Crexendo Inc (CXDO) 2023 Q4 法說會逐字稿

Greetings.

問候。

Welcome to Crescendo Fourth Quarter and Year End 2023 earnings call.

歡迎參加 Crescendo 2023 年第四季和年底財報電話會議。

At this time, all participants are in a listen-only mode (Operator instructions) Please note this conference is being recorded.

此時，所有與會者均處於僅聽模式（操作員指示） 請注意，該會議正在錄製中。

I will now turn the conference over to your host, Jeff Korn, CEO of Crexendo.

現在我將會議交給主持人、Crexendo 執行長 Jeff Korn。

You may begin.

你可以開始了。

Thank you, Paul, and good afternoon, everyone.

謝謝保羅，大家下午好。

Welcome to present those Fourth Quarter and Year End 2023 conference call.

歡迎參加 2023 年第四季和年底的電話會議。

I'm Jeff Corn, Chairman of the Board of Directors and CEO.

我是傑夫·科恩，董事會主席兼執行長。

On the call with me today are Doug Gaylor, our President and COO, Ron Vincent, our CFO, John Brinton, our CRO and Anand Buch, our COO, our CSO excuse me.

今天與我通話的有我們的總裁兼營運長道格‧蓋勒(Doug Gaylor)、我們的財務長羅恩‧文森特(Ron Vincent)、我們的CRO 約翰‧布林頓(John Brinton ) 以及我們的營運長(CSO) 阿南德·布赫(Anand Buch)，對不起。

In a moment, John will read our Safe Harbor statement and then I will give some brief comments on our performance for the year end and fourth quarter.

稍後，約翰將閱讀我們的安全港聲明，然後我將對我們年底和第四季的業績發表一些簡短的評論。

Ron will then provide more detail on the numbers before handing the call over to Doug to provide a business and sales update.

然後，羅恩將提供有關數字的更多詳細信息，然後將電話轉交給道格以提供業務和銷售最新情況。

After that, we'll open up the call to questions.

之後，我們將開放提問。

John, would you please read the Safe Harbor statement.

約翰，請您閱讀安全港聲明。

Thank you, Jeff.

謝謝你，傑夫。

I wanted to take this opportunity to remind listeners that this call will contain forward-looking statements within the meaning of the Securities Act of 1933 and the Securities Exchange Act of 1934.

我想藉此機會提醒聽眾，本次電話會議將包含 1933 年證券法和 1934 年證券交易法含義內的前瞻性陳述。

The Private Securities Litigation Reform Act of 1995 provides a safe harbor for such forward-looking statements and all statements made in this conference call other than statements of historical fact are forward looking statements.

1995 年《私人證券訴訟改革法案》為此類前瞻性陳述提供了安全港，本次電話會議中除歷史事實陳述外的所有陳述均為前瞻性陳述。

Forward looking statements include, but are not limited to, words like, believe, expect, anticipate, estimate, will, and other similar statements of expectation identifying forward-looking statements.

前瞻性陳述包括但不限於「相信」、「期望」、「預期」、「估計」、「意願」等詞語，以及其他類似的識別前瞻性陳述的期望陳述。

Investors should be aware that any forward-looking statements are based on assumptions and are subject to risks and uncertainties that could cause actual results to differ materially from those discussed here today.

投資者應注意，任何前瞻性陳述均基於假設，並受到風險和不確定性的影響，這些風險和不確定性可能導致實際結果與今天討論的結果有重大差異。

These risk factors are explained in detail in the Company's filings with the Securities and Exchange Commission, including the Form 10 K for fiscal year ended December 31, 2023 in the Forms 10 Q as filed.

這些風險因素在公司向美國證券交易委員會提交的文件中進行了詳細解釋，包括提交的 10 Q 表格中截至 2023 年 12 月 31 日的財年的 10 K 表格。

Crescendo does not undertake any obligation to publicly update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.

Crescendo 不承擔任何公開更新或修改任何前瞻性陳述的義務，無論是由於新資訊、未來事件或其他原因。

I'd now like to turn the call back over to Jeff.

我現在想把電話轉回傑夫。

Jeff

傑夫

?

？

Thank you, John.

謝謝你，約翰。

I'm very pleased to report that in the fourth quarter, Crescendo once again achieved GAAP profitability.

我很高興地向大家報告，Crescendo 在第四季度再次實現了 GAAP 盈利。

While my focus has been on cash flow and EBITDA as primary indicators of our operational health, maintaining GAAP profitability represents a significant milestone for us.

雖然我的重點是現金流和 EBITDA 作為我們營運健康狀況的主要指標，但維持 GAAP 獲利能力對我們來說是一個重要的里程碑。

This achievement is particularly meaningful as it marks roughly one year since I stepped into the CEO role a period during which the management team last year deliberately paused our acquisition strategy to concentrate on maximizing the efficiencies of our existing operations and fully integrating the access acquisitions we had already made.

這項成就特別有意義，因為它標誌著我擔任執行長大約一年了，在此期間，管理團隊去年故意暫停了我們的收購策略，專注於最大限度地提高我們現有營運的效率，並充分整合我們所收購的存取權已經完成。

Our efforts have been very successful and continue to work well.

我們的努力非常成功，並將繼續發揮良好作用。

In the fourth quarter, we maintained our commitment to driving robust growth alongside continual operational enhancements and sales improvements.

在第四季度，我們繼續致力於推動強勁成長，同時不斷增強營運和改善銷售。

Our efforts broke or fruit as we entered the fourth quarter with strong momentum cumulating in a remarkable 24% increase in fourth quarter revenue compared to the same period last year.

我們的努力在進入第四季度時取得了成果，勢頭強勁，第四季度收入與去年同期相比顯著增長了 24%。

This achievement is part of a broader success story for the year with our total annual revenues climbing by an impressive 42% year over year to reach $53.2 million.

這項成就是今年更廣泛成功故事的一部分，我們的年總收入年增了 42%，達到 5,320 萬美元，令人印象深刻。

These results are particularly noteworthy given the challenging start we had at the beginning of last year with an initial loss position in the first quarter.

考慮到我們去年初的艱難開局以及第一季的初始虧損，這些結果尤其值得注意。

This turnaround reflects our team's hard work and dedication to not only achieving but achieved exceeding our strategic goals.

這一轉變反映了我們團隊的辛勤工作和奉獻精神，不僅實現而且超越了我們的策略目標。

This hard work and dedication continues every day by everyone with me in this room and everyone working at Crescendo.

與我一起在這個房間裡的每個人以及在 Crescendo 工作的每個人每天都在繼續這種辛勤工作和奉獻精神。

The transition of our customers from our classic Crescendo system to the cutting edge of the IP platform is advancing smoothly and effectively we are very optimistic about completing the migration by year end.

我們的客戶從經典的 Crescendo 系統到尖端 IP 平台的過渡正在順利有效地進行，我們對在年底完成遷移非常樂觀。

Achieving this milestone will allow us significant operational efficiencies include including vacating the premises we currently lease and eliminate the expense associated with hosting and an additional system.

實現這一里程碑將使我們顯著提高營運效率，包括騰出我們目前租賃的場所並消除與託管和附加系統相關的費用。

Furthermore, it will enable us to relocate our workforce more effectively.

此外，它將使我們能夠更有效地重新安置我們的勞動力。

Employees who have been dedicated to migrating customers and maintaining the old system will transition to new roles.

一直致力於客戶遷移和舊系統維護的員工將轉型到新的角色。

This shift not only reduces cost, but also enhances our support capabilities, aligning with our commitment to delivering exceptional service and value to our customers.

這項轉變不僅降低了成本，也增強了我們的支援能力，符合我們為客戶提供卓越服務和價值的承諾。

Our journey over the last year has not been about chasing fleeting success.

我們去年的旅程並不是為了追逐短暫的成功。

Rather, it's been a dedicated effort toward integrating our acquisitions, thoroughly enhancing operational efficiencies and overall, improving our company standing the ability to quickly generate additional cash and achieve GAAP profitability is a testament to the strategic timing and value of our past acquisitions, affirming the strength of our business model and the mechanisms under which we review and approve acquisitions.

相反，這是一次專門的努力，旨在整合我們的收購，徹底提高營運效率和整體水平，提高我們公司快速產生額外現金和實現GAAP 盈利能力的能力，這證明了我們過去收購的戰略時機和價值，肯定了我們的業務模式的優勢以及我們審查和批准收購的機制。

As we move forward, we will again be pursuing accretive acquisitions with confidence and securing at least one meaningful addition to our portfolio this year though maintaining GAAP profitability might become more challenging as we embark on new acquisitions due to the associated intangible costs.

隨著我們的前進，我們將再次滿懷信心地進行增值性收購，並確保今年至少對我們的投資組合進行一項有意義的補充，儘管由於相關的無形成本，隨著我們開始新的收購，保持GAAP 獲利能力可能會變得更具挑戰性。

I am optimistic about our continued profitability, positive EBITDA and our capacity for growth and value creation.

我對我們的持續獲利能力、正的 EBITDA 以及我們的成長和價值創造能力感到樂觀。

As part of our ongoing commitment to strengthen and grow Crescendo, I'm pleased to announce a series of strategic investments aimed at enhancing our operational capabilities and ensuring our competitive edge in the market.

作為我們持續致力於加強和發展 Crescendo 的一部分，我很高興地宣布一系列策略投資，旨在增強我們的營運能力並確保我們在市場上的競爭優勢。

We are doubling down on our hosted platform, a cornerstone of our offering to maintain our position as the third largest and fastest growing platform in the company country.

我們正在加倍努力開發我們的託管平台，這是我們產品的基石，以保持我們作為公司所在國家第三大和成長最快的平台的地位。

The demand for our hosted solution is accelerating with more customers preferring our hosted platform over the hassle of managing and hosting themselves.

隨著越來越多的客戶更喜歡我們的託管平台，而不是管理和託管自己的麻煩，對我們託管解決方案的需求正在加速成長。

Recognizing this shift, we are proactively investing in what we call hosted to data.

認識到這一轉變，我們正在積極投資所謂的資料託管。

This initiative is not merely an upgrade.

這項舉措不僅是升級。

It's a transformation hosted two.

這是一場由兩個人主持的轉變。

Dato is designed to facilitate seamless growth integration and provide the essential tools, our licensees need to run their business effectively our current solution, while excellent and effective needs to evolve to accommodate the growth we anticipate through that investment, we are not just preparing for the future, we are shaping.

Dato 旨在促進無縫成長整合並提供必要的工具，我們的被授權人需要有效地經營他們的業務，我們當前的解決方案，同時優秀和有效的需求不斷發展，以適應我們透過該投資預期的成長，我們不僅僅是為未來，我們正在塑造。

Our aim is to continue offering unparalleled service to our customers while ensuring our platform remains robust, scalable and capable integrating new technologies and acquisitions effortlessly.

我們的目標是繼續為客戶提供無與倫比的服務，同時確保我們的平台保持強大、可擴展並能夠輕鬆整合新技術和收購。

We're also upgrading our accounting system.

我們還在升級我們的會計系統。

Discuss rate is not just a step toward modernization.

討論率不僅僅是邁向現代化的一步。

It's a move to seamlessly integrate future acquisitions and manage the growth.

這是無縫整合未來收購和管理成長的舉措。

We are anticipating the updated system will provide us with the agility to effectively we effectively need to scale our future growth.

我們預計更新後的系統將為我們提供有效擴展未來成長所需的敏捷性。

In conclusion, our fourth quarter and year-end results have been highly encouraging, serving as a testament to our strategic and operational strengths.

總之，我們的第四季和年終業績非常令人鼓舞，證明了我們的策略和營運優勢。

Our technology continues to receive exceptional reviews and awards.

我們的技術繼續獲得卓越的評價和獎項。

Our team is excited about that, and we're also looking forward to our communication system being used here in our hometown of Phoenix at the final for coming up next month.

我們的團隊對此感到興奮，我們也期待我們的通訊系統在下個月舉行的決賽中在我們的家鄉鳳凰城使用。

Looking ahead, we anticipate not only sustaining our double digit organic growth, but also amplifying it through strategic acquisitions.

展望未來，我們預計不僅會維持兩位數的有機成長，還會透過策略性收購來擴大成長。

The future is very, very bright for us.

我們的未來非常非常光明。

I along with our dedicated team and excited about the year ahead and our opportunities to continue our tremendous growth and success.

我和我們敬業的團隊一起對未來的一年以及我們繼續取得巨大成長和成功的機會感到興奮。

We are committed to continual improvement and driving growth for our company, technological advancements for our customers and partners and value for all of our shareholders.

我們致力於持續改善並推動公司成長，為客戶和合作夥伴提供技術進步，並為所有股東創造價值。

With that, I'll turn the call over to Ron for more detail on the numbers.

這樣，我會將電話轉給羅恩，以了解有關數字的更多詳細資訊。

Ron?

羅恩？

Thank you, Jeff.

謝謝你，傑夫。

Good afternoon, everyone.

大家下午好。

I'll start with some financial highlights for the fourth quarter of 2023 total revenue for the quarter increased 24% to $14.2 million compared to $11.4 million for the prior year.

首先，我將介紹 2023 年第四季的一些財務亮點，該季度的總收入成長 24%，達到 1,420 萬美元，而前一年為 1,140 萬美元。

Our service revenue for the quarter increased 26% to $7.7 million compared to $6.1 million for the prior year.

本季我們的服務收入成長了 26%，達到 770 萬美元，而去年同期為 610 萬美元。

Our Software Solutions segment revenue for the quarter increased 21% to $5.3 million compared to $4.4 million for the prior year.

我們的軟體解決方案部門本季營收成長 21%，達到 530 萬美元，而去年同期為 440 萬美元。

And product revenue for the quarter increased 23% to $1.2 million compared to $947,000 for the prior year.

該季度的產品收入成長了 23%，達到 120 萬美元，而去年同期為 94.7 萬美元。

Operating expenses for the quarter decreased 69% to $14.1 million compared to $46 million for the prior year.

本季營運費用下降 69%，至 1,410 萬美元，而上年同期為 4,600 萬美元。

The significant decrease is primarily related to the goodwill and long-lived asset impairment of $32.7 million we reported in the prior year due to sustained decrease in our stock price.

這一大幅下降主要與前一年因股價持續下跌而報告的商譽和長期資產減值 3,270 萬美元有關。

The Company reported net income for the quarter of $61,000, which is breakeven on a basic and diluted common share compared to a net loss of $32.6 million or $1.33 loss per basic and diluted common share for the prior year.

公司報告本季淨利潤為 61,000 美元，基本和稀釋普通股實現盈虧平衡，而上一年淨虧損為 3260 萬美元，即每股基本和稀釋普通股虧損 1.33 美元。

Non-gaap net income of $1.6 million for the quarter or $0.16 per basic and diluted common share.

本季非 GAAP 淨利潤為 160 萬美元，即每股基本和稀釋普通股淨利潤為 0.16 美元。

That's compared to $2.5 million or $0.1 per basic and $0.09 per diluted common share in the prior year.

相比之下，前一年為 250 萬美元，即每股基本股 0.1 美元，每股稀釋普通股 0.09 美元。

Ebitda for the quarter was $918,000 compared to a loss of $1 million for the prior year.

本季的 Ebitda 為 918,000 美元，而上年同期虧損 100 萬美元。

Adjusted EBITDA for the quarter was $1.7 million, and that's compared to $596,000 for the prior year.

本季調整後 EBITDA 為 170 萬美元，而去年同期為 596,000 美元。

Now I'll give you some highlights for the full year ended December 31, 2023.

現在，我將向您介紹截至 2023 年 12 月 31 日的全年的一些要點。

Total revenue for the year increased 42% to $53.2 million compared to $37.6 million for the prior year.

與上一年的 3,760 萬美元相比，本年度總收入成長了 42%，達到 5,320 萬美元。

Service revenue increased 52% to $29.7 million.

服務收入成長 52%，達到 2,970 萬美元。

Our Software Solutions segment revenue increased 19% to $18 million compared to $15.1 million in the prior year and product revenue increased 90% to $5.5 million compared to $2.9 million for the prior year.

我們的軟體解決方案部門營收成長了 19%，達到 1,800 萬美元，而上年為 1,510 萬美元；產品收入成長了 90%，達到 550 萬美元，而上年為 290 萬美元。

Operating expenses for the year decreased 27% to $54.9 million compared to $74.9 million for the prior year.

本年度營運費用下降 27%，至 5,490 萬美元，而上年為 7,490 萬美元。

As discussed earlier, this significant decrease is primarily related to the goodwill and long-lived asset impairment that we recorded in the prior year.

如前所述，這一大幅下降主要與我們上一年記錄的商譽和長期資產減損有關。

With two consecutive quarters of net income, the company was able to reduce net a net loss for the full year to 320 sorry, $362,000 or $0.01 loss per basic and diluted common share.

憑藉連續兩季的淨利潤，該公司能夠將全年淨虧損減少至 320 美元（抱歉，362,000 美元），即每股基本股和稀釋普通股虧損 0.01 美元。

That's compared to a net loss of $35.4 million or $1.54 loss per basic and diluted common share in the prior year.

相比之下，上一年的淨虧損為 3,540 萬美元，即每股基本股和稀釋普通股虧損 1.54 美元。

Non-gaap net income was $6.7 million for the year or $0.26 per basic common share and $0.24 per diluted common shares compared to non-GAAP net income of $4.1 million or $0.18 per basic and $0.16 per common share diluted common share for the prior year.

本年度非GAAP 淨利為670 萬美元，即每股基本普通股0.26 美元，每股稀釋普通股0.24 美元，而上一年非GAAP 淨利為410 萬美元，即每股基本普通股0.18 美元，稀釋後普通股每股0.16 美元。

Ebitda for the year was $1.9 million compared to a loss of $2 million for the prior year.

本年度的 Ebitda 為 190 萬美元，而前一年則虧損 200 萬美元。

Our adjusted EBITDA was $5.7 million for the year.

今年調整後的 EBITDA 為 570 萬美元。

That's compared to $2.4 million for the prior year.

相比之下，去年為 240 萬美元。

Our cash balance at December 31 was $10.3 million.

截至 12 月 31 日，我們的現金餘額為 1,030 萬美元。

That's compared to $5.5 million at the end of the prior year.

相比之下，去年年底為 550 萬美元。

We had positive cash flows from operating activities of $3.5 million.

我們的經營活動產生的正現金流為 350 萬美元。

The fourth quarter had positive operating cash flows of $2.6 million compared to $887,000 for the first nine months of the year.

第四季的正營運現金流為 260 萬美元，而今年前 9 個月為 887,000 美元。

Our investing activities provided $3.7 million of cash compared to $1.7 million used for investing activities in the prior year.

我們的投資活動提供了 370 萬美元的現金，而上一年投資活動使用的現金為 170 萬美元。

And during the year, we received $3.8 million in proceeds from the sale of our corporate office building.

年內，我們透過出售公司辦公大樓獲得了 380 萬美元的收益。

We utilized $2.3 million of our cash for financing activities during the year, and that's compared to $54,000 used in the prior year.

我們在這一年中使用了 230 萬美元的現金用於融資活動，而上一年使用的現金為 54,000 美元。

Then in connection with the sale of our corporate office building, we repaid the note payable and the ability to resign.

然後就出售我們的公司辦公大樓，我們償還了應付票據並獲得了辭職的能力。

I will now turn the call over to Doug Gaylor, our President and COO, for additional comments on sales and operations.

我現在將把電話轉給我們的總裁兼營運長道格蓋勒 (Doug Gaylor)，以獲取有關銷售和營運的更多評論。

Thanks, Ron.

謝謝，羅恩。

I'm extremely pleased with our record Q4 and year end numbers that we reported today and very excited about our strong momentum as we start 2024. our 24% year-over-year increase in Q4 revenues, along with our 42% year-over-year increase in annual revenue were the direct result of our focus on growing organically as well as through acquisition.

我對今天報告的創紀錄的第四季度和年終數據感到非常滿意，並對 2024 年伊始的強勁勢頭感到非常興奮。第四季度收入同比增長 24%，同比增長 42%年收入的增長是我們注重有機成長和收購的直接結果。

Our growth, combined with our dedication to managing costs, allowed us to achieve GAAP profitability ahead of schedule and finish both Q3 and Q4 with positive GAAP earnings.

我們的成長，再加上我們對管理成本的專注，使我們能夠提前實現 GAAP 獲利能力，並在第三季和第四季實現積極的 GAAP 收益。

We had GAAP net income of $60,000 for the quarter.

我們本季的 GAAP 淨利潤為 60,000 美元。

A small GAAP loss for the year of $362K.

本年度以 GAAP 計算小幅虧損 36.2 萬美元。

on a non-GAAP basis, we had strong non-GAAP net income of $1.6 million for the quarter and $6.7 million or $0.26 per share for the year.

以非 GAAP 計算，本季我們的非 GAAP 淨利潤為 160 萬美元，全年淨利潤為 670 萬美元，即每股 0.26 美元。

Our results for the quarter and for the year highlight our success in managing costs and recognizing significant synergies from our acquisitions, allowing us to quickly leverage the opportunity to grow our business.

我們本季和全年的業績凸顯了我們在管理成本和認識到收購帶來的顯著協同效應方面所取得的成功，使我們能夠快速利用這一機會來發展我們的業務。

Our entire team worked tirelessly together to improve business processes and make our company more efficient, and we believe we will continue to see more efficiencies and cost synergies as we continue our growth, our acquisition of one of our software solution licensees, Allegiant networks that we completed at the end of 2022 had a great 1 year under Crescendo.

我們的整個團隊不知疲倦地共同努力，以改進業務流程並使我們的公司更加高效，我們相信，隨著我們繼續發展，收購我們的軟體解決方案授權商之一Allegiant 網絡，我們將繼續看到更高的效率和成本協同效應。於 2022 年底完成，在 Crescendo 的領導下度過了美好的一年。

We saw nearly a 21% organic growth rate on a stand-alone basis for Allegiant as they benefited from transitioning from a local provider to a division of the fastest growing UCaaS provider in the country.

我們看到 Allegiant 的獨立有機成長率接近 21%，因為他們受益於從本地供應商轉型為國內成長最快的 UCaaS 供應商的部門。

We've also been able to benefit from cross utilization of the talent from our acquisitions to help improve our revenue production per employee on an overall basis.

我們也能夠從收購中人才的交叉利用中受益，從而幫助提高我們整體上每位員工的收入。

As Jeff mentioned, we paused acquisition discussions in 2023 to maximize synergies from our previous acquisitions, and we're excited to be priming the pump for an additional for additional accretive acquisitions of one or two in 2024.

正如傑夫所提到的，我們在 2023 年暫停了收購討論，以最大限度地發揮先前收購的協同效應，我們很高興能夠在 2024 年進行一到兩次額外的增值收購。

We've highlighted in the past that the 220 licensees that we have that are using the Crexendo platform to run their UCaaS business are the ideal stock fishing pond of candidates for us to find our lot our highly accretive acquisition targets, and we look forward to landing our next big fish from their pond.

我們過去曾強調過，我們擁有的 220 個使用 Crexendo 平台運行其 UCaaS 業務的被許可方是我們尋找高度增值收購目標的理想候選池，我們期待著從他們的池塘里釣到我們的下一條大魚。

We continue to see tremendous demand and growth in the gas industry and are proud of the fact that Frost & Sullivan recently awarded us their 2024 North American Strategy Leadership Award and highlighted our outstanding 36% user surge in 2023, which was nearly double the industry average.

我們繼續看到天然氣行業的巨大需求和成長，並為 Frost & Sullivan 最近授予我們 2024 年北美策略領導獎而感到自豪，並強調我們在 2023 年用戶激增 36%，幾乎是行業平均水平的兩倍。

Our platform now supports over 4 million users across the globe.

我們的平台目前支援全球超過 400 萬用戶。

Our Crexendo licensees and our agents continue to benefit from the rapid migration by small and midsize businesses and enterprise-level businesses to the cloud as our licensees grow, they need additional services from Crescendo, which helped drive a 19% organic growth rate on the software solutions side of the business for the year our unique pricing and support model for our software solutions platform, combined with our robust feature set, continues to drive new licensees to our platform and allows us to differentiate ourselves from our two largest competitors, Cisco's BroadSoft and Microsoft Metaswitch platforms.

隨著我們的被授權人的成長，我們的Crexendo 被授權人和我們的代理商繼續受益於中小型企業和企業級企業向雲端的快速遷移，他們需要Crescendo 的額外服務，這幫助推動了該軟體19% 的有機成長率今年的業務解決方案方面，我們針對軟體解決方案平台的獨特定價和支援模式，結合我們強大的功能集，繼續推動新的被授權人使用我們的平台，並使我們能夠從兩個最大的競爭對手（思科的BroadSoft 和Microsoft Metaswitch 平台。

We have great success in adding new licensees in 2023, and they've left that have left the likes of Cisco Microsoft and the buyer for Crescendo and hope to see more of those in the year ahead.

我們在 2023 年增加新的被授權者方面取得了巨大成功，他們已經離開了思科、微軟等公司和 Crescendo 的買家，並希望在未來一年能看到更多這樣的人。

We also continue to see strong traction in our international efforts as we saw a large increase in bookings and new logos added in 2023.

我們也繼續看到我們的國際努力具有強大的吸引力，因為我們看到 2023 年預訂量大幅增加並添加了新徽標。

Outside of the US, our telecom services segment grew at 9% organically, excluding our Allegiant acquisition, and we saw strong demand for our offerings from our channel partners and saw 405% growth in sales for the year from our master agent partnerships.

在美國以外，我們的電信服務部門有機成長了9%（不包括我們收購的Allegiant），我們看到通路合作夥伴對我們的產品有強勁的需求，並且我們的主代理合作夥伴關係今年的銷售金額成長了405%。

Our channel partners sell our services to their prospects and customers on a revenue share basis.

我們的通路夥伴以收入分成的方式向他們的潛在客戶和現有客戶出售我們的服務。

And we saw nice growth from our existing channel partners and added 28 new resellers to the program over the course of the year.

我們看到現有通路合作夥伴取得了良好的成長，並在這一年中為該計劃增加了 28 家新經銷商。

Our channel partners have great confidence representing the Crexendo VIP offering because of our 100% uptime guarantee, along with our lifetime warranty on our Crescendo phones, and our best in class customer service and customer satisfaction results.

我們的通路夥伴對 Crexendo VIP 產品充滿信心，因為我們提供 100% 的正常運行時間保證、Crescendo 手機的終身保修，以及我們一流的客戶服務和客戶滿意度結果。

We continue to add new and larger agent partners to the program and are excited about the opportunities and the funnel that these new agent partners are bringing to the table.

我們繼續為該計劃添加新的、規模更大的代理商合作夥伴，並對這些新的代理商合作夥伴帶來的機會和管道感到興奮。

Our backlog continues to grow and at the end of the year is now at $63.9 million, an increase of 36% from the end of 2022.

我們的積壓訂單持續成長，截至年底已達 6,390 萬美元，較 2022 年底成長 36%。

Our backlog number is the sum of the remaining contract values for our telecom services and software solutions customers that will be recognized on a sliding scale over the next six months, and it's a very strong indicator of our future revenue stream.

我們的積壓訂單數量是我們的電信服務和軟體解決方案客戶的剩餘合約價值的總和，這些合約價值將在未來六個月內逐步確認，這是我們未來收入流的一個非常有力的指標。

We continue to focus on improving our gross margins and saw a nice increase from 65% to 69% for the year.

我們繼續專注於提高毛利率，今年毛利率從 65% 大幅增加至 69%。

And our Software Solutions segment, telecom service segment gross margins continue to be affected by lower margin from some of the Allegion acquisitions, but the telecom service service margins were 58% and telecom services product margins were 39%, including Allegiant, excluding Allegiant, those margins were very consistent with prior year at 68% for telecom services and 42% on the product.

我們的軟體解決方案部門、電信服務部門的毛利率持續受到Allegion 收購的一些利潤率下降的影響，但電信服務服務利潤率為58%，電信服務產品利潤率為39%，包括Allegiant，不包括Allegiant ，這些電信服務利潤率為 68%，產品利潤率為 42%，與前一年非常一致。

Our amazing engineering team continues to add to and improve our award-winning technology we were ranked by G. two.com, which is the premier business software and services review site as the best usability solution in the hosted telecom sector for the fall of 2023.

我們優秀的工程團隊不斷補充和改進我們屢獲殊榮的技術，我們被 G.two.com 評為 2023 年秋季託管電信領域最佳可用性解決方案，這是首屈一指的商業軟體和服務評論網站。

We were also honored with the remote work Pioneer award as well as the Product of the Year award from Internet Telephony Magazine.

我們也榮獲遠距工作先鋒獎以及網路電話雜誌頒發的年度產品獎。

In addition, we released our version 44 software in Q4 to great reviews.

此外，我們在第四季度發布了 44 版軟體，並獲得了好評。

Version 44 allows for a new communication platform as a service or see past capabilities via our open two API. 2.0 release.

版本 44 允許新的通訊平台作為服務或透過我們開放的兩個 API 查看過去的功能。 2.0 版本。

And this offering also allows for new generative, artificial intelligence or AI technology features to easily be integrated into the platform.

該產品還允許將新的生成人工智慧或人工智慧技術功能輕鬆整合到平台中。

First, a solution release during Q4 allows for AI powered by chat GPT. in our company's contact center solution that enables the system to interact and answer commonly pose questions using AI without the need for a live body.

首先，第四季度發布的解決方案允許由聊天 GPT 提供支援的 AI。我們公司的聯絡中心解決方案使系統能夠使用人工智慧進行互動並回答常見問題，而無需活體。

So as we start 2024, I couldn't be more excited about the future direction and opportunity for Crescendo.

因此，在 2024 年伊始，我對 Crescendo 的未來方向和機會感到非常興奮。

Three years ago, we had revenues of $16.4 million and by executing well on our plan for organic and inorganic growth.

三年前，我們的收入為 1,640 萬美元，並且很好地執行了我們的有機和無機成長計劃。

We have more than tripled our size in three short years to over $53 million.

在短短三年內，我們的規模擴大了兩倍多，達到 5,300 萬美元以上。

We are positioned perfectly with the combination of strong demand for our product offerings, along with great solutions with a disruptive pricing model and the best and most talented workforce in the industry to continue our strong growth in our success.

我們的產品定位完美，結合了對我們產品的強勁需求、具有顛覆性定價模式的出色解決方案以及業內最優秀、最有才華的員工隊伍，以繼續我們的成功的強勁增長。

We're committed to delivering the best you can see cash and surpass offerings in the sector to our customers and our partners and the best returns for our shareholders as the fastest growing platform solution in the country supporting over 4 million users.

作為國內成長最快的平台解決方案，支援超過 400 萬用戶，我們致力於為我們的客戶和合作夥伴提供業內最好的現金和超越產品，並為我們的股東提供最佳回報。

We are focused on enhancing our solutions, improving our efficiencies and returning strong results.

我們專注於增強我們的解決方案、提高我們的效率並回報強勁的成果。

With that, I'll now turn it back over to Jeff for any further comments.

現在，我將把它轉回傑夫以徵求進一步的意見。

Thank you, Doug.

謝謝你，道格。

And actually, I don't have any further comments.

事實上，我沒有任何進一步的評論。

So Paul, why don't we now open the call up to questions.

保羅，我們為什麼不現在開始接受提問呢？

Certainly at this time we'll be conducting a question and answer session.

當然，此時我們將進行問答環節。

(Operator instructions)

（操作員說明）

Michael Latimore, Northland Capital Markets.

麥可‧拉蒂摩爾 (Michael Latimore)，北國資本市場。

Mike, your line is live.

麥克，您的線路已上線。

All right.

好的。

Thanks, guys.

多謝你們。

Congrats on the great year there for a very nice.

恭喜您度過了美好的一年。

Thank you, Mike.

謝謝你，麥克。

Yes, just on the users, 4 million or so relative to 3.5 million in the September quarter, can you just give a little more detail on what drove that strong growth and 14% sequential growth?

是的，僅就用戶而言，相對於 9 月份季度的 350 萬左右，您能否提供更多詳細信息，說明推動強勁增長和 14% 環比增長的因素是什麼？

Pretty impressive for there like a couple of big onboardings, there was just kind of broad-based demand?

令人印象深刻的是，有幾次大型的入職培訓，只是有廣泛的需求？

Yes.

是的。

Great question, Mike.

好問題，麥克。

And it's really a combination of all of the above.

它實際上是上述所有內容的組合。

So when we think about last year, we added 21 new logos that are new platform providers of our platform.

因此，當我們回想去年時，我們添加了 21 個新徽標，它們是我們平台的新平台提供者。

So as those new logos come onboard, the they tend to ramp up very quickly.

因此，隨著這些新徽標的出現，它們往往會很快崛起。

So they're putting in a platform.

所以他們正在建立一個平台。

Once they go live, they move all of their customers are quickly trying to move all of their customers from their old platform over to our new platform.

一旦他們上線，他們就會迅速轉移所有客戶，並試圖將所有客戶從舊平台轉移到我們的新平台。

So that obviously gives us a nice bump, but our existing licensees 220 plus.

因此，這顯然給我們帶來了很大的提升，但我們現有的被授權者超過 220 個。

Now in total, they're growing at the industry rate, if not higher.

現在總的來說，它們正在以行業速度成長，甚至更高。

And so as they grow, we continue to grow.

因此，隨著他們的成長，我們也不斷成長。

And so our licensees are doing great out there.

所以我們的被授權人在這方面做得很好。

There's still a lot of demand in the SMB market for our services and our solutions.

中小企業市場對我們的服務和解決方案仍有很大的需求。

And so as our licensees continue to grow and add more users it really allows us to see that that trajectory go.

因此，隨著我們的被授權人不斷成長並增加更多用戶，我們確實可以看到這一軌蹟的發展。

So the 3.5 to 4 million main was a pretty quick a gate for us to to Eclipse, and we anticipate day of getting to 4.5 million and 5 million here in the course of this year.

因此，350 到 400 萬的主要用戶是我們進入 Eclipse 的一個相當快的大門，我們預計今年的用戶數量將達到 450 萬和 500 萬。

So.

所以。

Great.

偉大的。

And then on Allegiant, you know, really strong growth for that entity alone, but how are you thinking about the cross sale opportunity with that group this year?

然後，在 Allegiant 上，您知道，僅該實體的成長就非常強勁，但您如何看待今年與該集團的交叉銷售機會？

Yes.

是的。

Great question again.

又是一個好問題。

So when we look at the cross-sales opportunity, a lot of opportunity for us to sell the MSP services and the Internet services they're selling.

因此，當我們考慮交叉銷售機會時，我們有很多機會銷售 MSP 服務和他們正在銷售的網路服務。

If you look at their average size transaction with their customers, it's much larger than our average size transaction on our direct side of the house.

如果你看看他們與客戶的平均交易規模，你會發現它比我們直接進行的平均交易規模大得多。

So when we look at selling that bundle of services, we're excited about that prospect.

因此，當我們考慮銷售這一系列服務時，我們對這一前景感到興奮。

John Britton, our Chief Revenue Officer is here and so I'm going to have him just comment a little bit on some of that cross migration from the Allegiant team over to the Crexendo team.

我們的首席營收長約翰·布里頓 (John Britton) 在這裡，所以我將請他對從 Allegiant 團隊到 Crexendo 團隊的一些交叉遷移發表一些評論。

Hi, Mike.

嗨，麥克。

How are you doing today.

你今天怎麼樣。

So I have real quick good backup super quick on the growth.

所以我有真正快速的良好備份，成長速度非常快。

One thing, as Doug mentioned, the Frost & Sullivan leadership award that we got and then that we our bench market growing double the rate of the market by them.

正如 Doug 所提到的，我們獲得了 Frost & Sullivan 領導獎，然後我們的板凳市場成長速度是他們的市場速度的兩倍。

And that's something that we continue to appreciate because of the success of our licensees and continuing to grow there as it relates to the Allegiant cross sale opportunity on.

我們繼續欣賞這一點，因為我們的被授權人取得了成功，並繼續發展，因為這與 Allegiant 交叉銷售機會有關。

We think that's going to give us a significant opportunity to increase our share of wallet with customers for the services that makes sense, we've been integrating some of our operations and support team.

我們認為這將為我們提供一個重要的機會，以增加我們在客戶中的錢包份額，以提供有意義的服務，我們一直在整合我們的一些營運和支援團隊。

So customers continue to get the great experience like we talked about with our G. two rankings, and we're now starting to look at those services that we can bring into the bundle on what we call the VIP., that side of the house so that we can add those to our offerings there.

因此，客戶將繼續獲得出色的體驗，就像我們在 G. 二級排名中談到的那樣，我們現在開始考慮可以將那些服務納入我們所謂的 VIP 的捆綁中。這樣我們就可以將這些添加到在我們的產品中。

So we're excited to do it.

所以我們很高興能做到這一點。

We're just doing it in a purposeful way so that we make sure we're still delivering the same customer experience and excellent outcome likely.

我們只是有目的地這樣做，以便確保我們仍然能夠提供相同的客戶體驗和出色的結果。

Yes.

是的。

As Mike said, one more quick one here.

正如麥克所說，這裡還有一個快速的。

I guess, can you provide any color on just how January and February have played out from a bookings perspective, kind of the normal seasonality would be better worse.

我想，您能否從預訂的角度提供有關一月和二月的情況的任何信息，正常的季節性會更好更糟。

Just how are you how do you see January and February relative to kind of those normal months in the start of the year?

相對於年初的正常月份，您如何看待一月和二月？

Josh, as you know, we don't we don't give guidance, but I'm sorry if I may, I we don't give guidance, Mike.

喬什，如你所知，我們不提供指導，但如果可以的話，我很抱歉，我們不提供指導，麥克。

But as I said in my comments, I'm very pleased with the results we're seeing for Q1.

但正如我在評論中所說，我對第一季的結果感到非常滿意。

So I don't want to say much more than that, but I wouldn't have indicated that we expect double digit growth if we didn't see Q1 going well.

因此，我不想說太多，但如果我們沒有看到第一季進展順利，我就不會表示我們預計將出現兩位數的成長。

And I would tell you, Mike, that sales momentum, sales momentum is is very strong right now.

我想告訴你，麥克，現在的銷售勢頭非常強勁。

We continue to add new reseller partners out there and our funnel for sales opportunities is as strong as it's ever been.

我們不斷增加新的經銷商合作夥伴，我們的銷售機會管道一如既往地強大。

So we're not seeing any slowdown in opportunities out there and bookings continue to have great momentum.

因此，我們沒有看到機會有任何放緩，預訂繼續保持強勁勢頭。

All right.

好的。

Great.

偉大的。

That's the licensor Thank you, and thank you.

那是許可人，謝謝，謝謝。

Josh Nichols, B. Riley.

喬許·尼科爾斯，B·萊利。

Josh, your line is live.

喬希，您的線路已上線。

Yes, thanks for taking my question.

是的，感謝您提出我的問題。

Just because you mentioned you've been doing a lot of work to finish the migration to the crescendo VLP platform and looks like that's going to be done this year.

只是因為您提到您已經做了很多工作來完成向 crescendo VLP 平台的遷移，而且看起來今年就會完成。

And you said service gross margins, excluding the Allegion acquisition were around 68%.

你說服務毛利率（不包括 Allegion 收購）約為 68%。

Do you expect that you would get back to that level for the entire company at the by the end of this year, if you do complete that migration?

如果您確實完成了遷移，您是否預計整個公司將在今年年底恢復到這一水平？

Yes.

是的。

I'll tell you where the migration is currently, and then I'll have Ron add a little bit more color on where we see the pickup from a gross margin perspective once the migration is complete, but we feel like we're about 70% complete with that migration right now.

我會告訴你目前的遷移情況，然後我會讓 Ron 在遷移完成後從毛利率的角度來看上升的地方添加更多顏色，但我們感覺我們大約是 70目前該遷移已完成 %。

So we're almost three-quarters of the way there.

所以我們已經完成了幾乎四分之三的工作。

So I just said by the end of the year, I'm a little bit more optimistic that that might be towards the end of summer.

所以我剛剛說過，到今年年底，我對可能在夏末的情況更加樂觀。

And so we're extremely excited about that migration process the customers are extremely happy because they're getting a more robust feature set for, in most cases, are roughly the same cost investment.

因此，我們對遷移過程感到非常興奮，客戶也非常高興，因為在大多數情況下，他們獲得了更強大的功能集，而成本投資大致相同。

But once we get that full migration over, we get a lot of pickup because we'll have a lot of cost that will go away in supporting two platforms.

但是，一旦我們完成了完整的遷移，我們就會得到很多好處，因為我們將在支援兩個平台方面花費大量成本。

And Ron will add a little bit more color on.

羅恩會添加更多的色彩。

Yes, Josh, so we will have a little bit of an anticipated pickup in our gross margins as we no longer have to support the two platforms and extra data center.

是的，喬什，所以我們的毛利率預計會上升，因為我們不再需要支援這兩個平台和額外的資料中心。

But it's hard to pinpoint exactly what that percentage points going to be.

但很難準確地確定這個百分點是多少。

To give guidance on that.

對此給予指導。

We're going to continue to have lower margins or margin sales out of the Allegion acquisition.

收購 Allegion 後，我們的利潤率或利潤率銷售額將持續下降。

Just due to the nature of their products and services they sell.

只是由於他們銷售的產品和服務的性質。

And so that's going to have a little weight on there.

所以這會有一點分量。

So we may not get back to the 70 to 72 range that we were at training prior to the acquisition, but though we expect some improvement as we go forward.

因此，我們可能不會回到收購之前訓練的 70 到 72 範圍，但我們預計隨著我們的前進，會有所改善。

And fair enough, good to hear that there's probably going to be some improvement.

公平地說，很高興聽到可能會有一些改進。

And then just curious because you didn't hit the pause button on acquisitions, understandably so right for last year, but it looks like you'd be back at it when I kind of like the company's KPI. as a criteria in terms like because of size, gross margin growth profitability or and how you think of all the above I mean some details.

然後只是好奇，因為你沒有按下收購的暫停按鈕，這是可以理解的，去年是這樣，但當我有點喜歡公司的 KPI 時，看起來你會回來的。作為一個標準，例如規模、毛利率成長、獲利能力或你如何看待上述所有內容，我指的是一些細節。

Yes, of course, all of the above, to be honest, as Doug likes to say, we look at our stock fishing pond and we have some natural people there.

是的，當然，以上所有，說實話，正如道格喜歡說的那樣，我們看看我們的釣魚池，那裡有一些自然人。

Obviously, our preference would be to pick up one of our licensees because that becomes a very easy acquisition.

顯然，我們的首選是選擇我們的一個被授權人，因為這變得非常容易收購。

We essentially we just have to change the billing from their name to Crescendo.

本質上，我們只需將帳單名稱從他們的名稱更改為 Crescendo 即可。

And we've got everything working and we can usually pick up some good engineers and or customer service people.

我們已經讓一切正常運轉，我們通常可以聘請一些優秀的工程師和/或客戶服務人員。

But we're open to an acquisition that incorporates technology or other aspects that can help us grow our business.

但我們對包含技術或其他方面可以幫助我們發展業務的收購持開放態度。

I mean, we're obviously looking at a number of things now, and I don't want to tip my hand on the call, but the metrics you mentioned are the things we look at.

我的意思是，我們現在顯然正在考慮很多事情，我不想在電話中透露我的意見，但你提到的指標是我們關注的事情。

and there's plenty of opportunities out there as we've talked about.

正如我們所討論的，那裡有很多機會。

And when we look at the size of opportunities, it's not necessarily the size of the opportunity, but how well that's going to integrate into our company and be an accretive acquisition.

當我們考慮機會的大小時，並不一定是機會的大小，而是機會如何融入我們的公司並成為一項增值性收購。

So plenty of opportunities out there, and we're excited about the opportunities that are surfacing.

那裡有很多機會，我們對正在出現的機會感到興奮。

I appreciate it.

我很感激。

Thank you.

謝謝。

Thank you.

謝謝。

Max Michaelis, Lake Street.

馬克斯‧米凱利斯，湖街。

Max, your line is live.

麥克斯，您的線路已上線。

Hey, guys.

大家好。

Nice quarter.

不錯的季度。

First one out of me is just related to international revenue.

我的第一個想法與國際收入有關。

Where does that finish out in Q4 as a percentage of revenue?

第四季的收入佔收入的百分比是多少？

And then maybe for looking out into 2024, it sounds like Q4 bookings were strong there.

然後，也許展望 2024 年，第四季的預訂量似乎很強勁。

And what could we expect maybe as goalpost or percentage of revenue in 2024 from the international space?

作為 2024 年來自國際領域的目標或收入百分比，我們可以期待什麼？

I'm going to let Ron answer the percentage question and then give it to Alan to discuss our international sales a little bit more.

我將讓羅恩回答百分比問題，然後交給艾倫進一步討論我們的國際銷售情況。

Go ahead from.

繼續前進。

So currently the international revenue is less than 5% of our total revenue, but we're continuing to see traction in that area.

目前，國際收入不到我們總收入的 5%，但我們繼續看到該領域的吸引力。

And I'll let Dan and give you some more details on our sales efforts in international locations.

我會讓 Dan 向您提供有關我們在國際地點的銷售工作的更多詳細資訊。

Yes.

是的。

So some internationally, even with a pretty small effective team.

所以有些是國際化的，即使是一個非常小的有效團隊。

We've started seeing some growth in the Australian markets.

我們已經開始看到澳洲市場出現一些成長。

And we're seeing obviously, because our team is based out of the U.K. We have a number of big partners now that are continuing to grow.

我們很明顯地看到，因為我們的團隊位於英國以外，我們現在擁有許多正在持續成長的大型合作夥伴。

And that's going back to the earlier question about the users.

這又回到了之前關於用戶的問題。

That's where you're seeing, obviously an uptick because we're kind of early in the journey with respect to the international partners that are out there.

這就是你所看到的，顯然是在上升，因為相對於國際合作夥伴來說，我們還處於起步階段。

So Europe, we have some opportunities now in in A-Pac as well that we're looking at so it's a pretty widespread, but we're also being very purposeful, if you will, given the locations and the relationships that we have with the size of our team.

因此，在歐洲，我們現在在亞太地區也有一些機會，我們正在尋找這些機會，所以這是一個相當廣泛的機會，但如果你願意的話，考慮到我們的位置和與我們的關係，我們也非常有目的我們團隊的規模。

So Aimia is kind of target.

所以艾米亞是一個目標。

Number one, Australia and New Zealand were our partners in that area and then a back after that.

第一，澳洲和紐西蘭是我們在該領域的合作夥伴，然後是我們的合作夥伴。

And thank you, our next one, just wondering if you can go into more detail on the hosted 2.0 investment as well as the accounting systems maybe put a size to the investment you expect maybe in 2024?

謝謝您，我們的下一位，只是想知道您是否可以更詳細地了解託管 2.0 投資以及會計系統，也許可以確定您預計在 2024 年的投資規模？

Yes.

是的。

Max.

最大限度。

I think we're going to spend what we put it in our 10 K. So we've contracted with Oracle who is going to be in providing hosting and back-end support to us, which opens up a world of opportunities for us.

我認為我們將花費我們投入的 10 K。因此，我們與 Oracle 簽訂了合同，Oracle 將為我們提供託管和後端支持，這為我們打開了一個充滿機會的世界。

I think we'll probably spend about 300,000 this year run and probably $1 million next year where as we expect the growth to accelerate substantially next year as we have the hosted solution fully up and running.

我認為今年我們可能會花費約 30 萬美元，明年可能會花費 100 萬美元，因為我們預計明年的成長將大幅加速，因為我們已經完全啟動並運行了託管解決方案。

All right, guys, that's it for me.

好吧，夥計們，我就這樣了。

Thank you.

謝謝。

John Roy, Water Tower Research.

約翰·羅伊，水塔研究。

John, your line is, I think you and so if you take a step back a little bit, maybe I know you mentioned you were getting started on a I was curious as to other areas you might be looking to exploit it, you know, is it more better customer experience, more cost control?

約翰，你的台詞是，我想你，所以如果你退後一步，也許我知道你提到你正在開始一個我很好奇你可能想要利用它的其他領域，你知道，是更好的客戶體驗、更多的成本控制嗎？

Are you going to I'm trying to look at it to help with sales.

你打算嗎？我正在嘗試看看它是否有助於銷售。

Just if you give us any color on projects you've got going on there, that would be great.

如果您能向我們提供有關您正在進行的項目的任何信息，那就太好了。

Is it a I allows us a lot of different user case scenarios.

是不是我允許我們有很多不同的使用者案例場景。

And so when we talk about AI, it's really a opportunity for applications to integrate with our system.

因此，當我們談論人工智慧時，這確實是應用程式與我們的系統整合的機會。

And so we've got a lot of third party developers out there that are developing AI applications for different use cases.

因此，我們有許多第三方開發人員正在為不同的用例開發人工智慧應用程式。

So currently, as I mentioned in my comments, one of the use cases is having contact center capabilities where a live body gets replaced with an AI interface using jet GBT. to be able to pull up for questions and answers and be able to eliminate maybe 80%, 90% of commonly asked questions without having a human to interface with that.

因此，目前，正如我在評論中提到的，用例之一是擁有聯絡中心功能，其中活體被使用 jet GBT 的 AI 介面取代。能夠提出問題和答案，並且能夠消除大約 80%、90% 的常見問題，而無需人工互動。

But we've also got a lot of other AI applications, sentiment analysis being able to do call recordings and be able to analyze those call recordings and be able to act on those call recordings and have a supervisor join in when something gets said or if there's a sentiment that is highlighted that needs to be elevated or escalated to a superior manager.

但我們還有很多其他人工智慧應用程序，情緒分析能夠進行通話錄音，能夠分析這些通話錄音，能夠對這些通話錄音採取行動，並在有人說話或有情況時讓主管加入。有一種情緒被強調，需要提升或升級給高階經理。

So a lot of applications there.

所以那裡有很多應用程式。

But the font I know you want to maybe give a little bit more detail on some of our third-party application partners out there that are developing AI applications?

但我知道您想要的字體可能會提供有關我們正在開發人工智慧應用程式的一些第三方應用程式合作夥伴的更多詳細資訊？

Yes, I'll be happy to.

是的，我很樂意。

So yes, just I mean, as Doug pointed out.

所以是的，正如道格指出的那樣，我的意思是。

I mean, I think AI. as a tool, it opens us up to many, many different use cases.

我的意思是，我認為人工智慧。作為一種工具，它為我們提供了許多不同的用例。

But what are some of the examples that we're seeing is for example, generative voice props or music on hold and things of that nature that are customized to a particular SMB or a particular business until you're seeing anything from actual on a voice system, our AI applications that are facing within one of the other point I'd like to make also is just from a productivity perspective where developers are using it internally to coat check to provide an extra pair of eyes that ultimately just makes the tedious work.

但我們看到的一些例子是，例如，生成語音道具或等待音樂以及針對特定中小型企業或特定業務定制的此類性質的東西，直到您在語音中看到實際的任何內容系統中，我們的人工智慧應用程式面臨的另一點是我想提出的，這也只是從生產力的角度來看，開發人員在內部使用它來進行檢查，以提供額外的一雙眼睛，最終只會使乏味的工作變得繁瑣。

We're able to actually rapidly accelerate some of that work using internal AI systems, two to help guide our work as well.

我們實際上能夠使用內部人工智慧系統快速加速其中一些工作，其中兩個系統也可以幫助指導我們的工作。

But in terms of the third-party applications, yes, there's a there's a whole host of folks.

但就第三方應用程式而言，是的，有很多人。

If you if you think about the 4 million users that are out there and growing on there, whether it's CRM integrations, whether it's for specific integrations, Jeff or Doug obviously mentioned on voice services, whether it's sentiment analysis, summarization, things of that nature are a whole host of application providers that are now it's part of the ecosystem and growing into the ecosystem as we go forward.

如果你考慮現有的 400 萬用戶，並且還在不斷增長，無論是 CRM 集成，還是特定的集成，Jeff 或 Doug 顯然在語音服務中提到過，無論是情感分析、摘要等類似性質的東西是一大批應用程式供應商，他們現在是生態系統的一部分，並隨著我們的前進而成長為生態系統。

Great.

偉大的。

Hey, I'm a slightly different question.

嘿，我的問題略有不同。

I believe you said you're going to be moving out of some buildings.

我相信你說過你要搬出一些建築物。

Can you give us some color on how much you expect to see there.

您能否告訴我們您希望在那裡看到多少內容？

but well, I think Doug explained that Ron explained that before we will have some substantial cost savings as we won't be maintaining two systems.

但是，我認為道格解釋說，羅恩解釋說，在此之前我們將節省大量成本，因為我們不會維護兩個系統。

But it's a little hard for us to quantify how much it is.

但我們很難量化它到底有多少。

But if we don't take out at least $1 million in costs, I would be very surprised.

但如果我們不拿出至少 100 萬美元的成本，我會感到非常驚訝。

And on top of that .

除此之外。

That's great

那太棒了

. I'm really talking about buildings.

。我真的在談論建築物。

Yes, we're currently we're currently doing a sale leaseback.

是的，我們目前正在進行售後回租。

So after we sold our building, we did a 12 month lease back with a six month extension option and so when we are looking at new spaces out there in the Phoenix market to relocate our corporate headquarters to, we anticipate that we'll pick up some significant cost savings on a monthly basis.

因此，在我們出售大樓後，我們進行了為期12 個月的回租，並有六個月的延期選擇權，因此，當我們在鳳凰城市場尋找新空間以將我們的公司總部搬遷到其中時，我們預計我們將每月可節省大量成本。

So there's a lot of empty space out there and some attractive deals out there.

因此，那裡有很多空閒空間，並且有一些有吸引力的交易。

So we feel that once we relocate out of this building will not only have the significant savings on the support of our data center, but we'll also have cost savings on our monthly expense for rental and services.

因此，我們認為，一旦我們搬出這棟大樓，不僅可以節省大量的資料中心支援費用，還可以節省每月的租金和服務費用。

Great.

偉大的。

Thanks so much and congratulations on the growth, et cetera.

非常感謝並祝賀您的成長等等。

Thank you.

謝謝。

Chris Sakai, Singular Research.

克里斯·酒井，奇異研究公司。

Chris, your line is live.

克里斯，您的線路已上線。

Yes, hi, good afternoon.

是的，嗨，下午好。

I just had a question on Allegiant and if you could I know last quarter you car you had a carve out for it for gross margin.

我剛剛有一個關於 Allegiant 的問題，如果你能告訴我的話，我知道上個季度你的汽車已經為毛利率做好了準備。

I know it was a little less than than the overall segment So wanted to see if you could if there was any improvement there with the Allegiant gross margin?

我知道它比整個細分市場要少一些所以想看看 Allegiant 的毛利率是否有任何改善？

Yes.

是的。

So we do have carve out on that.

所以我們確實在這方面做了努力。

So our Crexendo Business Solutions service revenue came in in fourth quarter at 67%.

因此，我們的 Crexendo Business Solutions 服務收入在第四季度達到了 67%。

Allegiant came in at 37% for service revenue and product revenue from Cushing to Business Solutions was 45% up slightly from 42% in Q3.

Allegiant 的服務收入佔 37%，從庫欣到商業解決方案的產品收入比第三季的 42% 略有上升 45%。

And our Allegiant product revenue came in at 35% for the quarter.

本季我們的 Allegiant 產品營收為 35%。

Okay.

好的。

Sounds good.

聽起來不錯。

And just talking about A., I will that be leading to any cost savings as far as taking the place of any jobs

只是談論 A.，就取代任何工作而言，我會節省任何成本

?

？

yet when we look at AI., it's really more from a sales perspective and a revenue generator for us because all of our licensees and all of our end-user customers are looking for aspects were a I will help their businesses.

然而，當我們看待人工智慧時，它實際上更多地是從銷售角度和我們的收入來源，因為我們所有的被授權者和所有最終用戶客戶都在尋找能夠幫助他們業務的方面。

We're going to be using some of it internally for customer support, but it won't be replacing positions, but it will just allow us to continue our great customer support, and we're already ranked number one in G. two.com. So they will be a one A. plus with RAIN. or interfaces.

我們將在內部使用其中的一些來提供客戶支持，但它不會取代職位，但它只會讓我們繼續提供出色的客戶支持，而且我們已經在 G.2 中排名第一。com.所以他們將成為 RAIN 的一等獎。或接口。

It will improve our access to information to customer service and should shorten our response time.

它將改善我們對客戶服務資訊的獲取，並縮短我們的回應時間。

So to that extent, it may be enable us not to use some of the future hires we have in our budget, but we certainly don't anticipate cutting anybody because we're very proud of our customer support and we won't do anything to mess up that applecart.

因此，從這個意義上來說，這可能會讓我們不再使用預算中的一些未來員工，但我們當然不會裁減任何人，因為我們對我們的客戶支援感到非常自豪，我們不會做任何事情搞亂那個蘋果車。

Okay.

好的。

Sounds good.

聽起來不錯。

And then can you talk about license growth internationally?

那麼您能談談國際授權的成長嗎？

How is that going?

進展如何？

I will give it back to Ana and.

我會把它還給安娜和。

Yes, sure.

是的，當然。

Yes.

是的。

I mean, I think come, as Ron pointed out earlier, the number of logos that we had coming in from international and it continues to grow in that regard across across the board, we picked up probably another three or four logos in the UK and one out in Australia.

我的意思是，我認為，正如羅恩之前指出的那樣，我們從國際上獲得的徽標數量在這方面持續全面增長，我們可能在英國獲得了三四個徽標，另一個在澳大利亞。

And so that continues to supercharge.

因此，這種情況繼續加劇。

We've also increased our staff and focus in that area with respect to the marketing that we're doing there.

我們也增加了員工隊伍，並專注於該領域的行銷工作。

So that expansion continues on both companies that are headquartered out there.

因此，總部設在當地的兩家公司的擴張仍在繼續。

And then in general, we're actually seeing folks now starting to expand.

總的來說，我們實際上看到人們現在開始擴張。

We have operations in the UK, but they may hurt in the US, but they may have remote offices, et cetera.

我們在英國有業務，但他們在美國可能會受到傷害，但他們可能有遠端辦公室，等等。

So I think Gudme, we continue to see that across the board.

所以我認為 Gudme，我們繼續全面看到這一點。

Okay.

好的。

Thanks.

謝謝。

Thanks, Chris.

謝謝，克里斯。

Appreciate it.

欣賞它。

Thank you.

謝謝。

Michael Kaufman, MK Investments.

邁克爾·考夫曼，MK 投資公司。

Michael, your line is live.

邁克爾，您的線路已上線。

Good evening, Michael.

晚上好，麥可。

Hi, Jeff Fan.

嗨，傑夫·範。

Doug, I want to congratulate you and the team for maintaining balance the growth in both revenue and profits, which is unusual in this segment of the industry.

道格，我要祝賀您和您的團隊保持了收入和利潤成長的平衡，這在該行業領域是不尋常的。

And a specific question I had is the telco cloud partnership.

我的一個具體問題是電信雲端合作夥伴關係。

Is there any way to get a handle on what the potential expansion of the total available market is either for user growth or revenue potential because I don't have any statistics on.

有什麼方法可以了解總可用市場的潛在擴張對用戶成長或收入潛力的影響，因為我沒有任何統計數據。

Mike, I'm going to let John answer that Jon go ahead.

麥克，我會讓約翰回答，喬恩繼續說下去。

Hi, Michael.

嗨，邁克爾。

Good to hear from me again.

很高興再次收到我的來信。

So we're from telco cloud specifically is the what we call a POTS line replacement or plain old telephone service replacement.

因此，我們來自電信雲，具體來說就是我們所說的 POTS 線路替代或普通舊電話服務替代。

You may have seen recently that AT&T filed with the state to be able to at their will decommission all of their traditional copper lines service in the state of California and also seen recently where in some places because this is a service, it's a deterrent to by the FCC, the company, the individuals are being charged over $1,000 line in some cases with the price increases they're seeing.

您最近可能已經看到，AT&T 向該州提出申請，可以隨意停用其在加利福尼亞州的所有傳統銅線服務，並且最近在某些地方也看到，因為這是一項服務，所以對FCC、公司、個人在某些情況下被收取超過1,000 美元的費用，因為他們看到價格上漲。

So the industry estimates are in the U.S., there's over 5- 5 million lines of service that are currently traditional top services.

因此，業界估計在美國，目前有超過 500-500 萬條服務線是傳統的頂級服務。

And so the telco cloud partnership is specifically targeted to finding a way to migrate those type of services so they can be supported in the cloud as their copper infrastructure is retired.

因此，電信雲端合作夥伴關係的具體目標是尋找一種方法來遷移這些類型的服務，以便在銅基礎設施退役時可以在雲端中支援它們。

So if you think of, you know, the service, it won't be a fax lines, alarm lines, fire alarm lines in any other type of analog line.

因此，如果您想到該服務，您就會知道，它不會是傳真線路、警報線路、火災警報線路中的任何其他類型的類比線路。

That hasn't been something that's been easily movable to the cloud in the past.

過去，這並不是很容易轉移到雲端的東西。

The POX line replacement service gives us and our licensees a great opportunity to be able to participate in the migration of those five bullet points there.

POX 線路更換服務為我們和我們的被授權人提供了一個很好的機會，讓他們能夠參與這五個要點的遷移。

It sounds like an interesting, Andre because of the legal requirements to sustain that stuff to get to and into the of these companies and enhance the growth prospects.

這聽起來很有趣，安德烈，因為法律要求維持這些東西進入這些公司並增強成長前景。

So sounds like you have an empty building opportunity.

聽起來你有一個空置的建築機會。

It was like excited about it.

對此感到很興奮。

by a great job overall.

整體來說做得很好。

Thank you, Michael.

謝謝你，麥可。

Thank you.

謝謝。

And there were no other questions in queue at this time.

而且此時隊列中沒有其他問題。

I would now like to hand the call back to Jeff Korn for closing remarks.

現在，我想將電話轉回給傑夫·科恩 (Jeff Korn)，讓其致閉幕詞。

But thank you, Paul.

但謝謝你，保羅。

I want to thank everybody for their time and attention.

我要感謝大家的時間和關注。

We will lead in the not-too-distant future be having our Q1 results.

我們將在不久的將來取得第一季的業績。

And I can tell you everybody in this room is excited about the results we've seen to date and exceptionally excited about our future results.

我可以告訴你們，在座的每個人都對我們迄今為止所看到的結果感到興奮，並對我們未來的結果感到異常興奮。

So enjoy the ride with us, and we'll look forward to speaking with you in May.

因此，請享受與我們一起的旅程，我們期待在五月與您交談。

Have a great evening.

祝您有個美好的夜晚。

Thank you.

謝謝。

.

。

Thanks everyone.

感謝大家。

Thank you.

謝謝。

This does conclude today's conference today and asking us to remain agile, but at this time, and thank you for your participation.

今天的會議到此結束，並要求我們保持敏捷，但在這個時候，感謝您的參與。