Authid Inc (AUID) 2024 Q2 法說會逐字稿

Greetings, and good afternoon. This is Graham Arad, General Counsel at authID. Welcome to the authID second quarter 2024 results conference call. (Event Instructions) As a reminder, this conference is being recorded.

問候，下午好。我是 Graham Arad，authID 的總法律顧問。歡迎參加 authID 2024 年第二季業績電話會議。（活動說明）溫馨提示，本次會議正在錄製中。

With me on today's call are our CEO, Rhon Daguro; and our CFO, Ed Sellitto. By now, you should have access to today's press release announcing our second quarter 2024 results. If you have not received this, the release can be found on our website at www.authid.ai under the Investor Relations section.

與我一起參加今天電話會議的是我們的執行長 Rhon Daguro；和我們的財務長艾德·塞利托。現在，您應該可以訪問今天發布的新聞稿，宣布我們 2024 年第二季的業績。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 reconciliation 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資訊。該資訊不是根據 GAAP 計算的，並且可能與其他公司類似標題的非 GAAP 資訊的計算方式不同。我們的非 GAAP 調整後 EBITDA 資訊與最直接可比較的 GAAP 財務資訊的定量調整出現在今天的新聞稿中。

Before we begin our formal remarks, let me remind 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.

在我們開始正式發言之前，讓我提醒大家，我們今天討論的一部分將包括前瞻性陳述。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有重大差異。

Some of these risks are mentioned in today's press release. Others are discussed in our Form 10-K and other filings, which are made available at www.sec.gov.

今天的新聞稿中提到了其中一些風險。其他問題在我們的 10-K 表格和其他文件中進行了討論，這些文件可在 www.sec.gov 上取得。

I'd now like to introduce our CEO, Rhon Daguro.

現在我想介紹一下我們的執行長 Rhon Daguro。

Thank you, Graham, and thank you, everyone, for joining us this afternoon. Our value proposition continues to resonate strongly in the market as we help our customers defeat identity fraud and malicious AI-generated cyberattacks.

謝謝格雷厄姆，也謝謝大家今天下午加入我們。我們的價值主張繼續在市場上引起強烈反響，幫助我們的客戶擊敗身份詐欺和人工智慧產生的惡意網路攻擊。

Let me spend a few moments on one of the attacks our customers are concerned about. On the screen, you will see an AI tool that generates deepfake voices, which is readily available on the Internet. These tools are used to attack call centers, customer support, and help desk to conduct an account takeover.

讓我花一些時間討論一下我們的客戶所關心的攻擊之一。在螢幕上，您將看到一個可以產生深度偽造聲音的人工智慧工具，該工具可以在網路上輕鬆獲得。這些工具用於攻擊呼叫中心、客戶支援和幫助台以進行帳戶接管。

Using tools like the one you see here, any fraudster can type in a few words, train the voice model from any public YouTube video and in seconds, they have a synthetic voicing exactly what the fraudster wants. Let's hear what our fraudster has to say.

使用您在這裡看到的工具，任何詐騙者都可以輸入幾個單詞，從任何公開 YouTube 影片中訓練語音模型，然後在幾秒鐘內，他們就可以獲得詐騙者想要的合成語音。讓我們聽聽我們的騙子怎麼說。

(video playing)

（影片播放）

As you can see, the fraudster exploited The Rock to have his account reset, just like any fraudster can exploit any consumer or any employee or anyone on this call to say exactly what they want. It's not difficult to see how this deepfake voice could easily fool any $20 an hour call center agent who is being asked to reset a password.

正如您所看到的，詐欺者利用The Rock 重置了他的帳戶，就像任何詐欺者都可以利用任何消費者或任何員工或本次通話中的任何人準確地說出他們想要的內容一樣。不難看出，這種深度偽造的聲音可以輕鬆欺騙每小時 20 美元的呼叫中心客服人員，要求他們重設密碼。

Now, imagine what kind of fraud can happen when a fraudster combines a deepfake voice with a deepfake video. Deepfake tools like you see on the screen allow fraudster to take any static image or video from the Internet to generate a realistic deepfake that emotes like a natural real human being with natural facial movements, natural body movements, natural eye movements, in combination with mouth movements to match words prompted by the fraudster.

現在，想像一下，當詐騙者將深度偽造的聲音與深度偽造的影片結合時，會發生什麼樣的詐騙。像您在螢幕上看到的Deepfake 工具允許欺詐者從互聯網上獲取任何靜態圖像或視頻，以生成逼真的Deepfake，其表情就像自然的真人一樣，具有自然的面部運動、自然的身體運動、自然的眼睛運動以及嘴巴與欺詐者提示的單字相符的動作。

Let's see what the deepfake fraudster looks like with voice and video together.

讓我們透過語音和視訊一起看看 Deepfake 詐騙者是什麼樣子。

(video playing)

（影片播放）

As you can see, this video is pretty convincing if The Rock wasn't famous. And it's only going to get even more convincing. I myself have seen improvements in these tools over the last 30 days. No doubt in my mind that this will drastically be improved in the next 90 days with how fast AI can learn, which doesn't leave companies much time to be prepared. In fact, a fraud attack using a deepfake of a company's CFO was successful earlier this year in fooling a financial analyst to move $25 million out of the organization.

正如您所看到的，如果 The Rock 沒有出名的話，這個視頻就相當有說服力了。而且它只會變得更有說服力。在過去 30 天內，我自己看到了這些工具的改進。毫無疑問，在我看來，隨著人工智慧學習速度的加快，這將在未來 90 天內大幅改善，而這不會為公司留下太多準備時間。事實上，今年早些時候，利用一家公司 CFO 的深度偽造進行的欺詐攻擊成功地欺騙了一名財務分析師，將 2500 萬美元轉移出該組織。

Every day, we hear in our conversations with CISOs from some of the largest banks, hotels, and tech providers out there that this is what keeps them up at night, simply because they don't have the technology to stop these attacks. Because authID can seamlessly detect and protect organizations against deepfakes, the demand for authID's technology is growing.

每天，我們在與一些最大的銀行、飯店和技術供應商的 CISO 的對話中都會聽到，這就是讓他們夜不能寐的原因，只是因為他們沒有阻止這些攻擊的技術。由於 authID 可以無縫檢測並保護組織免受深度偽造，因此對 authID 技術的需求正在不斷增長。

So let me summarize the pillars of our momentum before I go into them in more detail. The first pillar is our innovative technology. Our biometric authentication technology was already highly differentiated in speed, but our team has worked tirelessly on delivering the highest level of accuracy on our facial biometric matching as well as the highest level of privacy the industry has ever seen.

因此，在更詳細地討論之前，讓我先總結一下我們動力的支柱。第一個支柱是我們的創新技術。我們的生物辨識技術在速度上已經具有高度差異化，但我們的團隊一直在不懈地努力，以提供最高水準的臉部生物辨識匹配準確性以及業界有史以來最高水準的隱私保護。

The second pillar is our sales reach, which has expanded exponentially through our partners, which we began building in Q4 of 2023. Through the second quarter of 2024, we have signed six new committed partners that have strong sales teams who are selling to their already robust customer portfolios.

第二個支柱是我們的銷售範圍，透過我們的合作夥伴，我們的銷售範圍呈指數級擴大，我們於 2023 年第四季開始建立銷售範圍。截至 2024 年第二季度，我們已簽署了六家新的忠誠合作夥伴，這些合作夥伴擁有強大的銷售團隊，向其本已強大的客戶群進行銷售。

What's important to note here is that our partners can partner with anyone. But through their rigorous evaluation process, they have selected to partner with authID because of the unique value our technology brings to the market compared to anyone else.

這裡要注意的是，我們的合作夥伴可以與任何人合作。但透過嚴格的評估流程，他們選擇與 authID 合作，因為與其他公司相比，我們的技術為市場帶來了獨特的價值。

The third pillar is our market demand, which continues to rise. We continue to build great pipeline at a rapid pace to attract and sign customers. A number of our Fast 100 customers quickly helped us prove out our technology and value proposition. And on a daily basis, authID continues to advance our sales cycles in the Fast 100, the strategic enterprise opportunities with some of the largest financial services, hospitality, gaming and gig economy providers.

第三個支柱是我們的市場需求，持續成長。我們繼續快速建立龐大的管道來吸引和簽署客戶。我們的許多 Fast 100 客戶迅速幫助我們證明了我們的技術和價值主張。authID 每天都在繼續推進我們在 Fast 100 中的銷售週期，這是與一些最大的金融服務、酒店、遊戲和零工經濟提供商合作的戰略性企業機會。

And our fourth pillar of momentum can be seen in our performance results, which continued to improve, both sequentially and on a year-over-year basis as we continue to focus all our energy on helping our customers become successful. I will go into more detail across these pillars now.

我們的第四個動力支柱可以從我們的業績表現中看出，隨著我們繼續集中所有精力幫助客戶取得成功，業績績效持續改善，無論是連續改善還是同比改善。我現在將更詳細地討論這些支柱。

Every day, in conversations with our enterprise prospects and customers, we are reminded that speed and user experience, accuracy, and data protection and privacy are paramount. Over the last quarter, our highly talented engineering team has enhanced our platform with leaps and innovation that address these requirements to eliminate authentication fraud for our customers.

每天，在與我們的企業潛在客戶和客戶的對話中，我們都會被提醒，速度和使用者體驗、準確性以及資料保護和隱私至關重要。在上個季度，我們才華橫溢的工程團隊透過飛躍和創新增強了我們的平台，滿足了這些要求，從而消除了客戶的身份驗證詐欺。

Let me highlight the three technology advantages that are driving the excitement with the customers and the partners who are filling up our sales pipeline. The first is speed. Announced over a year ago with our less than 700 millisecond processing time, our competitors have tried to close the gap but are still 5 to 10 times slower. Why is this important? In order to participate in payment use cases, you have to get close to 400 milliseconds and below and we definitely have the capability to get within that range.

讓我重點介紹一下讓客戶和合作夥伴興奮不已的三大技術優勢，這些優勢正在填補我們的銷售管道。首先是速度。我們一年多前就宣布我們的處理時間不到 700 毫秒，我們的競爭對手曾試圖縮小差距，但速度仍然慢 5 到 10 倍。為什麼這很重要？為了參與支付用例，您必須接近 400 毫秒及以下，我們絕對有能力達到該範圍內。

Our speed has opened up a variety of use cases for authID where our customers cannot afford to provide friction or long lead times to their customers. What makes this result even more incredible is that during the sub-second time, authID seamlessly conducts an extensive series of fraud checks. Detects presentation and injection attacks for both facial and document images, detects the presence of deepfakes, and performs highly accurate facial biometric match.

我們的速度為 authID 開啟了多種用例，而我們的客戶無法承擔為其客戶帶來摩擦或過長的交付時間。更令人難以置信的是，在亞秒級的時間內，authID 無縫地進行了一系列廣泛的詐欺檢查。偵測臉部和文件影像的示範和注入攻擊，偵測深度偽造的存在，並執行高度準確的臉部生物辨識匹配。

The second is accuracy. So I'm very excited about this. Today, our engineering team is rolling out a world-leading biometric matching accuracy of one in a billion, a phenomenal increase over our previous accuracy rate that matched the NIST, the National Institute of Standards benchmark rate of one in a 100,000. This achievement is not simply a 100% increase. It's not 1,000% increase.

第二是準確性。所以我對此感到非常興奮。今天，我們的工程團隊正在推出世界領先的生物辨識匹配精度，達到十億分之一，這比我們之前與NIST（美國國家標準研究院基準數十億分之一）相匹配的準確率有了顯著提高。這個成績並不是簡單的100%的提升。這不是 1,000% 的成長。

It has completely separated authID in the market with an increase of 10,000% in accuracy improvement. Said another way, our game-changing accuracy of one in a billion means that if there were 8 billion people in the world and we digitize all of them, we would only get it wrong 8 times.

徹底分離了市場上的authID，準確率提升10000%。換句話說，我們改變遊戲規則的十億分之一的準確度意味著，如果世界上有 80 億人，而我們將他們全部數字化，我們只會出錯 8 次。

This level of accuracy has been validated by the independent testing organization CSIRO, which has a formal set of standard criteria in their valuation and their testing results have shown that the accuracy can even exceed one in a billion, up to one in 34 billion for higher resolution facial images. This means that in any head-to-head accuracy comparison to any biometric identity vendor on the market, authID will be leaps and bounds more accurate.

這種準確度已經得到了獨立測試機構CSIRO 的驗證，該機構在評估方面有一套正式的標準，其測試結果表明，準確度甚至可以超過十億分之一，更高的精度可達340 億分之一。這意味著，在與市場上任何生物辨識身分供應商的任何頭對頭準確性比較中，authID 將更加準確。

The third is privacy. authID is delivering superior privacy and data protection and biometrics. The fastest speeds and the highest levels of accuracy are crucial to customers. Even more crucial is ensuring the privacy and the protection of their users' biometric data to meet current compliance and future compliance regulations as well as to eliminate any liability associated to storing biometrics.

第三是隱私。 authID 提供卓越的隱私和資料保護以及生物辨識技術。最快的速度和最高的準確性對客戶來說至關重要。更重要的是確保用戶生物識別資料的隱私和保護，以滿足當前的合規性和未來的合規性法規，並消除與儲存生物識別相關的任何責任。

As you would expect, organizations see the value of using biometrics, but they are cautious; cautious to adopt because of all the privacy concerns and the jumble of privacy regulations that are developing at the local, state and national levels. So our challenge is to provide our customers with all the benefits of using biometrics, but without the increased liability or even the compliance confusion.

正如您所期望的那樣，組織看到了使用生物識別技術的價值，但他們很謹慎；由於所有隱私問題以及地方、州和國家各級正在製定的混亂的隱私法規，因此謹慎採用。因此，我們面臨的挑戰是為我們的客戶提供使用生物辨識技術的所有好處，但不會增加責任，甚至不會造成合規性混亂。

To meet this demand, authID has been working maniacally on a solution and is now offering a biometric privacy option that eliminates the need to store biometric data anywhere. This revolutionary solution allows facial images to be converted into a public-private key pair, where only the public keys need to be stored, transforming biometric authentication into a cryptographic transaction with no biometric data associated to it.

為了滿足這一需求，authID 一直在瘋狂地研究解決方案，現在提供生物辨識隱私選項，消除了在任何地方儲存生物辨識資料的需求。這個革命性的解決方案允許將臉部影像轉換為公鑰-私鑰對，其中只需要儲存公鑰，從而將生物識別身份驗證轉換為加密交易，而無需與之關聯的生物識別資料。

What further differentiates authID from the others is that the private key is never stored and instead is generated each time a transaction is performed using the live facial image of the person, essentially making the person the private key, and not the user's device. Let me show you this more closely.

authID 與其他 ID 的進一步區別在於，私鑰永遠不會被存儲，而是在每次使用該人的實時面部圖像執行交易時生成，本質上使該人成為私鑰，而不是用戶的設備。讓我更仔細地向您展示這一點。

So before I start the demo, what you're going to see is a facial biometric authentication, which is going to use a private key and a publicly key to make a match. So we are not using biometric templates or any form of a biometric recall from storage to make the match. Let's see it in action.

因此，在開始演示之前，您將看到的是臉部生物辨識身份驗證，它將使用私鑰和公鑰進行匹配。因此，我們不會使用生物識別模板或任何形式的生物識別儲存來進行匹配。讓我們看看它的實際效果。

(video playing)

（影片播放）

User represent their face. And there you go. You can see how fast that was. Basically, on the screen, it recorded 360 milliseconds, which is actually faster than the 700 milliseconds that we've been touting. But more importantly, on the screen, you can see the private key on the left, the public key on the right, which is being used to run the match.

用戶代表他們的臉。就這樣吧。你可以看到那有多快。基本上，在螢幕上，它記錄了360毫秒，這實際上比我們一直吹捧的700毫秒要快。但更重要的是，在螢幕上，您可以看到左側的私鑰，右側的公鑰，用於運行比賽。

And once the match is completed, both the private key and the facial image stored are completely deleted. No biometric is ever stored and the consumer is never affected and the experience remains absolutely seamless. Our new biometric privacy option is a market game-changer because no other biometric authentication provider has this ability. This has been absolutely been helping us advance our opportunities with many large enterprise prospects.

一旦匹配完成，私鑰和儲存的臉部影像都將被徹底刪除。不會儲存任何生物識別訊息，消費者也不會受到影響，體驗保持絕對無縫。我們新的生物辨識隱私選項改變了市場遊戲規則，因為沒有其他生物辨識身分驗證提供者俱備這種能力。這絕對幫助我們擴大了與許多大型企業前景的機會。

Moving on. Building a strong channel ecosystem is a key pillar of our success. Our channel partners, including FinClusive, Syntrove, IDMWORKS, Kaiasoft and just announced today, DataVisor are all the force multipliers that deliver more feet on the street and quicker access to the customers and verticals they already serve.

繼續前進。建立強大的渠道生態系統是我們成功的關鍵支柱。我們的通路合作夥伴，包括 FinClusive、Syntrove、IDMWORKS、Kaiasoft 以及今天剛宣布的 DataVisor，都是力量倍增器，可以讓更多人接觸到他們已經服務的客戶和垂直產業。

Because of that quicker access, we refer to their customers as the Fast 100. Our partners are excited about the added value and market differentiation derived from our combined product set to fight fraud. More importantly, they embrace the opportunity to grow their revenue and they have had an immediate effect in amping up our sales in our sales pipeline.

由於存取速度更快，我們將他們的客戶稱為 Fast 100。我們的合作夥伴對我們打擊詐欺的組合產品所帶來的附加價值和市場差異化感到興奮。更重要的是，他們抓住了增加收入的機會，並且對增加我們銷售管道的銷售產生了即時的效果。

We have already signed agreements via our partners in Q2 and are in the process of going live with two customers through the channel, which include a large North American gaming customer and a cannabis e-commerce platform. On the direct sales side, authID has advanced opportunities across our FAT 100 pipeline. Those being large enterprise customers with deal sizes that generate higher revenue and longer-term enterprise value for authID.

我們已經在第二季度透過合作夥伴簽署了協議，並正在透過該管道與兩個客戶上線，其中包括一個大型北美遊戲客戶和一個大麻電子商務平台。在直接銷售方面，authID 在我們的 FAT 100 管道中擁有先進的機會。這些客戶是大型企業客戶，其交易規模可為 authID 帶來更高的收入和更長期的企業價值。

Every day, we demonstrate our value technology to large hotels, gaming platforms, financial institutions, HR providers, telcos, identity access management platforms and gig economy platforms. The main common denominator between large-scale enterprise CISOs is the fear of the rapid pace of malicious AI-driven attacks and scams targeting both their customer-facing and workforce systems, like I shared in the opening demo.

每天，我們都向大型飯店、遊戲平台、金融機構、人力資源供應商、電信公司、身分存取管理平台和零工經濟平台展示我們的價值技術。大型企業 CISO 之間的主要共同點是擔心針對面向客戶和勞動力系統的人工智慧驅動的惡意攻擊和詐騙的快速發展，就像我在開場演示中分享的那樣。

AI-generated IDs and deepfakes are attacking the large enterprises who have the most to lose, which is driving the urgency. Moving on to revenue. Our fourth pillar of momentum is our strong metrics, including our sequential and year-over-year growth in revenue. In Q1 2024, our revenue of $0.16 million approached the revenue in all of 2023. In Q2, we grew revenue by 75% over Q1 to $0.28 million by launching the services with four new customers.

人工智慧產生的 ID 和深度造假正在攻擊損失最大的大型企業，這加劇了緊迫性。轉向收入。我們的第四個動力支柱是我們強大的指標，包括我們的收入連續成長和年成長。2024 年第一季度，我們的營收為 16 萬美元，接近 2023 年全年的營收。第二季度，透過向四位新客戶推出服務，我們的營收比第一季成長了 75%，達到 28 萬美元。

Given our current RPO of over $4 million, we expect to continue to see quarter-over-quarter and year-over-year revenue growth for the balance of 2024. Ed Sellitto will provide additional details during his part of the presentation.

鑑於我們目前的 RPO 超過 400 萬美元，我們預計 2024 年剩餘時間的營收將繼續實現季度環比和同比增長。Ed Sellitto 將在他的演講部分提供更多詳細資訊。

Moving to pipeline. Our robust sales pipeline growth also reflects continued demand for authID's biometric solutions. In Q2, our direct sales team and channel partners expanded our sales pipeline to its current value of over $25 million, a 20% increase over the Q1 pipeline of $21 million. Our current pipeline includes 71 opportunities valued at $100,000-plus, and 12 deals valued at $500,000-plus.

轉向管道。我們強勁的銷售管道成長也反映了對 authID 生物辨識解決方案的持續需求。第二季度，我們的直銷團隊和通路合作夥伴將我們的銷售管道擴大到目前價值超過 2,500 萬美元，比第一季的 2,100 萬美元增加了 20%。我們目前的管道包括 71 個價值超過 10 萬美元的機會，以及 12 個價值超過 50 萬美元的交易。

Our continued growth in booked contracts also further confirmed strong market demand for authID's biometric authentication. In the second quarter, our sales team secured contracts valued at over $630,000 in gross BARR, a strong increase over Q1 and approximately triple growth over the Q2 gross BARR a year ago. Our Q2 BARR included both direct and channel partnered signed deals, representing gaming, cannabis, compliance, gift cards, and universal basic income.

我們預訂合約的持續成長也進一步證實了authID生物辨識認證的強勁市場需求。第二季度，我們的銷售團隊獲得了總 BARR 價值超過 63 萬美元的合同，比第一季度大幅增長，比一年前第二季度的總 BARR 增長了約三倍。我們的第二季 BARR 包括直接和通路合作簽署的交易，代表遊戲、大麻、合規、禮品卡和全民基本收入。

While both our channel partners and direct sales teams will continue to identify new prospects and add deals to our pipeline, at this point in the year, we are estimating that we could achieve a 33% close ratio on the $25 million in pipeline to attain our $9 million BARR target for 2024.

雖然我們的通路合作夥伴和直銷團隊將繼續尋找新的潛在客戶並在我們的管道中增加交易，但在今年的這個時候，我們估計我們可以在2500 萬美元的管道中實現33% 的成交率，以實現我們的目標。

Before I turn it over to Ed, I'm excited that we continue to build strong market momentum. I'm confident that authID is on the right path and that we will deliver upon our mission to eliminate authentication fraud and realize our near-term and long-term goals.

在我把它交給艾德之前，我很高興我們繼續建立強大的市場動力。我相信 authID 走在正確的道路上，我們將履行我們的使命，消除身份驗證詐欺並實現我們的近期和長期目標。

Thank you for your time. I will now turn the call over to Ed Sellitto to present our Q2 financial results.

感謝您抽出時間。現在，我將把電話轉給 Ed Sellitto，介紹我們第二季的財務表現。

Thank you, Rhon. As you highlighted, we continue to expand authID's market reach and advance our growth in Q2 of 2024. Our sales teams expanded our channel partner network by signing new reseller and OEM agreements with fintech and risk management platforms and also increased our booked contracts by signing new enterprise customers. Our engineering and customer success teams work to enhance our biometric platform and roll out service to our customer base.

謝謝你，羅恩。正如您所強調的，我們將繼續擴大 authID 的市場覆蓋範圍並推動我們在 2024 年第二季的成長。我們的銷售團隊透過與金融科技和風險管理平台簽署新的經銷商和 OEM 協議來擴大我們的通路合作夥伴網絡，並透過簽署新的企業客戶來增加我們的預訂合約。我們的工程和客戶成功團隊致力於增強我們的生物辨識平台並向我們的客戶群推出服務。

I'll now present our Q2 2024 financial results. Starting with our GAAP measures, the following highlights compare our GAAP results for the quarter and six month period ended June 30, 2024, with the quarter and six month period ended June 30, 2023, unless specified otherwise.

我現在將介紹我們 2024 年第二季的財務表現。從我們的GAAP 指標開始，除非另有說明，以下重點將我們截至2024 年6 月30 日的季度和六個月期間的GAAP 業績與截至2023 年6 月30 日的季度和六個月期間的GAAP業績進行比較。

Total revenue for Q2 2024 was $0.28 million compared with $0.04 million a year ago. For the six months ended June 30, 2024, total revenue was $0.44 million compared with $0.07 million a year ago. Operating expenses for Q2 2024 were $3.6 million compared with $2.8 million a year ago. For the six-month period in 2024, operating expenses were $6.9 million compared with $3.8 million for the same period last year.

2024 年第二季的總收入為 28 萬美元，而一年前為 40 萬美元。截至 2024 年 6 月 30 日的六個月，總收入為 44 萬美元，而一年前為 70 萬美元。2024 年第二季的營運支出為 360 萬美元，而去年同期為 280 萬美元。2024 年 6 個月期間，營運費用為 690 萬美元，去年同期為 380 萬美元。

The 2024 increase is primarily due to a 2023 one-time event, representing a reversal of approximately $3.4 million in stock-based compensation resulting from Q1 2023 terminations. Net loss from continuing operations for Q2 was $3.3 million, of which noncash charges were $0.8 million, compared with a net loss of $10.9 million a year ago, of which noncash charges were $9.2 million.

2024 年的成長主要是由於 2023 年的一次性事件，即 2023 年第一季終止導致的約 340 萬美元的股票薪酬逆轉。第二季持續經營業務淨虧損為 330 萬美元，其中非現金費用為 80 萬美元，去年同期淨虧損為 1,090 萬美元，其中非現金費用為 920 萬美元。

For the six-month period in 2024, net loss was $6.3 million, including $1.6 million in noncash and one-time severance charges. This compares to a net loss of $12.7 million for the same period last year, which included $8.8 million in noncash and one-time severance charges with approximately $7.5 million related to the exchange of convertible notes for common stock in 2023. Net loss per share for Q2 improved to $0.34 compared with $2.16 a year ago. For the six months ended June 30, net loss per share improved to $0.67 compared with $3.09 for the same period in 2023.

2024 年 6 個月期間，淨虧損為 630 萬美元，其中包括 160 萬美元的非現金和一次性遣散費。相較之下，去年同期的淨虧損為 1,270 萬美元，其中包括 880 萬美元的非現金和一次性遣散費，其中約 750 萬美元與 2023 年將可轉換票據換成普通股有關。第二季每股淨虧損從去年同期的 2.16 美元改善至 0.34 美元。截至 6 月 30 日的六個月，每股淨虧損改善至 0.67 美元，而 2023 年同期為 3.09 美元。

Next, let's turn to our RPO. We also monitor and manage our Remaining Performance Obligation or RPO, in accordance with GAAP, and as noted in our financial statements. RPO provides a measure of the minimum revenue expected to be recognized from our signed contracts based on a customers' contractual commitments. As of June 30, 2024, our total RPO was $4.24 million, an increase of $0.2 million over the prior quarter.

接下來，讓我們轉向 RPO。我們也根據 GAAP 以及我們的財務報表中所述，監控和管理我們的剩餘績效義務或 RPO。RPO 提供了根據客戶的合約承諾從我們簽署的合約中預計確認的最低收入的衡量標準。截至 2024 年 6 月 30 日，我們的 RPO 總額為 424 萬美元，比上一季增加了 20 萬美元。

The Q2 RPO includes deferred revenue of $0.24 million. Deferred revenue represents advanced payments received, which are not yet recognized as revenue. The current RPO also includes $4 million in additional noncancelable revenue, which has not yet been recognized under contracts that were signed in 2023 and through June 30, 2024. This compares favorably with the RPO as of June 30, 2023, which was approximately $0.4 million. We expect to recognize the full RPO of $4.24 million over the entire life of the contracts, which are typically signed for a three-year term.

第二季 RPO 包括 24 萬美元的遞延收入。遞延收入是指收到的預付款，尚未確認為收入。目前的 RPO 還包括 400 萬美元的額外不可取消收入，該收入尚未根據 2023 年簽署的合約和截至 2024 年 6 月 30 日的合約確認。這與截至 2023 年 6 月 30 日的 RPO 相比相當不錯，後者約為 40 萬美元。我們預計在合約的整個生命週期內確認 424 萬美元的全額 RPO，這些合約通常簽訂為期三年。

Over the next 12 months ending June 30, 2025, the company expects to recognize revenue of approximately 36% or $1.5 million of the $4.24 million in RPO based on contractual commitments and expected usage patterns. While the RPO was based on contractual terms as agreed to by our customers, the expected time to recognize revenue is based on our best estimates given the current known facts and circumstances.

在截至 2025 年 6 月 30 日的未來 12 個月中，該公司預計根據合約承諾和預期使用模式，確認約 36% 的收入，即 424 萬美元 RPO 中的 150 萬美元。雖然 RPO 是基於客戶同意的合約條款，但預計確認收入的時間是基於我們鑑於當前已知事實和情況的最佳估計。

Of course, while RPO was based only on minimal contractual commitments, we have reason to believe that each of these customers will eventually exceed their minimum commitments. Turning to our balance sheet highlights. As of June 30, 2024, our cash balance totaled $14.4 million, which includes approximately $10 million in proceeds received from our successful June 2024 fund raise.

當然，雖然 RPO 僅基於最低合約承諾，但我們有理由相信每個客戶最終都會超越其最低承諾。轉向我們的資產負債表亮點。截至 2024 年 6 月 30 日，我們的現金餘額總計 1,440 萬美元，其中包括我們從 2024 年 6 月成功籌集資金中獲得的約 1,000 萬美元收益。

Our common shares outstanding stood at 10.9 million with 1.5 million shares added from our fundraising. We will use these funds for a number of initiatives, including expanding our sales and partnerships team to drive continued bookings growth as well as growing our customer success team to handle the increasing number of customers onboarding on to the authID platform.

我們的已發行普通股為 1,090 萬股，其中 150 萬股是透過融資增加的。我們將利用這些資金實施多項舉措，包括擴大我們的銷售和合作夥伴團隊以推動預訂量的持續成長，以及擴大我們的客戶成功團隊以應對越來越多的客戶加入 authID 平台。

On to our non-GAAP results. Adjusted EBITDA loss was $2.5 million for Q2 compared with a $1.7 million loss for the same period last year. For the six months ended June 30, 2024, adjusted EBITDA loss was $4.9 million compared with a $3.9 million loss for the same period last year.

關於我們的非 GAAP 業績。第二季調整後 EBITDA 虧損為 250 萬美元，而去年同期虧損 170 萬美元。截至 2024 年 6 月 30 日的六個月，調整後 EBITDA 虧損為 490 萬美元，而去年同期虧損為 390 萬美元。

The increase in EBITDA loss is primarily due to our reinvestment in identity domain experts across sales, engineering and customer success following the early 2023 restructuring. We also monitor and report on ARR or Annual Recurring Revenue, which is defined as the amount of recurring revenue earned during the last three months of the relevant period as determined in accordance with GAAP, multiplied by 4.

EBITDA 損失的增加主要是由於我們在 2023 年初重組後對銷售、工程和客戶成功領域的身份領域專家進行了再投資。我們也監控和報告 ARR 或年度經常性收入，其定義為根據 GAAP 確定的相關期間最後三個月內賺取的經常性收入金額乘以 4。

The amount of ARR as of June 30, 2024, increased to $1.12 million as compared to $0.14 million of ARR as of June 30, 2023. Turning to BARR or Booked Annual Recurring Revenue, which is the projected amount of annual recurring revenue we believe will be earned under contracted orders looking at 18 months from the date signing of each customer contract. The gross amount of BARR signed in the second quarter of 2024 was $0.6 million, approximately 3 times to $0.2 million of gross BARR a year ago.

截至 2024 年 6 月 30 日的 ARR 金額增加至 112 萬美元，而截至 2023 年 6 月 30 日的 ARR 金額為 14 萬美元。轉向 BARR 或預定年度經常性收入，這是我們認為自每個客戶合約簽署之日起 18 個月內根據合約訂單賺取的年度經常性收入的預計金額。2024 年第二季簽署的 BARR 總額為 60 萬美元，約為一年前 BARR 總額 20 萬美元的 3 倍。

The gross amount of BARR signed in Q2 also increased quarter-over-quarter from the gross BARR of $0.1 million signed in Q1. Our Q2 BARR included both direct and channel partner signed deals, representing use cases in gaming, cannabis, compliance, gift cards, and universal basic income.

第二季簽署的 BARR 總額也比第一季簽署的 10 萬美元的 BARR 總額較上季增加。我們的第二季 BARR 包括直接和通路合作夥伴簽署的交易，代表遊戲、大麻、合規、禮品卡和全民基本收入領域的用例。

Net BARR, which reflects the deduction of BARR from contracts previously included in reported BARR, which were subject to attrition during the quarter was $0.4 million compared to $0.2 million of net BARR signed in the second quarter of 2023.

淨 BARR 反映了從先前包含在報告的 BARR 中的合約中扣除的 BARR，這些合約在本季度​​受到損耗，為 40 萬美元，而 2023 年第二季度簽署的淨 BARR 為 20 萬美元。

As previously explained during our first quarter earnings call, BARR comprises two components, which we refer to as CARR and UAC. CARR or committed annual recurring revenue, as shown in the dark purple on the chart represents the total annual customer contractual commitment through fixed license fees and minimum usage commitments. These commitments are directly recognized as revenue each hijack year after the customer goes live with the service. The Q2 2024 CARR represents $0.35 million or 56% of reported BARR.

正如我們之前在第一季財報電話會議中所解釋的，BARR 由兩個組成部分組成，我們將其稱為 CARR 和 UAC。CARR 或承諾的年度經常性收入（如圖中深紫色所示）代表透過固定許可費和最低使用承諾實現的年度客戶合約承諾總額。在客戶使用服務後，這些承諾將在每個劫持年度直接確認為收入。2024 年第二季 CARR 為 35 萬美元，佔報告 BARR 的 56%。

UAC or estimated usage above commitment, as shown in the light blue on the chart is an estimate of annual customer usage that will exceed contractual commitments. The Q2 2024 UAC represents the remaining $0.27 million or 43% of reported BARR.

UAC 或高於承諾的估計使用量（如圖中淺藍色所示）是超出合約承諾的年度客戶使用量的估計。2024 年第二季 UAC 代表剩餘的 27 萬美元，即報告的 BARR 的 43%。

Turning to our revenue growth stages. As we work to build a sustainable recurring revenue stream, we continually review our progress through the following revenue growth stages. The first milestone we use to monitor our growth is bookings as measured by BARR. For the six-month period ended Q2 2024, we realized a total gross BARR of $0.73 million, approximately $0.5 million increase over the same period last year.

轉向我們的收入成長階段。在我們努力建立可持續的經常性收入流時，我們不斷檢視以下收入成長階段的進展。我們用來監控成長的第一個里程碑是透過 BARR 衡量的預訂量。在截至 2024 年第二季的六個月期間，我們實現了總 BARR 為 73 萬美元，比去年同期增加了約 50 萬美元。

Regarding our customer financial commitments, we monitor our revenue performance obligation or RPO. As I detailed earlier, as of the end of the quarter, we've secured over $4.24 million in RPO, a $3.8 million increase over the RPO secured by the end of Q2 2023.

關於我們的客戶財務承諾，我們監控我們的收入履行義務或 RPO。正如我之前詳細介紹的，截至本季末，我們已獲得超過 424 萬美元的 RPO，比 2023 年第二季末實現的 RPO 增加了 380 萬美元。

Our third reporting metric is revenue as recognized in accordance with GAAP. Our year-to-date revenue of $0.44 million grew substantially over the same period in 2023. And as our customer contracts mature, we will increase our focus on monitoring on customer retention and expansion.

我們的第三個報告指標是根據 GAAP 確認的收入。我們年初至今的營收為 44 萬美元，較 2023 年同期大幅成長。隨著我們的客戶合約的成熟，我們將更加關注客戶保留和擴張的監控。

Key efforts will include refining our sales and support methodologies to deepen our customer relationships and increase the value added by our services through continued usage growth, use case expansions, renewals, and the upsell of new relevant products.

主要工作將包括完善我們的銷售和支援方法，以加深我們的客戶關係，並透過持續的使用成長、用例擴展、更新和新相關產品的追加銷售來增加我們服務的附加價值。

Looking at our full year targets and guidance for 2024. On our revenue growth, we're pleased with our quarter-over-quarter and year-over-year revenue growth in Q2 and reiterate our guidance of $1.4 million to $1.6 million in revenue for the full year 2024 based on the contracts we have in place and as our customer implementations continue to progress in the remainder of the year.

看看我們 2024 年的全年目標和指導。關於我們的收入增長，我們對第二季度的環比和同比收入增長感到滿意，並重申我們的指導，即根據我們在 2024 年簽訂的合同，2024 年全年收入為 140 萬美元至 160 萬美元。隨著我們的客戶實施在今年剩餘時間內繼續取得進展。

Looking to booked ARR, our sales pipeline grew in the second quarter to over $25 million. Based on this robust growth in our projected close dates, we remain committed to our previously stated target of $9 million in BARR for 2024, which represents a 3x year-over-year growth. If we achieve $9 million in BARR, depending on the level of our customer commitments and term lengths, we would expect to also grow our remaining performance obligation to a range of $12 million to $13 million.

從預訂 ARR 來看，我們的銷售管道在第二季成長至超過 2,500 萬美元。基於我們預期截止日期的強勁成長，我們仍然致力於實現先前設定的 2024 年 BARR 900 萬美元的目標，這意味著同比增長 3 倍。如果我們的 BARR 達到 900 萬美元，根據我們的客戶承諾水準和期限長度，我們預計剩餘履約義務也將增加到 1,200 萬美元至 1,300 萬美元。

In summary, authID continues to make progress in advancing our sales and financial momentum. We improved our balance sheet with our recent fund raise and we continue to post strong metrics that reflect quarter-over-quarter and year-over-year growth.

總之，authID 在推動我們的銷售和財務動能方面不斷取得進展。我們透過最近的融資改善了資產負債表，並繼續發布反映季度環比和同比增長的強勁指標。

Our direct sales team and channel partners are expanding our sales pipeline and signing new customers and our customer success team is working diligently to help onboard and ramp these customers as quickly as possible. We're confident that we'll continue our growth in revenue and value creation for our shareholders.

我們的直銷團隊和通路合作夥伴正在擴大我們的銷售管道並簽署新客戶，我們的客戶成功團隊正在努力協助盡快吸引和擴大這些客戶。我們相信，我們將繼續增加收入並為股東創造價值。

With that, we'd now like to open up for questions. Let's turn back to Graham who will moderate.

至此，我們現在願意提出問題。讓我們回到格雷厄姆，他將主持會議。

Thank you, Ed. (Event Instructions) [Gary Brode]. Gary, good to see you on the call. Please go ahead.

謝謝你，艾德。 （活動說明）[加里·布羅德]。加里，很高興在電話中見到你。請繼續。

Hi, thanks, Graham. I appreciate you taking my call or my question. Rhon and Ed, I've got a question for you guys. I know you kept the revenue and BARR guidance the same. So, bookings sales about $9 million for the year. And then you put up that great slide showing the current pipeline is $25 million, made up of 83 potential deals. Can you walk us through how you get from that $25 million in pipeline or discussions that you're having to $9 million in bookings this year?

嗨，謝謝，格雷厄姆。感謝您接聽我的電話或詢問我的問題。Rhon 和 Ed，我有個問題想問你們。我知道您保持了收入和 BARR 指導不變。因此，今年的預訂銷售額約為 900 萬美元。然後你放了一張很棒的幻燈片，顯示目前的規劃金額為 2500 萬美元，由 83 項潛在交易組成。您能否向我們介紹一下您是如何從今年 2500 萬美元的籌備或討論中獲得 900 萬美元的預訂的？

I'll start. So Gary, as we shared in previous earnings calls, we categorize the deals in basically three buckets. First bucket is what we call the customer and clients that really fit the use case very closely and we could basically win the business with our current capabilities and maybe win the business with pricing. And we call that the Fast 100. The second bucket that we are looking at is this group of strategic large enterprise accounts.

我開始吧。因此，加里，正如我們在先前的財報電話會議中分享的那樣，我們將交易基本上分為三個類別。第一個目標是我們所說的客戶和真正非常適合用例的客戶，我們基本上可以憑藉我們當前的能力贏得業務，也許還可以透過定價贏得業務。我們稱之為 Fast 100。我們關注的第二個桶子是這組策略性大型企業客戶。

We're talking about the top five banking institutions in the world and essentially probably the top mega clients of each vertical in each industry. And those types of customers fall in our strategic enterprise bucket, which we call the FAT 100. And then we just quickly generated over the last -- basically in Q4 of last year, we stood up a new program with our channel, with our partners, to be able to acquire and sell more deals without using the burden of my own sales force and that is through the channel.

我們談論的是世界上排名前五的銀行機構，基本上可能是每個行業每個垂直領域的頂級大客戶。這些類型的客戶屬於我們的策略企業類別，我們稱之為 FAT 100。然後我們在過去很快就產生了- 基本上是在去年第四季度，我們與我們的管道、我們的合作夥伴一起制定了一個新計劃，以便能夠在不增加我自己銷售人員負擔的情況下獲得和銷售更多交易那是透過管道。

So essentially, we basically have two buckets of accounts that we go after with minimal company effort, right? One is the Fast 100, where we just have great product market fit and use cases.

所以從本質上講，我們基本上有兩類帳戶，我們用最少的公司努力來獲取這些帳戶，對嗎？其中之一是 Fast 100，我們擁有出色的產品市場契合度和用例。

Two, with the channel partners, where they're basically finding the deals for us and we're supplying them the technology. And then this third bucket is the part that takes a lot of time that is with these enterprise large institutions who, when we show them our technology, they'll say, hey, this looks really great, but can it work with this ERP that we have or can it work with this call center technology or, hey, we want to extend it to this population for this particular line of business.

第二，與通路夥伴合作，他們基本上為我們尋找交易，我們為他們提供技術。第三個部分是需要花費大量時間與這些企業大型機構合作的部分，當我們向他們展示我們的技術時，他們會說，嘿，這看起來真的很棒，但它可以與這個ERP 一起使用嗎？ 我們擁有或可以與該呼叫中心技術一起使用，或者，嘿，我們希望將其擴展到該特定業務領域的這一人群。

And sometimes, our technology fits and a lot of times, our technology needs to be modified or engineered to be able to handle that capability. And so that's why we look at that as, one, the enterprise customers, we have to make sure we can give them all the nuances and specialty things that they need for their business. And at the same time, we got to work through their process because large institutions have a bigger process of approvals and committees to approve.

有時，我們的技術適合，很多時候，我們的技術需要修改或設計才能處理該功能。因此，這就是為什麼我們認為，第一，企業客戶，我們必須確保我們能夠為他們提供他們業務所需的所有細微差別和專業知識。同時，我們必須完成他們的流程，因為大型機構有更大的審批流程和委員會需要批准。

And so those sales cycles are naturally longer. Right now, the way it's forecast is the bigger FAT 100 accounts that we're talking about are going to be landing here at the -- between here, Q3 and Q4. And that's how we're going to close the gap.

因此這些銷售週期自然會更長。目前，我們預測，我們正在談論的更大的 FAT 100 帳戶將在第三季和第四季之間登陸。這就是我們縮小差距的方法。

Got it, okay, thank you. Did you have another question, Gary?

明白了，好的，謝謝加里，你還有其他問題嗎？

No. That's terrific. I mean basically, what I think I hear you saying, Rhon, is some parts of this don't require a lot of time and attention. The part that does, you expect to start to show those bookings in the second half of this year. Is that right?

不。太棒了。我的意思是，基本上，我想我聽到你說的是，Rhon，其中的某些部分不需要太多的時間和注意力。您預計將在今年下半年開始顯示這些預訂。是這樣嗎？

Yes. We're -- if you can imagine, we're in POCs and we're currently in those opportunity valuation stages and we're moving down the sales, what I call the sales process with these large enterprise FAT 100 accounts and we're anticipating that for them to land in the later half of the year.

是的。如果你能想像的話，我們正處於 POC 階段，目前正處於機會評估階段，我們正在降低銷售量，我稱之為這些大型企業 FAT 100 帳戶的銷售流程，我們’我們預計他們將在今年下半年登陸。

Okay. And for -- and I realize the FAT 100, that's going to be a wide range. But roughly, what would be the amount of bookings or revenue we would expect from one of those signings?

好的。我意識到 FAT 100 的範圍很廣。但粗略地說，我們期望從其中一筆簽約中獲得多少預訂量或收入？

Unfortunately, my mic cut off. So, I didn't hear what you said.

不幸的是，我的麥克風斷了。所以，我沒有聽到你說的話。

Oh, sorry. So, regarding the FAT 100, and I know this will be a wide range. But what are the -- how much BARR or bookings or revenue would you expect from one of those signings that we might see -- that we'd expect to see in the second half?

哦，抱歉。所以，關於 FAT 100，我知道這將是一個很寬的範圍。但是，我們預計下半年會看到多少 BARR、預訂量或收入？

Well, on average, they're greater than 500 for sure. Some of them go over $1 million and some of them are close to $2 million to $3 million.

嗯，平均而言，他們肯定超過 500。其中一些價格超過 100 萬美元，一些接近 200 萬至 300 萬美元。

Okay, got it. Thank you very much.

好的，明白了。非常感謝。

Thank you, Gary.

謝謝你，加里。

Thank you, Gary. Our next questioner is [Dean Cederquist]. Dean, thanks for joining the call.

謝謝你，加里。我們的下一個提問者是[塞德奎斯特院長]。迪恩，感謝您加入通話。

Thank you. Thank you, Graham. My question is, can you comment on the activity level for your existing customers? How has it been ramping up?

謝謝。謝謝你，格雷厄姆。我的問題是，您能否評論一下現有客戶的活動量？進展如何？

Great question. Tom, do you want to take that?

很好的問題。湯姆，你想要那個嗎？

Hi Dean. Yes. So, our existing customers are in ramp. They're in full production. We're seeing significant growth week-over-week in new onboardings and those are converting into monthly active users that use our Verified product. So, we're seeing a really nice ramp going into the second half of this year.

嗨迪恩。是的。因此，我們現有的客戶正在增加。它們已全面投入生產。我們看到新用戶數量逐週顯著成長，而這些用戶正在轉化為使用我們經過驗證的產品的每月活躍用戶。因此，我們看到今年下半年將有非常好的成長。

What are the volumes on some of these users? As I recall, you had Verified in the first quarter, like 0.5 million times. And I just don't know how much you've experienced in this quarter? If you have that metric, it would be nice to know.

其中一些用戶的流量是多少？我記得第一季你們驗證了大概50萬次。而我就是不知道這一季你經歷了多少？如果您有這個指標，那麼很高興知道。

Well, second quarter is when most of these started to go live. So, we're seeing just the incremental ramp. We've continued to be around that $0.5 million throughout the second quarter, and we're seeing the increase now towards -- into this new quarter showing up quite significantly. So, we're seeing that increase as they're starting to ramp. So, it's really real early, but they're starting to ramp right now as they just went live during the second quarter.

嗯，第二季度是其中大部分開始上線的時候。所以，我們看到的只是增量。整個第二季我們的營收一直維持在 50 萬美元左右，而且我們現在看到新季度的成長非常顯著。因此，隨著它們開始增加，我們看到了這種增長。所以，現在確實還很早，但他們現在就開始加速，因為他們剛剛在第二季上線。

My second question is, what's your biggest challenge right now?

我的第二個問題是，你現在最大的挑戰是什麼？

In terms of the ramp?

就坡道而言？

No. Overall in your business?

不。總體而言，您的業務？

Yes, let me go and answer this because I just kind of just got done talking about the FAT 100 in these accounts. So these FAT 100 accounts obviously are the ones that going to give us the most enterprise value. And these are the clients and customers that obviously, everybody wants to have, and we absolutely want to have them as well.

是的，讓我來回答這個問題，因為我剛剛談論完這些帳戶中的 FAT 100。因此，這些 FAT 100 帳戶顯然將為我們帶來最大的企業價值。顯然，每個人都想擁有這些客戶，我們也絕對希望擁有他們。

Some of them are requesting capabilities that extend our product. They want to build off our core and have additional capabilities off of that and we are trying to figure out how to service as many of those requests as possible, but at the same time, not killing and overburdening our organization.

其中一些人請求擴展我們產品的功能。他們希望在我們的核心基礎上建立並擁有額外的功能，我們正在嘗試找出如何盡可能滿足這些請求的方法，但同時又不會扼殺我們的組織並使其負擔過重。

So right now, we think it's a mere figure out how to balance the investments in the development and coding engineering that's going to be required. But at the same time, making sure we don't lose any customer and we win every single customer out there that wants our technology.

所以現在，我們認為這只是弄清楚如何平衡所需的開發和編碼工程的投資。但同時，確保我們不會失去任何客戶，並贏得每一個需要我們技術的客戶。

I guess last question is you -- it sounds like you just added really in the last month or so, this dramatic leap in accuracy. And was that related to -- or do you expect this to be related to boost in activity that will go along with it? In other words, were the account participants that you're seeking as customers really looking for that capability that you now have and have they sort of been waiting for it?

我想最後一個問題是你——聽起來你真的在上個月左右才添加了這一準確性的巨大飛躍。這是否與——或者您認為這與隨之而來的活動增加有關？換句話說，您作為客戶尋找的帳戶參與者是否真的在尋找您現在擁有的功能，並且他們是否一直在等待？

When we are working and developing and figuring out a strategy to deliver the accuracy as well as the privacy, we did mention it to certain small amount of key customers who have expressed to us that they needed that technology and needed that capability. We made the announcement today, but we have not gone full blown into the marketplace and have gone full on attack with those capabilities.

當我們正在工作、開發和製定一種提供準確性和隱私性的策略時，我們確實向某些少數關鍵客戶提到了這一點，他們向我們表示他們需要該技術並需要該功能。我們今天宣布了這項消息，但我們還沒有全面進入市場，也沒有充分利用這些功能。

What we demonstrated today was an early version of it. We're ready to be -- we'll go to GA, General Availability soon. But we are certainly using these in our POCs right now to win some of the accounts that I just described that got an early preview of the tech, but we will start to market that and amplify that message on to the marketplace, specifically to our FAT 100 accounts.

我們今天展示的是它的早期版本。我們已經準備好了——我們很快就會進入 GA 版本。但我們現在肯定會在 POC 中使用這些來贏得我剛才描述的一些獲得該技術早期預覽的客戶，但我們將開始行銷該技術並將該資訊放大到市場，特別是我們的 FAT 100 個帳戶。

Okay. Thank you.

好的。謝謝。

Thank you, Dean. We've had a couple of written questions, Rhon. One is asking about our channel partners. The company has had mixed success over the years with channel partners. Some have been very productive, others not so much. But why are you excited about the new channel partners that we've been signing recently and their activity? Ron, did you have a question?

謝謝你，迪恩。我們有幾個書面問題，Rhon。一是詢問我們的通路夥伴。多年來，該公司與通路合作夥伴的合作取得了不同程度的成功。有些人非常富有成效，有些人則沒有那麼有成效。但是，為什麼您對我們最近簽署的新通路合作夥伴及其活動感到興奮呢？羅恩，你有問題嗎？

I didn't hear the question. You cut out.

我沒有聽到問題。你刪掉了。

I'm sorry.

對不起。

No, I did not hear the question.

不，我沒有聽到這個問題。

We've had -- the question relates to the channel partners. And in the past, we've had mixed success. Some have been very productive. Others not so much. Why are you excited about the new channel partners that we've signed recently and started to work with?

我們遇到過－這個問題與通路合作夥伴有關。過去，我們的成功有好有壞。有些非常富有成效。其他人則沒有那麼多。為什麼您對我們最近簽署並開始合作的新通路夥伴感到興奮？

I'm going to just attempt that this is the question that's posted by Ricky in the chat, correct?

我將嘗試確認這是 Ricky 在聊天中發布的問題，對嗎？

Right.

正確的。

Okay. So, from a channel partner perspective, there's two philosophies here that I carry that's very different from what I believe is what happened in the past. I myself have built a massive channel partner business in my previous role and won numerous awards for my channel partner business building capabilities with Oracle specifically is where I got recognized for this.

好的。因此，從通路夥伴的角度來看，我持有兩種理念，這與我認為過去發生的情況非常不同。我自己在先前的職位中建立了龐大的通路合作夥伴業務，並因我與 Oracle 的通路合作夥伴業務建立能力而贏得了無數獎項，特別是我因此而獲得認可。

The way I build channel partners is that I have to create a mutual business plan where both organizations have to make money. There's no point in announcing a partnership if you can't make money together or set target goal.

我建立通路合作夥伴的方式是，我必須制定一個共同的業務計劃，兩個組織都必須賺錢。如果你們不能一起賺錢或設定目標，那麼宣布合作關係就沒有意義。

So, before we even sign a partnership, we qualify whether the partner is willing to do that and to put that investment into moving the partnership forward. Second, what we do is we make sure the partners are willing to commit dollars, meaning they will sign up for a commitment to generate x amount of revenue for the business.

因此，在我們簽署合作夥伴關係之前，我們會確定合作夥伴是否願意這樣做並投入資金來推動合作關係向前發展。其次，我們所做的是確保合作夥伴願意投入資金，這意味著他們將簽署承諾為企業創造 x 數額的收入。

This helps us qualify serious partners from not serious partners. And so that's why we will be making partner announcements. We will not be making an erroneous amount of partner announcements because there's only so much capability that we have to support our partners and partner ecosystem is very important to us.

這有助於我們區分認真的合作夥伴和不認真的合作夥伴。這就是我們發布合作夥伴公告的原因。我們不會發布錯誤數量的合作夥伴公告，因為我們只有這麼多的能力來支持我們的合作夥伴，而合作夥伴生態系統對我們來說非常重要。

So, we highly qualify who we partner with. We secondarily qualify them based off of their commitment. And third, we, as an organization form a business plan around generating revenue with those partners, which I think is a far different approach from the previous organization.

因此，我們高度重視我們的合作夥伴。其次，我們根據他們的承諾對他們進行資格認證。第三，作為一個組織，我們圍繞著與這些合作夥伴一起創造收入製定了業務計劃，我認為這與以前的組織有很大不同。

Fair enough. Thank you, Rhon. Those appear to be all the questions that we have. So perhaps, Rhon you can just wrap the call up and to give your final thoughts.

很公平。謝謝你，羅恩。這些似乎是我們所有的問題。所以也許，Rhon，你可以結束通話並給出你的最終想法。

All right. Thank you, everyone. We really appreciate your questions and your time today. I want to thank our investors for their continued support of authID's efforts to achieve our greatest potential. I am excited that we continue to make significant progress on our initiatives.

好的。謝謝大家。我們非常感謝您今天的提問和抽出時間。我要感謝我們的投資者對 authID 發揮最大潛力的持續支持。我很高興我們的舉措繼續取得重大進展。

We continue to improve every facet of our business, recruit the best people, bring on the best customers, build great technology and produce strong business performance results in the short amount of time that I've been here.

在我任職的短時間內，我們不斷改進業務的各個方面，招募最優秀的人才，吸引最優秀的客戶，打造出色的技術並取得強勁的業務績效。

Thank you to our entire team and our shareholders for their continued commitment to authID and dedication to our mission to eliminate authentication fraud. Thank you again.

感謝我們的整個團隊和股東對 authID 的持續承諾，並致力於我們消除身份驗證詐欺的使命。再次感謝您。

Thank you, everyone. I apologize, we've had a couple of technical issues on the call, but thank you, everyone for joining. That's the end of the call.

謝謝大家。很抱歉，我們在通話中遇到了一些技術問題，但感謝大家的加入。通話就這樣結束了。