策的關鍵人物。如果我們幫助決策者將我們的價值主張傳達到他們的影響範圍內，我們就能讓每個人都輕鬆地接受 authID 技術。我們避免私下交流，這樣關鍵信息往往會丟失或被淡化。

Finally, we will develop joint execution plans, which we call JEPs. These are sales plans where the final task in the plan is the project kickoff call for the plan to go live and to schedule the go-live schedule. Working backwards from that kickoff meeting, we will determine the steps necessary to bring the deal to production and socialize the plan with the customer so both parties are aware of the effort to better ensure customer go-live success.

最後，我們將製定聯合執行計劃，我們稱之為 JEP。這些是銷售計劃，其中計劃中的最終任務是啟動計劃以啟動計劃並安排上線時間表。從啟動會議開始，我們將確定將交易投入生產所需的步驟，並與客戶交流該計劃，以便雙方都了解為更好地確保客戶成功上線而付出的努力。

These JEPs help both authID and our customers know how to prioritize the activities required for success under agreed timelines. These three pieces will make us deadly accurate in our forecasting for our business and for our priorities.

這些 JEP 幫助 authID 和我們的客戶了解如何在商定的時間表內確定成功所需活動的優先級。這三部分將使我們對業務和優先事項的預測極其準確。

All right. Turning to Slide 9. In order to build and to develop a high-performance sales culture and sales mindset, our organization will be guided by several fundamental principles that I'll share for you today.

好的。轉向幻燈片 9。為了建立和發展高績效的銷售文化和銷售心態，我們的組織將遵循我今天將與您分享的幾項基本原則。

The first culture principle is always be learning. We are currently building authID University with six levels of training and certification. authID University will build a culture of experts and strength and knowledge of our technology, expertise in our use cases, and how we solve our customers' needs.

第一個文化原則是永遠學習。我們目前正在建設 authID 大學，提供六個級別的培訓和認證。 authID University 將建立一種專家文化、我們的技術實力和知識、我們用例的專業知識以及我們如何解決客戶需求的文化。

Our sales teams will be able to present and articulate our value, demonstrate an ability to educate, consult, and provide comparables and, more importantly, share best practices with our customers. Our mantra is we must have HVCs with HVTs, high-value conversations with high-value targets.

我們的銷售團隊將能夠展示和闡明我們的價值，展示教育、諮詢和提供可比較的能力，更重要的是，與客戶分享最佳實踐。我們的口號是我們必須擁有 HVC 和 HVT，即與高價值目標進行高價值對話。

Our second culture principle is to be customer focused. Our clients have really, really difficult problems to solve. We must make sure we are the best resources to provide valuable and strategic solutions that allow them to succeed in their roles.

我們的第二個文化原則是以客戶為中心。我們的客戶有非常非常困難的問題需要解決。我們必須確保我們是提供有價值的戰略解決方案的最佳資源，使他們能夠在自己的崗位上取得成功。

authID employees who graduate from authID University will know this domain inside and out and be subject matter experts in the authentication identity market while being the easiest and most professional people to work with.

從 authID 大學畢業的 authID 員工將對該領域瞭如指掌，成為身份驗證市場的主題專家，同時也是最容易合作、最專業的人。

And the third principle is to compete to win. There are no clear winners in this biometric strong authentication space. There actually is not a clear winner. So we have the opportunity to be that clear winner.

第三個原則是競爭才能獲勝。在這個生物識別強認證領域沒有明顯的贏家。實際上並沒有明顯的贏家。所以我們有機會成為明顯的贏家。

If we don't succeed, millions of people would be at risk with their identity trapped into their device. Time is of the essence, and there's no greater urgency than helping our customers be successful. We are absolutely here to compete to win.

如果我們不成功，數百萬人將面臨身份被困在設備中的風險。時間至關重要，沒有什麼比幫助我們的客戶取得成功更緊迫的了。我們來這裡絕對是為了贏得勝利。

All right. Moving to Slide 10. I'm going to be covering the top two boxes.

好的。轉到幻燈片 10。我將覆蓋頂部的兩個框。

Our go-to-market approach will focus on authID's two offerings: Verified Workforce and Verified Consumer. Closing security gaps for both workforce and consumer applications, Verified delivers trusted identity verification and combines passwordless authentication with biometric certainty to shut down access, shut down privileges, and shut down lateral movement from unauthorized users.

我們的市場推廣方法將重點關注 authID 的兩項產品：經過驗證的勞動力和經過驗證的消費者。 Verified 彌補了勞動力和消費者應用程序的安全漏洞，提供可信的身份驗證，並將無密碼身份驗證與生物識別確定性相結合，以關閉訪問、關閉特權並關閉未經授權用戶的橫向移動。

Directing our eyes towards the bottom of the screen, we will aggressively attack opportunities across our Verified CloudConnect identity ecosystem, essentially, it's our partner network, simply because we can be seamlessly integrated to enhance our partners' customers very quickly.

將我們的目光轉向屏幕底部，我們將積極進攻我們的 Verified CloudConnect 身份生態系統中的機會，本質上，這是我們的合作夥伴網絡，僅僅是因為我們可以無縫集成，以非常快速地增強我們合作夥伴的客戶。

This ecosystem, which our product and engineering teams have worked extensively over the last year to build, broadens our service availability to a larger market. This ecosystem offers our customers low-code integrations to our platforms in less than 10 minutes, thus minimizing customers' need for development resources and helping to advance revenue realization quickly.

這個生態系統是我們的產品和工程團隊在過去一年中廣泛努力構建的，將我們的服務可用性擴展到更大的市場。該生態系統可以在不到 10 分鐘的時間內為我們的客戶提供與我們平台的低代碼集成，從而最大限度地減少客戶對開發資源的需求，並幫助快速實現收入增長。

I'm going to end here on Slide 11.

我將在幻燈片 11 上結束。

So in my first five weeks with authID, we have generated a tremendous amount of sales activity categorized in three buckets. The first bucket is we're aggressively going back to our previous 600 prospects whom we met in 2022 to share the correct use cases and the correct pricing with the right people. This will allow authID to be placed into the matrix solution set for customers who might have already moved on to a primary solution but will need a secondary solution or a backup solution in case the primary fails or is overloaded. The second bucket we are focusing our efforts on 200 accounts that are predominantly dedicated to 2023 and our 2023 target list. We separated these top 200 accounts into two categories, strategic and tactical.

因此，在我使用 authID 的前五週內，我們產生了大量銷售活動，分為三個部分。第一個目標是我們積極回饋我們在 2022 年遇到的 600 名潛在客戶，與合適的人分享正確的用例和正確的定價。這將允許將 authID 放入矩陣解決方案集中，供那些可能已經轉向主要解決方案但需要輔助解決方案或備份解決方案以防主要解決方案出現故障或過載的客戶使用。第二個目標是我們將重點放在 200 個主要致力於 2023 年和我們的 2023 年目標列表的帳戶上。我們將這 200 個排名前 200 的賬戶分為兩類：戰略賬戶和戰術賬戶。

For the top 100 strategic accounts, we intend to apply the entire company's resources behind each and one of those opportunities to the point where we are willing to write new code and write new capabilities to serve our customers' request. For our top 100 tactical accounts, our current authID offering meets their needs out of the box, and we can close those deals quicker, and we will provide better commercials for those deals.

對於前 100 個戰略客戶，我們打算在每個機會背後應用整個公司的資源，直到我們願意編寫新代碼和新功能來滿足客戶的要求。對於我們排名前 100 的戰術帳戶，我們當前的 authID 產品可以立即滿足他們的需求，我們可以更快地完成這些交易，並且我們將為這些交易提供更好的廣告。

And finally, we are actively working on more than 20 opportunities today to move through our pipeline, which includes a mixture of Fortune 500 companies in the verticals of entertainment, global payments, and facilities management.

最後，我們今天正在積極尋找 20 多個機會來推動我們的渠道，其中包括娛樂、全球支付和設施管理等垂直領域的財富 500 強公司。

Over the next few months, we are building a high-performance sales organization really focused on executing on this proven sales framework that I'm sharing, with a sales force mindset and really a hardcore go-to-market strategy. This sales framework is actually absolutely designed to grow our pipeline and put customer wins on the board. Nothing else matters.

在接下來的幾個月裡，我們正在建立一個高績效的銷售組織，真正專注於執行我分享的這個經過驗證的銷售框架，具有銷售人員的心態和真正的核心進入市場策略。實際上，這個銷售框架絕對是為了擴大我們的渠道並贏得客戶而設計的。別的都無所謂。

I look forward to sharing more details on these opportunities at our next earnings call. Thank you for your time.

我期待在下一次財報電話會議上分享有關這些機會的更多細節。感謝您的時間。

I would now like to turn it back to Graham and the operator.

我現在想把它轉回給格雷厄姆和接線員。

Thank you (Operator Instructions)

謝謝（操作說明）

Thank you, operator. Whilst we're waiting for the question queue, Rhon, can I ask you a question about our partner integration? You mentioned them in passing, but perhaps you can go a little bit more -- give a little more explanation as to the significance of our integrations with companies such as Okta and Auth0 and others, and how that's going to help in our sales efforts?

謝謝你，接線員。在我們等待問題隊列時，Rhon，我可以問您一個有關我們的合作夥伴集成的問題嗎？您順便提到了它們，但也許您可以多說一點，多解釋一下我們與 Okta 和 Auth0 等公司集成的重要性，以及這將如何幫助我們的銷售工作？

Well, essentially, these identity authentication platforms have done a really good job in moving the world to a passwordless and a stronger authentication directive. These technologies are already in place, and our customers are built on these foundational blocks. It is absolutely essential that our technology be able to bolt on top of these so that we can deliver really, really strong authentication while leveraging the technology they have in place.

嗯，本質上，這些身份認證平台在推動世界走向無密碼和更強大的身份驗證指令方面做得非常好。這些技術已經就位，我們的客戶也建立在這些基礎之上。我們的技術必須能夠附加在這些之上，這樣我們才能在利用他們現有的技術的同時提供真正非常強大的身份驗證。

So these prebuilt integrations allow us, again, to repeat myself before, to really simply integrate these things in less than 10 minutes. Really fast, lots of value in a short period of time, and, again, they still get to use their current investment and then build upon that investment with authID.

因此，這些預構建的集成使我們能夠再次重複之前的操作，在不到 10 分鐘的時間內真正簡單地集成這些東西。速度非常快，在短時間內產生大量價值，而且，他們仍然可以使用當前的投資，然後使用 authID 來建立該投資。

Thanks. Another question on the other side, not our partners, but our competitors. You explained how you don't think there are really direct competitors. But obviously, there is competition in the market. People are using different solutions. Can you give a little bit of more color about how you see the competition in a competitive environment?

謝謝。另一個問題是，不是我們的合作夥伴，而是我們的競爭對手。您解釋了您如何認為不存在真正的直接競爭對手。但顯然，市場上存在競爭。人們正在使用不同的解決方案。您能否進一步說明您如何看待競爭環境中的競爭？

Well, you can look at competition in three different levels. The first level is, is everybody trying to get rid of passwords? That could be considered as competition. How you get rid of passwords, you can use it through device and pass keys and tokens, or you can use biometrics. You can consider those folks our competitors.

嗯，你可以從三個不同層面來看待競爭。第一級是，每個人都在嘗試擺脫密碼嗎？這可以被視為競爭。如何擺脫密碼，您可以通過設備使用它並傳遞密鑰和令牌，也可以使用生物識別技術。你可以將這些人視為我們的競爭對手。

And then there's the sheer approach on how you're going to do it. Do you standardize the identity onto the device or you standardize the identity on who you actually really are, your face, your biometrics. And that's fundamentally the uniqueness about authID. We do not want to centralize identity into your device because the device can still be compromised, and it has been proven.

然後是關於如何做到這一點的純粹方法。你是在設備上標準化身份，還是根據你的真實身份、你的臉、你的生物特徵來標準化身份。這就是 authID 的根本獨特性。我們不想將身份集中到您的設備中，因為設備仍然可能受到損害，而且這一點已經得到證明。

That is why the next evolution of securing the identity has to go beyond device. It has to go back to the human being. And that's where we focus and design our technology from square one. And storing that biometric in the cloud allows us to not be pinned against a singular device, we can work on any device anytime, anywhere, and that has been our philosophy for complete flexibility for our enterprise customers.

這就是為什麼身份保護的下一步發展必須超越設備。它必須回到人類。這就是我們從一開始就關注和設計我們的技術的地方。將生物識別信息存儲在雲端使我們不必局限於單一設備，我們可以隨時隨地在任何設備上工作，這一直是我們為企業客戶提供完全靈活性的理念。

Thank you. I am shown no further questions. I would now like to turn the call back to Rhon for closing remarks.

謝謝。我沒有看到任何進一步的問題。現在我想將電話轉回給 Rhon，讓其致閉幕詞。

Well, thank you, everybody, for your time. I really appreciate it. I assure you that I will be fiercely focused on bringing my expertise, my vision, and my energy to take advantage of our potential to escalate the company's performance and market presence. I look forward to working with you on our journey forward. Thank you.

好的，謝謝大家抽出時間。對此，我真的非常感激。我向你們保證，我將集中精力運用我的專業知識、我的願景和我的精力，利用我們的潛力來提升公司的業績和市場影響力。我期待著在我們前進的道路上與您合作。謝謝。

Ladies and gentlemen, this concludes today's conference call. Thank you for your participation. You may now disconnect.

女士們、先生們，今天的電話會議到此結束。感謝您的參與。您現在可以斷開連接。