(CSPI) 2024 Q1 法說會逐字稿

Welcome to the CSP's first quarter fiscal year 2024 conference call.

歡迎參加 CSP 2024 財年第一季電話會議。

At this time, all participants are in a listen only mode a question and answer session will follow the formal presentation.

此時，所有參與者都處於僅聽模式，在正式演示之後將進行問答環節。

If anyone should require operator assistance during the conference, please press star zero on your telephone keypad.

如果有人在會議期間需要接線員協助，請按下電話鍵盤上的星號零。

Please note this conference is being recorded.

請注意，本次會議正在錄製中。

I will now turn the conference over to your host, Michael Polyviou.

現在我將會議交給主持人邁克爾波利維烏 (Michael Polyviou)。

You may begin.

你可以開始了。

Thank you, Holly.

謝謝你，霍莉。

Hello, everyone, and thank you for joining us to review CSPI.'s fiscal 2024 first quarter results conference call, which ended December 31, 2023.

大家好，感謝您與我們一起回顧 CSPI. 於 2023 年 12 月 31 日結束的 2024 財年第一季業績電話會議。

With me on call today is Victor Dellovo, CSPi's Chief Executive Officer; and Gary Levine, CSPi's Chief Financial Officer.

今天與我一起值班的是 CSPi 執行長 Victor Dellovo；和 CSPi 財務長加里‧萊文 (Gary Levine)。

After Victor and Gary conclude your opening remarks, we will then open the call for questions.

維克多和加里結束開場白後，我們將開始提問。

Statements made by CSTI.'s management on today's call regarding the Company's business that are not historical facts may be forward-looking statements as the term is identified in federal securities laws.

CSTI. 管理階層在今天的電話會議上就公司業務發表的非歷史事實的聲明可能屬於前瞻性聲明，因為該術語已在聯邦證券法中確定。

The words may will expect, believe, anticipate, project, plan, intend, estimate and continue as well as similar expressions are intended to identify forward-looking statements.

「可能期望」、「相信」、「預期」、「預測」、「計劃」、「打算」、「估計」和「繼續」等詞語以及類似的表達方式旨在識別前瞻性陳述。

Forward-looking statements should not be read as a guarantee of future performance or results.

前瞻性陳述不應被視為對未來績效或結果的保證。

The Company cautions you that these statements reflect current expectations about the Company's future performance or events and are subject to several uncertainties, risks and other influences, many of which are beyond the company's control that may influence the accuracy of the statements and the projections upon which the segment and statements are based.

本公司提醒您，這些陳述反映了對公司未來業績或事件的當前預期，並受到多種不確定性、風險和其他影響，其中許多因素超出了公司的控制範圍，可能會影響陳述和預測的準確性。段和報表是基於。

Factors that may affect the Company's results include but are not limited to the risks and uncertainties discussed in the risk by risk factor section of the annual report on Form 10 K and the quarterly report on Form 10 Q filed with the Securities and Exchange Commission.

可能影響公司績效的因素包括但不限於向美國證券交易委員會提交的 10 K 表年度報告和 10 Q 表季度報告的風險因素部分中討論的風險和不確定性。

Forward-looking statements are based on information available at the time of the information and management's good faith belief as of the time with respect to future events.

前瞻性陳述是基於資訊發佈時可獲得的資訊以及管理階層當時對未來事件的善意信念。

All forward-looking statements are qualified in their entirety by this cautionary statement and CSPI. undertakes no obligation to publicly revise or update any forward-looking statements, whether as a result of new information, future events or otherwise after the date thereof.

所有前瞻性陳述均完全符合本警示性聲明和 CSPI 的要求。不承擔公開修改或更新任何前瞻性陳述的義務，無論是由於新資訊、未來事件或其他情況。

With that, I'll turn it over to Victor global, Chief Executive Officer.

接下來，我會將其交給 Victor Global 執行長。

Victor, please go ahead.

維克多，請繼續。

Thanks, Michael.

謝謝，麥可。

And good morning, everyone.

大家早安。

Early this morning, we announced our fiscal 2024 first quarter results.

今天凌晨，我們公佈了 2024 財年第一季業績。

However, before I ask Gary to review the quarter, I want to spend a few minutes highlighting two developments that were recently announced.

然而，在我請加里回顧本季之前，我想花幾分鐘強調最近宣布的兩項進展。

As I believe these truly demonstrate our growing business prospects and continued optimism with high performance products and the technology solution businesses to begin the launch of the AZT. protect offering is and continues to be a game changing development within the high-performance products or HPP. business because the advancements allow us to offer our customers a giant leap forward in the evolution of cyber security solutions.

我相信這些真正展示了我們不斷增長的業務前景以及對高性能產品和技術解決方案業務的持續樂觀態度，以開始推出 AZT。保護產品正在並將繼續成為高效能產品或 HPP 中改變遊戲規則的發展。業務，因為這些進步使我們能夠為客戶提供網路安全解決方案發展的巨大飛躍。

Few days ago, we announced our largest and most significant contract to date for AZT. a multimillion dollar agreement with a global pharmaceutical company deploying a ZT. across its global manufacturing operational technology, or OT, protecting over 40 facilities in response to the growing cyber security threat to OT. from hostile nation states, terrorism and organized cyber crime.

幾天前，我們宣布了迄今為止最大、最重要的 AZT 合約。與一家部署 ZT 的全球製藥公司簽訂了價值數百萬美元的協議。其全球製造營運技術 (OT) 保護了 40 多個設施，以應對 OT 日益增長的網路安全威脅。來自敵對民族國家、恐怖主義和有組織的網路犯罪。

This customer appreciate the enormous risk of cyber security attacks on the facilities.

該客戶了解設施遭受網路安全攻擊的巨大風險。

It could lead to best of intellectual property, compromise, safety and quality regulatory fines and major disruptions to its manufacturing process.

它可能會導致最好的智慧財產權、妥協、安全和​​品質監管罰款以及對其製造過程的重大干擾。

However, many other remain extremely vulnerable and are they'll prepare to protect their critical assets from new wave of cyber security threats that can bypass network bypass protections and modern cloud-based next-generation antivirus solutions.

然而，許多其他人仍然極其脆弱，他們是否準備好保護其關鍵資產免受新一波網路安全威脅的影響，這些威脅可以繞過網路旁路保護和現代基於雲端的下一代防毒解決方案。

Second development that was also recently announced was a five-year multimillion dollar contract to provide managed services for a prominent Florida Public college, one of the largest and most diverse institutions of higher education in the nation.

最近宣布的第二個開發項目是一份為期五年、價值數百萬美元的合同，為一所著名的佛羅裡達公立學院提供管理服務，該學院是美國最大、最多元化的高等教育機構之一。

We will deliver proactive monitoring management and support for college critical infrastructure, including networking, security and private cloud services.

我們將為大學關鍵基礎設施提供主動監控管理和支持，包括網路、安全和私有雲服務。

I believe these two developments are a strong indicator of the future success and precisely why the Board of Directors had the confidence to raise its quarterly dividend to $0.05 per share.

我相信這兩項進展是未來成功的有力指標，也正是董事會有信心將季度股利提高至每股 0.05 美元的原因。

I will spend a few moments highlighting the technology solutions for the TS business, and I will focus the majority of my comments on the ECT offering as it is the potential potential to dramatically change our growth curve.

我將花一些時間重點介紹 TS 業務的技術解決方案，並且我將把大部分評論集中在 ECT 產品上，因為它有可能顯著改變我們的成長曲線。

The TS business performed as planned, and we continue to be excited about the current business as well as the lead leads being generated on a daily basis from new and existing customers.

TS 業務按計劃進行，我們繼續對當前業務以及新舊客戶每天產生的潛在客戶感到興奮。

The TS business accounted for $14.7 million of the overall revenue and its success continues to be driven by our customers' increasing use of our implementation, installation and training capabilities.

TS 業務佔總收入 1,470 萬美元，其成功繼續得益於我們的客戶越來越多地使用我們的實施、安裝和培訓能力。

As I stated on the last call, the UCaaS is becoming profitable business and we ended the fiscal first quarter with an increase in clients based on our currently current information and leads flow well continue to see an upward swing in the client activity as we move throughout fiscal 2024.

正如我在上次電話會議中所說，UCaaS 正在成為盈利業務，根據我們當前的資訊和潛在客戶流量，我們在第一財季結束時客戶數量有所增加，隨著我們的發展，客戶活動繼續呈上升趨勢2024 財年。

As many of you know, has been challenging business environment for several years that team's ability to remain engaged with customers is amazing.

正如你們許多人所知，多年來，在充滿挑戰的商業環境中，團隊與客戶保持互動的能力令人驚嘆。

I believe the yes, can-do attitude has enhanced our clients' loyalty because they recognize that our products and solutions are the most effective cost efficient answer to their critical needs.

我相信，「是的，我能做到」的態度提高了我們客戶的忠誠度，因為他們認識到我們的產品和解決方案是滿足他們關鍵需求的最有效、最具成本效益的答案。

For example, while our cruise related business has been relatively quiet during the following of the pandemic.

例如，雖然我們的郵輪相關業務在疫情後相對平靜。

The team has remained on the ready and we are beginning to see some positive developments.

團隊一直做好準備，我們開始看到一些積極的進展。

For example, we received orders for several shifts from one of the cruise line operators and the consistent growth of our non cruise related shipping business is continuing as we currently working with one of the largest freight operators specializing in containerized ocean exports, serving numerous ports worldwide with an extensive global agent network and has become one of our larger MSP customers.

例如，我們收到了一家郵輪運營商的多個輪班訂單，並且我們的非郵輪相關航運業務持續增長，因為我們目前與專門從事集裝箱海運出口的最大貨運運營商之一合作，為全球眾多港口提供服務擁有廣泛的全球代理商網絡，已成為我們較大的MSP 客戶之一。

Turning now to our high-performance product or HPP business.

現在轉向我們的高效能產品或 HPP 業務。

My comments will focus focus solely on the emerging ICT offering as it continues to generate a significant amount of interest in the market that we believe will grow to over $50 billion based on the number of devices that need to be protected across the relevant verticals.

我的評論將僅集中於新興的 ICT 產品，因為它繼續在市場上產生巨大的興趣，我們相信根據相關垂直領域需要保護的設備數量，該市場將增長到超過 500 億美元。

We are excited about the industry's positive reaction to AZT., and we remain bullish as sales funnel is getting larger and is that attracting prospects across the Fortune 500.

我們對業界對 AZT 的積極反應感到興奮，我們仍然看好銷售漏斗的擴大以及吸引財富 500 強企業的前景。

As a reminder, AGT's advancement allows us to offer our customers a giant leap forward in the evolution of cybersecurity solutions, ADT's performance surpasses what's available on the market today and its new generation of endpoints.

提醒一下，AGT 的進步使我們能夠為客戶提供網路安全解決方案發展的巨大飛躍，ADT 的性能超越了當今市場上的現有產品及其新一代端點。

Cybersecurity protection designed for critical operation technology and Brian, for example.

例如，為關鍵操作技術和布萊恩設計的網路安全保護。

And based on the internal testing, we believe ACT would have stopped SolarWinds SUNBURST malware using use during the attack after the initial breach.

根據內部測試，我們相信 ACT 會阻止 SolarWinds SUNBURST 惡意軟體在初次違規後的攻擊過程中使用。

The unique pain solution protect align organization endpoints for a full spectrum of cyber attacks and attack techniques, including the most advanced zero-day attacks, malware, ransomware supply chain vulnerabilities, even those threats that are completely unknown to security by deploying artificial intelligence capabilities.

獨特的疼痛解決方案可以保護組織端點免受全方位的網路攻擊和攻擊技術的影響，包括最先進的零時差攻擊、惡意軟體、勒索軟體供應鏈漏洞，甚至是透過部署人工智慧功能而對安全性完全未知的威脅。

AZT. automatically halts attacks before damage occurs and sir, sorry, seamless operations without disruption or downtime, it lowers the risk of applications code base vulnerabilities for MaxPoint while running on endpoint devices to near zero.

AZT。在損壞發生之前自動停止攻擊，抱歉，無縫操作不會中斷或停機，它可以將在端點設備上運行時 MaxPoint 的應用程式程式碼庫漏洞的風險降低到接近零。

This removes the need for costly security, patching updates and associated costs of production downtime.

這消除了對昂貴的安全性、修補程式更新和相關生產停機成本的需求。

On the last call, I mentioned a number of industry events and conferences.

在上次通話中，我提到了一些行業活動和會議。

The team attended at each one.Our name and reputation is growing and we are garnering more and more attention.

每屆都有我們的團隊參加。我們的名氣和聲譽越來越高，我們受到越來越多的關注。

For example, Gary Southwell CSPI.'s General Manager, various cyber security recently hosted a webinar with retired Pfizer Global Head of automation engineering, Jim O'Brien.

例如，CSPI 的各種網路安全總經理 Gary Southwell 最近與退休的輝瑞全球自動化工程主管 Jim O'Brien 共同舉辦了一場網路研討會。

They discuss a wide range of challenges.

他們討論了廣泛的挑戰。

Manufacturers face in today's new threat landscape, they delved into issues.

製造商面對當今的新威脅形勢，他們深入研究了問題。

Manufacturers need to address ranging from how to select the right technology to best practice to ensure critical manufacturing operations are protected.

製造商需要解決從如何選擇正確的技術到最佳實踐等一系列問題，以確保關鍵的製造營運受到保護。

They focus on how current passive and active cloud-based security solutions are failing to guide against the new era of AI embedded attacks, creating substantial financial regulatory and reputational risk and manufacturing sectors such as pharmaceuticals.

他們專注於當前基於雲端的被動和主動安全解決方案如何未能抵禦人工智慧嵌入式攻擊的新時代，從而造成巨大的金融監管和聲譽風險以及製藥等製造業。

The webinar demonstrated how ARIA cyber Security's breakthrough solutions for OT environments would have stopped the SolarWinds attack in other recent high profile attacks on critical infrastructure where existing defenses have failed.

這場網路研討會展示了 ARIA 網路安全針對 OT 環境的突破性解決方案如何阻止 SolarWinds 攻擊，以及最近其他針對關鍵基礎設施（現有防禦措施已失效）的引人注目的攻擊。

We are planning additional webinars every quarter going forward.

我們計劃今後每季舉辦更多網路研討會。

Additionally, we have we will be attending several conferences in the coming months, including the CS. four CA. manufacturing Conference in Houston and the DistribuTECH International Conference in Orlando.

此外，我們將在未來幾個月參加多個會議，包括 CS。四個CA。休士頓製造會議和奧蘭多 DistribuTECH 國際會議。

Our current customers are very chemical national security pharmaceuticals, demonstrating the breadth of offering.

我們目前的客戶都是高度化學的國家安全藥品，展示了產品的廣泛性。

In fact, there is no limit no industry.

事實上，沒有行業就沒有極限。

We can't access to our ICT offering given the wide range of needs of companies dealing with constant attacks on their enterprises.

鑑於企業面臨持續攻擊的廣泛需求，我們無法存取我們的 ICT 產品。

Our goal is to ensure the team remains focused and is able to deliver consistent results, which basically means it's just as important to pursue smaller transactions while still hunting elephants, which can help which could take up to several months to close additional, we have continued to add resellers to leverage knowledge expertise and customer depth to drive greater adoption of ARIA Zero Trust Protect, including the addition this week, a leading cyber security advisor firm and reseller, which serves around 6,000 companies worldwide, including a focus on large enterprises in the world.

我們的目標是確保團隊保持專注並能夠提供一致的結果，這基本上意味著在繼續狩獵大象的同時追求較小的交易同樣重要，這可以幫助可能需要長達幾個月的時間才能完成額外的交易，我們繼續說道增加經銷商，利用知識專長和客戶深度來推動ARIA Zero Trust Protect 的更廣泛採用，包括本週增加一家領先的網路安全顧問公司和經銷商，該公司為全球約6,000 家公司提供服務，其中重點關注亞太地區的大型企業世界。

To summarize, we remain cautiously optimistic and continue to position the Company for greater success throughout fiscal 2024.

總而言之，我們保持謹慎樂觀，並繼續使公司在 2024 財年取得更大成功。

We have two stellar businesses, the TS business, which has been the growth driver over the past few years and a reemergence of the HPP. two AZT. offering is generating significant buzz throughout the organization within the industry.

我們有兩項出色的業務，即過去幾年一直是成長動力的 TS 業務和重新崛起的 HPP。兩個AZT。產品在整個行業內引起了巨大的轟動。

With that, I will now ask Gary to provide a brief overview of the fiscal first quarter financial performance.

接下來，我現在請加里簡要概述第一財季的財務表現。

Gary?

加里？

Thank you, Victor.

謝謝你，維克多。

For the first quarter ended December 31st, 2023, we reported revenue of $15.4 million compared to $18.3 million in the year ago.

截至 2023 年 12 月 31 日的第一季度，我們的營收為 1,540 萬美元，而去年同期為 1,830 萬美元。

Fiscal first quarter revenue could have been higher.

第一財季的收入可能會更高。

That is if certain contracts were signed as expected towards the end of Q1, however, there were push-outs to the end of the year in the holiday season and signed contracts were signed up signed earlier this quarter and will benefit fiscal Q2 revenue.

也就是說，如果某些合約按預期在第一季末簽署，但是，假期期間有一些合約被推遲到年底，並且已簽署的合約是在本季度早些時候簽署的，這將有利於第二財季的收入。

Our Q1 gross revenue was $4.1 million or 26.6% of revenue compared to $5.8 million or 31.7% of revenue in the same period prior year period.

我們第一季的總營收為 410 萬美元，佔營收的 26.6%，而去年同期為 580 萬美元，佔營收的 31.7%。

The decrease in gross margin compared to the year ago period was anticipated was due to the mix of business and the lower margin products.

預計毛利率較上年同期下降是由於業務組合和利潤率較低的產品所致。

We continue to believe our gross margin will expand as the business transitions, especially the AZT. offering, the higher margin products and services.

我們仍然相信，隨著業務轉型，尤其是 AZT，我們的毛利率將會擴大。提供更高利潤的產品和服務。

For the first fiscal quarter, our engineering and development expenses were $700,000 $173,000 lower from the year ago fiscal quarter as we reduced outside contractors and elected to not fill some open positions.

在第一財季，由於我們減少了外部承包商並選擇不填補一些空缺職位，我們的工程和開發費用比上一年財季減少了 70 萬美元，減少了 17.3 萬美元。

Our SG&A cost for the fiscal first quarter was $3.7 million compared to 3.6 million in the year ago.

我們第一財季的 SG&A 成本為 370 萬美元，而去年同期為 360 萬美元。

Fiscal first quarter slight year over year over year increase is attributable to the addition of several salespeople and increased conference participation to help us raise awareness of the AZT. offering.

第一財季同比小幅增長是由於增加了幾名銷售人員以及增加會議參與以幫助我們提高對 AZT 的認識。奉獻。

We reported a slight net loss of $73,000 or $0.02 per diluted share for the fiscal first quarter ended December 31st, 2023, compared to the net income of $1 million or $0.21 per diluted share.

我們報告稱，截至 2023 年 12 月 31 日的第一財季淨虧損為 73,000 美元，即稀釋後每股 0.02 美元，而淨利潤為 100 萬美元，即稀釋後每股 0.21 美元。

For fiscal first quarter ended December 31st, 2022, the company had cash and cash equivalents of $25.6 million as of December 31st, 2023, compared to cash and cash equivalents of $25.2 million as of September 30th, 2023.

截至2022年12月31日的第一財季，截至2023年12月31日，該公司的現金及現金等價物為2,560萬美元，而截至2023年9月30日的現金及現金等價物為2,520萬美元。

We believe our robust financial position allows us to be flexible and successfully implement our operating initiatives, and it's necessary leverage this to financial to finance large customer agreements, which have been highly successful in the past for CSPI., as Victor mentioned earlier, the Board of Directors approved an increase in the quarterly dividend to $0.05 per share payable on March 8, 2024 to shareholders of record on the close of business on February 26th, 2024.

我們相信，我們穩健的財務狀況使我們能夠靈活並成功地實施我們的營運計劃，並且有必要利用這一點來為大型客戶協議提供融資，這些協議在過去對於CSPI 來說非常成功。正如Victor 之前提到的，董事會董事會批准將季度股息增加至每股 0.05 美元，該股息將於 2024 年 3 月 8 日支付給 2024 年 2 月 26 日收盤時登記在冊的股東。

With that, I will turn it over to the operator to take your questions.

這樣，我將把它交給接線員來回答您的問題。

Certainly at this time, we will be conducting a question and answer session.

當然，這時候我們會進行問答環節。

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

如果您想提問，請按電話鍵盤上的星號一。

A confirmation tone will indicate your line is in the question queue, you may press star two.

確認音將表示您的線路已在問題佇列中，您可以按星號二。

If you would like to remove your question from the queue For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys.

如果您想從佇列中刪除您的問題 對於使用揚聲器裝置的參與者，可能需要在按星號鍵之前拿起聽筒。

One moment, please while we poll for questions.

請稍等一下，我們進行投票提問。

Your first question for today is coming from Brett Davidson with investor letter

今天的第一個問題來自布雷特戴維森（Brett Davidson）和投資者的信函

Good morning.

早安.

Monitoring must be pretty satisfying that finally land the bigger deal.

監控一定非常令人滿意，最終解決了更大的問題。

Oh, my God

我的天啊

and I'm thinking to on you so far is on salespeople.

我想到目前為止，你的工作重點是銷售人員。

I know you added some in the past on.

我知道你過去添加了一些。

Has that changed your thinking any is there plans to add more along the sales lines or are you guys pretty set right now?

這是否改變了您的想法？是否有計劃在銷售線上增加更多內容，或者您​​現在已經準備好了？

Now we're interviewing our people right now.

現在我們正在採訪我們的員工。

So where are we plan on adding to that this quarter and future

那麼我們計劃在本季和未來增加哪些內容

It has it hasn't changed like the company's compensation philosophy on as far as share grants are kind of like tying these people to them, prospects for the Company overall

它沒有像公司的薪酬理念那樣改變，就股票授予而言，這有點像將這些人與他們聯繫在一起，公司的整體前景

on all that is on the table.

討論所有擺在桌面上的事情。

And when we talk to these individuals,

當我們與這些人交談時

yes, I mean, I'd love to see the people that are working there and sell in this thing highly invested in the so, you know, the performance of the Company, I think that would be just a great idea.

是的，我的意思是，我很高興看到在那裡工作並銷售這個產品的人們對公司的業績進行了高度投資，我認為這將是一個好主意。

And then a little bit on the revenue recognition of that contract the other day, how is that going to run through that The income statement is that is that going to be all at once, or is that going to be spread out over time?

然後是關於前幾天該合約的收入確認，它將如何貫穿整個損益表，是一次性全部確認，還是隨著時間的推移分攤？

It's all at once.

一切都是一次性的。

Okay.

好的。

So that'll drop this coming quarter.

因此，這一數字將在下個季度下降。

Nice.

好的。

And last time we talked I know that the cruise business was still kind of on slow yet.

上次我們談話時，我知道郵輪業務仍然進展緩慢。

And Roland here again is has that changed at all?

羅蘭又來了，這一切有改變嗎？

Is there any more progress on the cruise ship business?

郵輪業務還有更多進展嗎？

Yes, we are.

是的我們是。

We made some progress on NAM, a little different work that we've done in the past.

我們在 NAM 方面取得了一些進展，這與我們過去所做的工作略有不同。

I can't mention what kind of work we're doing with them, but it's a kind of Arm moved into a new technology with a cruise line and we're rolling it out to a bunch of ships.

我不能提及我們正在與他們一起做什麼樣的工作，但這是一種 Arm 轉移到遊輪航線上的新技術，我們正在將其推廣到一堆船上。

We won't have to travel as much as we used to in the past is we can do it a lot remote via, yes, gave us a new home form of income from from these cruise lines that will be coming over the next couple of quarters.

我們不必像過去那樣頻繁旅行，因為我們可以透過遠端方式進行旅行，是的，這為我們提供了一種新的家庭收入形式，來自這些郵輪公司，這些收入將在接下來的幾年內出現宿舍。

and what does the size of that business look like?

該業務的規模如何？

And it's in the hundreds of thousands here,

這裡有數十萬，

and it is this applicable to pretty much all the cruise lines or is this just like certain customers, but still take advantage of it,

這幾乎適用於所有郵輪公司，或者就像某些客戶一樣，但仍然利用它，

but now every cruise line could do it.

但現在每個郵輪公司都可以做到。

We're just not talking to every cruise line about it yet in our getting in front of them, as you know, have to battle.

我們只是沒有與每家郵輪公司談論此事，但正如你所知，我們必須與他們競爭。

Now interesting, Tom and the off that deal with the pharmaceutical company I know you guys did not release the name of that on.

現在有趣的是，湯姆和那家與製藥公司打交道的人，我知道你們沒有公佈那家公司的名字。

Are you guys able to use the name of that company when you are discussing US sales with other potential customers and

當您與其他潛在客戶討論美國銷售時，您能使用該公司的名稱嗎？

with permission?

經許可？

Yes.

是的。

So that is a possibility of you.

所以這就是你的可能性。

We are asked from.

我們被要求從。

Referenceable accounts.

可參考的帳戶。

Yes.

是的。

What was a very there are a referenceable account but we're not going to get their approval on the accounts.

非常有一個可參考的帳戶，但我們不會獲得他們對帳戶的批准。

All right.

好的。

Well, um, you know, some pretty exciting seeing those press releases and hope to see more of them in rapid succession here

嗯，嗯，你知道，有些人看到這些新聞稿非常興奮，並希望在這裡快速連續看到更多新聞稿

as soon as I said, to numerous people numerous times in outright.

我這句話，已經對很多人說過無數次了。

Don't hold anything back in oh eight until I had said earlier, you know that I think was close to being dry on some of them by working with these large kind of working with these large organizations, everything takes way longer than expected.

不要在八點之前保留任何東西，直到我之前說過，你知道，我認為透過與這些大型組織合作，其中一些工作幾乎是枯燥的，一切都比預期的要長得多。

You know, from some of these things need a 10 signatures and getting 10 signatures, I guess in a larger organization it takes months now.

你知道，其中一些事情需要 10 個簽名並獲得 10 個簽名，我想在一個更大的組織中現在需要幾個月的時間。

Yes.

是的。

Well, it's nice to have no matter how confident you are in the product.

好吧，無論您對產品有多有信心，擁有它都是很好的。

There's always lingering doubt in the back, it's nice to see that first big contract come through kind of confirming that you're headed down the right path.

背後總是有揮之不去的疑慮，很高興看到第一份大合約的簽訂有點確認你正走在正確的道路上。

It was Yeah, exactly, exactly.

是的，完全正確。

Yes.

是的。

And yes.

是的。

So yes, very, very glad to see that.

所以，是的，非常非常高興看到這一點。

Glad that finally put behind you that big deal there and looking forward to plenty more.

很高興終於把那件大事拋在腦後，並期待更多。

So a great job and we have bring everybody along with.

這是一項很棒的工作，我們帶動了所有人。

Yes.

是的。

Yes, we're trying we're trying.

是的，我們正在努力，我們正在努力。

Thanks, Brad.

謝謝，布拉德。

I appreciate your support.

我感謝您的支持。

Yes.

是的。

Your next question is coming from Joseph Nerges - Segren Investments.

您的下一個問題來自 Joseph Nerges - Segren Investments。

Morning guys, guys.

早安，夥計們，夥計們。

How are you today?

你今天怎麼樣？

Good morning, Joe.

早安，喬。

I just wanted to tell everybody that the annual meeting was very nice last week and we had a foreign investors investor standpoint, we had 100% increase in the attendance and net impaired loans.

我只是想告訴大家，上週的年會非常好，我們有一個外國投資者投資者的立場，我們的出席人數和淨減值貸款增加了100%。

The bad news, we went from one to two people.

壞消息是，我們從一個人變成了兩個人。

So I've been I've been to annual meetings where we had a game changing product and it was standing-room-only.

所以我參加過年會，會上我們推出了一款改變遊戲規則的產品，而且僅限於站立。

We're not there yet.

我們還沒到那兒。

So maybe to possibly down the road, we'll have standing room only in the at the meeting.

因此，也許將來我們只有在會議時才有站立的空間。

A couple of quick things.

幾件事。

I research just briefly one on your release of the pharma contract, the Merck breach, which was breached and a number of years ago, and I just part of the market know, here's the damage.

我只是簡單地研究了關於您解除藥品合約的情況，即默克公司的違約行為，該合約在幾年前就被違反了，我只是市場的一部分知道，這就是損害。

It's on the Merck breach that the insurance companies paid $1.4 billion.

保險公司因默克公司洩密事件支付了 14 億美元。

That's how much damage was done by the brief Woodmark.

這就是短暫的木紋造成的傷害。

So just give you an indication of how much some of these OT environments are at risk when that type of a damage award it can be out there.

因此，只需告訴您當此類損害賠償可能存在時，其中一些 OT 環境面臨的風險有多大。

I don't know, how do you guys know how the insurance is involved with these, what these companies?

我不知道，你們怎麼知道保險是如何牽涉到這些，這些公司是什麼？

I mean, is there a separate policy for, let's say, the OT environment as opposed to the IT environment for breaches?

我的意思是，是否有針對 OT 環境（而不是 IT 環境）的單獨違規政策？

Or is this kind of all rolled into one or these are not known?

或者說這些都是合而為一的還是這些都不為人知？

I have no idea, Joe, I have no idea how the EDR

我不知道，喬，我不知道 EDR 如何

I'm just saying when you see that kind of I mean, when we hit the OT environment, if you could take down factories, I mean for extended periods of time.

我只是說，當你看到這種情況時，我的意思是，當我們進入 OT 環境時，如果你可以關閉工廠，我的意思是在很長一段時間內。

And so you could see was up where the cost could be quite dramatic.

所以你可以看到成本可能相當驚人。

So I don't know how these insurance companies work, but I imagine they are pressuring these companies to either provide better security or storage or the premiums on Apollo, either do we know policy or the premiums would be sky high on that type of awards?

所以我不知道這些保險公司是如何運作的，但我想他們正在向這些公司施壓，要求它們要么提供更好的安全性或存儲空間，要么提供阿波羅的保費，要么我們知道政策，要么保費會很高。 ？

I can tell you, Joe, that just in our case as a small company, what we had to go just to get our cyber security and it's in talking to the insurance companies, they're taking a very hard line on it and you need tools such as we have to amplify that to help because if you don't have any protection, you don't get any insurance, they'll give you nothing

我可以告訴你，喬，就我們作為一家小公司而言，為了獲得網路安全，我們必須採取措施，就是與保險公司交談，他們對此採取了非常強硬的態度，你需要我們必須放大這樣的工具來幫忙，因為如果你沒有任何保護，你就不會得到任何保險，他們不會給你任何東西

Well, that's I guess the point I'm trying to make.

嗯，我想這就是我想要表達的觀點。

And of course, we're too early with AZT ProTec rollout to stab numbers.

當然，我們現在推出 AZT ProTec 來穩定數字還為時過早。

You become almost a best in breed for the OT environment, then then there would be demands from either the insurance and or it took to protect yourself to the best we can.

您幾乎成為 OT 環境中的佼佼者，然後就會要求保險或盡力保護自己。

So and I'm just hoping that we can get ourselves known well enough that then that the companies, even the insurance companies begin to recognize the people that would be put the benefits of the AZT.

因此，我只是希望我們能夠充分了解自己，以便公司，甚至保險公司開始認識到哪些人可以從 AZT 中受益。

Protect product we'll see how that goes down the road.

保護產品，我們將看看接下來的情況如何。

A couple of things at the annual meeting, you mentioned one was the Internet and your intellectual property.

在年會上，您提到了幾件事，其中之一是網路和您的智慧財產權。

I think you said, Victor, that there was we have two patents awarded.

我想你說過，維克多，我們拿到了兩項專利。

And what do we have six to eight more pending is I can't recall what you said on such

我們還有六到八個懸而未決的事情，我不記得你在這樣的問題上說過什麼

six total, the two to two that are already approved, two that are in the last waiting stage.

總共有六個，其中兩到兩個已經獲得批准，兩個處於最後等待階段。

So I think there, if my memory serves me right, I think it was supposed to be February, March, somewhere in our it's the weighting stage of just making sure and, you know, no one has any issues and then two that are in more the norm one, Omnicom, the review, the review process.

所以我認為，如果我沒記錯的話，我認為應該是二月、三月，在我們的某個地方，這是一個加權階段，只是確保，你知道，沒有人有任何問題，然後有兩個問題更規範的是，Omnicom，審查，審查過程。

Okay.

好的。

And I assume most of it is tied to the area platform, right, where they are?

我認為其中大部分都與區域平台相關，對吧，它們在哪裡？

It's always easy offerings on.

它總是很容易提供。

Yes.

是的。

Okay.

好的。

A couple of things.

有幾件事。

I did ask you too on R&D, what are we doing?

我也問過你關於研發的問題，我們在做什麼？

And I think you said we're at we're in beta test now.

我想你說過我們現在正在進行 Beta 測試。

We're expanding the software to Android devices out there is that what you're saying, and we're testing it on our China roadmap.

正如您所說，我們正在將軟體擴展到 Android 設備，並且我們正在中國路線圖上對其進行測試。

Yes, Androids on the roadmap.

是的，Android 已經在路線圖上了。

And I think you're adding to that screen, even the screen capability where you multiple screens can be reviewed by somebody's managed service providers at one-time?

我認為您正在向該螢幕添加內容，甚至是可以由某人的託管服務提供者一次審查多個螢幕的螢幕功能？

Yes.

是的。

Okay.

好的。

It's on the roadmap.

它在路線圖上。

Yes.

是的。

So on the Rome, our auto-renewal development of PC., I don't think a lot of people also realize that when you when you introduce is it to protect in July, we were on version one.

所以在羅馬，我們的PC自動續訂開發，我想很多人也沒有意識到，當你介紹它是為了保護7月時，我們正在使用第一版。

We were on multiple very we had gone through multiple versions before we came out with that.

在我們推出之前，我們已經經歷了多個版本。

So it wasn't like it was the first version that came out there.

所以這並不是第一個發布的版本。

And since then a question for you on the Linux side, I know what version, you know, a version we are now on on the ACT Protectron, HMA Lumistar six or seven yet.

從那時起，關於 Linux 方面的問題，我知道是什麼版本，你知道，我們現在在 ACT Protectron、HMA Lumistar 上使用的版本是六或七。

I think we're going to like 13 really achieved here.

我想我們會喜歡這裡真正實現的13。

But yes, I mean, again want something that most people come out with it 1.0, but we're not there.

但是，是的，我的意思是，再次想要大多數人在 1.0 版本中推出的東西，但我們還沒有做到這一點。

So we've advanced this over a number of years pretty extensively.

因此，我們多年來已經相當廣泛地推進了這一點。

So yes, I think I had mentioned before that our original goal was to get a version now and then add a lot of the functionality and the bells and whistles as we moved along on.

所以，是的，我想我之前已經提到過，我們最初的目標是現在就獲得一個版本，然後在我們繼續前進的過程中添加很多功能和附加功能。

But through one of our large customers that we've talked about on, they needed all the functionality immediately before they were willing to sign off on it.

但透過我們談到的一位大客戶，他們在願意簽署之前立即需要所有功能。

And that's kind of why it took a lot longer for the development in.

這就是為什麼開發花了更長的時間的原因。

That's truly the first release that was available to sell was in this past July.

這確實是第一個可供銷售的版本是在去年七月。

Well.

出色地。

So the end result was a more robust product as yes, we finally came out with it, and I'm assuming that what we built it can be utilized almost across the board on any industry feeling like you said.

所以最終的結果是一個更強大的產品，是的，我們終於推出了它，我假設我們建立的產品幾乎可以在任何行業中全面使用，就像你所說的那樣。

Okay.

好的。

One on one thing on this major reseller agreement you just signed the contract.

您剛剛簽署了這份主要經銷商協議的一對一合約。

Is that one was that you talked the last time about two major system integrators was just the contract that was just signed one of the two or is this a separate group altogether?

上次您談到的兩個主要係統整合商只是剛剛簽署的合約之一，還是這完全是一個單獨的集團？

No, it's a separate group.

不，這是一個單獨的團體。

Exactly.

確切地。

So we're so we are talking about others, major integrators that we haven't done.

所以我們正在談論其他我們尚未做過的主要整合商。

Yes, I think you've got to the last time, is this about three years?

是的，我想你已經到了最後一次了，這大概是三年了吧？

Yes, that is where I think about half a dozen of E&O, I would say decent size integrase.

是的，這就是我想到的六種 E&O，我想說的是大小適中的整合酵素。

There's a couple that are real well, this is our annual sales in the billions.

有一些非常好，這是我們的年銷售額數十億美元。

So and just a quick point on this.

簡單介紹一下這一點。

When you signed the contract, what's different with the contract versus what you're talking to the others?

當你簽署合約時，合約與你與其他人談論的有什麼不同？

I mean, is there any performance requirements in the contract for the resale or is it just a contract that any one of them will sign the contract of the number you're talking about?

我的意思是，轉售合同中是否有任何性能要求，或者只是一份合同，其中任何一個人都會簽署您所說的號碼的合同？

Well, let's face it.

好吧，讓我們面對現實吧。

Anybody can sign it, but some of these larger ones because they're coded by every you know, every product out there on daily and I'll bring on new products where they believe a there's a gap.

任何人都可以簽署它，但其中一些較大的產品是由您認識的每個人編碼的，每天都有每個產品，我將在他們認為存在差距的地方推出新產品。

And then, of course, two, that is a big you know, there's a certain amount of revenue.

當然，還有兩個，這是一個很大的數字，有一定的收入。

They can you know, they can get from it's a product line, right?

他們可以知道，他們可以從產品線中獲得，對吧？

It's a one-time sales is something that they're not looking for.

這是一次性銷售，他們並不尋求這樣的東西。

So it took Al, I would say, at least six months to go through the process with them, some of them, you know, looking at the product and then also bringing our product into some of their customers and talking about it and getting feedback and looking at a real need that's out in their customers' environments.

所以我想說，阿爾花了至少六個月的時間與他們一起完成這個過程，其中一些人，你知道，查看產品，然後將我們的產品帶給他們的一些客戶，討論它並獲得反饋並關注客戶環境中的真實需求。

And that's kind of what brought it over the over the finish line to get the contract signed, was that they believe there's enough for their customers that can look at this product.

這就是讓他們衝過終點線並簽署合約的原因，因為他們相信他們的客戶可以看到這個產品。

They're not guaranteeing anything of course, and by if it's truly a need in a gap and we are talking in our arm, I would say, at least a half a dozen of their customers already are in different stages.

當然，他們並不能保證任何事情，如果這確實是一個空白的需求，並且我們正在我們的手臂上交談，我想說，至少有六個他們的客戶已經處於不同的階段。

So we're hoping, you know, they have a lot of customers this.

所以我們希望，你知道，他們有很多客戶。

I think that the target that we looked at is somewhere over 500 potential customers that we can at least talk to that may have a need of some sort for Z.

我認為我們關注的目標是超過 500 名潛在客戶，我們至少可以與他們交談，他們可能對 Z 有某種需求。

I mean, it's a huge market expand.

我的意思是，這是一個巨大的市場拓展。

Yes.

是的。

Just one other point and you brought this at the annual meeting, you talked about that that you get you often get calls down there in your interest in the TS group for four people that are that are after are looking to buy.

還有一點，您在年會上提到了這一點，您談到您經常接到電話，表示您對 TS 集團感興趣，有四個人正在尋求購買。

It's either the TSP you are buying into our managed services offering for those who want to buy or our managed service offerings as any of those stocks ever reached a dollar or have we just not advanced those talks at all?

要么是您為那些想要購買的人購買我們的託管服務產品的 TSP，要么是我們的託管服務產品，因為這些股票中的任何一隻都達到了 1 美元，或者我們根本沒有推進這些談判？

We're not interested from now.

我們從現在開始不感興趣。

We just concentrate on building the business.

我們只專注於發展業務。

Okay.

好的。

But you have fielded calls or people want to know if we're even in the market to sell it, do what you're saying?

但是你接到電話或人們想知道我們是否願意在市場上出售它，按照你所說的去做嗎？

Yes.

是的。

So it's a lot of emails, you know, on there's a few people that actually can be picking up the phone that have conversations with them.

所以這是很多電子郵件，你知道，有一些人實際上可以拿起電話與他們交談。

But right now, it's just about building that monthly recurring revenue.

但現在，我們要做的只是建立每個月的經常性收入。

Yes, the concept never or is it now other than just the pure pure of interest that people are their flooring is some questions out there if they were interested at.

是的，這個概念從來沒有或現在除了純粹的興趣之外，人們是他們的地板，如果他們感興趣的話，還有一些問題。

All right.

好的。

Well, thanks a lot appreciate.

嗯，非常感謝。

It seems like we're just a matter of time to get some of these big numbers across the board on from Fraser's statements.

從弗雷澤的聲明中全面了解一些大數據似乎只是時間問題。

Thanks, guys.

多謝你們。

Thanks, Jim.

謝謝，吉姆。

Thanks, Joe. Your next question for today is coming from Will Lauber with visionary wealth advisers.

謝謝，喬。今天你們的下一個問題來自威爾勞伯和富有遠見的財富顧問。

Hi.

你好。

Can you there has been some confusion on our end how the ADTI. product has been priced.

您是否對我們到底如何使用 ADTI 存在一些困惑？產品已定價。

It's a monthly recurring subscription or?

是每月定期訂閱還是？

Yes, moving forward with our customers, it is a monthly recurring fee.

是的，與我們的客戶一起前進，這是每月的經常性費用。

Gary had mentioned that this one is upfront and we made an agreement with the pharmaceutical organization just because they help us test for 18 months that they could purchase it, you know, upfront as a one-time fee with yearly maintenance after that by moving forward, you know, it will be more like a CrowdStrike model where it's a monthly recurring.

加里提到，這個是預付的，我們與製藥組織達成協議，只是因為他們幫助我們測試了 18 個月，他們可以購買它，你知道，預付一次性費用，之後每年維護。 ，你知道，它更像是每月重複出現的CrowdStrike 模型。

Okay.

好的。

And is it priced by side or per user per user?

是按用戶定價還是按用戶定價？

Yes.

是的。

Per endpoint I should say, which it's, you know, we're in the we are truly end user as laptops were in the server as the endpoint because we're protecting the application.

對於每個端點，我應該說，您知道，我們是真正的最終用戶，因為筆記型電腦作為端點位於伺服器中，因為我們正在保護應用程式。

So if there's a server with 10 VMs, it would be basically 11 licenses for that.

因此，如果有一台伺服器有 10 個虛擬機，那麼基本上就有 11 個許可證。

And if you add 1,000 servers, you do the math and on that.

如果您新增 1,000 台伺服器，您需要進行數學計算。

Okay.

好的。

And I guess one of the things that I noticed in this latest release compared to some of the early ones that I guess in particular that Fortune 500 chemical company, I think that was just for one site.

我想我在這個最新版本中註意到的一件事與我猜想的一些早期版本相比，特別是財富 500 強化學公司，我認為這只是針對一個網站。

Did this from two companies that include like all their manufacturing sites?

這是來自兩家擁有所有生產基地的公司嗎？

Or is there still some that could be come on later?

或者還有一些可以稍後推出嗎？

Yes, it's this is I'm hoping it's just the first phase no guarantee.

是的，我希望這只是第一階段，不能保證。

But once we roll these out, then we'll see.

但一旦我們推出這些，我們就會看到。

What's what what's next.

接下來的事情是什麼。

And then with that for manufacturing company, how are things going with that?

那麼對於製造公司來說，事情進展如何？

Or is that does that have to be that each plant manager that has to make the decision to add that or how that on which companies that of the chemical companies?

或者是否必須由每個工廠經理決定添加該內容，或者如何在哪些公司或化學公司上添加該內容？

Yes, we are fortunate.

是的，我們很幸運。

We have to deal with each and every location separately where on the pharmaceutical, this is being pushed out from a corporate level.

我們必須分別處理每個地點的製藥業務，這是從公司層級推出的。

It's a little easier for us to deal with this this rollout and then the other one.

對我們來說，這次的推出以及另一次的推出都更容易處理這個問題。

So it's been a it's it's been challenging, but it's a process.

所以這是一個充滿挑戰的過程，但這是一個過程。

So it's in one facility now what's the potential with that customer?

那麼現在它在一個設施中，該客戶的潛力是什麼？

How many facilities?

有多少設施？

Tom, I want to say this 80 sites.

湯姆，我想說的是這80個網站。

I'm sorry, have you guys been seeing any increased interest from SEC rule about cyber security or how that kind of playing out.

抱歉，你們是否看到美國證券交易委員會 (SEC) 的規則對網路安全或這種情況的影響有所增加？

We're using as a sales E&O.

我們用作銷售 E&O。

It's out there and we're talking about every time we talk about.

它就在那裡，我們每次談論時都在談論。

It's one of our selling points not only the protection, but what could happen if you if you don't.

這是我們的賣點之一，不僅是保護，而且是如果您不這樣做會發生什麼。

Okay.

好的。

Well, thank you very much and welcome, everyone.

好的，非常感謝並歡迎大家。

Yes.

是的。

Your next question is coming from Mike Price, a shareholder.

您的下一個問題來自股東邁克·普萊斯（Mike Price）。

Good morning.

早安.

Thanks for taking my questions.

感謝您回答我的問題。

I appreciate the press releases, but there pretty vague, all of them have said multimillion dollar and there's no way for us to evaluate what the impact is going to be to revenues.

我很欣賞這些新聞稿，但內容相當模糊，所有人都說需要數百萬美元，我們無法評估這將對收入產生什麼影響。

And you said that you could use the I'm the buyer of the AZT. as a reference in trying to secure new buyers.

你說你可以使用「我是 AZT 的買家」。作為試圖爭取新買家的參考。

But what about publicly disseminating who a buyer is?

但是公開傳播買家是誰呢？

It seems like it's in everybody's best interest with their permission.

經過他們的許可，這似乎符合每個人的最大利益。

It gives credibility to CSPI. and for the customer, it seems like putting up a sign in front of your house saying I'm protected by the security, and that's almost a deterrent works opposite.

它賦予了 CSPI 可信度。對顧客來說，這就像在你家門前掛一個牌子，說我受到保全的保護，這幾乎是一種相反的威懾作用。

If you if they know what it is and they could potentially, you know what like what to do, how to hack to.

如果你知道這是什麼並且他們有可能，你就知道要做什麼，如何進行駭客攻擊。

We don't have permission on writing the contract.

我們無權撰寫合約。

We cannot use the name on wheat.

我們不能在小麥上使用這個名字。

That was part of the terms and conditions to we can use it on, as I said, a permission basis, basically calling customer up saying I have this customer, they would like to talk to you, they would like to have a reference.

正如我所說，這是條款和條件的一部分，我們可以在許可的基礎上使用它，基本上打電話給客戶說我有這個客戶，他們想和你談談，他們想有一個參考。

Will you are you willing to speak with them?

你願意和他們說話嗎？

And if they say yes, then we can set up the call and then we can move forward.

如果他們同意，那麼我們就可以建立通話，然後我們就可以繼續前進。

So anytime I can use someone's name legally, I would do it if I did it for a reason.

因此，只要我可以合法使用某人的名字，如果我這樣做是有原因的，我就會這麼做。

Okay.

好的。

On the last conference call, you said you're in discussions with 50 potential buyers of AZT.

在上次電話會議上，您說您正在與 AZT 的 50 位潛在買家進行討論。

Can you give us an update on that on?

能為我們介紹一下最新情況嗎？

Yes, some have progressed on this.

是的，有些人在這方面已經取得了進展。

Some that are moving again, I don't want to say it again because then after I get you guys driving me crazy on exactly on we're talking contracts.

有些又要搬家了，我不想再說一遍，因為在我讓你們讓我發瘋之後，我們正在談論合約。

But when that is, I have no idea on.

但那是什麼時候，我不知道。

But yes, they're all progressing some sell off.

但是，是的，他們都在進行一些拋售。

Some of them said we love it.

他們中的一些人說我們喜歡它。

We don't have budget for six months on a normal sales gain, but a gain or some strong fall off, some come in and we're setting the shows did well for us on and we have multiple POCs that came from the shows where they have the product and testing it.

我們沒有六個月的預算來實現正常的銷售增長，但是增長或大幅下降，一些進來了，我們正在設置對我們來說表現良好的節目，我們有多個 POC 來自這些節目他們有產品並進行測試。

And you know, after the testing, then we'll see how long it takes to close the deal, but there are some progressing on that.

你知道，在測試之後，我們將看到完成交易需要多長時間，但這方面已經取得了一些進展。

So we have a couple of more shows coming up in March, which come as they come up.

因此，我們在三月還有更多節目即將上映，這些節目都會隨之而來。

And there, we believe that it's the right audience will be attending them.

我們相信，參加這些活動的觀眾將會是適當的。

Okay.

好的。

And if a reseller actually places sells a ZT.

如果經銷商確實出售了 ZT。

It's just something that you'll disseminate to the same as you have when you sell it yourself?

這只是你自己賣的時候傳播的東西嗎？

Correct?Correct.

正確嗎？正確。

Yes, exactly.

對，就是這樣。

Okay.

好的。

And I asked this question each of the last two conference calls about buying stock.

在最近兩次有關購買股票的電話會議中，我每次都問了這個問題。

Did you buy back any stock last quarter?

上季你回購股票了嗎？

No, but no, the Company did not.

不，但是不，公司沒有。

I personally bought, you know, some stock again last quarter.

你知道，我個人在上個季度又買了一些股票。

Yes.So you bought it was down five bucks, couldn't have been better timing.

是的，所以你買了它，價格下跌了五美元，時機再好不過了。

And again, we have the same issue today with the stock down almost three bucks and down more earlier.

今天我們又遇到了同樣的問題，該股下跌了近三美元，而且早些時候還下跌了更多。

And with the roadway that you pay for us, it still seems like a good use of shareholders' cash.

考慮到你為我們支付的道路費用，這似乎仍然是對股東現金的一個很好的利用。

Appreciate the increased dividend, but it seems like a good use of cash going forward.

讚賞增加的股息，但這似乎是未來現金的一個很好的用途。

It seems like there's quite a runway here.

看來這裡有一條相當長的跑道。

One final question.

最後一個問題。

Any thoughts about change in the name of the company?

對於更改公司名稱有什麼想法嗎？

I mean, the company is definitely going towards cybersecurity, ARIA, cybersecurity.

我的意思是，公司肯定會走向網路安全、ARIA、網路安全。

And that's why we have asked the ARIA cybersecurity on the umbrella of SESPI. because they're still have the other business.

這就是為什麼我們在 SESPI 的保護下向 ARIA 網路安全部門提出請求。因為他們還有其他生意。

The TS business.

TS業務。

Okay.Okay.I appreciate it.

好的，好的，我很感激。

Thank you very much.

非常感謝。

Yes, yes.

是的是的。

Your next question for today is coming from Sergio Huber with Huber Research.

今天的下一個問題來自 Huber Research 的 Sergio Huber。

Good morning, guys, and congratulations on the progress that you're making.

早安，夥計們，祝賀你們所取得的進步。

I'm wondering about I understand that you can't disclose the customer without the customers permission, but why can't you disclose the amount of the contract on

我想知道我明白未經客戶許可你不能透露客戶，但為什麼你不能透露合約金額

because we normally we don't give we've never have given exact amounts of contracts and what they are, you will disclose in next quarter when we actually recognize it.

因為我們通常不會提供合約的確切金額以及具體內容，我們將在下個季度實際確認時予以披露。

What is difficult for investors to put a price on the stock without knowing how much the contracts are this way asking them and you're not giving any guidance?Or

對於投資人來說，在不知道合約價格的情況下給股票定價有什麼困難，這樣問他們，而你又不提供任何指導？或者

are there plans to provide guidance future

未來是否有計畫提供指導

potentially on but not right now

可能但不是現在

is the reason that you're not giving up the amount of the contracts because of competitive competition, not to give away to the competition, what the product sells for?

是因為你不因為競爭而放棄合約金額，而不是讓給競爭對手，產品賣什麼？

That's part of it, yes.

這是其中的一部分，是的。

Okay.

好的。

And then I have one question from a reader from a Seeking Alpha article, and I figured I'll pose it to you but I don't know how to answer this question that I don't know if it's a fair question.

然後，一位來自《尋求阿爾法》文章的讀者向我提出了一個問題，我想我會向您提出這個問題，但我不知道如何回答這個問題，我不知道這是否是一個公平的問題。

But the companies and enterprises that you're selling, the AZACT. product are large entities that have their own IT department.

但是你正在出售的公司和企業，AZACT。產品是擁有自己的 IT 部門的大型實體。

Why would they be customers our view instead of developing new product for their IP,

為什麼他們會成為我們的客戶而不是為他們的智慧財產權開發新產品，

they want to develop a security product to their own IT.

他們希望為自己的 IT 開發安全產品。

Okay.

好的。

We'll get a loss of all, I guess.

我想我們會損失慘重。

So enough money time and expertise.

所以有足夠的金錢時間和專業知識。

Anybody could potentially do it.

任何人都有可能做到這一點。

But you know, if he's asking if they have their own IT department or someone who doesn't have their own security department.

但你知道，如果他問他們是否有自己的 IT 部門或沒有自己的安全部門。

Could we help manage that for them?

我們可以幫他們管理嗎？

The answer is yes.

答案是肯定的。

But you know whether you have your own IT department or or not, you still need some type of products enough to do the inspection and the protection and the detection and everything else that goes along with that but yes, I'm I'm a little confused on what he's asking.

但你知道，無論你是否有自己的 IT 部門，你仍然需要某種類型的產品，足以進行檢查、保護、檢測以及與之相關的所有其他工作，但是，是的，我是一個對他的要求有點困惑。

Look, I couldn't answer the question either that came from or more than one person you have basically I don't think that the average person, including me understands the complexity of security and there's so many products out there and we're trying to figure out how do we know that there is nothing else like this product in and that how disruptive it is?

聽著，我無法回答這個問題，無論是來自一個人還是多個人，基本上我不認為包括我在內的普通人了解安全性的複雜性，而且有這麼多產品，我們正在嘗試弄清楚我們如何知道沒有其他產品可以與該產品相媲美，以及它的顛覆性有多大？

How can we judge that without you know, I've asked experts in the field and they can answer the question and I think investors are trying to figure that out.

在你不知道的情況下，我們如何判斷，我已經詢問了該領域的專家，他們可以回答這個問題，我認為投資者正在試圖弄清楚這一點。

So I think I've mentioned on calls, it's a crowded space, right?

所以我想我在電話中提到過，這是一個擁擠的空間，對吧？

You everybody knows the big boys, right?

你們每個人都認識大男孩吧？

The power of those cars, you name it right.

這些汽車的動力，你說得對。

Then there's the second tier, which I don't know exactly the number, but a couple of years.

然後是第二層，我不知道確切的數字，但有幾年了。

It was over 2000 other security companies of all sizes So of course, it's a crowded space.

這裡有超過 2000 家各種規模的其他安全公司，所以當然，這是一個擁擠的空間。

How do you separate yourselves?

你們如何分開？

That's a challenge that that, you know, we have to deal with every day.

你知道，這是我們每天都必須面對的挑戰。

So on winning this contract, right that's going to be our biggest selling tool because when you looked at the Company, we sold to they tested everything, they have the resources, God knows it took us over 18 months to close this deal on.

因此，贏得這份合約後，這將成為我們最大的銷售工具，因為當你看到公司時，我們把產品賣給了他們，他們測試了一切，他們擁有資源，天知道我們花了18 個月多的時間才完成這筆交易。

So they have the option and everybody out there.

所以他們和每個人都有選擇。

Security wise, ARM was knocking on their door, so they had the option to look at many many products for them to choose our product after the, you know, literally over year testing.

在安全方面，ARM 正在敲他們的門，因此他們可以選擇查看許多產品，以便在經過一年的測試後選擇我們的產品。

That's kind of how we are we believe on our product does fit a need you know, it's not just from, you know, of course, you know, some of the people on the phone have heard this.

這就是我們的方式，我們相信我們的產品確實滿足您知道的需求，這不僅僅是來自，您知道，當然，您知道，電話裡的一些人已經聽到了這一點。

We think RBB's beautiful, but it may not be, but having these customers test the product look at it and it fills a need, especially with the the later XP windows, the older versions, these all these other companies are really not supporting the old versus the Linux and Windows.

我們認為 RBB 很漂亮，但事實可能並非如此，但是讓這些客戶測試產品看看它，它滿足了需求，特別是後來的 XP Windows、舊版本，所有這些其他公司確實不支持舊版本與Linux 和Windows相比。

So not only we can do the current ones, but we can go all the way back.

所以我們不僅可以做當前的事情，還可以一路回到過去。

And as I suggest everybody on the call go back to the webinars that we did.

正如我建議參加電話會議的每個人都回到我們所做的網路研討會。

It really breaks down the value of the product.

它確實破壞了產品的價值。

Why we're different in how we complement other existing products.

為什麼我們在補充其他現有產品方面與眾不同。

Right.

正確的。

You know, I think Jim, what Bonnie mentioned on the on the webinar, if you look, I have clarity or CrowdStrike, they have it if they're necessary, but there's a void and we can fill that void.

你知道，我認為吉姆，邦妮在網路研討會上提到的，如果你看的話，我有清晰度或 CrowdStrike，如果有必要的話他們有，但有一個空白，我們可以填補這個空白。

Now you can use us exclusively if you want, that's beautiful, we'll take it or we can complement the existing products that are out there to fill a gap.

現在，如果您願意，您可以專門使用我們，這太棒了，我們會接受它，或者我們可以補充現有的產品來填補空白。

Right.

正確的。

Just some comprised that Delta Tech, but they won't prevent.

只有一些人組成了 Delta Tech，但他們不會阻止。

And that's kind of where we step in and we do zero-day attack on zero-day, not.

這就是我們介入的地方，我們對零日進行零日攻擊，而不是。

Oh, my God, I got Patrick give me a week or two days or five days or six months to go patch.

哦，天哪，我讓派崔克給了我一週、兩天、五天或六個月的時間來修補。

So, you know, our biggest issue is we need to get the message out and we're doing everything we possibly can to talk to as many customers and to evangelize that message, give us a chance to show our product, do a POC, beat it up and you know, what let us show you the performance of the products.

所以，你知道，我們最大的問題是我們需要傳達訊息，我們正在盡一切努力與盡可能多的客戶交談並傳播該訊息，讓我們有機會展示我們的產品，進行概念驗證，打敗它你就知道了，讓我們向你展示產品的性能。

As I said yesterday, I think you guys are making great progress considering the product hasn't been a year yet.

正如我昨天所說，考慮到產品發布還不到一年，我認為你們已經取得了巨大的進步。

So when will we start seeing revenue from ACC

那我們什麼時候才能開始看到 ACC 的收入

next quarter?

下個季度？

And is that the pharmaceutical contract?

那是藥品合約嗎？

Yes, yes, we are and we're hoping that there'll be other product in our other customers.

是的，是的，我們是，我們希望我們的其他客戶也會有其他產品。

Yes, that will fall into place.

是的，這將會落實到位。

But is like to me, like I told you you're going to hit a big bang from from the pharmaceutical because the way we sold a term that is a one-time deal.

但對我來說，就像我告訴你的那樣，你將從製藥業中受到巨大衝擊，因為我們銷售術語的方式是一次性交易。

And then all the other customers are what we want to sell them as a monthly recurring revenue to build up that, that model

然後我們希望將所有其他客戶作為每月經常性收入出售給他們，以建立該模型

actually the end will there be upfront fees on the recurring revenue, while it just depends a depth if they want us to do the installed and we're going to charge professional services for that and then you'll do a monthly fee and you know, on per per end point,

實際上，最終會產生經常性收入的預付費用，而這僅取決於深度，如果他們希望我們進行安裝，我們將為此收取專業服務費用，然後您將每月支付費用，您知道，對於每個終點，

and that will include the maintenance in that monthly fee to.

這將包括每月費用中的維護費用。

So they'll get all the latest and greatest updates that we we have.

因此，他們將獲得我們所有最新、最棒的更新。

All right, guys.

好吧，夥計們。

Thank you, Gary and Victor.

謝謝你們，加里和維克多。

And I think the good news is you have a great day.

我認為好消息是你度過了愉快的一天。

Thanks.

謝謝。

Yes, we have time for two more questions.

是的，我們還有時間回答兩個問題。

Here's your next question is coming from Paul Escalante, a private investor.

您的下一個問題來自私人投資者保羅·埃斯卡蘭特 (Paul Escalante)。

Yes, how are you doing gentlemen?

是的，先生們，你們好嗎？

Awesome job on the quarter, handsome job with the press releases.

本季的工作很棒，新聞稿也很棒。

I want to start off by saying that.

我想先這麼說。

Thank you.

謝謝。

Rarely yes, I can hear you.

很少有，我聽得到你的聲音。

Yes, I kind of feel bad that you have to deal with these Rocky questions.

是的，我對你必須處理這些洛基問題感到有點難過。

From shareholders because it's common knowledge that smaller companies cannot release either the name of larger companies deals or the amounts for strategic reasons.

來自股東，因為眾所周知，出於戰略原因，小公司不能公佈大公司交易的名稱或金額。

Although I as a shareholder and most shareholders appreciate that you are still are getting a great fall.

儘管我作為股東和大多數股東都意識到你們仍然遭受了巨大的損失。

Our press releases once you get these deals to keep the Street informed.

一旦您獲得這些交易，我們就會發布新聞稿，以便讓華爾街了解情況。

So I say great job with the press releases and also in the prior call or want to listen to that awesome webinar with the ex Pfizer executives, he said the differentiation of the AZT.

所以我說新聞稿做得很好，在之前的電話會議上，或者想聽一下與前輝瑞高層的精彩網路研討會，他說 AZT 的差異化。

product out in the marketplace that whatever hours or some information.

產品在市場上銷售，無論時間或某些資訊。

So I think versus some of the shareholders, you need to do a little more research before you waste the executive time with these questions now post your questions, and I'll be brief because you guys did an awesome job foreseeing on a macro level on in recent weeks, headlines coming out about China, Iran, Russia that they're going to attack infrastructure.

因此，我認為與一些股東相比，在浪費執行時間來解決這些問題之前，您需要做更多的研究，現在發布您的問題，我會很簡短，因為你們在宏觀層面上做出了出色的預測。最近幾週，有關中國、伊朗、俄羅斯將攻擊基礎設施的頭條新聞不斷出現。

We saw in recent months that water infrastructure in the United States was actually attacked.

近幾個月來，我們看到美國的水利基礎設施實際上受到了攻擊。

This seems to be brewing as emerging scary theme on that one doesn't this place even more massive importance on Eminence on the AZT. product?

這似乎正在醞釀成為一個新興的可怕主題，這不是對 AZT 上的傑出人物更重要嗎？產品？

And are those type of headlines on?

那些類型的頭條新聞了嗎？

Do you see them as being a as obviously a selling point as you think they're going to raise awareness for these companies to start seeking to protect their OT environment.

您是否認為它們是一個明顯的賣點，就像您認為它們會提高這些公司開始尋求保護其 OT 環境的意識一樣。

And I would think so on a Joe actually, as was our Joe nervous every morning, I get the latest and greatest releases of every of every breach that happens on a like for AM.

事實上，我對 ​​Joe 也是這樣認為的，就像我們的 Joe 每天早上都很緊張一樣，我會得到 AM 上發生的每一個違規行為的最新和最好的版本。

He sends them out to me arms and we use that right.

祂把它們交給我武器，我們使用這個權利。

I forwarded, you know, to the sales force.

你知道，我轉給了銷售人員。

We don't how people say we don't have budget for the security when they know they have a gap.

當人們知道存在差距時，我們不知道他們如何說我們沒有安全預算。

I have no idea.

我不知道。

I literally on every sales call if that comes up, I'm Mike, I just don't believe it because getting hacked is only out a matter of time right now is that if you're ever going to it's some some way somehow somebody will get some type of pack inside the organization of three years from now two years, but is going to happen of all size companies.

我真的在每次銷售電話中，如果發生這種情況，我是邁克，我只是不相信這一點，因為現在被黑客攻擊只是時間問題，如果你要去的話，一定會有人以某種方式從現在到兩年後的三年內，組織內將獲得某種類型的包裝，但所有規模的公司都會發生這種情況。

So how people are not making security, then the number one priority and in the thing is like good enough is not the right answer right.

因此，人們如何不確保安全，那麼第一優先事項以及事情是否足夠好並不是正確的答案。

Because it only takes one, we are one access point inside the network or the infrastructure and then they're in.

因為只需要一個，所以我們是網路或基礎設施內部的一個存取點，然後他們就可以加入。

So, you know, saying I'm 90% protected is, you know, is not the right answer for these organizations.

所以，你知道，對於這些組織來說，說我受到 90% 的保護並不是正確的答案。

So how this doesn't just fly off the shelf?

那麼，這如何才能不被下架呢？

I'm not sure because I believe we're doing a really good job separating ourselves from the rest of the group out there, but it's still CSPI. who are we and we're trying to like I said, we're trying to do the shows we're trying to do the webinars.

我不確定，因為我相信我們在將自己與其他團隊區分開來方面做得非常好，但它仍然是 CSPI。我們是誰，我們正在努力像我說的那樣，我們正在努力做節目，我們正在努力做網路研討會。

We're trying to get in front of that many customers.

我們正在努力吸引這麼多客戶。

We're trying to bring on resellers and then let the product speak for itself that that's what we've tried to position.

我們正在努力吸引經銷商，然後讓產品自己說話，這就是我們試圖定位的。

You know, you can listen to us all day long.

你知道，你可以整天聽我們說話。

Let us do a POC.

讓我們來做一個 POC。

What's what's run the product in your environment and what the product talk speak for itself in that.

在您的環境中運行該產品的是什麼以及產品的討論本身就說明了一切。

We've never got that feedback from any customer that's taken the time to look at it

我們從未收到任何客戶花時間查看的回饋

right now, 100% in many ways like according to the damage of the hack the product fees were told, if you think about how much it's going to cost you to get hacked.

現在，在很多方面都是 100%，例如根據駭客攻擊造成的損害，產品費用被告知，如果你考慮被駭客攻擊你會付出多少代價。

And I think really what we need is the gate you on CNBC or some our FOX News business news when they have all these scary headlines, I say AZT. as the solution.

我認為我們真正需要的是在 CNBC 或我們的福克斯新聞商業新聞上出現所有這些可怕的頭條新聞時，我說 AZT。作為解決方案。

And hopefully maybe we'll see that soon.

希望我們很快就能看到這一點。

That's like we talked about mandate and we know there's SEC reporting mandate.

這就像我們談論了授權，我們知道有 SEC 的報告授權。

I think Australia has a mandate.

我認為澳洲有授權。

Does the U.S. and other countries have been growing mandates to have this OT. protection on?

美國和其他國家是否越來越多地要求進行這種加班？保護開？

And is that kind of if you see something that's going to drive more awareness to AZT., the mandates themselves?

如果你看到一些東西會提高人們對 AZT 的認識，那麼這就是強制要求本身嗎？

Are you seeing that are people saying, hey, we got to get this in place, whether it be the US or other countries

你是否看到人們在說，嘿，我們必須把這個落實到位，無論是美國還是其他國家

and some people are talking about a week if they are still not, we're bringing it up right now.

有些人正在談論一周，如果他們仍然沒有，我們現在就提出來。

Like I had mentioned earlier, we're using that as one of our key selling points.

正如我之前提到的，我們將其作為我們的關鍵賣點之一。

Like it's not going to be a choice any longer.

就像它不再是一個選擇。

Are you going to have to do that.

你必須這樣做嗎？

And when it all becomes about just getting getting time in front of the customers, once they once you have some time with them, you can peel back the cover and you can see where the need is and then it's our job just to sell it to them and and us showing the value.

當一切都變成了在客戶面前獲得時間時，一旦他們一旦你有時間和他們在一起，你就可以揭開蓋子，你可以看到需求在哪裡，然後我們的工作就是把它賣給他們他們和我們展現出價值。

But yes, I believe the mandates they can hurt right there.

但是，是的，我相信他們可能會傷害那裡的授權。

It can only help that,

它只能幫助，

yes.

是的。

Okay.

好的。

And then also, we talked about last call about cyber security company partners potentially and talking to them and we know that soon there is a press release showing the video is a card partner.

然後，我們也談到了上次關於網路安全公司潛在合作夥伴的電話，並與他們交談，我們知道很快就會有一份新聞稿顯示該影片是卡片合作夥伴。

No, I know companies like in video are very secretive and you might not be able to tell me anything about it, but it is public info that they are a partner of.

不，我知道像視頻中這樣的公司非常保密，你可能無法告訴我任何相關信息，但他們是合作夥伴是公開信息。

Are they partnering on the TV side and are you still in talks with other big cyber security players to potentially our sell this for you since it doesn't compete and it could just be an add-on product to like a Palo Alto's offering.

他們是否在電視方面進行合作？您是否仍在與其他大型網路安全廠商進行談判，以便我們有可能向您出售此產品，因為它不具競爭性，而且它可能只是帕洛阿爾托產品的附加產品。

And yes, and yes, we are still talking to him video heavily weekly on and we are still talking to other major players out there to partner with them on to make our offering it has a selling as a bundled product.

是的，是的，我們仍然每週大量與他進行視訊交談，我們仍在與其他主要參與者交談，與他們合作，使我們的產品作為捆綁產品進行銷售。

Awesome.

驚人的。

That's that's great.

那就太好了。

Thank you for that.

謝謝你。

And lastly, and my last quick point is you guys are doing an amazing job on executing both you and Gary and the whole company.

最後，我要說的最後一點是，你們在執行你們和加里以及整個公司方面做得非常出色。

We want that as shareholders, but it would be nice when CNBC and everybody's talking about the cyber threats for operational technology, if we could get you on CNBC.

作為股東，我們希望這一點，但當 CNBC 和每個人都在談論營運技術的網路威脅時，如果我們能讓您出現在 CNBC 上，那就太好了。

So have you thought about hiring, I guess, investor relations, public relations firm since one of our biggest this is like the group, but I feel like the Super Bowl has happened and on STSDI.s at the Super Bowl, but nobody knows they're playing in it yet.

所以你有沒有考慮過僱用投資者關係、公關公司，因為我們最大的公司之一就像這個團體，但我覺得超級碗已經發生了，在超級碗的 STSDI.s 上，但沒有人知道他們還在玩呢。

So have you thought about hiring an IR PR firm.

那麼您是否考慮過聘請 IR 公關公司？

So while you guys are busy executing, somebody can help get the story out for from a marketing shareholder perspective, which is also not the most important thing, execution is more important, but it's part of the equation.

因此，當你們忙於執行時​​，有人可以幫助從行銷股東的角度講出故事，這也不是最重要的事情，執行更重要，但它是等式的一部分。

Yes, we are we are we are talking about it and where this is a game plan.

是的，我們正在談論它，這是一個遊戲計劃。

So that was all right now that said, as long as you guys are on your plate and you're thinking about it on, I just want to say because I was more intense last quarter, you guys have done an awesome job, appreciate the press releases, keep them flying.

所以現在就這樣說，只要你們在忙於你們的工作並且你們正在思考它，我只想說，因為我上個季度更加緊張，你們做得非常出色，感謝你們新聞稿，讓它們飛翔。

And to me, this is like a generational opportunity.

對我來說，這就像是一代人的機會。

And with the headlines, the scary macro headlines we're seeing this is like a much needed product for so many companies and governments.

就頭條新聞而言，我們看到的可怕的宏觀頭條新聞對於許多公司和政府來說就像是急需的產品。

So thank you, guys, and great job.

謝謝你們，夥計們，幹得好。

Thank you, Paul.

謝謝你，保羅。

Have a good day.

祝你有美好的一天。

Okay.

好的。

Your final question for today is coming from John Coffey - - Private Investor.

今天的最後一個問題來自私人投資者約翰·科菲 (John Coffey)。

I'll say good morning, guys.

我會說早上好，夥計們。

How are you doing

你好嗎

more on goodwill?

更多關於商譽？

Just wanted to say I want to say congratulations on a great quarter you guys actually accomplished everything you said you were going to do the last quarter.

我只想說，我想說祝賀你們這個季度的出色表現，你們實際上完成了上個季度所說的一切。

Some of it not have been as timely was being trained, but you did it.

其中一些培訓沒有那麼及時，但你做到了。

So that's actually a big kudos to see management actually do what they say they're going to do.

因此，看到管理層真正按照他們所說的去做，這實際上是一個很大的榮譽。

And the other thing is there's a great information on the CC. and MU. of every retail investors should listen to this most importantly win, you mentioned a $1.4 billion cost to Merck.

另一件事是關於 CC 的資訊非常豐富。和穆。每個散戶投資者都應該聆聽這場最重要的勝利，您提到默克損失了 14 億美元。

I mean those are amazing numbers.

我的意思是這些數字非常驚人。

You think everyone would realize that when the insurance company will cover it, they should be calling you guys, I mean, but anyway, here are my questions.

你認為每個人都會意識到，當保險公司承保時，他們應該給你們打電話，我的意思是，但無論如何，這是我的問題。

So we know and I anticipate your phone to be ringing off the hook, but I know you have a lot of resellers like we saw you guys with you a deal down in Florida, any pre-existing MSP customer, any feedback from any of your resellers, especially the large one in Australia.

所以我們知道並且我預計您的電話會響個不停，但我知道您有很多經銷商，就像我們看到您在佛羅裡達州進行交易一樣，任何現有的 MSP 客戶，任何來自您的任何反饋經銷商，尤其是澳洲的大型經銷商。

They do have a mandate as well.

他們也確實有任務授權。

And just about the other 50 smaller partners you have regarding these large ones and any feedback are you assisting them?Are

還有關於這些大型合作夥伴的其他 50 個小型合作夥伴，您有什麼回饋意見來幫助他們嗎？

they needing any assistance and

他們需要任何幫助並且

for this to separations?

為此要分居嗎？

Right.

正確的。

So you know, the reseller, the TS division is the one that sold the MSP contract, right?

所以你知道，經銷商，TS 部門是出售 MSP 合約的那個部門，對吧？

So that's all part of the ESPI. umbrella.

這就是 ESPI 的全部內容。傘。

And when you have all the other resellers that we sign under the ARIA arm division, the HPP. division.

當您擁有我們在 ARIA 部門（HPP）下簽約的所有其他經銷商。分配。

So those resellers are the ones that we're targeting with AZTM.

因此，這些經銷商就是我們 AZTM 的目標客戶。

And those are the new contracts that we signed with the large reseller.

這些是我們與大型經銷商簽訂的新合約。

And it's about training them doing marketing events with them.

這是關於培訓他們與他們一起進行行銷活動。

So those are the things that we're doing with those types of resellers.

這些就是我們正在與這些類型的經銷商一起做的事情。

But there's no it it's really no one's really put two and two together our ask us any questions about the MSP contract or anything else we won.

但實際上沒有人真正將兩個和兩個放在一起，問我們有關 MSP 合約或我們贏得的其他任何問題的問題。

That's why we separated the two.

這就是我們將兩者分開的原因。

So all all the information that we're dealing with the IRS, they separate, you know.

因此，我們與國稅局處理的所有資訊都是分開的，你知道。

So those resellers feel comfortable and you know that all their information is private.

因此，這些經銷商會感到放心，您知道他們的所有資訊都是私人的。

Okay.

好的。

Okay.So that you're doing that on behalf of the pre-existing partnership side of the deal.

好的，所以您是代表交易中現有的合作夥伴方這樣做的。

What about looking at Logitech that's been strictly an AZT. reseller over in Australia, and again, they have a mandate.

看看嚴格意義上的 AZT 的 Logitech 怎麼樣？澳洲的經銷商，同樣，他們有授權。

Just wondering what they're seeing and as I say, maybe equivalent to you,

只是想知道他們看到了什麼，就像我說的，也許和你一樣，

yes, the asset, you know his company, he deals with a lot of government entities out there in Australia.

是的，資產，你知道他的公司，他與澳洲的許多政府實體打交道。

So as you know, things work slow, but it's about getting in front of them with the POCs and then he does the rest of the work we educated.

如您所知，事情進展緩慢，但關鍵是要在他們面前提供 POC，然後他完成我們教過的其餘工作。

We treat them with the he has a lab, everything that he needs to be successful he he has.

我們對待他們就像他有一個實驗室，他擁有成功所需的一切。

And now it's about him just working the relationships and the opportunities that that he finds out in Australia.

現在，他只是利用他在澳洲找到的人際關係和機會。

Okay.

好的。

And my last question has to do with the type of product, a company mix you're seeing with your leads, are they more government?

我的最後一個問題與產品類型有關，您所看到的公司與潛在客戶的組合是否更多是政府？

Are they more infrastructure like electrical oil and gas for the more like manufacturing like you just recently won are higher ready on

他們是否有更多的基礎設施，例如電力、石油和天然氣，以及像您最近贏得的製造業這樣的基礎設施，準備得更好嗎？

oil and gas is definitely on a segment that we're talking to quite a few people on the pharmaceutical area, medical, those are probably the top3 ones that we're talking to right now.

石油和天然氣絕對是我們正在與製藥領域、醫療領域的許多人交談的一個領域，這些可能是我們現在正在交談的前三名。

Okay.

好的。

Fair enough.

很公平。

Okay.

好的。

No, that was it just kind of get a good mix.Hi, guys.Thank you so much and look forward to next quarter and attending the meeting as well.

不，這只是一種很好的組合。大家好。非常感謝你們，期待下個季度並參加會議。

So thank you, Victor.

謝謝你，維克多。

Thanks.

謝謝。

We have reached the end of the question-and-answer session and I will now turn the call over to Victor for closing remarks.

問答環節已經結束，我現在將電話轉交給維克多作總結發言。

Thank you.

謝謝。

As always, I want to thank our shareholders for your continued interest and support.

一如既往，我要感謝我們的股東一直以來的關注與支持。

We are entering a period of increased activity.

我們正在進入一個活動增加的時期。

And we look forward to sharing our progress on the next fiscal 2024, second quarter in May until then be well and stay safe.

我們期待在 2024 財年第二季（即 5 月）分享我們的進展，直到那時一切順利並保持安全。

Thank you.

謝謝。

This concludes today's conference and you may disconnect your lines at this time.

今天的會議到此結束，您現在可以掛斷電話了。

Thank you for your participation.

感謝您的參與。